The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Sophia Matveeva, CEO and founder of Tech for Non-Techies, about how professional service providers can attract and work with tech clients. Sophia, an expert in tech education for business professionals, explains that technology is reshaping every industry, making it a lucrative and forward-thinking niche for consultants, lawyer...

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Kraus, President of the Buyer Persona Institute, about leveraging buyer personas to better influence buying decisions. Jim explains that understanding the buyer’s journey—from the moment a prospect recognizes a need to their final purchasing decision—is essential for professionals looking to differentiate themselves, build...

In this special 200th episode of The Rainmaking Podcast, host Scott Love reflects on three key trends that have shaped business development and rainmaking success over the past few years. He shares lessons learned from interviewing top industry experts and discusses how professionals can apply these insights to stand out in an increasingly competitive market. Scott also introduces game theory conc...

In this episode of The Rainmaking Podcast, host Scott Love speaks with Hugh Hornsby, sales leader and business transformation expert, about the power of people-based leadership and building high-performance teams. Hugh shares his experiences leading and turning around multiple companies, growing businesses from tens of millions to over $150 million in revenue. He emphasizes that success in busines...

In this solo episode of The Rainmaking Podcast, host Scott Love shares insights on how game theory applies to client development and business growth. Drawing from his experience as a legal recruiter and his time studying professional gambling, Scott explains how understanding probabilities and strategic decision-making can help professionals focus their efforts on the highest-return activities. He...

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jill Huse, co-founder and Chief Strategy Officer of Society 54, about women in leadership roles within professional services firms. Jill shares insights on the challenges women face in leadership, including limited access to key opportunities, bias in leadership selection, and a lack of allies to support their growth. She discu...

In 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 bu...

In 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 practice...

In 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 con...

In 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...

In 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...

In 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,...

In 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 introd...

In 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 u...

In 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...

In 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,...

In 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 accoun...

In 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...

In 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—i...

In 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 h...

In 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 cr...

In 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 tha...

In 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-sa...

In 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 su...

In 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...