The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Felix Cao, neuromarketing expert and founder of Happy Buying Brain, about how professionals can apply brain science to improve their messaging and connect more effectively with clients. Felix explains that neuromarketing is the practice of crafting marketing strategies that appeal to the primal brain—the part responsible for fast, subconscious decision-making—and reveals that up to 95% of our decisions are influenced by this part of the brain. Felix outlines six primitive instincts that drive behavior: survival, reproduction, safety, security, sustenance, and status. He shares how messaging that is novel, visual, simple, fast, concrete, and delivered from a high-status position is most likely to resonate with the primal brain. These insights help professionals go beyond logical arguments and create communication that taps into emotional drivers. From branding to website copy and client conversations, Felix offers practical tools for making marketing more persuasive, trustworthy, and neurologically effective. https://therainmakingpodcast.com/ ---------------------------------------- Felix Cao who is a neuromarketing expert and founder of Happy Buying Brain. Felix helps companies apply brain activity measurement strategies to measure buyer’s response to specific products, packaging, advertising and marketing elements. This way companies can save a lot of money by stopping marketing to the wrong part of their customer’s brain, and start implementing strategies that speak to their primal brain. Felix combines his 15 years of marketing experience with his educational background in biological science and psychology to help businesses truly understand what makes their customer’s brains tick when it comes to better www.happybuyingbrain.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Carol Kaemmerer, LinkedIn branding expert and author of LinkedIn for the Savvy Executive, about how professionals can use LinkedIn more strategically to build credibility, attract opportunities, and stay relevant. Carol shares insights on why a strong, current profile is essential—not just for job seekers, but also for rainmakers, executives, and firm leaders who want to be seen as modern, trustworthy, and aligned with their firm’s brand. Carol explains that LinkedIn is a search engine, and those with sparse or outdated profiles risk being overlooked by clients, talent, and decision-makers. She recommends focusing on three core attributes you want to be known for and weaving them consistently throughout your profile, especially in the headline, about section, and skills. She also highlights new LinkedIn features like the name pronunciation tool and the “featured” section, and advises professionals to regularly engage on the platform to stay visible and top-of-mind. For those serious about business development and leadership presence, this episode offers clear, actionable guidance on making LinkedIn work for you. https://therainmakingpodcast.com/ ---------------------------------------- Internationally recognized executive branding expert, speaker and author of the award-winning book LinkedIn for the Savvy Executive, Carol Kaemmerer creates powerful brand messaging for senior executives and their companies to increase their visibility, influence, and ability to steer their future. A member of the National Speakers Association and certified as a Virtual Presenter by eSpeakers, Carol presents on communicating personal brand and presence online. Amazon Link to my book: LinkedIn for the Savvy Executive https://amzn.to/3ixvqec Carol’s LinkedIn profile: https://www.linkedin.com/in/carolkaemmerer/ Carol’s LinkedIn Company Page – has all of Carol’s monthly articles and weekly postings: https://www.linkedin.com/company/carolkaemmerer.com Carol’s website http://www.carolkaemmerer.com 30-minute LinkedIn assessment: calendly.com/carolkaemmerer/30min Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brandon Fong, entrepreneur and creator of the Magic Connection Method, about how busy professionals can dramatically improve their productivity while building meaningful connections. Brandon shares practical tips for optimizing time through strategies like batching tasks, implementing two-week “sprint charters” to stay focused on key priorities, and minimizing distractions by blocking off uninterrupted workdays. He also explains how to enhance networking efforts with his Magic Connection Method, which involves crafting personalized, high-value outreach messages using a three-step formula: the hook, the irresistible offer, and the no-oriented question. Brandon emphasizes that genuine relationship-building, rather than generic sales tactics, is the key to opening new opportunities. For professionals looking to work smarter, build authentic connections, and stay focused on their most valuable tasks, this episode offers actionable insights. https://therainmakingpodcast.com/ -------------------------------------- Brandon HATED growing up on the free lunch program at school... but growing up without financial resources taught him to be resourceful. Before the age of 25, Brandon wrote a book, ran the marketing for an education company with over 250,000 students, traveled to 23 different countries, and even did a $45,000 launch on his first online product. Today, he's on a mission to help 10,000 entrepreneurs build wealth through the power of connection while prioritizing their health and relationships. https://www.linkedin.com/in/brandonsfong Check out my site Brandon-Fong.com 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, a sports psychologist and performance coach, about how professionals can build resilience and thrive during challenging times. Drawing from his experience coaching Olympic athletes and Fortune 1000 executives, Dr. Singer shares actionable techniques for managing stress, overcoming negative self-talk, and maintaining peak performance. He explains how toxic thoughts—especially “what if” scenarios and self-doubt—can trigger anxiety and impair decision-making. Dr. Singer provides a step-by-step framework for identifying and reframing negative thinking patterns, using practical tools like deep breathing and visualization to regain control. He also discusses how professionals can develop a “mindset of a champion” by fostering self-awareness, building confidence, and staying focused under pressure. This episode offers valuable insights for anyone looking to enhance their mental resilience and maintain a high level of performance. 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. 7-step Mental Toughness Routine- email: [email protected] or phone: 949-510-5660 "The Financial Advisor’s Ultimate Stress Mastery Guide,” which has 77 PROVEN stress mastery techniques that work for everyone, not simply financial advisors, for $10 ($37 retail). I will also provide a link to my 5-step mental toughness guide free for anyone who requests it. For a complimentary, confidential coaching session, email me at [email protected] or phone me at: 949-510-5660 For speaking for the firm, a re-TREAT, etc., see my website: https://www.drjacksinger.com During Covid, I am offering a COMPLIMENTARY webinar to any firm, association or group, entitled: “Your Proven Blueprint for Building Resiliency & Thriving During Challenging Times.” Just contact me for more information: [email protected]. or phone me at: 949-510-5660 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rudhir Krishtel, executive coach and former senior counsel at Apple, about how professionals can navigate difficult conversations and manage stress in high-pressure environments. Drawing on his legal background and mindfulness training, Rudhir shares practical strategies for maintaining composure, managing internal narratives, and communicating effectively during challenging moments. Rudhir emphasizes the importance of self-awareness and mindfulness practices to reduce anxiety and improve decision-making. He offers actionable tips, such as using deep breathing exercises to calm the nervous system and reframing negative thoughts by identifying and challenging self-limiting beliefs. Additionally, he discusses how visualizing positive outcomes and approaching conversations with curiosity rather than fear can foster productive dialogue. For professionals seeking to strengthen their communication skills and lead with confidence, this episode provides valuable insights. https://therainmakingpodcast.com/ ------------------------------------- Rudhir Krishtel is an executive coach and facilitator working specifically with lawyers and the legal community. Rudhir works with clients on a range of issues, including: Career Strategy, Business Development, Building Leadership Skills, Navigating Workplace Relationships, and Diversity and Inclusion Challenges. He practiced law for 15 years as a litigation partner and then as senior counsel at Apple. His lawyer days led him to train as a yoga teacher and mindfulness meditation instructor, and as a professional coach and leadership instructor, to serve as a support for the legal community. https://www.krishtel.com/ https://www.krishtel.com/workshops https://www.krishtel.com/bdcircle Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brenda Pontiff, managing principal of PartnerTrack Academy, about how law firms can adopt big four accounting firm strategies to strengthen their business development efforts. Brenda, a Six Sigma-trained sales executive, explains why law firms often lag behind their accounting counterparts in developing structured sales processes, client relationship management systems, and innovative service offerings. She highlights the importance of creating a clear sales playbook, tracking client interactions with robust technology, and designating leaders to drive service innovation. Brenda also shares how law firms can better support lateral partners by ensuring smooth client transitions and providing meaningful business development resources. Her insights offer actionable strategies for firms seeking to enhance client satisfaction, increase revenue, and stay competitive in a rapidly evolving legal market. 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. http://www.partnertrackacademy.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stacey Brown-Randall, author of Generating Business Referrals Without Asking and host of the Roadmap to Grow Your Business podcast, about how professionals can build a consistent referral pipeline without the discomfort of directly asking for referrals. Stacey shares her proven strategy for earning referrals naturally by fostering authentic relationships, positioning oneself as a trusted expert, and understanding what motivates others to recommend you. Drawing from her own experience as a three-time entrepreneur, Stacey explains why traditional referral tactics—such as offering incentives or requesting referrals outright—often backfire. Instead, she emphasizes the importance of nurturing referral sources, recognizing their role as problem solvers, and consistently providing value. Listeners will gain actionable insights on identifying their top referral sources, developing a sustainable referral plan, and using “referral seeds” to stay top-of-mind without resorting to gimmicks. This episode is ideal for professionals seeking to expand their business through meaningful connections and genuine relationship-building. https://therainmakingpodcast.com/ ---------------------------------------- Stacey Brown Randall is the multiple award-winning author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and national speaker. She has had the privilege of helping well-known corporations and franchises but her focus is on small business owners and solopreneurs including HM Properties, O’Connor Insurance Associates, Keller Williams Real Estate, Farris Cooke CPA, Tyra Law Firm, Nicole Odom Coaching, Slater Interiors, HF Financial, Kintsugi Home Staging, Financial Symmetry, Rae Images, CAJA Bookkeeping, and hundreds more. Stacey has been featured in national publications like Entrepreneur magazine, Investor Business Daily, Forbes, CEO World, Fox News, Cheddar TV Network and more. She received her Master’s in Organizational Communication and is married with three kids. https://www.staceybrownrandall.com/ https://www.staceybrownrandall.com/quiz Book link on Amazon: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269/ref=sr_1_2?crid=39MDIKFER2FKU&dchild=1&keywords=generating+business+referrals+without+asking&qid=1597412491&s=books&sprefix=generating+business%2Caps%2C233&sr=1-2 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jill Huse, co-founder and partner of Society54, about how law firm leaders can navigate change and strengthen client relationships during challenging times. With over 20 years of experience in professional services marketing, Jill shares insights on how attorneys can become trusted advisors by understanding and addressing client needs with empathy and adaptability. Jill emphasizes the importance of staying connected with clients, asking thoughtful questions, and positioning oneself as a valuable resource, particularly during moments of uncertainty. She also discusses how leaders can foster resilience within their firms by creating open channels of communication, seeking constructive feedback, and embracing conflict as an opportunity for growth. Additionally, Jill advocates for building a personal board of advisors to gain perspective and continually grow as a leader. This episode offers actionable advice for professionals seeking to lead with confidence, build stronger client relationships, and turn challenges into opportunities. https://therainmakingpodcast.com/ ------------------------------------------ Society 54 Co-Founder and partner, Jill Huse, is highly regarded for her progressive ingenuity, research-based strategy and, most importantly, her ability to deliver results for clients. She has worked in professional services marketing for over twenty years internally leading the marketing and BD function within accounting and law firms, and for the last five years in the consulting capacity. She possesses an innate ability to identify, encourage and develop her clients’ unique and differentiating professional strengths, and to help clients leverage these strengths to meet and exceed bottom line goals. Jill is a tenured member of the Legal Marketing Association (LMA), currently serving as 2020 president of the International Board of Directors and previously in various leadership roles within the organization for the past 12 years. Additionally, she is one of the founding members of Law 2.5, a roundtable think tank focused on the future of the legal industry and how to implement and lead change. Additionally, Jill has obtained certifications in coaching, leadership, gamification and change management, and received her Masters In Law Firm Management from George Washington University. https://society54.com/compare-training-options Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach and author of Growing Your Business, about how professionals can achieve greater success by adopting an “extreme sliver of focus.” Mark shares how narrowing your priorities, setting clear monthly benchmarks, and taking deliberate daily actions can lead to consistent growth. He introduces the concept of throwing away traditional annual goals in favor of a more agile and intentional approach, emphasizing the importance of tracking progress every 30 days. Mark encourages listeners to ask themselves two simple but powerful questions every day: “What am I doing today to book my optimistic sales target?” and “What did I do today to move closer to that goal?” By focusing on activities within their control—such as client outreach, networking, and relationship-building—professionals can create sustainable momentum. His insights provide a practical framework for those seeking to break free from distraction, stay accountable, and maximize their business development efforts. https://therainmakingpodcast.com/ --------------------------------------- Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one to one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business. On a personal note, next Summer, he will go on a short, five-hundred-mile walk across Spain – for the fourth time! https://www.markleblanc.com/ If you like what you have heard from Mark on this interview, I would encourage you to go to his web site and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever! Check out Mark's electronic version of his book, Growing Your Business! www.growingyourbusiness.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Liz Wendling, attorney coach and author of The Rainmaking Mindset and Consultations That Convert, about how lawyers can confidently sell their services without feeling like they’re “selling.” Liz specializes in helping attorneys build authentic connections during client consultations, ensuring that potential clients see them as trusted advisors from the very first conversation. Liz emphasizes that most attorneys were never taught how to effectively present their value, often relying on outdated, ineffective approaches. She advocates for creating a strong opening by leading conversations with confidence, asking thoughtful questions, and making personal connections that go beyond small talk. By focusing on establishing trust early, attorneys can guide clients through a clear, solution-oriented conversation that naturally results in more signed agreements. This episode is full of actionable advice for legal professionals seeking to enhance their business development skills, stand out from competitors, and convert more consultations into lasting client relationships. https://therainmakingpodcast.com/ -------------------------------- Liz Wendling is the rainmaking attorney coach and the author of The Rainmaking Mindset and Consultations That Convert. Attorneys from all over the world seek Liz out when they want to discover how to maximize their business development skills and win more business. Liz understands the challenges that attorneys are facing when selling their legal services in today's competitive and post-Covid-19 environment. Whether it is for her one-on-one consulting, group coaching, multiple-day training, or workshops, Liz will work with you to customize programs around your specific needs, challenges, and objectives. She is known for her high-energy, straight-forward, interactive, and result-oriented programs and presentations. Free audio training - https://www.therainmakingcoach.com/free-gift-2/ Website: www.therainmakingcoach.com The Rainmaking Mindset For Attorneys - https://www.amazon.com/Rainmaking-Mindset-Attorneys-Attracting-Increasing/dp/0984676694/ Consultations That Convert - https://www.amazon.com/Consultations-That-Convert-Attorneys-Interested-ebook/dp/B01N5RJAU3 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lisa Apolinski, digital strategist and author of Weathering the Digital Storm, about how professionals can use storytelling to elevate their digital content strategy and drive client engagement. Lisa, known as "America's digital content futurist," shares insights from her upcoming book, Persuade with a Digital Content Story, and explains why content that solves problems—not content that sells—is what cuts through digital noise today. Lisa introduces a six-step formula for creating compelling digital stories that position the client as the hero, the challenge as the nemesis, and the professional as the trusted mentor. She explains that when your content tells an emotionally engaging story that helps the audience envision their own success, it removes price objections and competitive comparisons. Instead of focusing on features and benefits, Lisa emphasizes building content that adds value, resonates emotionally, and guides the reader toward a clear takeaway. This episode offers a fresh approach for rainmakers and professionals looking to turn their expertise into influence and generate real business through thoughtful, purpose-driven content. https://therainmakingpodcast.com/ ------------------------------------------------- Lisa Apolinski is the CEO of 3 Dog Write, a digital consulting agency. She works with businesses who want to accelerate revenue and take market share using digital means. As a speaker, she teaches business leaders how to affect sales growth with their digital content strategy. In the last eight years, she has helped her clients create nearly $1 billion in revenue growth. Her book, Weathering The Digital Storm, is used by businesses globally to fortify their digital growth strategies in unpredictable times. Because of her thought leadership on digital engagement, she has been dubbed “America’s Digital Content Futurist”. Her next book, Persuade With A Digital Content Story, will be available this fall. https://3dogwrite.com/ (Agency website) https://weatheringthedigitalstorm.com/ (Book website) Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeanne Stafford, a communications expert, facilitator, and improv performer, about how professionals can improve client relationships by learning to communicate through conflict and uncover practical solutions. Drawing on her experience in political fundraising, improv comedy, and executive coaching, Jeanne shares how embracing discomfort, shedding ego, and speaking with clarity can transform difficult conversations into growth opportunities. Jeanne explains that today’s business climate—especially in times of crisis—requires leaders and rainmakers to listen deeply, speak in solutions, and create cultures of compassion and responsiveness. She introduces the idea that “problems are in style,” meaning that people are increasingly open about challenges—but real influence comes from helping others move from conflict to action. Jeanne also stresses that trust is earned not by talking about yourself, but by demonstrating understanding, authenticity, and actionable insight. This episode offers valuable tools for professionals who want to deepen client loyalty, reduce communication breakdowns, and inspire others with a message of renewal and resilience. https://therainmakingpodcast.com/ ---------------------------------------------------------- Jeanne M. Stafford is a facilitator, coach, improvisor, and mother of two strong men. Her methods infuse experiences from over 20 years in politics and improv comedy. Jeanne’s clients and audiences learn to communicate The Power of YES as they simplify, streamline and strengthen their spoken and written words increasing productivity at work and home. Jeanne is the author of Think. Drink. Eat. Move.: 4 Steps to YES, a book modeling how her readers can say YES to themselves and become more efficient. Her next of eight books will be released in the spring of 2021. Jeanne is the President-Elect of the National Speaker’s Association, New York City Chapter. She’s the host of Jeanne Stafford’s Networking Dinner in New York City where she features fellow speakers and creates a space for leaders to grow in their communication She’s volunteered on several non-profit boards in education and the arts. Today, Jeanne serves as the Chairman of the Board of the Beljanski Foundation which funds research for natural cures for cancer and chronic disease. Jeanne’s clients and audiences enjoy increased confidence in their ability to generate the success they seek. https://jeannemstafford.com/ https://www.linkedin.com/in/jeanne-m-stafford-0b64b15/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with legal marketing strategist Yolanda Cartusciello about how professionals can build meaningful client relationships and adapt their business development efforts in a post-pandemic world. Drawing on her extensive experience leading marketing and BD functions at major firms like Debevoise and Cleary Gottlieb, Yolanda shares why active listening, empathy, and creative outreach matter more than ever in times of uncertainty. Yolanda explains that the pandemic disrupted traditional rainmaking methods like in-person meetings and events, forcing professionals to rethink how they connect. Rather than relying on outdated tactics or pushing clients into uncomfortable formats like Zoom, she urges listeners to ask clients how they prefer to engage and offer support that meets them where they are. She emphasizes the importance of helping clients navigate their own shifting journeys and becoming a trusted guide by delivering timely, tailored insights—not just generic updates. Yolanda also highlights the power of content marketing, client journey mapping, and relationship referrals, especially when combined with sincerity and a deep understanding of each client’s challenges. This episode is packed with practical strategies for growing your network, preserving loyalty, and delivering value in a world that’s still adjusting to a new normal. https://therainmakingpodcast.com/ ---------------------------------------------- For more than 20 years, Yolanda Cartusciello has served in senior administrative leadership roles in major law firms, including Debevoise & Plimpton and Cleary Gottlieb. At both firms, she led the marketing teams, as well as profile enhancement strategies, comprehensive client interview programs, and practice and lateral partner rollouts. She has also developed business development and communications training and coaching programs for lawyers at all levels. Recently, Yolanda, together with her colleagues, has launched Solutions Delivered, a new cost-effective service to offer remote quality senior strategy and administration to solo practitioners and small to mid-sized firms. https://ppandcconsulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Susan Freeman, a speaker, consultant, and advocate for gender equity in professional services, about how professionals can elevate their client development approach through better conversations, deeper listening, and authentic relationships. Drawing on her background in financial and legal services, Susan emphasizes the difference between marketing (reputation-building) and business development (relationship-building) and highlights why listening—especially what she calls “third-level listening”—is the true driver of trust and influence. Susan explains that successful client conversations are less about pitching and more about uncovering what truly matters to the client—their goals, frustrations, and unspoken concerns. She shares how asking thoughtful, open-ended questions and responding with empathy can position professionals as trusted advisors, not just service providers. The ultimate goal, she argues, isn’t just to close a deal, but to create long-term client loyalty—where clients become advocates who refer and align their reputation with yours. This episode offers a fresh perspective on how to lead with empathy, ask smarter questions, and build meaningful trust—especially in a business climate where authentic connection matters more than ever. https://therainmakingpodcast.com/ -------------------------------------- Susan Freeman is a leader in the fight to help women in business communicate effectively with the world -- and to help men communicate effectively with women in business. In her work with clients and as a public speaker, Susan draws on her experiences as a sales executive in the financial services industry, a business developer and leader in the legal industry and her graduate-level studies in Communications. Susan’s passion for helping women succeed drives her and the business she has created. Her enthusiasm for the benefits of building meaningful relationships is long-standing and authentic. As such, her network is extensive, and she does not hesitate to use it to help her clients and friends to succeed. She excels at building relationships and helping others to do the same by teaching professionals to communicate in ways that are clear, genuine and meaningful. She is the ultimate “dot-connector” and is constantly looking for ways to help others achieve their goals. Susan is the co-author of the book, “THE ULTIMATE WOMEN ASSOCIATES’ LAW FIRM MARKETING CHECKLIST” and has been published by numerous professional journals on the topics of communication, sales, and business development. She is also a frequent guest on many podcasts, sharing her knowledge, insights and wit. Susan’s work is focused on the academic research and major social scientists in the field. Susan was graduated with honors from Hawaii Pacific University with a Master of Arts degree in Communication and from Louisiana State University with a Bachelor of Arts degree in both Political Science and Journalism, with a minor in Marketing. She also studied Marketing at Northeastern University in Boston. In 2010, Susan wrote her still-relevant thesis: “A Study of The Importance of Client-Centric Communication In Business Development Within a Law Firm Setting.” In addition, she recently completed Cornell University’s “Institute for Women’s Entrepreneurship” program of studies. Susan has lived in Louisiana, Switzerland, Italy, Massachusetts, Hawaii, and now, the Bay Area in California. Throughout her sojourns, she has developed a large, interconnected circle and would welcome you into it with open arms. Susan is based in the San Francisco Bay Area. Leader in the Fight for Equity in the Workplace, Public Speaker, Connector, Mentor, Coach Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Potter, managing principal of R.A. Potter Advisors, about how professionals can avoid becoming commoditized by developing a strong preference value proposition—a clear and compelling answer to why a client should choose you over your best competitor. Bob explains that most professionals rely on generic, overused claims like “great service,” “deep experience,” or “client focus.” While those qualities are important, they’re expected—just like airbags in a car. They don’t create preference. To truly stand out, professionals need to address three core questions: What makes you different? Why should that difference matter to the client? And why should they believe you? According to Bob, it’s not enough to talk about capabilities—you have to back them up with proof. Testimonials, client stories, and measurable results provide evidence that builds trust and makes your value proposition credible. He encourages professionals to ask their best clients why they chose them, pushing past surface-level compliments to uncover what truly drove the decision. These insights can then be used to refine messaging and give prospects compelling, believable reasons to choose you—without defaulting to price. Bob also shares that when clients see you as a trusted partner who understands their business and objectives, they’re less likely to negotiate on fees and more likely to become long-term advocates. This episode offers a clear roadmap for professionals looking to win more work by focusing on differentiation, trust, and authentic connection, rather than competing solely on cost. https://therainmakingpodcast.com/ -------------------------------------- Bob Potter is the managing principal of RA Potter Advisors LLC, a marketing and sales strategy consulting practice for financial and professional service providers. He is the author of two books on the subject and his articles have appeared in dozens of magazines and newspapers. He is also the developer of the Third Level Selling and Third Level Service Excellence training programs. Bob spent 35 years in business development for IBM, McGraw-Hill, Dean Witter and MBIA. He has opened new markets in the U.S., Mexico, Australia and Asia. In 2000 he sold a successful services firm and started RA Potter Advisors to help other services professional win and retain clients. Bob received his B.A. degree from Santa Clara University and his M.B.A from UC Berkeley. He lives in San Anselmo, CA. http://www.rapotter.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cara Hale Alter, author of The Credibility Code and founder of SpeechSkills, about how professionals can project confidence and build trust—especially over video calls. With experience training top firms and companies like Google and Pixar, Cara shares how small adjustments in posture, voice, and eye contact can significantly boost credibility. Cara outlines the three pillars of visible credibility: strong posture, strong voice, and strong eye contact. She explains how these cues influence first impressions and how to adapt them to webcam communication by adjusting camera angle, lighting, and framing. She also discusses the importance of affective trust—the emotional sense that someone understands and cares—and how virtual presence plays a key role in building it. This episode offers practical tips for professionals who want to communicate with greater authority, build rapport remotely, and make a powerful first impression in any setting. https://therainmakingpodcast.com/ -------------------------------------- Cara Hale Alter is an international keynote speaker, author, and the founder of SpeechSkills. She literally wrote the book on projecting credibility and confidence: the critically acclaimed The Credibility Code. She’s delivered more than a thousand keynotes, seminars, and workshops on leadership presence to audiences around the globe. In addition to providing training to clients such as Google, Pixar, Intel, Pinterest, Schwab, Kaiser Permanente, and numerous top-100 law firms, Cara is a guest lecturer at UC Hastings College of the Law, Stanford Law School, and UCLA School of Law. Online programs: Credibility Quest: https://www.speechskills.com/learning-tools/online-programs/ -- Self-paced online coaching program that helps you develop and project a confident, credible image. A 30 to 90 day program that takes about 10-minutes a day. -- 30 lessons, 1-year access, $250 Credibility Essentials: https://www.speechskills.com/learning-tools/credibiliity-essentials/ -- Credibility Essentials consists of 30+ 1-minute lessons that is the fastest way to learn our core skills, and filled with exercises that make them immediately applicable in the real-world. -- Over 30 short videos, 1-year access, $100 Live trainings: https://www.speechskills.com/live-training/class-schedule/ Open Enrollment workshops (currently offered virtually): Free Stuff: speechskills.com/free Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach, speaker, and author of Growing Your Business, about how professionals can generate more referrals and consistent business by using a simple, strategic approach to relationship marketing. Mark shares timeless insights from his decades of experience coaching business owners and delivering over 20,000 hours of one-on-one consulting, focusing on what it takes to stimulate referrals—not just hope for them. Mark introduces his Advocate Strategy, a low-cost, high-return referral system built around three core actions: building a list of up to 25 advocates (clients, peers, or contacts who believe in your work), creating a monthly “calendar of connections” to stay top-of-mind with them, and developing referral-friendly tools—like articles or resources—that advocates can easily pass along to others. He explains that the key to generating referrals is not just delivering excellent service, but making sure clients enjoy the process of working with you. That emotional experience is what inspires others to refer. The episode also covers why gifts and referral fees often feel transactional and why meaningful, neutral follow-up (like a phone call or personalized note) is more effective. Mark emphasizes that asking for referrals directly can be awkward or feel “salesy” for professionals, especially attorneys, so his Advocate Strategy is designed to spark referrals naturally—without putting relationships at risk. He also shares why professionals often avoid building referral systems: a mix of ego, neglect, or fear of appearing pushy. This episode is packed with practical wisdom for professionals seeking a structured, elegant, and sustainable way to increase word-of-mouth business. https://therainmakingpodcast.com/ --------------------------------------- Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one to one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business. On a personal note, next Summer, he will go on a short, five-hundred-mile walk across Spain – for the fourth time! https://www.markleblanc.com/ If you like what you have heard from Mark on this interview, I would encourage you to go to his web site and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever! Check out Mark's electronic version of his book, Growing Your Business! www.growingyourbusiness.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Zipursky, CEO of Consulting Success, about how professionals can grow their businesses without becoming overwhelmed. Michael, who has coached over 400 consultants across 75 industries and authored several bestsellers, shares his insights on how to identify high-value activities, delegate low-value tasks, and focus on actions that drive real business results. Michael explains that many professionals experience overwhelm because they spend too much time on tasks that don't move the needle—such as scheduling, formatting, and back-and-forth emails. He advocates for a simple yet powerful tactic: track how you spend your time for a week, identify which tasks truly require your expertise, and group the rest into categories that can be delegated. Michael illustrates this through a client case study that demonstrates how just four focused conversations per week helped one consultant grow from $400K to $2 million in revenue within 18 months. Key topics include adopting a growth mindset, redefining delegation as an investment rather than a cost, and building systems that free up time to do the most impactful work. Michael also shares specific tools and platforms for finding help, explains how to create "buckets" for tasks that can be outsourced, and recommends establishing a “magic number” of weekly client conversations to stay focused on revenue-driving activity. This episode offers actionable strategies for professionals looking to scale their businesses with clarity and confidence—without burning out in the process. https://therainmakingpodcast.com/ ---------------------------------------- Michael Zipursky is the CEO of Consulting Success® and Coach to Consultants. He has advised organizations like Financial Times, Dow Jones, RBC, and helped Panasonic launch new products into global markets, but more importantly, he’s helped over 400 consultants from around the world in over 75 industries add 6 and 7 figures to their annual revenues. Over 35,000 consultants read his weekly consulting newsletter. Michael is also the author of the Amazon Best Sellers ACT NOW: How successful consultants thrive during chaos and uncertainty, The Elite Consulting Mind and Consulting Success®, the book. https://www.consultingsuccess.com https://www.consultingsuccess.com/actnow (for free book) Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brett Trembly, attorney, entrepreneur, and co-founder of Get Staffed Up, about how failing to seek help can stall professional growth—and how learning to delegate can unlock true freedom. Brett shares his own journey from a struggling solo practitioner with just three clients to building a thriving law firm and staffing company that supports thousands of professionals. He explains how ego, fear of failure, and the desire to control everything can prevent entrepreneurs—especially attorneys—from growing their businesses. Brett emphasizes the importance of humility, coaching, and developing a "delegate-your-way-to-freedom" mindset. He discusses practical tools like daily team huddles, employee scorecards, and structured communication to empower teams and improve performance. The episode also explores the concept of employees working “for their own purposes,” encouraging leaders to become the kind of people that others want to work for. Brett outlines how offshore virtual assistants can help business owners scale affordably while increasing marketing output and administrative efficiency. He shares actionable advice on building systems, letting go of low-value tasks, and embracing a growth mindset. For anyone feeling stuck trying to do it all, this episode offers a roadmap to sustainable success through delegation and leadership. https://therainmakingpodcast.com/ ----------------------------------------- Brett Trembly is the founder of Trembly Law Firm, a franchise and business law firm in Miami. The firm has grown from one attorney in 2011, to ten attorneys and twenty employees, representing some of the largest businesses in the eastern United States, as well as many local, small businesses. The company made Law Firm 500 list. Brett is also founder of Get Staffed Up, which is a virtual assistant staffing company that liberates lawyers with incredible offshore talent. https://tremblylaw.com/ https://tremblylaw.com/brett/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gina Rubel, CEO of Furia Rubel Communications, about how attorneys and professionals can elevate their reputation through strategic public relations and media engagement. Gina shares insights from her years working with law firms and corporate leaders, emphasizing that visibility, credibility, and consistency are key to building a strong personal and firm brand. She explains that PR is not just about press releases—it’s about telling your story in a way that positions you as a thought leader and trusted expert in your field. Key topics include the difference between PR and marketing, how professionals can leverage media relationships to gain exposure, and why being proactive in communications can strengthen client trust and attract new business. Gina shares strategies for getting quoted in the media, writing op-eds, and using speaking engagements as part of a visibility campaign. She also discusses the importance of media training, managing messaging during a crisis, and aligning PR efforts with business development goals. This episode offers practical guidance for professionals looking to raise their profile, build credibility, and attract ideal clients through intentional PR strategies. https://therainmakingpodcast.com/ ---------------------------------------------- Gina Rubel is a communications expert, former trial lawyer and author. Corporate and law firm leaders call on her for high-stakes public relations, crisis planning, and incident response support including high profile litigation media relations. The CEO of Furia Rubel Communications, a nationally renowned legal marketing agency, Gina is recognized by Lawdragon as a Global 100 Leading Consultant and Strategist to the legal profession. She educates attorneys nationwide on how to implement communications planning and tactics to manage their reputation and drive business success. The second edition of her industry acclaimed book, Everyday Public Relations for Lawyers, is available on Amazon and https://www.attorneyatwork.com/. https://www.furiarubel.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Nischwitz, speaker, leadership coach, and author of Just One Step, about how professionals can lead with authenticity and deepen relationships to drive business growth. Jeff explains that in a world full of surface-level communication, authenticity, vulnerability, and connection are what truly differentiate top rainmakers. He challenges listeners to move beyond transactional networking and instead focus on building trust by showing up as their real, imperfect selves—a strategy that creates long-term business success and deeper client loyalty. Key topics include why vulnerability is a strength, not a weakness, how to build emotional safety in client and team relationships, and the difference between being responsible for people versus being accountable to them. Jeff also shares how professionals can break free from "doing" mode and reconnect with "being"—bringing presence and intention to every interaction. He outlines steps to grow self-awareness, embrace courageous conversations, and lead with heart, all of which help professionals stand out in a crowded marketplace. This episode provides powerful insights for leaders and rainmakers looking to elevate their impact through authentic connection and trust-based relationship building. https://therainmakingpodcast.com/ ------------------------------------- Jeff Nischwitz is the Founder of The Nischwitz Group a speaking, consulting and coaching company that helps professionals enhance and accelerate their results. Jeff works with professionals and their firms in four core areas: ensuring your firm’s future with succession planning and future leader development; building business development cultures and accelerating revenue growth; engaging, empowering and entrusting your team; and navigating your profession with less stress and more peace. Jeff is the author of four books: Think Again! Innovative Approaches to the Business of Law (American Bar Association 2007); his leadership book, Unmask: Let Go of Who You’re “Supposed” to Be & Unleash Your True Leader (Motivational Press 2014); his personal development book, Arrows of Truth: Simple Shifts for Personal Transformation (Eagle Heart Press 2017); and his newest inspirational book, Just One Step: Walking Backwards to the Present on the Camino Trail (Eagle Heart Press 2020). http://www.nischwitzgroup.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Henry DeVries, author, ghostwriter, and founder of Indie Books International, about how professionals can use storytelling and books to attract clients without being pushy. Henry explains that clients hate to be sold to but love to hear stories, and the best rainmakers are those who can craft and share stories that illustrate the value of their services. He emphasizes that publishing a book is one of the most effective tools for building authority, trust, and visibility, especially for professionals in high-trust, relationship-driven industries. Key topics include the four types of client-attracting stories—the case story, the personal story, the vision story, and the teaching story—and how professionals can use each one to communicate value without sounding like a sales pitch. Henry also shares insights on why writing a book opens doors to speaking opportunities and media exposure, how to develop a book quickly using a proven ghostwriting framework, and why books act as powerful business cards that never get thrown away. This episode offers actionable advice for professionals looking to use thought leadership and storytelling to generate referrals, deepen relationships, and grow their practice. https://therainmakingpodcast.com/ ----------------------------------- Henry DeVries, CEO of Indie Books International, is an author and editor of 300 business books, including his best-seller How to Close a Deal Like Warren Buffett. In his weekly column for Forbes.com he reports on how to be more influential, which he has shared in 100 “Marketing With A Book And Speech” summits around the nation. https://indiebooksintl.com/ http://marketingwithabook.com/ Henry can be reached at [email protected] Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dion Flynn, actor, comedian, and communication expert, about how professionals can use improvisation techniques to build stronger relationships, improve sales conversations, and enhance business development skills. Dion, best known for his appearances on The Tonight Show Starring Jimmy Fallon, explains that improv isn’t just for comedians—it’s a powerful tool for engaging with clients, thinking on your feet, and handling objections with confidence. By learning to listen actively, adapt quickly, and embrace spontaneity, professionals can become more persuasive and build deeper connections. Key topics include the power of "Yes, And" thinking, which helps professionals stay open to possibilities and navigate client conversations more effectively. Dion also shares strategies for overcoming fear in high-stakes meetings, using humor and storytelling to build rapport, and developing mental agility to respond to unexpected challenges. He discusses how professionals can practice improv techniques to strengthen their public speaking, negotiation skills, and networking effectiveness. Additionally, he highlights how embracing failure as part of the learning process leads to greater confidence and long-term success. This episode provides actionable strategies for professionals looking to improve their communication skills, enhance business development efforts, and engage clients in more meaningful ways. https://therainmakingpodcast.com/ -------------------------------------------- Cited by Oprah Magazine as “one of our favorite creative thinkers…”, improvisor, comedian, actor, writer and army veteran Dion Flynn, is best known as Barack Obama (and other characters) with over 100 appearances on The Tonight Show Starring Jimmy Fallon. If Dave Chapelle and Eckhart Tolle had a son who did improv, it would be Dion. He is an expert in fun and innovative ways to help people connect with themselves and others. Dion discovered that the skills he used in improvisational comedy paralleled the skills needed in recovery from addiction as well as basic human development. As a result, he created Improv Recovery Workshops and Improv For Business Professionals to illustrate and draw connections between these theatrical skills and the critical skills needed for successful long-term recovery for addicts and for enhancing regular life for the rest of us. During this hilarious and informative keynotes, Dion shares how the journey from isolation to connection is the basic journey of recovery and the basic storyline of the soul. https://www.dionflynn.com/ Visit https://www.dionflynn.com/improvisors-mindset and find out how to do a free weekly improv Zoom session with Dion. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cohen, author of Everyone’s in Sales, about how professionals can embrace a sales mindset to drive business growth without feeling “salesy”. Todd explains that selling isn’t just for salespeople—every professional, regardless of industry, is responsible for building relationships, creating trust, and influencing decisions. He emphasizes that rainmaking is about leadership, communication, and delivering value, not aggressive pitching or transactional selling. Key topics include how professionals can reframe sales as problem-solving, the importance of building a personal brand that attracts opportunities, and how storytelling can make business development efforts more engaging and authentic. Todd also discusses the biggest mistakes professionals make when approaching sales, such as focusing too much on themselves rather than the client’s needs, and shares practical strategies for making business development a natural part of daily interactions. He highlights how organizations can create a culture where everyone contributes to growth, ensuring that business development becomes a collective effort rather than a solo pursuit. This episode provides actionable strategies for professionals looking to shift their mindset, build better client relationships, and integrate sales seamlessly into their work. https://therainmakingpodcast.com/ ----------------------------------------- A dynamic, engaging, and motivational keynote speaker, Todd Cohen's message is relevant to any organization striving to increase revenue, strengthen relationships, and improve client satisfaction. Using humor and real-life examples, Todd demonstrates how “Every conversation is a selling moment” and how everyone can contribute to the growth and profitability of the organization. In addition to his sought-after keynotes, Todd’s Sales Culture Workshops™ are highly acclaimed and set a new standard for sales education, demonstrating that everyone matters and everyone has a “line of sight” to the client. Using his hands-on and interactive Sales Culture Problem Solving Framework ™, clients have experienced real breakthrough moments and ways to advance their businesses and themselves. Averaging 90 appearances per year, Todd’s audiences range in size from small groups to upwards of 5,000 people. Unlike traditional “Sales Coaches,” who focus only on sales teams, Todd focuses on the mindset and behavior of selling and successfully and humorously teaches the non-sales professional how everything he or she does impacts the decision-making process. His diverse clientele includes Subaru of America, Inc., NFL Players Inc., Corning, Inc., The UPS Store, Inc., EisnerAmper, The American Institute of Architects, Ernst and Young, Banks, Financial Service Organizations, dozens of Franchises, I.T., and Trade Associations. Additionally, he has delivered credit-bearing workshops to multiple Dental and Medical Establishments. In 2015, Todd was awarded the title of Certified Speaking Professional (CSP), the highest earned designation awarded by the National Speakers Association (NSA), and he has served in multiple roles on both the local and national levels. Todd is also the author of two books on sales culture, “Everyone’s in Sales” and “Stop Apologizing and Start Selling.” as well as a regular contributor to the Philadelphia Business Journal. In 2018, Todd launched his Sales Culture Toddcast™, which features exciting guests and topics. Todd is also a frequent guest lecturer at area schools, including Drexel University and Pennsylvania State University. https://toddcohen.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ed Wallace, author of Business Relationships That Last, about how professionals can create and sustain high-value business relationships that lead to long-term success. Ed explains that relationships drive business, and those who focus on earning trust, delivering value, and maintaining authentic connections will naturally see better business development results. He emphasizes that rainmakers don’t just network—they intentionally cultivate relationships with key clients, colleagues, and referral sources by being proactive, strategic, and generous. Key topics include the key components of relational capital, how to earn credibility and trust quickly, and why professionals must approach business development with a mindset of service rather than self-interest. Ed shares his Five Key Relationship Accelerators, which include Establishing Credibility, Being Generous with Value, Creating Memorable Experiences, Showing Genuine Care, and Managing the Relationship Lifecycle Effectively. He also discusses the biggest mistakes professionals make in networking, such as failing to follow up, focusing too much on transactions, and not taking the time to personalize outreach. Additionally, Ed provides practical strategies for staying top-of-mind, making introductions, and becoming a trusted advisor to clients. This episode delivers a clear roadmap for professionals looking to strengthen their relationships, generate more referrals, and build a sustainable book of business. 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. https://www.linkedin.com/in/relcapgroup/ 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 Anna Rappaport, a business development coach and expert in professional services marketing, about how lawyers and consultants can strengthen client relationships and grow their book of business. Anna emphasizes that business development is not about aggressive sales tactics, but about building trust, delivering value, and fostering long-term relationships. She explains that professionals who prioritize genuine connections and strategic follow-ups consistently outperform those who focus solely on transactions. Key topics include how to develop a relationship-driven business development strategy, the importance of consistent follow-up and staying top-of-mind, and why professionals should focus on understanding client needs rather than pushing services. Anna also shares insights on how to create opportunities through thought leadership, leveraging content marketing, speaking engagements, and networking to establish credibility. She highlights common business development mistakes, such as failing to track outreach efforts or not personalizing communication, and provides practical steps to build a sustainable, client-centric growth strategy. This episode offers actionable guidance for professionals looking to refine their business development approach and achieve long-term success. https://therainmakingpodcast.com/ ------------------------------------ Anna Rappaport, J.D, PCC is a former lawyer who has been coaching for over 19 years and helps lawyers overcome both the external and internal obstacles to business development. As a person who used to hate sales herself, Anna understands where many lawyers are coming from and has numerous tools to help them move forward and develop the tools they need to reach their potential. Anna is Co-Chair of the American Bar Association’s (ABA) Lawyer Leadership and Management Committee, on the Leadership Council of the ABA Dispute Resolution Section and is on the faculty of the Leadership Council on Legal Diversity. Anna publishes in Law Practice Today and The National Law Review, and speaks around the country on various career and business development topics. Anna also has extensive international experience having worked in Japan, Thailand and most recently, Turkey. On the personal front, Anna has a loving husband, two wonderful step sons, and a dog Ginger. She is also a snowboarder and loves tango and swing dancing. https://www.excellerationcoaching.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Antarctic Mike, a professional speaker and endurance athlete, about the lessons business professionals can learn from extreme environments. Mike shares insights from his experiences in Antarctica, explaining how mental resilience, preparation, and adaptability are key to succeeding in both business and extreme conditions. He emphasizes that the ability to push through challenges, stay focused under pressure, and build strong teams is what separates high performers from the rest. Key topics include how endurance athletes develop mental toughness, the importance of persistence and preparation in business development, and how leaders can inspire their teams by fostering resilience and discipline. Mike shares real-life stories of Antarctic explorers and endurance athletes, drawing parallels between their experiences and the challenges professionals face in sales and business development. He also discusses how to reframe setbacks as learning opportunities, develop an unshakable mindset, and build long-term strategies for success rather than relying on quick wins. This episode provides powerful insights for professionals looking to develop mental resilience, lead with confidence, and achieve long-term success in business. https://therainmakingpodcast.com/ -------------------------------- Mike Pierce, better known as Antarctic Mike, works with organizations that want to find, engage and keep the best performing people. Mike’s background professionally started in the recruiting business in 1997, working specifically to show managers and leaders exactly how to identify and recruit the best people. He now speaks across the US and Canada to executive teams, organizations, associations and sales teams about how to lead people so they are fully engaged in what they do. Mike is an avid fan of polar expedition history and is an endurance athlete. In 2006, Mike became one of 9 people to run the first ever Antarctic Ice Marathon and a year later became the first American to run the Antarctic 100k, a grueling 62 miles on an ice shelf 600 miles from the South Pole. His flagship program, Leading at 90 Below Zero, connects the drivers and principles of Antarctic expedition history stories to the real world of finding, engaging and keeping great people in today’s business world. Mike has a BA from the University of Colorado, Boulder, and resides in Encinitas, California with his wife Angela. https://antarcticmike.com/ Find A Way https://youtu.be/rIDDiVAy-5E The Journey Of Endurance http://bit.ly/antarcticmikejourney Keep Fighting trailer https://youtu.be/_i0GtPJBoEk Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Art Sobczak, author of Smart Calling, about how professionals can eliminate the fear of rejection and prospect more effectively without resorting to traditional cold calling. Art explains that successful prospecting isn’t about making random calls—it’s about smart calling, which means researching prospects, identifying trigger events, and tailoring messaging to create meaningful, relevant conversations. He emphasizes that the most effective rainmakers don’t fear rejection because they frame every call as a learning opportunity rather than a win-or-lose scenario. Key topics include the fundamentals of Smart Calling, which involves identifying key decision-makers, leveraging social engineering to gather intelligence, and crafting value-driven outreach that resonates with potential clients. Art also discusses the psychological barriers to prospecting, explaining how professionals can overcome fear by shifting their mindset and focusing on conversations rather than sales pitches. He introduces the importance of trigger events—specific changes in a company that indicate a potential need for services—and how professionals can use these insights to time their outreach effectively. Additionally, Art shares practical techniques for handling objections, reframing rejection, and maximizing each call’s potential. This episode provides actionable strategies for professionals looking to master prospecting, build confidence, and generate more business through smarter, more strategic outreach. https://therainmakingpodcast.com/ --------------------------------------------------- For over the past 30 years Art Sobczak (Sub’-check) has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. The most effective way to sell is still humans SPEAKING with humans, and he helps them do that in a conversational, non-salesy way. Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his service to the profession. His flagship book is “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” and has just been released in a new, Third Edition, and the process has become the standard for prospecting with hundreds of thousands of sales pros worldwide. www.smartcalling.com www.smart-calling.com (Art's Book) www.phonescripts.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, co-founder and Chief Growth Officer of Wendt Partners, about how professional service firms can leverage tools and technologies to drive business growth. Doug explains that while many firms adopt CRM systems and digital tools, they often fail to implement them effectively due to a lack of structured processes. He emphasizes that business development technology should support a well-defined strategy, not replace it, and that firms must first establish disciplined, repeatable processes before investing in software. Key topics include the role of CRM systems as a foundation for business relationship management, how to integrate sales and marketing tools for seamless client engagement, and why firms should prioritize personalization in outreach through automation. Doug shares insights on the difference between sales and marketing technology, explaining that marketing is one-to-many communication while sales is one-to-one. He also introduces video email strategies, data enrichment techniques, and AI-driven insights to help professionals optimize their business development efforts. Additionally, Doug provides practical steps for small and mid-sized firms to implement scalable growth systems without overwhelming their teams. This episode delivers a roadmap for professionals looking to harness technology for smarter, more efficient business development. https://therainmakingpodcast.com/ ----------------------------------- Doug Wendt is the co-founder and Chief Growth Officer for Wendt Partners, with offices in New York, Philadelphia and Baltimore/Washington. Doug developed the Wendt Partners business growth consulting model through nearly 25 years of experience across the professional services, enterprise software, electronics, aerospace and quality systems fields including worldwide management of new product launches, channel sales and technology marketing. Doug studied professional writing at Baylor University, then received his B.A. in Philosophy from Franciscan University and Master of Arts in Public Communication, summa cum laude, from The American University (Recognized by PRWeek as one of the Top 5 in the U.S.). http://www.wendtpartners.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Ivan Misner, founder and Chief Visionary Officer of BNI (Business Network International), about the power of strategic networking and relationship-building for business success. Dr. Misner, often called the "father of modern networking," shares insights from his book Who's in Your Room?, which explores how the people we allow into our lives influence our decisions, success, and overall happiness. He explains that networking is not just about making connections but about surrounding yourself with the right people—those who align with your values and contribute positively to your growth. Key topics include the "Room Concept," a metaphorical way to think about networking and personal relationships, and the role of the Doorman—a mental filter that helps professionals decide who to let into their lives and businesses. Dr. Misner discusses deal-breakers in professional and personal relationships, emphasizing the importance of defining clear values to build a high-quality network. He also shares practical strategies for managing difficult relationships, setting boundaries, and saying no without damaging connections. Additionally, he provides an overview of BNI's global networking system and how professionals can use structured referrals to grow their businesses. This episode offers valuable strategies for professionals looking to build stronger, more intentional networks that drive long-term success. Visit: therainmakingpodcast.com ---------------------------------- Dr. Ivan Misner is the Founder & Chief Visionary Officer of BNI, the world's largest business networking organization. He has been called the "father of modern networking" by CNN and one of the “Top Networking Experts to Watch” by Forbes. He is a New York Times Bestselling author who has written 22 books and is a columnist for Entrepreneur.com. He has been named Humanitarian of the Year by the Red Cross, is the recipient of the John C. Maxwell Leadership Award and is the Co-Founder of the BNI Charitable Foundation. https://ivanmisner.com/ https://ivanmisner.com/books/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Regina, entrepreneur, speaker, and expert networker, about the power of relationship marketing strategies and how professionals can crush virtual networking. Mike shares insights from his experience building multiple referral-based businesses, emphasizing that success in networking is not about selling—it’s about connecting, providing value, and building long-term relationships. He explains that professionals who lead with a give-first mentality can eliminate competition and create new business opportunities simply by being intentional in their networking approach. Key topics include the three pillars of effective networking—connecting with purpose, knowing your audience, and adding value by making strategic introductions. Mike discusses common networking mistakes, such as having a taker mindset, lacking a clear strategy, and jumping to the ask before providing value. He also shares actionable virtual networking strategies, including the “three fives” approach (five minutes of catching up, five minutes learning about the other person, and five minutes about yourself), how to project confidence and energy in virtual meetings, and why being memorable is key to relationship building. This episode provides a practical roadmap for professionals looking to master networking—both online and in-person—to grow their business and personal brand. Visit: therainmakingpodcast.com ----------------------------- Mike is an entrepreneur, a philanthropist, a family man, a team player, and a leader who thrives on watching the masses and doing the opposite. Mike’s entrepreneurial journey started when he launched a car wash and detailing business in high school. He understood at a young age that working for others would put him in a box and be a lid on his achievements. He continued his unrelenting entrepreneurial drive by cofounding multiple companies including Big Sky Enterprises, a construction management firm specializing in healthcare, nonprofits and automotive in 2003; and Global Post Auditing Solutions in 2016, a leader and disrupter in transportation freight solutions for Fortune 500 companies. Mike currently resides in Haddonfield, New Jersey, with his wife and three kids. Surfing, golfing and exercising still keep his competitive blood flowing as they have since his youth. When not fostering personal and professional community development, he is often found at the athletic fields supporting his kids. https://www.mikeregina.io/ https://www.linkedin.com/in/mikereginaio/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, business growth strategist and co-founder of Wendt Partners, about how professionals can pivot their sales efforts into a structured, scalable sales strategy. Doug shares insights from over 25 years of experience in enterprise sales, emphasizing that sales growth isn’t just about acquiring new clients—it’s about maximizing existing relationships, leveraging referrals, and optimizing untapped revenue opportunities. He explains how many businesses overlook 70% of their potential revenue by failing to engage their current customer base effectively. Key topics include the concept of the considered sale—a relationship-driven sales process that builds trust over time, the importance of segmenting contacts into categories (strategic clients, past clients, referral partners), and using CRM tools like HubSpot to streamline business development efforts. Doug also shares tactical steps for professionals looking to transition from in-person networking to digital relationship-building, including hosting virtual meetings, providing valuable insights instead of sales pitches, and proactively reconnecting with past prospects. He offers a three-step framework for getting started: configure (set up a CRM system), create (develop valuable content for engagement), and convene (host conversations that foster connections). This episode delivers actionable strategies for professionals looking to refine their sales approach and generate consistent revenue growth. ---------------------------------------- Doug Wendt is the co-founder and Chief Growth Officer for Wendt Partners, with offices in New York, Philadelphia and Baltimore/Washington. Doug developed the Wendt Partners business growth consulting model through nearly 25 years of experience across the professional services, enterprise software, electronics, aerospace and quality systems fields including worldwide management of new product launches, channel sales and technology marketing. Doug studied professional writing at Baylor University, then received his B.A. in Philosophy from Franciscan University and Master of Arts in Public Communication, summa cum laude, from The American University (Recognized by PRWeek as one of the Top 5 in the U.S.). http://www.wendtpartners.com/ 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 how professionals can continue making it rain during and after the COVID-19 pandemic. Cole shares insights from his extensive experience as a general counsel and client development expert, highlighting how the pandemic has forced professionals to rethink business development strategies. He explains that in times of crisis, clients evaluate services strictly through a return-on-investment lens, making it crucial for professionals to adapt their messaging and focus on delivering clear, tangible value. Cole emphasizes the importance of viewing clients holistically, providing empathetic support, and adjusting services to meet evolving needs. Key topics include adopting a client-centric approach by understanding clients' full range of needs, even outside the traditional scope of services; maintaining empathy and safety in all client communications; and offering alternative fee arrangements and flexible payment options to sustain client relationships. Cole also discusses how professionals might need to pivot their practice areas based on market demand, shifting from low-demand services to those more relevant during the crisis. He stresses the role of trust, emotional intelligence, and authenticity in building long-term client loyalty, noting that clients will remember who supported them during difficult times. This episode provides practical advice for professionals looking to sustain and grow their business by deepening client relationships and adapting to changing market dynamics. ---------------------------------------- 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. https://www.blankrome.com/ https://www.blankrome.com/people/cole-silver Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Pat Gillette, renowned attorney, speaker, and author of Rainmakers: Born or Bred, about what truly makes a successful rainmaker. Pat shares insights from her extensive 40-year legal career and a groundbreaking study she co-conducted with Professor Bill Henderson, exploring whether rainmakers are born or developed. The study, involving 300 law firm partners, revealed that successful rainmakers share four key characteristics—regardless of gender—and these traits can be learned and cultivated. Pat also discusses her unique journey from aspiring politician to a top employment litigator, emphasizing how building strong relationships, understanding clients' businesses, and taking calculated risks contributed to her rainmaking success. Key topics include the four critical characteristics of successful rainmakers: engagement (active listening and building authentic relationships), dominance (persuasion through business insight and understanding client goals), motivation (collaborating as a team with clients), and risk-taking (developing resilience and overcoming the fear of rejection). Pat debunks myths surrounding gender differences in business development and offers practical advice for professionals looking to develop these essential skills. She highlights the importance of curiosity, empathy, and consistent effort in building a thriving book of business. This episode is packed with actionable insights for professionals eager to elevate their business development game and become trusted advisors in their industries. ----------------------------------------- Pat Gillette is one of the country's leading experts and most sought-after speakers on gender diversity and equality. Rated as a top employment litigator and trial lawyer by Chambers and other organizations for 40 years and as a leader and rainmaker in her firms, Pat decided to resign from her firm to pursue her passion for empowering women through keynote speaking and writing. She was also invited to join JAMS in San Francisco. Pat is the 2018 recipient of the AB Margaret Brent Award, the highest honor given to women lawyers for their professional achievements and for advancing the interest of women lawyers. She has also received many other awards for her work toward gender equality. Among Pat's many achievements that have influenced the advancement of women in the legal profession are the 2007 Opt In Project, which was a nationwide initiative to change the structure of law firms, The Rainmaker Study, which is the focus of her book "Rainmakers: Born or Bred", and the Mansfield Rule, which as the brainchild of the team she co-led at the 2016 Diversity Lab Hackathon. www.patriciagillette.com/ www.patriciagillette.com/article/rainmakers-born-or-bred Learn more about your ad choices. Visit megaphone.fm/adchoices

Hey everyone! Welcome to The Rainmaking Podcast which is the relaunching of a previously produced show since 2009 that got up to 5,000 listeners monthly. Listeners will include law firms, professional service firms, and those involved in business to business sales. Let me know how I can help you. www.therainmakingpodcast.com ---------------------------------- In this inaugural episode of The Rainmaking Podcast, host Scott Love shares the inspiration behind relaunching the podcast after a four-year hiatus. Scott, a high-stakes headhunter, author, and professional speaker, explains that the relaunch was driven by a desire to provide no-strings-attached content focused on helping professionals build resilience and develop rainmaking skills, especially during challenging times. The podcast aims to serve professionals in law, consulting, and other business-to-business services by featuring expert insights on sales, negotiation, client development, and high-level business strategies. Key topics include Scott's three actionable steps for professionals to grow their practice: keeping a leather-bound journal to track goals and lessons learned, defining clear monthly objectives using the 80/20 rule, and maintaining an Excel spreadsheet to monitor daily achievements and lessons learned. Scott emphasizes the importance of reflecting on both victories and setbacks to identify growth patterns and overcome personal obstacles. He also previews upcoming episodes featuring top rainmaking experts like Pat Gillette, Cole Silver, Ivan Meisner, and Mike Regina. This episode sets the stage for a series focused on actionable strategies and thought leadership to help professionals become top rainmakers in their industries. Learn more about your ad choices. Visit megaphone.fm/adchoices

The Great Recruiter Podcast, Episode #39: In this episode, Scott Love shares insights on how to hire recruiters. Scott also interviews Josh Doody who is the author of the book Fearless Salary Negotiation for insights into how to negotiate salaries between clients and candidates. Links mentioned: https://fearlesssalarynegotiation.com www.greatrecruitertraining.com/freebies Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, Scott Love shares: Turnaround Phrases for Candidates Interview with Susan Roane, author of "How to Work a Room"® Networking tips from Susan Roane www.greatrecruitertraining.com www.recruiterVT.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, Scott Love discusses: Philip Newman's post: The Death of Recruiting How to Get Higher Level Searches Face Your Fears http://www.greatrecruitertraining.com http://www.RecruiterVT.com Learn more about your ad choices. Visit megaphone.fm/adchoices

Scott talks about the impact of minor changes. Discussion of strategy for search firms or staffing firms. April 29th One Day Intensive for Advanced Recruiters, Washington, DC www.greatrecruitertraining.com. Learn more about your ad choices. Visit megaphone.fm/adchoices

Scott shares his upcoming speaking schedule. Find out which staffing and recruiting associations he is working with this year. Scott covers a sure-fire way to bounce back from adversity by using one of his tools, the 7-Step Daily Motivation Ritual. Interview with recruiting legend Joe Ankus, discussing client & candidate issues and the importance of daily planning. More free tools: http://www.greatrecruitertraining.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In part one, Scott discusses how to find blind spots and opportunities through the discipline of journaling. In part two, Scott interviews Andy Shapiro, the president of Cluen, a software company that has developed data management solutions for search firms. Andy discusses how to manage data and avoid the pitfalls of poor data management. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, Scott covers a variety of client development tips to help you refine your skills as a recruiter. Included in the podcast are actual word tracks and in-depth strategies for client development. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, Scott interviews Dr. Ken Christian, performance expert and psychologist. As Scott's coach and close personal friend, Dr. Christian opens up to share powerful tips so you can break through your limiting beliefs and get out of your own way. Listen as they dig deep into overcoming self-sabotage, breaking the habit of underachievement and how to reach peak performance in recruiting. Dr. Ken Christian is the author of Breakout: The Achiever’s Field Manual for Ultimate Performance and Your Own Worst Enemy. http://www.drkenchristian.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, Scott interviews Victoria Ipri, a LinkedIn™ marketing specialist and master-class copywriter who works with small B2B businesses to improve online marketing and lead generation results, with a focus on the powerful LinkedIn™ platform. Learn more about your ad choices. Visit megaphone.fm/adchoices

Fee Collection Tips from Wilson Cole Learn more about your ad choices. Visit megaphone.fm/adchoices

- Las Vegas Seminar Announcement, March 20 & 21, 2015 - Relocation Specialist Jill Heineck - Repeat Interview of Rory Vaden Learn more about your ad choices. Visit megaphone.fm/adchoices

Interview with Rory Vaden, best-selling author of "Take The Stairs" - discussion regarding discipline and achievement in sales. Learn more about your ad choices. Visit megaphone.fm/adchoices

How to Develop a Sense of Urgency and Make More Placements Learn more about your ad choices. Visit megaphone.fm/adchoices

- The Mental Game of Recruiting - Overcoming Procrastination: Interview with Dr. Ken Christian Learn more about your ad choices. Visit megaphone.fm/adchoices

- Moneyball and Recruiting - Dr. David Durand on Overcoming Call Reluctance Learn more about your ad choices. Visit megaphone.fm/adchoices