Staffing & Recruiter Training Podcast

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 personal and professional goals for sustainable success. Key topics include the three essential components of a business plan—firm-related objectives, personal development, and business development strategies. Stewart discusses how professionals can break down their goals into actionable steps, the importance of tracking progress regularly, and how to create a plan that is both structured and flexible. He also shares insights on avoiding common pitfalls, such as setting unrealistic goals or overcomplicating the process,

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 setting measurable annual goals across six key areas—business, personal finances, family, physical health, recreation, and mental well-being—along with strategies for tracking progress and staying accountable. Scott emphasizes the power of documenting key performance indicators, recognizing daily achievements, and learning from past mistakes to improve future performance. He also shares insights on personal development, the importance of intentional networking, and how professionals can build habits that lead to long-ter

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-pressure demands of their careers. Key topics include the role of resilience in preventing burnout, how law firms and professional organizations can support well-being, and the financial costs of attrition when mental health is ignored. Renee also discusses how leaders can create a culture of openness, implement policies that promote mental wellness, and provide tangible support for their teams. She shares actionable strategies for individuals and firms to improve resilience, foster engagement, and retain top talent. This

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 navigate the decision-making process with clarity and confidence. Key topics include the importance of structuring discovery calls with a clear roadmap, asking insightful questions to uncover client needs, and using visual tools to simplify complex sales processes. Don also discusses how to avoid common pitfalls such as overwhelming prospects with too much information, assuming they understand industry jargon, and failing to control the flow of the conversation. He shares actionable strategies for using storytelling, creatin

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-executed plan can make client acquisition more consistent and strategic. Key topics include leveraging Google reviews, maintaining an active social media presence, and crafting a website that clearly communicates the value provided to clients. Margaret also discusses the importance of tracking and nurturing key relationships, staying in touch with referral sources, and setting aside time each week for business development activities. She shares practical strategies for making small, manageable improvements that lead to

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 expertise, builds credibility, and positions the speaker as the ideal partner for potential clients. Key topics include how to structure a presentation with a clear outcome in mind, the importance of storytelling in making legal and technical topics compelling, and strategies for tailoring content to different audiences, from general counsel to industry-specific conferences. Val also shares actionable steps such as developing a "story bank" to collect and refine relevant anecdotes, using audience research to shape messaging,

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 topics include understanding partnership and employment agreements, recognizing clawback provisions and financial implications, and navigating ethical rules regarding client communication. Tina also discusses the fiduciary responsibilities attorneys have to their current firms, common mistakes that can lead to legal disputes, and the proper procedures for notifying clients and colleagues. She highlights the importance of working with recruiters and ethics counsel to avoid missteps that could impact a lawyer’s career and rep

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 immediate sales. Key topics include the importance of targeting the right audience, using high-quality data to ensure emails reach the correct recipients, and crafting messages with an "assumptive tone" to spark engagement. Nick also discusses the dangers of “proposing on the first date” in sales outreach and how professionals can instead build relationships through valuable content, insightful questions, and personalized messaging. He highlights the role of AI in optimizing outreach strategies and provides actionable steps

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 that professionals don’t have to tolerate difficult clients and can proactively shape their client base through intentional marketing and positioning. Key topics include how to determine what makes a client "better" based on financial viability, compatibility, and service alignment, shifting marketing messaging to attract ideal clients, and overcoming money mindset challenges that prevent professionals from charging what they’re worth. Davina also discusses leveraging automation, refining business processes, and build

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, differentiate professionals from competitors, and attract more ideal clients. Key topics include the importance of thinking like your best clients, redefining referrals as a process rather than a one-time event, and creating alignment between business development messaging and client expectations. Bruce also discusses how law firms and professional service providers can improve their approach by engaging in deeper conversations with clients, identifying their real needs, and positioning themselves as trusted advisors

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 themselves as thought leaders in their industry. Key topics include defining a clear LinkedIn strategy, optimizing your profile for business development, and focusing on referral sources rather than direct client outreach. Alay highlights the importance of building an audience, engaging with targeted content, and maintaining consistent activity to stay top of mind with potential clients and referral partners. He also shares actionable steps such as segmenting connections, leveraging influencer relationships, and creatin

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, long-term approach. Key topics include why not all partners are naturally skilled at business development and how firms can provide the right training and support, the importance of role models in shaping a firm’s rainmaking culture, and how firms often jump into marketing tactics without a clear plan. Deborah also discusses the power of strategic networking, the role of business development training in law firm retreats, and how professionals can build and sustain valuable client relationships. This episode provides a

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 fostering an environment where everyone can grow both personally and professionally. Key topics include defining workplace culture as an environment that stimulates growth, fostering collaboration between leadership and employees, and modeling behaviors that encourage contribution and engagement. Frank shares practical strategies for leaders to build trust, integrate new employees effectively, and retain top talent by focusing on development and mentorship. He also introduces the concept of “living fresh,” where organizatio

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-person networking events by partnering with complementary professional service providers, creating structured virtual networking opportunities, and maintaining an active LinkedIn presence with relevant content. Jim also discusses the importance of consistently staying in front of prospects through newsletters, industry events, and personalized outreach. He highlights how business owners are often underserved by their current service providers, creating a prime opportunity for professionals to step in and build trust.

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 anticipate objections before they arise. Key topics include the importance of pre-planning conversations rather than improvising, recognizing and addressing known objections early, and focusing on three critical conversations: one personal, one leadership-related, and one revenue-generating. Phil introduces techniques to help professionals refine their communication, structure conversations to avoid resistance, and build trust through strategic questioning. He also discusses how organizations can integrate these skill

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 approach to client retention and expansion. Key topics include understanding a client’s business goals, aligning services with their strategic needs, and expanding relationships within an organization by identifying key decision-makers. Silvia also discusses the biggest challenges firms face when implementing strategic account management, such as internal resistance, lack of planning, and misalignment between client expectations and firm capabilities. She provides actionable steps for firms to build successful account managem

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 opportunities. Key topics include the importance of defining your ideal contacts, leveraging existing relationships to gain introductions, and maximizing in-person and virtual networking opportunities. Rob discusses how to approach networking events with a strategy, the role of LinkedIn in making meaningful connections, and why following up effectively is crucial for long-term success. He also shares insights on refining your network by eliminating non-productive connections and focusing on high-value relationships. This episode

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 greater success. Key topics include understanding how emotional intelligence impacts leadership, the science behind energy exchange in relationships, and the role of mirror neurons in building trust and influence. Phil discusses how professionals unconsciously give away their energy and how they can reclaim it to become more effective leaders. He also covers practical strategies for overcoming resistance to change, shifting from ego-driven interactions to authentic leadership, and fostering a high-trust, high-engagement c

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 satisfaction. Key topics include the three core elements of defining an ideal client—geography, demographics, and psychographics—and how professionals can use this framework to refine their outreach. John discusses how identifying a client "avatar" helps create more focused networking opportunities and strategic business decisions. He also shares insights on overcoming the scarcity mindset, setting boundaries to work only with ideal clients, and structuring client engagement for long-term success. Whether you're a lawyer, consu

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 structure of an effective pitch: identifying the client’s problem, introducing the solution, backing it up with data and social proof, and presenting a bold vision for the future. Donna also highlights common mistakes, such as leading with credentials instead of the client's pain points, and provides strategies for structuring presentations that keep audiences engaged. She shares tips on creating a simple, compelling message that resonates with decision-makers and turns prospects into clients. Whether you’re in sales,