In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Howard Dover, author of The Sales Innovation Paradox, about why technological advancements in sales have paradoxically led to decreased performance. Dr. Dover explores how the explosion of sales technologies, designed to improve efficiency, has instead resulted in overcrowded outreach strategies, diminishing returns, and frustrated buyers. He explains that while technology has enabled sales professionals to scale outreach...
Aug 31, 2023•32 min•Season 2Ep. 163
In this episode of The Rainmaking Podcast, host Scott Love speaks with Brian Will, sales expert and author of No: The Psychology of Sales and Negotiation, about how professionals can master the art of sales by understanding human psychology. Brian shares insights from his decades of experience training sales teams, emphasizing that success in sales is not just about presenting a product or service but about anticipating and overcoming objections before they arise. He explains how professionals c...
Aug 24, 2023•25 min•Season 2Ep. 162
In this episode of The Rainmaking Podcast, host Scott Love speaks with Darren Wurz, financial planner and author of The Lawyer Millionaire, about how rainmakers can improve cash flow management to build long-term financial stability. Darren explains that many high-income professionals struggle with inconsistent cash flow, lifestyle creep, and a lack of clear financial planning. He shares strategies for structuring finances in a way that ensures sustainability, security, and future wealth accumul...
Aug 17, 2023•26 min•Season 2Ep. 161
In this episode of The Rainmaking Podcast, host Scott Love speaks with Dom Bertoncini, professional hypnotist and mindset coach, about overcoming limiting beliefs to unlock financial and professional success. Dom shares his journey from selling insurance to becoming a sought-after hypnotist working with elite athletes, demonstrating how shifting mental barriers can lead to significant breakthroughs. He explains that high-performing professionals often struggle with self-imposed limitations, and ...
Aug 10, 2023•37 min•Season 2Ep. 160
In this episode of The Rainmaking Podcast, host Scott Love speaks with Kim Rennick, Director of Client Relations at Covington & Burling, about the importance of playing the long game in business development. Kim shares insights from her extensive experience in sales, marketing, and business development at top global law firms and explains why relationships are at the heart of every successful business interaction. She emphasizes that trust and authenticity take time to develop, and professio...
Aug 03, 2023•26 min•Season 2Ep. 159
In this episode of The Rainmaking Podcast, host Scott Love speaks with Sean Doyle, B2B sales and marketing strategist and author of Shift: 19 Practical Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task, about strengthening new client relationships. Sean shares insights on how professionals can improve client retention by understanding behavioral decision-making patterns and addressing common pitfalls in business development. He explains that professionals...
Jul 27, 2023•30 min•Season 2Ep. 158
In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, business development coach and former attorney, about how leaders of business development teams can maximize performance. Anna introduces the Six Working Geniuses, a tool developed by Patrick Lencioni, which helps professionals identify their strengths and align their work with what gives them energy. She explains how understanding these six "geniuses" can improve collaboration, streamline business development...
Jul 20, 2023•25 min•Season 2Ep. 157
In this episode of The Rainmaking Podcast, host Scott Love speaks with Stewart Hirsch, business development coach and former attorney, about the importance of creating an effective business plan for professionals. Stewart explains that a well-structured business plan is more than just setting goals—it’s a roadmap that outlines specific actions, fosters accountability, and ensures steady progress toward professional growth. He emphasizes that business development should be intentional, aligning p...
Jul 13, 2023•23 min•Season 2Ep. 156
In 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 se...
Jul 06, 2023•17 min•Season 2Ep. 155
In this episode of The Rainmaking Podcast, host Scott Love speaks with Renee Branson, certified resilience coach and mental health expert, about the economic impact of mental health on rainmakers. Renee explains that mental well-being is directly linked to professional performance, client relationships, and business development success. She emphasizes that while discussions around mental health have become more normalized, many professionals still struggle with burnout, stress, and the high-pres...
Jun 29, 2023•24 min•Season 2Ep. 154
In this episode of The Rainmaking Podcast, host Scott Love speaks with Don Kelly, sales expert and founder of The Sales Evangelist, about mastering discovery calls to improve client conversations and close more deals. Don shares his insights on why discovery calls should be treated as a mutual research process rather than just a sales qualification tool. He explains that prospects often don’t fully understand how to buy, and the best sales professionals act as trusted guides, helping them naviga...
Jun 22, 2023•25 min•Season 2Ep. 153
In this episode of The Rainmaking Podcast, host Scott Love speaks with Margaret Burke, founder of MB Law, about the importance of having a structured business development plan for long-term success. Margaret, who has decades of experience consulting with law firms, shares insights on how attorneys and professionals can create a simple yet effective plan to grow their business. She explains that many professionals neglect business development due to time constraints or perfectionism, but a well-e...
Jun 15, 2023•27 min•Season 2Ep. 152
In this episode of The Rainmaking Podcast, host Scott Love speaks with Val Madamba, regulatory lawyer turned presentation coach, about how professionals can craft engaging and effective business development presentations. Val shares insights from her experience as a former FDA, Big Law, and in-house lawyer, explaining how professionals can use presentations not just to inform, but to connect with and persuade their audience. She emphasizes that a well-structured presentation demonstrates experti...
Jun 08, 2023•22 min•Season 2Ep. 151
In this episode of The Rainmaking Podcast, host Scott Love speaks with Tina Solis, partner at Nixon Peabody, about the legal and ethical considerations attorneys must navigate when making a lateral move. Tina specializes in trade secrets, unfair competition, and professional responsibility issues, particularly when lawyers transition from one firm to another. She shares critical insights into the risks, contractual obligations, and best practices for making a smooth and compliant move. Key topic...
Jun 01, 2023•24 min•Season 2Ep. 150
In this episode of The Rainmaking Podcast, host Scott Love speaks with Nick Hill, digital marketing expert and founder of MyConversation, about how professionals can turn cold emails into profitable business opportunities. Nick shares his insights on why cold outreach isn’t inherently annoying—it only feels that way when it’s done poorly. He explains that the key to successful cold emails is relevance, personalization, and strategic follow-ups that start conversations rather than push for immedi...
May 25, 2023•25 min•Season 2Ep. 149
In this episode of The Rainmaking Podcast, host Scott Love speaks with Davina Frederick, business coach and founder of Wealthy Woman Lawyer, about how professionals can attract better clients by refining their marketing message and defining their ideal client profile. Davina shares insights on how law firm owners, particularly women, can scale their businesses by identifying the clients they truly want to work with—those who pay well, respect their time, and align with their values. She explains...
May 18, 2023•30 min•Season 2Ep. 148
In this episode of The Rainmaking Podcast, host Scott Love speaks with Bruce LaFetra, business development strategist and "The Client Whisperer," about why the traditional business development process is broken and how rainmakers can fix it. Bruce explains that professionals often focus too much on selling their expertise rather than understanding how their services improve a client’s business. He shares how shifting the focus from “what we do” to “how we help” can simplify business development,...
May 11, 2023•26 min•Season 2Ep. 147
In this episode of The Rainmaking Podcast, host Scott Love speaks with Alay Yajnik, business development coach and founder of LinkedIn for Lawyers, about how professionals can leverage LinkedIn to grow their book of business. Alay explains that many attorneys and service professionals overlook LinkedIn as a business development tool, often seeing it only as a job search platform. He shares how professionals can use LinkedIn strategically to build relationships, generate referrals, and position t...
May 05, 2023•21 min•Season 2Ep. 146
In this episode of The Rainmaking Podcast, host Scott Love speaks with Deborah Farone, legal marketing expert and author of Best Practices in Law Firm Business Development and Marketing, about how law firms can refine their marketing and business development strategies to stay competitive. Deborah shares insights from her extensive experience as a former CMO and consultant, highlighting the common pitfalls firms face when trying to generate new business and the importance of having a strategic, ...
Apr 27, 2023•24 min•Season 2Ep. 145
In this episode of The Rainmaking Podcast, host Scott Love speaks with Frank Kitchen, professional speaker and workplace culture expert, about how organizations can create a work environment that stimulates productivity and profits. Frank, known as the “Mindset Master Chef,” shares his insights on crafting a workplace culture where employees feel valued, engaged, and motivated to contribute at their highest levels. He emphasizes that culture is not just about leadership decisions but about foste...
Apr 20, 2023•27 min•Season 2Ep. 144
In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Ries, Director of Business Development at Offit Kurman, about proven strategies for attracting new clients. Jim shares his approach to business development, emphasizing the importance of proactive networking, consistent touchpoints, and positioning oneself as a valuable resource. He explains that building meaningful relationships—not just selling—is the key to long-term client acquisition. Key topics include leveraging in...
Apr 13, 2023•21 min•Season 2Ep. 143
In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Jones, internationally acclaimed author and sales expert, about the power of using the right words to influence and persuade in business conversations. Phil, author of Exactly What to Say, shares how professionals can craft effective messaging that drives results by being intentional with their language. He explains that the difference between good and great salespeople often comes down to word choices and the ability to...
Apr 06, 2023•22 min•Season 2Ep. 142
In this episode of The Rainmaking Podcast, host Scott Love speaks with Silvia Coulter, co-founding principal of LawVision, about strategic account management and how law firms and professional service providers can strengthen client relationships to drive long-term revenue growth. Silvia explains that firms often overlook the importance of proactively managing key client accounts, instead relying on passive relationship-building. She shares proven strategies for implementing a structured approac...
Mar 30, 2023•27 min•Season 2Ep. 141
In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Thomas, networking expert and author of Who Do You Need to Meet?, about how professionals can strategically build relationships that drive business growth. Rob shares his proven system for identifying and connecting with the right people, emphasizing that networking should be intentional, not accidental. He explains how professionals can refine their approach to make valuable connections that lead to long-term opportuniti...
Mar 23, 2023•26 min•Season 2Ep. 140
In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Johnson, executive coach and author of The Servant Warrior Leader, about the power of emotional intelligence in leadership and business development. Phil explains that emotional intelligence is not just about managing emotions but about overcoming fear and resistance to change. He shares how professionals can develop self-awareness, build trust, and inspire discretionary effort from their teams and clients to achieve gre...
Mar 16, 2023•22 min•Season 2Ep. 139
In this episode of The Rainmaking Podcast, host Scott Love speaks with John Kormanik, former trial attorney and professional coach, about how legal professionals and service providers can identify their ideal clients. John explains that without a clearly defined target audience, professionals risk diluting their marketing efforts and attracting the wrong clients. He emphasizes that knowing exactly who you want to serve allows for more intentional business development and greater career satisfact...
Mar 09, 2023•23 min•Season 2Ep. 138
In this episode of The Rainmaking Podcast, host Scott Love speaks with Donna Griffit, global pitch and messaging expert, about how professionals can craft compelling pitch decks that win clients and investors. Donna, author of Sticking to My Story, explains that a great pitch isn’t just about data—it’s about storytelling. She shares how professionals can structure their pitch to engage their audience emotionally, making their message more persuasive and memorable. Key topics include the four-act...
Mar 02, 2023•26 min•Season 2Ep. 137
In this episode of The Rainmaking Podcast, host Scott Love speaks with Gary Brown, founder of Hatcher Advisory, about how he successfully scaled his accounting firm from two people to over 30 employees. Gary shares his insights on what it takes to grow a professional services firm, emphasizing the importance of investing in leadership development, building a strong culture, and focusing on high-quality client acquisition. He explains that while revenue growth is important, long-term success come...
Feb 23, 2023•21 min•Season 2Ep. 136
In this episode of The Rainmaking Podcast, host Scott Love speaks with Michele Correnti, branding expert and founder of Correnti Marketing, about how professionals can increase the number of high-quality inbound referrals. Michele explains that many professionals struggle with referrals because they fail to clearly communicate their brand and ideal client. She emphasizes that effective branding starts with identifying what makes you unique and ensuring that messaging is consistent across all pla...
Feb 16, 2023•21 min•Season 2Ep. 135
In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, legal business development coach and author of Sales-Free Selling, about how professionals can attract and convert clients without feeling like a salesperson. Steve explains that many lawyers and professionals resist business development because they associate it with aggressive sales tactics. Instead, he presents a structured, relationship-driven approach that focuses on asking the right questions, building tr...
Feb 09, 2023•29 min•Season 2Ep. 134
