The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Clinton Gary, founder of Credo Consulting, about how professional services firms can accelerate collaborative growth to maximize firm-wide success. Clinton explains that most law firms and consulting firms struggle to leverage their collective capabilities effectively, often operating in silos rather than as cohesive teams. He emphasizes that true collaboration isn’t accidental—it must be intentionally orchestrated by firm leadership through strategy, culture, and structure. By fostering an environment where professionals actively seek out and leverage firm-wide resources, organizations can create multiplicative value for clients, professionals, and the firm itself. Key topics include the difference between collegiality and collaboration, why a firm’s culture must prioritize proactive teamwork over passive cooperation, and how leaders can structure incentives, processes, and technology to encourage collaboration. Clinton shares strategies for breaking down silos, improving internal knowledge-sharing, and creating a structured business development system that engages professionals at every level. He also discusses the role of leadership in orchestrating collaboration, how to implement practice group effectiveness initiatives, and why law firms that embrace collaboration are more successful in retaining talent and growing client relationships. This episode provides a practical roadmap for firm leaders looking to unlock the full potential of their teams through a structured, strategic approach to collaboration. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Clinton Gary, Founder of CREDO Consulting, guides law firms and coaches' lawyers to achieve Collaborative Growth by growing strategically and collaborating effectively. With over 25 years of experience in strategy and business development at leading Am Law firms and global organizations, he is a recognized industry leader. Clinton’s expertise and award-winning approach drive sustainable success. Visit www.credocg.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/ Links: https://www.linkedin.com/in/clintongary/ https://credocg.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lynn Tellefsen Stehle, a law firm marketing and business development expert, about how to improve lawyer engagement in business development. Lynn shares insights from her extensive experience in legal marketing, emphasizing that successful business development requires a shift in mindset, structured systems, and leveraging individual strengths. She explains that many attorneys struggle with business development because it’s not a skill taught in law school, and some feel uncomfortable with the idea of self-promotion. However, by focusing on relationship-building and providing value, lawyers can engage in business development in an authentic and effective way. Key topics include how law firms can structure their teams for business development success, the importance of assigning roles based on individual strengths, and how firms can support lawyers through training, coaching, and technology. Lynn discusses how law firm leaders can create a culture of collaboration, ensuring that attorneys feel supported rather than pressured in their business development efforts. She also explores how firms can use modern CRM and data-driven marketing strategies to track and enhance business development outcomes. Additionally, she shares insights on how firms can use business development as a recruiting tool to attract lateral partners, emphasizing that rainmakers are drawn to firms with strong business development infrastructure. This episode provides practical strategies for law firms looking to increase engagement, improve business development results, and create a sustainable growth strategy. Visit: https://therainmakingpodcast.com/ ---------------------------------------- “My journey began in legal technology, where I spent 15 years developing and marketing IP software systems and services. Later, as the head of marketing and business development for three AmLaw 100 firms, I helped lead growth initiatives that resulted in profitable expansion, leveraging technology to enhance productivity, and strengthening of key client relationships. “Throughout my career, I've excelled at developing highly responsive and effective marketing and business development operations and initiatives, coaching lawyers in business development, tailoring strategies to their individual strengths and firm cultures. I've consistently implemented successful initiatives that have profitably expanded and strengthened the business. My "superpower" is the ability to effectively coach and engage lawyers by meeting them where they are at to help them chart their unique pathway to growth. “Today, as the head of Client Collaboration at Nexl, I help law firms find better ways to grow. By leveraging Nexl’s platform, I help our clients to adapt modern tech to expand lawyer engagement, participation in business development, and marketing activities that lead to stronger client relationships and profitable new business. “I'm passionate about bridging the gap between legal services and technology, helping firms overcome change management challenges and embrace modern tech for growth. If you're interested in discussing legal marketing trends, innovative business development strategies, interested in how modern technology can transform law firm operations, let's connect!” ---------------------------------------- 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/ Links: https://www.linkedin.com/in/lynntell/ [email protected] https://go.nexl.cloud/rainmakerconfidential Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chuck Curtis, former Senior Director of Attorney Recruiting at Pillsbury and now a management consultant, about how to recruit and retain top-tier rainmakers. Chuck shares insights from his decades-long experience in law firm recruiting, explaining that rainmakers are not just top billers—they are business advisors who deeply understand their clients' needs and build high-performing teams. He emphasizes that attracting and keeping these elite professionals requires strategic alignment, leadership involvement, and a firm culture that supports their growth. Key topics include why successful rainmakers move firms, the factors that motivate them—such as better platform support, increased growth opportunities, and stronger team incentives—and how firms can position themselves as the ideal destination for these high-impact partners. Chuck discusses how law firm leaders can play a direct role in recruiting rainmakers, why compensation alone is not enough, and how to structure offers that appeal to both the individual and their team. He also shares best practices for integrating lateral partners successfully, ensuring they feel supported and aligned with firm leadership from day one. This episode provides valuable strategies for firms looking to attract and retain top-tier legal rainmakers while avoiding the common pitfalls that cause them to look elsewhere. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Chuck Curtis offers consulting and coaching services to law firms: * Developing and executing effective partner hiring strategies and initiatives * Aligning firm leadership, practice section leaders, and partner recruiting leaders and teams in most effectively identifying winning partner hiring strategies, including firm branding, and implementing them in the marketplace * Assessing and improving partner hiring teams * Creating a positive firm culture around hiring and retaining lateral partners * Developing a written framework for new partner integration, beginning during the interview process * Providing one-on-one integration coaching to new partners to optimize their successful integration, including onboarding their existing clients and maximizing their exposure to current firm clients and attorneys * Providing one-on-one coaching to law firm Chiefs, Directors and Managers regarding how to excel in their roles and provide maximum value to their firms while maintaining personal balance ---------------------------------------- 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/ Links: https://www.linkedin.com/in/charles-curtis-7461a39/ [email protected] https://clcurtis31consulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with David Greer, entrepreneur, coach, and author of Wind in Your Sails, about how professionals can 10X their business development efforts by identifying and leveraging industry secrets. David explains that standing out in a competitive market requires more than just being slightly better than the competition—it requires a transformational approach that makes switching to your services a no-brainer for clients. He emphasizes that professionals must examine their entire business development process, from first client interaction to service delivery, to uncover hidden opportunities for differentiation and value creation. Key topics include how to identify and expose industry secrets—the inefficiencies or weaknesses competitors don’t want clients to see—and how to build a strategy that makes your offering significantly better than alternatives. David shares real-world examples of companies that achieved a 10X competitive advantage, from improving responsiveness and service delivery to leveraging technology for instant results. He also discusses how professionals can break free from industry norms, develop unique client experiences, and implement small strategic changes that lead to exponential business growth. This episode provides practical strategies for professionals looking to rethink their approach, create standout client experiences, and maximize their impact in the market. Visit: https://therainmakingpodcast.com/ ---------------------------------------- While still in university getting his degree in computer science, David joined Robelle Solutions Technology as the first employee after the founders. After joining Robelle, he got permission from his 4th year professors to take a week off so he could fly to an international conference to give his first ever technical presentation. During David’s tenure as co-owner and President of Robelle, he traveled the world giving a new presentation every year, building Robelle into the world’s leading provider of HP 3000 solutions. He is a co-author of The IMAGE/3000 Handbook, the reference work for the HP 3000 IMAGE database management system. After leaving Robelle, David has been an angel investor, director, and senior executive to numerous companies always working 1-on-1 with entrepreneurs to grow their business. In 2015, he became an entrepreneurial coach and launched his book Wind In Your Sails: Vital Strategies to Accelerate Your Entrepreneurial Growth. Spend one hour reading Wind In Your Sails, attend a one hour talk with him, or get one hour of 1-to-1 coaching and you will have 3 concrete action items that will shift and accelerate your business within 90 days. In his spare time, David enjoys the beauty, water, and mountains of the Vancouver area, while taking occasional adventure breaks with his wife, Karalee. David and Karalee are committed to their three children, spending time supporting them in the many and varied activities they are involved with, including skiing together as a family in Whistler. When not writing books, coaching, or speaking, you might find David hiking, skiing, or sailing across oceans. ---------------------------------------- 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/ Links: https://coachdjgreer.com/ https://www.linkedin.com/in/davidgreer/ Buy David’s book here: Wind In Your Sails: Vital Strategies That Accelerate Your Entrepreneurial Growth https://www.amazon.com/WIND-YOUR-SAILS-Strategies-Entrepreneurial-ebook/dp/B00TRPZW3O/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Larry Levine, author of Selling in a Post-Trust World, about how professionals can build authentic relationships and establish trust in an increasingly skeptical marketplace. Larry explains that trust is the currency of sales and business development, yet many professionals struggle to earn it due to broken promises, inconsistent follow-through, and transactional approaches. He introduces a structured formula for building trust, emphasizing that successful rainmakers prioritize authenticity, meaningful value, and disciplined habits to create long-term client relationships. Key topics include the four pillars of the trust formula: Authentic Relationships (AR), Meaningful Value (MV), Inspirational Experiences (IE), and Disciplined Habits (DH). Larry discusses how professionals can build deeper relationships by understanding client goals, adding unique business insights, and showing consistency over time. He also shares how creating inspirational client experiences—not just delivering services—helps differentiate professionals in competitive industries. Additionally, Larry provides powerful questions professionals can ask clients to uncover deeper needs and build long-term loyalty. This episode delivers practical, high-impact strategies for professionals looking to improve trust, deepen client engagement, and elevate their rainmaking approach. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Larry Levine is an author, podcast host, and speaker for organizations who wish to grow their sales revenue. You can listen to his podcast https://www.sellingfromtheheartpodcast.com/ and connect with him on LinkedIn here: https://www.linkedin.com/in/larrylevine1992/ ---------------------------------------- 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/ Links: https://sellinginaposttrustworld.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jacob Parks, business strategist and author of Never Say Sell, about the anatomy of a rainmaking organization and how firms can build a culture of business development excellence. Jacob explains that while many professional service firms rely on a few standout rainmakers, the most successful organizations embed business development into their structure, incentives, and culture. He emphasizes that firms should shift from focusing on individual sales stars to creating a scalable system where every partner and leader contributes to growth. Key topics include the biggest institutional barriers to rainmaking success, such as misaligned incentives, lack of cross-selling between partners, and underutilized technology tools like CRM systems. Jacob shares strategies for breaking down silos within firms, improving collaboration between practice areas, and leveraging AI and automation to streamline business development. He also discusses the importance of training new partners in sales and networking skills, how to use rainmaker panels to transfer knowledge, and why measuring and incentivizing business development contributions can drive firm-wide success. This episode provides practical insights for firm leaders looking to improve collaboration, increase revenue, and create a sustainable rainmaking culture. Visit: https://therainmakingpodcast.com/ ---------------------------------------- President of Strategy for PIE, Jacob Parks is the author of Never Say Sell, a guide to how professional firms expand their business with key clients. His expertise includes partner remuneration and incentive plans, account planning, trigger of engagement, and how to expand a brand to include new service offerings, new industries, or new geographies. He has led client teams for McKinsey, Accenture, and KPMG among others. He leads The PIE Professional Services CMO and CGO network and is a graduate of Gonzaga’s MBA program, having previously taught undergraduate business students. ---------------------------------------- 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/ Links: https://www.linkedin.com/in/jacob-parks/ https://www.profitableideas.com/about/meet-our-team/jacob-parks/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mo Bunnell, author of Give to Grow, about how investing in relationships is the key to long-term business success. Mo explains that successful rainmakers don’t just focus on closing deals—they prioritize helping others, building trust, and creating genuine connections. He shares insights from his research on high-performing business developers, emphasizing that the top rainmakers are not just a little better—they are often 10 times more successful than the average professional because they consistently take action and focus on adding value to others. Key topics include the five biggest mental barriers that hold professionals back—such as fear of rejection, perfectionism, and feeling too busy—and how to overcome them by shifting mindset and taking consistent action. Mo introduces the “It’s always your move” principle, which encourages professionals to proactively add value and maintain client relationships rather than waiting for opportunities to come to them. He also shares the four gifts of relationship-building: attention, understanding, wisdom, and clarity, explaining how professionals can apply these principles in business development to strengthen trust and increase referrals. This episode provides a practical roadmap for professionals looking to enhance their networking, business development, and client engagement strategies. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Mo Bunnell helps complex organizations grow by scaling business development skills across their organizations and creating a growth-oriented culture. He is the author of Give to Grow, The Snowball System, the host of the podcast Real Relationships Real Revenue, and the founder of Bunnell Idea Group (BIG), who has trained tens of thousands of professionals. BIG’s clients have used Mo and his team’s GrowBIG® training to give their experts a system for growth that creates deep relationships, gives a comprehensive business development framework, and dare we say, is fun to use. Mo started his career as an expert himself, passing all the actuarial exams to earn their highest designation: Fellow of the Society of Actuaries. Today, Mo enjoys working with hundreds of clients including some of the largest, most prestigious service-based organizations. Mo and his wife of over 30 years, Becky, enjoy spending time with their friends and two adult daughters. Outside of work he enjoys working out, backpacking, and playing ultimate frisbee at the national and world levels. Becky and Mo live in Atlanta Georgia with their four horses, two cats, dog, bird and miniature donkey, Louie Hamilton. Mo Bunnell offered seats to his seminar to the first five who request them. You can email Scott Love about this and he will forward your request to Mo Bunnell's team. [email protected] ---------------------------------------- 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/ Links: https://www.linkedin.com/in/mobunnell/ https://bunnellideagroup.com https://bunnellideagroup.com/givetogrow/ www.givetogrow.info Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Kathy Richardson, legal recruiter and well-being advocate, about the importance of mental, emotional, and physical well-being for rainmakers. Kathy shares insights from her experience working with lawyers and professionals who face intense pressure to perform, explaining that success in business development is directly tied to personal well-being. She emphasizes that professionals often neglect their health—mentally, emotionally, physically, financially, and even spiritually—while chasing career success, leading to burnout, dissatisfaction, and decreased effectiveness. Key topics include how well-being affects business performance, the dangers of "grind culture" and overwork, and the signs professionals should watch for that indicate their well-being is suffering—such as dreading Monday mornings or feeling constantly drained. Kathy shares practical self-care strategies, including daily meditation, mindful work environments, and maintaining strong social connections to create balance. She also discusses how professionals can align their career choices with their personal happiness and how firms can support inclusion, belonging, and well-being initiatives. Additionally, Kathy introduces her lawyer wellness retreats, which combine yoga, meditation, and career coaching to help professionals reset and refocus. This episode provides actionable steps for professionals looking to protect their well-being while excelling in business development. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Kathryn Holt Richardson is an award-winning legal recruiter and Founder of HR Legal Search, a national search firm based in Austin recognized by Texas Lawyer as a Texas Best Legal Recruiting Firm since 2011. Kathy specializes in placing law firm partners and groups. She also supports office openings and mergers. She has successfully placed hundreds of lawyers across the country including NYC, DC, LA, Chicago and the Bay area. She is also successfully retained by companies to find in-house talent at every level including General Counsel. ---------------------------------------- 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/ Links: https://www.linkedin.com/in/kathryn-holt-richardson-6111a62/ https://www.hrlegalsearch.com/about/kathryn-richardson/ https://www.hrlegalsearch.com/wp-content/uploads/2021/10/Fall2021-Featured-Article-Kathy-Richardson.pdf Learn more about your ad choices. Visit megaphone.fm/adchoices

In this solo episode of The Rainmaking Podcast, host Scott Love shares essential strategies for time management and vision-setting to help professionals maximize productivity and stay aligned with their long-term goals. Scott emphasizes that time cannot be managed—only our habits, focus, and decisions can be controlled. He explains that the key to high performance is clarity of purpose, building strong habits, and eliminating distractions that pull professionals away from their most important work. Through personal experiences and proven techniques, Scott provides a framework for taking ownership of one’s time and career trajectory. Key topics include the importance of defining core values and professional vision, how to establish daily rituals that drive consistent performance, and the power of tracking time to identify and eliminate inefficiencies. Scott shares practical exercises, such as writing down a clear career vision, using daily habit tracking to optimize productivity, and asking the crucial question: “Is this bringing me closer to or further away from my goals?” He also discusses overcoming hesitation in business development, the psychological benefits of setting closing rituals to disconnect from work, and how small habit changes can create exponential improvements in personal and professional growth. This episode provides actionable steps for professionals looking to improve focus, enhance efficiency, and create a long-term success strategy. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Packard, client development expert and co-author of The Consistency Chain, about the lifetime value of a client and how professionals can nurture relationships for long-term success. Jim shares insights from decades of experience in business development, emphasizing that most professionals focus too much on acquiring new clients rather than strengthening existing relationships. He explains that consistent, meaningful contact with clients is key to retention and referrals, as failing to nurture relationships leads to lost business. Key topics include why businesses should reverse the typical 80/20 rule—spending more time nurturing existing clients rather than chasing new ones, how every month without client contact results in a 10% loss of influence, and the importance of staying top-of-mind through thoughtful, consistent engagement. Jim shares practical strategies for client retention, such as sending personalized greeting cards, making check-in calls, and leveraging small, thoughtful gifts to maintain strong relationships. He also discusses common pitfalls professionals face, such as taking client loyalty for granted and failing to express appreciation. This episode provides actionable steps for professionals looking to maximize client lifetime value, strengthen their network, and increase referrals through consistent engagement. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Jim Packard is the poster child for a life of consistent action. Whether it was being the top-producing paper boy or turning a $500 investment into a $17 million-a-year business, he excelled every day, all day for years. Married for more than four decades, father of two highly successful sons, Jim's consistency extended to his personal life as well. Recognized for his work in the community, he was Jaycees' Man of the Year for both his city and his state. After selling his business to a Fortune 500 company and taking "early retirement", Jim just increased his entrepreneurial interests. He shepherded inventions through development and appeared on QVC over 25 times. Through that venue alone, he sold over a million dollars of a single product. In the area of network marketing, he was a distributor of the year in two different companies, led thousands of distributors and customers, and was always a top 10 money earner. ---------------------------------------- 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/ Links: https://www.linkedin.com/in/jim-packard-b6435535/ ConsistencyChain.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Batz, legal recruiter and host of The Future is Bright podcast, about principle-centered rainmaking and the mindset shifts required to achieve lasting business development success. Chris shares insights from his career in legal recruiting, emphasizing that long-term success in rainmaking isn’t about quick wins—it’s about patience, self-awareness, and strategic relationship-building. He explains that rainmakers must focus on compounding their efforts over time, rather than expecting immediate results, and that true success comes from a mindset of continuous learning, resilience, and generosity. Key topics include the power of patience in business development, how to measure success beyond financial goals, and the role of self-awareness in professional growth. Chris shares his philosophy on lifetime client value, emphasizing that professionals should focus on long-term relationships rather than short-term gains. He also discusses overcoming fear in business, explaining that stepping outside one’s comfort zone and embracing challenges leads to exponential growth. Additionally, he highlights the importance of personal development habits, such as exercise, sleep, and reflection, in sustaining high performance. This episode provides a powerful roadmap for professionals looking to cultivate the right mindset, stay the course, and build meaningful, long-lasting client relationships. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Chris Batz is a business development professional & entrepreneur in the executive search industry with a background in public accounting and a mind for big picture strategic thinking & marketing. He is a connector and catalyst for client’s goals. ---------------------------------------- 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/ Links: https://chrisbatz.com/podcast/ https://www.linkedin.com/in/chrisbatz/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this solo episode of The Rainmaking Podcast, host Scott Love shares the five biggest pitfalls that hold business developers back and how professionals can avoid them to achieve greater success. Drawing from his experience recruiting rainmakers and interviewing over 200 business development experts, Scott explains that the key to winning more business isn’t just about effort—it’s about having the right strategy, mindset, and consistency. He provides a roadmap for professionals looking to refine their approach, stand out in a competitive marketplace, and build stronger client relationships. Key topics include the five most common pitfalls in business development: 1) Not effectively communicating their value proposition, where professionals fail to articulate what makes them distinct and valuable; 2) Not paying attention to industry trends, leading to missed opportunities for innovation; 3) Not taking consistent action on new business opportunities, which causes stagnation in client acquisition; 4) Not developing thought leadership, resulting in weaker credibility and fewer inbound leads; and 5) Not asking for referrals, leaving business growth to chance rather than strategy. Scott also discusses how professionals can build momentum in their client development efforts, create a more defined niche, and implement simple systems to attract high-value opportunities. This episode delivers practical, actionable strategies for professionals looking to refine their rainmaking approach and consistently bring in new business. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Goss, business executive and leadership coach, about how prioritizing profits over purpose can hurt leadership and influence. Michael explains that while profits are essential for any business, they should never be the sole focus—instead, professionals should concentrate on service, relationships, and long-term value creation. He highlights that true influence in business comes from genuine leadership, integrity, and a commitment to helping others succeed, rather than simply closing deals or maximizing short-term gains. Key topics include how shifting from a transactional to a relational approach builds lasting influence, the importance of developing trust and credibility in client interactions, and how leaders can inspire teams by aligning work with a deeper purpose. Michael shares insights on how leaders can reframe success by focusing on impact rather than just revenue, and how professionals can enhance their decision-making by being more attuned to client needs rather than solely chasing the sale. He also discusses the risks of short-term thinking in leadership, the role of authenticity in professional growth, and how influence is built through consistent value delivery, not just authority. This episode provides a powerful perspective on leadership, influence, and business growth that challenges conventional sales wisdom. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Michael Goss is a dynamic and accomplished businessman, a devoted father of four teenagers, and the husband of an incredible woman. With an impressive track record of building and selling multiple seven-figure businesses across diverse industries—including medical, nutritional, marketing, and manufacturing—Michael’s entrepreneurial journey is nothing short of remarkable. His ventures have not only thrived locally but have also had a global footprint, with offices in Europe, Africa, Asia, and the Americas. Collectively, his companies have generated over $300 million in sales. Beyond his own business achievements, Michael is passionate about empowering others to create and scale their own successful enterprises. He specializes in guiding individuals to launch businesses that not only generate significant profits but also enhance their personal lives. Michael’s approach integrates strengthening marital intimacy, raising exceptional children, maintaining a vibrant and healthy lifestyle, and preserving personal identity throughout the entrepreneurial journey. Michael's mentoring focuses on helping people discover their passion, determine their purpose, and tap into their inner power. He firmly believes that it's possible to achieve success in business without compromising on family, health, or personal fulfillment. Michael’s expertise and guidance provide a roadmap to having it all, and he is dedicated to showing others how to attain this fulfillment and prosperity in their own lives. ---------------------------------------- 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/ Links: Site: infiniteCEO.com YouTube: https://www.youtube.com/@Infinite_CEO Instagram: https://www.instagram.com/infinite_ceo LinkedIn: https://www.linkedin.com/in/infiniteceo/ Email: [email protected] Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jessica Yarbrough, business strategist and growth expert, about how professionals can build credibility and scale their business. Jessica explains that credibility is the foundation of business success, and the most effective way to establish it is by teaching and sharing expertise. She emphasizes that professionals must position themselves as industry authorities by educating their audience through videos, articles, podcasts, and speaking engagements. Rather than simply promoting services, experts should focus on showing how their solutions work to build trust with potential clients. Key topics include overcoming self-doubt when sharing expertise, how to effectively structure teaching content without overcomplicating it, and why social proof is a game-changer in business development. Jessica explains how to leverage testimonials, case studies, and success stories to establish authority and credibility. She also shares insights on identifying urgent pain points in a target audience, pricing services based on value, and avoiding the mistake of undercharging due to self-limiting beliefs. Additionally, she discusses the importance of mindset in scaling a business, including how confidence, strategic decision-making, and consistency play a role in long-term success. This episode provides actionable strategies for professionals looking to increase credibility, attract high-value clients, and grow their businesses efficiently. Visit: https://therainmakingpodcast.com/ ---------------------------------------- 7 Figure Consultant Case Study: How We Scaled a Management Consultant to 7 Figures in a Year https://expertaccelerator.mykajabi.com/cs-maureen-o Ladder of Influence: The Secrets to influencing others to buy from you and scale your authority to grow a 7 figure + coaching or consulting business https://jessicayarbrough.com/influence ---------------------------------------- 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/ Links: Linkedin: https://www.linkedin.com/in/jessicayarbrough-bizconsultant/ YouTube: https://www.youtube.com/@jessicayarbrough Website: https://jessicayarbrough.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gary Miller, owner of Miller Resource Group, about building long-term client relationships and establishing a powerful personal brand in executive search. With over 47 years of experience in the recruiting industry, Gary shares real-world insights on how to develop trust with clients, stay top-of-mind, and consistently generate new business. He emphasizes that success in business development isn’t about quick wins—it’s about showing up, building authentic connections, and delivering value over time. Key topics include the importance of genuine care in client relationships, how industry involvement through conferences and associations strengthens credibility, and why rainmakers need to focus on being present where their clients are. Gary shares his strategic approach to networking at industry events, explaining how attending conferences—not just trade shows—positions professionals as trusted advisors. He also discusses leveraging LinkedIn for personal branding, the role of consistency and persistence in business development, and why a single phone call or introduction can change the course of a business. This episode provides actionable insights for professionals looking to build trust, gain more clients, and create a sustainable business development strategy. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Gary Miller has been in the recruiting industry for 47 years and is the CEO of Miller Resource Group, and executive search firm based in the Chicago area that focuses on manufacturing. ---------------------------------------- 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/ Links: https://millerresource.com/ https://www.linkedin.com/in/bestrecruitingfirm/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Travis Hoechlin, CEO of Rise Up Media, about how professional services firms can effectively market themselves online. Travis, an expert in digital marketing for law firms and other professional service providers, explains that a strong online presence is no longer optional—it’s essential for attracting and converting potential clients. He emphasizes that firms must optimize their digital footprint to remain competitive, ensuring they are visible and easily discoverable by prospects searching online. Key topics include the importance of a well-optimized website, how Google reviews and online reputation management influence client decisions, and the three key areas of Google search that firms must dominate—local service ads, pay-per-click ads, and organic search rankings. Travis shares strategies for maximizing conversions, including how to structure a website for mobile users, the role of content marketing in search engine optimization (SEO), and how paid advertising can provide an immediate return while SEO builds long-term credibility. He also discusses common pitfalls firms face, such as failing to answer incoming calls and losing potential clients due to poor follow-up processes. This episode provides practical, actionable steps for professionals looking to strengthen their online presence, increase lead generation, and optimize their marketing investment. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Travis Hoechlin is the CEO of Rize Up Media, a marketing company that helps Law Firms generate new clients from the Internet, increase revenue & help grow their businesses. ---------------------------------------- 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/ Starting on June 25 at 1 PM Eastern time, Scott Love will lead a virtual six-session masterclass with a small group of professional service providers on the topic of rainmaking. Space is limited. Get your seat today at www.rainmakingseminar.com. Use discount code “podcast” for a $200 tuition discount. Links: https://www.rizeupmedia.com/ https://www.linkedin.com/company/rizeupmedia/ https://www.instagram.com/rizeupmedia/ https://twitter.com/rizeupmedia https://www.facebook.com/rizeupmedia Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Sophia Matveeva, CEO and founder of Tech for Non-Techies, about how professional service providers can attract and work with tech clients. Sophia, an expert in tech education for business professionals, explains that technology is reshaping every industry, making it a lucrative and forward-thinking niche for consultants, lawyers, and other service providers. She emphasizes that understanding the language and mindset of tech founders, venture capitalists, and startup executives is essential for building relationships and winning business in this sector. Key topics include the importance of learning the fundamentals of tech without becoming a coder, how to segment the tech industry into consumer and enterprise sectors, and how professionals can leverage tech accelerators and networking opportunities to gain credibility. Sophia shares three actionable steps: 1) Acclimate to tech language by listening to tech podcasts and industry news, 2) Engage with the industry by attending tech accelerators and networking events, and 3) Build credibility by mentoring startups or advising at incubators. She also highlights common pitfalls, such as trying to learn coding unnecessarily instead of focusing on industry fluency and relationship-building. This episode provides practical strategies for professionals looking to break into the tech sector, position themselves as trusted advisors, and capitalize on the rapid growth of digital transformation. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Starting on June 25 at 1 PM Eastern time, Scott Love will lead a virtual six-session masterclass with a small group of professional services providers on the topic of rainmaking. Space is limited. Get your seat today at www.rainmakingseminar.com. Use discount code “podcast” for a $200 tuition discount. Sophia Matveeva is the CEO & founder of Tech For Non-Techies, an executive education and consulting company. Sophia has contributed to the Harvard Business Review, Financial Times, The Guardian, and Forbes on entrepreneurship and technology, and hosts the top-rated Tech for Non-Techies podcast. She has also guest lectured at the University of Chicago, London Business School, and Oxford University. Sophia is a start-up mentor at the Chicago Booth Polsky Center of Entrepreneurship and has advised leading accelerators including Chicago Booth’s New Venture Challenge and the Techstars x Blackstone Launchpad. She holds an MBA from Chicago Booth, and a BSc (Hons) in Politics from Bristol. She speaks English, Russian, and French. Sophia also sits on the Advisory Board to Riviter, which uses AI to predict consumer trends for the world's biggest brands. ---------------------------------------- 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/ Links: https://www.linkedin.com/in/sophia-matveeva-556365a/ techfornontechies.co/ podcasts.apple.com/gb/podcast/tech-for-non-techies/id1516475320 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Kraus, President of the Buyer Persona Institute, about leveraging buyer personas to better influence buying decisions. Jim explains that understanding the buyer’s journey—from the moment a prospect recognizes a need to their final purchasing decision—is essential for professionals looking to differentiate themselves, build trust, and increase sales effectiveness. He highlights that trust, not just price, is the primary factor in winning business, and that by aligning messaging with the key triggers and concerns buyers experience, professionals can position themselves as the clear choice. Key topics include the five critical elements of a buyer’s journey: 1) Triggers that spark a need for change, 2) Key success factors buyers seek, 3) Perceived barriers that create hesitation, 4) Decision criteria that guide the selection process, and 5) The buyer’s full decision-making journey. Jim shares how professionals can conduct interviews with recent buyers to uncover these insights and then map them to their firm’s strengths to craft a compelling, differentiated value proposition. He also discusses how professionals can refine their business development approach using buyer persona research, ensuring they engage prospects in a way that resonates with their needs and concerns. This episode provides practical strategies for professionals looking to improve sales effectiveness by deeply understanding what drives their clients' purchasing decisions. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Jim is the President of Buyer Persona Institute (BPI) and a leading authority on buyer personas and buying insights. BPI’s buyer persona research and workshop methodologies have become the gold standard for thousands of marketers in hundreds of companies worldwide that rely on these studies to reveal everything a prospective buyer needs to know and experience to have confidence in their solution. Marketers use these insights to develop strategies and messaging that drive more leads, improve conversion rates, and helps sales hit their numbers. In addition to his work at BPI, Jim is an avid blogger, author of the Buyer Persona Buzz newsletter, and is currently working on a second edition of the book Buyer Personas with BPI’s founder, Adele Revella. He also frequently speaks at events and podcasts to advance the thinking around buyer personas and buying insights more broadly. Outside of work, Jim enjoys travel, reading, sports, and spending time with his family. ---------------------------------------- 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/ Links: www.Buyerpersonas.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this special 200th episode of The Rainmaking Podcast, host Scott Love reflects on three key trends that have shaped business development and rainmaking success over the past few years. He shares lessons learned from interviewing top industry experts and discusses how professionals can apply these insights to stand out in an increasingly competitive market. Scott also introduces game theory concepts to help professionals predict business outcomes and optimize their client development strategies. Key topics include the three major trends in rainmaking success: 1) Empathy, the ability to understand and connect with clients on a deeper level; 2) Active Listening, which helps professionals uncover pain points and build trust; and 3) Distinction, the importance of identifying and leveraging unique personal or professional traits to differentiate from competitors. Scott also discusses how to gamify business development using a point-based system to track key performance activities, inspired by principles from blackjack and MIT-style card counting strategies. He shares how professionals can measure and refine their business development approach, ensuring they focus on high-value activities that yield the greatest ROI. This episode provides a roadmap for professionals looking to enhance their sales effectiveness, build stronger client relationships, and create a sustainable rainmaking process. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Hugh Hornsby, sales leader and business transformation expert, about the power of people-based leadership and building high-performance teams. Hugh shares his experiences leading and turning around multiple companies, growing businesses from tens of millions to over $150 million in revenue. He emphasizes that success in business isn’t just about numbers—it’s about investing in people, creating belief systems, and fostering a culture of personal growth and accountability. He explains that true leadership is about empowering individuals to overcome their personal and professional barriers so they can reach their full potential. Key topics include identifying intrinsic motivation in employees, the importance of developing self-belief and personal accountability, and how to build a culture of collaboration where team members invest in each other’s success. Hugh shares insights on coaching employees past their mental barriers, using gratitude practices to shift mindset, and structuring team meetings for maximum impact. He also discusses the challenges leaders face in scaling businesses, including the CEO mindset shift needed to delegate effectively and how to avoid micromanagement while building trust and autonomy within teams. This episode provides practical strategies for professionals looking to transform their leadership approach, develop stronger teams, and achieve exponential business growth. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Hugh Hornsby is a turnaround expert, a culture-developer, and a sales expert. Throughout his career, he has worked in positions that have made significant improvements to companies through his team-building skills, leadership, and philosophy of personal 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/ Links: https://www.linkedin.com/in/hugh-hornsby-51986b10/ [email protected] Learn more about your ad choices. Visit megaphone.fm/adchoices

In this solo episode of The Rainmaking Podcast, host Scott Love shares insights on how game theory applies to client development and business growth. Drawing from his experience as a legal recruiter and his time studying professional gambling, Scott explains how understanding probabilities and strategic decision-making can help professionals focus their efforts on the highest-return activities. He emphasizes that professionals often spend too much time chasing cold leads when they should be doubling down on relationships that already yield results. By applying game theory principles, rainmakers can prioritize efforts that have the greatest likelihood of success. Key topics include the five levels of client development, ranked from highest to lowest probability of success: 1) existing clients, 2) people who know you, 3) referrals, 4) people who have heard of you, and 5) cold outreach. Scott discusses how to optimize business development efforts by focusing on existing relationships, leveraging trade associations, and setting up structured referral systems. He also shares strategies for increasing visibility, building credibility, and minimizing wasted effort on low-probability opportunities. Using his blackjack analogy, Scott explains how betting strategically in client development—just as in gambling—ensures professionals maximize their time and resources for long-term success. This episode provides a structured, game-theory-driven approach to business development that helps professionals work smarter, not harder. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client 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/ Links: Bill Cates' website www.billcates.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jill Huse, co-founder and Chief Strategy Officer of Society 54, about women in leadership roles within professional services firms. Jill shares insights on the challenges women face in leadership, including limited access to key opportunities, bias in leadership selection, and a lack of allies to support their growth. She discusses how firms sometimes promote women into leadership roles without giving them real authority, which can undermine firm culture and professional development. Key topics include coaching strategies for leadership success, how women can advocate for themselves in equity and compensation discussions, and the importance of developing confidence in self-promotion. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Society 54 Co-Founder and Chief Strategy Officer Jill Huse is renowned as a trusted professional services advisor. Jill, a certified Business Coach, is highly regarded for her progressive ingenuity, research-based strategy and, most importantly, her ability to deliver results for clients. In addition to her work with Society 54, Jill is also co-founder and CSO of Society Tech, a technology company that utilizes the proprietary software INform54 to help law firms track and analyze their firm performance initiatives to support strategic growth. Jill’s strengths lie in ideation on high-level strategy, leadership development, and coaching attorneys and business professionals on career growth and relationship selling. She has worked in professional services marketing (legal and accounting) for over twenty years. She has an innate ability to identify, encourage, and develop her clients’ unique and differentiating professional strengths, and to help clients leverage these strengths to meet and exceed bottom-line goals. Prior to launching Society 54, Jill led the marketing and business development department at one of the most reputable AmLaw firms in the southeast. While there, she structured and guided her team in developing, implementing, and managing award-winning communication, business development, and marketing initiatives. Further, Jill is a tenured member of the Legal Marketing Association (LMA), serving as the 2020 President of the International Board of Directors where she led the efforts to expand LMA to Europe; additionally, she also served as the president of the Southeastern Chapter. Jill is also one of the founding members of Law 2.5, a roundtable think tank focused on the future of the legal industry and how to implement and lead change, and was co-founder and Principal at The Chiral Project which focused on Leadership Development for Women in Professional Services. Jill was inducted into the Legal Marketing Association’s Hall of Fame in 2024 for her leadership and contributions to the association and its membership. In 2023, Jill and Heather earned a spot in the Charlotte Business Journal’s Fast 50, ranking Society 54 as the 8th fastest-growing private company in the Charlotte region. In 2021, she was inducted as a Fellow into the College of Law Practice Management. And, in 2016, Jill was personally selected as one of the “50 Most Influential Women in Charlotte” by The Mecklenburg Times. ---------------------------------------- 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/ Links: https://www.linkedin.com/in/jillhuse/ https://society54.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rick Watson, financial services expert and author of A Firm Worth Building, about trust compression and edification—two powerful concepts that help professionals build relationships and accelerate business development. Rick explains that trust compression is the idea that trust is built not through the length of interactions but through the frequency of meaningful touchpoints. He shares how professionals can restructure their meetings into shorter, more frequent interactions to build stronger client relationships in less time. He also introduces edification, a technique for making powerful referrals that enhance credibility and create stronger business connections. Key topics include how to structure meetings for faster trust-building, the psychology behind frequent and consistent client interactions, and the importance of setting up a referral process that highlights credibility rather than commoditizing professionals. Rick discusses practical strategies for optimizing introductions, including how to frame referrals with personal stories to make them more memorable and impactful. He also shares insights on building a culture of edification within teams, ensuring that staff members are empowered and positioned as trusted experts. This episode provides actionable techniques for professionals looking to deepen client relationships, strengthen referrals, and build a high-value network. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Rick Watson is the author of “A Firm Worth Building”, which helps professional businesses scale and thrive. He identifies a common problem advice professionals all seem to share. These business owners focus more on performing their professional specialty rather than what it takes to run the business well. Many professional firms, and experts in their fields, like accountants, financial advisors, and attorneys struggle to find “good” growth. Some professionals even look to discard a percentage of their client book every few years, as a way of managing growth. Rick would say this is all backward. When you build a strong business, as the firm grows it gets easier to run, not harder. Rick’s unique experience was forged from growing a firm with only $20 in his savings to managing 1⁄2 billion dollars in his current RIA and becoming the of the National Referral Network and several other businesses which has forced him to be a student of running businesses in the best possible way. Rick’s book “A Firm Worth Building” covers about 30 lessons that every business owner should know, from thinking through branding to increasing referrals through professional networks. Additionally, he has a few unique success concepts like compressing the time it takes to build client trust and why building up your staff and other professionals through a dedicated process of “edification” is so helpful. He and his partners are forward-thinkers, their motto is - "We build what should exist". Rick and his team are not afraid of complexity, hard work, or innovation. Rick’s accomplishments have opened the path to achieving his own dreams. Living with his family on a 5-acre horse ranch and wine-making operation in Loomis, California where he still finds the time to enjoy the life that he has been able to build through embodying his own teachings. When he's not helping manage and scale businesses, Rick rides Arabian horses in 30-100 mile races. ---------------------------------------- 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/ Links: https://www.NRNAmerica.com https://www.protectionpointadvisors.com https://www.linkedin.com/company/72002560 https://www.linkedin.com/in/rickwatsonppa/ https://www.facebook.com/richard.watson.92351 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rudhir Krishtel, executive coach and business development strategist, about the common traits, actions, and strategies of top-performing rainmakers. Rudhir shares insights from his extensive experience coaching high-level professionals, helping them scale their books of business from six figures to multi-million-dollar practices. He emphasizes that clarity and consistency are the two defining characteristics that separate elite rainmakers from those who struggle with growth. By clearly defining their goals and taking consistent, focused action, professionals can dramatically transform their success. Key topics include identifying and setting clear business and income goals, developing a strategic roadmap for growth, and avoiding the common pitfall of being too broad in target client selection. Rudhir introduces the AIMS framework—focusing on Annual revenue, Income goals, Matters handled, and Support structure—to help professionals define their growth trajectory. He also highlights the importance of relationship-building, strategic exposure through thought leadership, and making direct business development asks. Additionally, he shares a three-step action plan: conducting a network audit, setting clear revenue and client goals, and implementing consistent outreach and branding efforts. This episode provides practical, high-impact strategies for professionals looking to scale their practice, build meaningful relationships, and achieve sustainable business development success. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Rudhir Krishtel is an executive coach and facilitator working specifically with lawyers and the legal community. Rudhir works with clients on a range of issues, including: Career Strategy, Business Development, Building Leadership Skills, Navigating Workplace Relationships, and Diversity and Inclusion Challenges. He practiced law for 15 years as a litigation partner and then as senior counsel at Apple. His lawyer days led him to train as a yoga teacher and mindfulness meditation instructor, and as a professional coach and leadership instructor, to serve as a support for the legal community. ---------------------------------------- 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/ Links: https://www.krishtel.com/ https://www.krishtel.com/workshops Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Robert Ingalls, former attorney and founder of LawPods, about how professionals can use podcasting as a powerful business development tool. Robert shares his insights on leveraging podcasts to build relationships, establish thought leadership, and attract new clients. He emphasizes that podcasting isn’t just about producing content—it’s about strategically using it to nurture leads, educate referral sources, and expand professional networks. By consistently creating content that speaks directly to client pain points, professionals can establish trust and credibility in a way that written content or traditional marketing cannot. Key topics include the three primary ways professionals use podcasting for business growth—nurturing leads by addressing common client concerns, educating referral sources to build long-term partnerships, and networking through strategic guest interviews. Robert also discusses the importance of consistency in podcasting, outlining best practices for content planning, ideal episode length, and the role of authenticity in making a podcast relatable. He highlights common pitfalls, such as failing to define an audience, inconsistent publishing schedules, and not repurposing content for multiple platforms. Additionally, Robert explains how law firms and other professionals can use podcasts as a "Trojan horse strategy" to initiate conversations with high-value prospects who would otherwise be difficult to engage. This episode provides practical, actionable insights for professionals looking to harness podcasting as a business development asset. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Robert Ingalls is a recovering attorney, speaker, and the founder of LawPods, one of the first podcast marketing agencies for law firms. After the challenges of practicing law threatened to derail his career and mental health, he traded in his suit and tie for a shot at entrepreneurship. Struggling to generate interest from law firms in the early days, Robert spent two years in a corporate banking gig. Grinding nights and weekends, he turned his spare bedroom podcasting hobby into a marketing agency servicing the biggest brands in law. He lives in Raleigh, North Carolina, with his delightful wife, darling daughters, and a proliferating collection of longboard skateboards. ---------------------------------------- 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/ Links: [email protected] https://www.linkedin.com/in/robertingalls/ https://lawpods.com/about-us/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Daveed Wagner, personal branding expert, about how professionals can build and manage their personal brand in the age of artificial intelligence. Daveed explains that as AI reshapes industries, professionals need to be intentional and proactive in curating their online presence. He emphasizes that personal branding is no longer optional—it is essential for standing out, building trust, and attracting business opportunities. By crafting a strategic brand narrative and leveraging digital platforms, professionals can ensure their expertise and reputation are accurately represented. Key topics include the three pillars of a strong personal brand—inviting people into your narrative, engaging meaningfully with your audience, and building a loyal community. Daveed also shares insights on conducting a personal brand audit, which evaluates one’s online presence, social media consistency, and SEO performance. He highlights common pitfalls, such as failing to align messaging across platforms, presenting an overly polished persona that lacks authenticity, and neglecting content strategy. Additionally, he discusses the importance of leveraging video content, social proof, and audience feedback to refine and amplify a personal brand. This episode provides actionable strategies for professionals looking to elevate their digital presence and create a brand that resonates with their target audience. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Daveeed Wagner is a Personal Branding Keynote Speaker, and the Founder of 1marketingidea, a Marketing Consulting Firm. Many individuals and businesses struggle to distinguish themselves amidst the digital noise. In an era marked by explosive technological advancements, the proliferation of AI, the rise of remote work, and the dominance of the gig economy, one concept stands out as crucial for individuals seeking success and recognition, and that is personal branding. Daveeed Wagner is the trusted advisor and counselor to many influential thought leaders and businesses. He presents on how to implement marketing systems to build stronger and deeper relationships with customers and clients. Resulting in lower acquisition costs and long-term growth. During his presentations, he shares a simple framework called XMarketing, on how to create a personal experience by attracting the right people, personalizing content, and building community. Daveeed is the author of The Marketing Annual - a yearly industry trends report, the recipient of the Hispanic Business Entrepreneur Award, and the Chief Editor of The Marketing Memo. He was born in Lima, Peru, and now resides in San Diego, California, with his family. And you can connect with him on any social media platform under daveeed (WITH 3 EEEs) wagner. ---------------------------------------- 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/ Links: https://1marketingidea.com/daveeed-keynote-speaker/ https://www.linkedin.com/in/daveeed/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Suzette Welling, management consultant and expert in professional services firm operations, about how to take action on strategic plans to drive real business results. Suzette shares insights from her experience working with law firms, explaining that many firms invest significant time and money into strategic planning retreats but fail to execute on their plans once they return to their daily operations. She emphasizes that intentionality, accountability, and structured systems are the key factors in ensuring that strategic initiatives don’t get lost in the shuffle of daily business demands. Key topics include how to break long-term plans into manageable quarterly and weekly goals, the importance of assigning clear responsibility for action items, and how to implement the Entrepreneurial Operating System (EOS) to create structured accountability. Suzette also shares strategies for effective team communication, weekly progress tracking, and building a culture of execution so that firm leadership follows through on commitments. She highlights common pitfalls such as lack of follow-through, unclear delegation, and failure to track progress, offering actionable steps to overcome these challenges. This episode provides professionals with a clear roadmap to ensure that strategic planning translates into measurable business growth. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Suzette Welling, holding the distinguished Certified Legal Manager (CLM)® designation, is the founder and President of Law Practice Edge. With a career spanning over two and a half decades in upper-tier law firm management, Suzette brings a wealth of expertise to the table. Her comprehensive understanding of law firm administrative functions encompasses a broad spectrum, including strategic planning, finance, human resources, communications, client relations, professional development, recruitment, and facilities management. Suzette’s financial acumen and leadership capabilities were recognized in 2009 when she was honored with the Tampa Bay Business Journal CFO of the Year Award. Her pursuit of excellence led her to attain the CLM® designation in 2018, affirming her deep-rooted knowledge and proficiency in various aspects of law firm management. This accreditation, demanding rigorous education and testing, underscores Suzette’s mastery in the legal management domain. Further expanding her skill set, Suzette acquired a certification in Legal Lean Sigma in 2022, enhancing her ability to offer top-tier process improvement and project management solutions. Suzette caters to law firms of all sizes, but she has identified a niche in smaller law firms, which require expert guidance but might not have the resources for a full-time position of this caliber. In response, she founded Law Practice Edge, aiming to level the playing field and provide competitive advantages to firms irrespective of their size. Larger firms also benefit from her services, particularly when they face challenges in managing complex projects due to limited resources. Suzette is available for consultation and can be reached at [email protected] ---------------------------------------- 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/ Links: [email protected] www.legalmanagementexchange.org https://www.linkedin.com/in/suzettewelling/ www.lawpracticeedge.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jonathan Porter-Whistman, author of The Sales Boss, about what it takes to become a top 1% sales leader. Jonathan shares insights from his book, explaining that being a true “Sales Boss” is about more than managing a team—it’s about building a high-performance culture, taking full ownership of results, and leading with a clear, strategic vision. He emphasizes that top-performing sales leaders recognize that success starts with them, and they take responsibility for every aspect of their team’s performance, from hiring to training to execution. Key topics include Jonathan’s Sales Boss framework, which outlines the essential traits and actions of elite sales leaders, and his four-stage hiring process for identifying and onboarding high-potential sales professionals. He discusses the importance of avoiding micromanagement while staying actively engaged, setting high expectations, and leading by example. Jonathan also shares his “BOSS” acronym, a leadership mindset that helps managers create an environment where top performers thrive. He introduces advanced hiring techniques, including the pressure interview, performance interview, and the “bumbling idiot” test, designed to reveal a candidate’s true potential. This episode provides practical strategies for professionals looking to elevate their leadership skills, build stronger teams, and achieve elite-level success in sales and business development. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Jonathan Porter-Whistman, who is the CEO of PerceptionPredict.ai and WhoHire.com, Jonathan has a deep knowledge of building and scaling businesses. His best-selling book, 'The Sales Boss', stands as a clear indicator of his expertise. Jonathan specializes in aiding clients in constructing efficient teams, tailored to their business’s unique requirements. His targeted approach mitigates the anguish and disappointment that often result from recruiting incompatible talent. ---------------------------------------- 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/ Links: https://www.amazon.com/Sales-Boss-Secret-Training-Managing/dp/1119286646 www.whohire.com https://www.linkedin.com/in/jonathanwhistman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this solo episode of The Rainmaking Podcast, host Scott Love shares secrets of time management that can help professionals maximize productivity, reduce stress, and achieve their goals more efficiently. Drawing from his experience in executive recruiting, speaking, and business development, Scott emphasizes that time is a finite resource, and how we manage it directly impacts success. He introduces a framework for intentional time management, explaining that clarity, focus, intensity, and execution are the four key factors that determine how effectively we use our time. Key topics include the importance of planning daily and weekly priorities, batching similar tasks to reduce interruptions, and using two powerful self-assessment questions: “What’s the best use of my time right now?” and “Will this activity take me closer to or further away from my goals?” Scott also highlights how mismanaged time results in double losses, as it takes additional effort to regain lost focus and productivity. He provides practical strategies for eliminating distractions, such as setting goals the night before, tracking key tasks on a whiteboard, and maintaining a sense of urgency throughout the day. This episode delivers actionable insights for professionals looking to become more intentional with their time and achieve higher efficiency in both business and personal life. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Scott Love believes that recruiting is a game, and he has been playing it ever since 1995. His recruiting firm, The Attorney Search Group, places attorneys in major markets with global law firms. From 2002 to 2016, Scott built and later sold one of the most trusted brands of recruiter training and development. Over 4,500 recruiting and staffing companies from over 36 countries invested in his resources. Scott has trained thousands and coached hundreds, and has spoken at nearly every recruiting trade association in the United States, including major franchisor organizations, global publicly-held staffing companies, and major recruiting networks. Scott's newest venture to help recruiters make more placements is The Placement Club. With over 800 members and dozens of hours of free training content and other resources, it has quickly become a vibrant free learning community for experienced and intermediate recruiters. Scott is the author of 'Why They Follow' and the co-author of 'Rainmaker Confidential.' He has been quoted in The Wall Street Journal, Forbes, Selling Power Magazine, The Huffington Post, Bloomberg, and dozens of business publications around the globe. He is passionate about charity and service work and is actively involved in several DC and Richmond non-profit organizations, Episcopal ministries, and is an advisory board member of Protect Our Defenders. Scott is also a graduate of the U. S. Naval Academy and is a former surface warfare officer He has two children and lives in Richmond, Virginia, with his wife and twelve-year-old daughter. ---------------------------------------- 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/ Links: https://www.linkedin.com/in/scotttlove/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Mosley, Managing Partner and Senior Director of Training and Development at Next Level Exchange, about understanding how clients and prospects think. Rob, a seasoned executive search trainer, shares insights on how professionals can shift from a self-centered sales mindset to a client-centric approach, ensuring they truly understand what drives their prospects’ decisions. He explains that most salespeople focus only on their objectives, missing the deeper motivations and needs of their clients, which results in lost opportunities and weaker relationships. Key topics include the eight stages of decision-making that every client goes through, the importance of pre-call preparation to gather insights on a prospect’s business, and how to structure conversations around a client’s goals and challenges rather than leading with a sales pitch. Rob also introduces the "Compelling Connect" strategy, which emphasizes the need to start conversations with relevant, insightful statements that demonstrate industry knowledge. He discusses how great discovery questions can differentiate a salesperson, why professionals should aim to establish relationships at multiple levels within an organization (the “Three by Three” strategy), and how active listening serves as a diagnostic tool rather than just a passive skill. This episode provides actionable strategies for professionals looking to engage prospects more effectively, increase trust, and build long-term business relationships. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Rob Mosley is a managing partner and senior director of training and development for Next Level Exchange. He comes from MRINetwork, where he served as the chief learning officer, responsible for all training and sales development at more than 1,100 offices worldwide. Mosley’s knowledge of the search industry comes from 12 years with Merritt Hawkins & Associates, now part of AMN Healthcare. He is a licensed facilitator for trainings based on Stephen Covey’s The 7 Habits of Highly Effective People and on Patrick Lencioni’s The Five Dysfunctions of a Team. Mosley holds master certifications in consultative selling, performance coaching, advanced sales negotiation, strategic client communication, and major account planning and strategy. Mosley is a keynote speaker and facilitator at continuing education seminars in the areas of business-to-business sales execution with a focus on collaborative client development, team effectiveness, and performance management. ---------------------------------------- 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/ Links: https://www.linkedin.com/in/rob-mosley-19657ba/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rich Bracken, professional speaker and consultant, about executive presence and how it impacts trust, influence, and leadership in business development. Rich, who has extensive experience working with law firms and corporate professionals, defines executive presence as a combination of self-confidence, communication skills, and personal branding. He explains that true executive presence is about how professionals present themselves, engage with clients, and communicate persuasively in high-stakes situations. Key topics include how to develop self-confidence in meetings, especially when speaking up in rooms with senior colleagues, and how to tailor communication styles based on the audience. Rich introduces the "Conversational Chameleon" strategy, which teaches professionals how to adjust messaging for different stakeholders—whether they are CEOs, CFOs, or marketing leaders—to maximize engagement. He also shares techniques for commanding attention in discussions, handling interruptions, and improving personal gravitas. Additionally, Rich discusses the role of emotional intelligence in executive presence, how professionals can conduct self-assessments to refine their communication, and why feedback loops are crucial for continuous improvement. This episode provides actionable strategies for professionals looking to enhance their executive presence and elevate their leadership impact. Visit: https://therainmakingpodcast.com/ ------------------------------------- For over twenty years, Rich Bracken has been researching how businesses of all sizes and their teams rise and fall with various styles of leadership and employee engagement. Combining his experience as an award-winning salesperson, marketer, and client service expert with his passion for speaking, consulting, and coaching, he brings a unique and refreshing blend of empathy and positivity that resonates with professionals from every level and background. Rich’s path to today has been crafted from being raised in a family of entrepreneurs and innovators, to working alongside dynamic leaders in some of the most powerful industries including healthcare, law, and financial services. His ability to blend knowledge with compassion and results with care allows him to deliver a message that creates sustainable change to the bottom line as well as engagement and well-being of an organization. ------------------------------------- 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/ Links: https://www.richbracken.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ian Campbell, author of The Value Sale, about how professionals can integrate value-based selling into every stage of the sales funnel. Ian explains that many sales professionals make the mistake of presenting value only at the end of the sales process when building a business case, which often leads to stalled deals. Instead, he advocates for a dual-sided sales funnel, where value is introduced early, reinforced with examples, and solidified by a clear ROI before the close. By taking this approach, professionals can create more compelling sales conversations and improve their ability to close deals. Key topics include the three-stage value messaging framework—starting with general value discussion, progressing to case studies that demonstrate tangible results, and finally tailoring value to the specific prospect’s needs. Ian also discusses how to identify the one or two core benefits that truly drive a deal, avoiding the common pitfall of overwhelming prospects with excessive value points. He shares techniques for making business cases simple and compelling, focusing on clear ROI calculations and presenting payback periods rather than just ROI percentages to ease decision-making. This episode provides a structured approach for professionals looking to refine their sales process and increase their close rates by leading with value. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Ian Campbell is CEO of Nucleus Research, where he is responsible for the company’s investigative research approach, product set, and overall corporate direction. A recognized expert on ROI and TCO analysis of technology, Campbell is a frequent speaker at industry and business events. He has been featured in the New York Times, the Wall Street Journal, the Economist, and the Financial Times. Campbell teaches an executive course at Babson College in Massachusetts and is a frequent guest lecturer at Stanford University; the University of California, Berkeley; Massachusetts Institute of Technology; Harvard University; and Boston College. ---------------------------------------- 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/ Links: https://www.amazon.com/Value-Sale-Prove-More-Deals-ebook/dp/B0C67GSKKD https://www.linkedin.com/in/iancampbellnucleusresearch/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. David Burkus, organizational psychologist and author of Best Team Ever, about the fundamentals of leading small teams effectively. Dr. Burkus explains that while leadership in large organizations is often about managing systems and processes, leading a small team requires a deeper focus on culture, communication, and accountability. He highlights that leaders of small teams have a unique advantage: they can directly influence the team’s culture and engagement, shaping an environment of trust, collaboration, and high performance. Key topics include the importance of setting clear expectations and milestones, fostering healthy conflict as a tool for innovation, and the power of team-wide meetings for accountability and alignment. Dr. Burkus shares his three-question team huddle framework—asking team members what they’ve completed, what they’re focused on next, and what’s blocking their progress—to create a structured, transparent approach to performance tracking. He also discusses how leaders can provide constructive feedback, encourage psychological safety, and develop intrinsic motivation by reinforcing the impact of their team’s work. This episode provides practical strategies for professionals looking to enhance their leadership effectiveness and build high-performing teams. Visit: https://therainmakingpodcast.com/ ---------------------------------------- One of the world’s leading business thinkers, David’s forward-thinking ideas and bestselling books are changing how companies approach leadership, teamwork, and collaboration. A skilled researcher and inspiring communicator, Dr. David Burkus is the best-selling author of five books about business and leadership. His books have won multiple awards and have been translated into dozens of languages. Since 2017, David has been ranked multiple times as one of the world’s top business thought leaders. His insights on leadership and teamwork have been featured in the Wall Street Journal, Harvard Business Review, The New York Times, CNN, the BBC, NPR, and CBS This Morning. A former business school professor, David now works with leaders from organizations across all industries, including PepsiCo, Fidelity, Adobe, and NASA. David’s keynotes aren’t just entertaining and enlightening, they’re evidence-based and immensely practical—offering leaders at all levels a set of actionable takeaways they can implement immediately. ---------------------------------------- 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/ www.theplacementclub.com Links: https://davidburkus.com/ https://davidburkus.com/books/ https://www.linkedin.com/in/davidburkus/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Morgan, marketing and advertising executive, about the importance of strategy in business development and how professionals can ensure their marketing efforts are aligned with their long-term goals. Eric explains that many firms mistake tactics for strategy, focusing on individual marketing actions (like social media posts or ad campaigns) rather than crafting a comprehensive, well-researched plan. He emphasizes that true strategy is about understanding the market, identifying opportunities for distinction, and executing a clear, measurable plan to achieve business growth. Key topics include how to identify and own a market space, the dangers of competing solely on price, and the role of branding in professional services. Eric shares insights on how businesses can evaluate their current position in the marketplace, analyze competitor strategies, and carve out a distinctive identity that resonates with clients. He also discusses measuring marketing effectiveness, setting up an analytics program to track key performance indicators, and ensuring that marketing efforts remain consistent and aligned with the firm’s overall business objectives. This episode provides actionable strategies for professionals looking to refine their business development approach and achieve sustainable growth. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Eric is an accomplished marketing strategist with over 28 years of experience, currently serving as the President/CEO of Roux Advertising. His remarkable journey began with a Bachelor's degree in Advertising Communications and a minor in Marketing from Loyola University. Eric's insatiable curiosity and passion for the industry led him to earn an MBA at Tulane University, further honing his expertise. ---------------------------------------- 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/ Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024: www.recruitingisagame.com Links: https://www.linkedin.com/in/eric-morgan-b6a6042/ https://morganandco.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Waldo Waldman, retired fighter pilot, professional speaker, and bestselling author of Never Fly Solo, about the importance of building a strong personal brand and reputation in business. Waldo shares insights from his experiences in the Air Force and corporate world, emphasizing that a personal brand isn’t just about strategy—it’s about authenticity, trust, and the daily actions that define how others perceive you. He explains that professionals who focus on genuine relationships, service to others, and continuous self-improvement will naturally build a reputation that attracts success. Key topics include the concept of being a wingman, where professionals cultivate trust and reliability by consistently supporting colleagues and clients. Waldo discusses how to stay top-of-mind in business by nurturing relationships over time, being proactive in helping others, and creating a reputation for quality and excellence. He also emphasizes the importance of mentorship and surrounding yourself with the right people, explaining how checking your “six” (blind spot) is crucial in both aviation and business. Additionally, Waldo outlines three key steps to building an authentic brand: committing to excellence and continuous improvement, having the courage to take risks and step outside your comfort zone, and asking for help while also offering value to others. This episode delivers actionable strategies for professionals looking to strengthen their brand, deepen relationships, and achieve long-term business success. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Keynote speaker and leadership expert Waldo Waldman is the author of the New York Times and Wall Street Journal bestseller Never Fly Solo®. He teaches tactics on how to build trusting, revenue-producing relationships with employees, partners, and customers while sharing his experiences as a decorated fighter pilot and sales expert. A graduate of the Air Force Academy, he holds an MBA with a focus on Organizational Behavior and is a former top-producing sales manager. He successfully led national sales efforts for several cutting-edge technology and consulting firms before becoming a motivational speaker and leadership expert. ---------------------------------------- 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/ Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024: www.recruitingisagame.com Links: https://www.yourwingman.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dan Warburton, management consultant and expert in leadership within the legal industry, about three secrets to profitable delegation for rainmakers. Dan explains that many law firm partners struggle with delegation because they were never trained in leadership and management, leading to exhaustion and inefficiency. He shares how professionals can free up their time, empower their teams, and dramatically increase profitability by implementing a structured delegation system. Key topics include setting up regular one-on-one meetings with key team members to streamline communication and prevent constant interruptions, making clear requests that specify what needs to be done, within what timeframe, and with mutual agreement, and holding team members accountable by tracking commitments and providing support when needed. Dan shares real-world examples of firms that transformed their profitability and work-life balance by following these principles, including a partner who reduced their workload from 100 to 50 hours per week while increasing profits by over $700,000. He also offers a free delegation assessment to help professionals identify gaps in their delegation skills. This episode provides actionable insights for rainmakers looking to scale their business, develop leadership skills, and create a more efficient and profitable firm. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Dan Warburton specializes in enabling law firm partners and owners to free up their time and unleash their teams’ potential to dramatically increase their profits and, he has an extraordinary track record for doing so. From working with Dan, one of his US clients, a law firm partner reduced his work hours by over 50% and took his firm from being valued at $3.5 million to over $8.5 million dollars in less than 12 months. One of his UK clients increased her monthly revenue by 310% and another went from billing under £14K to over £80K per month in less than a year. These are just a snapshot of the results his clients achieve but not only this; they all gained something else in common, they became able to work less than half the hours per week than they did before and transform their lifestyles by gaining lots of free time to focus on what really matters to them whether this be more business development or time with their family. What makes these results possible for Warburton's clients is that he shows them how to profitably delegate away their workload and empower their teams to handle larger volumes of work than they ever could before. This then enables the law firm partners to transition from being a technician in their business to someone who predominantly owns their business and be able to solve all the inefficiencies in their businesses that previously they had to neglect due to heavy workloads. business and be able to solve all the inefficiencies in their businesses that previously they had to neglect due to heavy workloads. ---------------------------------------- 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/ Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024: www.recruitingisagame.com Links: For more information go to: https://www.danwarburton.com/ https://www.linkedin.com/in/authordanwarburton/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Katherine Porter, a management consultant specializing in legal project management, about the power of human-centered design in attracting and retaining clients. Katherine explains that professionals, particularly those in legal and professional services, can improve business development by focusing on the client journey and creating a seamless, personalized experience. She emphasizes that human-centered design isn't just about delivering services—it’s about understanding client needs, mapping out their experiences, and making intentional improvements that enhance engagement and trust. Key topics include the concept of client journey mapping, where firms outline every touchpoint in a client's experience, from onboarding to service delivery, to identify areas for improvement. Katherine discusses the importance of empathy in business development, sharing how professionals can conduct client interviews and gather feedback to refine their processes. She also introduces workflow mapping as a tool to streamline operations and ensure consistent client interactions. Additionally, she highlights common pitfalls such as resistance to change, lack of follow-through, and the failure to continuously update client engagement strategies. This episode provides actionable insights for professionals looking to elevate their business development efforts by designing a client experience that fosters loyalty and long-term success. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Katherine is the founder of The Resourceful Lawyer and she works with lawyers and law firms who want to design and build more efficient and more profitable practices. Katherine blends the best of project management, human-centered design, and two decades of legal experience to tailor solutions for each of her law firm clients. She earned her law degree at UCLA, holds the Project Management Professional (PMP) credential, and is certified in Design Thinking. If you’re ready to think differently about the practice of law, subscribe to her newsletter Re-thinking Like a Lawyer here: http://tinyurl.com/mvuxt6v6 ---------------------------------------- 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/ Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024: www.recruitingisagame.com Links: https://www.theresourcefullawyer.com/about/ https://www.linkedin.com/in/kporterjd/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ryan Estis, keynote speaker and author of Prepare for Impact, about the evolving nature of leadership and business development in a rapidly changing world. Ryan shares insights from his extensive experience working with Fortune 1000 companies, emphasizing that leadership today requires a human-centered approach. He explains that the traditional top-down management style is outdated, and organizations that prioritize adaptability, emotional intelligence, and psychological safety will be the ones that thrive. His book explores how leaders can prepare for continuous disruption while still driving performance and growth. Key topics include the concept of human-centered leadership—a shift from hierarchical performance management to a more relational and purpose-driven leadership model. Ryan outlines key leadership traits such as adaptability, vulnerability, and vision, explaining how they contribute to long-term success. He shares research-backed strategies for building engaged, high-performing teams, including Microsoft’s transformation from a "know-it-all" to a "learn-it-all" culture. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Ryan Estis has more than 20 years of experience as a top-performing sales professional and leader. As the former chief strategy officer for the McCann Worldgroup advertising agency NAS, he brings a fresh perspective to business events. As a keynote speaker, Ryan is known for his innovative ideas on leading change, improving sales effectiveness, and preparing for the future of work. He was recently recognized as one of “the best keynote speakers ever heard” by Meetings & Conventions magazine alongside Tony Robbins, Bill Gates, Colin Powell, and Mike Ditka. Ryan delivers keynote speeches, courses, and online learning with an emphasis on actionable content designed to elevate business performance. His curriculum emphasizes emerging trends influencing leadership effectiveness, sales performance, and customer experience. Ryan helps participants prepare to thrive in today’s ultra-competitive, hyper-connected business environment. Ryan supports the world’s leading brands, including Liberty Mutual, Darden Restaurants, Goodyear, the Dallas Cowboys, Medtronic, ECCO USA and Blue Cross Blue Shield. He is a faculty member for the Institute of Management Studies, a member of the SmartBrief on Workforce Advisory Board, and a certified Human Capital Strategist. Ryan and his team publish original research featuring client case studies to expand the live event experience. He is also the author of a popular blog on business performance. His writing has been featured in Inc., Forbes, Entrepreneur, FastCompany, SmartBrief, Business News Network, Crain’s Business, and Yahoo Business. Ryan is an Ohio University graduate who resides in downtown Minneapolis. When he’s not traveling to speaking engagements around the world, Ryan enjoys downtime with family and friends, practicing yoga, and cheering on his beloved Minnesota Timberwolves. ---------------------------------------- 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/ Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024: www.recruitingisagame.com www.theplacementclub.com Links: https://www.amazon.com/Prepare-Impact-Principles-Human-Centered-Leadership/dp/1637556489 https://ryanestis.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Marsh, keynote speaker, sales expert, and former CEO of two category-creating companies, about the power of selling with simplicity. Bob shares lessons from his extensive sales leadership career, during which he raised millions in venture capital and sold two companies. He explains that in today’s fast-paced, information-saturated world, buyers are more distracted than ever, making it essential for professionals to communicate with clarity, confidence, and simplicity. By eliminating unnecessary complexity in sales conversations, professionals can stand out, help buyers make faster decisions, and win more business. Key topics include Bob’s four core components of selling with simplicity. First, Noise-Canceling Confidence, which focuses on eliminating self-doubt and projecting confidence that reassures buyers. Second, Make the Putt, emphasizing the need to focus on what truly matters to buyers rather than getting distracted by superficial details. Third, Lead the Journey, where sales professionals guide clients through the decision-making process, offering options and relinquishing control to the buyer to build trust. Finally, Clarity Over Complexity, which stresses the importance of communicating value propositions in a succinct and easy-to-understand manner. Bob shares practical tips for overcoming the “subservient mindset” in sales, maintaining confidence without arrogance, and simplifying messages to cut through the noise. This episode offers actionable strategies for professionals looking to refine their sales approach, improve client engagement, and close deals more effectively. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Keynote speaker and sales expert Bob Marsh spent his career in sales and sales leadership. Bob has been a sales leader and CEO at two category-creating companies, has raised millions in venture capital, sold two companies, and has won and grown business from some of the top brands in the world. In addition to professional speaking, Bob is an active Chief Revenue Officer of Bluewater Technologies, one of the nation's leading audio-visual technology firms, which means he’s in the trenches of today’s business world. In 2022 Bob was selected as SellingPower’s Chief Revenue Officer of the Year, and a Top 25 Sales Expert to Learn From. He has spoken at industry-leading events including Dreamforce, SaaStr, Sales 2.0, and HubSpot’s INBOUND, and has been published in Inc., Entrepreneur, Fast Company, and the Harvard Business Review. ---------------------------------------- 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/ Links: LinkedIn: https://www.linkedin.com/in/bobmarsh5/ Twitter: https://twitter.com/bobmarsh5 YouTube Channel: https://www.youtube.com/@BobMarshSpeaks Website: http://meetbobmarsh.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rachel DiAlto, professional speaker and author of Relatable, about how professionals can build authentic connections to strengthen business relationships and improve client engagement. Rachel shares insights from her research on relatability, explaining that human connection is the foundation of trust, loyalty, and long-term success in professional services. She emphasizes that being relatable isn’t about being liked by everyone—it’s about showing up as your most authentic self and fostering meaningful interactions that resonate with clients and colleagues. Key topics include the Connect, Communicate, Inspire framework, which helps professionals establish real relationships through authenticity, effective communication, and the ability to inspire trust. Rachel discusses strategies such as curious listening, which goes beyond active listening by showing genuine interest in the other person’s perspective. She also highlights the role of self-awareness in professional growth, the importance of slowing down to reflect on interpersonal interactions, and how intentionality in networking can create more impactful business relationships. This episode provides actionable steps for professionals looking to enhance their presence, connect more effectively, and develop stronger business relationships that drive long-term success. Visit: https://therainmakingpodcast.com/ -------------------------------------- Rachel Dealto is a communication and relatability expert, media personality, and speaker. She is the author of “relatable: How to Connect with Anyone Anywhere (Even if It Scares You)” (Simon & Schuster’s Tiller Press, Fall 2021). Rachel has appeared as a relationship expert on Lifetime’s Married at First Sight and TLC’s Kate+Date. Rachel DeAlto maintains a law degree, a Master’s in psychology, and an influential social media presence. In addition to her regular appearances, Rachel has also been featured on a multitude of media outlets including The TODAY Show, Access Hollywood Live, and Fox News. She has also given three TEDx talks including Being Authentic in a Filtered World which is featured on TED.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/ Links: https://www.racheldealto.com/ Order Rachel’s book here: https://www.racheldealto.com/book Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Paul Epstein, former NFL and NBA executive, keynote speaker, and author of Better Decisions Faster. Paul shares insights from his book, which offers a practical framework for making high-quality decisions quickly—an essential skill for professionals at critical inflection points. Drawing from his extensive leadership experience in the sports industry, Paul introduces the Head, Heart, Hands Equation, a simple yet powerful tool that helps professionals overcome decision paralysis, fatigue, and overwhelm. He explains that by aligning mindset (head), authenticity (heart), and action (hands), individuals can confidently navigate pivotal decisions without falling into the trap of indecision. Key topics include how the Head, Heart, Hands Equation works—where green lights indicate full alignment and go-ahead decisions, red lights signal a stop, and yellow lights require assessing gaps between head and heart alignment. Paul also discusses the dangers of lingering in the "yellow light" zone, leading to missed opportunities and long-term stagnation. Additionally, he shares his formula for building unshakable confidence: Confidence = Values × Action, encouraging professionals to journal weekly by connecting chosen values to intentional actions. Paul emphasizes the importance of emotional intelligence, self-awareness, and taking full ownership of decisions to achieve sustained business success. This episode is packed with actionable insights for professionals seeking to enhance decision-making skills, build confidence, and unlock long-term business growth. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Paul Epstein is a former high-level executive for multiple NFL and NBA teams, and a 2x bestselling author of The Power of Playing Offense and Better Decisions Faster. In 2022, he was named one of SUCCESS magazine’s top-thought leaders that get results — alongside names like Tony Robbins, Brené Brown, Gary Vaynerchuk, and Mel Robbins. His work has been featured on ESPN, NBC, Fox Business, and in USA Today. Today, Paul is on a mission to help individuals and organizations make better decisions faster. As the leading speaker on confidence in decision-making, he brings an always-on-offense mindset to a world that’s increasingly playing defense. It’s his message and game-changing perspective on-stage that’s made Paul an award-winning keynote speaker, with his impact continuing off-stage providing leadership development and culture transformation programs for companies and teams including Amazon, Disney, Johnson & Johnson, the LA Lakers, and the Dallas Cowboys. Beyond work, Paul cherishes time with his family, married his best friend on the field of Levi's Stadium, and has a slight obsession with bacon—just don’t make it too crispy. ---------------------------------------- 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/ https://theplacementclub.com/ Links: paulepsteinspeaks.com Take Your FREE Confidence Quiz Now Learn more about your ad choices. Visit megaphone.fm/adchoices

In this special solo episode of The Rainmaking Podcast, host Scott Love shares personal insights on building resilience muscles—a critical skill for professionals in business development, legal recruiting, and B2B sales. Drawing from his extensive experience as a high-stakes headhunter and professional speaker, Scott discusses the challenges of facing adversity when deals fall through or prospects choose competitors. He emphasizes that the most successful professionals excel not only in communication and persistence but also in their ability to recover quickly from setbacks. Scott introduces his "Seven-Step Daily Motivation Ritual," a framework designed to help professionals regain peak performance and maintain motivation, even after disappointing outcomes. Key topics include setting ultimate career and income goals, visualizing future success through sensory-rich scenarios, and using positive mantras to foster a peak performance mindset. Scott explains how professionals can "pre-play" future successes and "replay" past wins to mentally prepare for challenges. He also shares his personal practice of tracking daily achievements and lessons learned in an Excel spreadsheet, allowing for reflection, pattern recognition, and continuous improvement. Additional insights include defining core values and life purpose to build confidence and align professional actions with personal motivations. This episode offers actionable strategies for professionals looking to strengthen their mental resilience, overcome adversity, and achieve sustained success in business development. 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington and Tom Nixon, co-hosts of The Thought Leadership Project Podcast, about the crucial topic of adding value beyond the billable hour. Jay and Tom, both experts in the legal industry, share strategies for professionals looking to deepen client relationships and sustain long-term business growth. They emphasize that success in professional services goes beyond delivering billable work; it’s about building trust, understanding clients’ evolving needs, and providing consistent value over time. By proactively engaging with clients, learning their businesses, and becoming indispensable advisors, professionals can ensure client loyalty even in competitive markets. Key topics include developing a deep understanding of clients’ business objectives, conducting regular business reviews, and segmenting clients to prioritize relationship-building efforts. Jay and Tom also highlight the importance of creating key contact lists for personalized outreach, implementing systematic processes for client engagement, and leveraging thought leadership content to maintain visibility. They discuss practical tactics such as in-person meetings, hosting webinars, providing tailored insights, and making strategic introductions. Additionally, the conversation covers gamifying business development activities to encourage consistent outreach and using marketing tools to scale relationship-building efforts. This episode provides actionable strategies for professionals aiming to enhance client retention and grow their practice by delivering value beyond the traditional billable hour. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Jay Harrington and Tom Nixon produce the Thought Leadership Project Podcast: https://www.hcommunications.biz/thethoughtleadershipproject ---------------------------------------- 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/ Links: Tom Nixon: https://www.linkedin.com/in/tnixon16/ Jay Harrington: https://www.linkedin.com/in/jayharrington/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Jones, leadership coach and expert in management development, about the essential skills and strategies new managers need to succeed. Chris shares insights from his extensive experience coaching leaders at various levels, highlighting how transitioning from an individual contributor to a management role requires a new set of competencies. He explains that the skills that make someone a top performer are not the same as those needed to lead a team effectively. Instead, new managers must learn how to delegate, build trust, and implement leadership frameworks that support team success. Key topics include the four phases of effective delegation—direct instruction, observation and feedback, act and report, and full handoff—and how moving through these phases helps team members take full ownership of their responsibilities. Chris emphasizes the importance of regular one-on-one meetings with team members to discuss recent successes, key performance metrics, project updates, and obstacles to higher performance. He also shares actionable advice on addressing performance issues promptly, building trust through consistent communication, and leading oneself by prioritizing personal growth and accountability. This episode offers practical strategies for professionals looking to improve their leadership skills, manage teams more effectively, and drive sustainable business development. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Christopher R Jones, the founder of Authentic Leader, has over 30 years of leadership development and consultancy expertise across Fortune 500 companies in technology, associations, and HR sectors. Christopher's passion lies in transforming new managers into authentic leaders of high-performing teams. As an established speaker, coach, and workshop facilitator. He equips new managers with practical tools, systems, and frameworks, transforming them from managers to leaders. He has worked with clients throughout the East Coast, where he empowers management teams to foster high-performance cultures. Christopher also offers the quarterly public program "New Leader Lab" for new managers, and he provides coaching and consultation services for leaders of management teams in their transition into a "Leader as Coach" approach. He is the host of “The Authentic Leader Show” podcast. where he goes deep into the journey of leadership and personal effectiveness. Christopher is from Richmond, Virginia, where he resides with his wife of 32 years, and together, they have raised three grown children. ---------------------------------------- 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/ Links: https://www.linkedin.com/in/iamchristopherjones/ https://christopherrjones.com/ http://newleaderlab.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Theresa Larson, former U.S. Marine, professional speaker, and founder of Movement Rx, about how health can be a powerful competitive advantage in business. Dr. Larson emphasizes that for high-performing professionals, especially rainmakers and leaders, physical and mental health directly impact productivity, resilience, and long-term success. Drawing from her experiences in the military, athletics, and business consulting, she explains that small, consistent health improvements can significantly boost performance and help professionals show up as the best version of themselves in their careers and personal lives. Key topics include the five essential pillars of health—sleep, nutrition, mindset training, movement (both planned and unplanned), and social support. Dr. Larson shares practical strategies for optimizing these areas, such as creating a sleep-friendly environment, prioritizing daily movement beyond workouts, and surrounding oneself with supportive, growth-oriented peers. She discusses how chronic stress and sedentary lifestyles contribute to burnout and health issues, and how proactive self-care can prevent these challenges. Additionally, Dr. Larson highlights the "domino effect" of health, where improvements in one area lead to positive changes across all aspects of life. This episode provides actionable advice for professionals looking to leverage their health as a key driver of business development and sustained performance. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Dr. Theresa Larson, or “Dr. T” as she is affectionately known, is a leading expert and advocate for well-being and strength across both personal and professional domains. She is the founder of Movement Rx*, where she and her team help individuals and organizations optimize physical and mental health. In her work, she draws from her own experience as a former Marine Corps officer who overcame severe trauma. She is passionate about helping veterans, business leaders and owners thrive in the face of challenges such as client attrition, employee retention, and scalability issues, which are often linked to compromised mental or physical well-being of leaders and employees. Dr. T and her team are dedicated to building a community of veterans, business leaders and owners who are resilient, healthy, and happy in all they do. Dr. T is on a mission to help over 100,000 veterans, business leaders and owners improve their longevity and retain their people by 2030 by disrupting outdated leadership culture AND truly prioritizing health and well-being within their organizations. *Movement Rx is a women-owned and service-disabled-owned small business (WOSB/SDVOSB). Movement Rx has been recognized with the Force for Good Award, a prestigious honor that reflects their unwavering commitment to promoting healthy leadership and organizational well-being. ---------------------------------------- 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/ Links: https://movement-rx.com/theresa-larson/ https://www.linkedin.com/in/drtheresalarson/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Glenn Poulos, veteran B2B sales professional and author of Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. Glenn shares practical sales advice drawn from decades of experience, emphasizing how professionals can get in front of clients, act appropriately during meetings, and remain top-of-mind. He explains that successful salespeople are those who not only secure the first meeting but also ensure they are a pleasure to do business with, thereby earning repeat opportunities. Glenn discusses how his book compiles essential sales rules designed to help professionals close high-ticket deals while fostering long-term client relationships. Key topics include the significance of the book’s title, Never Sit in the Lobby, which serves as a metaphor for staying alert and prepared during client interactions. Glenn also outlines techniques for building genuine rapport, avoiding “implied familiarity” that can damage relationships, and practicing empathy and active listening. He shares his "Punch, Perfect Pitch, and Close" strategy for structuring sales presentations that capture attention and lead to conversions. Additionally, Glenn stresses the importance of always arriving with something in hand and in mind to add value and make a memorable impression. This episode offers actionable insights for professionals looking to refine their sales approach, improve client engagement, and achieve sustainable business growth. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Glenn Poulos is the co-founder, vice president, and general manager of Gap Wireless Inc., a leading distributor for the mobile broadband wireless and test and measurement equipment markets. With over three decades of experience in sales, he has spent thousands of hours in the field or on the phone with customers and working with salespeople to help create several very successful companies. After entering the sales field in 1985 as a technical sales rep, Glenn founded his first company, mmWave Technologies Inc., in 1991 and simultaneously served as president of Anritsu Electronics Ltd. for nine years. Using his extensive knowledge and experience in the industry, he lectures groups on sales strategy, consumerism, and what motivates people at a raw emotional level. Glenn lives near Toronto in Ontario, Canada, where he enjoys hiking, skiing, and playing pickleball. ---------------------------------------- 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/ Links: Learn more at glennpoulos.com https://glennpoulos.com/book/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Aaron Gutowski, Chief Sales Officer at Chief Outsiders, about achieving sales readiness and building scalable sales organizations. Aaron shares insights from his extensive experience working with operationally focused firms that struggle to grow beyond a certain point. He explains that “sales readiness” involves evaluating and optimizing four key areas—people, process, platform, and performance—to create a cohesive sales strategy. By aligning these areas, companies can transition from relying solely on the CEO as the rainmaker to developing a sustainable, scalable sales team. Key topics include identifying the right attributes in successful salespeople, creating repeatable sales processes, selecting the appropriate tech stack (such as CRMs and data tools), and tracking key performance metrics like outreach and conversion rates. Aaron also shares real-world case studies, including how he helped a legal recruiting firm double its revenue by building a sales team, implementing a CRM, and establishing structured processes. He emphasizes the importance of top-of-the-funnel activities, such as increasing qualified leads and using integrated platforms like HubSpot and LinkedIn Sales Navigator. This episode provides actionable strategies for professionals looking to scale their sales operations and achieve sustained business growth. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Aaron Gutowski is the Chief Sales Officer for Chief Outsiders, a consulting company that offers fractional part time chief sales officers and chief marketing officers. A senior technology, market research, and SaaS sales management leader, Aaron brings vertical market expertise in consumer, energy, financial, legal, medical devices, pharma, and technology. A senior executive with expertise in direct sales, marketing, and operations, he recruits and retains top sales professionals, changes sales culture, and achieves operational excellence via process-driven approaches. Focused on training top-performing teams, Aaron employs activity-based measurement to boost pipeline productivity. A strategic planning veteran, he also excels at account management, campaign management, and marketing strategy. ---------------------------------------- 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/ Links: Here is the link to the Sales Readiness Assessment. https://surveys.chiefoutsiders.com/executive-sales-assessment?tm_campaign=Sales%20Assessment%20Campaign&utm_content=Sales%20Assessment&utm_medium=email&utm_source=email&utm_term=%7B%7B%20contact.hubspot_owner_id.email%20%7D%7D Connect with Aaron on LinkedIn here: https://www.linkedin.com/in/aarongutowski/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Cocca, president of Strategic Sales Solutions, about the importance of having a comprehensive sales playbook for driving consistency and scaling business development efforts. With over 20 years of sales leadership experience across multiple industries, Chris explains how a well-structured sales playbook helps professionals streamline their sales processes, improve efficiency, and ensure consistent messaging across teams. He emphasizes that a sales playbook is essential not only for large organizations but also for solopreneurs who need to maximize limited business development time. Key topics include the three core elements of a sales playbook: sales strategy (defining ideal clients and aligning goals), sales story or messaging (crafting compelling client narratives to replace outdated sales pitches), and sales process (qualifying leads, understanding buyer personas, and executing a repeatable sales framework). Chris shares actionable steps for building a sales playbook, including documenting target client profiles, aligning CRM systems with the sales process, and creating personalized sales strategies that fit the organization’s unique needs. He also highlights the importance of consistency in messaging and execution, and how organizations can use sales playbooks to train teams, improve performance, and drive revenue growth. This episode provides practical guidance for professionals looking to close more sales and build scalable, efficient business development systems. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Chris Coca is the President of Strategic Sales Solutions, LLC, located in Frederick, MD, and has over 20 years of sales leadership experience across multiple industries for Fortune 500 and Mid-Size companies. As a licensed Sales Xceleration Advisor, Chris seeks to completely understand each client's unique challenges in order to design and implement a sales playbook that builds a foundation for sustained profitable growth. ---------------------------------------- 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/ Links: https://chriscoccasales.com/ https://www.linkedin.com/in/chriscocca1/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Oscar Trimboli, author, keynote speaker, and host of the Deep Listening podcast, about the transformative power of listening in business development. Oscar shares insights from his extensive research on workplace listening, highlighting that most professionals only hear 14% of what clients actually mean due to differences in speaking and thinking speeds. He emphasizes that successful rainmakers listen beyond the words spoken, tuning into what clients don’t say—such as their unspoken concerns, motivations, and barriers. This deeper listening approach allows professionals to uncover critical insights that lead to stronger client relationships and more profitable business outcomes. Key topics include the science of listening, how speaking and thinking speeds affect communication, and practical strategies for listening beyond the words. Oscar introduces three powerful techniques—asking “What would make this a good conversation?”, using the prompts “Tell me more” and “And what else?”, and embracing silence to encourage clients to share deeper thoughts. He also discusses generational differences in listening habits, with older professionals more likely to interrupt and younger ones prone to digital distractions. Additionally, Oscar shares actionable tips such as scheduling meetings five minutes past the hour to give clients time to become fully present. This episode offers practical tools for professionals looking to elevate their business development skills by mastering the art of deep listening. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Oscar Trimboli is an author, host of the Apple award-winning podcast Deep Listening and a sought-after keynote speaker. Along with the Deep Listening Ambassador Community, he is on a quest to create 100 million deep listeners in the workplace. Through his work with chairs, boards of directors, and executive teams, Oscar has experienced first-hand the transformational impact leaders can have when they listen beyond words. He believes that when leadership teams focus their attention and listening, they will build organizations that create powerful legacies for the people they serve – today and, more importantly, for future generations. Oscar is a marketing and technology industry veteran working for Microsoft, PeopleSoft, Polycom, and Vodafone. He consults with organizations, including American Express, AstraZeneca, Cisco, Google, HSBC, IAG, Montblanc, PwC, Salesforce, Sanofi, SAP, and Siemens. He is the author of how to listen – discover the hidden key to better communication – the most comprehensive book about listening in the workplace, Deep Listening – Impact beyond words and Breakthroughs: How to Confront Assumptions Oscar loves his afternoon walks with his wife, Jennie, and their dog Kilimanjaro. On the weekends, you will find him playing Lego with his grandchildren. ---------------------------------------- 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/ Links: https://www.oscartrimboli.com/listeningquiz/ https://www.linkedin.com/in/oscartrimboli/?originalSubdomain=au Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Maureen Zappala, former NASA propulsion engineer and keynote speaker, about overcoming imposter syndrome in professional services. Maureen shares her personal journey of battling imposter syndrome during her 14-year career at NASA and how it impacted her confidence despite her achievements. Now a professional speaker and author, she helps high-achieving professionals overcome the self-doubt that holds them back from realizing their full potential. Maureen emphasizes that imposter syndrome is not a flaw but a mindset issue rooted in self-perception and fear of being exposed as inadequate. Key topics include understanding the sources of imposter syndrome—such as cultural background, corporate environments, and personal experiences—and how it affects performance by causing professionals to hold back, overcompensate, or avoid new opportunities. Maureen outlines actionable strategies for overcoming imposter syndrome, including recognizing that you're not alone, challenging distorted thinking, and building supportive relationships. She highlights the importance of embracing a learning curve, redefining success, and being willing to fail in order to grow. This episode provides practical tools for professionals looking to boost their confidence, take risks, and unlock new levels of business development success. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Maureen Zappala, a former NASA propulsion engineer (aka, “rocket scientist!”) and founder of High Altitude Strategies, is an award winning speaker, author and presentation skills coach. She works with high-performers to overcome the secret self-doubt of Impostor Syndrome so they can match their confidence to competence and have more influence. She lived in Cleveland for over 36 years before moving to Las Vegas Nevada in August 2019. She can be reached at [email protected] ---------------------------------------- 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/ Links: https://www.linkedin.com/in/maureenzappala/ https://maureenz.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices