The Rainmaking Podcast

Scott Love
  • 4.8 (49)
  • MARKETING
  • CADA SEMANA

The Rainmaking Podcast will help you to get more business, better business, and all the business from your clients. This podcast is for professional services firms, law firms, and professional sales people. Discover the secrets of the world's leading experts in client development, business development, sales, closing, prospecting, networking, negotiation, influence, motivation, and achievement. www.therainmakingpodcast.com

  1. TRP 285: How to Make a Bigger Impact in Marketing with Rachel Minion

    HACE 4 DÍAS

    TRP 285: How to Make a Bigger Impact in Marketing with Rachel Minion

    In this episode of The Rainmaking Podcast, Scott Love speaks with Rachel Minion, founder of Rockstar & Moon, about how professionals can make a bigger impact through smarter, more intentional marketing. Rachel challenges the instinct to “do more” and instead urges business owners and service professionals to do less—but do it better. She explains that spreading energy across too many platforms and initiatives leads to diluted results, while focusing on a few high-impact actions accelerates growth. A core piece of that foundation is capturing success: turning client wins into case studies, testimonials, and social proof that sell future work far more effectively than any sales pitch. Rachel shares how even anonymized case studies—rooted in measurable outcomes—can generate immediate opportunities because prospects trust real results over marketing language. Rachel also emphasizes the power of automation to keep follow-up, nurturing, and onboarding consistent without overwhelming the professional. She explains how pre-call warmups, no-show follow-ups, “not now” sequences, and onboarding workflows can all run automatically while still feeling personal when handled thoughtfully. Instead of relying on memory or manual outreach, these systems create consistent touchpoints that nurture relationships until prospects are ready. She closes by offering three action steps: (1) focus only on the most impactful marketing activities; (2) actively seek out case studies and testimonials while the “win” is fresh; and (3) automate wherever possible to scale your time, maintain authenticity, and stay meaningfully connected with your audience. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/ti3s_Czs-dE ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- With over 25 years of experience, Rachel transforms struggling businesses into market leaders. She doesn’t just hand you a plan; she becomes part of your team, working alongside them to craft and execute strategies that deliver real results, all while you focus on running your business. Rachel excels at turning chaos into clarity, cutting through the noise, and driving growth with data-driven decisions. She’s also committed to developing your team, ensuring they’re equipped to sustain success long after her work is done. With Rachel handling your marketing, you’re not just fixing a problem—you’re setting your business up to dominate the market. You Get More Than Just RachelWhen you work with Rachel, you’re not just getting her expertise—you’re getting the full power of her team. They’re there to implement strategies, facilitate the process, and hold everyone accountable, ensuring that every plan turns into real, measurable success. Links: https://rachelminion.com/ https://www.linkedin.com/in/rachelminion/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    21 min
  2. TRP 284: [Legal] How to Get Speaking, Panel, & Writing Opportunities with Elise Holtzman

    HACE 6 DÍAS

    TRP 284: [Legal] How to Get Speaking, Panel, & Writing Opportunities with Elise Holtzman

    In this legal-focused edition of The Rainmaking Podcast, Scott Love welcomes back Elise Holtzman of The Lawyer’s Edge for part two of their conversation—this time on how lawyers can get speaking, panel, and writing opportunities. Elise explains that doing great work isn’t enough; if you’re “toiling away in obscurity,” clients and referral sources won’t find you. Thought leadership—speaking, writing, panels—is a practical way to demonstrate value, answer the questions that keep clients up at night, and be seen as a credible authority without “bragging.” She stresses that opportunities rarely appear out of nowhere; early on, you must be proactive and deliberate about who you speak to, what you speak about, and where your audience gets its information (your “who, what, and where”). Elise walks through practical steps for both associates and partners. Juniors can co-author articles with partners, contribute to firm content, and speak for young-lawyer groups or bar sections to build skills early, instead of waiting until partnership pressure hits. She breaks down the advantages of panels (shared spotlight, conversational format, built-in networking) and describes how repeated speaking and writing gradually position you as the go-to expert in a crowded market. For writing, Elise suggests targeting publications your clients actually read, reviewing writer guidelines, pitching editors before drafting, and understanding who owns the IP so you can repurpose content on your website or LinkedIn. She closes with three action steps: (1) clarify your who/what/where before chasing opportunities; (2) be proactive—tell people you want to speak and write and work with marketing/PR if your firm has them; and (3) experiment with different formats, set a realistic cadence (e.g., quarterly), and build a body of work that consistently showcases your expertise. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/LgVA3ra7Vu8 ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Elise Holtzman has dedicated over 16 years to working with lawyers and law firms to help them be proactive about business development, leadership, and career acceleration. As a former practicing attorney with experience working at Fried Frank and Morgan Lewis, Elise brings a deep understanding of the practice of law (and the demands of operating a firm) to her work.  As founder of The Lawyer’s Edge, she helps leaders promote a healthy, growth-oriented culture in their firms and coaches lawyers on how to bring in more business, retain clients, and communicate effectively. Elise frequently speaks and writes on the subject of business development and career acceleration for lawyers and is the host of The Lawyer’s Edge Podcast.  Links: https://thelawyersedge.com/ignite/ https://thelawyersedge.com/lawyers-edge-podcast/ https://thelawyersedge.com/ https://www.linkedin.com/in/eliseholtzman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    27 min
  3. TRP 283: Opening Doors for Rainmakers with Kelly Kennedy

    4 DIC

    TRP 283: Opening Doors for Rainmakers with Kelly Kennedy

    In this episode of The Rainmaking Podcast, Scott Love speaks with Kelly Kennedy, executive business development coach and host of The Business Development Podcast, about what it really means to “open doors for rainmakers.” Kelly reframes business development as the disciplined art of creating interest and securing face-to-face meetings—not closing deals or running marketing campaigns. He introduces his concept of “meeting math”: start with your revenue goal, determine the average value of a new client, estimate your close rate from qualified meetings, and back into the exact number of meetings you need per year and per month. Because meetings are the only part of the sales process a BD professional can truly control, Kelly argues that success should be measured in high-quality meetings, not just revenue, and that this clarity gives rainmakers confidence and focus. Kelly then walks through how to build a repeatable door-opening system. Instead of chasing only the biggest “tippy-top” companies, he recommends targeting the next tier down and the service providers that support them—often better, stickier clients with more realistic expectations. He urges firms to identify their ideal buyer personas (presidents, procurement managers, operations leaders, etc.), then use tools like LinkedIn to build targeted lists and send personalized connection requests and introductions. Kelly stresses the importance of separating roles—door-opening BD, proposal/sales, and account management—so nothing falls through the cracks, and he closes with three action steps: block 3–5 hours weekly for pure BD, define your ideal buyers by title in each vertical, and make direct contact via phone and email while always asking for the meeting. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/FJtovnbYvRo ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kelly Kennedy is an Executive Business Development Coach specializing in empowering businesses and professionals to reach their full potential. In this role, he provides high-level strategic guidance tailored to meet the unique needs of each client, whether they’re entrepreneurs, corporate teams, or executives. Kelly’s coaching is built on a foundation of nearly two decades of expertise in business development, during which he has honed a results-driven approach that focuses on sustainable growth, relationship building, and practical strategies that clients can implement immediately. Through one-on-one coaching sessions, group workshops, and his Business Development Mastery Program, Kelly guides clients through essential business development concepts such as lead generation, client retention, CRM optimization, personal branding, and strategic planning. His goal is to equip clients with the skills and confidence to make informed, impactful decisions that drive measurable growth. Kelly’s coaching is known for its holistic approach, emphasizing not only business strategies but also personal development, resilience, and adaptability. In addition to individual progress, Kelly’s role as a coach includes fostering a community of driven professionals who support and learn from each other. His dynamic coaching style and commitment to accountability keep clients engaged and motivated, ensuring they stay on track toward their goals. Links: https://www.businessdevelopmentpodcast.ca/ https://www.linkedin.com/in/kellykennedyofficial/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    24 min
  4. TRP 282: [Legal] Becoming a Visible Expert with Elise Holtzman

    2 DIC

    TRP 282: [Legal] Becoming a Visible Expert with Elise Holtzman

    In this legal-focused episode of The Rainmaking Podcast, Scott Love speaks with Elise Holtzman, former BigLaw attorney and founder of The Lawyer’s Edge, about how lawyers can become visible experts rather than “well-kept secrets.” Elise explains that doing excellent work behind a closed door is not enough—clients and referral sources must see you as a top, credible choice. She introduces her simple “who, what, and where” framework: identify who your ideal clients and referral sources are, what problems you solve and value you deliver for them, and where they “hang out” for information (conferences, associations, publications, online communities). From there, she recommends pursuing speaking, writing, and podcast opportunities in those venues so you become the person who gets the call. Elise also unpacks the main reasons lawyers resist visibility: fear of being “salesy,” lack of time, and imposter syndrome (“I’m not really an expert”). She reframes rainmaking as service, not aggressive selling, and stresses that you don’t have to be the world’s #1 authority—only valuable to your audience. A major lever is building intentional referral-source networks: other professionals who serve the same clients but don’t compete with you (accountants, consultants, marketers, recruiters, other lawyers in different practice areas). By collaborating on events, content, and introductions, you “borrow trust” and create win–win–win outcomes for yourself, your referral partners, and your shared clients. Elise closes with three action steps: (1) block a “power hour” to define your who/what/where and list specific A-level referral sources who’ve already tried to send you work; (2) proactively ask for speaking and writing opportunities instead of waiting to be discovered; and (3) talk openly about your thought-leadership work—on LinkedIn, your bio, and in conversations—so others know you’re available as a visible expert. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kNaUHw9eMOs ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Elise Holtzman has dedicated over 16 years to working with lawyers and law firms to help them be proactive about business development, leadership, and career acceleration. As a former practicing attorney with experience working at Fried Frank and Morgan Lewis, Elise brings a deep understanding of the practice of law (and the demands of operating a firm) to her work.  As founder of The Lawyer’s Edge, she helps leaders promote a healthy, growth-oriented culture in their firms and coaches lawyers on how to bring in more business, retain clients, and communicate effectively. Elise frequently speaks and writes on the subject of business development and career acceleration for lawyers and is the host of The Lawyer’s Edge Podcast.  Links: https://thelawyersedge.com/lawyers-edge-podcast/ https://thelawyersedge.com/ https://www.linkedin.com/in/eliseholtzman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    25 min
  5. TRP 281: Podcasting as a BD Strategy with Tony Karls

    20 NOV

    TRP 281: Podcasting as a BD Strategy with Tony Karls

    In this episode of The Rainmaking Podcast, Scott Love talks with Tony Karls, co-founder of Sterling Lawyers and president of Rocket Clicks, about using a podcast as a practical business-development engine. Tony explains how his team built Revenue Roadmap, a single show with two recurring formats—growth stories on Tuesdays and how-to education on Thursdays—to balance entertainment with tangible value. The podcast is treated as a cornerstone content asset: every episode is repurposed across video, audio, blogs, and social channels to reach prospects where they prefer to consume. Tony stresses keeping the show unscripted and authentic, niching hard on a clear avatar (for him, family-law firm owners), and partnering with the right communities (e.g., AAML) to book high-quality guests and create “network effects” that turn conversations into relationships. Tony shares what’s worked—and what hasn’t. With only ~68,000 family-law firms in the U.S. (most with ≤3 attorneys), chasing big vanity metrics is a distraction; serving a small, precise audience with specific problems wins. His playbook: start earlier than you think, accept that your first 40–50 episodes are reps, and move fast with “decision velocity”—ship, measure, iterate. Three takeaways for rainmakers who want to adopt the model: (1) define a narrow ICP and build episodes around their real pains; (2) deliver consistent, authentic conversations (video + audio) and atomize each episode across platforms; (3) calendar guest outreach like a pipeline (aim for 2–3 quality bookings a week), then let data—not ego—guide what you double down on next. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/W9HP-dx20Ko ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- As the President of Rocket Clicks I am responsible for integrating our Finance, HR, IT, Sales & Marketing, and Client Service teams. I am also ultimately responsible for building a healthy culture while driving P&L performance. Links: https://rocketclicks.com/ https://www.linkedin.com/in/anthonykarls/ https://www.linkedin.com/company/rocket-clicks/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    21 min
  6. TRP 280: The Growth Engine for Rainmakers with Jacob Parks

    13 NOV

    TRP 280: The Growth Engine for Rainmakers with Jacob Parks

    In this episode of The Rainmaking Podcast, Scott Love speaks with Jacob Parks, President of Profitable Ideas Exchange and author of The Growth Engine, about how professional services firms can drive sustained growth through structured client feedback systems. Jacob reveals that most firms miss huge opportunities by treating client feedback as a formality rather than a core business strategy. He explains that when firms pursue feedback to genuinely learn—not just to increase revenue—they inevitably uncover insights that lead to deeper relationships, new opportunities, and stronger retention. Jacob introduces the concept of client advisory boards—groups of top clients who meet regularly to offer candid feedback, co-create solutions, and shape a firm’s direction. He outlines the steps to implement a client feedback system: identify ideal clients, engage them in ongoing two-way conversations, and, most importantly, follow through on the insights gathered. Jacob emphasizes that curiosity, collaboration, and action are the hallmarks of firms that sustain growth over time. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/9AV80rUHyUo ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- President of Strategy for PIE, Jacob Parks, is the author The Growth Engine and of Never Say Sell.  His expertise includes partner remuneration and incentive plans, account planning, trigger of engagement, and how to expand a brand to include new service offerings, new industries, or new geographies. He has led client teams for McKinsey, Accenture, and KPMG among others. He leads The PIE Professional Services CMO and CGO network and is a graduate of Gonzaga’s MBA program, having previously taught undergraduate business students. Links: https://www.linkedin.com/in/jacob-parks/ https://www.profitableideas.com/about/meet-our-team/jacob-parks/ Order The Growth Engine today: https://www.profitableideas.com/perspectives/books/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    25 min
  7. TRP 279: The Rainmakers Playbook to Managing the Team with Hanna Hasl-Kelchner

    6 NOV

    TRP 279: The Rainmakers Playbook to Managing the Team with Hanna Hasl-Kelchner

    In this episode of The Rainmaking Podcast, Scott Love speaks with Hanna Hasl-Kelchner, attorney, business consultant, and author of Seeking Fairness at Work: Cracking the New Code of Greater Employee Engagement, Retention, and Satisfaction. Together, they explore “The Rainmaker’s Playbook for Managing the Team,” revealing how leadership, empathy, and trust directly impact performance and retention. Hanna explains that leading a team is not a transactional act—it’s a relationship built on an “implied social contract” of good faith and fair dealing. She shares how rainmakers can foster stronger loyalty and productivity by actively listening, showing gratitude, and treating team members as valued contributors rather than interchangeable resources. Hanna also discusses practical ways to address performance issues with empathy and clarity, emphasizing joint problem-solving over blame. She encourages leaders to take “empathy reality checks,” solicit honest feedback, and model humility—reminding listeners that trust must be earned, not demanded. The conversation concludes with three action steps: listen to your team, invest in communication and coaching skills, and demonstrate genuine appreciation. These principles, she argues, transform high-pressure work environments into loyal, high-performing teams. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/zwC5paGj0HQ ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- 📌 Resources & Links Connect with Hanna Hasl-Kelchner: linkedin.com/in/hannahaslkelchner Get Hanna’s free audiobook: bit.ly/4oer0L3 Visit her site: businessmo.com Learn more about your ad choices. Visit megaphone.fm/adchoices

    28 min
  8. TRP 278: Finding Focus in a Crowded Space with Cheri Quinn

    30 OCT

    TRP 278: Finding Focus in a Crowded Space with Cheri Quinn

    In this episode of The Rainmaking Podcast, Scott Love welcomes brand strategist Cheri Quinn, Director of Brand Strategy at Mercury Creative Group, to discuss “Finding Focus in a Crowded Space.” Cheri explains that today’s marketplace is more crowded than ever—not just because of competition, but because clients are constantly flooded with information. To cut through the noise, professionals must clearly define their primary audience—the people they serve best—and communicate with authenticity and focus. Cheri shares her “dartboard” analogy for targeting ideal clients: those in the bullseye deliver the greatest results, while trying to appeal to everyone leads to “missing the mark.” She walks listeners through exercises to identify their favorite clients, understand their motivations, communication styles, and values, and align their firm’s brand strategy accordingly. By clarifying audience, message, and brand alignment, professionals can stand out in a crowded market and attract the right opportunities. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/pNZU13CEz9I ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Cheri Quinn is a brand and marketing strategist who specializes in asking open and honest questions and listening with an open heart and mind. As the Director of Brand Strategy at Mercury Creative Group, Cheri is a master at discovering and communicating an organization’s essential value. With a wealth of experience in brand strategy, strategic planning, marketing, and communications, she has helped numerous organizations discover their unique value and voice. Links: cheri@mercurycreativegroup.com https://www.linkedin.com/in/cheriquinn https://mercurycreativegroup.com Learn more about your ad choices. Visit megaphone.fm/adchoices

    26 min
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The Rainmaking Podcast will help you to get more business, better business, and all the business from your clients. This podcast is for professional services firms, law firms, and professional sales people. Discover the secrets of the world's leading experts in client development, business development, sales, closing, prospecting, networking, negotiation, influence, motivation, and achievement. www.therainmakingpodcast.com

Información

  • Creador
    Scott Love
  • Años de actividad
    2009 - 2025
  • Episodios
    322
  • Clasificación
    Apto
  • Copyright
    © Scott Love
  • Mostrar sitio web
    The Rainmaking Podcast

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