Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Lejeune, leadership consultant and former executive search firm owner, about the power of “selling with your ears instead of your mouth.” Drawing on decades of experience in recruiting and consulting, Mike emphasizes that effective business development starts with empathy, relevance, and deep listening. He explains how professionals can shift away from pitch-driven conversations and instead focus on the client’s needs, challenges, and emotions—especially in today’s post-pandemic “reset” environment. Mike encourages listeners to prepare for meetings by crafting thoughtful questions rather than rehearsing sales scripts. He shares techniques like summarizing what clients say to confirm understanding, staying fully present in conversations, and uncovering the deeper personal drivers behind business decisions. This client-first approach builds trust and positions professionals as valued advisors, not vendors. With practical takeaways and h

In this episode of The Rainmaking Podcast, host Scott Love continues his conversation with Deb Zahn, management consultant and host of the Craft of Consulting podcast, on the path to closing a deal. Deb shares actionable strategies for moving from a successful client meeting to a signed agreement. She emphasizes that the end of the meeting must include a clear next step—ideally leading to a proposal—and advises professionals to proactively manage time, identify decision-makers, and keep momentum going while interest is high. Deb also explains her approach to proposal writing, recommending a three-tier pricing structure that emphasizes value and gives clients clear options. She shares how to handle objections with empathy, avoid discussing price prematurely, and reinforce your credibility by restating the client’s goals and aligning your services to their outcomes. By focusing on preparation, thoughtful follow-up, and creating high-value experiences, professionals can turn prospects into long-term clients and

In this episode of The Rainmaking Podcast, host Scott Love speaks with Deb Zahn, seasoned consultant and host of the Craft of Consulting podcast, about how professionals can improve their business development results by preparing more effectively for client meetings and mastering the early stages of closing a deal. Deb explains that closing doesn’t start with the proposal—it begins long before, with selecting the right prospects and doing meaningful prep work to ensure your conversations are targeted, relevant, and engaging. Deb shares how she researches prospects, anticipates objections, and uses strategic questioning to pivot conversations toward problems she can solve. She emphasizes the importance of making meetings easy and valuable for the client—by being fully prepared, speaking their language, and listening more than you talk. Framing the client’s challenges and offering clarity creates trust and positions the consultant as a problem-solver, not a pitch person. This episode is full of actionable insig

In this episode of The Rainmaking Podcast, host Scott Love speaks with Felix Cao, neuromarketing expert and founder of Happy Buying Brain, about how professionals can apply brain science to improve their messaging and connect more effectively with clients. Felix explains that neuromarketing is the practice of crafting marketing strategies that appeal to the primal brain—the part responsible for fast, subconscious decision-making—and reveals that up to 95% of our decisions are influenced by this part of the brain. Felix outlines six primitive instincts that drive behavior: survival, reproduction, safety, security, sustenance, and status. He shares how messaging that is novel, visual, simple, fast, concrete, and delivered from a high-status position is most likely to resonate with the primal brain. These insights help professionals go beyond logical arguments and create communication that taps into emotional drivers. From branding to website copy and client conversations, Felix offers practical tools for making

In this episode of The Rainmaking Podcast, host Scott Love speaks with Carol Kaemmerer, LinkedIn branding expert and author of LinkedIn for the Savvy Executive, about how professionals can use LinkedIn more strategically to build credibility, attract opportunities, and stay relevant. Carol shares insights on why a strong, current profile is essential—not just for job seekers, but also for rainmakers, executives, and firm leaders who want to be seen as modern, trustworthy, and aligned with their firm’s brand. Carol explains that LinkedIn is a search engine, and those with sparse or outdated profiles risk being overlooked by clients, talent, and decision-makers. She recommends focusing on three core attributes you want to be known for and weaving them consistently throughout your profile, especially in the headline, about section, and skills. She also highlights new LinkedIn features like the name pronunciation tool and the “featured” section, and advises professionals to regularly engage on the platform to sta

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brandon Fong, entrepreneur and creator of the Magic Connection Method, about how busy professionals can dramatically improve their productivity while building meaningful connections. Brandon shares practical tips for optimizing time through strategies like batching tasks, implementing two-week “sprint charters” to stay focused on key priorities, and minimizing distractions by blocking off uninterrupted workdays. He also explains how to enhance networking efforts with his Magic Connection Method, which involves crafting personalized, high-value outreach messages using a three-step formula: the hook, the irresistible offer, and the no-oriented question. Brandon emphasizes that genuine relationship-building, rather than generic sales tactics, is the key to opening new opportunities. For professionals looking to work smarter, build authentic connections, and stay focused on their most valuable tasks, this episode offers actionable insights. ht

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Jack Singer, a sports psychologist and performance coach, about how professionals can build resilience and thrive during challenging times. Drawing from his experience coaching Olympic athletes and Fortune 1000 executives, Dr. Singer shares actionable techniques for managing stress, overcoming negative self-talk, and maintaining peak performance. He explains how toxic thoughts—especially “what if” scenarios and self-doubt—can trigger anxiety and impair decision-making. Dr. Singer provides a step-by-step framework for identifying and reframing negative thinking patterns, using practical tools like deep breathing and visualization to regain control. He also discusses how professionals can develop a “mindset of a champion” by fostering self-awareness, building confidence, and staying focused under pressure. This episode offers valuable insights for anyone looking to enhance their mental resilience and maintain a high level of performance.

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rudhir Krishtel, executive coach and former senior counsel at Apple, about how professionals can navigate difficult conversations and manage stress in high-pressure environments. Drawing on his legal background and mindfulness training, Rudhir shares practical strategies for maintaining composure, managing internal narratives, and communicating effectively during challenging moments. Rudhir emphasizes the importance of self-awareness and mindfulness practices to reduce anxiety and improve decision-making. He offers actionable tips, such as using deep breathing exercises to calm the nervous system and reframing negative thoughts by identifying and challenging self-limiting beliefs. Additionally, he discusses how visualizing positive outcomes and approaching conversations with curiosity rather than fear can foster productive dialogue. For professionals seeking to strengthen their communication skills and lead with confidence, this episode pr

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brenda Pontiff, managing principal of PartnerTrack Academy, about how law firms can adopt big four accounting firm strategies to strengthen their business development efforts. Brenda, a Six Sigma-trained sales executive, explains why law firms often lag behind their accounting counterparts in developing structured sales processes, client relationship management systems, and innovative service offerings. She highlights the importance of creating a clear sales playbook, tracking client interactions with robust technology, and designating leaders to drive service innovation. Brenda also shares how law firms can better support lateral partners by ensuring smooth client transitions and providing meaningful business development resources. Her insights offer actionable strategies for firms seeking to enhance client satisfaction, increase revenue, and stay competitive in a rapidly evolving legal market. https://therainmakingpodcast.com/ ----------

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stacey Brown-Randall, author of Generating Business Referrals Without Asking and host of the Roadmap to Grow Your Business podcast, about how professionals can build a consistent referral pipeline without the discomfort of directly asking for referrals. Stacey shares her proven strategy for earning referrals naturally by fostering authentic relationships, positioning oneself as a trusted expert, and understanding what motivates others to recommend you. Drawing from her own experience as a three-time entrepreneur, Stacey explains why traditional referral tactics—such as offering incentives or requesting referrals outright—often backfire. Instead, she emphasizes the importance of nurturing referral sources, recognizing their role as problem solvers, and consistently providing value. Listeners will gain actionable insights on identifying their top referral sources, developing a sustainable referral plan, and using “referral seeds” to stay top

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jill Huse, co-founder and partner of Society54, about how law firm leaders can navigate change and strengthen client relationships during challenging times. With over 20 years of experience in professional services marketing, Jill shares insights on how attorneys can become trusted advisors by understanding and addressing client needs with empathy and adaptability. Jill emphasizes the importance of staying connected with clients, asking thoughtful questions, and positioning oneself as a valuable resource, particularly during moments of uncertainty. She also discusses how leaders can foster resilience within their firms by creating open channels of communication, seeking constructive feedback, and embracing conflict as an opportunity for growth. Additionally, Jill advocates for building a personal board of advisors to gain perspective and continually grow as a leader. This episode offers actionable advice for professionals seeking to lead w

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach and author of Growing Your Business, about how professionals can achieve greater success by adopting an “extreme sliver of focus.” Mark shares how narrowing your priorities, setting clear monthly benchmarks, and taking deliberate daily actions can lead to consistent growth. He introduces the concept of throwing away traditional annual goals in favor of a more agile and intentional approach, emphasizing the importance of tracking progress every 30 days. Mark encourages listeners to ask themselves two simple but powerful questions every day: “What am I doing today to book my optimistic sales target?” and “What did I do today to move closer to that goal?” By focusing on activities within their control—such as client outreach, networking, and relationship-building—professionals can create sustainable momentum. His insights provide a practical framework for those seeking to break free from distraction, stay accounta

In this episode of The Rainmaking Podcast, host Scott Love speaks with Liz Wendling, attorney coach and author of The Rainmaking Mindset and Consultations That Convert, about how lawyers can confidently sell their services without feeling like they’re “selling.” Liz specializes in helping attorneys build authentic connections during client consultations, ensuring that potential clients see them as trusted advisors from the very first conversation. Liz emphasizes that most attorneys were never taught how to effectively present their value, often relying on outdated, ineffective approaches. She advocates for creating a strong opening by leading conversations with confidence, asking thoughtful questions, and making personal connections that go beyond small talk. By focusing on establishing trust early, attorneys can guide clients through a clear, solution-oriented conversation that naturally results in more signed agreements. This episode is full of actionable advice for legal professionals seeking to enhance th

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lisa Apolinski, digital strategist and author of Weathering the Digital Storm, about how professionals can use storytelling to elevate their digital content strategy and drive client engagement. Lisa, known as "America's digital content futurist," shares insights from her upcoming book, Persuade with a Digital Content Story, and explains why content that solves problems—not content that sells—is what cuts through digital noise today. Lisa introduces a six-step formula for creating compelling digital stories that position the client as the hero, the challenge as the nemesis, and the professional as the trusted mentor. She explains that when your content tells an emotionally engaging story that helps the audience envision their own success, it removes price objections and competitive comparisons. Instead of focusing on features and benefits, Lisa emphasizes building content that adds value, resonates emotionally, and guides the reader toward

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeanne Stafford, a communications expert, facilitator, and improv performer, about how professionals can improve client relationships by learning to communicate through conflict and uncover practical solutions. Drawing on her experience in political fundraising, improv comedy, and executive coaching, Jeanne shares how embracing discomfort, shedding ego, and speaking with clarity can transform difficult conversations into growth opportunities. Jeanne explains that today’s business climate—especially in times of crisis—requires leaders and rainmakers to listen deeply, speak in solutions, and create cultures of compassion and responsiveness. She introduces the idea that “problems are in style,” meaning that people are increasingly open about challenges—but real influence comes from helping others move from conflict to action. Jeanne also stresses that trust is earned not by talking about yourself, but by demonstrating understanding, authenti

In this episode of The Rainmaking Podcast, host Scott Love speaks with legal marketing strategist Yolanda Cartusciello about how professionals can build meaningful client relationships and adapt their business development efforts in a post-pandemic world. Drawing on her extensive experience leading marketing and BD functions at major firms like Debevoise and Cleary Gottlieb, Yolanda shares why active listening, empathy, and creative outreach matter more than ever in times of uncertainty. Yolanda explains that the pandemic disrupted traditional rainmaking methods like in-person meetings and events, forcing professionals to rethink how they connect. Rather than relying on outdated tactics or pushing clients into uncomfortable formats like Zoom, she urges listeners to ask clients how they prefer to engage and offer support that meets them where they are. She emphasizes the importance of helping clients navigate their own shifting journeys and becoming a trusted guide by delivering timely, tailored insights—not

In this episode of The Rainmaking Podcast, host Scott Love speaks with Susan Freeman, a speaker, consultant, and advocate for gender equity in professional services, about how professionals can elevate their client development approach through better conversations, deeper listening, and authentic relationships. Drawing on her background in financial and legal services, Susan emphasizes the difference between marketing (reputation-building) and business development (relationship-building) and highlights why listening—especially what she calls “third-level listening”—is the true driver of trust and influence. Susan explains that successful client conversations are less about pitching and more about uncovering what truly matters to the client—their goals, frustrations, and unspoken concerns. She shares how asking thoughtful, open-ended questions and responding with empathy can position professionals as trusted advisors, not just service providers. The ultimate goal, she argues, isn’t just to close a deal, but to

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Potter, managing principal of R.A. Potter Advisors, about how professionals can avoid becoming commoditized by developing a strong preference value proposition—a clear and compelling answer to why a client should choose you over your best competitor. Bob explains that most professionals rely on generic, overused claims like “great service,” “deep experience,” or “client focus.” While those qualities are important, they’re expected—just like airbags in a car. They don’t create preference. To truly stand out, professionals need to address three core questions: What makes you different? Why should that difference matter to the client? And why should they believe you? According to Bob, it’s not enough to talk about capabilities—you have to back them up with proof. Testimonials, client stories, and measurable results provide evidence that builds trust and makes your value proposition credible. He encourages professionals to ask their best c

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cara Hale Alter, author of The Credibility Code and founder of SpeechSkills, about how professionals can project confidence and build trust—especially over video calls. With experience training top firms and companies like Google and Pixar, Cara shares how small adjustments in posture, voice, and eye contact can significantly boost credibility. Cara outlines the three pillars of visible credibility: strong posture, strong voice, and strong eye contact. She explains how these cues influence first impressions and how to adapt them to webcam communication by adjusting camera angle, lighting, and framing. She also discusses the importance of affective trust—the emotional sense that someone understands and cares—and how virtual presence plays a key role in building it. This episode offers practical tips for professionals who want to communicate with greater authority, build rapport remotely, and make a powerful first impression in any setting.

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach, speaker, and author of Growing Your Business, about how professionals can generate more referrals and consistent business by using a simple, strategic approach to relationship marketing. Mark shares timeless insights from his decades of experience coaching business owners and delivering over 20,000 hours of one-on-one consulting, focusing on what it takes to stimulate referrals—not just hope for them. Mark introduces his Advocate Strategy, a low-cost, high-return referral system built around three core actions: building a list of up to 25 advocates (clients, peers, or contacts who believe in your work), creating a monthly “calendar of connections” to stay top-of-mind with them, and developing referral-friendly tools—like articles or resources—that advocates can easily pass along to others. He explains that the key to generating referrals is not just delivering excellent service, but making sure clients enjoy t