Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jen Gilman, legal recruiter and advocate for lawyer well-being, about the six pillars to becoming a happy rainmaker. Jen shares insights from her extensive experience working with attorneys and law firms, emphasizing that success in rainmaking doesn’t always equate to happiness. She explains that many high-achieving lawyers feel trapped in their careers, despite their financial success, because they lack control over their time, well-being, and long-term vision. By focusing on intentional planning, self-care, and business development, lawyers can create a fulfilling and sustainable career. Key topics include the six pillars to becoming a happy rainmaker: 1) Care for yourself, treating oneself like an elite athlete to maintain mental and physical health; 2) Build business, emphasizing the importance of client relationships for autonomy; 3) Plan intentionally, structuring time for both business development and personal well-being; 4) Set bou

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, business development coach and author, about how lawyers and professionals can overcome common pitfalls that prevent them from building a strong book of business. Steve explains that business development is often treated as a secondary responsibility, leading many professionals to neglect the habits and strategies necessary for long-term growth. He emphasizes that successful rainmakers don’t just "fit in" business development—they structure their schedules and priorities to make it a non-negotiable part of their routine. Key topics include the biggest challenges professionals face in business development, such as poor time management, lack of accountability, and resistance to delegating non-essential tasks. Steve shares practical strategies for tracking time, identifying low-value activities that should be eliminated or outsourced, and structuring a written business development plan with clear goals and action steps. He also

In this episode of The Rainmaking Podcast, host Scott Love speaks with Clinton Gary, founder of Credo Consulting, about how professional services firms can accelerate collaborative growth to maximize firm-wide success. Clinton explains that most law firms and consulting firms struggle to leverage their collective capabilities effectively, often operating in silos rather than as cohesive teams. He emphasizes that true collaboration isn’t accidental—it must be intentionally orchestrated by firm leadership through strategy, culture, and structure. By fostering an environment where professionals actively seek out and leverage firm-wide resources, organizations can create multiplicative value for clients, professionals, and the firm itself. Key topics include the difference between collegiality and collaboration, why a firm’s culture must prioritize proactive teamwork over passive cooperation, and how leaders can structure incentives, processes, and technology to encourage collaboration. Clinton shares strategies

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lynn Tellefsen Stehle, a law firm marketing and business development expert, about how to improve lawyer engagement in business development. Lynn shares insights from her extensive experience in legal marketing, emphasizing that successful business development requires a shift in mindset, structured systems, and leveraging individual strengths. She explains that many attorneys struggle with business development because it’s not a skill taught in law school, and some feel uncomfortable with the idea of self-promotion. However, by focusing on relationship-building and providing value, lawyers can engage in business development in an authentic and effective way. Key topics include how law firms can structure their teams for business development success, the importance of assigning roles based on individual strengths, and how firms can support lawyers through training, coaching, and technology. Lynn discusses how law firm leaders can create a

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chuck Curtis, former Senior Director of Attorney Recruiting at Pillsbury and now a management consultant, about how to recruit and retain top-tier rainmakers. Chuck shares insights from his decades-long experience in law firm recruiting, explaining that rainmakers are not just top billers—they are business advisors who deeply understand their clients' needs and build high-performing teams. He emphasizes that attracting and keeping these elite professionals requires strategic alignment, leadership involvement, and a firm culture that supports their growth. Key topics include why successful rainmakers move firms, the factors that motivate them—such as better platform support, increased growth opportunities, and stronger team incentives—and how firms can position themselves as the ideal destination for these high-impact partners. Chuck discusses how law firm leaders can play a direct role in recruiting rainmakers, why compensation alone is no

In this episode of The Rainmaking Podcast, host Scott Love speaks with David Greer, entrepreneur, coach, and author of Wind in Your Sails, about how professionals can 10X their business development efforts by identifying and leveraging industry secrets. David explains that standing out in a competitive market requires more than just being slightly better than the competition—it requires a transformational approach that makes switching to your services a no-brainer for clients. He emphasizes that professionals must examine their entire business development process, from first client interaction to service delivery, to uncover hidden opportunities for differentiation and value creation. Key topics include how to identify and expose industry secrets—the inefficiencies or weaknesses competitors don’t want clients to see—and how to build a strategy that makes your offering significantly better than alternatives. David shares real-world examples of companies that achieved a 10X competitive advantage, from improving

In this episode of The Rainmaking Podcast, host Scott Love speaks with Larry Levine, author of Selling in a Post-Trust World, about how professionals can build authentic relationships and establish trust in an increasingly skeptical marketplace. Larry explains that trust is the currency of sales and business development, yet many professionals struggle to earn it due to broken promises, inconsistent follow-through, and transactional approaches. He introduces a structured formula for building trust, emphasizing that successful rainmakers prioritize authenticity, meaningful value, and disciplined habits to create long-term client relationships. Key topics include the four pillars of the trust formula: Authentic Relationships (AR), Meaningful Value (MV), Inspirational Experiences (IE), and Disciplined Habits (DH). Larry discusses how professionals can build deeper relationships by understanding client goals, adding unique business insights, and showing consistency over time. He also shares how creating inspirati

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jacob Parks, business strategist and author of Never Say Sell, about the anatomy of a rainmaking organization and how firms can build a culture of business development excellence. Jacob explains that while many professional service firms rely on a few standout rainmakers, the most successful organizations embed business development into their structure, incentives, and culture. He emphasizes that firms should shift from focusing on individual sales stars to creating a scalable system where every partner and leader contributes to growth. Key topics include the biggest institutional barriers to rainmaking success, such as misaligned incentives, lack of cross-selling between partners, and underutilized technology tools like CRM systems. Jacob shares strategies for breaking down silos within firms, improving collaboration between practice areas, and leveraging AI and automation to streamline business development. He also discusses the importan

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mo Bunnell, author of Give to Grow, about how investing in relationships is the key to long-term business success. Mo explains that successful rainmakers don’t just focus on closing deals—they prioritize helping others, building trust, and creating genuine connections. He shares insights from his research on high-performing business developers, emphasizing that the top rainmakers are not just a little better—they are often 10 times more successful than the average professional because they consistently take action and focus on adding value to others. Key topics include the five biggest mental barriers that hold professionals back—such as fear of rejection, perfectionism, and feeling too busy—and how to overcome them by shifting mindset and taking consistent action. Mo introduces the “It’s always your move” principle, which encourages professionals to proactively add value and maintain client relationships rather than waiting for opportunit

In this episode of The Rainmaking Podcast, host Scott Love speaks with Kathy Richardson, legal recruiter and well-being advocate, about the importance of mental, emotional, and physical well-being for rainmakers. Kathy shares insights from her experience working with lawyers and professionals who face intense pressure to perform, explaining that success in business development is directly tied to personal well-being. She emphasizes that professionals often neglect their health—mentally, emotionally, physically, financially, and even spiritually—while chasing career success, leading to burnout, dissatisfaction, and decreased effectiveness. Key topics include how well-being affects business performance, the dangers of "grind culture" and overwork, and the signs professionals should watch for that indicate their well-being is suffering—such as dreading Monday mornings or feeling constantly drained. Kathy shares practical self-care strategies, including daily meditation, mindful work environments, and maintaining

In this solo episode of The Rainmaking Podcast, host Scott Love shares essential strategies for time management and vision-setting to help professionals maximize productivity and stay aligned with their long-term goals. Scott emphasizes that time cannot be managed—only our habits, focus, and decisions can be controlled. He explains that the key to high performance is clarity of purpose, building strong habits, and eliminating distractions that pull professionals away from their most important work. Through personal experiences and proven techniques, Scott provides a framework for taking ownership of one’s time and career trajectory. Key topics include the importance of defining core values and professional vision, how to establish daily rituals that drive consistent performance, and the power of tracking time to identify and eliminate inefficiencies. Scott shares practical exercises, such as writing down a clear career vision, using daily habit tracking to optimize productivity, and asking the crucial questio

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Packard, client development expert and co-author of The Consistency Chain, about the lifetime value of a client and how professionals can nurture relationships for long-term success. Jim shares insights from decades of experience in business development, emphasizing that most professionals focus too much on acquiring new clients rather than strengthening existing relationships. He explains that consistent, meaningful contact with clients is key to retention and referrals, as failing to nurture relationships leads to lost business. Key topics include why businesses should reverse the typical 80/20 rule—spending more time nurturing existing clients rather than chasing new ones, how every month without client contact results in a 10% loss of influence, and the importance of staying top-of-mind through thoughtful, consistent engagement. Jim shares practical strategies for client retention, such as sending personalized greeting cards, makin

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Batz, legal recruiter and host of The Future is Bright podcast, about principle-centered rainmaking and the mindset shifts required to achieve lasting business development success. Chris shares insights from his career in legal recruiting, emphasizing that long-term success in rainmaking isn’t about quick wins—it’s about patience, self-awareness, and strategic relationship-building. He explains that rainmakers must focus on compounding their efforts over time, rather than expecting immediate results, and that true success comes from a mindset of continuous learning, resilience, and generosity. Key topics include the power of patience in business development, how to measure success beyond financial goals, and the role of self-awareness in professional growth. Chris shares his philosophy on lifetime client value, emphasizing that professionals should focus on long-term relationships rather than short-term gains. He also discusses overc

In this solo episode of The Rainmaking Podcast, host Scott Love shares the five biggest pitfalls that hold business developers back and how professionals can avoid them to achieve greater success. Drawing from his experience recruiting rainmakers and interviewing over 200 business development experts, Scott explains that the key to winning more business isn’t just about effort—it’s about having the right strategy, mindset, and consistency. He provides a roadmap for professionals looking to refine their approach, stand out in a competitive marketplace, and build stronger client relationships. Key topics include the five most common pitfalls in business development: 1) Not effectively communicating their value proposition, where professionals fail to articulate what makes them distinct and valuable; 2) Not paying attention to industry trends, leading to missed opportunities for innovation; 3) Not taking consistent action on new business opportunities, which causes stagnation in client acquisition; 4) Not develo

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Goss, business executive and leadership coach, about how prioritizing profits over purpose can hurt leadership and influence. Michael explains that while profits are essential for any business, they should never be the sole focus—instead, professionals should concentrate on service, relationships, and long-term value creation. He highlights that true influence in business comes from genuine leadership, integrity, and a commitment to helping others succeed, rather than simply closing deals or maximizing short-term gains. Key topics include how shifting from a transactional to a relational approach builds lasting influence, the importance of developing trust and credibility in client interactions, and how leaders can inspire teams by aligning work with a deeper purpose. Michael shares insights on how leaders can reframe success by focusing on impact rather than just revenue, and how professionals can enhance their decision-making by

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jessica Yarbrough, business strategist and growth expert, about how professionals can build credibility and scale their business. Jessica explains that credibility is the foundation of business success, and the most effective way to establish it is by teaching and sharing expertise. She emphasizes that professionals must position themselves as industry authorities by educating their audience through videos, articles, podcasts, and speaking engagements. Rather than simply promoting services, experts should focus on showing how their solutions work to build trust with potential clients. Key topics include overcoming self-doubt when sharing expertise, how to effectively structure teaching content without overcomplicating it, and why social proof is a game-changer in business development. Jessica explains how to leverage testimonials, case studies, and success stories to establish authority and credibility. She also shares insights on identify

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gary Miller, owner of Miller Resource Group, about building long-term client relationships and establishing a powerful personal brand in executive search. With over 47 years of experience in the recruiting industry, Gary shares real-world insights on how to develop trust with clients, stay top-of-mind, and consistently generate new business. He emphasizes that success in business development isn’t about quick wins—it’s about showing up, building authentic connections, and delivering value over time. Key topics include the importance of genuine care in client relationships, how industry involvement through conferences and associations strengthens credibility, and why rainmakers need to focus on being present where their clients are. Gary shares his strategic approach to networking at industry events, explaining how attending conferences—not just trade shows—positions professionals as trusted advisors. He also discusses leveraging LinkedIn f

In this episode of The Rainmaking Podcast, host Scott Love speaks with Travis Hoechlin, CEO of Rise Up Media, about how professional services firms can effectively market themselves online. Travis, an expert in digital marketing for law firms and other professional service providers, explains that a strong online presence is no longer optional—it’s essential for attracting and converting potential clients. He emphasizes that firms must optimize their digital footprint to remain competitive, ensuring they are visible and easily discoverable by prospects searching online. Key topics include the importance of a well-optimized website, how Google reviews and online reputation management influence client decisions, and the three key areas of Google search that firms must dominate—local service ads, pay-per-click ads, and organic search rankings. Travis shares strategies for maximizing conversions, including how to structure a website for mobile users, the role of content marketing in search engine optimization (SE

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, lawyers, and other service providers. She emphasizes that understanding the language and mindset of tech founders, venture capitalists, and startup executives is essential for building relationships and winning business in this sector. Key topics include the importance of learning the fundamentals of tech without becoming a coder, how to segment the tech industry into consumer and enterprise sectors, and how professionals can leverage tech accelerators and networking opportunities to gain credibility. Sophia shares three actionable steps: 1) Acclimate to tech language by listening to tech podcasts and industry news, 2) Eng

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 trust, and increase sales effectiveness. He highlights that trust, not just price, is the primary factor in winning business, and that by aligning messaging with the key triggers and concerns buyers experience, professionals can position themselves as the clear choice. Key topics include the five critical elements of a buyer’s journey: 1) Triggers that spark a need for change, 2) Key success factors buyers seek, 3) Perceived barriers that create hesitation, 4) Decision criteria that guide the selection process, and 5) The buyer’s full decision-making journey. Jim shares how professionals can conduct interviews with r