The Rainmaking Podcast

In this episode of The Rainmaking Podcast, Scott Love welcomes back Stacey Brown Randall, author of The Referable Client Experience: A Proven Method to Generate Referrals Without Asking. Stacey shares her science-based framework for creating client experiences that naturally generate referrals—without the awkwardness of asking. She explains that client experience is not just about doing great work; it’s about how clients feel when working with you. Professionals who intentionally design their client journey to include both excellent results and meaningful relationship-building touchpoints create the emotional connection that makes them truly referable. Stacey outlines her three-stage model—New, Active, and Alumni—and shows how to tailor communication and touchpoints at each phase to build trust and loyalty. She also discusses “referral hot zones,” those key moments when clients are most likely to refer, and how to identify and leverage them strategically. By focusing on both client emotions and relationship touchpoints, professionals can bridge the gap between being referable and receiving consistent, high-quality referrals. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/lWTNQlQ3RMA ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Stacey Brown Randall is the multiple award-winning author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and national speaker. She has had the privilege of helping well-known corporations and franchises but her focus is on small business owners and solopreneurs including HM Properties, O’Connor Insurance Associates, Keller Williams Real Estate, Farris Cooke CPA, Tyra Law Firm, Nicole Odom Coaching, Slater Interiors, HF Financial, Kintsugi Home Staging, Financial Symmetry, Rae Images, CAJA Bookkeeping, and hundreds more. Stacey has been featured in national publications like Entrepreneur magazine, Investor Business Daily, Forbes, CEO World, Fox News, Cheddar TV Network and more. She received her Master’s in Organizational Communication and is married with three kids. Links: www.StaceyBrownRandall.com www.referralquiz.com http://www.referableclientexperience.com Book link on Amazon: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269/ref=sr_1_2?crid=39MDIKFER2FKU&dchild=1&keywords=generating+business+referrals+without+asking&qid=1597412491&s=books&sprefix=generating+business%2Caps%2C233&sr=1-2 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes back Kevin Wheeler, a seasoned business development consultant with over 30 years of experience advising law and professional services firms on strategy, marketing, and client growth. Together, they explore “Growing Key Clients: The Low-Hanging Fruit of Business Development.” Kevin explains that most firms overlook their most lucrative opportunities—their existing clients. Rather than constantly chasing new business, firms can achieve greater profitability by deepening relationships with key accounts and institutionalizing client management. Kevin outlines the major barriers preventing firms from capitalizing on these opportunities, including compensation structures that reward origination over collaboration and a lack of leadership support for client-focused strategies. He provides a roadmap for building a strong key client program: secure buy-in from firm leadership, appoint dedicated client relationship partners, conduct regular client listening interviews, and link compensation to client growth goals. By developing structured account plans, engaging clients directly for feedback, and mapping relationships strategically, firms can uncover untapped opportunities, strengthen retention, and create long-term growth. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/unWLu82HdqY ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit www.therainmakingmagazine.com to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kevin Wheeler has been advising professional services firms on all aspects of strategy, marketing, business development and client relationship management/key account management for more than thirty years. Before setting up Wheeler Associates in 1997, he had been Marketing Director with Nabarro Nathanson, the commercial law firm, and Cinven, the private equity house. He also held various senior in-house strategy and marketing positions with Coopers & Lybrand, now PricewaterhouseCoopers. As a consultant and coach, Kevin has provided services to more than one hundred firms drawn from the legal, accountancy, actuarial, real estate consultancy, tax, corporate finance, management consulting and insolvency practitioner sectors. Wheeler Associates is also a leading provider of strategic and client insight solutions and thought leadership delivered through bespoke market research studies. As well as his consultancy and coaching activities, Kevin writes, blogs and lectures frequently on strategy, marketing, business development and CRM/KAM issues facing professional services organizations. Links: https://www.linkedin.com/in/kevinjwheeler/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes Jordana Confino, founder of JC Coaching and Consulting and author of the blog Chronicles of a Recovering Type A+ Perfectionist, to explore “The Perfectionist Paradox.” Jordana explains that perfectionism is not about high standards—it’s a fear- and shame-based mindset driven by self-doubt and the need to prove worth. She reveals how this approach undermines both mental health and performance, blocking creativity, risk-taking, and authentic business development. Drawing on neuroscience and positive psychology, she describes how to replace the inner critic’s harsh voice with self-compassion, rewiring the brain through neuroplasticity to enhance confidence and performance. Jordana shares practical strategies to help high-achieving professionals and lawyers break free from destructive perfectionism. These include “drawing your critic” to externalize self-judgment, practicing compassionate self-talk, and identifying core values to shift from fear-based motivation to values-driven achievement. By replacing self-criticism with self-compassion and clarity, professionals can perform at a higher level, strengthen resilience, and enjoy greater fulfillment in their careers and lives. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/Td8DVO6nlZM ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Jordana is a certified professional coach, speaker, and advisor, valued for her expertise in positive psychology and well-being, and her unparalleled ability to connect with and inspire everyone she meets. Seven years after graduating from Yale Law School, Jordana founded JC Coaching & Consulting to empower lawyers and other high-achieving professionals to transform their lives and work for the better. Having spent the bulk of her career working as a lawyer and in legal education at elite institutions, Jordana knows that many high-achieving, successful people hold limiting beliefs that prevent them from truly flourishing. For many years, she was one of them. Jordana transformed her life leveraging the science of positive psychology and human motivation theory, and she is passionate about helping others do the same. Jordana is an Adjunct Professor at Fordham Law School, where she previously served as the inaugural Assistant Dean of Professionalism. Jordana teaches a course on Positive Lawyering, which educates students on how they can harness the insights and science-backed strategies of positive psychology to reach their highest potential and build meaningful, satisfying careers in law. She also teaches Peer Mentoring & Leadership, a one-of-a-kind course designed to equip mentors with the tools and training they need to optimally support their mentees and emerge as leaders in the profession. Jordana was voted Fordham Law Adjunct Professor of the Year in 2021. Website: https://www.jordanaconfino.com/ Blog: https://www.jordanaconfino.com/subscribe LinkedIn: https://www.linkedin.com/in/jordanaconfino/ Values Discovery Guide: https://www.jordanaconfino.com/values Self-Compassion Guide: https://www.jordanaconfino.com/self-compassion-guide Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes David Freeman, award-winning consultant, best-selling author, and founder of Lawyer Book Builder, to discuss how laterals can thrive when joining a new firm. Drawing from over 30 years of coaching thousands of lawyers, David shares actionable strategies to help partners integrate quickly, build internal allies, and accelerate business development. He likens lateral transitions to being “the new kid in school” — success depends on taking ownership of relationship-building rather than waiting for the firm to do it. David explains how laterals can identify internal allies across practice groups, collaborate with marketing and BD professionals, and proactively offer value to colleagues through what he calls “gifts.” He introduces practical tools like the Memory Matrix—a simple spreadsheet to track and maintain relationships—and emphasizes consistency, visibility, and giving before asking. The conversation closes with three key takeaways: create a detailed integration and BD plan, track and nurture high-value relationships monthly, and build an accountability system to ensure consistent follow-through. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/bToVlYNrosk ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- David H. Freeman, J.D. is a former practicing lawyer from New York, an award-winning consultant, and a two-time best-selling author. He’s a member of the National Law Journal Hall of Fame for being voted the #1 business development consultant and coach in the United States for several consecutive years. For over 30 years, David has trained and coached well over 10,000 lawyers in over 235 law firms world-wide, he’s worked with nearly half of the Am Law 200, he’s the author and co-author of 16 books on law firm business development and leadership, and he’s the creator of Lawyer BookBuilder, an step-by-step, turnkey training and accountability program that shows lawyers how to become exceptional rainmakers. Links: https://lawyerbookbuilder.com/ https://davidfreemanconsulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Jim Camp Jr., retired Air Force Major General, author of Lead From No, and principal at the Camp Negotiation Institute. Jim shares his systematic approach to negotiation, which combines mindset, structure, and behavior to help professionals achieve stronger outcomes without unnecessary compromise. He explains why most people mistakenly equate negotiation with giving something up, and instead reframes it as “the effort to bring about an agreement with all parties having the right to say no.” Jim outlines practical tools like the negotiation checklist and journal, emphasizing preparation, emotional control, and asking the right questions to uncover an opponent’s true concerns, vision, and decision-making process. He highlights how avoiding pressure and welcoming “no” builds trust, lowers tension, and leads to more durable agreements. With stories from both business and military contexts, Jim demonstrates how negotiation skills are essential across professional services, leadership, and even everyday life. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/rVMKH3ZBKCc ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Jim, recently retired as a Major General in the United States Air Force (Jim Camp Jr.’s bio), rejoined the Camp Negotiations team after serving many years as the Commander of the Ohio Air National Guard, and National Guard Assistant to the Commander of the US Transportation Command. Prior to dedicating his full-time efforts to military service, Jim helped build Camp Negotiations from 2000-2007 as a coach and contributor to “No, The Only System of Negotiation You Need For Work and Home.” Serving at the National strategic level, Jim was personally responsible for negotiating the largest pay increase in history for thousands of Air National Guard Instructor Pilots. Jim credits his military success to the Camp System of Negotiation. “If you lead people, you negotiate every day.” Despite Jim's long military career, he’s remained an owner of Camp Negotiations and is now fully re-engaged as a coach. His diverse leadership background, education, and military experiences bring a welcomed perspective to the Camp Negotiations Team. In fact, Jim Camp Jr. recently published his new book, Lead from No: A Systematic Approach to Leadership Negotiation. His new work is highly acclaimed and considered to be a long-awaited sequel to his father’s book, Start with No. His combination of business and leadership coaching stories makes a strong case that the Camp Negotiation system is highly effective and time-tested. Links: https://www.linkedin.com/in/jim-camp-jr-2a8ab79/ www.campnegotiations.com https://campnegotiations.com/lead-rom-no-book-jim-camp-jr https://campnegotiations.com/coaches Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Randy Peck (CEO) and Jordan Peck (VP of Business Development) of Peck Financial about the crucial but often overlooked issue of partner benefits during law firm transitions. Under the theme “Rainmakers Without Umbrellas”, they discuss how many high-earning partners neglect their own financial protection, leaving themselves and their families exposed when changing firms or going through mergers. From life insurance to disability and long-term care coverage, the Pecks explain how benefits often don’t keep pace with rising compensation—and why partners must treat themselves like their own clients by proactively evaluating their protection. They also highlight specific risks such as assuming new firms will provide sufficient coverage, overlooking portability of benefits, and ignoring international complications. With stories from decades of advising AmLaw 100 and 200 firms, Randy and Jordan stress that the biggest pitfall is simply looking past these issues during transitions. Their three key action steps: regularly audit your coverage, inventory benefits before moving, and compare them with offerings at your new firm. By taking these steps, partners can avoid being “rainmakers without umbrellas” and ensure long-term financial security. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kluHcPD4bqs ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Peck Financial is an established industry leader specializing in executive benefit solutions. For more than 30 years our core business has focused on developing and administering employer-sponsored executive disability, life, and long-term care insurance plans. While these plans have become more common in recent years, our clients consistently remark on our responsiveness and unmatched customer service. Links: www.peckfinancial.com https://www.linkedin.com/in/jordan-peck-992786156/ https://www.linkedin.com/in/randallpeck/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with social media strategist and LinkedIn expert Kait LeDonne about the shifting landscape of LinkedIn. Kait traces how the platform has evolved—from being a digital résumé hub to today’s creator-driven space optimized for knowledge and advice. She explains why vulnerability posts surged during the pandemic, how LinkedIn adjusted its algorithm to emphasize value-driven content, and what professionals should focus on now: consistency, storytelling, and educational insights. Kait also provides practical guidance for professional services providers who want to turn LinkedIn visibility into real business opportunities. She highlights the power of newsletters, personal branding, and using story as a bridge to credibility and trust. With actionable strategies—posting at least twice a week, engaging meaningfully with comments, and adding strategic connections daily—Kait shows how professionals can build influence, grow their networks, and convert visibility into revenue. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/o_pgpKiGDu8 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kait LeDonne is a personal branding expert who specializes in transforming professionals into industry leaders, forging powerful employee personal brands, and demystifying the essentials of impactful personal branding. Links: https://www.linkedin.com/in/kaitledonne-personalbrandingexpert/ https://www.kaitledonne.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Gavin Sharpe, former lawyer, global legal search firm CEO, and now performance and leadership coach, to discuss the blind spots of rainmakers. Gavin explains that blind spots are unconscious behaviors others see but we often miss—like interrupting, failing to delegate, or hiding vulnerability. Left unchecked, these blind spots create limiting assumptions such as “I’m not a natural rainmaker” or “asking for help is weakness,” which can undermine success and stall growth. Gavin shares how lawyers’ personalities and the pressures of perfectionism often reinforce these blind spots, creating a cycle of stress and missed opportunities. He offers strategies for uncovering and challenging limiting beliefs, from seeking peer and client feedback to reframing outdated stories we tell ourselves. By identifying, examining, and dismantling these beliefs, professionals can unlock untapped potential, build stronger teams, and become more effective rainmakers. Gavin closes with actionable steps to help listeners start recognizing and addressing their own blind spots. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8rGE3jRwZTM ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Gavin Sharpe: “I blend coaching, business, and psychology, to facilitate ambitious leaders achieve their full potential. With a strong focus on the legal sector, I empower lawyers to cut through the noise, lead with purpose, and become great rainmakers.” Links: Webinar: https://www.rivierawellbeing.com/events/the-rainmaker-playbook-attracting-and-activating-top-performers/ Ditch The Pitch: Rethinking Sales in Law Managing Law Firm Talent in 2025: My Top Three Tips Lawyers Are the Biggest Imposters of Them All. I Should Know: I Am One of Them. Partners Are From Mars, Associates Are From Venus: The Real War for Talent Rainmakers Are Not The Answer To Law Firm Transformational Growth. Here Is Why What the Monaco Grand Prix Teaches Us About Performance Are You A Workaholic? Gavin Sharpe on Riviera Radio, Sept 2024 "Gavin Sharpe: Becoming a Rainmaker Starts with Mindset" Podcast www.rivierawellbeing.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Camille Stell, co-author of Respect: Insights to Attorney Compensation Plans. Together, they explore why compensation is more than just numbers—it’s about respect, transparency, and culture. Camille explains how lawyers often interpret pay as a measure of personal value, which can make compensation discussions emotionally charged. She shares insights into the complexities of law firm compensation, including the influence of multiple committees, the challenges of integrating laterals, and generational expectations around transparency. Camille also highlights how compensation strategies shape firm culture, impact collaboration, and affect retention and succession planning. She outlines emerging trends, such as rewarding team contributions, expanding non-equity career paths, and building transparency into comp systems. For law firm leaders, Camille suggests auditing current systems, aligning compensation with strategic goals, and increasing year-round communication to reduce the stress of “comp season.” Her practical guidance helps firms create fairer, more effective plans that balance individual rewards with long-term institutional success. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8roVK-hYZ48 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Camille Stell serves as Vice President of Risk & Practice Management for Lawyers Mutual Liability Insurance Company of North Carolina, where she provides coaching and consulting on succession planning, law firm compensation, and law firm innovation. She is a legal industry leader in law firm management, business development, and strategic planning. A Fellow in the College of Law Practice Management, Camille is a sought-after speaker and writer, having taught CLEs and led workshops for attorneys and legal professionals nationwide. A Meredith College graduate, she has been recognized by North Carolina Lawyers Weekly and the Triangle Business Journal for her leadership and impact. Camille is the co-author of two books written during the pandemic: Designing a Succession Plan for your Law Practice: A Step-by-Step Guide for Preparing Your Firm for Maximum Value, published in 2021 and RESPECT: Insights in Law Firm Compensation, 2nd Edition published in October 2024. Links: Contact: [email protected] Direct Dial: 919.447.3354 https://www.linkedin.com/in/camillestell/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Sue Heilbronner, executive coach, speaker, and author of Never Ask for the Sale: Supercharge Your Business with the Power of Passionate Ambivalence. Sue explains why many professional services providers resist selling themselves and how to shift that mindset by embracing authenticity and confidence. She introduces the concept of passionate ambivalence—the ability to be genuinely excited about opportunities while remaining unattached to the outcome. This approach helps professionals appear more credible, command higher fees, and attract long-term clients. Sue also addresses common challenges such as imposter syndrome, over-eagerness, and desperation in sales. She emphasizes qualifying prospects, presenting yourself as the product, and building thought leadership through strong digital presence and meaningful contributions. With practical strategies for pricing, follow-up, and conference networking, Sue provides actionable insights for professionals looking to transform their approach to business development and rainmaking. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/va71ZBSew5s ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Sue is a sought-after speaker, startup CEO, mentor, adjunct professor of entrepreneurship, facilitator, strategic advisor, Conscious Leadership coach, co-founder of the MergeLane investment fund, creator of the Leadership Camp training program for high-potential leaders, former federal prosecutor, and a direct and fearless catalyst for change. Sue has the privilege of bringing her speaking, TED and TEDx-style speaker coaching, facilitation, coaching, Conscious Leadership, and consulting expertise to companies around the world. She’s worked with teams and leaders from Facebook, G2, Salesforce, Gainsight, Kiva, Uptake, Oracle, and more. Sue has been a CEO and CRO for digital marketing, technology, and e-commerce companies since the earliest days of the Internet. She began her career as an attorney – last as a federal prosecutor with the United States Department of Justice Civil Rights Division. She transitioned to business by founding an online baby gift company in 1999, which she later sold when she joined Discovery Communications, the parent company of Discovery Channel and 15 other international networks. Sue went on to lead companies in the interactive travel, digital publishing, e-commerce, home maintenance, and online education sectors. Sue serves as a mentor with Techstars and an adjunct professor of law and entrepreneurship at the University of Colorado Law School. Sue is a powerful presence who inspires audiences with her authenticity, directness, quick mind, and humor. Sue earned a BA from Oberlin College and a JD and Master of Public Policy from Duke University. She lives in Boulder and Chicago. Links: https://www.heysue.com/ https://www.heysue.com/never-ask-for-the-sale https://www.linkedin.com/in/sueheilbronner/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love sits down with Patrick Morin, CEO of Transact Capital, to discuss how rainmakers can maximize their time at conferences. Patrick shares proven strategies that have generated millions in business, from doing research and segmenting attendees before arrival, to positioning yourself in the right places—like across from registration desks or in the front rows of sessions—to build meaningful connections. He emphasizes preparation, authenticity, and focusing on relationship-building rather than selling. Patrick also highlights post-conference follow-up tactics that strengthen client development, such as sending short, thoughtful notes and sharing industry intelligence without expecting anything in return. He stresses the importance of speaking opportunities, attending offsite events, and maintaining high energy throughout the conference to create loyal connections. His practical insights show how professionals can turn conferences into powerful rainmaking opportunities. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/m2BP_nXHcNI ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Patrick Morin is the CEO of Transact Capital Partners, an investment banking firm specializing in mergers and acquisitions of technology, Human Capital Management, industrials, and veteran-led companies. Patrick has two professional roles: 1. Merger & Acquisition advisory to Staffing, EdTech, PropTech, and SaaS companies. 2. Professional speaker addressing conventions, conferences, and corporate & association meetings across the US and internationally on the subjects of M&A strategies and building high-performance corporate cultures. Links: https://transactcapital.com https://www.linkedin.com/in/patrickmorin/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Catherine MacDonagh, a legal industry consultant and author of Lean Six Sigma for Law. Catherine explains how process improvement—defined as analyzing and refining repeatable, describable steps to achieve better outcomes—can significantly enhance client service, profitability, and rainmaking. She notes that while lawyers often resist by saying every matter is unique, many steps in legal work and firm operations (like intake, billing, or onboarding) are recurring processes ripe for improvement. By using tools such as scorecards, impact/ease matrices, and stakeholder analysis, firms can identify high-impact areas, streamline workflows, and improve both client and employee experiences. Catherine shares real-world success stories, including a global law department that collaborated with a law firm to reduce billing inefficiencies and deepen their relationship. She stresses the importance of involving cross-functional teams, listening to the “voice of the client,” and embedding change management into the process. Continuous improvement, she argues, is not just about efficiency—it’s about building stronger client partnerships and staying competitive. Catherine closes with three action steps: start by trying small improvements, commit to continuous learning, and build skills in Lean, Six Sigma, and related disciplines. Her message is clear: process improvement works in law, and adopting it can transform rainmaking efforts and client development. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/Q36c2IBRpdc --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- A Legal Lean Sigma® Black Belt and a certified Six Sigma Green Belt, Catherine is the CEO and a Founder of the Legal Lean Sigma Institute, LLC. LLSI offers consulting and the first and only process improvement and project management certifications, courses, and workshops designed for the legal profession. Catherine created Legal Lean Sigma®, the award winning Legal WorkOut® and Legal Lean Sigma® Design Thinking. Links: https://www.linkedin.com/in/catherinemacdonagh/ https://legalleansigma.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Jeff Brandeis about how professionals can use webinars as a powerful tool for rainmaking. Jeff explains that too many webinars fall flat because they are one-sided PowerPoint presentations that disengage audiences. Instead, he emphasizes creating interactive experiences—adding music, visuals, polls, and live engagement to keep participants interested. By building rapport with attendees—just as one would in a networking conversation—presenters can foster the know-like-trust factor essential for winning new business. Jeff also highlights the importance of asking the right questions, adapting content based on audience responses, and using storytelling to create authentic connections. The discussion also touches on practical strategies to elevate webinars into true business development platforms. Jeff advises presenters to avoid “death by PowerPoint” by limiting slides to a few bullet points and keeping themselves on screen to maintain presence. He underscores the importance of a clear call to action—whether scheduling a consultation, downloading a guide, or visiting a website—and suggests using QR codes to streamline engagement. Finally, Jeff offers three action steps: audit your past webinars to assess engagement, reduce reliance on slides in favor of conversation, and integrate polls, questions, and interactive elements throughout. By doing so, rainmakers can transform webinars from passive lectures into dynamic business-generating conversations. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/OVMKVK0eNmg --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Are you ready to elevate your webinar game and captivate your audience like never before? Welcome to Engaging Webinars, where we specialize in helping professionals create dynamic and interactive virtual presentations that drive engagement and boost sales. Our Mission: To empower you with the tools and strategies needed to deliver compelling webinars that not only inform but also inspire and engage your audience. Links: https://www.linkedin.com/in/jeffbrandeis/ https://engagingwebinars.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews sales performance expert and coach Walt Crosby about how introverts can excel in business development. Walt explains why introverts often have an advantage: their natural tendency toward active listening allows them to truly understand client needs, peel back the layers to uncover the emotional drivers behind decisions, and build deeper connections. He stresses the importance of mirroring tone and cadence, setting upfront agreements to control meetings, and using curiosity and empathy to create trust. Walt also outlines how skepticism—politely pushing back for clarity—can strengthen credibility and uncover real issues. The conversation explores practical strategies for networking and client engagement, especially for introverts who may feel uncomfortable initiating contact. Walt encourages professionals to develop a clear picture of their ideal client, focus on learning about others before sharing their own story, and have clear next steps after every interaction. By combining curiosity, empathy, and targeted energy, introverts can leverage their strengths to become powerful rainmakers. The episode closes with three actionable steps: define your ideal client with precision, use skepticism to clarify and avoid assumptions, and establish concrete follow-up actions after each conversation. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/VNT8k8ILO4U --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Walter is on a mission to help Visionary leaders build a high-performance sale organization with a consistently reliable revenue forecast to double revenue. As CEO of Helix Sales Development, he only engages with growth-minded entrepreneurs who are frustrated with underperformance, and have the desire & commitment to build a performance-based sales culture. His clients say the journey can be challenging; however, the results are transformative and produce repeatable revenue growth with margin integrity. Walter is a proud alum of the University of Michigan and holds an advanced degree from the School of Hard-Won Wisdom. He spent the majority of his career as a salesman who was frequently promoted to sales manager. He’s sold a variety of products with complex B2B sales cycles including LED luminaries, commercial signage, financial services, synchronized clocks systems, and commercial fire alarm systems. Frustrated by the lack of training each time he was promoted to sales management roles, he sought training and mentors to help him grow as a leader. This led to the creation of his own firm, Helix, to hire, train, and influence successful sales teams. He has formed strategic relationships to augment the sales coaching services he provides. Walter is a certified partner with the Objective Management Group, an award-winning provider of evidence-based sales evaluation and assessment tools. Helix’s technology partner is Membrain. Those that know him best often find him reflecting over a fine cigar in his private cigar lounge. In fact, he speaks regularly about his two favorite passions as host of his podcast called Sales and Cigars. Links: https://www.linkedin.com/in/walterlcrosby/ https://helixsalesdevelopment.com/ Order Walt Crosby’s book Scale Your Sales here: https://www.amazon.com/Scale-Your-Sales-Critical-Mistakes/dp/1959911252 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Troy Korsgaden, insurance industry consultant and business development expert, about how professionals can avoid common pitfalls in client development. Troy emphasizes that the biggest mistake professionals make is failing to be intentional. He shares how building habits—like stopping for brief, purposeful introductions during daily routines—can generate long-term business success without requiring large time investments. His “stacking” method, combined with calendaring time for outreach, ensures that business development becomes a natural part of the day, not an afterthought. The conversation also explores the importance of follow-up, with Troy reinforcing that consistent communication is more impactful than any one-time pitch. Troy also introduces the concept of being a “discussion partner”—someone clients turn to not just for services, but for strategic conversations and trusted advice. He encourages professionals, including introverted lawyers, to shift their mindset away from sales toward authentic, service-first relationship building. By being a reliable resource and showing curiosity, professionals can earn trust and grow business organically. The episode closes with three action steps: adopt the “law of 72” to act on new ideas quickly, schedule time for strategic thinking, and never remove critical follow-up items from the calendar. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/t_g-mzKSI4M --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Troy Korsgaden is a highly sought-after insurance and financial services consultant. He is the principal of Korsgaden International which specializes in global marketing, distribution, agency building and technology strategies for many of the world’s largest insurance carriers and financial services companies. As a consultant, speaker and author of seven books, Korsgaden’s mission is to help the insurance industry and its representatives wake up to the radical transformation taking place in the industry and create the necessary tools and roadmaps to best navigate and build success in the rapidly changing insurance and financial services landscape. A widely-respected expert in personal distribution and other methods, Korsgaden trains corporate insurance and financial services leaders on customer service, change management and transformational work, among many other critical issues impacting insurance carriers and financial services companies. Korsgaden helps those in the industry learn how to better communicate with their teams and consumers so that consumers develop a higher appreciation for the value of insurance products and their insurance advisor relationships. Korsgaden International provides turn-key approaches using leading technologies and management tools which create fluency and seamlessness in product delivery and customer service. Hundreds of thousands of insurance and financial services executives, agents, brokers and staff members have been inspired and empowered by Korsgaden's seminars and guidance for over 30 years. Link: https://www.linkedin.com/in/troykorsgaden/ https://www.korsgaden.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Lana Manganiello, law firm growth leader, business development coach, and lateral integration strategist, about why business development is career development. Lana explains that the skills and activities required to grow a book of business—building visibility, cultivating credibility, and developing strategic relationships—are the same ones that create career options, whether an attorney wants to make equity partner, move firms, or transition in-house. She emphasizes that investing in business development not only generates autonomy and control over your practice but also increases leverage within your current organization, allowing you to shape your role into something more fulfilling. Lana offers practical guidance on developing both internal and external strategic relationships, highlighting the value of connecting with colleagues, mentors, and professional staff inside the firm, as well as clients, referral sources, and industry contacts outside of it. She encourages attorneys to start now—regardless of career stage—to avoid missed opportunities, and to approach networking with authenticity, preparation, and mutual value. The episode closes with three action steps: reconnect with one contact this week, make your expertise visible, and say yes to an opportunity that aligns with your long-term goals, even if it feels uncomfortable. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/HqWzotNIuaE --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- With over 15 years of experience in business development, sales management, and professional coaching, Lana Manganiello is a recognized leader in elevating legal professionals and their practices. Her career spans leadership roles in business development and marketing, where she was directly responsible for driving growth, managing sales teams, and creating strategies that deliver measurable results. Lana’s guidance is rooted in both personal experience and her extensive work with hundreds of professionals across diverse practices, goals, and personalities. She has partnered with AmLaw 200 firms, boutique practices, and individual lawyers at all career stages to align their values, goals, and strengths with actionable business development strategies. Career Highlights: Deep Expertise: Lana has designed and delivered programs that have transformed attorneys into trusted advisors, helping them cultivate rewarding practices. Leadership: As President of the LA County Bar Association’s Counsel for Justice, she has spearheaded initiatives to expand access to justice and enhance diversity in the legal profession. Recognition: Named a “Global Leader in Legal Strategy and Consulting” by Lawdragon and a “Diversity, Equity, Inclusion & Accessibility Visionary” by Los Angeles Times Magazine. Impact: Lana’s clients report significant professional growth, including partnership offers, increased visibility, and greater fulfillment in their careers. Lana’s commitment extends beyond her professional work. She actively serves on boards that advance equity and access to justice, and she’s passionate about supporting attorneys in creating a positive impact on their firms and communities. Links: https://www.linkedin.com/in/lanamanganiello/ https://practicegrowthpartner.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Tony Gray, author of The Business Development Body of Knowledge and founder of the Global Business Development Association, about how professionals can lead with trust in business development. Tony shares a neuroscience-based model of trust built on three pillars: purpose, empathy, and truth. He explains how these elements activate specific brain chemicals—oxytocin, dopamine, and serotonin—that foster genuine connection and credibility. Rather than rely on anecdotal tactics, Tony advocates for a scientific, principle-based approach to building long-term business relationships, emphasizing that aligning with a prospect’s purpose and being candid—even when it means saying you’re not the right fit—can create lasting trust and unexpected referrals. The conversation also explores the differences between empathy and sympathy, how to build the “muscle memory” of candor, and why referrals are the most scalable form of business development. Tony introduces his framework for understanding the full customer journey—from awareness to advocacy—and shows how business development differs from sales or marketing in its exponential impact. With practical guidance and deep insight into human behavior, this episode delivers a compelling case for why professionals must build trust deliberately, not by chance. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/le6LOfxBxhM --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Tony helps companies grow with 30 years experience in business development, sales, and customer success. Tony provided Chief Growth Officer support services for 24 small, medium, and large corporations. One client grew by as much as 100% in one year directly due to his efforts. He cultivated relationships with prospects and generated new business of $800M+ with single award wins up to $230M+ Total Contract Value (TCV). His extensive network and understanding of the government contracting procurement cycle, regulations, federal budgetary effects, and industry landscape helped generate an average of $64M per year in new revenue for his clients. Tony created marketing and sales budgets, along with innovative methods to reduce costs and schedules by as much as 20%. He routinely led sales efforts and developed trusting relationships with all levels of leadership and customers, including senior executive engagement. Tony is the author of the Business Development Body of Knowledge and creator of the Global Business Development Association Business Development Professional (BDP) certification. He is a graduate of the U.S. Naval Academy with a Master of Business Administration from Virginia Tech. Links: Get your copy of the Business Development Body of Knowledge on Amazon: https://a.co/d/ckiz9r0 Connect with Tony on LinkedIn: https://www.linkedin.com/in/tony-gray-mba-bdp/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Steve Seckler, attorney coach and author of Think Like a Lawyer, Act Like an Entrepreneur. Steve shares how lawyers can overcome their aversion to selling by reframing business development as an authentic, relationship-based activity. Drawing from his own journey as a risk-averse skeptic, Steve offers practical tools for lawyers who want to grow their practices without feeling like salespeople. He emphasizes the importance of listening, curiosity, and small, consistent actions that build trust—like sending follow-ups, maintaining light touches with contacts, and showing up at live events. Steve also outlines the value of identifying a niche to become more memorable in a competitive marketplace. He encourages lawyers to engage in business development activities that feel natural and aligned with their personalities, whether that’s bar association involvement, speaking engagements, or nonprofit service. Key takeaways include avoiding the pitfall of waiting for a “rainy day” to market, following up with intention, and starting relationship-building early in one’s career. The episode concludes with three action steps: gain clarity on who you serve, commit consistent time to marketing, and pursue authentic strategies that reflect your strengths. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/lv5-EdTyTRQ --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Steve has been a trusted advisor to attorneys for 25+ years and has coached hundreds of lawyers at all stages of their careers. He has worked with attorneys from a broad mix of law firms and industries. As a lawyer himself, Steve has a deep understanding of the business of law and the life of a lawyer. Steve is a regular speaker at bar associations and writes frequently about careers, marketing, and leadership. He is an active member of the ProVisors business network and serves on the Board of the Career Center of the American Bar Association. He also hosts the popular Counsel to Counsel Podcast. Steve brings a unique perspective to coaching. He was a legal recruiter for over two decades and a Program Attorney at Massachusetts Continuing Legal Education for seven years where he developed and organized100s of seminars. Since 2021, he has been ranked highly in the Massachusetts Lawyer’s Weekly Reader Rankings Awards. Links: Order Steve’s book: https://www.americanbar.org/products/inv/book/449547309/ Twitter: @stephenseckler Website: CounselToCounsel.com Show: Counsel to Counsel with Stephen Seckler, Esq. LinkedIn: Stephen Seckler Blog: https://www.seckler.com/blog/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Andy Buyting, author of Double Sales, Zero Salespeople, about how professionals in service industries can gain a competitive edge by strategically researching the competition. Andy breaks down a detailed, data-driven approach using platforms like SEMrush to analyze traffic sources, keyword effectiveness, and competitor performance—distinguishing between direct and aspirational competitors. He emphasizes the value of identifying non-branded keywords (those not tied to a specific company name) to capture inbound traffic from prospects searching for solutions to existing problems. Andy also shares compelling examples of companies that unlocked untapped markets by targeting overlooked search terms, such as “landlord insurance” or “how to write an RFP for a firetruck.” He encourages professionals to think like their prospects and align website messaging with customer fears and motivations. Key action steps include analyzing competitors, getting creative with keyword strategy (even bidding on competitor names), and refining website content to convert traffic effectively. The episode concludes with an introduction to Andy’s firm, Tulip Media, which offers digital marketing and custom publishing services for professional firms. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/z__ttxX8JZU --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Andy Buyting is a leader in thought leadership and content marketing. His “integrated content” strategy has served both himself and his clients exceedingly well. Andy’s thought leadership journey started when he published his first business book in 2007 and started publishing his first magazines in 2009. Since that time, he has leveraged his integrated approach to print, digital and interactive marketing strategies to establish himself as a thought leader in print marketing and brand positioning. Andy’s 2nd book, How to Win Clients & Influence People, is now in its 2nd edition and is an International Bestseller on Amazon. In 2021, Andy co-authored Double Sales/ Zero Salespeople: Optimize Your Sales and Marketing Into One Business Development Strategy That Works! Through Tulip Media Group, his team helps to fuel revenue growth for their Client-Partners through effective marketing that works. Links: https://andybuyting.com/ https://andybuyting.com/how-to-win-clients/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Neil Barrow, a business development consultant for professional services firms, about how partners can generate more revenue through laser-focused relationship-building. Neil challenges the common notion that business development requires chasing every shiny new tool or tactic. Instead, he emphasizes the power of deepening relationships with a select group of key clients and referral sources. He introduces a practical “tiering” system to segment clients based on relationship strength and strategic value—encouraging professionals to identify their top 15–20 clients and focus on creating intentional, value-based conversations with them. Neil also discusses how to apply the same tiering strategy to referral sources by identifying where past business came from and nurturing those relationships systematically. He walks listeners through actionable steps, including reviewing your book of business, categorizing contacts by relationship level (friend, collegial, professional), and scheduling consistent outreach. With insights on mindset, time management, and long-term strategy, this episode is a roadmap for professionals looking to grow their book of business through clarity, structure, and focus. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/u0bi7AIL-A4 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Neil Barrow is the founder of EnabledBD, helping professional services firms get BD cooking and UndergroundBD, an online community for business development professionals looking for clarity and community. He’s a software sales guy that was (fortunately) talked into working in public accounting, leading origination efforts at 2 different firms for over 8 years. Since then, he’s worked with dozens of firms to build or enhance their business development function (spoiler: BD is not a soft skill). More importantly, he is a Certified Cicerone (beer sommelier) and loves connecting with friends and strangers to chat about business development and/or best beers to try. Most importantly, he lives in Fort Worth with his wife of over a decade and a kiddo who is dominating kindergarten. Links: linkedin.com/in/neil-barrow https://enabledbd.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Megan Lyons—Harvard grad, former consultant, and board-certified clinical nutritionist—about how high-performing professionals can optimize their health without sacrificing productivity. Dr. Lyons shares that the goal isn’t perfection, but performance with minimal health compromise. She identifies common obstacles faced by rainmakers, including adrenal dysregulation, poor nutrition habits, and the misconception that prioritizing health equals losing your edge. Using relatable examples, she explains how small changes—like eating 20–30 grams of protein at breakfast and avoiding “naked carbs”—can create immediate improvements in energy, focus, and long-term well-being. Dr. Lyons provides tactical recommendations tailored for professionals under pressure: building nutrient-dense meals using her VVFP model (veggie, veggie, fat, protein), managing caffeine and sugar intake strategically, and planning meals like a crustless quiche to save time and boost nutrition. She also emphasizes the importance of short breaks, mindful eating, and limiting alcohol consumption without sacrificing the ritual of winding down. Whether you're aiming to avoid burnout or optimize your daily routine, this episode offers a science-backed, approachable strategy for achieving sustainable high performance through better health habits. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/jSVh2QMPovY --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Megan Lyons is a sought-after health & wellness expert who is deeply passionate about inspiring others to feel their healthiest and happiest. Megan is a Harvard graduate, MBA, and former management consultant who left the business world to follow her passion for wellness by opening The Lyons’ Share Wellness in 2014. Since then, she’s earned a Master's degree in Holistic Nutrition, and become Double Board Certified in Holistic Nutrition and Clinical Nutrition, and a Doctorate of Clinical Nutrition, and has amassed over 10,000 hours of 1-to-1 nutrition consulting with clients internationally. Megan runs a top podcast on health and wellness, “Wellness Your Way with Megan Lyons.” Her Revitalize Health Accelerator is a community of health-minded individuals looking to continuously uplevel their health and wellness. Links: Links: Dr. Megan Lyons Website: https://www.thelyonsshare.org/The Revitalize Health Accelerator: https://www.thelyonsshare.org/revitalize/ Podcast: https://www.thelyonsshare.org/wellness-your-way-podcast/ Instagram: https://www.instagram.com/thelyonsshare/ Facebook: https://www.facebook.com/TheLyonsShareWellness/ LinkedIn: https://www.linkedin.com/in/meganoharelyons Learn more about your ad choices. Visit megaphone.fm/adchoices

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Nicole Kosoff, culture leader at a prominent Los Angeles law firm, about how intentional, values-based culture can be a firm’s greatest tool for retention, productivity, and engagement. Nicole defines culture as the unique personality of a firm shaped by its values—and emphasizes that the most impactful cultural shifts often come at little or no financial cost. She shares examples such as using inclusive language (“works with” instead of “works for”), celebrating personal milestones like birthdays and baby showers, and hosting family-inclusive events that humanize relationships across the firm. Nicole outlines how cultivating culture starts with small gestures that make people feel seen, valued, and connected—whether it’s remembering names, following up on hobbies, or inviting input through surveys and conversations. She explains that culture-building should align with firm values and be supported by leadership but executed through consistent, people-first actions. This episode offers a practical roadmap for law firm leaders who want to create workplaces where people genuinely want to stay—and thrive. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/e8sd3kngfZ8 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Nicole Kosoff serves as the cultural ambassador for Greenberg Glusker, a regional law firm based out of Los Angeles, where she manages employee engagement and contributes to recruitment and retention efforts. She is also involved in the firm’s corporate social responsibility efforts, including diversity and inclusion as well as community service initiatives. She is a contributor to a variety of industry publications including law.com. During her time at Greenberg Glusker, the firm has been included in Vault’s Best Midsize Law Firms to Work For, where it has been ranked #1 in Firm Culture twice and #1 in Wellness three times. The firm has also been recognized in Los Angeles Business Journal’s Best Places to Work and Most Admired Law Firms. Link: https://www.greenbergglusker.com /https://www.linkedin.com/in/nicole-kosoff/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this special solo episode of The Rainmaking Podcast, host Scott Love shares a timely message on building strategic alliance partnerships—perfectly aligned with the values celebrated during the Fourth of July. Scott distinguishes these partnerships from simple referral relationships by defining them as intentional, mutually beneficial collaborations where both parties actively promote each other's solutions. Scott offers practical steps to develop two to five meaningful strategic alliances, including identifying thought leaders in your niche, reaching out with genuine value, and planting seeds for long-term collaboration. Whether it's sitting on panels, co-hosting webinars, or quoting others in your writing, Scott outlines how small, intentional actions can lead to powerful results. He encourages listeners to document their goals, take focused action, and build these relationships organically over time. This episode also introduces the new Legal Tuesday series, which will feature law-specific topics to complement the broader professional content released on Thursdays. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kt0kPSyNExc --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Scott Love is a legal recruiter who is solely focused on recruiting corporate and finance partners for global law firms in major markets. He is also a coauthor of Rainmaker Confidential and speaks at conferences professionally to business groups on sales, client development, and recruiting. Links: therainmakingpodcast.com theplacementclub.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Raul Hernandez Ochoa, a consultant who helps founders and service-based business owners scale profitably while maintaining a healthy work-life balance. Raul shares a powerful framework for maximizing profit per client by rethinking how services are sold, presented, and delivered. He emphasizes that sales is not the end of the client journey but the start of a long-term value-focused relationship. Key components of his framework include identifying your most valuable client segments, articulating tangible and perceived value, and bundling services into outcome-focused packages that align with client needs.Raul outlines a three-part strategic approach: (1) define ideal client segments based on value and alignment, (2) develop compelling business cases that reflect real transformation and urgency, and (3) productize service delivery to create consistent, scalable offerings. He also addresses common challenges professionals face, such as underpricing their work, clinging to traditional service selling, and failing to adapt their sales process. Throughout the episode, Raul offers real-world examples and actionable insights, making this a must-listen for anyone in professional services looking to boost profitability and impact. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/JsxuTbaCidU --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Maximizing Profit Per Client with Raul Hernandez Ochoa Raul Hernandez Ochoa partners with founders to implement proven strategies that increase company performance, scale profitably, and serve more clients without sacrificing their lifestyles. Links: https://dogoodwork.io/ https://www.linkedin.com/in/dogoodwork/ Raul’s books: https://www.amazon.com/stores/Raul-Hernandez-Ochoa/author/B085P3L9GK?ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true&ccs_id=f4ddc8e0-da04-40c4-a1bd-e392ce0a7993 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this inaugural “Legal Tuesday” edition of The Rainmaking Podcast, Scott Love introduces a new series focused specifically on legal professionals, offering expert insight for lawyers navigating complex transitions. Scott speaks with Hilary Gerzhoy, a seasoned ethics lawyer and thought leader on professional responsibility, who shares valuable guidance on avoiding ethical pitfalls during lateral partner moves. She outlines real-world examples of landmines, such as premature client contact, improper solicitation of team members, and breach of fiduciary duty—each of which can derail a move or trigger legal retaliation. The conversation covers essential considerations for departing lawyers, including how to handle sensitive communications, what firms can legally withhold, and how to protect client relationships ethically. The episode is especially timely for law firm partners considering a move, and serves as a cautionary guide to avoid becoming tomorrow’s legal headline. This Tuesday edition of the podcast delivers focused legal guidance, while Thursday episodes will continue serving broader professional services audiences. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/LAtWIzixoeY ---------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- As Vice Chair of the D.C. Rules of Professional Conduct Review Committee and a member of the ABA’s Ethics and Professional Responsibility Committee, Hilary Gerzhoy focuses her practice on legal ethics matters and white–collar defense. Legal Ethics Hilary represents lawyers, firms, and companies facing the full range of legal ethics matters, including disciplinary investigations, legal malpractice litigation, fee disputes, bar admissions, unauthorized practice of law (UPL) inquiries, conflicts, advertising, lateral partner moves, and law firm formations and dissolutions. Hilary has represented lawyers in front of every disciplinary body at the state and federal level in D.C. and Maryland, before the Virginia State Bar, and before the USPTO’s Office of Enrollment and Discipline (OED). She is an adjunct law professor at the Georgetown University Law Center where she teaches legal ethics, and she serves on Law360′s Legal Ethics Editorial Advisory Board. Hilary serves on the D.C. Circuit’s Advisory Committee on Admissions and Grievances, ​​a Committee appointed by the Judges of the D.C. Circuit. A frequent writer, Hilary has published more than forty articles on developments in legal ethics and her work has been featured in the Chicago Tribune, Bloomberg Law, Law360, the Washington Lawyer, and LexisNexis. She is regularly quoted as a legal ethics ​​leader in publications including The National Law Journal, Law.com, Bloomberg, and Law360. She is a regular speaker at the D.C. Bar, the American Bar Association, and the Practising Law Institute. White-Collar Criminal Defense Hilary represents clients through all stages of litigation, from the initial complaint through trial and appeal in state and federal courts. Hilary represents ​​companies and individuals in a range of white-collar criminal investigations, including by the DOJ, the FCC, and the New York and D.C. Attorneys General. Hilary has been repeatedly recognized by Chambers, Best Lawyers, Super Lawyers, and Lawdragon. Links: https://www.gerzhoylaw.com/contact https://www.linkedin.com/in/hilary-gerzhoy/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jason Levin, business development coach and author of Relationships to Infinity: The Art and Science of Keeping in Touch. The conversation explores the critical role of follow-up in building a sustainable legal practice. Jason outlines how many law firm partners approach client development with a short-term mindset, expecting results from one-time efforts like publishing an article or attending a conference. Instead, he advocates for an ongoing process rooted in understanding decision-makers, asking insightful questions, and maintaining authentic, relationship-based outreach. Jason shares practical tactics partners can implement to stay top of mind with clients and internal referral sources. He introduces the concept of a "30-point system" to gamify outreach efforts and emphasizes the power of micro-habits—small, consistent actions like checking in with colleagues or sharing relevant content. From CRM tracking to gratitude-based follow-ups, Jason’s methods are grounded in both social science and professional success stories. Listeners walk away with clear action steps to create structured follow-up systems, improve internal collaboration, and build deeper connections that lead to more business. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/PPpp5reirqU ---------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Jason Levin believes in the power of authentic relationships to transform careers. Based in Washington, D.C., he is the founder of Ready, Set, Launch, LLC® where Levin is an in-demand career and business development coach, speaker and trainer. He has broad career experience in brand management at Unilever, consulting at Accenture and law firm branding sales at Vault.com. Levin has been helping his clients land jobs, get promotions, transition into retirement and build professional services practices since 2011. He has had a lifelong interest in keeping in touch, which is why he wrote the book, Relationships to Infinity. Links: https://readysetlaunch.net/meet-jason-levin/ Buy Jason’s Book ‘Relationships to Infinity’ https://readysetlaunch.net/relationships-to-infinity/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this milestone 250th episode, Scott Love welcomes back Professor Heidi Brown for a candid conversation on the theme of reinvention. Heidi shares her personal journey of navigating multiple career shifts—from practicing attorney to academic and author—and how those transitions required introspection, courage, and authenticity. Drawing from her experiences as an introvert in extrovert-dominated spaces, Heidi explains how embracing her true self became the catalyst for her success as a rainmaker and thought leader.The episode covers practical advice for professionals undergoing change, including how to audit past experiences to identify transferable skills, reframe imposter syndrome, and harness personal energy through self-awareness tools like journaling and character strength assessments. Heidi also introduces her newest book, The Map I Draw, a travel memoir that explores personal growth through adventure. The discussion ends with actionable steps for those seeking to reinvent themselves: reflect, research, and apply a methodical, bite-sized approach to change. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/UasBk8K2Kok ---------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Professor Heidi K. Brown is Associate Dean for Upper Level Writing at New York Law School. A prolific scholar and author on the art and science of legal writing, she has published four books on predictive and persuasive legal writing and federal litigation, as well as numerous scholarly articles for law journals. She has written three books about well-being and thriving in the legal profession: The Introverted Lawyer: A Seven-Step Journey Toward Authentically Empowered Advocacy, Untangling Fear in Lawyering: A Four-Step Journey Toward Powerful Advocacy, and The Flourishing Lawyer: A Multi-Dimensional Approach to Performance and Well-Being. Inspired by her own experience untangling fear of public speaking during her litigation career, she is passionate about helping law students and lawyers find their authentic lawyer voices and overcome anxiety about Socratic legal discourse and performance-based lawyering tasks. Professor Brown is a frequent public speaker on the national and international stage on topics of well-being and healthy performance. Links: Amazon link to The Map I Draw: The Map I Draw: A Memoir of Travel as a Passport to Self: Brown, Heidi K.: 9798992980707: Amazon.com: Books www.heidikristinbrown.com www.theflourishinglawyer.org www.instagram.com/introvertedlawyer LinkedIn: https://www.linkedin.com/in/theintrovertedlawyerbook/ New York Law School: Heidi K. Brown - New York Law School Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 249 of The Rainmaking Podcast, Scott Love welcomes back productivity strategist and international speaker Sarah Tetlow to discuss the power of effective delegation for rainmakers. Sarah introduces her TORQUE model—Trust, Organized, Repetition, Quality, Understanding, and Eliminate control—as a strategic framework for lawyers and professionals looking to delegate more effectively and free up time for high-value rainmaking activities. She emphasizes that mutual trust and respect between delegator and delegate are foundational, and that anticipating workflow and planning ahead—even with just 15–30 minutes daily—can unlock time and resources for better outcomes. Through practical advice and relatable anecdotes, Sarah shows how thoughtful delegation leads to improved team performance and personal productivity. Sarah also highlights the psychological roadblocks to delegation—especially perfectionism and control—and shares actionable insights for overcoming them. She encourages professionals to invest in their team, create repeatable processes, and embrace the reality that 80% of someone else’s effort, if done consistently, can exceed the output of going it alone. The episode concludes with Sarah offering a free delegation toolkit on her site, helping listeners take immediate action to implement TORQUE in their own practices. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/ZFL7TX2NAjE ---------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Sarah is a seasoned productivity strategist, consultant, and renowned international speaker specializing in helping attorneys and legal professionals. With a wealth of experience, a keen organizational acumen, and a strategic mindset, she empowers attorneys and law firms to enhance their profitability and operational efficiency. Additionally, Sarah is dedicated to helping her clients reclaim lost time and revenue by controlling distractions, identifying and focusing on priorities, and developing effective systems and processes. Sarah is also the creator of the ARTT® Email Productivity system and course. The ARTT® course has helped hundreds of professionals gain control of their email, mitigate using email as a distraction, effectively track important communications, and reduce stress and anxiety. It helps email users understand their human habits connected to the technology to effectively organize their inbox. ARTT® Graduates have reported an increase in responsiveness and revenue. The ARTT® course is available at organizemyinbox.com and Sarah is also available to lead private ARTT® system trainings. Sarah's unwavering commitment to focused work, combined with her distinctive and empathetic coaching approach, fosters a collaborative partnership with her clients that inspires profound learning and transformative behavioral changes. Links: https://www.firm-focus.com/about-us https://www.linkedin.com/in/sarah-tetlow/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Justin Nassiri, founder of Executive Presence, about how professionals can use LinkedIn as a high-leverage platform for building relationships and generating new business. Drawing from his experience helping executives create authentic, effective content, Justin explains that LinkedIn works best when used consistently to educate, not sell. He emphasizes the importance of optimizing your personal profile over company pages and shares a simple framework for creating posts that resonate: focus on industry insights, leadership stories, company updates, and personal anecdotes that are “dinner-party appropriate.” Justin also breaks down tactical strategies to improve visibility and connection—such as commenting on the posts of high-visibility users, sending relevant posts directly to prospects, and showing up regularly with value-driven content. He encourages professionals to build a routine around content creation, noting that success comes from iteration, not perfection. Whether you’re new to LinkedIn or looking to elevate your presence, this episode offers a roadmap to position yourself as a trusted authority and rainmaker in your field. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/4H_Dy8yutqQ ---------------------------------------- 🎧 Enjoying this episode?Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- With a multi-faceted background, Justin Nassiri brings both vision and energy to Executive Presence. Justin is a serial entrepreneur with 15 years of experience building companies from the ground up. Before Executive Presence, Justin launched multiple successful startups that were eventually acquired. He holds an MBA from the Stanford Graduate School of Business and a BS in Electrical Engineering from the United States Naval Academy. Justin’s earliest career days were spent at McKinsey & Company working for one of the world’s top business consulting firms. Justin also served as a Navy officer aboard nuclear submarines, leading large crews on advanced naval missions. After his service, Justin dedicated himself to helping veterans transition into new careers. He built Beyond the Uniform into the #1 military career podcast and wrote Veterans in Consulting to provide guidance and support. Today, Justin is focused on scaling Executive Presence and collaborating with top global CEOs. He also actively contributes to the Forbes Business Council. Links: www.executivepresence.io https://executivepresence.io/ebook/ceo-guide-to-linkedin/ https://www.linkedin.com/in/justinnassiri/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Matt Dixon—bestselling author of The Challenger Sale and The Jolt Effect—about his latest research and book, The Activator Advantage: What Today’s Rainmakers Do Differently. Based on data from the Rainmaker Genome Project, Matt introduces five rainmaker profiles, highlighting the “Activator” as the most effective. Activators stand out by committing consistently to business development, building broad and deep networks, and proactively delivering value to clients before they even ask for it. Rather than relying on personality, Activators succeed through behavior—habits, systems, and deliberate outreach. Matt explains that Activators aren’t just connectors; they transform insights and introductions into meaningful client engagements. They develop daily routines, use platforms like LinkedIn strategically, and focus on helping others as a way of building trust and generating future opportunities. This episode also breaks down three action steps for aspiring rainmakers: plan business development time weekly, expand and engage your network, and proactively share insights that clients didn’t know they needed. With data-driven insights and real-world examples, this conversation offers a powerful blueprint for professionals who want to become indispensable advisors. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/jxIFBnWxZYU ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Matt Dixon is a Founding Partner of DCM Insights—a boutique consulting and training firm that uses research-backed methods to help organizations to better attract, retain and grow their client relationships. A noted business researcher and writer, Matt is a sought-after advisor to leadership teams around the world. He is best known as the co-author of several of the most important business books of the past twenty years, including The Challenger Sale, which has sold more than a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller. His most recent book is The JOLT Effect: How High Performers Overcome Customer Indecision, which was released in September 2022. His next book, The Activator Advantage: What Today’s Rainmakers Do Differently, will be released by Harvard Business Review Press in the spring of 2025. In addition to his books, Matt is a frequent contributor to Harvard BusinessReview on topics ranging from business development effectiveness to client experience. He holds a Ph.D. from the University of Pittsburgh and currently resides in the Washington, DC area with his family. Links: https://www.dcminsights.com/activator-advantage https://www.linkedin.com/in/matthewxdixon/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with returning guest Steve Fretzin—legal business development coach, author, and host of Be That Lawyer—about the core lessons shared in his new book, Be That Lawyer. Steve explains why the book begins with mindfulness and time mastery, stressing that business development success starts with managing stress, mindset, and structure. Drawing from years of coaching lawyers, Steve outlines how burnout, disorganization, and lack of clarity are major barriers to rainmaking—and offers practical systems for time tracking, delegation, and habit-building to counter them. The conversation also explores how introverts can succeed in business development through preparation and repeatable routines, and how podcasting serves as a powerful tool for networking, content creation, and credibility. Steve shares insights on how lawyers can amplify their brand by repurposing podcast appearances and building long-term visibility. This episode is filled with real-world tactics for becoming a focused, productive, and well-positioned rainmaker. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/p-d0GTEEy-s ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Steve Fretzin coaches and trains lawyers the most modern-day business development skills, providing precise tips, fresh ideas and actionable tasks. The host of the BE THAT LAWYER podcast, Steve has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com and has appeared on NBC News and WGN Radio. He has written three books on legal business development, is a regular contributor to the Chicago Daily Law Bulletin and has published articles in Attorney at Law magazine, the National Law Review, the American Bar Association and the Illinois State Bar Association. Links: https://www.linkedin.com/in/stevefretzin/ https://fretzin.com/ https://fretzin.com/podcast/ https://fretzin.com/101-top-rainmakers-secrets-to-growing-a-successful-law-practice/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Barbara Koenen-Geerdink, former CMO of the largest law firm in the Middle East and co-founder of Boost, about the mindset and vision necessary to become a successful rainmaker. Barbara emphasizes that building a book of business is a long-term journey, best started early in one’s career with a clear, tangible vision of success. She explains how to create a detailed roadmap based on visualization, goal-setting, and structured milestones—transforming abstract ambitions into daily actions that build momentum. Barbara also shares how Neuro-Linguistic Programming (NLP) can rewire self-doubt and limiting beliefs, helping professionals embody the mindset of a rainmaker before they achieve the title. She outlines the top pitfalls to avoid, including distraction, comparison, and vague goals, and offers three action steps: define your vision, condition your mindset, and track measurable progress toward clearly defined outcomes. This episode offers both the strategic and psychological tools needed to move from aspiration to execution. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/5JotRQJTd-s ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Barbara Koenen-Geerdink is a seasoned business development and marketing expert with extensive experience in the professional services sector. She is the co-founder of BOOST, a platform dedicated to empowering business development and marketing professionals within law firms. Through BOOST, Barbara provides strategic insights, leadership, and a community-driven approach to help law firms enhance their business development efforts and drive long-term growth. Barbara’s career includes senior roles in leading international law firms, where she was instrumental in developing and executing business development and marketing strategies. Most notably, she served as CMO for the largest law firm in the Middle East, where she played a pivotal role in driving the firm’s strategic market presence and client engagement initiatives. In her role as a Professional Services Consultant at Nexl, Barbara works closely with law firms to optimise their CRM systems and implement data-driven strategies that enhance business development performance. Her expertise covers CRM adoption, technology integration, and strategic BD initiatives that enable firms to achieve measurable success. Links: https://www.linkedin.com/in/barbara-koenen-geerdink-231a4613/ https://boostbdm.com/ https://nexl.cloud/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this solo episode of The Rainmaking Podcast, host Scott Love shares a tactical framework for creating a powerful client pitch by focusing on what truly sets you apart. Drawing from his own experiences in legal recruiting and professional speaking, Scott introduces his “1-3-5” model: one distinct differentiator, three unique attributes, and five storyboards (client success anecdotes) that demonstrate value. He explains that in a hyper-competitive marketplace, professionals must lead with what they can say about themselves that no one else can—whether it’s a niche specialization, a proprietary method, or a specific client outcome. Scott emphasizes the importance of being memorable and relevant when making your pitch, and he offers practical tips on how to uncover your distinction through client feedback and story-driven messaging. Referencing insights from Pitch Anything and his own work with high-stakes firms, Scott provides a clear roadmap for professionals to sharpen their message, build credibility quickly, and gain a competitive edge in client development. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/xhVo12IwwQQ ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Scott Love is a legal recruiter who is solely focused on recruiting corporate and finance partners for global law firms in major markets. He is also a coauthor of Rainmaker Confidential, and speaks at conferences professionally to business groups on sales, client development, and recruiting. www.rainmakerconfidential.com www.therainmakingpodcast.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lee Heyward, brand strategist and founder of The Prosperous Image, about how law firm leaders can align their external image with their internal values to attract the right clients and create stronger teams. Lee outlines her “Image Mastery System,” which includes five core elements: personal brand, online persona, team alignment, physical environment, and client experience. She explains that every detail—from how a founder dresses to how the receptionist greets a visitor—either reinforces or erodes the firm’s brand promise. Lee shares how founders often unintentionally set the tone for a misaligned culture by being unclear or inconsistent in their own presentation. She encourages professionals to examine whether their image truly reflects their values and vision, starting with a self-assessment and extending to the client journey. With practical tips on dress culture, onboarding, and internal communication, this episode offers a thoughtful guide to building a brand from the inside out—one that not only looks the part, but delivers on it. Visit: https://therainmakingpodcast.com/ Watch our video interview: https://youtu.be/gsTvwSO01qw ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Lee Heyward is a brand consultant and the founder of The Prosperous Image, a consulting firm that gives clients an edge in the moments that matter. She works closely with law firm founders and other high-achieving leaders to help them reach unlimited growth, personal freedom, and unparalleled brand loyalty. She is the author of the bestselling book 'Strategically Suited: Your Secret Edge to Grow Sales and Get New Clients' and recently published a children's book 'Mirror Friends: Find the Magic Inside.' Links: https://prosperousimage.com/ https://www.linkedin.com/in/prosperousimage/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Wiesner—author of Winning is Better and partner at The Artemis Partnership—about how professionals can use strategic business development positioning to win more consistently. Known as “The Pitch Doctor,” Bob breaks down his five-part framework for effective positioning: defining the client’s problem, offering unique insight, presenting a tailored solution, providing measurable results, and articulating the broader impact. He explains that while most professionals focus on their credentials and solutions, what truly sets them apart is their ability to reframe their value from the client’s perspective. Bob emphasizes that rainmakers must lead with empathy and relevance—starting conversations with the client’s pain points rather than their own qualifications. He walks through how to uncover insights, develop client-specific messaging, and communicate tangible business outcomes that differentiate your firm. For professionals seeking a step-by-step roadmap to build credibility and earn trust in a crowded market, this episode delivers a masterclass in persuasive business development. Visit: https://therainmakingpodcast.com/ Watch our video interview: https://youtu.be/hvztbsQ02JQ ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Bob Wiesner is known as the ‘pitch doctor’ because of his approach to winning pitches. He’s advised on over 400 transactions in the last 25 years and his clients include companies like KPMG, Deloitte and JP Morgan Chase, and top firms in advertising, accounting, architecture, engineering, consulting, law and investment banking. Bob Wiesner's book: Winning is Better: The Journey to New Business Success https://www.amazon.com/Winning-Better-Journey-Business-Success/dp/B09NRD7H6Y Bob Wiesner on LinkedIn https://www.linkedin.com/in/bobwiesner/ http://www.changeforce.ai/ [email protected] Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dave Sanderson—speaker, author, and survivor of the “Miracle on the Hudson”—about how professionals can create powerful business relationships through what he calls the “real AI”: authentic interactions. Drawing from his experience in sales and crisis leadership, Dave introduces his five-step “Access to Influence” model: Access, Connection, Relationship, Influence, and Affinity. He shares how building meaningful, trust-based relationships—especially through in-person interactions—leads to long-term business success and client loyalty. Dave emphasizes that while artificial intelligence is gaining traction, authentic human connection remains the most effective tool for rainmakers. He explains how to navigate gatekeepers, identify internal champions, and develop influence that drives results—even in high-stakes sales environments. This episode offers a powerful framework for professionals who want to deepen their impact and grow through purposeful, relationship-driven strategies. Visit: https://therainmakingpodcast.com/ ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- On January 15, 2009, Dave Sanderson was one of the last passengers off the plane that crashed into the Hudson River, best known as The Miracle on the Hudson, and considered to be the most successful ditching in aviation history. As President of his firm, Dave Sanderson Speaks International LLC, he has built a career as a motivational speaker, mentor, and author. Recently named by Inc.com as one of the top 100 Leadership Speakers, Dave speaks to audiences around the globe about the harrowing experience that shaped his future. At a time when people are longing for connection and community, they are also seeking a way to create an extraordinary life truly. So many don’t have a mentor or their own personal “board of directors, so today, Dave works with people of all ages to help them decide what their personal “life” brand will look like going forward. From his own life-changing experience, Dave is now convinced that everyone has their own defining moment but that most don’t know how to take that first step to find the opportunities that exist out of their own uncertainty. Links: https://davesandersonspeaks.com/ https://www.linkedin.com/in/hiredavesanderson Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jessica Rhodes, founder of Interview Connections, about how professionals can leverage podcast guest appearances to boost visibility, build credibility, and attract more clients. Jessica explains why guesting on podcasts is one of the most scalable, evergreen ways for professionals to share their expertise and develop trust with prospective clients. Unlike one-time events or short-form posts, podcast interviews allow audiences to hear your voice, connect emotionally, and consume your content over time—often leading to deeper engagement and qualified leads. Jessica outlines the steps to get started, including creating a compelling one-sheet, identifying shows that reach your ideal audience, and delivering value without being overly promotional. She also shares how to repurpose podcast content for email, social media, and outreach to prospects and clients. For rainmakers and service professionals looking for a high-impact visibility strategy, this episode offers a roadmap to becoming a sought-after podcast guest. Visit: https://therainmakingpodcast.com/ ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Jessica Rhodes founded Interview Connections, the world’s first and leading podcast booking agency in 2013, back when no other agencies like it existed. Since its founding, Interview Connections has booked over 30,000 podcast interviews for over 800 clients! Jessica is passionate about helping entrepreneurs who feel like the best-kept secret grow their business online through genuine, human-to-human connection. The podcast interviews Jessica and her team have booked have helped their clients generate millions of dollars in sales, sell thousands of books, and transform countless lives. Links: https://interviewconnections.com/prep-checklist/ https://www.instagram.com/interviewconnections/ https://www.linkedin.com/in/jessica-rhodes-9a291020/ https://www.facebook.com/profile.php?id=8227848 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chuck Curtis, legal industry consultant and former director of lateral partner hiring at Pillsbury, about navigating the complexities of law firm partner compensation. With decades of experience at firms like Latham & Watkins and PricewaterhouseCoopers, Chuck shares practical insights into how law firms determine partner pay and how legal recruiters can facilitate more successful negotiations. Chuck emphasizes the importance of establishing clear communication between firms and candidates early in the process, particularly around compensation expectations. He explains why compensation is rarely the only factor in a lateral move, but often becomes the deciding one. Chuck also highlights the role of guarantees, performance incentives, and market perception in shaping offers, while addressing the delicate balance firms must maintain between attracting talent and preserving internal equity. This episode provides valuable advice for law firm leaders, recruiters, and lateral partners on how to approach partner compensation negotiations strategically, ensuring outcomes that are beneficial for all parties. Visit: https://therainmakingpodcast.com/ ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Chuck Curtis is a dynamic professional with nearly 40 years of professional services experience, including as Senior Director of Attorney Recruiting at Pillsbury from 2007 until his retirement in 2023. Shortly thereafter he began his own coaching/consulting practice utilizing his deep expertise and industry knowledge to consult with law firms regarding upgrading their partner hiring and integration processes, including aligning firm leadership with practice section leadership and recruiting leadership to developing winning hiring strategies and practices. He also provides strategic coaching to partners, associates, high level internal recruiting leaders and external legal recruiters. Links: https://clcurtis31consulting.com/ https://www.linkedin.com/in/charles-curtis-7461a39 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, business development strategist and legal industry expert, about how lawyers and professionals can create a sustainable rainmaking strategy. Anna emphasizes that business development isn’t about quick wins—it’s about building long-term habits that generate consistent client opportunities. She explains that many professionals struggle with rainmaking because they approach it as a task rather than an ongoing practice. By shifting to a strategic, relationship-focused mindset, professionals can create a steady pipeline of new business while avoiding burnout. Key topics include how to develop a repeatable business development routine, the importance of balancing proactive outreach with deepening existing client relationships, and why focusing on ideal clients leads to better long-term results. Anna also shares insights on how to track business development progress, the role of thought leadership in building credibility, and why professionals should prioritize meaningful conversations over high-volume networking. Additionally, she discusses how firms can support attorneys in their rainmaking efforts by fostering a culture of business development. This episode provides practical, actionable strategies for professionals looking to develop a long-term, sustainable approach to rainmaking. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Anna Rappaport, JD, is the founder of Excelleration Coaching. She is a former lawyer with 25 years of experience coaching individual lawyers on career strategy, making partner, lateral moves and business development. Her work with law firms and practice groups includes strategic planning, teamwork and communication. Anna publishes regularly in the ABA's Law Practice Today and other bar publications, and speaks around the country on various career and business development topics. She is a member of the Maryland and Washington, D.C. bars. Anna is also a former Tango dancer and snow-boarding instructor, both of which have surprising relevance for business communications. Anna supports lawyers to thrive in all aspects of their careers. See here for more information. For more information specifically about Anna's approach to Business Development for Lawyers, see here. If you would like to schedule a free-30 30-minute consultation with Anna, you can do so here. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Hy Pomerance, Chief Talent Officer at Vinson & Elkins, about developing rainmakers within law firms and professional organizations. Hy, a psychologist by training, shares insights on how firms can foster a rainmaking culture from the earliest stages of a lawyer’s career—starting as early as the summer associate level. He explains that business development isn’t just about technical expertise but about building habits of networking, trust-building, and thought leadership. By embedding rainmaking principles into a firm’s culture, professionals can develop the skills necessary for long-term success. Key topics include the core competencies of successful rainmakers, such as active listening, curiosity, and trustworthiness, and how early exposure to networking and client engagement helps build these skills over time. Hy discusses the importance of internal networking within a firm, how firms can gamify business development training to make it engaging, and why associates should be encouraged to proactively seek work opportunities to develop their confidence. He also explores how partners can mentor younger attorneys by bringing them along to client meetings, pitches, and conferences. Additionally, Hy shares best practices for keeping in touch with clients without being intrusive, reinforcing the importance of consistent, relationship-driven outreach. This episode provides a structured roadmap for firms looking to develop the next generation of rainmakers and create a culture of proactive business development. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Hy Pomerance joined Vinson & Elkins in November 2021 and oversees the firm’s human resources, reward and benefits, legal recruiting, talent development and Diversity, Equity and Inclusion functions. Working closely with firm leadership, Hy is responsible for developing and delivering the firm’s talent and culture strategy. Prior to Vinson & Elkins, he was Chief Talent Officer at Cleary, Gottlieb, Steen and Hamilton. Hy brings 25 years of strategic talent and change experience. He was Chief HR Officer for NY Life Insurance Company and Global Managing Director of Talent at UBS. As a clinical psychologist and senior business executive, Hy brings a unique blend of skills and experience to the firm. Links: https://www.linkedin.com/in/hy-pomerance-58023a14/ https://www.velaw.com/people/hy-pomerance/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Terry Isner, founder of Jaffe PR, about how professionals can stand out in high-stakes pitch meetings and beauty contests. Terry shares insights on why traditional sales pitches fail and explains that buyers already know a firm’s expertise before the meeting. Instead of focusing on credentials, firms should prioritize building connections, demonstrating authenticity, and showing why they’re the best fit for a long-term partnership. He emphasizes that engagement, creativity, and emotional connection are key factors that set winning firms apart. Key topics include how to structure a pitch for engagement, ensuring that every team member has a voice rather than relying on a single partner to lead the meeting. Terry also discusses the importance of storytelling in pitches, using real-life client success stories to create memorable, relatable, and impactful presentations. He shares strategies for making pitches interactive and dynamic, avoiding static PowerPoint slides, and leaving prospects with a lasting impression through creative branding elements. Additionally, Terry introduces the concept of emotional marketing, explaining how personal stories, humor, and vulnerability help build trust and differentiate a firm from competitors. This episode provides practical strategies for professionals looking to transform their approach to pitching and dramatically improve their win rates. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- A marketing philosopher, brand consultant and dynamic speaker for the legal industry, Terry M. Isner is known as “the empathy man” because of his humanistic approach to business strategy. Whereas many business professionals overlook compassion as part of the branding equation, Terry believes humanism is essential to a firm's success in today’s socially conscious environment. As Terry says, “If humanity gets left out of the board room, nobody wins.” In the world of legal marketing, Terry fulfills a niche as a business strategist with an extensive background as an award-winning creative director and artist. This unique mix of creative and analytical thinking makes him more likely to set trends than follow them. In fact, Terry often draws inspiration from other industries to formulate new approaches to legal marketing, PR and branding. He also stays current on the latest trends in technology to devise ways to leverage innovation to advance brands. Terry’s philosophical approach to business is just that – a philosophy. Bringing concepts such as creativity, inclusion and compassion into corporate culture is a reflection of the world we live in. Firms that fail to be cognizant of such issues risk damage to their reputations and devaluation of their brands. Terry helps preserve brand equity by helping firms adapt to these changing times and sharing their unique stories in creative ways across multiple channels, including print, digital and social media. He also uses his passion and expertise to empower marketers to be effective agents of change within their own organizations and help drive their firm’s sales, branding and culture. Increasingly, employees desire an employer that emphasizes a culture of diversity and compassion. This trend is accelerating as significant generational shifts ignite change in the workplace. Terry specializes in helping firms maintain a cohesive culture and navigate generational change through creative internal campaigns, unique team-building activities and community engagement opportunities that foster camaraderie at all levels. Links: https://www.jaffepr.com/our-team/terry-m-isner https://www.linkedin.com/in/sharingtmi/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Amy Malo, professional certified coach, about navigating career transitions with clarity, courage, and confidence. Amy, who has extensive experience in both internal and third-party legal recruiting, shares insights on how professionals can take control of their careers rather than simply following opportunities that come their way. She explains that career inflection points—moments when professionals feel misaligned with their work—are natural and should be seen as opportunities for reassessment and growth. Key topics include recognizing the signs of an inflection point, conducting self-assessments to identify core values, key skills, and ideal work environments, and creating a career plan similar to a business strategy. Amy discusses the importance of choosing rather than feeling trapped in a career path, reframing career decisions with intentionality, and managing external pressures from family or societal expectations. She also shares actionable strategies for professionals considering a lateral move, including how to evaluate opportunities, align career choices with long-term goals, and avoid the pitfalls of counteroffers. This episode provides a structured approach to career management for professionals seeking fulfillment, growth, and long-term success. Visit: https://therainmakingpodcast.com/ ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- As an Executive and Career Coach, Strategic Talent Management Consultant, and Experienced Recruiter with over three decades in the legal field, I empower clients to navigate challenges, set meaningful goals, and actualize their professional aspirations with clarity, courage, and confidence. Links: https://www.linkedin.com/in/amy-berenson-mallow/ https://talent-success.org/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Charlene Gisele, professional coach and burnout prevention expert, about how high-performing professionals—especially in the legal industry—can prevent burnout and thrive in their careers. Charlene shares her insights on recognizing the early warning signs of burnout, such as behavioral changes, strained relationships, and physical health issues, emphasizing that burnout doesn't happen overnight but leaves "breadcrumbs" along the way. She explains that by noticing these subtle shifts early, professionals can take proactive steps to prevent burnout before it leads to serious health or personal consequences. Key topics include identifying behavioral shifts like increased reliance on unhealthy coping mechanisms, the impact of burnout on relationships and team dynamics, and practical strategies for sustainable recovery. Charlene outlines adaptive behaviors such as prioritizing quality sleep, engaging in physical activities, and adopting mindful practices like meditation and self-hypnosis. She also highlights the importance of treating personal health like a business by tracking key health metrics and conducting regular behavioral audits. This episode offers actionable advice for rainmakers and high achievers looking to balance intense workloads with sustainable, healthy lifestyles. Visit: https://therainmakingpodcast.com/ ---------------------------------------- At Charlène Gisèle®, I partner with professionals and leading organisations to achieve sustainable high-performance and burnout prevention. 🔹 Our Approach: Using our unique and CPD accredited ‘Sustainable High Performance' method, clients achieve enhanced well-being and productivity, balancing personal and professional lives. 🔹 Experience-Driven: My background as a Big Law litigator, combined with Master certifications in NLP, Business, and Health Coaching, shapes our tailored guidance. 🔹 Recognition: Our methods have been featured in leading publications such as the The Financial Times, The Times, and BBC Radio. Client Benefits: ✅ Burnout Prevention: Tailored strategies for industry-specific challenges. ✅ Leadership Growth: Unlocking leadership potential. ✅ Emotional Resilience: Strategies to maintain composure and performance in high-pressure environments. ✅ Speaking Engagements: Delivering Award-winning keynotes on well-being and performance. Links: https://www.linkedin.com/in/charl%C3%A8ne-gis%C3%A8le-bourliout/ https://charlenegisele.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Janet Falk, founder of Falk Communications, about how professionals can maximize their time and networking opportunities at conferences. Janet shares expert strategies for preparing before an event, engaging effectively during the conference, and following up afterward to build lasting business relationships. She emphasizes that conferences are not just about attending sessions but about making meaningful connections that can lead to new business and valuable referrals. Key topics include how to research and reach out to key attendees and speakers in advance, using LinkedIn and membership directories to set up meetings, and leveraging informal networking opportunities such as coffee breaks, meals, and receptions. Janet also shares practical tips on asking insightful questions during panel discussions, strategically using business cards and branded materials, and following up with personalized messages to maintain relationships after the event. This episode provides a comprehensive framework for professionals looking to turn conferences into powerful business development opportunities. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Janet Falk, Ph.D., is a Communications professional with more than 30 years of experience in-house, as a consultant and at public relations agencies. As Chief Strategist at Falk Communications and Research (www.JanetLFalk.com), she advises attorneys at small law firms and with a solo practice on Media Relations and Marketing Communications to: attract new clients, remain top of mind with prior clients, keep in touch with referral sources, help recruit associates, generate a news story about litigation that puts pressure on opposing counsel and achieve business goals. Janet leads workshops on these topics and advises on media relations, website, LinkedIn profile, articles in non-legal industry trade publications and client newsletters, among other areas. She has published articles on Media Relations and Marketing in The New York Law Journal, The New Jersey Law Journal and Marketing the Law Firm and is a frequent speaker on webinars and podcasts about Public Relations, Networking and Legal Marketing. Speak with her for a complimentary Strategic Communication Session (30-minute consultation) to assess your Communications activity and online presence. She guarantees TWO IDEAS. Links: Website: https://www.Janetlfalk.com Subscribe to monthly newsletter: https://bit.ly/2MNB11W http://www.linkedin.com/in/janetlfalk Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with David Ackert, business development expert and author of The Short List, about how professionals can focus on high-value relationships to grow their book of business. David explains the concept of applying the Pareto Principle (80/20 rule) to networking, where 80% of results come from just 20% of relationships. By identifying and nurturing a select group of key clients, referral sources, and prospects, professionals can maximize their impact without wasting time on low-yield connections. Key topics include defining a "short list" of 9 to 35 key relationships, strategically engaging with those contacts to drive business opportunities, and using data-backed insights to optimize networking efforts. David shares practical steps on how to track and maintain these relationships, ensuring consistent follow-up and meaningful engagement. He also highlights the importance of relationship-building over transactional networking and explains how to create authentic connections that lead to long-term success. This episode provides a clear, structured approach to business development for professionals looking to streamline their efforts and see measurable results. ---------------------------------------- David is Co-Founder and CEO of Ackert, Inc. and its subsidiary, PipelinePlus. He is a highly regarded business development thought leader. Over the past two decades, David has pioneered revenue acceleration programs for hundreds of professional services firms around the globe. He is the founder of several groundbreaking ventures in the industry, including Legal Lift, the MLR100, the MLR200, BDI, numerous Managing Partner Roundtables, and the PipelinePlus software suite. His programs have won “Your Honor Awards” in both the U.S. and Canada, and his software has been featured in NLJ’s “Technologies on the Rise.” David regularly keynotes at partner retreats and speaks at industry conferences. He also serves as a guest lecturer at USC’s Marshall School of Business, Carnegie Mellon University, and at the UCLA School of Law. David is the author of The Short List: How to Drive Business Development by Focusing on the People who Matter Most, published by Greenleaf. He has contributed quotes and articles to numerous media including the Los Angeles Times, the National Review, the Daily Journal, the Wall Street Journal, Above the Law, Attorney at Work, Law.com, The Recorder, and the Los Angeles Business Journal. His Market Leaders Podcast has won several JD Supra Reader’s Choice Awards. David volunteers as a Big Brother with the Big Brothers and Sisters program in Los Angeles. He is also the co-founder of Voices in Harmony, a mentoring organization that has worked with at-risk youth around the globe. He co-produced and appeared in the documentary film, “After Kony: Staging Hope,” chronicling mentoring programs he helped to design and facilitate for former child soldiers in Northern Uganda. The film was used as part of an awareness-raising campaign that raised millions of dollars for health and education in underserved Ugandan communities. David’s charitable work earned the “Difference Maker” award from one of his alma maters, Ithaca College. David holds a master’s in psychology and is a Fellow at the College of Law Practice Management. Links: Order The Short List here: https://pipelineplus.com/theshortlist/ www.PipelinePlus.com https://www.linkedin.com/in/davidackert/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark C. Fava, a seasoned aviation lawyer, retired Navy captain, and author of Lessons from the Admiral, about how to build a thriving legal practice from the ground up. Mark shares the story of how he pivoted from being Delta Airlines' chief operations attorney during 9/11 to returning to private practice in South Carolina—where he had to start over and build his book of business from scratch. Mark outlines the deliberate strategies he used to position himself as the go-to aviation lawyer in his region, including writing targeted articles, speaking at niche conferences, and becoming a visible and reliable contributor in key legal associations. He explains how volunteering for the least desirable job (like fundraising for an ABA section) helped fast-track his leadership credibility and ultimately led to speaking engagements and board positions. He also discusses how publishing thought leadership—no matter how small the outlet—boosted his visibility and credibility over time, attracting both clients and media. Mark emphasizes the importance of aligning your brand with your passions, targeting specific niches where you can own mindshare, and focusing on long-term relationship-building over short-term gains. He shares tactical advice for new rainmakers, including how to leverage Google search visibility, create a content calendar, and cultivate media relationships through punchy, quotable commentary. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Mark C. Fava is a career aviation lawyer and retired naval flight officer. He is a prolific writer and entertaining speaker. Mark retired from the US Navy as a captain, having commanded three units, including an aviation squadron. He has been a law firm partner and a corporate executive lawyer. As a law school adjunct professor, he has also taught aviation law and legal writing. Mark was the chief operations attorney at Delta Air Lines on 9/11 and spent years in the Navy’s P-3 Orion chasing Soviet submarines. He has practiced law for over thirty years and is currently a vice president at the world’s largest aerospace company. He lives in his hometown of Charleston, South Carolina, with his wife and three daughters. When not working, reading, or writing, Mark enjoys life in the low country and appreciates a cold glass of sweet tea in the summer and a good oyster roast in the fall. His first book, “Lessons from the Admiral, Naval Wisdom and Sea Stories for Leaders” was an Amazon New Release Bestseller in January of 2025. Links: https://markcfava.com/ https://www.linkedin.com/in/markcfava/ Order Mark’s book, Lessons from the Admiral, here: https://a.co/d/bg9tc6Q Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Frino and Katie Desiderio, co-authors of The Beekeeper: Pollinating Your Organization for Transformative Growth, about how leaders can cultivate a high-performance culture within their organizations. Drawing insights from their research on beekeeping, they explore how leaders can optimize their "hives" by fostering collaboration, self-awareness, and meaningful work. They emphasize that culture starts with leadership and requires humility, self-reflection, and a commitment to unlearning old habits. Key topics include the importance of self-awareness in leadership, replacing the golden rule with the platinum rule (treating others as they want to be treated), and making challenging decisions to maintain a healthy organizational environment. Michael and Katie also highlight the concept of "pollinating" an organization by prioritizing growth and learning at all levels and creating psychologically safe environments where individuals can thrive. This episode offers practical strategies for leaders who want to build stronger, more cohesive teams and drive transformative growth in their organizations. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Michael G. Frino always was told he was creative and had a vivid imagination during his childhood. He parlayed this feedback by finding a passion for writing and storytelling. He published his first poem in 1993 entitled The Human Tree and is the author of Welcome to Waycool School (2010) and Waycool School Takes the Bus (2011) children’s book series. In addition to writing, Michael has over twenty years professional experience working for Fortune 500 companies in sales, leadership and organizational development across the payroll/human resources, pharmaceutical, and med-tech industries. Michael finds his flow state today from helping organizations transform their culture with a focus on the growth and development of human beings. Katie P. Desiderio counts her blessings starting with the people in her life, which guides her approach to work where her focus is on every organization's most important asset – you! Her personality and behavioral attributes emphasize collaboration and all things that keep human beings in focus, which fuels her intrapreneurial spirit. As the mama of two extraordinary girls, she is committed to the development of rising leaders, namely in the spirit of leading from any seat. Along with her work as a tenured faculty member at Moravian University, Desiderio is Principal Partner in Learning of Proximal Development, LLC, an authorized DiSC partner, specializing in leadership development and the advancement of performance through learning. Upon completion of her doctorate in Organizational Learning and Leadership, Katie has been co-authoring scholar-practitioner journal articles, conference proceedings, and now this book with her learning partner and friend. Join them on this journey to inspire how you will pollinate the world! Links: Book 📕: The Beekeeper: Pollinating Your Organization for Transformative Growth https://a.co/d/56CgEGY Website: www.leadershipfables.com Linktree: https://linktr.ee/leadershipfables?utm_source=linktree_profile_share&ltsid=c2252cd7-73fe-4a74-adcc-605cc26f77a5 Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love welcomes Bob Silvy, a consultant and trainer specializing in professional services organizations, to discuss Getting Results from Training. Bob emphasizes the importance of designing training programs that focus on measurable results, long-term commitment, and consistent coaching to ensure effectiveness. He shares insights on engaging leadership, tailoring training to organizational goals, and tracking key performance indicators to evaluate success. Key topics include the importance of leadership buy-in, avoiding "one-and-done" training sessions, and combining training with personalized coaching for maximum impact. Bob also provides actionable strategies for selecting the right trainers, aligning training initiatives with growth objectives, and fostering a culture of continuous improvement. This episode is a must-listen for leaders looking to enhance team performance and achieve sustainable growth. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Bio: As a Senior Vice President at American City Business Journals, I worked exclusively with B2B clients across the nation for more than 30 years, having sold directly to decision-makers and managed sales teams. I’ve been recognized for creating and teaching results-oriented sales training programs for teams and individuals. I help professionals understand how to change sales behavior to produce greater success. I understand the importance of sales and marketing efforts that are coordinated and focused on measurable results. I get tremendous satisfaction from creating a high-performance sales environment that consistently exceeds revenue expectations. Throughout my 15+ years as an active member and sponsor of the Association for Accounting Marketing and Legal Marketing Association, I’ve gained insights from senior marketing, business development and growth leaders. As Managing Director at Level Four Consulting, based in Kansas City, MO, and serving clients nationwide, I provide sales coaching and training designed to increase business development results for growth-focused accounting and law firms. Links: https://www.level4consulting.com/ https://www.linkedin.com/in/bobsilvy/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love sits down with Stephanie Grober, Marketing and Public Relations Director at Horowitz Agency, to discuss the power of content marketing and thought leadership. Stephanie shares actionable insights on how professionals can build their visibility, establish themselves as industry experts, and generate measurable growth. Whether it's writing articles, securing speaking engagements, or leveraging awards and media opportunities, Stephanie provides a practical playbook for becoming a trusted voice in your field. Key topics include identifying areas of expertise, developing consistent content strategies, and repurposing content across platforms for maximum impact. Stephanie also highlights the importance of staying top-of-mind with clients and prospects through regular, high-value content. This episode is a must-listen for attorneys and professionals seeking to build credibility and grow their client base through strategic thought leadership. ---------------------------------------- Bio: Stephanie Grober is the Marketing & Public Relations Director at Horowitz Agency, an integrated marketing and public relations agency with offices in Los Angeles, New York City, and Vancouver (B.C.). Her team works with law firm clients ranging from BigLaw to boutiques, designing and executing content and communications strategies that generate bottom-line growth in measurable ways. Leveraging deep relationships with the press, she delivers high-quality earned media placements for clients and utilizes her extensive marketing background to amplify these results through a multi-channel approach. Stephanie joined Horowitz Agency in 2021 after serving as Marketing and Communications Manager for a Top 50 accounting firm in New York City. Links: Website link: www.HorowitzAgency.com LinkedIn: https://www.linkedin.com/in/stephaniegrober/ Keywords: Thought leadership, content marketing, legal marketing, professional visibility, client growth, Stephanie Grober, Scott Love, The Rainmaking Podcast, PR strategies, marketing for attorneys. Learn more about your ad choices. Visit megaphone.fm/adchoices

Scott Love is the founder of The Attorney Search Group, a legal recruiting firm. His practice focuses on partner transitions and law firm mergers, with specialized expertise in recruiting for global law firms in the areas of corporate, finance, private equity, and related practices. This business experience brings credibility and legitimacy to his speaking presentations at business, association, and legal conferences on the topics of rainmaking and client development. Scott's easy going presence from the stage, his clean humor, and storytelling style make him a popular speaker at conventions, conferences, and executive retreats. Scott is the author of Why They Follow: How to Lead with Positive Influence, the co-author of Rainmaker Confidential, and has been quoted in The Wall Street Journal, Forbes, Bloomberg, The American Lawyer, Above the Law, The Huffington Post, Selling Power Magazine, Business Insider, and many more. Scott produces the popular show "The Rainmaking Podcast" which is a top 2 percent podcast. Scott is a graduate of the United States Naval Academy in Annapolis, Maryland, and is a former Surface Warfare Officer. Seven Strategy Questions with Scott Love 1. What were the impediments that kept you from reaching your goals? 2. What were your three greatest achievements? 3. What was the single greatest missed opportunity? 4. How can you learn from this? 5. What trends did you observe that can help you next year? 6. How can you create synergy and leverage in your area of expertise? 7. Who are the people who can benefit by knowing you? Look for synergistic strategic alliances. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Learn more about your ad choices. Visit megaphone.fm/adchoices