The Rainmaking Podcast

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

In this episode of The Rainmaking Podcast, host Scott Love speaks with Alexandra Ontra, co-founder of Shufflrr, about how professionals can improve sales outcomes through better storytelling in presentations. Drawing from her background in advertising and interactive media, Alexandra explains that most sales decks strip away emotion by default—relying on bullet points and data instead of meaningful narratives. She argues that storytelling in business is about restoring the human element, helping prospects see themselves in the story, and creating emotional resonance around a product or service. Alexandra introduces a simple framework: the product is the hero, the client is the co-star, and the story arc follows how the product helps solve the client’s problem and improve their outcome. She shares how Shufflrr’s interactive slide library helps sales teams create customized, on-the-fly presentations that follow the conversation—not just a static slide deck. This episode is packed with tactical storytelling advice and offers a fresh perspective on how to deliver more engaging, memorable, and client-focused pitches. Visit: https://therainmakingpodcast.com/ ------------------------------------------------------ AlexAnndra Ontra is changing the way the enterprise world thinks about its most undervalued asset — the presentation. As President and co-founder of Shufflrr, AlexAnndra is blazing a trail in the emerging new discipline of presentation management. The technology she helped create is already powering the presentation strategies of hundreds of Fortune-level companies, helping them save millions of dollars by transforming humble PowerPoint slides into invaluable business assets. Before co-founding Shufflrr, AlexAnndra made her mark in the world of advertising. After earning her Bachelor of Science degree from UT Austin, she quickly rose through the ranks at international agencies DDB and Lowe & Partners SMS, developing campaigns for blue-chip clients like American Airlines, Priceline.com, and Zales Corp. Then in 2002, she decided to strike out on her own. Teaming up with her brother James, she launched Ontra Presentations with nothing more than a borrowed desk, two phones, and a lot of hustle. Together they cold-called prospects for eight hours a day, every day. Their persistence paid dividends, and in less than 90 days they’d landed their first big client: ABC Television. Fast forward 12 years and over 50 Fortune-level clients later, Alex had cemented her position as a thought leader in the presentation space. But her experience had also highlighted the glaring shortcomings of existing presentation software. So, in 2014 she and her brother began an ambitious new project, combining their 30+ years of practical know-how with the latest machine learning and cloud technology. The result? Shufflrr, a powerful, elegant, easy-to-use SaaS solution that’s finally bringing decades-old presentation technology into the 21st century. Links: https://shufflrr.com/ https://twitter.com/shufflrr https://www.linkedin.com/in/alexanndra-ontra-7942741/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Charlie Cina, sales trainer, speaker, and author of Expose and Close, about how professionals can master the art of the introduction to present themselves with purpose and impact from the first point of contact. Charlie shares how his early entrepreneurial experiences—like buying and growing a paper route at age 10—taught him that “the more you introduce, the more you produce.” He explains that rainmaking success starts with confidently and clearly answering the question, “What do you do?” in 10 seconds or less, with a message focused on solving the prospect’s problem. Charlie offers a framework for creating a powerful personal presentation, sorting prospects from suspects, and building relationships through authentic engagement. He emphasizes that anyone—introvert or extrovert—can connect if they have a script rooted in truth, clarity, and client value. With tips on networking, following up, and staying top of mind using tools like OneTap Connect, Charlie equips listeners with a simple, actionable process to attract high-level clients and close more business. Visit: https://therainmakingpodcast.com/ ------------------------------------------------------ Charlie Cina captivates his audiences and teaches them how to master the right mindset, missions, and moves to reach their personal potential to drive massive revenue. Through his writings, speaking, and consulting, he has built a vast group of followers known as Disciples of Sales. Charlie believes that the ability to present and persuade are necessary life skills that everyone needs to succeed. He will teach you that your primary responsibility in business is to expose your brand, expose your products, expose your services, and expose your solutions to build long-lasting revenue relationships. Charlie has leveraged his expertise in sales and marketing to work with billion-dollar brands like Pepsi, Mandarin Oriental Hotels, and The Wynn Resort. He has acquired as clients the top motivational speakers, trainers in the world like Tony Robbins, Les Brown, and Eric Thomas. His 30 years of boots on the ground and under fire sales experience has led him to create the proven techniques and strategies to activate, acquire, and achieve massive success. Charlie will transfer to you his simple formula to make sales easy, so anyone who implements can potentially connect with high-level clients and billion-dollar companies. Links: [email protected] www.charliecina.com www.onetapconnect.com https://www.linkedin.com/in/charliecina/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with David Avrin—global keynote speaker, marketing expert, and author of The Customer Experience Advantage—about how professionals can future-proof their business in an unpredictable world. David explains that customer expectations have changed dramatically in recent years, with speed, access, and ease now considered standard. As clients increasingly compare service experiences across industries, firms that fail to adapt risk becoming irrelevant—even if their core service is strong. David emphasizes the importance of eliminating friction, understanding the evolving challenges facing your ideal clients, and creating structured opportunities for conversation—both with clients and within your firm. He also shares tips on improving virtual presence, building human connection through digital platforms, and using internal “morning huddles” to spark innovation. This episode is a practical and timely guide for professionals looking to stay relevant, resilient, and relationship-driven in a rapidly changing business environment. Visit: https://therainmakingpodcast.com/ ---------------------------------------- One of the most in-demand Customer Experience speakers and consultants in the world today, David Avrin, CSP, Global Speaking Fellow, has shared his content-rich, entertaining and actionable presentations with enthusiastic audiences across North America and in 24 countries around the world. David helps organizations better understand and connect with their changing customers and clients to help future-proof their businesses. David's insights have been featured on thousands of media outlets around the world. He is also the author of five books including the acclaimed: It's Not Who You Know, It's Who Knows You!, Why Customers Leave (and How to Win Them Back) and his newest book: The Morning Huddle -- Powerful Customer Experience Conversations to Wake You Up, Shake You Up, and Win More Business. Links www.morninghuddlemembership.com [email protected] www.davisavrin.com https://www.linkedin.com/in/davidavrin/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark Roberts, sales performance expert and founder of the “No Smoke and Mirrors” consultancy, about how to get new rainmakers to produce results quickly and consistently. Drawing on over 35 years of experience, Mark explains that success in business development hinges less on personality and more on skills, motivation, and mindset. He introduces his use of assessment tools that measure competencies like the “will to sell” and identifies limiting beliefs—such as a need to be liked or discomfort discussing money—that often hold professionals back. Mark discusses how law firms and other professional services organizations can avoid costly hiring mistakes by using data-driven assessments and behavioral interview questions to evaluate candidates before making offers. He emphasizes that rainmaking is a teachable skill, and offers insights into onboarding, coaching, and client feedback processes that support growth. From mindset reframing to value-based selling and succession planning, this episode provides a strategic blueprint for firms committed to building high-performing business developers. Visit: https://therainmakingpodcast.com/ ------------------------------------------------------ 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: 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 episode of The Rainmaking Podcast, host Scott Love speaks with Margie Agin, award-winning B2B marketing strategist and founder of Centerboard Marketing, about how professionals can stand out in crowded markets by clearly communicating what makes them different. Drawing from her background in language, market research, and content strategy, Margie explains how companies can develop effective differentiation by listening closely to customer language, identifying real decision drivers, and crafting messaging that resonates with both emotional and business needs. Margie outlines how authentic, customer-informed differentiation—backed by proof points and aligned with buyer goals—can help professionals avoid competing on price and instead command attention based on value. She introduces the concept of a “message map” to organize and prioritize core brand messages, and shares how even service firms can package offerings like products to make them more tangible and easier to sell. With examples from her consulting work and actionable insights, this episode is a must-listen for professionals ready to sharpen their positioning and win more of the right business. Visit: https://therainmakingpodcast.com/ ---------------------------------------------------- Award-winning marketer Margie Agin helps B2B technology companies discover what makes them unique and find the words to say it. She is the founder and chief strategist of Centerboard Marketing, a marketing agency based in the Washington, DC area, and author of Brand Breakthrough: How to Go Beyond a Catchy Tagline to Build an Authentic, Influential and Sustainable Brand Personality. As both an external strategist and an in-house marketing leader, Margie has helped companies in the cybersecurity, communications, and software industries distill complex topics into content and campaigns that drive action. She has built and led teams through times of rapid change, launched and relaunched brands, and created sustainable marketing programs that prioritize the customer experience. Before founding Centerboard Marketing, Margie led demand generation efforts for the education technology company Blackboard and digital marketing for video conferencing leaders Tandberg and Cisco. She also taught content marketing and web writing at Johns Hopkins University. Margie completed her undergraduate work at Tufts University and earned a Master’s degree from American University. Links for Show Notes: Website: http://www.centerboard-marketing.com/ LinkedIn: https://www.linkedin.com/in/marjorieagin/ Amazon: https://www.amazon.com/dp/B07NTYMSW3 Email: [email protected] Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Henry Kaminsky, branding expert and founder of Unique Designs, about how professionals can build powerful personal brands that attract high-value clients and create real business growth. Henry shares his journey from hospital fundraiser to seven-figure entrepreneur, emphasizing that people buy you—the person—before they ever buy your service. He explains why most professionals fail to stand out online: they’re too close to their business, designing brands for themselves rather than for their ideal clients. Henry discusses the importance of clarity, authenticity, and relevance in personal branding, especially in an era where buyers want human connection and transparency. He offers actionable strategies like interviewing top clients to refine brand messaging, using tools like AnswerThePublic to understand market language, and leveraging podcasting and LinkedIn as relationship-building platforms. Whether you’re launching a solo practice or scaling a professional services firm, this episode provides a powerful roadmap for creating a brand that resonates and drives revenue. Visit: https://therainmakingpodcast.com/ ------------------------------------------------------- Henry Kaminski Jr. is the founder of Unique Designz, a full-service design, branding, and digital marketing agency that is dedicated to helping personality brands, coaches, consultants, influencers, speakers + authors design / grow their brands, scale their profits + increase their exposure online. He is the host of the popular “Brand Doctor’s Podcast” where he talks about strategies that help entrepreneurs design reputable and profitable personal brands. As a self-taught graphic designer and brand consultant, he's overcome all the odds to build a wildly successful multi-million-dollar business over the past 14 years. He has worked with a diverse range of business owners and professionals, including celebrities like Jon Bon Jovi + Fabio Viviani as well as Internet marketing expert Russell Brunson who has named Henry the "Million Dollar Brander” and recently has been inducted into the Click Funnels 2 Comma Club, by generating over$1 million single sales funnel, using the Click Funnels software. Links: https://uniquedesignz.net/ [email protected] https://www.linkedin.com/in/henry-kaminski-jr/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brenda Pontiff, founder of PartnerTrack Academy, about succession planning and the role of trusted advisors in ensuring smooth client transitions. Brenda explains how law firms often overlook the long-term implications of a partner’s retirement or lateral move, putting client relationships at risk. She contrasts law and accounting firms, noting that the Big Four treat client transition with far more structure, process, and transparency—often using protocols, calendars, and client-facing documentation to ensure continuity and trust. Brenda emphasizes that being a trusted advisor means anticipating client needs and staying top of mind—well beyond the scope of an individual matter. She encourages firms to develop succession protocols years in advance, document expectations, and involve the entire firm—including marketing, IT, and HR—in the transition process. With humor, candor, and deep experience, Brenda shares both cautionary tales and actionable steps for firms looking to retain client loyalty and institutional knowledge when key players move on. Visit: https://therainmakingpodcast.com/ ---------------------------------------------------- Brenda Pontiff is a Six Sigma trained, client-facing business development executive bringing Big 4 sales strategies to global law firms. She is the managing principal of Partner Track Academy and provides management consulting. as well as sales coaching and workshop facilitation. to help individual lawyers, as well as firms, improve client satisfaction while increasing revenues. Brenda is also the Senior Marketer Liaison for the Los Angeles Steering Committee of the Legal Marketing Association. Links: www.partnertrackacademy.com https://www.linkedin.com/in/brenda-pontiff-59284515/ [email protected] Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ken Lundin, founder of Ken Lundin & Associates and creator of the Sales Alpha Roadmap, about how sales has changed—or been exposed—by the post-pandemic world. Ken explains that most professionals don’t have a closing problem; they have a value development problem. He stresses that the real opportunity lies in helping prospects envision the transformation you offer, not just showcasing features or credentials. Value must be created early in the process by getting prospects to lift their heads from the day-to-day and look toward long-term outcomes. Ken introduces the idea of being “other-centered,” emphasizing intentionality and empathy as the foundation for effective business development. He also breaks down the flaws in the sales consulting world and presents his own “perfect meeting” framework to help professionals structure conversations that lead to deeper understanding and faster decisions. With real-world lessons from personal setbacks and client engagements, this episode provides a high-impact blueprint for professionals seeking to grow sales through clarity, humility, and client-first strategy. Visit: https://therainmakingpodcast.com/ ----------------------------------------------------- The world of sales consulting is broken. With a traditional focus on what they deliver rather than how it impacts your company. If you only address training your sales team and ignore the sales strategy, process, and coaching it's like changing one tire on a car when all 4 are flat. Ken Lundin is the President and Founder of Ken Lundin & Associates. He is the creator of The Sales Alpha Roadmap™️ His team helps B2B companies create predictable systematic sales growth leading to higher profits, lower costs, and better customer relationships. Links: https://www.linkedin.com/in/kglundin/ https://kenlundin.com/ https://twitter.com/kglundin https://www.facebook.com/kglundin Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Terry and Drew Edwards, the father-son team behind MakeMorePlacements.com, about why most clients won’t engage you—and what to do about it. With deep roots in sales and recruiting, Terry and Drew share how professionals can boost client response rates by shifting from cold outreach to authority-based marketing. They explain how creating “client magnets”—such as ebooks, videos, or even compelling questions—helps attract now-buyers and cultivates future-buyers through trust and visibility over time. The duo emphasizes that clients don’t buy services—they buy results. Most marketing fails because it focuses on the process, not the benefit. Terry and Drew show how positioning, emotional relevance, and consistent engagement through multiple channels can build familiarity and interest before the first call is even made. From content strategy to mindset shifts, this episode provides a tactical and philosophical guide to rainmaking in today’s attention-challenged marketplace. Visit: https://therainmakingpodcast.com/ ------------------------------------------------------ Father & Son team Helping Recruitment and Search Firm Owners make more placements, for the right fee, with less work and fewer headaches. Terry and Drew Edwards have coached thousands of recruitment and search firm owners around the world. Terry is the author of these books which are available on Amazon: The 7 Deadly Threats to Your Recruitment Business The Recruiters LinkedIn lead Rush The persuasion Influencing & Sales Recipe For Recruitment & Search Firm Owners Links: http://makemoreplacements.com/ https://www.facebook.com/groups/makemoreplacements Drew's Profile linkedin.com/in/drewmedwards Terry's Profile linkedin.com/in/renegaderecruiter Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mo Bunnell, author of The Snowball System and founder of Bunnell Idea Group, about how professionals can develop repeatable, scalable business development habits. Mo breaks down rainmaking into three manageable areas: managing opportunities, managing relationships, and managing yourself. He explains how professionals can build a simple weekly rhythm by tracking their top opportunities and investing in a short list of eight key relationships, all while committing to just three proactive business development actions each week. Mo emphasizes the importance of long-term relationship-building and intentional outreach, noting that professionals don’t need to be extroverts to succeed—they just need a system. He also introduces his BIG framework for goal-setting: tasks that are Big impact, In your control, and Growth-oriented. For those navigating a demanding client load while still trying to grow a book of business, this episode offers a strategic, low-friction path to staying consistent and effective. Visit: https://therainmakingpodcast.com/ --------------------------------------------------- Mo Bunnell helps complex organizations grow by scaling business development skills across their organizations and creating a growth-oriented culture. He’s the author of The Snowball System, the host of the video podcast Real Relationships Real Revenue and the founder of Bunnell Idea Group (BIG), who has trained over 15,000 seller-experts at over 400 clients, all over the world. BIG’s clients have used Mo and his team’s GrowBIG® training to give their experts a system for growth that creates ravings fans, gives a comprehensive business development framework and is, dare we say, is fun to use. Mo started out his career as an expert himself, passing all the actuarial exams to earn their highest designation: Fellow of the Society of Actuaries. Today, Mo gets most excited working with BIG’s clients that usually fall into two camps: professional service firms like BCG, King & Spalding and Sotheby’s and service-based companies like Aetna, Constellation Energy and TransUnion. Mo lives in Atlanta with his wife of nearly 30 years, his two daughters (when they’re home from college) and their miniature donkey, Louie Hamilton. Links: https://bdhabits.com https://mobunnell.com https://www.bunnellideagroup.com https://www.linkedin.com/in/mobunnell/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Jack Singer—psychologist, author, and performance coach—about how professionals can master the habits that protect against burnout and emotional fatigue. Dr. Singer explains that burnout often stems from unrecognized thought patterns tied to two common personality traits: Type A overachievers and people-pleasers. He shares how awareness of these tendencies, combined with tools like his Thinking Pattern Worksheet, can help professionals shift from toxic self-talk to healthy, resilient mindsets. Dr. Singer emphasizes that burnout isn’t caused by external events, but by how we interpret those events through internal dialogue. He outlines practical methods for identifying distorted thinking, managing expectations, and responding to emotional cues like cynicism or chronic fatigue. Whether it's learning to say no, challenging perfectionism, or recognizing when it’s time to seek help, this episode offers a science-backed, compassionate roadmap for maintaining high performance without sacrificing well-being. Visit: https://therainmakingpodcast.com/ ----------------------------------------------------- Dr. Jack Singer holds a Ph.D. in Industrial/Organizational Psychology and a Post-Doctorate in Clinical/Sport Psychology. He has combined careers as both a Licensed Psychologist and a Professional speaker and Success Acceleration coach. During his 37 year career as a Sport Psychologist, Dr. Singer has worked with Olympic Gold Medal winners, World Champions and Professional athletes and in his speaking and consulting career he teaches all of his audiences the exact same blueprint for developing the mindset of a champion! For the past 33 years, he has consulted with and spoken many Fortune 1000 companies and professional HR and Sales associations, from Miami to Malaysia. He has taught on the faculties of six universities, including the U.S. Air Force Academy and he has authored four books more than 180 articles, for a variety of journals and magazines. Dr. Jack appears frequently on FOX-SPORTS, ESPN, CNN, MSNBC and radio talk shows throughout the U.S. and Canada. Links: [email protected] www.drjacksinger.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephanie Marrone, legal marketing consultant and creator of the Social Media Butterfly blog, about the evolving role of social media in professional services marketing. Stephanie emphasizes that social platforms—especially LinkedIn—have become essential tools for networking, branding, and client development, particularly in a post-COVID world where digital visibility is paramount. She encourages professionals to embrace a consistent, value-driven content strategy, combining personal storytelling with industry expertise to build authentic engagement. Stephanie highlights the importance of avoiding “me-centric” posts and instead focusing on content that is educational, relevant, and client-centered. She also stresses the underutilized power of email marketing, urging firms to develop targeted campaigns that complement their social efforts. With practical tips on hashtag use, LinkedIn company pages, repurposing content, and humanizing your brand, this episode provides a roadmap for professionals who want to stand out, stay top of mind, and win business through modern, relatable marketing. Visit: https://therainmakingpodcast.com/ ------------------------------------------------- Stefanie Marrone advises law firms (of all sizes), professional service firms, B2C and B2B companies, professional associations and individuals on the full range of marketing and business development consulting services designed to enhance revenue, retain current clients, attract new clients and achieve greater brand recognition and market share. Stefanie has worked with a broad range of law firms of all sizes over her nearly 20-year legal marketing career from Big Law, to mid-size firms to boutique firms to solo practitioners. She also works with accounting firms, recruiting firms, individuals, start-ups and entrepreneurs. Stefanie understands what her clients need from working at law firms for 20 years. These firms include Sullivan & Cromwell, Paul Weiss Rifkind Wharton & Garrison, Morrison & Forester, Proskauer, Mayer Brown and McKee Nelson (which is now part of Morgan Lewis) and mid-size firm Tarter Krinsky & Drogin. At each of these firms, she developed and executed revenue generating, business development, internal and external communications strategies, branding and multi-channel content marketing/thought leadership campaigns on a firmwide, practice, industry and lawyer level that had a real impact on the firm and its lawyers. Knowing that so many B2B companies – especially law firms – are just scratching the surface when it comes to how they use their content and social media, she is passionate about helping organizations and their employees effectively utilize social platforms for business development, revenue generation and visibility opportunities. A former journalist, Stefanie often writes about issues facing lawyers and legal marketers today. In addition to writing on this blog, you can follow her articles on JD Supra. She is also a frequent conference and webinar speaker on social media and marketing-related topics. A lifelong New Yorker, Stefanie didn’t go far from home for her education. She holds a master of science in strategic communications from Columbia University (which she completed while working full-time) and a bachelor’s degree, cum laude, in history and art history from New York University. Giving back to the industry that has given her so much is very important to Stefanie. She has served in several local, regional and national Legal Marketing Association volunteer roles. She was secretary of the LMA’s Northeast Region and co-chair of the 2019 LMA Northeast Regional Conference. Stefanie lives in New York City with her French bulldog puppies Lucy and Scarlett, who serve as her company’s CFOs (Chief Frenchie Officers). Links: https://www.socialmediabutterflyblog.com/ https://www.linkedin.com/in/stefaniemarrone/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Tom Nixon, co-founder of the Thought Leader Collaborative, about how professionals can simplify their marketing strategy to build authority and win business. Tom shares his “one plus one” approach: focus on a single social media platform—ideally LinkedIn for most professionals—and pair it with a consistent email strategy. By reducing complexity and eliminating ineffective tactics, professionals can concentrate on delivering valuable content to a clearly defined audience. Tom emphasizes the importance of identifying your ideal client, creating content that answers their most pressing questions, and delivering that content consistently via the channels they trust most. He explains how thought leadership is built through generosity and focus, and how even simple, short-form posts or email updates can establish credibility and drive inbound interest over time. For professionals overwhelmed by the clutter of modern marketing, this episode offers a clear, actionable path to doing less and achieving more. https://therainmakingpodcast.com/ -------------------------------------------- Tom Nixon is co-founder of the Thought Leader Collaborative, a community of professional service providers learning and collaborating to convert their subject matter expertise into thought leadership...and thought leadership into new business. The Thought Leader Collaborative guides professionals along a proven path to grow their practices on LinkedIn, based on demonstrated best practices employed by other successful thought leaders. He and his partner Jay Harrington host The Thought Leadership Project podcast weekly, providing tips, insights and guidance on all matters related to thought-leadership content marketing. LinkedIn: https://www.linkedin.com/in/tnixon16/ https://www.thoughtleadercollaborative.com/ Podcast: http://thethoughtleadershipproject.com The Fix Newsletter: thefixnewsletter.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jane Atkinson, speaking industry expert and author of The Wealthy Speaker, about how professionals can use public speaking to build their brand and attract new business. Jane shares how simply being seen on stage positions professionals as vetted authorities—boosting visibility, credibility, and trust. She emphasizes that speaking to the right audiences, even without being paid, can lead to significant business growth if done strategically. Jane offers tactical advice for getting started, including identifying your expertise, writing consistent LinkedIn content, pitching to trade associations, and using storytelling to subtly promote your services. She explains how a strong call to action and intentional branding can help professionals convert speaking engagements into meaningful business opportunities. Whether your goal is a few high-impact presentations per year or a larger speaking platform, this episode offers a roadmap to using speaking as a tool for rainmaking. https://therainmakingpodcast.com/ ----------------------------------- Jane Atkinson is an expert in the professional speaking business, and helps professionals who want to develop a business that includes revenue from speaking engagements. In this podcast, Jane shares ideas to those who want to build a brand through speaking. Jane has worked in the speaking business at a speakers bureau, an organization that books speakers for meetings, and also representing high level speakers as an agent. Jane’s website is www.speakerlaucher.com and you can see the books she has written on this link: https://www.speakerlauncher.com/product-category/books/ https://www.speakerlauncher.com/million-dollar-business-with-scott-stratten/ Her books include The Epic Kenote, The Wealthy Speaker 2.0, and Scaling Your Speaking Business. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bill Cates, relationship marketing expert and author of Radical Relevance, about how professionals can sharpen their marketing message to break through the noise and win more ideal clients. Bill explains that in today’s saturated market, being relevant isn’t optional—it’s essential. He shares why clarity is the key to connection and how vague messaging leads to vague results. Using examples from his consulting work, Bill walks through how to craft benefit-driven, emotionally resonant messages that speak directly to a target audience’s needs and aspirations. Bill introduces actionable frameworks, including persona development, the “benefit of the benefit,” and his “anyone can, only we can” method for articulating differentiation. He also emphasizes the importance of empathy in messaging and urges professionals to understand both the external and internal “villains” their clients face. This episode is packed with practical tools for rainmakers looking to communicate more clearly, attract right-fit clients, and position themselves as indispensable problem-solvers. https://therainmakingpodcast.com/ ------------------------------------------ Bill Cates has been an entrepreneur for almost 40 years. He has started, built, and sold two successful book publishing companies. After the sale of his second publishing company, Bill devoted the last 25 years to the art and science of relationship marketing. He has three books on the topic of referrals: Get More Referrals Now, Don’t Keep Me a Secret, and Beyond Referrals. As the founder of The Cates Academy for Relationship Marketing – Bill has become widely recognized as an international expert in his ability to help businesses create exponential growth through purposeful word of mouth, strategic networking, referrals, and personal introductions. Bill has now turned his attention to helping businesses and professionals develop and communicate more relevant and compelling value propositions to win more ideal clients or customers. His newest book is Radical Relevance – Sharpen Your Marketing Message, Cut Through the Noise, Win More Ideal Clients. Links: www.RadicalRelevanceBook.com www.ExponentialGrowthGuide.com https://www.thecatessystem.com/radical-relevance www.referralcoach.com/resources Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Heinan Landa, founder and CEO of Optimal Networks, about how professionals can leverage technology to attract, delight, and retain clients. Drawing from three decades of experience helping law firms and professional services organizations navigate rapid technological change, Heinan explains that client expectations around responsiveness, expertise, and convenience have fundamentally shifted—and that firms must evolve their digital tools to meet those demands. Heinan outlines four pillars of exceptional client service—responsiveness, expertise, results, and innovation—and shows how each can be supported through smart technology choices. From mobile accessibility and collaborative tools like Slack to data tracking and client service metrics, he shares how even simple upgrades can have a big impact. He also emphasizes that professionals should evaluate how well their tech setup supports hybrid work and engage marketing teams in conversations about client experience. This episode offers a roadmap for professionals who want to use technology not just to keep up, but to stand out. https://therainmakingpodcast.com/ --------------------------------------------- Heinan Landa is the Founder and CEO of Optimal Networks, Inc., a globally-ranked IT services firm. After earning his B.S. and M.S. in Electrical Engineering and Computer Science from Johns Hopkins University, Heinan went on to receive his MBA from The Wharton School of Business. Featured in Legal Management, Legal Times, Chief Executive, Inc. Magazine, Forbes, CIO, and with regular appearances on WJLA-TV, WTTG-TV, and WUSA9, Heinan is a trusted leader in the legal, technology, and business spaces. Heinan has been providing IT services to law firm for nearly three decades and is the author of “The Modern Law Firm: How to Thrive in an Era of Rapid Technological Change". Link: www.optimalnetworks.com [email protected] https://www.linkedin.com/in/hlanda/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Josh Baron, a criminal defense attorney and author of The Business of Criminal Law, about how professionals can build a thriving referral-based practice without advertising or asking for referrals outright. Josh shares how he transformed his practice by focusing on second-order referrals—those that come from colleagues and allies, not necessarily clients themselves. He explains how improving the client experience through intentional, high-impact moments and consistent service excellence led to more trust and more organic referrals. Josh also discusses how tools like Net Promoter Score and Google reviews helped him identify and fix weak spots in his client service. He emphasizes the power of authentic generosity over transactional outreach, recommending that professionals focus on delighting clients and adding value to referral partners. From personalized follow-up to relationship-building on LinkedIn, this episode offers a thoughtful framework for professionals looking to grow through sincerity, service, and strategy. https://therainmakingpodcast.com/ ------------------------------------------- Joshua Baron is a criminal defense lawyer in Salt Lake City, Utah. He's represented clients in serious felonies and misdemeanors throughout the state since starting his own practice in 2009. He's won not guilty verdicts in significant drug distribution, burglary, sexual assault, and domestic violence cases. He lives in Lehi, Utah with his wife and 11 children. He is the author of The Business of Criminal Law: How to Build a Criminal Defense Practice You and Your Clients Will Love. Josh graduated from Cal Poly, Pomona with a degree in history when he was 18 years old. He and his wife have been foster parents to 30 children. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jason Forrest, CEO of Forrest Performance Group and author of The Mindset of a Sales Warrior, about how professionals can elevate their performance by embracing the mindset of a modern-day sales warrior. Jason explains that a sales warrior is not just a closer—but a protector, an advocate, and a leader committed to serving clients with conviction and confidence. He introduces the “GUMP” framework: Goal-oriented, Unleashed from self-doubt, Motivated by purpose, and Procedural-based in their approach. Jason shares how successful professionals create repeatable systems, maintain high follow-up energy, and use persuasive storytelling to differentiate themselves. He also introduces his “VETO” method—Vision, Example, Teach, Own—for shaping powerful sales messages that overcome objections and build trust. This episode is packed with high-impact strategies for professionals looking to improve their mindset, sharpen their messaging, and sell with integrity and influence. https://therainmakingpodcast.com/ ------------------------------------------ Jason Forrest, CEO at FPG (Forrest Performance Group) is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and "Best Place to Work" cultures. The winner of five international Stevie Awards for his training programs, Jason is also an award-winning author of six books, including Leadership Sales Coaching – rated as one of Selling Power Magazine's Top Sales Books. www.fpg.com https://maryandjasonforrest.com/ https://www.linkedin.com/in/jasonforrest/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love continues the conversation with Jay Harrington, legal marketing consultant and author of The Productivity Pivot, on how professionals can scale their practices through better time management, vision-driven planning, and systems thinking. Jay explains that building a sustainable book of business requires carving out time to work on your practice, not just in it. He introduces the importance of the Eisenhower Matrix to distinguish between urgent and important tasks, and urges professionals to eliminate or delegate low-value activities in order to make room for high-impact work like business development and leadership. Jay outlines how systems—such as onboarding processes, billing procedures, and client workflows—can be documented and delegated to free up capacity. He emphasizes the power of creating a long-term vision, setting measurable goals, and enlisting team members to share in that vision. With clear examples and actionable steps, this episode offers a blueprint for lawyers and professionals who want to grow their practice with more clarity, consistency, and control. https://therainmakingpodcast.com/ --------------------------------------------- Jay Harrington is a business coach and trainer, and consultant to lawyers and law firms. He is the founder and president of Harrington Communications, a leading thought-leadership marketing agency for law firms. Jay is the host of The Thought Leadership Project podcast, and is the author of three books, The Productivity Pivot, One of a Kind Lawyer and The Essential Associate. Jay formerly practiced law at Skadden Arps and Foley & Lardner, and he also founded and ran a boutique corporate restructuring law firm. He is a graduate of the University of Michigan Law School. https://www.hcommunications.biz/thethoughtleadershipproject Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love welcomes back Pat Gillette—litigator, author, and one of the country’s leading voices on rainmaking and gender equity in the legal profession—for a conversation on rainmaking lessons during times of crisis. Pat shares how the COVID-era shift to remote work opened up unique opportunities for professionals to strengthen client relationships by simply reaching out and showing genuine care. She emphasizes that meaningful connection and visibility are key drivers of business development, especially for those who may not consider themselves natural rainmakers. Pat also dives into the topic of self-promotion, explaining how it’s less about bragging and more about confidently articulating your value in a way that resonates with others. She offers tactical advice for professionals—especially women—on how to accept compliments, tell personal success stories, use social media effectively, and ask for opportunities without fear. This episode is filled with practical strategies for building visibility, managing self-doubt, and promoting yourself with authenticity and purpose. https://therainmakingpodcast.com/ ---------------------------------------------- Patricia K. Gillette is one of the country’s leading experts and most sought-after speakers on gender diversity and equality, and she also speaks on the topic of rainmaking and client development. She was a top-rated employment lawyer and litigator for 40 years as well as a major rainmaker in her firms. In 2015 she resigned as a law firm partner to pursue her passion for changing the legal profession as an author and keynote speaker. Patricia was also invited to join JAMS and now spends some of her time mediating employment-related cases. http://www.patriciagillette.com/article/rainmakers-born-or-bred http://www.patriciagillette.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington—former big law attorney, author, and founder of Harrington Communications—about how professionals can scale their practices beyond the limits of their own billable hours. Jay explains that true scale in professional services comes from creating systems, building teams, and narrowing your focus to gain deeper expertise and more visibility. Drawing from his legal and entrepreneurial background, he shares how narrowing a practice area actually expands opportunity by allowing professionals to stand out, raise rates, and reduce marketing complexity. Jay emphasizes that scaling isn’t just about delegation—it’s also about becoming known as a trusted advisor and thought leader. By consistently showing up through writing, speaking, and networking in a focused niche, professionals can build a reputation that attracts inbound business and enables long-term growth. This episode is filled with practical insights for lawyers and service providers looking to grow their book of business strategically and sustainably. https://therainmakingpodcast.com/ --------------------------------------------- Jay Harrington is a business coach and trainer, and consultant to lawyers and law firms. He is the founder and president of Harrington Communications, a leading thought-leadership marketing agency for law firms. Jay is the host of The Thought Leadership Project podcast, and is the author of three books, The Productivity Pivot, One of a Kind Lawyer and The Essential Associate. Jay formerly practiced law at Skadden Arps and Foley & Lardner, and he also founded and ran a boutique corporate restructuring law firm. He is a graduate of the University of Michigan Law School. https://www.hcommunications.biz/thethoughtleadershipproject Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Seth Greene, direct response marketing expert and founder of MarketDominationLLC, about how professionals can use podcasting and strategic partnerships to generate a consistent stream of high-value business. Seth shares his “Dream 50” strategy—a system for identifying 50 key influencers in your niche and building relationships with them through value-driven content like podcasts, blog posts, social media, and direct outreach. The goal is to turn these influencers into referral sources, collaborators, and even clients by offering them visibility first. Seth explains why podcasting works best when it’s focused on promoting the guest, not the host, and how professionals can build authority by interviewing the right people, publishing content across multiple platforms, and tapping into their guests’ networks. He outlines how this approach, rooted in generosity and influence, creates leverage and scalability—especially for those in high-trust, high-ticket industries like law, finance, and consulting. For professionals seeking a smarter way to grow through content and connection, this episode offers a powerful playbook. https://therainmakingpodcast.com/ -------------------------------------------- Seth is the nations foremost authority on growing your business with a direct response marketing podcast. Seth is the cohost of The Sharkpreneur Podcast with Shark Tanks Kevin Harrington, which was named the number 6 podcast to listen to in 2019. He is also the founder of the direct response marketing firm www.marketdominationllc.com and he is an 8 time best-selling author who has been interviewed on NBC NEWS, CBS News, Forbes, INC, CBS money watch and many more! Follow Seth: https://marketdominationllc.com/ Facebook https://www.facebook.com/MarketDominationLLC/ @marketdominationllc Instagram https://www.instagram.com/market_domination_llc/?hl=en @market_domination_llc Twitter https://twitter.com/MktDominationUS?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor @MKTdominationUS LinkedIn https://www.linkedin.com/company/market-domination-llc https://www.linkedin.com/in/sethgreene Listen to The Sharkpreneur Podcast wherever you listen to podcasts! Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Walker, founder of Advocate SEO, about how professionals can turn content marketing into a high-performing business development tool through search engine optimization. With over 15,000 hours of SEO research and analysis, Chris explains how Google rewards websites that offer high-quality, authoritative content designed to answer specific user questions. He breaks down key concepts like “site quality ratio,” topical authority, and how to analyze competitors' top-ranking content to create your own superior resources. Chris also introduces tools like Ahrefs to help identify the most valuable search terms and topics for your target audience. He emphasizes that SEO success comes not from simply publishing more content, but from publishing better content—pages that serve as comprehensive resources and demonstrate expertise. For professionals looking to improve visibility, drive organic traffic, and generate inbound leads through their website, this episode offers a roadmap to getting started and scaling effectively. https://therainmakingpodcast.com/ ---------------------------------------------- Chris Walker is the Founder of Advocate SEO and consummate SEO professional, Chris has been a student of organic search for more than a decade and a half. During this time he’s personally devoted more than 15,000 hours to SEO research, testing and analysis. His goal is to help clients compete at the highest levels of SEO and to further this objective he’s built his accumulated SEO knowledge into a powerful resource and SEO training program for attorneys. He’s an avid supporter of taking advantage of all that SEO has to offer, focusing on using SEO as a strategic tool to drive new business for today's law firm that relies heavily on their website presence for driving revenue. · https://advocateseo.com · https://www.attorneyseotraining.com/therainmakingpodcast 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 and CEO of Leopard Solutions, about how law firms can use data to drive smarter business development and growth. Laura shares how her company evolved from distributing attorney data on CDs to becoming a powerful business intelligence platform used by firms worldwide. She introduces several tools within Leopard’s Business Intelligence Suite, including a merger and acquisition predictor, a lateral ROI calculator, a diversity tracking dashboard, and the newly launched Connection Tool—designed to help attorneys find warm introductions to in-house counsel through verified, meaningful connections. Laura explains how the Connection Tool uses historical and real-time data to map relationships between law firm attorneys and corporate counsel—based on shared work history, education, and firm affiliations—making it easier for lawyers to initiate authentic business conversations. She also discusses Leopard’s real-time law firm ranking index and how diversity metrics are becoming a competitive differentiator. For legal marketers, firm leaders, and rainmakers, this episode highlights how leveraging data can lead to more informed decisions, stronger client relationships, and better strategic planning. https://therainmakingpodcast.com/ ----------------------------------------- Laura Leopard is Founder and CEO of Leopard Solutions, the largest and most accurate law firm data platform serving the legal industry with actionable intelligence and insights on over 4,200 law firms worldwide and 7,000 US corporate legal departments. Leopard Solutions is the most in-depth and accurate law firm data platform offering actionable intelligence and insights for the legal industry. Established in 2002, Leopard Solutions delivers current, high-quality, cost-effective attorney and law firm research solutions www.leopardsolutions.com NOTE: Laura Leopard is hosting a webinar on March 4, 2021 at 12 PM Eastern time. Details below: Topic Leopard Solutions 2020 State of the Legal Industry Annual Report Description 2020 was a year unlike any other in the legal market due to the COVID-19 pandemic, which will have a long-lasting impact on the legal market. Many law firms in the top 200 weathered the pandemic due to prudent actions and smart planning – some even used 2020 as an opportunity for strategic growth. Lessons from past downturns helped law firms respond to near-term challenges and set the right priorities for the future. Join us as we reveal insights from our Leopard Solutions 2020 State of the Legal Industry Annual Report. Our speakers will discuss findings from our data over the past year, including: • Trends in lateral hiring among the top 200 law firms in 2020 • Trends in law firm mergers and acquisitions • Law firm growth and declines over the past year • Predictions for what 2021 may bring for the legal market • Insights from some of the leading professionals in the legal industry Time Mar 4, 2021 12:00 PM Eastern Time (US and Canada) Registration link: https://zoom.us/webinar/register/WN_h4dSWu2oT5KXBnWf2-u5Dw Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark Boundy, sales consultant and author of Radical Value, about how professionals can shift the focus from pricing to outcomes in their client conversations. Mark explains that buyers don’t purchase services—they purchase the results those services deliver. He urges professionals to stop viewing price as just another feature and instead position it as the counterbalance to the outcomes they help clients achieve. Mark emphasizes that the best rainmakers ask insightful, outcome-oriented questions that uncover what clients truly value—whether it’s financial gain, risk reduction, or career protection. He explains how to quantify those outcomes in the client’s own terms, making your fees easier to justify and harder to compare. Professionals who co-create value through deep listening and smart questioning, he argues, can win more business at higher margins without relying on discounts. This episode is packed with strategic insights for anyone who wants to sell on value instead of price. https://therainmakingpodcast.com/ ------------------------------------------- Boundy has grown businesses in a variety of industries by virtue of his relentless focus on uncovering customer value and delivering high-value results.While at W.L. Gore & Associates, Mark began weaving a focus on customer value into Miller Heiman’s complex selling methodologies. This combination grew one of that company’s most competition-threatened products by twenty percent/year…every year…while increasing margins and profits. At Lucent Technologies, Mark applied his customer-value approach; pivoting the world’s first carrier-class VoIP product away from a cost-saving to a platform for delivering applications which had never existed: virtual call centers, virtual office presence — even the first product roadmap for Unified Communications platforms, and being awarded a patent for a multimedia conferencing. Switching to Commercial Finance, he ultimately found his way to GE Capital. Instead of simply selling money–the ultimate commodity, Mark learned each customer’s businesses, in order to deliver unique value to each, with decidedly non-commodity pricing. Mark’s client portfolio was in the top 5% in top-line revenue, while also in the top 5% for profitability. Links for show notes: www.boundyconsulting.com Mark Boundy’s Youtube video channel: https://www.youtube.com/channel/UC5-8m00Dx86FTBu9lTEYIGQ?view_as=subscriber https://www.linkedin.com/in/markboundy/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rich Bontrager—also known as “Trigger”—a veteran broadcaster and virtual presentation coach, about how professionals can improve their presence and communication in virtual settings. With over 30 years of experience in broadcasting and public speaking, Rich helps executives and professionals “rock the virtual stage” by using intentional setup, presentation techniques, and confidence-building strategies that translate well on camera. Rich shares practical tips for lighting, audio, camera angles, and green screen use, emphasizing that even simple upgrades—like raising your webcam to eye level, using natural light, or standing during calls—can dramatically improve engagement. He explains how to create a professional, distraction-free background and how to use voice, body language, and pacing to communicate with clarity and impact. This episode is filled with actionable advice for anyone looking to level up their virtual presentations, webinars, and video meetings. https://therainmakingpodcast.com/ --------------------------------------- Rich Bontrager should be dead at least three times, and yet he has defied the odds medically since birth, through a severe fire accident, liver failure, and transplant in 2017. "Trigger," as he is known, has enjoyed a 30-year career as a sports broadcaster, talk-show host, and now keynote speaker, despite being born with a horrible stutter. With his expertise, Rich now coaches and equips executives, leaders, speakers, and organizations "How To Rock the Stage." With his coaching and programs, Rich coaches and quips leaders how to more effectively share their message via the Virtual Stage more powerfully and entertainingly. As Rich Bontrager believes, "The Virtual Stage is an ever-expanding platform with limitless potential to impact the world…if, you know how to Rock it." Besides running his speaking and coaching company, Rich is currently an Executive Leader with C-Suite Network created by CEO Jeffrey Hayzlett. Where his “How to Rock The Virtual Show” now airs on C-Suite TV Network. * Weekly live Webinar: How to Rock the Virtual Stage Which includes interviews, insights, and practical tips to enhance a person's efforts on the Virtual Stage * I am also available for a FREE 30 min to consult to how I may help you more effectively Rock the Virtual Stage https://www.richbontrager.net/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Bell, senior consultant at LawVision and a pioneer in law firm sales strategy, about how the legal industry is evolving in its approach to business development. As the first person to lead a formal sales function at a U.S. law firm, Steve shares insights from his groundbreaking work at Womble Carlyle and his experience leading sales teams at Pricewaterhouse and Grant Thornton. He explains how the profession’s historical resistance to the word “sales” has shifted, with more firms embracing structured business development strategies and investing in experienced sales professionals. Steve discusses the rise of strategic account management in law firms, modeled after successful practices in the accounting industry, and predicts that law firms will increasingly empower business professionals—potentially even as firm owners—as regulatory environments change. He outlines how firms can stay competitive by studying other industries, hiring the right sales talent, and exploring innovative ownership structures. For firm leaders and professionals looking to modernize their approach to client development, this episode offers valuable perspective and practical next steps. https://therainmakingpodcast.com/ --------------------------------------------------- Steve Bell is a senior consultant at LawVision. A pioneer of law firm sales and marketing, in 2001 he created the legal profession’s first sales function at Womble Carlyle and continued to lead the team for 18 years. He was a longtime leader and was elected as Chair of Lex Mundi’s Marketing and Business Development Committee. Prior to his successful career at Womble, Steve built and led sales forces at Price Waterhouse and Grant Thornton, where he was a partner. This wealth of innovation and in-house experience renders Steve’s advice as leading-edge, pragmatic, practical and grounded in law firm realities. Steve and co-author Silvia Coulter, a principal at LawVision have written and will soon release a new book: SAM-Legal: From Key Clients to Strategic Accounts, A Guide to Law Firm Strategic Account Management. “You may read more about Steve’s background and experience at https://lawvision.com/consultants/steven-m-bell/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ari Galper, world-renowned expert in trust-based selling and author of Unlock the Sales Game, about how professionals can remove pressure from the sales process and instead build trust that leads to deeper client relationships and higher conversion rates. Ari shares the origin story behind his sales philosophy and explains that most salespeople unknowingly sabotage deals by focusing too much on outcomes rather than connection. Ari outlines how trust is built not through relationship-building or pitching, but by letting go of the sale, asking better questions, and creating a pressure-free environment where clients feel safe to tell the truth. He introduces powerful trust-based language—like “Where do you think we should go from here?”—that shifts control to the buyer and removes the need for follow-up calls, sales scripts, and chasing. This episode offers a bold, counterintuitive take on selling that empowers professionals to stop persuading and start earning real trust. https://therainmakingpodcast.com/ --------------------------------------- Ari Galper is the world's most sought after trust-based selling authority and has been featured in CEO Magazine, SkyNews, Forbes, INC Magazine and the Australian Financial Review. As trust rises to the top of business leaders' agendas, Ari's mission is to share his unique approach to creating deep trust in how people sell, so the dreaded act of "chasing" and the painful experience of rejection is eliminated forever - a feat never thought possible, until now. In his best selling book, "Unlock The Sales Game", he describes his revolutionary sales approach based on getting to the truth and why focusing on creating deep trust is 10 times more profitable than chasing elusive buyers. It is specifically for business owners, consultants and sales professionals, who struggle with converting potential clients into paid clients. Many focus on growing their networks, having more conversations ("numbers game"), but converting them into paying clients, remains an elusive mystery. The Unlock The Sales Game premise, is based on humanizing the sales process, in such an elegant and natural way, that the truth quickly emerges between buyer and seller, so the painful and arduous "chasing" process no longer has to happen to make a sale. www.UnlockTheGame.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Lejeune, leadership consultant and former executive search firm owner, about the power of “selling with your ears instead of your mouth.” Drawing on decades of experience in recruiting and consulting, Mike emphasizes that effective business development starts with empathy, relevance, and deep listening. He explains how professionals can shift away from pitch-driven conversations and instead focus on the client’s needs, challenges, and emotions—especially in today’s post-pandemic “reset” environment. Mike encourages listeners to prepare for meetings by crafting thoughtful questions rather than rehearsing sales scripts. He shares techniques like summarizing what clients say to confirm understanding, staying fully present in conversations, and uncovering the deeper personal drivers behind business decisions. This client-first approach builds trust and positions professionals as valued advisors, not vendors. With practical takeaways and heart-centered insights, this episode is a must-listen for anyone looking to deepen relationships and close more business by leading with listening. https://therainmakingpodcast.com/ --------------------------------------- Mike Lejeune has a passion for developing tomorrow’s leaders. Mike delivers keynote addresses, workshops, courses and retreats designed to enhance leadership effectiveness, emotional intelligence, culture shaping and communications.With over 25 years as a leader in the executive search industry, Mike served as President of Stevenson & Company, one of the top search firms in Texas specializing in accounting finance, corporate administration, and information technology serving Fortune 500 corporations, Big 4 accounting firms, and rapidly emerging privately held companies. Website https://lightingthepath.net LinkedIn https://www.linkedin.com/in/mikelejeune Virtual Conference http://win.mikelejeune.com/2021-recruiter-conference Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love continues his conversation with Deb Zahn, management consultant and host of the Craft of Consulting podcast, on the path to closing a deal. Deb shares actionable strategies for moving from a successful client meeting to a signed agreement. She emphasizes that the end of the meeting must include a clear next step—ideally leading to a proposal—and advises professionals to proactively manage time, identify decision-makers, and keep momentum going while interest is high. Deb also explains her approach to proposal writing, recommending a three-tier pricing structure that emphasizes value and gives clients clear options. She shares how to handle objections with empathy, avoid discussing price prematurely, and reinforce your credibility by restating the client’s goals and aligning your services to their outcomes. By focusing on preparation, thoughtful follow-up, and creating high-value experiences, professionals can turn prospects into long-term clients and referrals. https://therainmakingpodcast.com/ ------------------------------------------- Deb Zahn is a sought-after consultant with 10 years of successful consulting under her belt. As a go-to source in her market, she routinely brings in 6- and 7-figures a year and has built a steady, reliable pipeline of work. Her consulting methods turn her clients into her biggest fans and best marketers. They come back to her again and again and continually send her new clients. As a consultant, Deb is especially known for her ability to cure “decision-making disorders” with individuals and groups. She also has earned a reputation as “The Closer,” the consultant who can get high-value contracts with hard-to-get clients. Over the last decade, she has coached countless new consultants and helped them fast track their success. Recently, Deb helped a new consultant get their first contract—worth over $100,000—only three weeks after Deb started coaching them. She is the host of the Craft of Consulting podcast, which features other successful consultants who share their strategies and insights about building their consulting businesses and delighting their clients as well as consulting clients who share what makes some consultants rise to the top of their hire list. If you want to know more about how to become a consultant, price your services, and get more clients faster, Deb has a wealth of resources to help you, including tools, webinar trainings, online courses, and coaching with Deb: https://www.craftofconsulting.com. Go to “Start Here” for free tools and “Get Help” to dive in deeper and get more help. Also check out Deb’s podcast, the Craft of Consulting wherever you listen to podcasts or on her site: https://www.craftofconsulting.com/podcasts. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Deb Zahn, seasoned consultant and host of the Craft of Consulting podcast, about how professionals can improve their business development results by preparing more effectively for client meetings and mastering the early stages of closing a deal. Deb explains that closing doesn’t start with the proposal—it begins long before, with selecting the right prospects and doing meaningful prep work to ensure your conversations are targeted, relevant, and engaging. Deb shares how she researches prospects, anticipates objections, and uses strategic questioning to pivot conversations toward problems she can solve. She emphasizes the importance of making meetings easy and valuable for the client—by being fully prepared, speaking their language, and listening more than you talk. Framing the client’s challenges and offering clarity creates trust and positions the consultant as a problem-solver, not a pitch person. This episode is full of actionable insights for professionals who want to close more deals by making every client interaction count. https://therainmakingpodcast.com/ ---------------------------------------- Deb Zahn is a sought-after consultant with 10 years of successful consulting under her belt. As a go-to source in her market, she routinely brings in 6- and 7-figures a year and has built a steady, reliable pipeline of work. Her consulting methods turn her clients into her biggest fans and best marketers. They come back to her again and again and continually send her new clients. As a consultant, Deb is especially known for her ability to cure “decision-making disorders” with individuals and groups. She also has earned a reputation as “The Closer,” the consultant who can get high-value contracts with hard-to-get clients. Over the last decade, she has coached countless new consultants and helped them fast track their success. Recently, Deb helped a new consultant get their first contract—worth over $100,000—only three weeks after Deb started coaching them. She is the host of the Craft of Consulting podcast, which features other successful consultants who share their strategies and insights about building their consulting businesses and delighting their clients as well as consulting clients who share what makes some consultants rise to the top of their hire list. If you want to know more about how to become a consultant, price your services, and get more clients faster, Deb has a wealth of resources to help you, including tools, webinar trainings, online courses, and coaching with Deb: https://www.craftofconsulting.com. Go to “Start Here” for free tools and “Get Help” to dive in deeper and get more help. Also check out Deb’s podcast, the Craft of Consulting wherever you listen to podcasts or on her site: https://www.craftofconsulting.com/podcasts. Learn more about your ad choices. Visit megaphone.fm/adchoices