Staffing & Recruiter Training Podcast

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Nicole Kosoff, culture leader at a prominent Los Angeles law firm, about how intentional, values-based culture can be a firm’s greatest tool for retention, productivity, and engagement. Nicole defines culture as the unique personality of a firm shaped by its values—and emphasizes that the most impactful cultural shifts often come at little or no financial cost. She shares examples such as using inclusive language (“works with” instead of “works for”), celebrating personal milestones like birthdays and baby showers, and hosting family-inclusive events that humanize relationships across the firm. Nicole outlines how cultivating culture starts with small gestures that make people feel seen, valued, and connected—whether it’s remembering names, following up on hobbies, or inviting input through surveys and conversations. She explains that culture-building should align with firm values and be supported by leadership but executed

In this special solo episode of The Rainmaking Podcast, host Scott Love shares a timely message on building strategic alliance partnerships—perfectly aligned with the values celebrated during the Fourth of July. Scott distinguishes these partnerships from simple referral relationships by defining them as intentional, mutually beneficial collaborations where both parties actively promote each other's solutions. Scott offers practical steps to develop two to five meaningful strategic alliances, including identifying thought leaders in your niche, reaching out with genuine value, and planting seeds for long-term collaboration. Whether it's sitting on panels, co-hosting webinars, or quoting others in your writing, Scott outlines how small, intentional actions can lead to powerful results. He encourages listeners to document their goals, take focused action, and build these relationships organically over time. This episode also introduces the new Legal Tuesday series, which will feature law-specific topics to comp

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 include identifying your most valuable client segments, articulating tangible and perceived value, and bundling services into outcome-focused packages that align with client needs.Raul outlines a three-part strategic approach: (1) define ideal client segments based on value and alignment, (2) develop compelling business cases that reflect real transformation and urgency, and (3) productize service delivery to create consistent, scalable offerings. He also addresses common challenges professionals face, such as underpricin

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, improper solicitation of team members, and breach of fiduciary duty—each of which can derail a move or trigger legal retaliation. The conversation covers essential considerations for departing lawyers, including how to handle sensitive communications, what firms can legally withhold, and how to protect client relationships ethically. The episode is especially timely for law firm partners considering a move, and serves as a cautionary guide to avoid becoming tomorrow’s legal headline. This Tuesday edition of the podcast del

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 advocates for an ongoing process rooted in understanding decision-makers, asking insightful questions, and maintaining authentic, relationship-based outreach. Jason shares practical tactics partners can implement to stay top of mind with clients and internal referral sources. He introduces the concept of a "30-point system" to gamify outreach efforts and emphasizes the power of micro-habits—small, consistent actions like checking in with colleagues or sharing relevant content. From CRM tracking to gratitude-based follow-up

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 and thought leader.The episode covers practical advice for professionals undergoing change, including how to audit past experiences to identify transferable skills, reframe imposter syndrome, and harness personal energy through self-awareness tools like journaling and character strength assessments. Heidi also introduces her newest book, The Map I Draw, a travel memoir that explores personal growth through adventure. The discussion ends with actionable steps for those seeking to reinvent themselves: reflect, research,

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 delegator and delegate are foundational, and that anticipating workflow and planning ahead—even with just 15–30 minutes daily—can unlock time and resources for better outcomes. Through practical advice and relatable anecdotes, Sarah shows how thoughtful delegation leads to improved team performance and personal productivity. Sarah also highlights the psychological roadblocks to delegation—especially perfectionism and control—and shares actionable insights for overcoming them. She encourages professionals to invest in

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 shares a simple framework for creating posts that resonate: focus on industry insights, leadership stories, company updates, and personal anecdotes that are “dinner-party appropriate.” Justin also breaks down tactical strategies to improve visibility and connection—such as commenting on the posts of high-visibility users, sending relevant posts directly to prospects, and showing up regularly with value-driven content. He encourages professionals to build a routine around content creation, noting that success comes fr

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 proactively delivering value to clients before they even ask for it. Rather than relying on personality, Activators succeed through behavior—habits, systems, and deliberate outreach. Matt explains that Activators aren’t just connectors; they transform insights and introductions into meaningful client engagements. They develop daily routines, use platforms like LinkedIn strategically, and focus on helping others as a way of building trust and generating future opportunities. This episode also breaks down three action ste

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 clarity are major barriers to rainmaking—and offers practical systems for time tracking, delegation, and habit-building to counter them. The conversation also explores how introverts can succeed in business development through preparation and repeatable routines, and how podcasting serves as a powerful tool for networking, content creation, and credibility. Steve shares insights on how lawyers can amplify their brand by repurposing podcast appearances and building long-term visibility. This episode is filled with real-wo

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 milestones—transforming abstract ambitions into daily actions that build momentum. Barbara also shares how Neuro-Linguistic Programming (NLP) can rewire self-doubt and limiting beliefs, helping professionals embody the mindset of a rainmaker before they achieve the title. She outlines the top pitfalls to avoid, including distraction, comparison, and vague goals, and offers three action steps: define your vision, condition your mindset, and track measurable progress toward clearly defined outcomes. This episode offers

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 they can say about themselves that no one else can—whether it’s a niche specialization, a proprietary method, or a specific client outcome. Scott emphasizes the importance of being memorable and relevant when making your pitch, and he offers practical tips on how to uncover your distinction through client feedback and story-driven messaging. Referencing insights from Pitch Anything and his own work with high-stakes firms, Scott provides a clear roadmap for professionals to sharpen their message, build credibility quic

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 dresses to how the receptionist greets a visitor—either reinforces or erodes the firm’s brand promise. Lee shares how founders often unintentionally set the tone for a misaligned culture by being unclear or inconsistent in their own presentation. She encourages professionals to examine whether their image truly reflects their values and vision, starting with a self-assessment and extending to the client journey. With practical tips on dress culture, onboarding, and internal communication, this episode offers a thoughtfu

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. He explains that while most professionals focus on their credentials and solutions, what truly sets them apart is their ability to reframe their value from the client’s perspective. Bob emphasizes that rainmakers must lead with empathy and relevance—starting conversations with the client’s pain points rather than their own qualifications. He walks through how to uncover insights, develop client-specific messaging, and communicate tangible business outcomes that differentiate your firm. For professionals seeking a st

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 relationships—especially through in-person interactions—leads to long-term business success and client loyalty. Dave emphasizes that while artificial intelligence is gaining traction, authentic human connection remains the most effective tool for rainmakers. He explains how to navigate gatekeepers, identify internal champions, and develop influence that drives results—even in high-stakes sales environments. This episode offers a powerful framework for professionals who want to deepen their impact and grow through purpo

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 audiences to hear your voice, connect emotionally, and consume your content over time—often leading to deeper engagement and qualified leads. Jessica outlines the steps to get started, including creating a compelling one-sheet, identifying shows that reach your ideal audience, and delivering value without being overly promotional. She also shares how to repurpose podcast content for email, social media, and outreach to prospects and clients. For rainmakers and service professionals looking for a high-impact visibility strateg

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 importance of establishing clear communication between firms and candidates early in the process, particularly around compensation expectations. He explains why compensation is rarely the only factor in a lateral move, but often becomes the deciding one. Chuck also highlights the role of guarantees, performance incentives, and market perception in shaping offers, while addressing the delicate balance firms must maintain between attracting talent and preserving internal equity. This episode provides valuable advice for law firm le

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 practice. By shifting to a strategic, relationship-focused mindset, professionals can create a steady pipeline of new business while avoiding burnout. Key topics include how to develop a repeatable business development routine, the importance of balancing proactive outreach with deepening existing client relationships, and why focusing on ideal clients leads to better long-term results. Anna also shares insights on how to track business development progress, the role of thought leadership in building credibility, and why

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 networking, trust-building, and thought leadership. By embedding rainmaking principles into a firm’s culture, professionals can develop the skills necessary for long-term success. Key topics include the core competencies of successful rainmakers, such as active listening, curiosity, and trustworthiness, and how early exposure to networking and client engagement helps build these skills over time. Hy discusses the importance of internal networking within a firm, how firms can gamify business development training to make it e

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 partnership. He emphasizes that engagement, creativity, and emotional connection are key factors that set winning firms apart. Key topics include how to structure a pitch for engagement, ensuring that every team member has a voice rather than relying on a single partner to lead the meeting. Terry also discusses the importance of storytelling in pitches, using real-life client success stories to create memorable, relatable, and impactful presentations. He shares strategies for making pitches interactive and dynamic, avoiding