Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Zipursky, CEO of Consulting Success, about how professionals can grow their businesses without becoming overwhelmed. Michael, who has coached over 400 consultants across 75 industries and authored several bestsellers, shares his insights on how to identify high-value activities, delegate low-value tasks, and focus on actions that drive real business results. Michael explains that many professionals experience overwhelm because they spend too much time on tasks that don't move the needle—such as scheduling, formatting, and back-and-forth emails. He advocates for a simple yet powerful tactic: track how you spend your time for a week, identify which tasks truly require your expertise, and group the rest into categories that can be delegated. Michael illustrates this through a client case study that demonstrates how just four focused conversations per week helped one consultant grow from $400K to $2 million in revenue within 18 months.

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brett Trembly, attorney, entrepreneur, and co-founder of Get Staffed Up, about how failing to seek help can stall professional growth—and how learning to delegate can unlock true freedom. Brett shares his own journey from a struggling solo practitioner with just three clients to building a thriving law firm and staffing company that supports thousands of professionals. He explains how ego, fear of failure, and the desire to control everything can prevent entrepreneurs—especially attorneys—from growing their businesses. Brett emphasizes the importance of humility, coaching, and developing a "delegate-your-way-to-freedom" mindset. He discusses practical tools like daily team huddles, employee scorecards, and structured communication to empower teams and improve performance. The episode also explores the concept of employees working “for their own purposes,” encouraging leaders to become the kind of people that others want to work for. Brett

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gina Rubel, CEO of Furia Rubel Communications, about how attorneys and professionals can elevate their reputation through strategic public relations and media engagement. Gina shares insights from her years working with law firms and corporate leaders, emphasizing that visibility, credibility, and consistency are key to building a strong personal and firm brand. She explains that PR is not just about press releases—it’s about telling your story in a way that positions you as a thought leader and trusted expert in your field. Key topics include the difference between PR and marketing, how professionals can leverage media relationships to gain exposure, and why being proactive in communications can strengthen client trust and attract new business. Gina shares strategies for getting quoted in the media, writing op-eds, and using speaking engagements as part of a visibility campaign. She also discusses the importance of media training, managin

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Nischwitz, speaker, leadership coach, and author of Just One Step, about how professionals can lead with authenticity and deepen relationships to drive business growth. Jeff explains that in a world full of surface-level communication, authenticity, vulnerability, and connection are what truly differentiate top rainmakers. He challenges listeners to move beyond transactional networking and instead focus on building trust by showing up as their real, imperfect selves—a strategy that creates long-term business success and deeper client loyalty. Key topics include why vulnerability is a strength, not a weakness, how to build emotional safety in client and team relationships, and the difference between being responsible for people versus being accountable to them. Jeff also shares how professionals can break free from "doing" mode and reconnect with "being"—bringing presence and intention to every interaction. He outlines steps to grow se

In this episode of The Rainmaking Podcast, host Scott Love speaks with Henry DeVries, author, ghostwriter, and founder of Indie Books International, about how professionals can use storytelling and books to attract clients without being pushy. Henry explains that clients hate to be sold to but love to hear stories, and the best rainmakers are those who can craft and share stories that illustrate the value of their services. He emphasizes that publishing a book is one of the most effective tools for building authority, trust, and visibility, especially for professionals in high-trust, relationship-driven industries. Key topics include the four types of client-attracting stories—the case story, the personal story, the vision story, and the teaching story—and how professionals can use each one to communicate value without sounding like a sales pitch. Henry also shares insights on why writing a book opens doors to speaking opportunities and media exposure, how to develop a book quickly using a proven ghostwriting

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dion Flynn, actor, comedian, and communication expert, about how professionals can use improvisation techniques to build stronger relationships, improve sales conversations, and enhance business development skills. Dion, best known for his appearances on The Tonight Show Starring Jimmy Fallon, explains that improv isn’t just for comedians—it’s a powerful tool for engaging with clients, thinking on your feet, and handling objections with confidence. By learning to listen actively, adapt quickly, and embrace spontaneity, professionals can become more persuasive and build deeper connections. Key topics include the power of "Yes, And" thinking, which helps professionals stay open to possibilities and navigate client conversations more effectively. Dion also shares strategies for overcoming fear in high-stakes meetings, using humor and storytelling to build rapport, and developing mental agility to respond to unexpected challenges. He discusses

In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cohen, author of Everyone’s in Sales, about how professionals can embrace a sales mindset to drive business growth without feeling “salesy”. Todd explains that selling isn’t just for salespeople—every professional, regardless of industry, is responsible for building relationships, creating trust, and influencing decisions. He emphasizes that rainmaking is about leadership, communication, and delivering value, not aggressive pitching or transactional selling. Key topics include how professionals can reframe sales as problem-solving, the importance of building a personal brand that attracts opportunities, and how storytelling can make business development efforts more engaging and authentic. Todd also discusses the biggest mistakes professionals make when approaching sales, such as focusing too much on themselves rather than the client’s needs, and shares practical strategies for making business development a natural part of daily inter

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ed Wallace, author of Business Relationships That Last, about how professionals can create and sustain high-value business relationships that lead to long-term success. Ed explains that relationships drive business, and those who focus on earning trust, delivering value, and maintaining authentic connections will naturally see better business development results. He emphasizes that rainmakers don’t just network—they intentionally cultivate relationships with key clients, colleagues, and referral sources by being proactive, strategic, and generous. Key topics include the key components of relational capital, how to earn credibility and trust quickly, and why professionals must approach business development with a mindset of service rather than self-interest. Ed shares his Five Key Relationship Accelerators, which include Establishing Credibility, Being Generous with Value, Creating Memorable Experiences, Showing Genuine Care, and Managing t

In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, a business development coach and expert in professional services marketing, about how lawyers and consultants can strengthen client relationships and grow their book of business. Anna emphasizes that business development is not about aggressive sales tactics, but about building trust, delivering value, and fostering long-term relationships. She explains that professionals who prioritize genuine connections and strategic follow-ups consistently outperform those who focus solely on transactions. Key topics include how to develop a relationship-driven business development strategy, the importance of consistent follow-up and staying top-of-mind, and why professionals should focus on understanding client needs rather than pushing services. Anna also shares insights on how to create opportunities through thought leadership, leveraging content marketing, speaking engagements, and networking to establish credibility. She highlights

In this episode of The Rainmaking Podcast, host Scott Love speaks with Antarctic Mike, a professional speaker and endurance athlete, about the lessons business professionals can learn from extreme environments. Mike shares insights from his experiences in Antarctica, explaining how mental resilience, preparation, and adaptability are key to succeeding in both business and extreme conditions. He emphasizes that the ability to push through challenges, stay focused under pressure, and build strong teams is what separates high performers from the rest. Key topics include how endurance athletes develop mental toughness, the importance of persistence and preparation in business development, and how leaders can inspire their teams by fostering resilience and discipline. Mike shares real-life stories of Antarctic explorers and endurance athletes, drawing parallels between their experiences and the challenges professionals face in sales and business development. He also discusses how to reframe setbacks as learning op

In this episode of The Rainmaking Podcast, host Scott Love speaks with Art Sobczak, author of Smart Calling, about how professionals can eliminate the fear of rejection and prospect more effectively without resorting to traditional cold calling. Art explains that successful prospecting isn’t about making random calls—it’s about smart calling, which means researching prospects, identifying trigger events, and tailoring messaging to create meaningful, relevant conversations. He emphasizes that the most effective rainmakers don’t fear rejection because they frame every call as a learning opportunity rather than a win-or-lose scenario. Key topics include the fundamentals of Smart Calling, which involves identifying key decision-makers, leveraging social engineering to gather intelligence, and crafting value-driven outreach that resonates with potential clients. Art also discusses the psychological barriers to prospecting, explaining how professionals can overcome fear by shifting their mindset and focusing on con

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, co-founder and Chief Growth Officer of Wendt Partners, about how professional service firms can leverage tools and technologies to drive business growth. Doug explains that while many firms adopt CRM systems and digital tools, they often fail to implement them effectively due to a lack of structured processes. He emphasizes that business development technology should support a well-defined strategy, not replace it, and that firms must first establish disciplined, repeatable processes before investing in software. Key topics include the role of CRM systems as a foundation for business relationship management, how to integrate sales and marketing tools for seamless client engagement, and why firms should prioritize personalization in outreach through automation. Doug shares insights on the difference between sales and marketing technology, explaining that marketing is one-to-many communication while sales is one-to-one. He also i

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Ivan Misner, founder and Chief Visionary Officer of BNI (Business Network International), about the power of strategic networking and relationship-building for business success. Dr. Misner, often called the "father of modern networking," shares insights from his book Who's in Your Room?, which explores how the people we allow into our lives influence our decisions, success, and overall happiness. He explains that networking is not just about making connections but about surrounding yourself with the right people—those who align with your values and contribute positively to your growth. Key topics include the "Room Concept," a metaphorical way to think about networking and personal relationships, and the role of the Doorman—a mental filter that helps professionals decide who to let into their lives and businesses. Dr. Misner discusses deal-breakers in professional and personal relationships, emphasizing the importance of defining clear

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Regina, entrepreneur, speaker, and expert networker, about the power of relationship marketing strategies and how professionals can crush virtual networking. Mike shares insights from his experience building multiple referral-based businesses, emphasizing that success in networking is not about selling—it’s about connecting, providing value, and building long-term relationships. He explains that professionals who lead with a give-first mentality can eliminate competition and create new business opportunities simply by being intentional in their networking approach. Key topics include the three pillars of effective networking—connecting with purpose, knowing your audience, and adding value by making strategic introductions. Mike discusses common networking mistakes, such as having a taker mindset, lacking a clear strategy, and jumping to the ask before providing value. He also shares actionable virtual networking strategies, including

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, business growth strategist and co-founder of Wendt Partners, about how professionals can pivot their sales efforts into a structured, scalable sales strategy. Doug shares insights from over 25 years of experience in enterprise sales, emphasizing that sales growth isn’t just about acquiring new clients—it’s about maximizing existing relationships, leveraging referrals, and optimizing untapped revenue opportunities. He explains how many businesses overlook 70% of their potential revenue by failing to engage their current customer base effectively. Key topics include the concept of the considered sale—a relationship-driven sales process that builds trust over time, the importance of segmenting contacts into categories (strategic clients, past clients, referral partners), and using CRM tools like HubSpot to streamline business development efforts. Doug also shares tactical steps for professionals looking to transition from in-perso

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cole Silver, Chief Client Officer at Blank Rome, about how professionals can continue making it rain during and after the COVID-19 pandemic. Cole shares insights from his extensive experience as a general counsel and client development expert, highlighting how the pandemic has forced professionals to rethink business development strategies. He explains that in times of crisis, clients evaluate services strictly through a return-on-investment lens, making it crucial for professionals to adapt their messaging and focus on delivering clear, tangible value. Cole emphasizes the importance of viewing clients holistically, providing empathetic support, and adjusting services to meet evolving needs. Key topics include adopting a client-centric approach by understanding clients' full range of needs, even outside the traditional scope of services; maintaining empathy and safety in all client communications; and offering alternative fee arrangements

In this episode of The Rainmaking Podcast, host Scott Love speaks with Pat Gillette, renowned attorney, speaker, and author of Rainmakers: Born or Bred, about what truly makes a successful rainmaker. Pat shares insights from her extensive 40-year legal career and a groundbreaking study she co-conducted with Professor Bill Henderson, exploring whether rainmakers are born or developed. The study, involving 300 law firm partners, revealed that successful rainmakers share four key characteristics—regardless of gender—and these traits can be learned and cultivated. Pat also discusses her unique journey from aspiring politician to a top employment litigator, emphasizing how building strong relationships, understanding clients' businesses, and taking calculated risks contributed to her rainmaking success. Key topics include the four critical characteristics of successful rainmakers: engagement (active listening and building authentic relationships), dominance (persuasion through business insight and understanding cl

Hey everyone! Welcome to The Rainmaking Podcast which is the relaunching of a previously produced show since 2009 that got up to 5,000 listeners monthly. Listeners will include law firms, professional service firms, and those involved in business to business sales. Let me know how I can help you.  www.therainmakingpodcast.com ---------------------------------- In this inaugural episode of The Rainmaking Podcast, host Scott Love shares the inspiration behind relaunching the podcast after a four-year hiatus. Scott, a high-stakes headhunter, author, and professional speaker, explains that the relaunch was driven by a desire to provide no-strings-attached content focused on helping professionals build resilience and develop rainmaking skills, especially during challenging times. The podcast aims to serve professionals in law, consulting, and other business-to-business services by featuring expert insights on sales, negotiation, client development, and high-level business strategies. Key topics include Scott's thr

The Great Recruiter Podcast, Episode #39: In this episode, Scott Love shares insights on how to hire recruiters. Scott also interviews Josh Doody who is the author of the book Fearless Salary Negotiation for insights into how to negotiate salaries between clients and candidates. Links mentioned:   https://fearlesssalarynegotiation.com   www.greatrecruitertraining.com/freebies  

In this episode, Scott Love shares: Turnaround Phrases for Candidates Interview with Susan Roane, author of "How to Work a Room"® Networking tips from Susan Roane www.greatrecruitertraining.com www.recruiterVT.com