In 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 inc...
Jun 26, 2025•24 min
In 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, impr...
Jun 24, 2025•39 min
In 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 advoc...
Jun 19, 2025•28 min
In 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...
Jun 12, 2025•24 min
In 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...
Jun 05, 2025•28 min
In 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...
May 29, 2025•28 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Matt Dixon—bestselling author of The Challenger Sale and The Jolt Effect—about his latest research and book, The Activator Advantage: What Today’s Rainmakers Do Differently. Based on data from the Rainmaker Genome Project, Matt introduces five rainmaker profiles, highlighting the “Activator” as the most effective. Activators stand out by committing consistently to business development, building broad and deep networks, and pr...
May 22, 2025•31 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with returning guest Steve Fretzin—legal business development coach, author, and host of Be That Lawyer—about the core lessons shared in his new book, Be That Lawyer. Steve explains why the book begins with mindfulness and time mastery, stressing that business development success starts with managing stress, mindset, and structure. Drawing from years of coaching lawyers, Steve outlines how burnout, disorganization, and lack of cla...
May 15, 2025•26 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Barbara Koenen-Geerdink, former CMO of the largest law firm in the Middle East and co-founder of Boost, about the mindset and vision necessary to become a successful rainmaker. Barbara emphasizes that building a book of business is a long-term journey, best started early in one’s career with a clear, tangible vision of success. She explains how to create a detailed roadmap based on visualization, goal-setting, and structured ...
May 08, 2025•22 min
In 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 ...
May 01, 2025•14 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Lee Heyward, brand strategist and founder of The Prosperous Image, about how law firm leaders can align their external image with their internal values to attract the right clients and create stronger teams. Lee outlines her “Image Mastery System,” which includes five core elements: personal brand, online persona, team alignment, physical environment, and client experience. She explains that every detail—from how a founder dr...
Apr 24, 2025•23 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Wiesner—author of Winning is Better and partner at The Artemis Partnership—about how professionals can use strategic business development positioning to win more consistently. Known as “The Pitch Doctor,” Bob breaks down his five-part framework for effective positioning: defining the client’s problem, offering unique insight, presenting a tailored solution, providing measurable results, and articulating the broader impact...
Apr 17, 2025•26 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Dave Sanderson—speaker, author, and survivor of the “Miracle on the Hudson”—about how professionals can create powerful business relationships through what he calls the “real AI”: authentic interactions. Drawing from his experience in sales and crisis leadership, Dave introduces his five-step “Access to Influence” model: Access, Connection, Relationship, Influence, and Affinity. He shares how building meaningful, trust-based ...
Apr 10, 2025•27 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Jessica Rhodes, founder of Interview Connections, about how professionals can leverage podcast guest appearances to boost visibility, build credibility, and attract more clients. Jessica explains why guesting on podcasts is one of the most scalable, evergreen ways for professionals to share their expertise and develop trust with prospective clients. Unlike one-time events or short-form posts, podcast interviews allow audience...
Apr 03, 2025•26 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Chuck Curtis, legal industry consultant and former director of lateral partner hiring at Pillsbury, about navigating the complexities of law firm partner compensation. With decades of experience at firms like Latham & Watkins and PricewaterhouseCoopers, Chuck shares practical insights into how law firms determine partner pay and how legal recruiters can facilitate more successful negotiations. Chuck emphasizes the importa...
Mar 27, 2025•23 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, business development strategist and legal industry expert, about how lawyers and professionals can create a sustainable rainmaking strategy. Anna emphasizes that business development isn’t about quick wins—it’s about building long-term habits that generate consistent client opportunities. She explains that many professionals struggle with rainmaking because they approach it as a task rather than an ongoing pra...
Mar 20, 2025•28 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Hy Pomerance, Chief Talent Officer at Vinson & Elkins, about developing rainmakers within law firms and professional organizations. Hy, a psychologist by training, shares insights on how firms can foster a rainmaking culture from the earliest stages of a lawyer’s career—starting as early as the summer associate level. He explains that business development isn’t just about technical expertise but about building habits of n...
Mar 13, 2025•25 min
In this episode of The Rainmaking Podcast, host Scott Love speaks with Terry Isner, founder of Jaffe PR, about how professionals can stand out in high-stakes pitch meetings and beauty contests. Terry shares insights on why traditional sales pitches fail and explains that buyers already know a firm’s expertise before the meeting. Instead of focusing on credentials, firms should prioritize building connections, demonstrating authenticity, and showing why they’re the best fit for a long-term partne...
Mar 06, 2025•24 min•Season 2Ep. 236
In this episode of The Rainmaking Podcast, host Scott Love speaks with Amy Malo, professional certified coach, about navigating career transitions with clarity, courage, and confidence. Amy, who has extensive experience in both internal and third-party legal recruiting, shares insights on how professionals can take control of their careers rather than simply following opportunities that come their way. She explains that career inflection points—moments when professionals feel misaligned with the...
Feb 27, 2025•23 min•Season 2Ep. 235
This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Charlene Gisele, professional coach and burnout prevention expert, about how high-performing professionals—especially in the legal indus...
Feb 20, 2025•24 min•Season 2Ep. 234
This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Janet Falk, founder of Falk Communications, about how professionals can maximize their time and networking opportunities at conferences....
Feb 13, 2025•30 min•Season 2Ep. 233
This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with David Ackert, business development expert and author of The Short List, about how professionals can focus on high-value relationships to...
Feb 06, 2025•29 min•Season 2Ep. 232
This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark C. Fava, a seasoned aviation lawyer, retired Navy captain, and author of Lessons from the Admiral, about how to build a thriving le...
Jan 30, 2025•23 min•Season 2Ep. 231
This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Frino and Katie Desiderio, co-authors of The Beekeeper: Pollinating Your Organization for Transformative Growth, about how leade...
Jan 23, 2025•26 min•Season 2Ep. 230
This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love welcomes Bob Silvy, a consultant and trainer specializing in professional services organizations, to discuss Getting Results from Training. Bob emph...
Jan 16, 2025•22 min•Season 2Ep. 229
This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love sits down with Stephanie Grober, Marketing and Public Relations Director at Horowitz Agency, to discuss the power of content marketing and thought l...
Jan 09, 2025•23 min•Season 2Ep. 228
Scott 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...
Dec 19, 2024•11 min•Season 2Ep. 227
This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Kyle Smith, an expert in leadership and business growth, about how professionals can develop a winning mindset and take control of their...
Dec 12, 2024•23 min•Season 2Ep. 226
In this episode of The Rainmaking Podcast, host Scott Love speaks with Dena Lefkowitz, executive coach and author of Winning in Your Own Court, about how professionals can develop confidence and overcome self-doubt in business development. Dena explains that many high-achieving professionals struggle with imposter syndrome and hesitation when it comes to networking, pitching, and asking for business. She emphasizes that confidence is a skill that can be developed through mindset shifts, intentio...
Dec 05, 2024•26 min•Season 2Ep. 225
In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Mellor, business consultant and sales strategist, about how professionals can build authentic connections to drive long-term business success. Mike explains that building genuine relationships, rather than focusing on transactional sales, is the key to sustainable client development. He emphasizes that trust, empathy, and strategic follow-up are essential for keeping prospects engaged and converting them into long-term c...
Nov 21, 2024•22 min•Season 2Ep. 224
