Staffing & Recruiter Training Podcast

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 comes from developing people and creating an environment where employees feel engaged and motivated. Key topics include how to implement structured leadership training for both senior and junior team members, why company culture should prioritize joy and engagement, and the impact of selecting the right clients to maintain profitability and workplace satisfaction. Gary also shares lessons learned from rapid growth, including the importance of balancing expansion with financial stability and adapting to unexpected challenge

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 platforms, from networking conversations to online presence. Key topics include defining an ideal client profile to attract the right referrals, aligning personal branding with business goals, and leveraging social media for greater visibility. Michele also discusses the stages of brand recognition—from awareness to preference and loyalty—and how professionals can build a strong reputation that naturally generates referrals. She shares practical tips on refining messaging, ensuring consistency across LinkedIn and websites

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 trust, and allowing clients to convince themselves that they need your services. Key topics include the importance of qualifying prospects before investing time in proposals, the four key qualifiers (compelling reasons to change, commitment to action, decision-maker identification, and financial readiness), and strategies for running productive client meetings. Steve also discusses how to take control of conversations by setting clear agendas, developing rapport, and leading with curiosity rather than selling. Whether yo

In this episode of The Rainmaking Podcast, host Scott Love speaks with Simon Severino, CEO of Strategy Sprints and author of Strategy Sprints: 12 Ways to Accelerate Growth for an Agile Business, about how professional service firms can double their revenue in just 90 days. Simon shares his proven framework for streamlining operations, improving client acquisition, and optimizing internal processes to create sustainable, exponential growth. He explains that by simplifying business structures and focusing on key revenue-generating activities, firms can achieve faster results with less stress. Key topics include the seven essential stages of business growth—awareness, interest, engagement, closing, onboarding, delivering, and retaining—and how firms can optimize each stage for efficiency. Simon also introduces the concept of the referral engine, a system that helps firms generate new business by securing client referrals at strategically timed intervals. He highlights the importance of tracking key performance m

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Kaye, CEO of Kaye/Bassman International and co-managing director of Sanford Rose Associates, about developing teams of rainmakers. With decades of experience in executive search and leadership development, Jeff shares insights on how firms can cultivate top producers by shifting from an individual contributor mindset to a leadership mindset. He explains that being a great rainmaker doesn’t automatically translate into being a great leader and that managing and inspiring a team requires a different skill set. Key topics include the importance of viewing team members as internal clients, building a culture of accountability and development, and balancing leadership with business development. Jeff highlights the power of situational leadership, treating people based on their individual motivations, and using humility to foster engagement and trust. He also shares practical strategies for identifying and coaching emerging rainmakers, avoi

In this episode of The Rainmaking Podcast, host Scott Love speaks with Joel Lalgee, social media strategist and Business Development Director at HireWell, about how professionals can leverage social media to build their brand and attract business opportunities. With over 173,000 LinkedIn followers, Joel shares his insights on creating engaging content, building relationships, and using digital platforms effectively to stand out in a crowded marketplace. Key topics include choosing the right social media platform based on your audience, the power of authenticity and vulnerability in content, and how to engage through comments before posting original content. Joel also discusses the importance of consistency, overcoming the fear of putting yourself out there, and using humor and storytelling to create memorable interactions. He shares actionable strategies for LinkedIn and TikTok, explaining how professionals can turn social media engagement into meaningful business conversations. This episode is packed with pr

In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cherches, leadership expert, TEDx speaker, and author of Visual Leadership: Leveraging the Power of Visual Thinking in Leadership and Life, about how professionals can use visual thinking to communicate more effectively. Todd explains that people remember visuals far better than words alone, and by leveraging imagery, metaphors, and storytelling, professionals can enhance their influence, engagement, and clarity in sales and leadership. Key topics include using visuals to capture attention and improve retention, the power of storytelling to make complex ideas memorable, and practical strategies such as mind maps, flowcharts, and metaphors to simplify communication. Todd shares how professionals can structure their messaging visually to engage clients, make stronger impressions, and drive action. He also emphasizes the importance of being intentional with visual tools, tailoring them to the audience, and making communication more engag

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Ifrah, founding partner of Ifrah Law and a recognized leader in gaming law, about how he built a niche practice and established himself as a go-to attorney in his field. Jeff shares his journey from government service to Big Law and eventually launching his own firm in 2009. He explains how he cultivated relationships, leveraged industry expertise, and positioned himself as a trusted resource in the online gaming and sports betting sector. Key topics include the importance of building a strong network, nurturing long-term client relationships, and delivering results that lead to organic referrals. Jeff discusses how attending industry conferences, staying connected with past clients, and consistently providing value helped him expand his firm’s reputation. He also highlights the role of trust, responsiveness, and being a "giver" in sustaining a thriving practice. Whether you're in law, professional services, or sales, this episode off

In this episode of The Rainmaking Podcast, host Scott Love speaks with Janice Litvin, workplace wellness expert and author of Banish Burnout: Move from Stress to Success, about strategies to prevent and manage burnout. Janice explains that high-performing professionals often push themselves to exhaustion, failing to recognize the early signs of stress. She emphasizes the importance of self-awareness and daily rituals to maintain mental and physical well-being, allowing individuals to sustain high performance without sacrificing their health. Key topics include identifying "micro clues" that signal stress, such as disrupted sleep, changes in eating habits, or emotional exhaustion, and proactively incorporating habits like journaling, meditation, exercise, and meaningful social connections to prevent burnout. Janice also introduces the STOP Method—a simple framework for recognizing stress, pausing, and reframing negative thoughts. She highlights the importance of workplace cultures that support emotional intell

In 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 or service), and resolution (demonstrating the transformation). John also introduces the concept of “case stories” instead of case studies, showing how professionals can create emotional connections that help prospects see themselves in the story. He discusses the 5-5-5 Rule for overcoming rejection and building resilience, as well as techniques for refinin

In this episode of The Rainmaking Podcast, host Scott Love speaks with Meridith Elliott Powell, business strategist, keynote speaker, and author of Thrive: Turning Uncertainty to Competitive Advantage. Meridith shares her research-backed insights on how professionals and organizations can not only navigate uncertainty but use it as a catalyst for growth. Drawing from her study of businesses that have thrived for over 250 years, she presents a structured approach to embracing change and transforming challenges into opportunities. Key topics include the importance of adopting a mindset that sees uncertainty as opportunity, making decisions based on core values, and listening to clients to understand shifting needs. Meridith highlights strategies such as leveraging collaboration over competition, anticipating change before it happens, and using proactive planning to stay ahead of industry shifts. She also shares real-world examples of businesses that successfully adapted to market disruptions and outlines three

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephan Schiffman, legendary sales trainer and author of Cold Calling Techniques That Really Work, about how professionals can differentiate themselves in a competitive marketplace. With over 70 books on sales and decades of experience training over 500,000 professionals, Stephan shares his insights on effective prospecting, building trust, and positioning yourself as an expert rather than just another salesperson. Key topics include understanding that every business is a commodity and how to separate yourself by focusing on helping clients improve what they already do. Stephan emphasizes the importance of asking the right questions to uncover client goals, shifting from a “proposal” mindset to making a “recommendation,” and handling objections with confidence. He also shares how to navigate the modern sales landscape, including leveraging virtual meetings while still prioritizing personal connections. Whether you’re in sales, consulting,

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Flora, VP of Sales and Marketing at Leopard Solutions, about building trust and rapport with client prospects. Phil shares insights from his 20+ years in professional sales, emphasizing that people do business with those they trust. He highlights the importance of authenticity, asking the right questions, and setting clear expectations to create long-term client relationships. Key topics include developing a client-centric sales approach, understanding the “buying journey” to align with client needs, and overcoming objections by positioning yourself as a trusted advisor. Phil also discusses how COVID-19 reshaped B2B sales, making virtual communication a key tool for building relationships. He shares actionable strategies for setting proper expectations, leveraging insights to add value, and maintaining consistent follow-up to strengthen client connections. Whether you’re in legal sales, consulting, or professional services, this episo

In this episode of The Rainmaking Podcast, host Scott Love speaks with Amber Hurdle, branding expert and CEO of Employer Brand Central, about how professionals can build a strong personal brand within a larger institutional brand. Amber explains that personal branding is not about self-promotion but about intentionally shaping how others perceive your value. She emphasizes the importance of self-awareness, strategic positioning, and leveraging branding to attract the right opportunities and business growth. Key topics include identifying your unique strengths through self-assessment and feedback, developing a subject matter expertise (SME) niche, and using content to establish authority in your industry. Amber also highlights the importance of LinkedIn as a branding tool, offering practical tips on posting consistently and engaging with your network. Whether you're in a law firm, consulting firm, or corporate environment, this episode provides actionable strategies to help professionals differentiate themselv

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Fletcher, marketing strategist and business development expert, about the importance of defining a clear target in professional services. Eric explains that many professionals fail to attract ideal clients because they don’t have a well-defined target, leading them to rely on chance rather than strategy. He emphasizes the need to develop a specific client profile and align business development efforts with clear goals. Key topics include how to create an ideal client profile by focusing on industry, revenue size, and key decision-makers, as well as identifying "allies"—trusted professionals who already have relationships with potential clients. Eric also discusses the benefits of refining a target over time, mapping out business development plans in six-month increments, and leveraging strategic networking to build valuable connections. This episode provides practical steps for professionals looking to enhance their client acquisition

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lee Coffee, executive coach, professional speaker, and former senior military leader, about building high-performance teams. Lee shares his leadership insights from his experience in the military and corporate environments, emphasizing the importance of trust, communication, and emotional intelligence in driving team success. He explains how leaders can create a psychologically safe environment where team members feel valued, motivated, and empowered to perform at their highest potential. Key topics include fostering trust as the foundation of leadership, managing ego to encourage collaboration, and leading with emotional intelligence to navigate difficult conversations effectively. Lee introduces the concept of putting stress between the person and the task—not between the leader and the person—when addressing performance issues. He also shares strategies for managing uncertainty, holding difficult conversations, and coaching team members

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bruce Lafetra, business development strategist and speaker, about achieving clarity in business development. Bruce explains how law firms and professionals can attract their best clients by identifying what truly makes them valuable. He emphasizes that clients don’t hire professionals for the work they do—they hire them for what they can accomplish because of that work. By shifting their perspective, firms can focus on attracting the right clients while eliminating those who drain resources and profitability. Key topics include how to identify ideal clients, understanding why they choose your firm, and leveraging those insights to generate more high-value business. Bruce shares the importance of interviewing best clients to uncover their real reasons for working with you, using storytelling to highlight differentiation, and refining marketing messaging to remove self-centered language. He also discusses the "us, we, our" test—an exercise t

In this episode of The Rainmaking Podcast, host Scott Love speaks with Darryl Cross, sales coach and author of Cultivating Excellence, about building a high-performance culture for rainmakers. Drawing from his experience as the first in-house sales coach at Norton Rose Fulbright, Darryl shares how professionals can develop a growth mindset, embrace coaching, and continuously refine their sales approach. He emphasizes that success isn’t about working harder but about making small, incremental improvements that lead to lasting impact. Key topics include the importance of team-based sales, focusing on a core group of high-value relationships, and shifting from a transactional mindset to a client-centric approach. Darryl also introduces the concept of functional reserve—unlocking untapped potential by overcoming complacency and self-imposed limitations. He explains how professionals can apply lessons from elite training programs, such as those used by astronauts and top athletes, to build resilience and improve p

In this episode of The Rainmaking Podcast, host Scott Love speaks with Blane Prescott, managing shareholder of Mesa 5, about the counterintuitive challenges law firms face with partner compensation. Blane, an expert in law firm strategy and growth, explains how traditional compensation models often fail to motivate partners effectively and why incentives alone don’t create new rainmakers. He highlights the need for firms to focus on aligning compensation with each partner’s strengths rather than enforcing a one-size-fits-all approach. Key topics include why financial incentives don’t drive business development skills, the risks of relying too much on profitability metrics, and how excessive data can create confusion and dissatisfaction. Blane also discusses the differences between open and closed compensation models, the importance of trust and leadership in firm culture, and why law firms should track origination credits fairly. This episode offers valuable insights for law firm leaders looking to refine the

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Dewey, business development expert and author of Power Grids, about building high-value professional networks that drive business growth. Eric explains the difference between traditional networking and creating a "power grid"—a curated, strategic network of 150 key connections that foster meaningful relationships, generate opportunities, and provide valuable insights. He shares actionable strategies for professionals looking to strengthen their business development efforts through intentional and systematic relationship-building. Key topics include the essential characteristics of a strong power grid—broad, deep, diverse, and responsive—along with how to categorize connections into key roles such as navigators, decision-makers, influencers, and referral sources. Eric also introduces his four-step framework for outreach: Share, Care, Pivot, and Plus Up, helping professionals make their outreach efforts more effective and engaging. Whet