Synopsis
If you are an executive recruiter, a staffing professional, or a third-party recruiter or headhunter, then this podcast is for you. It's the only podcast for the industry that is designed to help you make more placements. Turn your commute time into money making time. Subscribe now!www.GreatRecruiterTraining.comwww.RecruiterVT.com
Episodes
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TRP 196: Trust Compression and Edification with Rick Watson
02/05/2024 Duration: 26minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Rick Watson, financial services expert and author of A Firm Worth Building, about trust compression and edification—two powerful concepts that help professionals build relationships and accelerate business development. Rick explains that trust compression is the idea that trust is built not through the length of interactions but through the frequency of meaningful touchpoints. He shares how professionals can restructure their meetings into shorter, more frequent interactions to build stronger client relationships in less time. He also introduces edification, a technique for making powerful referrals that enhance credibility and create stronger business connections. Key topics include how to structure meetings for faster trust-building, the psychology behind frequent and consistent client interactions, and the importance of setting up a referral process that highlights credibility rather than commoditizing professionals. Rick discusses prac
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TRP 195: Common Traits, Actions, and Strategies of Rainmakers with Rudhir Krishtel
25/04/2024 Duration: 23minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Rudhir Krishtel, executive coach and business development strategist, about the common traits, actions, and strategies of top-performing rainmakers. Rudhir shares insights from his extensive experience coaching high-level professionals, helping them scale their books of business from six figures to multi-million-dollar practices. He emphasizes that clarity and consistency are the two defining characteristics that separate elite rainmakers from those who struggle with growth. By clearly defining their goals and taking consistent, focused action, professionals can dramatically transform their success. Key topics include identifying and setting clear business and income goals, developing a strategic roadmap for growth, and avoiding the common pitfall of being too broad in target client selection. Rudhir introduces the AIMS framework—focusing on Annual revenue, Income goals, Matters handled, and Support structure—to help professionals define t
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TRP 194: Generating Business Using Podcasts with Robert Ingalls
18/04/2024 Duration: 29minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Robert Ingalls, former attorney and founder of LawPods, about how professionals can use podcasting as a powerful business development tool. Robert shares his insights on leveraging podcasts to build relationships, establish thought leadership, and attract new clients. He emphasizes that podcasting isn’t just about producing content—it’s about strategically using it to nurture leads, educate referral sources, and expand professional networks. By consistently creating content that speaks directly to client pain points, professionals can establish trust and credibility in a way that written content or traditional marketing cannot. Key topics include the three primary ways professionals use podcasting for business growth—nurturing leads by addressing common client concerns, educating referral sources to build long-term partnerships, and networking through strategic guest interviews. Robert also discusses the importance of consistency in podcas
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TRP 193: Personal Branding in the Age of Artificial Intelligence with Daveed Wagner
11/04/2024 Duration: 24minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Daveed Wagner, personal branding expert, about how professionals can build and manage their personal brand in the age of artificial intelligence. Daveed explains that as AI reshapes industries, professionals need to be intentional and proactive in curating their online presence. He emphasizes that personal branding is no longer optional—it is essential for standing out, building trust, and attracting business opportunities. By crafting a strategic brand narrative and leveraging digital platforms, professionals can ensure their expertise and reputation are accurately represented. Key topics include the three pillars of a strong personal brand—inviting people into your narrative, engaging meaningfully with your audience, and building a loyal community. Daveed also shares insights on conducting a personal brand audit, which evaluates one’s online presence, social media consistency, and SEO performance. He highlights common pitfalls, such as f
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TRP 192: Taking Action on the Plan with Suzette Welling
04/04/2024 Duration: 23minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Suzette Welling, management consultant and expert in professional services firm operations, about how to take action on strategic plans to drive real business results. Suzette shares insights from her experience working with law firms, explaining that many firms invest significant time and money into strategic planning retreats but fail to execute on their plans once they return to their daily operations. She emphasizes that intentionality, accountability, and structured systems are the key factors in ensuring that strategic initiatives don’t get lost in the shuffle of daily business demands. Key topics include how to break long-term plans into manageable quarterly and weekly goals, the importance of assigning clear responsibility for action items, and how to implement the Entrepreneurial Operating System (EOS) to create structured accountability. Suzette also shares strategies for effective team communication, weekly progress tracking, an
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TRP 191: The Sales Boss with Jonathan Porter-Whistman
28/03/2024 Duration: 25minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Jonathan Porter-Whistman, author of The Sales Boss, about what it takes to become a top 1% sales leader. Jonathan shares insights from his book, explaining that being a true “Sales Boss” is about more than managing a team—it’s about building a high-performance culture, taking full ownership of results, and leading with a clear, strategic vision. He emphasizes that top-performing sales leaders recognize that success starts with them, and they take responsibility for every aspect of their team’s performance, from hiring to training to execution. Key topics include Jonathan’s Sales Boss framework, which outlines the essential traits and actions of elite sales leaders, and his four-stage hiring process for identifying and onboarding high-potential sales professionals. He discusses the importance of avoiding micromanagement while staying actively engaged, setting high expectations, and leading by example. Jonathan also shares his “BOSS” acronym
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TRP 190: The Impact of Time with Scott Love
21/03/2024 Duration: 13minIn 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 similar tasks to reduce interruptions, and using two powerful self-assessment questions: “What’s the best use of my time right now?” and “Will this activity take me closer to or further away from my goals?” Scott also highlights how mismanaged time results in double losses, as it takes additional effort to regain lost focus and productivity. He provides prac
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TRP 189: Understanding How Clients and Prospects Think with Rob Mosley
14/03/2024 Duration: 27minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Mosley, Managing Partner and Senior Director of Training and Development at Next Level Exchange, about understanding how clients and prospects think. Rob, a seasoned executive search trainer, shares insights on how professionals can shift from a self-centered sales mindset to a client-centric approach, ensuring they truly understand what drives their prospects’ decisions. He explains that most salespeople focus only on their objectives, missing the deeper motivations and needs of their clients, which results in lost opportunities and weaker relationships. Key topics include the eight stages of decision-making that every client goes through, the importance of pre-call preparation to gather insights on a prospect’s business, and how to structure conversations around a client’s goals and challenges rather than leading with a sales pitch. Rob also introduces the "Compelling Connect" strategy, which emphasizes the need to start conversation
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TRP 188: Executive Presence with Rich Bracken
07/03/2024 Duration: 25minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Rich Bracken, professional speaker and consultant, about executive presence and how it impacts trust, influence, and leadership in business development. Rich, who has extensive experience working with law firms and corporate professionals, defines executive presence as a combination of self-confidence, communication skills, and personal branding. He explains that true executive presence is about how professionals present themselves, engage with clients, and communicate persuasively in high-stakes situations. Key topics include how to develop self-confidence in meetings, especially when speaking up in rooms with senior colleagues, and how to tailor communication styles based on the audience. Rich introduces the "Conversational Chameleon" strategy, which teaches professionals how to adjust messaging for different stakeholders—whether they are CEOs, CFOs, or marketing leaders—to maximize engagement. He also shares techniques for commanding at
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TRP 187: The Value Sale with Ian Campbell
29/02/2024 Duration: 26minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Ian Campbell, author of The Value Sale, about how professionals can integrate value-based selling into every stage of the sales funnel. Ian explains that many sales professionals make the mistake of presenting value only at the end of the sales process when building a business case, which often leads to stalled deals. Instead, he advocates for a dual-sided sales funnel, where value is introduced early, reinforced with examples, and solidified by a clear ROI before the close. By taking this approach, professionals can create more compelling sales conversations and improve their ability to close deals. Key topics include the three-stage value messaging framework—starting with general value discussion, progressing to case studies that demonstrate tangible results, and finally tailoring value to the specific prospect’s needs. Ian also discusses how to identify the one or two core benefits that truly drive a deal, avoiding the common pitfall of
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TRP 186: Leading Small Teams with David Burkus
22/02/2024 Duration: 26minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. David Burkus, organizational psychologist and author of Best Team Ever, about the fundamentals of leading small teams effectively. Dr. Burkus explains that while leadership in large organizations is often about managing systems and processes, leading a small team requires a deeper focus on culture, communication, and accountability. He highlights that leaders of small teams have a unique advantage: they can directly influence the team’s culture and engagement, shaping an environment of trust, collaboration, and high performance. Key topics include the importance of setting clear expectations and milestones, fostering healthy conflict as a tool for innovation, and the power of team-wide meetings for accountability and alignment. Dr. Burkus shares his three-question team huddle framework—asking team members what they’ve completed, what they’re focused on next, and what’s blocking their progress—to create a structured, transparent approac
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TRP 185: Deciphering the Significance of Strategy with Eric Morgan
15/02/2024 Duration: 27minIn 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 identify and own a market space, the dangers of competing solely on price, and the role of branding in professional services. Eric shares insights on how businesses can evaluate their current position in the marketplace, analyze competitor strategies, and carve out a distinctive identity that resonates with clients. He also discusses measur
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TRP 184: Driving Brand Reputation with Authenticity with Waldo Waldman
08/02/2024 Duration: 27minIn 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 success. Key topics include the concept of being a wingman, where professionals cultivate trust and reliability by consistently supporting colleagues and clients. Waldo discusses how to stay top-of-mind in business by nurturing relationships over time, being proactive in helping others, and creating a reputation for quality and excellence. He also emphasizes the imp
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TRP 183: Three Secrets to Profitable Delegation for Rainmakers with Dan Warburton
01/02/2024 Duration: 26minIn 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, making clear requests that specify what needs to be done, within what timeframe, and with mutual agreement, and holding team members accountable by tracking commitments and providing support when needed. Dan shares real-world examples of firms that transformed their profitability and work-life balance by following these principl
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TRP 182: Human-Centered Design to Attract and Retain More Clients with Katherine Porter
25/01/2024 Duration: 28minIn 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 mapping, where firms outline every touchpoint in a client's experience, from onboarding to service delivery, to identify areas for improvement. Katherine discusses the importance of empathy in business development, sharing how professionals can conduct client interviews and gather feedback to refine their proc
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TRP 181: Prepare for Impact with Ryan Estis
18/01/2024 Duration: 27minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Ryan Estis, keynote speaker and author of Prepare for Impact, about the evolving nature of leadership and business development in a rapidly changing world. Ryan shares insights from his extensive experience working with Fortune 1000 companies, emphasizing that leadership today requires a human-centered approach. He explains that the traditional top-down management style is outdated, and organizations that prioritize adaptability, emotional intelligence, and psychological safety will be the ones that thrive. His book explores how leaders can prepare for continuous disruption while still driving performance and growth. Key topics include the concept of human-centered leadership—a shift from hierarchical performance management to a more relational and purpose-driven leadership model. Ryan outlines key leadership traits such as adaptability, vulnerability, and vision, explaining how they contribute to long-term success. He shares research-back
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TRP 180: Selling with Simplicity with Bob Marsh
11/01/2024 Duration: 28minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Marsh, keynote speaker, sales expert, and former CEO of two category-creating companies, about the power of selling with simplicity. Bob shares lessons from his extensive sales leadership career, during which he raised millions in venture capital and sold two companies. He explains that in today’s fast-paced, information-saturated world, buyers are more distracted than ever, making it essential for professionals to communicate with clarity, confidence, and simplicity. By eliminating unnecessary complexity in sales conversations, professionals can stand out, help buyers make faster decisions, and win more business. Key topics include Bob’s four core components of selling with simplicity. First, Noise-Canceling Confidence, which focuses on eliminating self-doubt and projecting confidence that reassures buyers. Second, Make the Putt, emphasizing the need to focus on what truly matters to buyers rather than getting distracted by superficia
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TRP 179: Relatable: How to Connect with Anyone, Anywhere (Even If It Scares You) Rachel Dealto
04/01/2024 Duration: 25minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Rachel DiAlto, professional speaker and author of Relatable, about how professionals can build authentic connections to strengthen business relationships and improve client engagement. Rachel shares insights from her research on relatability, explaining that human connection is the foundation of trust, loyalty, and long-term success in professional services. She emphasizes that being relatable isn’t about being liked by everyone—it’s about showing up as your most authentic self and fostering meaningful interactions that resonate with clients and colleagues. Key topics include the Connect, Communicate, Inspire framework, which helps professionals establish real relationships through authenticity, effective communication, and the ability to inspire trust. Rachel discusses strategies such as curious listening, which goes beyond active listening by showing genuine interest in the other person’s perspective. She also highlights the role of self
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TRP 178: “Better Decisions Faster” with Paul Epstein
21/12/2023 Duration: 28minIn this episode of The Rainmaking Podcast, host Scott Love speaks with Paul Epstein, former NFL and NBA executive, keynote speaker, and author of Better Decisions Faster. Paul shares insights from his book, which offers a practical framework for making high-quality decisions quickly—an essential skill for professionals at critical inflection points. Drawing from his extensive leadership experience in the sports industry, Paul introduces the Head, Heart, Hands Equation, a simple yet powerful tool that helps professionals overcome decision paralysis, fatigue, and overwhelm. He explains that by aligning mindset (head), authenticity (heart), and action (hands), individuals can confidently navigate pivotal decisions without falling into the trap of indecision. Key topics include how the Head, Heart, Hands Equation works—where green lights indicate full alignment and go-ahead decisions, red lights signal a stop, and yellow lights require assessing gaps between head and heart alignment. Paul also discusses the dange
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TRP 177: Building Resilience Muscles with Scott Love
14/12/2023 Duration: 18minIn 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 performance and maintain motivation, even after disappointing outcomes. Key topics include setting ultimate career and income goals, visualizing future success through sensory-rich scenarios, and using positive mantras to foster a peak performance mindset. Scott explains how professionals can "pre-play" future successes and "r