Shows
The Rainmaking PodcastTRP 292: Act Like an Owner: Five Unlocks for Creating Culture People Love and Results Leaders Need with Greg HawksEpisode 292 features Scott Love interviewing culture-transformation author and speaker Greg Hawks about his book Act Like an Owner: Five Unlocks for Creating Culture People Love and Results Leaders Need. Hawks frames workplace behavior through a simple but sticky metaphor drawn from his years as a landlord: in every organization you have owners (people who take responsibility and treat the “house” like it’s theirs), renters (people who do their jobs but don’t emotionally invest), and vandals (people who actively damage culture through blame, excuses, and disregard). A key point is that “acting like an owner” isn’t reserved for people wit...
2026-01-2928 min
The Rainmaking PodcastTRP 291: Using Charitable Activities to Reinforce Important Client Relationships with Karen KaplowitzEpisode 291 features Scott Love in conversation with legal business development strategist Karen Kaplowitz on how lawyers can use charitable sponsorships to deepen client relationships and generate business in a way that feels authentic. Kaplowitz defines “charitable sponsorships” as the common scenario where a client invites a lawyer or law firm to support a charity through events such as dinners, honoree celebrations (often for a general counsel or senior executive), golf tournaments, or fundraising activities. While this can resemble other networking, she argues the charity context creates a stronger “expectation of interaction” and a closer bond because the client is personal...
2026-01-2226 min
The Rainmaking PodcastTRP 289: Breaking Ground: How Successful Women Lawyers Develop Thriving Practices with Deborah FaroneIn this episode of The Rainmaking Podcast, Scott Love sits down with Deborah Farone, one of the legal industry’s foremost experts on law firm marketing, to discuss her new book Breaking Ground and the unique dynamics women lawyers face in developing a thriving practice. Drawing on interviews with 60 successful women rainmakers from around the world, Deborah explains how a lack of visible role models, unconscious bias, and confidence gaps can affect business development—but also how women can turn these challenges into strategic advantages. The conversation explores the importance of having a written business development plan, setting aspirational goal...
2026-01-1525 min
The Rainmaking PodcastTRP 287: Strategic Growth for Law Firm Partners with Scott LoveIn this solo episode of The Rainmaking Podcast, Scott Love shares hard-earned insights from nearly three decades in legal recruiting and thousands of in-depth conversations with law firm partners across the country. Drawing from patterns he’s observed among the most successful rainmakers, Scott breaks down what truly drives long-term growth for law firm partners—beyond pure legal skill.
Scott outlines three core pillars that consistently show up in high-performing partners: strong legal acumen, deliberate business development, and effective leadership. He explains why partners who thrive treat the growth of their practice as an intellectual journey—one that r...
2025-12-2310 min
The Rainmaking PodcastTRP 265: Process Improvement to Boost Rainmaking Skills with Catherine MacDonaghIn this episode of The Rainmaking Podcast, Scott Love interviews Catherine MacDonagh, a legal industry consultant and author of Lean Six Sigma for Law. Catherine explains how process improvement—defined as analyzing and refining repeatable, describable steps to achieve better outcomes—can significantly enhance client service, profitability, and rainmaking. She notes that while lawyers often resist by saying every matter is unique, many steps in legal work and firm operations (like intake, billing, or onboarding) are recurring processes ripe for improvement. By using tools such as scorecards, impact/ease matrices, and stakeholder analysis, firms can identify high-impact areas, streamline work...
2025-08-2827 min
The Rainmaking PodcastTRP 264: Rainmaking Through Engaging Webinars with Jeff BrandeisIn this episode of The Rainmaking Podcast, Scott Love speaks with Jeff Brandeis about how professionals can use webinars as a powerful tool for rainmaking. Jeff explains that too many webinars fall flat because they are one-sided PowerPoint presentations that disengage audiences. Instead, he emphasizes creating interactive experiences—adding music, visuals, polls, and live engagement to keep participants interested. By building rapport with attendees—just as one would in a networking conversation—presenters can foster the know-like-trust factor essential for winning new business. Jeff also highlights the importance of asking the right questions, adapting content based on audience responses, and us...
2025-08-2125 min
The Rainmaking PodcastTRP 263: Introverted Rainmakers with Walt CrosbyIn this episode of The Rainmaking Podcast, Scott Love interviews sales performance expert and coach Walt Crosby about how introverts can excel in business development. Walt explains why introverts often have an advantage: their natural tendency toward active listening allows them to truly understand client needs, peel back the layers to uncover the emotional drivers behind decisions, and build deeper connections. He stresses the importance of mirroring tone and cadence, setting upfront agreements to control meetings, and using curiosity and empathy to create trust. Walt also outlines how skepticism—politely pushing back for clarity—can strengthen credibility and uncover real...
2025-08-1426 min
The Rainmaking PodcastTRP 262: How to Avoid Pitfalls of Client Development with Troy KorsgadenIn this episode of The Rainmaking Podcast, host Scott Love speaks with Troy Korsgaden, insurance industry consultant and business development expert, about how professionals can avoid common pitfalls in client development. Troy emphasizes that the biggest mistake professionals make is failing to be intentional. He shares how building habits—like stopping for brief, purposeful introductions during daily routines—can generate long-term business success without requiring large time investments. His “stacking” method, combined with calendaring time for outreach, ensures that business development becomes a natural part of the day, not an afterthought. The conversation also explores the importance of follow-up, with Tro...
2025-08-0725 min
The Rainmaking PodcastTRP 261: [Legal] Business Development Is Career Development with Lana ManganielloIn this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Lana Manganiello, law firm growth leader, business development coach, and lateral integration strategist, about why business development is career development. Lana explains that the skills and activities required to grow a book of business—building visibility, cultivating credibility, and developing strategic relationships—are the same ones that create career options, whether an attorney wants to make equity partner, move firms, or transition in-house. She emphasizes that investing in business development not only generates autonomy and control over your practice but also increases leverage within your curr...
2025-08-0523 min
The Rainmaking PodcastTRP 260: How to Lead with Trust with Tony GrayIn this episode of The Rainmaking Podcast, host Scott Love speaks with Tony Gray, author of The Business Development Body of Knowledge and founder of the Global Business Development Association, about how professionals can lead with trust in business development. Tony shares a neuroscience-based model of trust built on three pillars: purpose, empathy, and truth. He explains how these elements activate specific brain chemicals—oxytocin, dopamine, and serotonin—that foster genuine connection and credibility. Rather than rely on anecdotal tactics, Tony advocates for a scientific, principle-based approach to building long-term business relationships, emphasizing that aligning with a prospect’s purpos...
2025-07-3129 min
The Rainmaking PodcastTRP 259: [Legal] Think like a lawyer: Act like an Entrepreneur with Steve SecklerIn this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Steve Seckler, attorney coach and author of Think Like a Lawyer, Act Like an Entrepreneur. Steve shares how lawyers can overcome their aversion to selling by reframing business development as an authentic, relationship-based activity. Drawing from his own journey as a risk-averse skeptic, Steve offers practical tools for lawyers who want to grow their practices without feeling like salespeople. He emphasizes the importance of listening, curiosity, and small, consistent actions that build trust—like sending follow-ups, maintaining light touches with contacts, and showing up at li...
2025-07-2925 min
The Rainmaking PodcastTRP 258: Researching the Competition with Andy BuytingIn this episode of The Rainmaking Podcast, Scott Love speaks with Andy Buyting, author of Double Sales, Zero Salespeople, about how professionals in service industries can gain a competitive edge by strategically researching the competition. Andy breaks down a detailed, data-driven approach using platforms like SEMrush to analyze traffic sources, keyword effectiveness, and competitor performance—distinguishing between direct and aspirational competitors. He emphasizes the value of identifying non-branded keywords (those not tied to a specific company name) to capture inbound traffic from prospects searching for solutions to existing problems.
Andy also shares compelling examples of companies that un...
2025-07-2425 min
The Rainmaking PodcastTRP 257: Laser Focus for Strong Business Development with Neil BarrowIn this episode of The Rainmaking Podcast, host Scott Love speaks with Neil Barrow, a business development consultant for professional services firms, about how partners can generate more revenue through laser-focused relationship-building. Neil challenges the common notion that business development requires chasing every shiny new tool or tactic. Instead, he emphasizes the power of deepening relationships with a select group of key clients and referral sources. He introduces a practical “tiering” system to segment clients based on relationship strength and strategic value—encouraging professionals to identify their top 15–20 clients and focus on creating intentional, value-based conversations with them.
Neil a...
2025-07-1725 min
The Rainmaking PodcastTRP 256: High Performance with Good Health Habits with Dr. Megan LyonsIn this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Megan Lyons—Harvard grad, former consultant, and board-certified clinical nutritionist—about how high-performing professionals can optimize their health without sacrificing productivity. Dr. Lyons shares that the goal isn’t perfection, but performance with minimal health compromise. She identifies common obstacles faced by rainmakers, including adrenal dysregulation, poor nutrition habits, and the misconception that prioritizing health equals losing your edge. Using relatable examples, she explains how small changes—like eating 20–30 grams of protein at breakfast and avoiding “naked carbs”—can create immediate improvements in energy, focus, and long-term well-b...
2025-07-1026 min
The Rainmaking PodcastTRP 255: [Legal] Building a Thriving Culture in a Law Firm with Nicole KosoffIn this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Nicole Kosoff, culture leader at a prominent Los Angeles law firm, about how intentional, values-based culture can be a firm’s greatest tool for retention, productivity, and engagement. Nicole defines culture as the unique personality of a firm shaped by its values—and emphasizes that the most impactful cultural shifts often come at little or no financial cost. She shares examples such as using inclusive language (“works with” instead of “works for”), celebrating personal milestones like birthdays and baby showers, and hosting family-inclusive events that humanize rel...
2025-07-0822 min
The Rainmaking PodcastTRP 254: Strategic Alliance Partnerships for Rainmakers with Scott LoveIn this special solo episode of The Rainmaking Podcast, host Scott Love shares a timely message on building strategic alliance partnerships—perfectly aligned with the values celebrated during the Fourth of July. Scott distinguishes these partnerships from simple referral relationships by defining them as intentional, mutually beneficial collaborations where both parties actively promote each other's solutions. Scott offers practical steps to develop two to five meaningful strategic alliances, including identifying thought leaders in your niche, reaching out with genuine value, and planting seeds for long-term collaboration. Whether it's sitting on panels, co-hosting webinars, or quoting others in your writing, Sc...
2025-07-0312 min
The Rainmaking PodcastTRP 253: Maximizing Profit Per Client with Raul Hernandez OchoaIn this episode of The Rainmaking Podcast, Scott Love interviews Raul Hernandez Ochoa, a consultant who helps founders and service-based business owners scale profitably while maintaining a healthy work-life balance. Raul shares a powerful framework for maximizing profit per client by rethinking how services are sold, presented, and delivered. He emphasizes that sales is not the end of the client journey but the start of a long-term value-focused relationship. Key components of his framework include identifying your most valuable client segments, articulating tangible and perceived value, and bundling services into outcome-focused packages that align with client needs.Raul outlines...
2025-06-2624 min
The Rainmaking PodcastTRP 252: [Legal] Avoiding Landmines in Lateral Partner Moves with Hilary GerzhoyIn this inaugural “Legal Tuesday” edition of The Rainmaking Podcast, Scott Love introduces a new series focused specifically on legal professionals, offering expert insight for lawyers navigating complex transitions. Scott speaks with Hilary Gerzhoy, a seasoned ethics lawyer and thought leader on professional responsibility, who shares valuable guidance on avoiding ethical pitfalls during lateral partner moves. She outlines real-world examples of landmines, such as premature client contact, improper solicitation of team members, and breach of fiduciary duty—each of which can derail a move or trigger legal retaliation. The conversation covers essential considerations for departing lawyers, including how to handle...
2025-06-2438 min
The Rainmaking PodcastTRP 251: The Power of Follow Up for Rainmakers with Jason LevinIn this episode of The Rainmaking Podcast, host Scott Love speaks with Jason Levin, business development coach and author of Relationships to Infinity: The Art and Science of Keeping in Touch. The conversation explores the critical role of follow-up in building a sustainable legal practice. Jason outlines how many law firm partners approach client development with a short-term mindset, expecting results from one-time efforts like publishing an article or attending a conference. Instead, he advocates for an ongoing process rooted in understanding decision-makers, asking insightful questions, and maintaining authentic, relationship-based outreach.
Jason shares practical tactics partners can...
2025-06-1927 min
The Rainmaking PodcastTRP 250: Reinventing Oneself as a Rainmaker with Heidi BrownIn this milestone 250th episode, Scott Love welcomes back Professor Heidi Brown for a candid conversation on the theme of reinvention. Heidi shares her personal journey of navigating multiple career shifts—from practicing attorney to academic and author—and how those transitions required introspection, courage, and authenticity. Drawing from her experiences as an introvert in extrovert-dominated spaces, Heidi explains how embracing her true self became the catalyst for her success as a rainmaker and thought leader.The episode covers practical advice for professionals undergoing change, including how to audit past experiences to identify transferable skills, reframe imposter syndrome, and harn...
2025-06-1223 min
The Rainmaking PodcastTRP 249: Delegating for Rainmakers with Sarah TetlowIn Episode 249 of The Rainmaking Podcast, Scott Love welcomes back productivity strategist and international speaker Sarah Tetlow to discuss the power of effective delegation for rainmakers. Sarah introduces her TORQUE model—Trust, Organized, Repetition, Quality, Understanding, and Eliminate control—as a strategic framework for lawyers and professionals looking to delegate more effectively and free up time for high-value rainmaking activities. She emphasizes that mutual trust and respect between delegator and delegate are foundational, and that anticipating workflow and planning ahead—even with just 15–30 minutes daily—can unlock time and resources for better outcomes. Through practical advice and relatable anecdotes, Sarah show...
2025-06-0528 min
The Rainmaking PodcastTRP 248: Rainmaking on LinkedIn with Justin NassiriIn this episode of The Rainmaking Podcast, host Scott Love speaks with Justin Nassiri, founder of Executive Presence, about how professionals can use LinkedIn as a high-leverage platform for building relationships and generating new business. Drawing from his experience helping executives create authentic, effective content, Justin explains that LinkedIn works best when used consistently to educate, not sell. He emphasizes the importance of optimizing your personal profile over company pages and shares a simple framework for creating posts that resonate: focus on industry insights, leadership stories, company updates, and personal anecdotes that are “dinner-party appropriate.”
Justin also brea...
2025-05-2927 min
The Rainmaking PodcastTRP 244: Tips For Making a Pitch with Scott LoveIn this solo episode of The Rainmaking Podcast, host Scott Love shares a tactical framework for creating a powerful client pitch by focusing on what truly sets you apart. Drawing from his own experiences in legal recruiting and professional speaking, Scott introduces his “1-3-5” model: one distinct differentiator, three unique attributes, and five storyboards (client success anecdotes) that demonstrate value. He explains that in a hyper-competitive marketplace, professionals must lead with what they can say about themselves that no one else can—whether it’s a niche specialization, a proprietary method, or a specific client outcome.
Scott em...
2025-05-0113 min
The Cringe is RealThe Real Housewives of Sydney - S03E09 Part 1 (w/ Scott Love)Everybody say LOVE! Scott Love joins Sam on the cringe couch to talk the penultimate episode of our Sydney gals. Grief, bangs, ball pits and product placements plague our girlians this week. And a lot of whirlwind trips to Europe (who keeps signing off on this?!). That and some Melbourne Housewives chat and some Pope drama. Follow The Cringe is Real on Instagram, TikTok & Bluesky. Support the show
2025-04-241h 01
The Rainmaking PodcastTRP 228: Content is King - A Thought Leader’s Playbook with Stephanie GroberThis show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/----------------------------------------In this episode of The Rainmaking Podcast, host Scott Love sits down with Stephanie Grober, Marketing and Public Relations Director at Horowitz Agency, to discuss the power of content marketing and thought leadership. Stephanie shares actionable insights on how professionals can build their visibility, establish themselves as industry experts, and generate measurable...
2025-01-0923 min
The Rainmaking PodcastTRP 227: Seven Strategy Questions with Scott LoveScott Love is the founder of The Attorney Search Group, a legal recruiting firm. His practice focuses on partner transitions and law firm mergers, with specialized expertise in recruiting for global law firms in the areas of corporate, finance, private equity, and related practices.This business experience brings credibility and legitimacy to his speaking presentations at business, association, and legal conferences on the topics of rainmaking and client development. Scott's easy going presence from the stage, his clean humor, and storytelling style make him a popular speaker at conventions, conferences, and executive retreats.Scott is th...
2024-12-1910 min
The Rainmaking PodcastTRP 212: Give to Grow with Mo BunnellIn this episode of The Rainmaking Podcast, host Scott Love speaks with Mo Bunnell, author of Give to Grow, about how investing in relationships is the key to long-term business success. Mo explains that successful rainmakers don’t just focus on closing deals—they prioritize helping others, building trust, and creating genuine connections. He shares insights from his research on high-performing business developers, emphasizing that the top rainmakers are not just a little better—they are often 10 times more successful than the average professional because they consistently take action and focus on adding value to others.Key topics...
2024-09-0234 min
The Rainmaking PodcastTRP 210: Scott Love On Time ManagementIn this solo episode of The Rainmaking Podcast, host Scott Love shares essential strategies for time management and vision-setting to help professionals maximize productivity and stay aligned with their long-term goals. Scott emphasizes that time cannot be managed—only our habits, focus, and decisions can be controlled. He explains that the key to high performance is clarity of purpose, building strong habits, and eliminating distractions that pull professionals away from their most important work. Through personal experiences and proven techniques, Scott provides a framework for taking ownership of one’s time and career trajectory.Key topics include the...
2024-08-1516 min
The Rainmaking PodcastTRP 207: Five Pitfalls to Avoid in Rainmaking with Scott LoveIn this solo episode of The Rainmaking Podcast, host Scott Love shares the five biggest pitfalls that hold business developers back and how professionals can avoid them to achieve greater success. Drawing from his experience recruiting rainmakers and interviewing over 200 business development experts, Scott explains that the key to winning more business isn’t just about effort—it’s about having the right strategy, mindset, and consistency. He provides a roadmap for professionals looking to refine their approach, stand out in a competitive marketplace, and build stronger client relationships.Key topics include the five most common pitfalls in bus...
2024-07-2513 min
Luke And Sassy Scott68. Does Scott love his dogs less now he has kids?With the wonderful Mandy off to have her baby we’ve got a new producer, Elise! And what better way to get to know her than by grilling her little brother David. Lately we’ve seen a few stories of people rehoming their dogs after they have kids, and that got Luke thinking - does Scott love his dogs less now that Bobbi-Beckett and Obed-Oliver are here? And after relentless bullying Scott has finally caved and there’s a part of his body he wants a cosmetic “intervention” in. You’ll have to listen to find out what...
2024-07-0939 min
The Rainmaking PodcastTRP 203: How to Market Your Professional Services Firm Online with Travis HoechlinIn this episode of The Rainmaking Podcast, host Scott Love speaks with Travis Hoechlin, CEO of Rise Up Media, about how professional services firms can effectively market themselves online. Travis, an expert in digital marketing for law firms and other professional service providers, explains that a strong online presence is no longer optional—it’s essential for attracting and converting potential clients. He emphasizes that firms must optimize their digital footprint to remain competitive, ensuring they are visible and easily discoverable by prospects searching online.Key topics include the importance of a well-optimized website, how Google reviews and...
2024-06-2025 min
The Rainmaking PodcastTRP 202: How to get Tech Clients in Professional Services with Sophia MatveevaIn this episode of The Rainmaking Podcast, host Scott Love speaks with Sophia Matveeva, CEO and founder of Tech for Non-Techies, about how professional service providers can attract and work with tech clients. Sophia, an expert in tech education for business professionals, explains that technology is reshaping every industry, making it a lucrative and forward-thinking niche for consultants, lawyers, and other service providers. She emphasizes that understanding the language and mindset of tech founders, venture capitalists, and startup executives is essential for building relationships and winning business in this sector.Key topics include the importance of learning...
2024-06-1329 min
The Rainmaking PodcastTRP 200: Three Trends in Business Development with Scott LoveIn this special 200th episode of The Rainmaking Podcast, host Scott Love reflects on three key trends that have shaped business development and rainmaking success over the past few years. He shares lessons learned from interviewing top industry experts and discusses how professionals can apply these insights to stand out in an increasingly competitive market. Scott also introduces game theory concepts to help professionals predict business outcomes and optimize their client development strategies.Key topics include the three major trends in rainmaking success: 1) Empathy, the ability to understand and connect with clients on a deeper level; 2) Active...
2024-05-3015 min
The Rainmaking PodcastTRP 198: Game Theory and Business Development with Scott LoveIn this solo episode of The Rainmaking Podcast, host Scott Love shares insights on how game theory applies to client development and business growth. Drawing from his experience as a legal recruiter and his time studying professional gambling, Scott explains how understanding probabilities and strategic decision-making can help professionals focus their efforts on the highest-return activities. He emphasizes that professionals often spend too much time chasing cold leads when they should be doubling down on relationships that already yield results. By applying game theory principles, rainmakers can prioritize efforts that have the greatest likelihood of success.Key...
2024-05-1617 min
The Rainmaking PodcastTRP 190: The Impact of Time with Scott LoveIn this solo episode of The Rainmaking Podcast, host Scott Love shares secrets of time management that can help professionals maximize productivity, reduce stress, and achieve their goals more efficiently. Drawing from his experience in executive recruiting, speaking, and business development, Scott emphasizes that time is a finite resource, and how we manage it directly impacts success. He introduces a framework for intentional time management, explaining that clarity, focus, intensity, and execution are the four key factors that determine how effectively we use our time.Key topics include the importance of planning daily and weekly priorities, batching...
2024-03-2113 min
The Rainmaking PodcastTRP 185: Deciphering the Significance of Strategy with Eric MorganIn this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Morgan, marketing and advertising executive, about the importance of strategy in business development and how professionals can ensure their marketing efforts are aligned with their long-term goals. Eric explains that many firms mistake tactics for strategy, focusing on individual marketing actions (like social media posts or ad campaigns) rather than crafting a comprehensive, well-researched plan. He emphasizes that true strategy is about understanding the market, identifying opportunities for distinction, and executing a clear, measurable plan to achieve business growth.Key topics include how to...
2024-02-1527 min
The Rainmaking PodcastTRP 184: Driving Brand Reputation with Authenticity with Waldo WaldmanIn this episode of The Rainmaking Podcast, host Scott Love speaks with Waldo Waldman, retired fighter pilot, professional speaker, and bestselling author of Never Fly Solo, about the importance of building a strong personal brand and reputation in business. Waldo shares insights from his experiences in the Air Force and corporate world, emphasizing that a personal brand isn’t just about strategy—it’s about authenticity, trust, and the daily actions that define how others perceive you. He explains that professionals who focus on genuine relationships, service to others, and continuous self-improvement will naturally build a reputation that attracts succes...
2024-02-0827 min
The Rainmaking PodcastTRP 183: Three Secrets to Profitable Delegation for Rainmakers with Dan WarburtonIn this episode of The Rainmaking Podcast, host Scott Love speaks with Dan Warburton, management consultant and expert in leadership within the legal industry, about three secrets to profitable delegation for rainmakers. Dan explains that many law firm partners struggle with delegation because they were never trained in leadership and management, leading to exhaustion and inefficiency. He shares how professionals can free up their time, empower their teams, and dramatically increase profitability by implementing a structured delegation system.Key topics include setting up regular one-on-one meetings with key team members to streamline communication and prevent constant interruptions...
2024-02-0126 min
The Rainmaking PodcastTRP 182: Human-Centered Design to Attract and Retain More Clients with Katherine PorterIn this episode of The Rainmaking Podcast, host Scott Love speaks with Katherine Porter, a management consultant specializing in legal project management, about the power of human-centered design in attracting and retaining clients. Katherine explains that professionals, particularly those in legal and professional services, can improve business development by focusing on the client journey and creating a seamless, personalized experience. She emphasizes that human-centered design isn't just about delivering services—it’s about understanding client needs, mapping out their experiences, and making intentional improvements that enhance engagement and trust.Key topics include the concept of client journey mapp...
2024-01-2528 min
The Rainmaking PodcastTRP 177: Building Resilience Muscles with Scott LoveIn this special solo episode of The Rainmaking Podcast, host Scott Love shares personal insights on building resilience muscles—a critical skill for professionals in business development, legal recruiting, and B2B sales. Drawing from his extensive experience as a high-stakes headhunter and professional speaker, Scott discusses the challenges of facing adversity when deals fall through or prospects choose competitors. He emphasizes that the most successful professionals excel not only in communication and persistence but also in their ability to recover quickly from setbacks. Scott introduces his "Seven-Step Daily Motivation Ritual," a framework designed to help professionals regain peak pe...
2023-12-1418 min
The Rainmaking PodcastTRP 155: Mid Year Goal Setting with Scott LoveIn this special episode of The Rainmaking Podcast, host Scott Love takes the mic solo to share practical strategies for assessing progress and setting goals for the second half of the year. Scott draws on lessons from his time at the U.S. Naval Academy, using navigation techniques as a metaphor for goal setting. He explains how professionals can course-correct mid-year by evaluating their current trajectory and making adjustments to ensure they reach their desired outcomes.Key topics include setting measurable annual goals across six key areas—business, personal finances, family, physical health, recreation, and mental well-being—alon...
2023-07-0616 min
The Rainmaking PodcastTRP 127: Tell Stories, Win Sales with John LivesayIn this episode of The Rainmaking Podcast, host Scott Love speaks with John Livesay, sales keynote speaker and author of The Sale is in the Tale, about the power of storytelling in sales. John explains how professionals can transform dry facts and figures into compelling narratives that build trust, engage prospects, and ultimately close more deals. He shares how storytelling activates the brain differently than traditional sales pitches, making messages more memorable and persuasive.Key topics include the four-part structure of a compelling sales story: exposition (setting the stage), problem (creating emotional stakes), solution (introducing the product...
2022-12-0824 min
The Rainmaking PodcastTRP 116: Strategy for Business Development Professionals with Mark LeBlancIn this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business development expert, professional speaker, and co-author of Rainmaker Confidential. Mark shares his insights on crafting effective business development strategies and positioning yourself as a trusted advisor by focusing on outcomes rather than titles or services. Drawing from decades of experience, Mark provides actionable advice for building a strong foundation in business development that leads to sustainable success.Key topics include the importance of a defining statement to articulate the outcomes you deliver, creating a profile of your ideal client to focus efforts...
2022-09-1527 min
The Rainmaking PodcastTRP 97: Influence is Your Superpower with Dr. Zoe ChanceThis show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/----------------------------------In this episode of The Rainmaking Podcast, host Scott Love interviews Dr. Zoe Chance, a Yale School of Management professor and author of Influence is Your Superpower, about strategies for mastering influence and persuasion. Zoe discusses how influence impacts decision-making and behavior, offering actionable insights for professionals looking to enhance their interpersonal sk...
2022-05-0526 min
The Rainmaking PodcastTRP 81: Goal Setting with Scott LoveIn 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...
2022-01-1316 min
The Rainmaking PodcastTRP 69: Trends in Business Development Growth with Cole SilverIn 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...
2021-09-3029 min
The Rainmaking PodcastTRP 53: How to Build a Brand Through Speaking Engagements with Jane AtkinsonIn 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 us...
2021-06-1127 min
The Rainmaking PodcastTRP 50: Building Referral Relationships without Begging or Advertising with Josh BaronIn 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 an...
2021-05-2029 minThe Rainmaking PodcastTRP 48: Improving Processes and Systems within your Practice with Jay HarringtonIn 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...
2021-05-0727 minThe Rainmaking PodcastTRP 47: Rainmaking Lessons from the Crisis with Pat GilletteIn 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 to...
2021-04-0829 minThe Rainmaking PodcastTRP 46: Scaling Your Business with Jay HarringtonIn 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’...
2021-03-2924 minThe Rainmaking PodcastTRP 45: How to Get Your Dream 50 Influencers Growing Your Business for You Every Week for a Year with Seth GreeneIn 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 focuse...
2021-03-1225 minThe Rainmaking PodcastTRP 44: Turn Your Content Marketing into Something Google Will Love with Chris WalkerIn 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 term...
2021-03-0522 minThe Rainmaking PodcastTRP 43: Using Data to Find Business Development Opportunities with Laura LeopardIn 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, mean...
2021-03-0128 minThe Rainmaking PodcastTRP 42: Why Price Shouldn’t be One of Your Offering’s Features with Mark BoundyIn 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 red...
2021-02-1926 minThe Rainmaking PodcastTRP 41: How to Effectively Rock the Virtual Stage with Rich BontragerIn 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 stan...
2021-02-1125 minThe Rainmaking PodcastTRP 40: What's New in Law Firm Sales with Steve BellIn 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 invest...
2021-02-0429 minThe Rainmaking PodcastTRP 39: How to Stop Selling and Create Deep Trust with Ari GalperIn 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...
2021-01-2832 minThe Rainmaking PodcastTRP 38: Selling with Your Ears Instead of Your Mouth with Mike LejeuneIn 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 sal...
2021-01-2128 minThe Rainmaking PodcastTRP 37: Part 2: The Path to Closing a Deal with Deb ZahnIn 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...
2020-12-1628 minThe Rainmaking PodcastTRP 36: The Path to Closing a Deal with Deb ZahnIn 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 towa...
2020-12-0929 minThe Rainmaking PodcastTRP 35: The Emerging Field of Neuromarketing with Felix CaoIn 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 mess...
2020-11-2525 minThe Rainmaking PodcastTRP 34 LinkedIn During the Crisis: What’s New? with Carol KaemmererIn 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 over...
2020-11-1825 minThe Rainmaking PodcastTRP 33: Productivity for Busy Entrepreneurs with Brandon FongIn 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 ques...
2020-11-1134 min
The Rainmaking PodcastTRP 32: How to Remain Resilient & Thrive During Challenging Times with Dr. Jack SingerIn 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...
2020-11-0426 min
The Rainmaking PodcastTRP 31: Stepping Into Difficult Conversations In a time of Crisis with Rudhir KrishtelIn 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...
2020-10-2829 min
The Rainmaking PodcastTRP 30: The Business Development Checklist: Is Your Firm Providing a Robust Platform? with Brenda PontiffIn 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...
2020-10-2127 min
The Rainmaking PodcastTRP 29: How to Receive Referrals Without Asking with Stacey Brown RandallIn 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 ou...
2020-10-1425 min
The Rainmaking PodcastTRP 28: Leading Through Change with Jill HuseIn 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...
2020-10-0722 minThe Rainmaking PodcastTRP 27: How to create an extreme sliver of focus with Mark LeblancIn 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 d...
2020-09-3027 min
The Rainmaking PodcastTRP 26: Consultations That Convert: 3 Ways To Make Your Business Stand Out From Competitors with Liz WendlingIn 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...
2020-09-2530 min
The Rainmaking PodcastTRP 25: Persuade With A Digital Content Story with Lisa ApolinskiIn 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 neme...
2020-09-2324 min
The Rainmaking PodcastTRP 24: Communicate Through Conflict and Uncover Solutions with Jeanne StaffordIn 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 compas...
2020-09-1828 min
The Rainmaking PodcastTRP 23: How to Develop an In-Person Feel to Your BD Efforts with Yolanda CartuscielloIn 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...
2020-09-1729 min
The Rainmaking PodcastTRP 22: Client Conversations with Susan FreemanIn 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 c...
2020-09-1128 min
The Rainmaking PodcastTRP 21: The Preference Value Proposition with Bob PotterIn 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...
2020-09-0923 min
The Rainmaking PodcastTRP 20: How to Use Webcam to Establish Credibility and Build Rapport with Cara Hale AlterIn 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 ca...
2020-09-0426 min
The Rainmaking PodcastTRP 19: How to Execute a (no cost) Strategy to Stimulate More Referrals with Mark LeBlancIn 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, pe...
2020-09-0233 min
The Rainmaking PodcastTRP 18: How to Grow Without Overwhelm with Michael ZipurskyIn 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 ho...
2020-08-2830 min
The Rainmaking PodcastTRP 17: Why failing to get help often holds lawyers back with Brett TremblyIn 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, coachi...
2020-08-2629 min
The Rainmaking PodcastTRP 16: Managing client relationships in times of crisis with Gina RubelIn 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 topi...
2020-08-2128 min
The Rainmaking PodcastTRP 15: Building and Growing Your Relationship Funnel with Jeff NischwitzIn 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 st...
2020-08-1929 min
The Rainmaking PodcastTRP 14: Marketing With A Book with Henry DeVriesIn 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...
2020-08-1424 min
The Rainmaking PodcastTRP 13: The basic tools of improvisation are the basics for successful human relations with Dion FlynnIn 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...
2020-08-1236 min
The Rainmaking PodcastTRP 12: Business Recovery starts with Culture and People with Todd CohenIn 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 storyt...
2020-08-0730 min
The Rainmaking PodcastTRP 11: Accelerating Virtual Relationships with Ed WallaceIn 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...
2020-08-0429 min
The Rainmaking PodcastTRP 10: Why a Niche Practice Is Still Your Best Bet, Even in Tumultuous Times with Anna RappaportIn 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...
2020-07-2227 min
The Rainmaking PodcastTRP 09: Telling the Greater Story with Antarctic MikeIn 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...
2020-07-1432 min
The Rainmaking PodcastTRP 08: Don't 'Cold' Call; Smart Call to Prospect Successfully, Without Rejection with Art SobczakIn 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 fundamen...
2020-07-0831 minThe Rainmaking PodcastTRP 07: Tools and Technologies to enhance growth with Doug WendtIn 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...
2020-07-0127 min
The Rainmaking PodcastTRP 06: Who's In Your Room? with Ivan MisnerIn 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 yo...
2020-06-2620 min
The Rainmaking PodcastTRP 05: How to crush virtual networking with Mike ReginaIn 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—connec...
2020-06-2428 min
The Rainmaking PodcastTRP 04: Pivoting Your Sales Efforts into a Sales Strategy that Works with Doug WendtIn 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 consid...
2020-06-1629 min
The Rainmaking PodcastTRP 03: Making it Rain during and after the pandemic with Cole SilverIn 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...
2020-06-1523 minThe Rainmaking PodcastTRP 02: Rainmakers: Born or Bred with Pat GilletteIn 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 stro...
2020-06-1229 minThe Rainmaking PodcastTRP 01: The Rainmaking Podcast Introduction with Scott LoveHey 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 cont...
2020-06-1209 min
The Rainmaking PodcastEpisode #39: Hiring Recruiters; Fearless Salary Negotiation for Recruiters / StaffingThe 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
2016-07-0332 min
The Rainmaking PodcastEpisode #38; Candidate Turnaround Phrases; Interview with Susan RoAneIn 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.comwww.recruiterVT.com Learn more about your ad choices. Visit megaphone.fm/adchoices
2016-06-0132 min
The Rainmaking PodcastEpisode # 37 - Death of Recruiting, Higher Searches, Facing Your FearsIn 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.comhttp://www.RecruiterVT.com Learn more about your ad choices. Visit megaphone.fm/adchoices
2016-04-2021 min
The Rainmaking PodcastGreat Recruiter Training Podcast #19What It Takes To Make Successful Sales Calls by the Sales Call Reluctance Coach Connie Kadanski. Connie interviews Scott Love to find out what it takes to make Successful Sales Calls. Scott breaks it down into practical steps for anyone who must proactively prospect in order to succeed in their sales/recruiting role. Learn more about your ad choices. Visit megaphone.fm/adchoices
2012-07-1732 min