The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Blane Prescott, managing shareholder of Mesa 5, about the counterintuitive challenges law firms face with partner compensation. Blane, an expert in law firm strategy and growth, explains how traditional compensation models often fail to motivate partners effectively and why incentives alone don’t create new rainmakers. He highlights the need for firms to focus on aligning compensation with each partner’s strengths rather than enforcing a one-size-fits-all approach. Key topics include why financial incentives don’t drive business development skills, the risks of relying too much on profitability metrics, and how excessive data can create confusion and dissatisfaction. Blane also discusses the differences between open and closed compensation models, the importance of trust and leadership in firm culture, and why law firms should track origination credits fairly. This episode offers valuable insights for law firm leaders looking to refine their compensation structures and create a more engaged, high-performing partnership. Visit: https://therainmakingpodcast.com/ ---------------------------------- Blane Prescott is a consultant and the Managing Shareholder with MesaFive, LLC, (www.mesafive.com) and has more than 30 years of experience working in the legal profession. He works with law firms and in-house counsel throughout North America, Asia, and Europe. MesaFive, LLC is a boutique management consulting firm serving law firms and in-house legal departments and focuses on strategy, structure, and 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://www.linkedin.com/in/blane-prescott-98506948/ https://www.mesafive.com/ Here is the link to the article: https://www.mesafive.com/_files/ugd/992d67_89f5c27db09241f4a6db8c7918b5dd1e.pdf All Articles: https://www.mesafive.com/insights Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Dewey, business development expert and author of Power Grids, about building high-value professional networks that drive business growth. Eric explains the difference between traditional networking and creating a "power grid"—a curated, strategic network of 150 key connections that foster meaningful relationships, generate opportunities, and provide valuable insights. He shares actionable strategies for professionals looking to strengthen their business development efforts through intentional and systematic relationship-building. Key topics include the essential characteristics of a strong power grid—broad, deep, diverse, and responsive—along with how to categorize connections into key roles such as navigators, decision-makers, influencers, and referral sources. Eric also introduces his four-step framework for outreach: Share, Care, Pivot, and Plus Up, helping professionals make their outreach efforts more effective and engaging. Whether you're an attorney, consultant, or professional service provider, this episode provides a structured approach to developing a powerful network that consistently delivers results. Visit: https://therainmakingpodcast.com/ ------------------------------------- Eric Dewey, MBA is an expert in driving growth and market penetration in professional service firms. His experience includes the chief marketing executive roles in four law firms including two AmLaw 200 law firms and the largest plaintiffs’ securities class action firm in the U.S. With over 25 years of marketing and business development experience in the legal, financial services, and commercial real estate industries, Dewey brings executive level leadership, sound business judgment, innovative strategies and a breadth of practical knowledge to his engagements. 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: Amazon Link to book: Power Grids by Eric Dewey ( http://tiny.cc/dffzuz ) Link to the Admin Support for Business Development handout from the book. Use Code ‘Power Grids’ ( https://www.elegaltraining.com/product-page/administrative-support-for-business-development ) Link to eLegal Training course catalog ( http://tiny.cc/effzuz ) https://www.linkedin.com/in/ericgdewey/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business development expert, professional speaker, and co-author of Rainmaker Confidential. Mark shares his insights on crafting effective business development strategies and positioning yourself as a trusted advisor by focusing on outcomes rather than titles or services. Drawing from decades of experience, Mark provides actionable advice for building a strong foundation in business development that leads to sustainable success. Key topics include the importance of a defining statement to articulate the outcomes you deliver, creating a profile of your ideal client to focus efforts effectively, and maintaining a mix of strategies for consistent results. Mark emphasizes the value of identifying your referral sources, fostering authentic relationships, and leveraging a clear understanding of what drives client satisfaction. This episode offers practical tools for professionals seeking clarity and direction in their business development efforts. Visit: https://therainmakingpodcast.com/ -------------------------------- Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one-to-one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business. https://www.markleblanc.com/ If you like what you have heard from Mark during this interview, I would encourage you to go to his website and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever! Check out Mark's electronic version of his book, Growing Your Business! www.growingyourbusiness.com Mark also is the coauthor, along with Scott Love and Henry Devries, of Rainmaker Confidential. For more information about the book visit www.rainmakerconfidential.com. You can order the book through your favorite book retailer here: https://rainmakerconfidential.com/book/ 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 interviews Darrell Amy, author of Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Darrell shares his insights on creating exponential revenue growth by aligning sales and marketing strategies to achieve measurable, sustainable results. Drawing on his extensive experience in sales leadership and digital marketing, he provides actionable steps for business leaders to optimize their growth strategies and leverage opportunities. Key topics include the two drivers of exponential growth—acquiring new clients (net new) and increasing revenue from existing clients (cross-sell)—and how aligning these areas can double revenue in just 36 months. Darrell emphasizes the importance of focusing on client outcomes rather than products, mapping out the client experience to identify friction points, and creating a seamless journey from onboarding to cross-selling. He also discusses setting clear goals, identifying ideal clients, and fostering a culture where everyone in the organization contributes to revenue growth. This episode offers a roadmap for leaders to fine-tune their strategies and build a high-performing revenue engine. Visit: https://therainmakingpodcast.com/ ------------------------------------- Darrell knows how to help businesses grow. Rolling up his sleeves, he works behind the scenes with executives, sales leaders, and marketing professionals to develop and execute revenue growth strategies. He knows what works and what doesn’t, and he is sharing this information in his new best-selling book "Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth". Over the past 27 years, Darrell has been a leader in sales and marketing, giving him a unique perspective on sales and marketing alignment. In sales, he has trained over 1,000 salespeople and developed training programs for multiple Fortune 500 companies. Since 2004, he has also led a marketing agency, helping companies leverage the latest digital marketing strategies. As a member of the Forbes Business Council and the C-Suite Network Advisors team, Darrell advises executives on ways to grow. He co-founded Convergo, a firm that helps companies align marketing and sales to drive growth. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast. As a board member of several non-profit organizations, Darrell is especially passionate about helping companies increase revenue so they can give back to their communities and impact the world. 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: Website: https://www.revenuegrowthengine.com/ Free Tool Kit: https://www.revenuegrowthengine.com/free-tool-kit RGE LinkedIn: https://www.linkedin.com/company/revenue-growth-engine/ Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laura Leopard, founder of Leopard Solutions, about the ongoing challenges women face in Big Law and the alarming trends of mid-career women leaving the industry. Laura shares insights from her extensive research, including surveys and data analysis, which reveal that the top reasons for women exiting the legal profession include a lack of mentorship, limited opportunities, and feelings of being unsupported in their workplaces. Key topics include strategies for law firms to improve retention, such as implementing meaningful mentorship programs, addressing unconscious bias, and providing flexible work arrangements. Laura highlights successful initiatives from law firms, like amplification strategies to ensure women’s voices are heard in meetings and centralized tracking systems to ensure equal opportunities. She also discusses the critical need for fair promotion practices and the importance of male allies in calling out workplace sexism. This episode offers actionable solutions for fostering equity and creating an environment where women can thrive in the legal profession. Visit: https://therainmakingpodcast.com/ ------------------------------------ Laura Leopard is the founder and CEO of Leopard Solutions, which provides the world's largest and most accurate law firm database for legal recruiters, attorneys, law firms, corporations, and law schools. 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: Download the Women Leaving Law report here: https://www.leopardsolutions.com/index.php/thought-leadership/women-leaving-law-research-report/. Leopard Solutions Thought Leadership Page: https://www.leopardsolutions.com/index.php/thought-leadership/ Leopard Solutions Upcoming Events: https://www.leopardsolutions.com/index.php/events/ View all past webinar recordings for Leopard Solutions here: https://www.youtube.com/channel/UCi7McSCNOioHoUuSM1G_ZCQ/videos?view=0&sort=dd&shelf_id=0 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Mary Kelly, leadership expert, economist, and author of Who Comes Next? Leadership Succession Planning Made Easy. Mary shares her expertise on succession planning and why it is critical for organizational continuity and long-term success. She emphasizes that succession planning is not just about preparing for the departure of top executives but also about ensuring that key roles throughout the organization are covered to avoid disruptions. Key topics include how to integrate succession planning into a strategic plan, identifying and preparing future leaders at all levels, and addressing common pitfalls such as reluctance to plan for leadership transitions. Mary shares actionable steps for starting the succession planning process, including evaluating key roles that would significantly impact the organization if left vacant, aligning succession planning with the company’s strategic goals, and fostering transparency and collaboration across the team. This episode offers practical advice for leaders to ensure their organization’s resilience and future success. Visit: https://therainmakingpodcast.com/ ------------------------------------------------- Mary Kelly is a graduate of the United States Naval Academy and spent over 20 years on active duty in intelligence and logistics. She retired from the Navy as a commander. She has masters’ degrees in history and economics, and a PhD in economics. With over 20 years combined teaching experience at both the Naval Academy and at Hawaii Pacific University, she taught economics, finance, history and management. She has extensive experience in business coaching, management, economics, finance, banking, insurance, real estate, government, organizational leadership, communication, business growth, teamwork, strategic planning, human resources, customer service, time management, and project development. Links: https://productiveleaders.com/ https://productiveleaders.com/podcast/ Get Mary Kelly’s book “Who Comes Next?” Here: https://whocomesnext.com/ https://www.linkedin.com/in/drmarykelly/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laurie Gilbertson, a former prosecutor, legal analyst, and founder of Tribeca Blue Consulting, about the critical role of communication in professional success. Laurie challenges the misconception that communication is a "soft skill" and instead positions it as a vital leadership tool. She shares strategies for developing clarity, confidence, and creativity in communication, whether it’s for public speaking, courtroom presentations, or media appearances. Key topics include understanding that effective communication is about the audience, not the speaker; the importance of listening as a key communication skill; and how storytelling can create impactful and memorable connections. Laurie also discusses the challenges of communicating in a virtual world, emphasizing the need to adapt and connect authentically through platforms like Zoom. This episode offers practical advice for professionals looking to enhance their communication skills and build stronger relationships in business and beyond. Visit: https://therainmakingpodcast.com/ --------------------------------------------- Laurie Gilbertson is a former New York City sex crimes and organized crime prosecutor, television legal analyst, educator, and entrepreneur. As the owner of Tribeca Blue Consulting, she helps professionals communicate with clarity and confidence in their public speaking, presentations, trial work, and media appearances. Laurie is passionate about helping people present their ideas in creative and persuasive ways that engage their audiences. As a former trial lawyer and television legal analyst, she shares insider’s tips and tricks from her experiences in front of judges, juries, and live television audiences to help her clients get the most out of their presentations and public speaking. Laurie works with her clients through group training and one on one coaching to develop their personal and professional narratives, craft the hooks that draw their audiences in, and curate the stories that keep them listening and wanting to learn more. This means more attention and success to them and their businesses and more clarity and confidence in their communications. Laurie is a graduate of Cornell University and American University, Washington College of Law. She traded big city life for the beauty of Colorado when she and her family moved to Denver from New York several years ago. You can find her reading in her backyard, running (slowly but surely) in the park, hiking in the mountains, or watching a sporting event or dance competition involving her three awesome teenagers. 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.tribecablueconsulting.com https://www.linkedin.com/in/lauriegilbertson/ [email protected] Conference Links: https://www.naps360.org/page/ConferenceOverview The National Association of Personnel Services; Conference dates: Oct 2 – 4, 2022; Alexandria, VA www.sanfordrose.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Mike Lipkin, internationally renowned motivational speaker and author of The Potentiator: How to Create Breakthroughs with Others in a Post-Pandemic World. Mike introduces the concept of a "potentiator"—someone who brings out the best in others and builds strong, meaningful connections that lead to extraordinary outcomes. He shares insights into how professionals can develop a "moonshot mindset" to pursue bold ambitions and navigate a world defined by constant change and uncertainty. Key topics include the five potentiator practices: knowing your game (defining your goals and value proposition), building robust resilience (learning from setbacks and adapting), being courageously creative (taking bold, calculated risks), communicating like a champion (clarity, authority, reassurance, and empowerment), and cultivating close connections (building a network of fans, advocates, mobilizers, and evangelizers). Mike emphasizes the importance of resilience, experimentation, and cultivating relationships that expand your impact. This episode is packed with actionable strategies to help professionals lead with purpose and maximize their potential. Visit: https://therainmakingpodcast.com/ -------------------------------------------- Mike Lipkin is one of Canada’s preeminent speakers. In 2021, he spoke to over one hundred thousand people in nineteen countries and delivered 150 programs internationally; almost every working day, excluding public holidays and travel days, he was talking to an audience somewhere on the planet. Mike knows meetings. In fact, his life is one long conversation. Mike is president of Environics/Lipkin, the motivation and sales empowerment practice of Environics Research Group— one of Canada’s leading research houses. The distinctions that he has gathered from talking to a million people in forty-three countries, combined with the insights from the celebrated Environics social values research, is how he offers his clients the best of all worlds: a powerful blend of ideas, principles, and observations that will help you achieve preeminence one conversation at a time. Mike has authored eight best-selling books. His newest book is The Potentiator - How to Create Breakthroughs with Others in a Post-Pandemic World. https://potentiator.mikelipkin.com/ Mike is also a certified Leadership Circle Profile coach. He specialized in engaging with c-level decision-makers to build organizational capability and create outcomes that matter most. 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.mikelipkin.com/ Get Mike’s book here: https://potentiator.mikelipkin.com/ https://www.linkedin.com/in/mikelipkin/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Mike Mooney, author of Reputation Shift: Lessons from Pit Road to the Boardroom, about building a revenue-generating reputation. Drawing on his 25 years in motorsports and his experience with major brands like NASCAR and Mercedes-Benz, Mike shares how professionals can proactively shape their reputation to drive trust, referrals, and business success. He highlights the critical role of values, consistency, and time in building a reputation that aligns with personal authenticity and organizational goals. Key topics include the importance of understanding reputation as a revenue driver, using tools like the "Says Who" method to address potential reputation risks, and anticipating industry challenges to differentiate your brand. Mike emphasizes aligning personal values with organizational values and adopting proactive strategies to turn potential challenges into opportunities for trust and growth. This episode provides actionable insights for professionals looking to leverage their reputation as a key business asset. Visit: https://therainmakingpodcast.com/ -------------------------------------------- It would be easy to say that Mike Mooney’s career has been going in circles for more than 25 years in the high-speed world of professional motorsports. An award-winning executive, Mike built and protected the reputations of global brands such as Mercedes-Benz, 3M, NASCAR, Sunoco, Tylenol, Walmart, Sprint, Kellogg’s, and Eli Lilly. Having worked with championship drivers and teams for decades, Mike saw the power and results of continuous improvement, mindset, and peak performance. With a passion for personal empowerment and results, Mike left a high-visibility and high-performing career to share his experiences and lessons as a professional speaker to help organizations and leaders find people-centered speed. Mike speaks, coaches, and consults with people who recognize that shifting is the new norm. He guides his audiences to proactively identify where, when, and how to shift in order to stay on track and in a position to win! His breakthrough book, Reputation Shift – Lessons from Pit Road to the Boardroom, is a toolbox with ready-to-use personal branding strategies for people who want to create greater personal and professional opportunities in their 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: Website: https://www.mikemooney.com/ LinkedIn: https://www.linkedin.com/in/mike-mooney-0a242b4/ YouTube: https://www.youtube.com/channel/UCV_pB--cym8DqyY0RvEYEfQ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Guillaume Wiatr, strategic narrative expert and author of Strategic Narrative: A Simple Method That Business Leaders Can Use to Transform Their Business. Guillaume explains the concept of a strategic narrative as a leadership tool that aligns teams, mobilizes clients, and drives innovative adoption by creating a system of stories that inspire and engage stakeholders. He highlights the difference between closed-ended stories and open-ended narratives, emphasizing that the latter invites collaboration and client participation. Key topics include the four dimensions of Guillaume's Strategic Narrative Canvas: the origin story, the external opportunity, the perspective story (a reason to disagree with competitors), and the product story. Guillaume also shares actionable steps for leaders to map their stakeholders, refine their messaging, and create space for clients to co-create the narrative. This episode offers a roadmap for turning complex business challenges into opportunities by fostering alignment and engagement through storytelling. Visit: https://therainmakingpodcast.com/ -------------------------------------------- Guillaume is the author of Strategic Narrative: A Simple Method That Business Leaders Can Use to Make Everyone Understand Their Business, Get Behind it and Believe In It. His company, MetaHelm, guides CEOs, founders, and business owners to align teams and accelerate innovation adoption. A former big-firm strategy consultant, Guillaume has founded four ventures. He is sought after by senior executives of companies like Alaska Airlines, the Gates Foundation, Generations For Peace, AIG, L’Oréal, Spencer Stuart, GAP, Google, Microsoft, and the US and French governments. After helping to save a 20M euros venture during the dot-com boom, Guillaume went on a mission to turn every company into a source of inspiration that few can resist. Guillaume teaches and mentors entrepreneurs at startup incubators, EMLyon international business school, and the University of Washington Master of Science in Entrepreneurship, ranked #3 in the US. 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: Download Guillaume's free ebook at https://www.metahelm.com/getstrategicnarrativebook/ Connect with Guillaume on Linkedin: https://www.linkedin.com/in/guillaumewiatr/ Get Guillaume's email insights: https://www.metahelm.com/the-next-narrative/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Lou Diamond, a master connector, podcast host, and author of Speakeasy: Connect with Every Conversation. Lou shares his insights on creating meaningful connections through authentic conversations that prioritize curiosity, empathy, and generosity. By focusing on how to "speak easy," he offers practical advice for fostering impactful dialogue that leads to deeper relationships and business growth. Key topics include overcoming selfishness in communication, shifting from talking and telling to asking and listening, and embracing curiosity as the foundation of great conversations. Lou introduces actionable frameworks, such as the VOICE model (Visualize, Opportunity, Identity, Charisma, Energy) and B5G (Be Brief, Be Bright, Be Gone), to help professionals elevate their interactions. Whether you're leading a team, engaging clients, or seeking personal growth, this episode provides valuable tools to transform how you connect with others. Visit: https://therainmakingpodcast.com/ -------------------------------------- Lou Diamond is a dynamic speaker and master connector who will energize and motivate your organization to explode your sales, retain your clients and build a thriving culture. He has consulted and mentored top performers at hundreds of companies the world over. Lou inspires audiences to feel they can conquer the world.... and make tons of great new connections doing it. Lou has over 25 years of experience in sales, relationship management, business development, and executive mentoring. He is an international keynote speaker, consultant, leadership & performance mentor, best-selling author, podcast & TV host, and CEO of Thrive, a company focused on making the most amazing people, businesses, and brands become even more amazing through the power of connecting. Thrive pushes today's true disruptors to tap their ability to connect in ways that inspire them toward unprecedented levels of success. Through consulting and strategic workshops, Lou and his team at Thrive will propel you and your team to new heights -- Turning top producers into amazing leaders by escalating their own success and helping them inspire others to succeed, too. 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.thriveloud.com www.speakeasybook.com https://podcasts.apple.com/us/podcast/thrive-loud-with-lou-diamond/id1232947138 https://www.linkedin.com/in/thriveloud/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Andy Paul, renowned sales expert and author of Sell Without Selling Out, about transforming the sales process by adopting a "selling-in" mindset. Andy challenges the traditional "selling out" approach, where sellers prioritize their interests over the buyer's, and introduces the concept of building authentic connections, fostering trust, and focusing on understanding the client's needs to deliver genuine value. Key topics include the four pillars of the selling-in mindset: connection, curiosity, understanding, and generosity. Andy explains how to ask insightful questions, focus on the buyer's priorities, and create a positive decision-making experience. He also shares strategies for being intentional with client interactions, ensuring every meeting or conversation brings the buyer closer to making a decision. Whether you're a professional looking to refine your business development skills or improve client relationships, this episode offers a practical framework for selling effectively without compromising authenticity. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Andy's hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week. Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. And he has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today. 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: Website: www.andypaul.com Linkedin: https://www.linkedin.com/in/realandypaul/ Buy Andy’s book, Sell Without Selling Out: https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ivy Slater, an entrepreneur, certified business coach, and internationally best-selling author, about building authentic business relationships. Ivy shares practical strategies to overcome the fear of networking, develop meaningful connections, and translate those relationships into business opportunities. She emphasizes the importance of showing up authentically, being curious, and focusing on personal connections to foster trust and long-term business growth. Key topics include preparing for in-person networking events, asking thoughtful questions to build genuine rapport, and maintaining a system to track and nurture relationships over time. Ivy also highlights the value of follow-up and follow-through, such as scheduling check-ins, remembering personal details, and creating opportunities for deeper conversations. Whether you’re just starting to network or looking to refine your approach, this episode is filled with actionable insights for building a network that drives both personal and professional success. Visit: https://therainmakingpodcast.com/ --------------------------------------- Ivy Slater is the CEO of Slater Success, a boutique training, consulting and coaching company focused on growth strategies and leadership development for high-level, service-based businesses. Ivy is a professionally certified business coach, speaker, internationally bestselling author, and podcast host. She's scaled her own two businesses to multiple 6 & 7 -figures and speaks nationwide on the topics of leadership, sustainable growth, and the value of relationships. In 2020, she was a recipient of a Power Women of New York and of Long Island award, presented by Schneps Media. 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/ivyslater/ www.slatersuccess.com Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Professor Heidi K. Brown, author of The Flourishing Lawyer: A Multidimensional Approach to Performance and Well-Being. Heidi shares her insights on how lawyers and professionals can thrive by adopting a holistic, multidimensional approach to their careers. Drawing on her background in law and her studies in positive psychology, Heidi emphasizes the importance of viewing professionals as "scholar-athletes" who can enhance their performance through intentional focus on well-being and resilience. Key topics include the ten dimensions of fitness for professionals, such as emotional, intellectual, creative, and caregiving dimensions, as well as finding meaning and purpose in work. Heidi introduces concepts like the Individual Zone of Optimal Functioning (IZOF), which helps individuals identify their unique environments for peak performance, and "eustress," the positive form of stress that motivates growth. With practical strategies for managing stress, cultivating creativity, and building resilience, this episode offers a refreshing perspective for professionals looking to not just survive but truly flourish in their careers. Visit: https://therainmakingpodcast.com/ ---------------------------------- Having suffered from extreme public speaking anxiety throughout law school and law practice, Heidi’s passion lies in researching, studying, and writing about introversion, shyness, social anxiety, and extreme public speaking anxiety in the legal context—and helping quiet law students and lawyers amplify their authentic advocacy voices. Based on her research, she was appointed to serve as a Board Member of the Association of American Law Schools' Committee on Balance in Legal Education. She also won the Global Legal Skills Award at the Global Legal Skills Conference at the Collegio di Giurisprudenza at the Università Degli Studi di Verona, in Verona, Italy in 2014, for “excellence in the advancement of global legal skills education around the world.” Heidi is leading a Task Force on Law Student and Lawyer Well-Being at Brooklyn Law School. Heidi is the author of four other books on federal litigation and legal writing. She resides in Brooklyn, New York and when she is not teaching or writing, she loves working out at SoulCycle, boxing, studying Italian, and accumulating stamps in her passport. Links: https://www.brooklaw.edu/Contact-Us/Brown-Heidi-K https://www.linkedin.com/in/theintrovertedlawyerbook/ http://www.theintrovertedlawyer.com/ www.viacharacter.org Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ --------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Jamie Shanks, CEO of Pipeline Signals and pioneer in relationship signal intelligence monitoring. Jamie discusses how tracking human capital migration—such as employees being hired, promoted, or leaving organizations—can unlock valuable opportunities for business development. He highlights the importance of leveraging these “relationship signals” to focus on warm leads and existing connections rather than cold outreach, maximizing the likelihood of winning new business. Key topics include identifying and tracking changes within client organizations, using tools like LinkedIn or services like Pipeline Signals to monitor relationship shifts, and understanding the concept of asymmetric competitive advantage—where existing relationships offer a disproportionate chance of success when a key contact moves to a new role or organization. Jamie also emphasizes the importance of time management and prioritizing accounts using objective data points, enabling rainmakers to focus on high-probability opportunities and avoid wasted efforts. Whether you're a professional service provider or a sales executive, this episode provides actionable strategies to refine your business development approach and capitalize on relationship-driven insights. Visit: https://therainmakingpodcast.com/ --------------------------------------- Jamie Shanks is the CEO of Pipeline Signals. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence and Compelling Events like job changes. For 10 years prior, Jamie ran Sales for Life - the world’s largest Social Selling training program for mid-market and enterprise companies. Sales for Life has trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie’s workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel. Links: www.pipelinesignals.com https://www.linkedin.com/in/jamestshanks/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews David Ackert, president of Ackert Inc. and a thought leader in business development and sales acceleration for professional services. David shares his expertise on building a business development system that turns random acts of networking into a predictable, revenue-generating machine. By leveraging targeted strategies, professionals can create consistency and efficiency in their client acquisition processes. Key topics include distinguishing marketing from business development, identifying 9 to 35 high-value contacts, and focusing on three categories of relationships: clients, prospects, and referral sources. David emphasizes the importance of creating consistent touchpoints and meaningful interactions, with 14 being the average number required to convert a lead into a client. He also discusses the role of social mechanics and proactive outreach to accelerate relationships and shorten the sales cycle. Whether you're a legal professional or in another service industry, this episode is packed with actionable insights to help you build a sustainable and effective business development system. Visit: https://therainmakingpodcast.com/ ---------------------------------------------- David Ackert, M.A., is the President of Ackert Inc. and a thought leader at the intersection of sales acceleration software and business development coaching. Over the past two decades, he has pioneered revenue acceleration programs for hundreds of professional services firms around the globe. David regularly keynotes at partner retreats and speaks at industry conferences. Links https://www.linkedin.com/in/davidackert/ Systematic Approach to Business Development Webinar: https://www.ackertinc.com/archived-webinars/?wchannelid=qcvb4hvim6&wmediaid=4pb2b6l5qn Systematic Approach to Business Development White paper: https://www.ackertinc.com/additional-resources/white-papers/a-systematic-approach-for-business-development/ 6-Step Guide to Successful BD in 2022: https://www.ackertinc.com/additional-resources/guides/6-step-guide-to-successful-business-development-in-2022/ ---------------------------------------------- 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

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ----------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Bruce Werner, author of Your Ownership Journey, about understanding what keeps prospects and clients up at night. Bruce shares his expertise on advising executives and owners of privately-held companies, offering actionable insights into identifying client pain points and addressing key issues related to business growth, succession planning, and governance. He emphasizes the importance of understanding the life cycle of a business—from startup to decline—and how professional service providers can tailor their strategies to align with a company’s stage of development. Key topics include the different phases of a business’s life cycle, how to craft thoughtful questions that engage clients at a deeper level, and building gravitas through expertise, thought leadership, and meaningful connections. Bruce also discusses the importance of giving value upfront to earn trust and credibility, using industry knowledge and tailored solutions to establish strong relationships. Whether you’re working with startups, growing businesses, or mature enterprises, this episode provides a roadmap for understanding and solving the challenges that keep business leaders awake at night. Visit: https://therainmakingpodcast.com/ ----------------------------------------- Bruce Werner spent the first half of his career at Werner Ladder, with executive responsibilities in all facets of the business. During that time the family completed 6 acquisitions, and sustained 10% annual growth for over a decade. The family later exited the business in a successful LBO. As an independent consultant, he helps owners address their governance, strategy, capital, talent, and succession issues. This work is based on several decades of deep operational experience. He has started and built businesses in finance, energy, and technology, in addition to being a partner in a private equity fund. His governance experience includes forming new boards and serving on established boards, both advisory and fiduciary. Six of his ten board seats have been with family businesses. He has performed Audit, Governance, and Compensation committee work. In the non-profit world, Mr. Werner has served as Board Chair, and worked on Governance, Nominating, Strategy, Compensation, Finance, and Investment committees. Mr. Werner recently published Your Ownership Journey, a new book which focuses on the 12 secrets of personal and business success. An accomplished public speaker, he has connected with business audiences across the country on these same topics, working with Bank of America Private Bank, Vistage, Cavendish Global Forum, National Association of Home Builders, and the Turnaround Management Association. His academic relations include Northwestern’s Kellogg School, Cornell’s Smith Family Business Initiative, and Loyola University’s Family Business Center. In addition to numerous webinars and podcasts, he has been published in the Wall Street Journal, Private Company Director, Wealth Management, Estate Planning, Trusts & Estates, and other national publications. Mr. Werner received a B.S Mechanical Engineering/Public Policy from Carnegie-Mellon University. As an IBM Fellow, he graduated from Stanford University with a M.S. Manufacturing Systems Engineering degree. He completed his education at the MIT Sloan School, earning an M.S. Management with a focus on Strategy and Operations. Links: www.brucewerner.com www.konaadvisors.com https://www.linkedin.com/in/brucedwerner/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------- In this milestone 100th episode of The Rainmaking Podcast, host Scott Love speaks with Kate DiLeo, a brand architect who has partnered with over 200 organizations to refine their messaging and drive business growth. Kate explains how a clear and compelling brand message serves as the "path of least resistance to revenue," helping businesses attract more qualified prospects, convert clients, and reduce the sales cycle. She introduces the three essential components of a winning brand: a tagline that clearly states what you do, a value proposition that addresses client pain points and offers solutions, and differentiator statements that highlight what makes your business unique. Key topics include crafting messaging that resonates emotionally with clients, aligning sales and marketing efforts through consistent branding, and focusing on tangible differentiators such as process, expertise, or values. Kate also shares how a strong brand narrative can create deeper client engagement and lead to measurable improvements in conversions and client acquisition. Whether you're an entrepreneur or part of a larger organization, this episode is packed with actionable insights to help you build a brand that delivers results. Visit: https://therainmakingpodcast.com/ ------------------------------- Kate DiLeo is a brand architect who has partnered with more than 200 organizations to craft brands that bring more prospects to the table, more users who click, and more customers who buy. Links: http://www.katedileo.com/ https://www.linkedin.com/in/katedileo/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Kari Schwear, an executive coach, corporate trainer, and author of The Successful Mind: Tools for Living a Purposeful, Productive, and Happy Life. Kari shares actionable strategies to help high achievers manage stress, overwhelm, and the weight of their responsibilities. With a focus on building emotional resilience, Keri explains how intentional habits and mindset shifts can lead to a more balanced and fulfilling life. Key topics include identifying and managing stress triggers, the importance of prioritizing self-care through morning routines, and practical techniques like the SABER method (Stop, Acknowledge, Breathe, Embrace, Redirect) to control emotional responses. Kari also highlights the role of daily habits, reframing perceptions of stress, and focusing on intentions rather than overwhelming long-term goals to achieve sustainable success. Visit: https://therainmakingpodcast.com/ ------------------------------------- Kari Schwear is a 7 x career path conqueror, turned professional Executive Coach, Speaker, and Corporate Trainer. Kari also co-authored the book, The Successful Mind, Tools for Living a Purposeful, Productive, and Happy Life. Her professional career spans from hospitality to banking, to business development, real estate, the medical field, and the luxury automotive brand Porsche. Kari started GrayTonic and the Question the Drink movement in 2018 after her own experience led her to the service of others. She holds many certifications, including Neuro-Linguistic Programming, Motivational Interviewing, Life Coaching, and several trauma courses through the NICABM. She has resided in Richmond, VA, with her husband for over three decades. Links: https://www.graytonic.com/ https://www.linkedin.com/in/karischwear/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ --------------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Jenn Johnson, founder of Calibrate Legal, about effectively leveraging a law firm's marketing and business development teams. Jenn explains how partners can align their efforts with internal marketing professionals, optimize their strategies, and achieve greater results by fostering collaboration and leveraging the expertise of "revenue enablers"—the non-legal professionals who drive organizational growth. Key topics include understanding the difference between marketing and business development, creating targeted strategies to attract ideal clients, measuring marketing ROI, and building a culture of collaboration between partners and marketing teams. Jenn also shares insights on addressing generational gaps, the importance of aligning internal and external brand messages, and creating evidence-based accountability to ensure marketing efforts lead to measurable success. Visit: https://therainmakingpodcast.com/ --------------------------------------------- Jennifer Johnson prepares today’s law firms for tomorrow’s legal marketplace. She calls upon nearly 20 years of experience inside, and as a consultant to, law firms to deliver industry-leading strategy and executive search services. Law firms around the world rely on Jennifer to find sophisticated talent – impact players who will bolster their brands and bottom lines. Legal marketing teams rely on Jennifer for the tools and training they need to drive performance and ROI. As the driving force behind the Revenue Enabler movement, Jennifer is passionate about eliminating the ‘non-lawyer’ phrase and mentality. She speaks and writes on the topic regularly, and she guides Calibrate Legal’s consulting services and product development. Jennifer spent six years in lawyer recruitment and marketing at an Am Law 100 firm, and she has held numerous leadership positions within the Legal Marketing Association including currently serving as Secretary of the International Board of Directors. This positioning gives her a competitive advantage that saves her clients time and energy. Jennifer earned a bachelor’s degree from Baylor University and lives in Austin, Texas with her two children. Links: https://calibrate-legal.com/ https://www.linkedin.com/in/jenniferjohnsoncalibratelegal/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Dr. Zoe Chance, a Yale School of Management professor and author of Influence is Your Superpower, about strategies for mastering influence and persuasion. Zoe discusses how influence impacts decision-making and behavior, offering actionable insights for professionals looking to enhance their interpersonal skills and connect with others authentically. Drawing from her research and teaching, she emphasizes the importance of viewing influence as a tool for fostering relationships rather than merely transactional interactions. Key topics include understanding influence as a broad concept, the power of asking and negotiating with confidence, and the role of mindset shifts in building authentic connections. Zoe also highlights the surprising willingness of people to say yes, the importance of learning to say no, and how environmental changes can nudge behavior. She introduces her course, How to Ask for Anything, and her book, which combines insights from behavioral economics, psychology, and personal experience to help individuals unlock their influence potential. Visit: https://therainmakingpodcast.com/ ---------------------------------- Dr. Zoe Chance is a writer, teacher, researcher, and climate philanthropist obsessed with the topic of interpersonal influence. She earned her doctorate from Harvard and now teaches the most popular course at Yale School of Management, which is the basis for her international bestseller, INFLUENCE IS YOUR SUPERPOWER. Her framework for behavior change is the foundation for Google’s global food policy. and before academia, she managed a $200 million segment of the Barbie brand at Mattel. Today, Zoe teaches smart, kind people to raise money for charity, get elected to political office, fund startups, start movements, save lives, find love, negotiate great deals and job offers, and even get along better with their kids. In other words, she helps people to use their superpower of influence as a force for good. Links: https://www.zoechance.com/ https://www.amazon.com/Zoe-Chance https://www.linkedin.com/in/zoebchance/ Here is the link Zoe mentioned for the cause she is supporting: www.350.org Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Greg Hawks, a professional speaker and culture specialist, about creating environments where teams thrive and individuals contribute their best daily. Greg shares insights into the role of culture in shaping workplaces that empower employees to grow, take ownership, and achieve fulfillment. By emphasizing the importance of aligning personal strengths with organizational goals, Greg offers practical strategies for leaders to foster a culture of growth and collaboration. Key topics include how to lean into individual strengths, stretch employees with responsibilities that promote growth, and cultivate creativity to enhance team engagement. Greg discusses the significance of designing intentional environments, connecting mundane tasks to meaningful outcomes, and creating metrics to measure progress and commitment. This episode is packed with actionable steps for leaders and team members to shape dynamic workplaces that inspire excellence and innovation. Visit: https://therainmakingpodcast.com/ ------------------------------------- As a Corporate Culture Specialist, Greg shapes environments where everyone gets to contribute their best daily! For two decades he has mentored leaders, developed teams, crafted culture, and empowered employees. As a Keynote Speaker, he is an enthusiastic character. His style, wit, and energy consistently capture the attention and imagination of audiences. His forward thinking contributes fresh perspectives that work. He’s annoyingly optimistic, contagiously energetic, and slightly mischievous. People tend to like him. As a Virtual Conference Producer, he shapes an entirely different landscape. Designing the days, providing production, hosting the event, working with speakers and vendors - Greg fashions turn-key experiences that produce a virtual conference rivaling in-person gatherings! Links: https://www.linkedin.com/in/ghawks/ https://www.hawksagency.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ -------------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Patrick Dossett, a Naval Academy graduate, former U.S. Navy SEAL, and co-founder of Madefor, about the mental frameworks and habits necessary for achieving peak performance. Patrick shares how high achievers can cultivate resilience, sustain focus, and perform at their best while maintaining balance and avoiding burnout. By leveraging neuroscience-based strategies, he emphasizes the power of small, actionable steps to build lasting habits that unlock personal and professional potential. Key topics discussed include breaking challenges into manageable goals to sustain motivation, adopting a service-oriented mindset to build team cohesion, reframing adversity through gratitude, and using foundational practices such as hydration, rest, and breathwork to improve physical and mental performance. Patrick also introduces the Madefor program, which is designed to help individuals and teams enhance their mental and physical baselines, enabling them to achieve more with a balanced and sustainable approach. Visit: https://therainmakingpodcast.com/ -------------------------------------------- Patrick Dossett currently serves as President/CEO of Madefor, working alongside a team of subject matter experts in the fields of neuroscience, positive psychology, and health and wellness to deliver world-class programming designed to help individuals unlock hidden potential. Prior to Madefor, Dossett served in various leadership roles, first as an officer in the US Navy SEAL teams and later in the fields of technology and non-profit to create positive change at scale. Dossett holds a bachelor of science degree in Oceanography from the U.S. Naval Academy, a master’s in business administration from the Wharton School of Business, and is the recipient of numerous awards and commendations for his service and leadership. Dossett currently resides in Los Angeles, CA with his wife, three children, and their cat, Kula. Links: www.getmadefor.com @madefor (instagram) @madefor_pat (instagram) https://www.linkedin.com/in/patdossett/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with John Klymshyn and Douglas Hall, world-class trainers and coaches in sales and business development, about cultivating the bionic mindset for sales success. Together, they explore how combining authentic human interaction with modern tools creates sustainable and impactful business relationships. Key topics include mastering the bionic mindset, which blends disciplined activity with human connection, fostering curiosity in conversations, and utilizing techniques such as "earning 10 seconds of pause" to create opportunities for deeper engagement. They emphasize the importance of authenticity, trust, and open-mindedness in sales while addressing modern challenges like buyer skepticism and oversaturation of sales methods. John and Douglas share insights into their nine-week Bionic Sales program, which focuses on core sales principles adapted for today's technology-driven marketplace. The program offers actionable techniques to refine sales strategies, improve conversions, and build meaningful relationships. Visit: https://therainmakingpodcast.com/ ---------------------------------- John Klymshyn is a philosopher, author, Executive Coach, and Modern Day Sales Buddha. He has authored 12 books, four of which he has recorded and published as Audio Books on Audible.com. Ranging in topics from creativity to the power of language, Klymshyn has been instrumental in the growth and success of Unicorn Companies, as well as established brands (Four Seasons Hotels, Locum Tenens Recruiting Association, The American Staffing Association, Snelling, Express Employment, and others.) Douglas Hall builds and consults with orgs ranging from Cannabis to High Tech. In his former role, he coordinated and successfully delivered a Three Dimensional Hologram Broadcast featuring Simon Sinek. His experience includes Talent Agent, Executive, Creator, and collaborator. Links For the discount code, type in “rain”. http://sellbionic.com/ https://www.audible.com/author/John-Klymshyn/B001IOFCZA klymshyn.com https://theklymshynmethod.thinkific.com/ To watch the video of this podcast episode, please visit this link: https://scottlovespeaks.com/video-of-podcast Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Laura Leppard, founder and CEO of Leppard Solutions, about trends and challenges facing Big Law firms, with a focus on diversity, inclusion, and retention. Laura shares insights from her firm’s extensive legal data collection and predictive analytics, highlighting issues that could spell trouble for traditional law firm models if changes are not made. Key topics include the disproportionate attrition rates of women and ethnically diverse attorneys in Big Law, barriers to advancement such as lack of mentorship and inclusion, and the rising concerns about work-life balance, particularly among millennials. Laura discusses the role of billable hours and long partnership tracks in driving dissatisfaction and outlines strategies firms can adopt to retain top talent, including flexible career paths and better promotion practices. The episode also features insights into Leppard Solutions' use of AI and data to provide actionable business intelligence for law firms, from predicting the success of mergers to financial benchmarking for firms outside the top 200. Laura emphasizes the importance of proactive changes to avoid long-term disruption in an evolving legal landscape. Visit: https://therainmakingpodcast.com/ ------------------------------------- Laura Leopard is the founder and CEO of Leopard Solutions, the largest law firm data platform serving the legal industry with actionable intelligence and insights on more than 4,200 law firms worldwide and 7,000 U.S. corporate legal departments. Laura has spearheaded Leopard Solutions’ growth and development over the company’s 18-year history and she continues to push the envelope designing new systems, business intelligence programs, and data points for its expanding client base. Laura is frequently quoted in the media and her commentary has appeared in Law360, the Wall Street Journal, Reuters, Bloomberg Law, and Above the Law, to name a few. Links: Link to survey: https://www.surveymonkey.com/r/2022-women-leaving-law https://www.linkedin.com/in/lauraleopard/ https://www.linkedin.com/company/leopard-solutions/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ -------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Sarah Tetlow, CEO of Firm Focus and an expert in productivity consulting, about How to Be More Productive by Taming the Email Beast. Sarah introduces her ART system—Action, Reference, Tracking, and Trash—to help busy professionals manage their inboxes effectively and reduce overwhelm. She explains how to categorize emails, avoid decision fatigue, and implement actionable strategies to streamline email management. Key topics include the five D’s of productivity (Do, Delay, Diminish, Delegate, Delete), creating action folders, and using automation tools like Outlook rules and Gmail filters. Sarah also shares practical tips on overcoming common email habits and building systems that enhance focus and efficiency. Whether you’re an attorney, executive, or business owner, this episode is packed with actionable insights to help you take control of your inbox and your time. Visit: https://therainmakingpodcast.com/ -------------------------------------- Sarah Tetlow is the CEO and founder of Firm Focus. She is an experienced productivity consultant, trainer, and speaker for attorneys and other busy professionals. Sarah uses her past experiences, organizational and strategic thought process, education, training, and organizing gift to help service professionals find more time in their busy lives. Sarah is also the creator of the ARTT™ Email Productivity course. The ARTT™ course has helped hundreds of professionals gain control of their email, mitigate using email as a distraction, effectively track important communications, and reduce stress and anxiety. Through Sarah’s passion for focused work and her unique and sympathetic coaching approach, she creates a partnership with her client that warrants learning and changed behavior. Ultimately, through Firm Focus and ARTT™, Sarah wants to help busy professionals boost productivity and reduce stress in their lives. Links: http://www.firm-focus.com https://arttemail.com https://arttemail.com/blog Connect with https://www.linkedin.com/in/sarah-tetlow [email protected] Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------------ In this episode of The Rainmaking Podcast, host Scott Love speaks with Bryan Collins, author, content marketer, and founder of Become a Writer Today, about Using Content Marketing to Build Your Business. Bryan shares proven strategies for creating compelling content that resonates with your audience, establishes thought leadership, and drives business growth. He emphasizes the importance of identifying your audience’s pain points and tailoring your message to address their needs, using examples from his experience as a copywriter and content strategist. Key topics include leveraging platforms like blogs, podcasts, and YouTube to showcase expertise, creating an editorial calendar for consistent content production, and using customer interviews to inform your content strategy. Bryan also discusses the concept of lead and lag measures for evaluating content performance and shares practical tips to avoid common pitfalls. Whether you’re new to content marketing or looking to refine your strategy, this episode offers actionable steps to amplify your impact. Visit: https://therainmakingpodcast.com/ ------------------------------------------ Bryan Collins is a nonfiction author, the founder and editor of Become a Writer Today, and a columnist for Forbes. He offers new writers practical advice about writing, creativity, productivity, and more. His work has also appeared on Fast Company, Lifehacker, and Copyblogger. He is also passionate about helping people accomplish more at work, and when he's not writing, he's weight-lifting or running. Links: https://podcast.becomeawritertoday.com/ www.becomeawritertoday.com www.bryancollins.com https://becomeawritertoday.com/grammarly-coupon/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ -------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love welcomes Mike Regina, motivational leader, speaker, and serial entrepreneur, to discuss Building a Legacy Brand for Professional Success. Mike shares his three pillars for creating a powerful personal brand: always being on, always listening, and always delivering. He explains how these principles help professionals build trust, create meaningful connections, and stand out in competitive markets. Key topics include the importance of authenticity in personal branding, how listening and asking thoughtful questions strengthen relationships, and the role of consistent delivery in earning client loyalty. Mike also shares insights from his entrepreneurial journey and explains how focusing on relationships and adding value to others can help eliminate competition and drive long-term success. Whether you’re an entrepreneur, leader, or professional, this episode offers actionable steps to build a brand that lasts. Visit: https://therainmakingpodcast.com/ -------------------------------------- Mike is an entrepreneur, a philanthropist, a family man, a team player, and a leader who thrives on watching the masses and doing the opposite. He co-founded multiple companies including Big Sky Enterprises, a construction management firm specializing in healthcare, non-profits, and automotive in 2003; and Global Post Auditing Solutions in 2016, a leader and disrupter in transportation freight solutions for Fortune 500 companies. Mike currently resides in Mt. Pleasant, SC, with his wife and three kids. Surfing, golfing, and exercising still keep his competitive blood flowing as they have since his youth. Links To learn more on how you and your team can Build A Legacy Brand, visit mikeregina.io. Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Yuliya LaRoe, business development coach and founder of LeadWise, about How to Make Rain When It Isn't a Natural Strength. Yuliya shares her expertise on overcoming discomfort with business development and provides a practical, step-by-step framework to help professionals build and grow their client base. Drawing from her experience as a lawyer and coach, she emphasizes that successful rainmaking is a skill anyone can learn with the right mindset and systems. Key topics include the importance of understanding your personality and rainmaking style, developing a self-generating pipeline, nurturing relationships with key contacts, and mastering authentic conversations to build trust. Yuliya also introduces her five-system framework for business development, which includes strategies for pipeline building, relationship nurturing, and follow-up processes. This episode is packed with actionable insights for lawyers and professionals seeking to achieve sustainable growth in their practice. Visit: https://therainmakingpodcast.com/ ------------------------------------- For over a decade, Yuliya (“you-leah”) LaRoe has been partnering with law firms and in-house legal departments to support legal industry professionals in strengthening their leadership, management, and business development skills. An experienced ICF-credentialed coach, trainer, and consultant, she leverages her multicultural background and global perspective along with business savvy and leadership experience. With a strong focus on helping her clients achieve tangible results, Yuliya serves as a strategic thought partner and objective sounding board to support her clients in achieving their agenda. Over the last decade, Yuliya coached and trained hundreds of lawyers to achieve tangible results, such as achieving equity partnership status, improving internal communication and collaboration, growing annual client billings from $100,000 to over $1,000,000, signing on Fortune 100 companies as clients, and much more. Prior to supporting legal industry professionals, Yuliya served as legal counsel and advisor to Fortune 500 companies on a variety of issues related to their global operations. Links: Email: [email protected] Phone: (786) 520-6073 Web: leadwisegroup.com Linkedin: https://www.linkedin.com/in/yuliyalaroe/ Download Yuliya’s Business Development Diagnostic Tool Here: https://leadwisegroup.com/resources/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ----------------------- In this episode of The Rainmaking Podcast, host Scott Love sits down with Ross Fishman, CEO of Fishman Marketing and a leading expert in professional services branding, to discuss How to Differentiate Yourself So Your Target Clients Hire You and Not Your Competitors. Ross shares actionable strategies for identifying what makes you, your practice group, or your firm unique, and how to effectively communicate that differentiation to attract ideal clients. He emphasizes the importance of avoiding clichés, embracing true character, and crafting creative, client-focused messaging. Key topics include understanding the role of culture and values in branding, leveraging niche marketing for targeted success, and how differentiation impacts client acquisition and recruitment. Whether you're part of a large firm or a solo practitioner, this episode offers practical advice to stand out in a crowded marketplace and build a more fulfilling and profitable practice. Visit: https://therainmakingpodcast.com/ ----------------------- As CEO of Fishman Marketing, Inc., Ross helps law, accounting, and other professional-services firms dominate their chosen markets and generate increased revenue. Regularly hired to rebrand prominent firms or overhaul their websites, Ross is known internationally for strategic marketing and differentiation, and the development of the profession’s most-effective websites. Fishman Marketing has launched eye-catching marketing programs for 200+ firms from Boston to Bucharest. Fishman Marketing has received countless international marketing awards for innovative and revenue-producing branding campaigns, including national first-place honors from the Legal Marketing Association for 17 consecutive years. Ross was also the first legal marketer inducted into the LMA’s International Hall of Fame. A Fellow of the College of Law Practice Management and a Kentucky Colonel, Ross is known as an “educational and entertaining” presenter who has keynoted more than 500 retreats, webinars, and Ethics CLE programs on six continents (see rossfishman.com). A prolific writer, Ross has published 500 bylined articles and blog posts and ten popular marketing books, including the definitive book on law firm strategy and branding, “We’re Smart. We’re Old. And We’re the Best at Everything.” and (2) the best-selling “The Ultimate Law Firm Associate’s Marketing Checklist.” Subscribe to his entertaining blog at fishmanmarketing.com/blog. Ross was a litigator before becoming a big-firm Marketing Director and Marketing Partner. He received a B.A. in Speech Communications, cum laude, from the University of Illinois, and his J.D. from Emory Law School. Links: https://www.fishmanmarketing.com/ Speaking demo video: https://www.youtube.com/watch?v=ie9nu7Xdr1Q "250 of the Best and Worst Law Firm Brands and Websites in 2 Minutes.” https://www.linkedin.com/in/rossfishman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love welcomes Paul Smith, a renowned expert on business storytelling and author of Sell with a Story, to discuss how professionals can transform their sales approach by incorporating storytelling. Paul shares fascinating insights into why stories resonate with clients, explaining the neuroscience behind decision-making and how storytelling appeals to both the logical and emotional parts of the brain. He also provides practical techniques for crafting compelling narratives that differentiate your services and make your message unforgettable. Key topics include the importance of using storytelling to create emotional connections, how to structure stories effectively, and examples of storytelling in action to sell professional services. Paul also outlines the types of stories every professional needs and offers a step-by-step guide to begin integrating storytelling into your client conversations. Whether you’re a lawyer, consultant, or business leader, this episode is packed with actionable advice to help you stand out and drive results. Visit: https://therainmakingpodcast.com/ ------------------------------------ Paul Smith is one of the world's leading experts on business storytelling. He's a keynote speaker, storytelling coach, and bestselling author of the books Lead with a Story, Sell with a Story, The 10 Stories Great Leaders Tell, Parenting with a Story, and Four Days with Kenny Tedford. Links: https://www.facebook.com/LeadWithAStory https://www.linkedin.com/in/smithpa9/ https://twitter.com/LeadWithAStory Paul’s newsletter: https://leadwithastory.us3.list-manage.com/subscribe?u=243a3cc95a07b7390e2025b96&id=a0f22c376f Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ -------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love welcomes Kelli Schutrop, Vice President of Sales at Parker, to explore the transformative power of Personal Branding to Drive Sales. Kelli shares actionable strategies for leveraging your personal brand to enhance visibility, build relationships, and generate sales. Drawing from her extensive marketing experience, Kelli emphasizes the importance of creating an intentional and strategic online presence, particularly on LinkedIn, to connect with ideal clients and establish thought leadership. Key topics include crafting a compelling LinkedIn profile, building your ideal customer profile (ICP), engaging with content effectively, and avoiding common pitfalls like being "dark" online or overly self-promotional. Kelli also discusses how integrating personal elements into your professional brand can humanize your presence and strengthen connections. Whether you’re in professional services, sales, or any B2B role, this episode provides a roadmap for using personal branding to grow your career and business. Visit: https://therainmakingpodcast.com/ -------------------------------------- Kelli is the Vice President of Sales at Parqa, a performance marketing agency revolutionizing the staffing industry by leveraging technology and marketing to create great candidate and client experiences, and drive enterprise-level value. Kelli has spent the past decade driving marketing-led results for staffing firms, and has consulted hundreds of business leaders across the country on their growth strategies. Her passion for marketing has inspired her to share her expertise, and she regularly hosts fireside chats with industry leaders, conducts speaking engagements, and sits on boards and committees. She serves on the American Staffing Association’s Women in Leadership Council, as well as Industry Marketing & PR Committee. Kelli has presented to industry groups including the American Staffing Association, World Staffing Summit, New York Staffing Professionals, and more. Links: https://www.linkedin.com/in/kellischutrop/ https://www.linkedin.com/company/parqa/ https://parqamarketing.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ----------------------------------- In this episode of The Rainmaking Podcast, host Scott Love welcomes Kevin Wheeler, a consultant with over 30 years of experience advising professional services firms, to discuss Getting New Clients by Finding a Door Opener. Kevin shares innovative strategies to identify and leverage "door openers"—existing relationships or opportunities that provide access to decision-makers in target organizations. He emphasizes the importance of client intelligence, internal collaboration, and thought leadership to build trust and open doors to new business opportunities. Key topics include strategies for cross-selling within existing client accounts, creating audit or review products as a gateway to new relationships, and the value of proactive relationship management. Kevin also highlights the importance of a patient, long-term approach to business development and the need for professional service providers to upskill in the art of selling. This episode is packed with actionable insights to help firms improve client development and achieve sustained growth. Visit: https://therainmakingpodcast.com/ ------------------------------------- Kevin Wheeler has been advising professional services firms on all aspects of strategy, marketing, business development, and client relationship management/key account management for more than thirty years. Before setting up Wheeler Associates in 1997, he had been Marketing Director with Nabarro Nathanson, the commercial law firm, and Cinven, the private equity house. He also held various senior in-house strategy and marketing positions with Coopers & Lybrand, now PricewaterhouseCoopers. As a consultant and coach, Kevin has provided services to more than one hundred firms drawn from the legal, accountancy, actuarial, real estate consultancy, tax, corporate finance, management consulting, and insolvency practitioner sectors. Wheeler Associates is also a leading provider of strategic and client insight solutions and thought leadership delivered through bespoke market research studies. As well as his consultancy and coaching activities, Kevin writes, blogs and lectures frequently on strategy, marketing, business development, and CRM/KAM issues facing professional services organizations. Links: http://wheelerassociates.co.uk/ https://www.linkedin.com/in/kevinjwheeler/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ----------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love welcomes Jason Levin, career and business development coach, speaker, and author of Relationships to Infinity: The Art and Science of Keeping in Touch. Jason shares actionable strategies for leveraging dormant ties—connections you've lost touch with over the years—to expand your network, gain fresh insights, and uncover new opportunities. Drawing on research-backed principles, he explains why authentic relationship management is at the core of successful professional growth. Key topics include practical steps for reconnecting with dormant ties, the importance of mindset in relationship-building, and how to integrate networking into your weekly routine. Jason also explores the concept of the "social fortress" and offers tips for breaking free to create meaningful new connections. This episode provides a roadmap for attorneys, consultants, and professionals looking to grow their practice through intentional and authentic networking. Visit: https://therainmakingpodcast.com/ -------------------------------------------- Jason Levin believes in the power of authentic relationships to transform careers. Based in Washington, D.C., he is the founder of Ready, Set, Launch, LLC® where Levin is an in-demand career and business development coach, speaker, and trainer. He has broad career experience in brand management at Unilever, consulting at Accenture, and law firm branding sales at Vault.com. Levin has been helping his clients land jobs, get promotions, transition into retirement, and build professional services practices since 2011. He has had a lifelong interest in keeping in touch, which is why he wrote Relationships to Infinity. Links https://amzn.to/34f2p4y www.readysetlaunch.net Jason Levin | LinkedIn Ready, Set, Launch, LLC - Home | Facebook https://www.instagram.com/readysetlaunchllc/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love sits down with Emily Shaules, a former lawyer turned executive coach, to discuss Shifting Out of Burnout. Emily shares her expertise on recognizing the signs of burnout, addressing its root causes, and implementing actionable steps for healing and maintaining high performance. With insights drawn from personal and professional experience, she highlights the importance of meditation, self-care, and rediscovering joy through hobbies and reflection. Key topics include identifying early indicators of burnout, balancing personal and professional life, and using tools like meditation and life audits to reduce stress and increase creativity. Whether you’re a high-achieving professional or seeking to regain balance, this episode offers practical strategies to help you thrive. 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/ Emily is a Transformational Coach who works primarily with women with invisible illness. A former attorney, professional actor, and Founder/CEO, Emily went from suicidal and on 25 pills a day by the time she was 30, to thriving in her body, mind and spirit. She utilizes Hermetic and Universal laws, as well as practical health and wellness knowledge, to help those who are sick of the struggle and want to design a dream life that honors their body and experience. Links: https://emilyshaules.com/ https://www.linkedin.com/in/eshaules/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this high-energy episode of The Rainmaking Podcast, host Scott Love welcomes Larry Long Jr., a dynamic motivational speaker and sales expert, to explore the idea that everyone is in sales. Larry shares his unique approach to sales as a way to help others, build relationships, and solve problems. Packed with humor and actionable insights, this episode offers a fresh perspective on overcoming the stigma of sales and embracing it as a force for good. Key topics include redefining sales as helping, documenting value to improve confidence, creating a "brag book" of wins, and building trust through active listening and genuine care. Larry also emphasizes the importance of daily learning, nurturing relationships, and practicing sales skills to improve consistently. Whether you’re a seasoned professional or new to business development, this episode will inspire you to approach sales with confidence and authenticity. Visit: https://therainmakingpodcast.com/ ------------------------------------------------ Larry Long Jr is the Founder and CEO of LLJR Enterprises, which focuses on sales motivation, inspiration, training & coaching, and is the host of the ‘Midweek Midday Motivational Minute’. He is also Co-Founder and Lead Instructor of The Sales Allies, an online sales training course and supportive community designed to uplift sales professionals. Larry is extremely passionate about coaching, and helping professionals take their game to the 'next level'. As an experienced sales leader with a demonstrated history of success in SaaS sales, Larry brings a unique perspective to the table and understands many of the challenges faced by sales professionals. His areas of experience include Sales Training, Team Development, Leadership, & Motivation within organizations of all stages (start-up to publicly traded). Practicing what he preaches, Larry continuously seeks opportunities to learn & grow. Larry looks forward to assisting your organization. NOTE: You can watch Larry’s interview on The Rainmaking Podcast at this link: https://scottlovespeaks.com/video-of-podcast Links: LinkedIn: https://www.linkedin.com/in/longjr7 Website: www.larrylongjr.com YouTube: https://www.youtube.com/channel/UCtHsbn_-WhhtnEtCksm-UhA/videos Twitter: https://twitter.com/larrylongjr Instagram: https://www.instagram.com/longjr7 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this solo episode of The Rainmaking Podcast, host Scott Love shares a proven goal-setting framework to help you achieve balance and success in both your professional and personal life. Drawing from his own experiences and lessons learned from his father, an organizational development consultant, Scott introduces a six-category model for setting and evaluating goals: business, financial, family, recreational, physical fitness, and mental/spiritual. He emphasizes the importance of measuring progress, maintaining balance, and aligning goals with what truly brings fulfillment and joy. Key topics include strategies for creating actionable, measurable goals, using visual tools like thermometers and scales to track progress, and identifying areas of imbalance to refocus your efforts. Whether you’re aiming to grow your business, strengthen personal relationships, or enhance your well-being, this episode provides practical insights and motivation to make the most of your year. Visit: https://therainmakingpodcast.com/ Scott Love is passionate about inspiring people to reach their full potential in the workplace. He speaks professionally to all types of business groups on the topic of positive influence (and how it applies to sales, leadership, and recruiting), and also is the founder of The Attorney Search Group, a legal recruiting firm that recruits rainmaking partners and elite associates for global law firms. He is the producer of The Rainmaking Podcast and has produced podcasts since 2009. As a speaker, he has delivered over 50 live keynotes annually and delivered over 600 hours of virtual training presentations (webinars, video training, and audio presentations). Scott is the author of Why They Follow: How to Lead with Positive Influence, the co-author of Rainmaker Confidential, and has been quoted in The Wall Street Journal, Forbes, Bloomberg, The American Lawyer, Above the Law, The Huffington Post, Selling Power Magazine, Business Insider, and many more. Scott is a graduate of the United States Naval Academy in Annapolis, Maryland, and is a former Surface Warfare Officer. Links: https://www.linkedin.com/in/scotttlove/ www.attorneysearchgroup.com www.scottlovespeaks.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love welcomes Barbara Rozgonyi, founder of CoreyWest Media and a marketing, PR, and sales training expert, to share strategies for crushing sales quotas. Barbara introduces her 4D Marketing framework—Digital, Direct, Dynamic, and Data—designed to streamline business development efforts, enhance client relationships, and maximize results. With practical tips on auditing your marketing efforts, improving your LinkedIn profile, and using storytelling to connect with clients, Barbara equips listeners with tools to thrive in today’s competitive market. Key topics include identifying your ideal client, leveraging digital PR for visibility, creating a consistent marketing strategy, and using data-driven insights to refine your approach. Whether you’re an attorney, consultant, or entrepreneur, this episode provides actionable advice to grow your brand and boost your sales performance. Visit: https://therainmakingpodcast.com/ ------------------------------------------------ Barbara Rozgonyi leads CoryWest Media, a creative business growth consultancy that attracts attention, builds brands, and connects communities within a 4D framework. Named after Barbara's mother and grandmother, CoryWest Media inspires innovation as it fuels sales. Barbara is an international trends speaker with Hungarian roots, an expert digital marketing advisor, and an intrepid sales leadership guide for virtual and IRL teams. Her clients include Fortune 50 corporations, global manufacturers, and professional services teams who want to lock in loyalty and grow market share. With future vision, Barbara began publishing her top-ranked blog, wiredPRworks, in 2006. An early social media advocate, Barbara founded Social Media Club Chicago in 2008. Her podcast, Growing Social Now, launched in 2021. She serves on the National Speaker Association Carolinas Chapter’s board of directors as Vice President of Marketing and lives in Charlotte, North Carolina right between the Blue Ridge Mountains and the Atlantic Ocean. Links Website: https://BarbaraRozgonyi.com Facebook: https://www.facebook.com/BarbaraJRozgonyi Instagram: https://Instagram.com/BarbaraRozgonyi LinkedIn: https://LinkedIn.com/in/BarbaraRozgonyi Twitter: https://twitter.com/wiredprworks Podcast: www.GrowingSocialNow.com eBook: www.CrushYourQuotas.com YouTube: https://www.youtube.com/user/BarbaraRozgonyi Blog: https://wiredPRworks.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love is joined by Henry DeVries, Forbes columnist, co-host of the Marketing with a Book podcast, and co-author of Rainmaker Confidential. Together, they discuss actionable strategies for becoming a better rainmaker, from building strong client relationships to leveraging content creation as a business development tool. Henry shares insights from his extensive research on top-performing professionals and reveals how to invest time, talent, and treasure wisely to grow your practice. Key topics include the "Trojan Horse" strategy for amplifying client relationships, adapting to virtual networking and events, and the importance of storytelling to build trust and credibility. Whether you're a consultant, attorney, or financial advisor, this episode provides practical advice to boost your business development efforts and achieve lasting success. Visit: https://therainmakingpodcast.com/ --------------------------------------------- Henry DeVries writes a weekly business development column for Forbes.com and is the co-host of The Marketing With A Book Podcast. He is CEO of Indie Books International based in Oceanside, California, and has ghostwritten or edited more than 300 business books, including his #1 Amazon sales and marketing bestseller, How To Close A Deal Like Warren Buffett. In his book and presentations titled “Rainmaker Confidential” and “Persuade With A Story!” he shows thousands of professionals each year how to uncover hidden asset hero stories that communicate trustworthiness in two minutes or less. He earned his MBA from San Diego State University and a certificate in Leading Professional Service Firms from the Harvard Business School. On a personal note, he is a baseball nut who has visited forty-four major league baseball parks and has three to go before he can touch ‘em all. Links: https://rainmakerconfidential.com/ https://www.linkedin.com/in/henryjdevries/ https://www.amazon.com/Henry-Devries/e/B00QH9JRXY%3Fref=dbs_a_mng_rwt_scns_share https://www.forbes.com/sites/henrydevries/?sh=35efcb1c1cea https://indiebooksintl.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love welcomes Phil M. Jones, internationally recognized sales expert and author of the best-selling book Exactly What to Say. Phil shares transformative insights on the power of words and how professionals can master communication to influence outcomes, build trust, and navigate points of friction in client conversations. With over 800 industries of experience, Phil explains how preparation, curiosity, and empathy are key to closing deals and fostering meaningful business relationships. Key topics include the importance of doing "the work before the work," eliminating indecision in sales, and using debriefing to improve over time. Phil also shares practical examples of crafting the right questions to minimize objections and maximize engagement. Whether you're a professional service provider, leader, or rainmaker, this episode is packed with actionable advice for mastering influence and achieving consistent results. Visit: https://therainmakingpodcast.com/ ------------------------------------------------ You can read about Phil here: https://www.philmjones.com/ Links: https://www.linkedin.com/in/philmjones/ Phil’s books: https://www.amazon.com/Exactly-What-Say-Influence-Impact/dp/1989025005/ref=sr_1_1?ie=UTF8&qid=1539165871&sr=8-1&keywords=phil+m+jones Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love welcomes Aaron Baer, a tech-focused M&A lawyer, and Deval Tank, founder of Build Your Book and a thought leader in sales and leadership, to discuss Your Authentic Self: The Last and Only Edge in the Legal Profession. Aaron and Deval explore the importance of authenticity in building meaningful client relationships and thriving in today’s competitive legal landscape. They argue that by sharing your humanity, knowledge, and connections, you can create a personal brand that resonates with clients and sets you apart. Key topics include the risks and rewards of vulnerability, the role of storytelling in client development, and how authenticity can address issues like burnout and disconnection in professional services. With actionable insights from their experiences, Aaron and Deval provide a roadmap for professionals looking to build a book of business by being true to themselves. Visit: https://therainmakingpodcast.com/ ------------------------------------------------------------------ Bio of Dhawal Tank: Dhawal is the founder of Build Your Book and the Head of Growth at White Swan, America’s first and largest online permanent life insurance marketplace. Previously, he led growth at TUIO Payments, and has advised numerous startups on business development, sales, and marketing including UPS, Resolve Medical, Consolve, Mythic Markets, Three Good, eBound, Merging Media, Starfield, and more having delivered more than $9 million in sales. Dhawal is a globally recognized thought leader in the future of work and leadership. He has been invited and awarded at world conferences like the Symposium in Switzerland and the Drucker Forum in Austria. He has an HBA from the Ivey Business School and an MBA from York University. Bio of Aaron Baer: Aaron is a Partner at Renno & Co., a modern law firm focusing on tech, emerging tech, and M&A. Previously, Aaron was an equity partner at one of the largest firms in Canada at the age of 29. He is the Co-Founder of Build Your Book (and co-host of the Build Your Book podcast), which helps provide modern sales training to lawyers. Aaron is extremely active in the legal tech community and is an advisor to a number of leading legal tech companies. He was named one of the Top 25 Most Influential Lawyers in Canada, was a winner of the 2021 Precedent Setter Awards, and maintains an active thought leadership presence on LinkedIn with millions of views each year. Links: Listen to the Build Your Book Podcast. Follow Dhawal Tank and Aaron Baer on LinkedIn. Dhawal Tank: https://www.linkedin.com/in/dtankco/ Aaron Baer: https://www.linkedin.com/in/aaronbaer2/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love welcomes Eric Fletcher, a seasoned expert in marketing, business development, and strategic communication, to discuss The Alternative to Mass Marketing Communications. Eric explores how professionals can shift from broad-based, impersonal marketing strategies to targeted, relationship-driven approaches that foster meaningful connections and measurable growth. He provides actionable steps for building a network of allies, identifying ideal clients, and creating relationship maps to deepen trust and engagement with key decision-makers. Key topics include the difference between marketing and business development, the importance of intentional relationship-building, and how professionals can align their strategies with their values and mission. Whether you’re a lawyer, consultant, or any service provider, this episode offers practical insights to create a customized, high-impact business development plan. --------------------------------- As a former Chief Marketing Officer, advertising agency Director and broadcaster, Eric Fletcher has more than 35 years of experience designing and implementing communication and go-to market strategies for global accounting, consulting, law, and other professional service firms. His communication has been recognized with national awards from the advertising, marketing, and broadcast production communities. In the business development and sales arena he has designed and led successful individual pursuits for as much as $500 million in new business. And he has trained and coached more than 2000 professional service providers. Today he advises leadership teams as well as individual professional service providers in the creation of frameworks for marketing and sales strategies that align with values and mission, and instigate measurable organic growth. Eric is a TEDx speaker, a forbes.com contributor, the co-author of two books, a blogger on marketing, business development, and leadership (since 2002), and keynotes on leadership, the dynamism of vision, and conversations that matter. He is a former member of the CMO Advisory Board for Thomson Reuters and the Advisory Board for the SNHU Masters in Marketing program. He and his family reside in the Austin, Texas area. Links: https://www.linkedin.com/in/ericfletcher/ https://twitter.com/ericfletcher https://ericfletcherconsulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love welcomes Mark Roberts, a senior-level sales and marketing leader with over 35 years of experience, to share tactical tips for professional services rainmaking. Mark dives into proven strategies to build a successful book of business, from identifying ideal clients to creating data-driven business development plans. He emphasizes the importance of mindset, worthy intent, and consistent processes in driving sustainable growth. Key topics include understanding client buying motives, leveraging data for strategic decisions, and using multi-channel approaches for impactful business development. Mark also shares insights from his experience helping firms achieve exponential growth, offering actionable advice for professionals in the legal and service industries looking to improve their rainmaking efforts. ------------------------------------------ Mark Roberts is a senior-level sales and marketing leader with over 35 years of experience driving profitable sales growth in market-leading organizations. He has done so at companies like Timken, VMI, Gardner Denver, Mobility Works, and Frito-Lay. Mark is an author, public speaker, sales trainer, and sales coach. In 2018, he received the Business Excellence award from NSME and in 2019, The Highspot Sales Enablement Award. He was also recognized by Sales Hacker Inc. in the Sales Enablement Category. Mark is the founder of OTB Solutions, LLC, and the popular business development blog, www.nosmokeandmirrors.com, ranked #1 in fixing sales problems. Today, he is the founder and president of OTB Sales where he helps clients diagnose and improve sales effectiveness, and hire and develop their sales talent to improve sales results. Links: Linkedin: https://www.linkedin.com/in/markaroberts/ Mark’s ebook on how to leverage the voice of your customers: https://otbsalessolutions.com/voc/ A short video about one skill all top performers have: https://eliteexpertsvideonetwork.com/mark-allen-roberts-do-your-salespeople-have-the-one-skill-required-by-all-top-sales-performers/ Article: Are your Salespeople selling naked today? https://otbsalessolutions.com/are-your-salespeople-selling-naked-today/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this insightful episode of The Rainmaking Podcast, host Scott Love welcomes Joel Block, futurist, venture capitalist, and hedge fund manager, to delve into the art of selling intangibles. Joel shares invaluable lessons from his career, including raising capital, navigating complex business deals, and helping professionals articulate and sell their expertise. With a focus on clarity, simplicity, and the power of asking quality questions, Joel outlines strategies for building trust and confidence in intangible sales. Key topics include the importance of crafting crystal-clear messages, predicting client questions to establish credibility, and leveraging technology, such as intent data and conversational intelligence, to connect with prospects. Whether you're an attorney, CPA, or professional selling intangible services, this episode provides actionable steps to enhance your sales process and position yourself as an authority in your field ---------------------------------------- Bio: Joel Block is a futurist, longtime venture capitalist & hedge fund manager who lives in a Shark Tank like world. Initially a professional BlackJack player, counting cards and beating casinos in Las Vegas, Joel later built and sold his publishing company to a Fortune 500. His cage-rattling keynotes expose Wall Street insights and the inside track on high-velocity innovation – empowering your team to predict and prepare for its future. He also produces Profit from the Inside Podcast, which is a leading business podcast. Links: https://joelblock.com/ https://www.linkedin.com/in/joelblock/ https://podcasts.apple.com/us/podcast/profit-from-the-inside-with-joel-block/id1435311561 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love sits down with Julie Fleming, author of The Reluctant Rainmaker and a leading expert in legal business development, to explore how professionals can create storm-proof strategies for success. Julie shares actionable insights on adapting to external disruptions, whether it’s an economic downturn or personal challenges, and emphasizes the importance of building strong client relationships to sustain growth during uncertain times. With a focus on pivoting effectively and maintaining a clear strategy, this conversation is packed with practical advice for attorneys and professionals across industries. Key topics include understanding the three responses to crises—panic, pretend, or pivot—and how to choose the right path, the critical role of relationships in business development, and strategies for tailoring your approach to match client needs. Whether you’re an attorney aiming to grow your practice or a business professional seeking resilience in turbulent times, this episode offers essential tools to thrive. ---------------------------------------- Julie A. Fleming is the principal of the legal business development consulting firm Fleming Strategic and previously practiced law for over a decade, focusing on patent litigation, in firms ranging from three to over 2100 attorneys. She is the author of three books: The Reluctant Rainmaker: A Guide for Lawyers Who Hate Selling (now in its Third Edition), Seven Foundations of Time Mastery for Attorneys, and Legal Rainmaking Myths: What You Think You Know About Business Development Could Kill Your Practice. A Fellow of the American Bar Foundation, Julie holds a J.D. from the Emory University School of Law. Links: www.FlemingStrategic.com https://www.linkedin.com/in/julieafleming/ Book: The Reluctant Rainmaker https://www.amazon.com/Reluctant-Rainmaker-Guide-Lawyers-Selling/dp/0991125185/ref=sr_1_3?dchild=1&keywords=the+reluctant+rainmaker&qid=1632155696&sr=8-3#customerReviews Learn more about your ad choices. Visit megaphone.fm/adchoices

As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries teaching her authentic, heartfelt approach. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a contributor to Forbes, CEO Magazine, and Huffington Post. Additionally, Shari has been recognized as follows: ● Top 100 Global Inspirational Leader for 2021 by PeopleHum ● Top 50 Keynote Speakers for 2020 by Top Sales World ● Top Ten Voices in Sales for 2018 for LinkedIn ● 20 sales experts who starred in the Salesforce documentary film "The Story of Sales.” ● Top 35 Most Influential Women in Sales globally (Sales Hacker) ● 2020 Gold Medal Winner for Top Post by Top Sales World ● Top 30 authors and books to read by Vengreso, the largest digital transformation company in the U.S ● Guest lecturer at Harvard University where her book was chosen as the textbook for selling for the Strategic Selling Program Shari, her husband, and son live in Park City, Utah. When she is not creating killer content, and presenting at sales kick-offs, Shari enjoys skiing, rock climbing, reading, and standing on her head. Links: www.sharilevitin.com https://www.linkedin.com/feed/update/urn:li:activity:6770133385466785792/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Philip Morgan, positioning consultant and author of The Positioning Manual for Indie Consultants, about how professionals can use specialization to create a more desirable and profitable market position. Philip explains that specialization is a powerful advantage for those who may not naturally see themselves as salespeople, helping them attract better opportunities by focusing their expertise on a clearly defined niche. He shares practical steps for choosing a specialization, including assessing personal risk tolerance, inventorying past experience, and exploring industries or markets where one already has a head start. Philip emphasizes that effective specialization often feels slightly uncomfortable but ultimately leads to deeper client trust, greater visibility, and sustainable growth. He discusses how to test a new focus area with small, lean experiments before heavily investing, and highlights that specialization should be treated as both a long-term commitment and a flexible starting point for future opportunities. This episode provides a thoughtful, actionable roadmap for professionals ready to differentiate themselves and build a stronger business foundation. Visit: https://therainmakingpodcast.com/ --------------------------------------------- Philip Morgan's work on specialization, cultivating expertise, and monetizing IP helps independent consultants thrive. Philip has helped thousands of indie consultants use specialization to find a beachhead that leads to greater visibility, profitability, expertise, and success. He's also fascinated by those who cultivate valuable self-made expertise outside the narrow confines of the licensed professions, and I construct group challenges and experiential learning experiences that help my clients cultivate this kind of expertise. Philip Morgan was born in the US Virgin Islands and has been searching his whole life, without satisfaction, for a commercial ginger beer that matches the fiery home-brewed ginger beer he tasted there. After living in 28 different houses in 5 states and the aforementioned US territory, Philip seems to be settling down in Taos, New Mexico with an incredibly understanding wife and two ragdoll cats. He enjoys hiking, snowshoeing, black and white photography, and building horn and open-baffle speaker systems. Links: https://philipmorganconsulting.com/ linkedin.com/in/philipmorgan https://philipmorganconsulting.com/positioning-manual/ https://twitter.com/Philip_Morgan Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Sachin Bakhai, CEO of Law KPIs, about how professionals can manage their firms like true businesses by making better decisions through data. Sachin shares how many firms struggle with fragmented information across systems like case management, CRM, and accounting, leading to reactive rather than proactive decision-making. He explains how consolidating internal data into actionable KPIs allows firms to track client growth, profitability, associate performance, and marketing ROI—ultimately helping leaders make smarter, faster decisions. Sachin emphasizes that using data is not just for executives; line-level managers can leverage insights to drive efficiency, profitability, and strategic growth within their teams. He also discusses trends like the shift toward flat-fee billing and how historical data can help firms price services more accurately. This episode provides a practical roadmap for firms that want to shift from gut-based decision-making to data-driven management and long-term success. Visit: https://therainmakingpodcast.com/ ------------------------------------------------ Sachin is a visionary technologist and a serial entrepreneur. He has 20+ years of cumulative work experience including Consulting and Product start-ups. He brings significant executive leadership, sales, and marketing experience to the Company. Sachin has vast experience taking new products and services to market from concept through commercialization. As a CEO of LawKPIs, the vision is to help 10,000+ law firms to grow and succeed so they can enjoy financial independence. Links: www.lawkpis.com https://www.linkedin.com/company/lawkpis/about/ https://www.youtube.com/channel/UCiH4g7GZWRSgj8epAUTs2qg https://www.facebook.com/lawkpis/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cole Silver, Chief Client Officer at Blank Rome, about the evolving landscape of leadership, business development, and recruiting in the legal profession. Drawing from his experience as a business development expert and in-house counsel, Cole explores how technology, remote work, and shifting client expectations are reshaping how law firms compete for both talent and clients. The conversation dives into how video platforms have shortened the hiring process, how firms are leveraging remote work for competitive advantage, and why trust, communication, and resilience are critical in the new business environment. Scott and Cole also discuss the ongoing war for associate talent, the growing importance of leadership development in law firms, and the limitations of the traditional billable-hour model. Scott shares his perspective on what truly drives retention and growth—emphasizing firm culture, visionary leadership, and rainmaker training as the keys to future success. With insights from both sides of the legal talent equation, this episode provides a candid, strategic look at what’s ahead for the legal industry. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Cole Silver serves as the Chief Client Officer for Blank Rome. In this role, Cole provides consultative client relationship support to the Firm and its clients, helping to identify and implement strategies and tactics to improve client satisfaction, expand into new areas of service, and ensure an outstanding client experience. With over 25 years of experience as General Counsel to several high-growth companies, Cole brings an insider's view of clients' key legal concerns and what they want and expect from the outside counsel. He has authored books and trained numerous professionals in the areas of client development and service. Links: www.blankrome.com https://www.linkedin.com/in/colesilver/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love welcomes back Ed Wallace—business relationship expert and author of Business Relationships That Last—to discuss how professionals can better “speak the language of their clients.” Ed shares practical tools to improve client conversations, beginning with his “Relational GPS” framework: understanding a client’s Goals, Passions, and Struggles. He explains how too few professionals truly learn what matters to their clients, and shows how using discovery questions like “What was your biggest accomplishment over the last year?” can reveal deeper insights that lead to stronger relationships. Ed also breaks down how to translate a firm’s value proposition into client-centric language that reflects the client’s specific business needs. Rather than leading with services, professionals should listen first, ask follow-up questions, and only then present a custom “value statement” that aligns with the client’s goals. This episode offers a clear, actionable process for rainmakers to approach conversations more strategically and build meaningful, business-focused relationships. Visit: https://therainmakingpodcast.com/ ---------------------------------------------------- Ed Wallace consults with and speaks for corporations and associations across the globe with a client list that is a Who's Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent the #1 best-selling The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel's LeBow College of Business and Villanova University's Human Resources Master's Program. Links: https://www.linkedin.com/in/edwallace007/ http://www.relationalcapitalgroup.com/solutions/keynote-talks/ Learn more about your ad choices. Visit megaphone.fm/adchoices