Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Ries, Director of Business Development at Offit Kurman, about proven strategies for attracting new clients. Jim shares his approach to business development, emphasizing the importance of proactive networking, consistent touchpoints, and positioning oneself as a valuable resource. He explains that building meaningful relationships—not just selling—is the key to long-term client acquisition. Key topics include leveraging in-person networking events by partnering with complementary professional service providers, creating structured virtual networking opportunities, and maintaining an active LinkedIn presence with relevant content. Jim also discusses the importance of consistently staying in front of prospects through newsletters, industry events, and personalized outreach. He highlights how business owners are often underserved by their current service providers, creating a prime opportunity for professionals to step in and build trust.

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Jones, internationally acclaimed author and sales expert, about the power of using the right words to influence and persuade in business conversations. Phil, author of Exactly What to Say, shares how professionals can craft effective messaging that drives results by being intentional with their language. He explains that the difference between good and great salespeople often comes down to word choices and the ability to anticipate objections before they arise. Key topics include the importance of pre-planning conversations rather than improvising, recognizing and addressing known objections early, and focusing on three critical conversations: one personal, one leadership-related, and one revenue-generating. Phil introduces techniques to help professionals refine their communication, structure conversations to avoid resistance, and build trust through strategic questioning. He also discusses how organizations can integrate these skill

In this episode of The Rainmaking Podcast, host Scott Love speaks with Silvia Coulter, co-founding principal of LawVision, about strategic account management and how law firms and professional service providers can strengthen client relationships to drive long-term revenue growth. Silvia explains that firms often overlook the importance of proactively managing key client accounts, instead relying on passive relationship-building. She shares proven strategies for implementing a structured approach to client retention and expansion. Key topics include understanding a client’s business goals, aligning services with their strategic needs, and expanding relationships within an organization by identifying key decision-makers. Silvia also discusses the biggest challenges firms face when implementing strategic account management, such as internal resistance, lack of planning, and misalignment between client expectations and firm capabilities. She provides actionable steps for firms to build successful account managem

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Thomas, networking expert and author of Who Do You Need to Meet?, about how professionals can strategically build relationships that drive business growth. Rob shares his proven system for identifying and connecting with the right people, emphasizing that networking should be intentional, not accidental. He explains how professionals can refine their approach to make valuable connections that lead to long-term opportunities. Key topics include the importance of defining your ideal contacts, leveraging existing relationships to gain introductions, and maximizing in-person and virtual networking opportunities. Rob discusses how to approach networking events with a strategy, the role of LinkedIn in making meaningful connections, and why following up effectively is crucial for long-term success. He also shares insights on refining your network by eliminating non-productive connections and focusing on high-value relationships. This episode

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Johnson, executive coach and author of The Servant Warrior Leader, about the power of emotional intelligence in leadership and business development. Phil explains that emotional intelligence is not just about managing emotions but about overcoming fear and resistance to change. He shares how professionals can develop self-awareness, build trust, and inspire discretionary effort from their teams and clients to achieve greater success. Key topics include understanding how emotional intelligence impacts leadership, the science behind energy exchange in relationships, and the role of mirror neurons in building trust and influence. Phil discusses how professionals unconsciously give away their energy and how they can reclaim it to become more effective leaders. He also covers practical strategies for overcoming resistance to change, shifting from ego-driven interactions to authentic leadership, and fostering a high-trust, high-engagement c

In this episode of The Rainmaking Podcast, host Scott Love speaks with John Kormanik, former trial attorney and professional coach, about how legal professionals and service providers can identify their ideal clients. John explains that without a clearly defined target audience, professionals risk diluting their marketing efforts and attracting the wrong clients. He emphasizes that knowing exactly who you want to serve allows for more intentional business development and greater career satisfaction. Key topics include the three core elements of defining an ideal client—geography, demographics, and psychographics—and how professionals can use this framework to refine their outreach. John discusses how identifying a client "avatar" helps create more focused networking opportunities and strategic business decisions. He also shares insights on overcoming the scarcity mindset, setting boundaries to work only with ideal clients, and structuring client engagement for long-term success. Whether you're a lawyer, consu

In this episode of The Rainmaking Podcast, host Scott Love speaks with Donna Griffit, global pitch and messaging expert, about how professionals can craft compelling pitch decks that win clients and investors. Donna, author of Sticking to My Story, explains that a great pitch isn’t just about data—it’s about storytelling. She shares how professionals can structure their pitch to engage their audience emotionally, making their message more persuasive and memorable. Key topics include the four-act structure of an effective pitch: identifying the client’s problem, introducing the solution, backing it up with data and social proof, and presenting a bold vision for the future. Donna also highlights common mistakes, such as leading with credentials instead of the client's pain points, and provides strategies for structuring presentations that keep audiences engaged. She shares tips on creating a simple, compelling message that resonates with decision-makers and turns prospects into clients. Whether you’re in sales,

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gary Brown, founder of Hatcher Advisory, about how he successfully scaled his accounting firm from two people to over 30 employees. Gary shares his insights on what it takes to grow a professional services firm, emphasizing the importance of investing in leadership development, building a strong culture, and focusing on high-quality client acquisition. He explains that while revenue growth is important, long-term success comes from developing people and creating an environment where employees feel engaged and motivated. Key topics include how to implement structured leadership training for both senior and junior team members, why company culture should prioritize joy and engagement, and the impact of selecting the right clients to maintain profitability and workplace satisfaction. Gary also shares lessons learned from rapid growth, including the importance of balancing expansion with financial stability and adapting to unexpected challenge

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michele Correnti, branding expert and founder of Correnti Marketing, about how professionals can increase the number of high-quality inbound referrals. Michele explains that many professionals struggle with referrals because they fail to clearly communicate their brand and ideal client. She emphasizes that effective branding starts with identifying what makes you unique and ensuring that messaging is consistent across all platforms, from networking conversations to online presence. Key topics include defining an ideal client profile to attract the right referrals, aligning personal branding with business goals, and leveraging social media for greater visibility. Michele also discusses the stages of brand recognition—from awareness to preference and loyalty—and how professionals can build a strong reputation that naturally generates referrals. She shares practical tips on refining messaging, ensuring consistency across LinkedIn and websites

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, legal business development coach and author of Sales-Free Selling, about how professionals can attract and convert clients without feeling like a salesperson. Steve explains that many lawyers and professionals resist business development because they associate it with aggressive sales tactics. Instead, he presents a structured, relationship-driven approach that focuses on asking the right questions, building trust, and allowing clients to convince themselves that they need your services. Key topics include the importance of qualifying prospects before investing time in proposals, the four key qualifiers (compelling reasons to change, commitment to action, decision-maker identification, and financial readiness), and strategies for running productive client meetings. Steve also discusses how to take control of conversations by setting clear agendas, developing rapport, and leading with curiosity rather than selling. Whether yo

In this episode of The Rainmaking Podcast, host Scott Love speaks with Simon Severino, CEO of Strategy Sprints and author of Strategy Sprints: 12 Ways to Accelerate Growth for an Agile Business, about how professional service firms can double their revenue in just 90 days. Simon shares his proven framework for streamlining operations, improving client acquisition, and optimizing internal processes to create sustainable, exponential growth. He explains that by simplifying business structures and focusing on key revenue-generating activities, firms can achieve faster results with less stress. Key topics include the seven essential stages of business growth—awareness, interest, engagement, closing, onboarding, delivering, and retaining—and how firms can optimize each stage for efficiency. Simon also introduces the concept of the referral engine, a system that helps firms generate new business by securing client referrals at strategically timed intervals. He highlights the importance of tracking key performance m

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Kaye, CEO of Kaye/Bassman International and co-managing director of Sanford Rose Associates, about developing teams of rainmakers. With decades of experience in executive search and leadership development, Jeff shares insights on how firms can cultivate top producers by shifting from an individual contributor mindset to a leadership mindset. He explains that being a great rainmaker doesn’t automatically translate into being a great leader and that managing and inspiring a team requires a different skill set. Key topics include the importance of viewing team members as internal clients, building a culture of accountability and development, and balancing leadership with business development. Jeff highlights the power of situational leadership, treating people based on their individual motivations, and using humility to foster engagement and trust. He also shares practical strategies for identifying and coaching emerging rainmakers, avoi

In this episode of The Rainmaking Podcast, host Scott Love speaks with Joel Lalgee, social media strategist and Business Development Director at HireWell, about how professionals can leverage social media to build their brand and attract business opportunities. With over 173,000 LinkedIn followers, Joel shares his insights on creating engaging content, building relationships, and using digital platforms effectively to stand out in a crowded marketplace. Key topics include choosing the right social media platform based on your audience, the power of authenticity and vulnerability in content, and how to engage through comments before posting original content. Joel also discusses the importance of consistency, overcoming the fear of putting yourself out there, and using humor and storytelling to create memorable interactions. He shares actionable strategies for LinkedIn and TikTok, explaining how professionals can turn social media engagement into meaningful business conversations. This episode is packed with pr

In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cherches, leadership expert, TEDx speaker, and author of Visual Leadership: Leveraging the Power of Visual Thinking in Leadership and Life, about how professionals can use visual thinking to communicate more effectively. Todd explains that people remember visuals far better than words alone, and by leveraging imagery, metaphors, and storytelling, professionals can enhance their influence, engagement, and clarity in sales and leadership. Key topics include using visuals to capture attention and improve retention, the power of storytelling to make complex ideas memorable, and practical strategies such as mind maps, flowcharts, and metaphors to simplify communication. Todd shares how professionals can structure their messaging visually to engage clients, make stronger impressions, and drive action. He also emphasizes the importance of being intentional with visual tools, tailoring them to the audience, and making communication more engag

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Ifrah, founding partner of Ifrah Law and a recognized leader in gaming law, about how he built a niche practice and established himself as a go-to attorney in his field. Jeff shares his journey from government service to Big Law and eventually launching his own firm in 2009. He explains how he cultivated relationships, leveraged industry expertise, and positioned himself as a trusted resource in the online gaming and sports betting sector. Key topics include the importance of building a strong network, nurturing long-term client relationships, and delivering results that lead to organic referrals. Jeff discusses how attending industry conferences, staying connected with past clients, and consistently providing value helped him expand his firm’s reputation. He also highlights the role of trust, responsiveness, and being a "giver" in sustaining a thriving practice. Whether you're in law, professional services, or sales, this episode off

In this episode of The Rainmaking Podcast, host Scott Love speaks with Janice Litvin, workplace wellness expert and author of Banish Burnout: Move from Stress to Success, about strategies to prevent and manage burnout. Janice explains that high-performing professionals often push themselves to exhaustion, failing to recognize the early signs of stress. She emphasizes the importance of self-awareness and daily rituals to maintain mental and physical well-being, allowing individuals to sustain high performance without sacrificing their health. Key topics include identifying "micro clues" that signal stress, such as disrupted sleep, changes in eating habits, or emotional exhaustion, and proactively incorporating habits like journaling, meditation, exercise, and meaningful social connections to prevent burnout. Janice also introduces the STOP Method—a simple framework for recognizing stress, pausing, and reframing negative thoughts. She highlights the importance of workplace cultures that support emotional intell

In this episode of The Rainmaking Podcast, host Scott Love speaks with John Livesay, sales keynote speaker and author of The Sale is in the Tale, about the power of storytelling in sales. John explains how professionals can transform dry facts and figures into compelling narratives that build trust, engage prospects, and ultimately close more deals. He shares how storytelling activates the brain differently than traditional sales pitches, making messages more memorable and persuasive. Key topics include the four-part structure of a compelling sales story: exposition (setting the stage), problem (creating emotional stakes), solution (introducing the product or service), and resolution (demonstrating the transformation). John also introduces the concept of “case stories” instead of case studies, showing how professionals can create emotional connections that help prospects see themselves in the story. He discusses the 5-5-5 Rule for overcoming rejection and building resilience, as well as techniques for refinin

In this episode of The Rainmaking Podcast, host Scott Love speaks with Meridith Elliott Powell, business strategist, keynote speaker, and author of Thrive: Turning Uncertainty to Competitive Advantage. Meridith shares her research-backed insights on how professionals and organizations can not only navigate uncertainty but use it as a catalyst for growth. Drawing from her study of businesses that have thrived for over 250 years, she presents a structured approach to embracing change and transforming challenges into opportunities. Key topics include the importance of adopting a mindset that sees uncertainty as opportunity, making decisions based on core values, and listening to clients to understand shifting needs. Meridith highlights strategies such as leveraging collaboration over competition, anticipating change before it happens, and using proactive planning to stay ahead of industry shifts. She also shares real-world examples of businesses that successfully adapted to market disruptions and outlines three

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephan Schiffman, legendary sales trainer and author of Cold Calling Techniques That Really Work, about how professionals can differentiate themselves in a competitive marketplace. With over 70 books on sales and decades of experience training over 500,000 professionals, Stephan shares his insights on effective prospecting, building trust, and positioning yourself as an expert rather than just another salesperson. Key topics include understanding that every business is a commodity and how to separate yourself by focusing on helping clients improve what they already do. Stephan emphasizes the importance of asking the right questions to uncover client goals, shifting from a “proposal” mindset to making a “recommendation,” and handling objections with confidence. He also shares how to navigate the modern sales landscape, including leveraging virtual meetings while still prioritizing personal connections. Whether you’re in sales, consulting,

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Flora, VP of Sales and Marketing at Leopard Solutions, about building trust and rapport with client prospects. Phil shares insights from his 20+ years in professional sales, emphasizing that people do business with those they trust. He highlights the importance of authenticity, asking the right questions, and setting clear expectations to create long-term client relationships. Key topics include developing a client-centric sales approach, understanding the “buying journey” to align with client needs, and overcoming objections by positioning yourself as a trusted advisor. Phil also discusses how COVID-19 reshaped B2B sales, making virtual communication a key tool for building relationships. He shares actionable strategies for setting proper expectations, leveraging insights to add value, and maintaining consistent follow-up to strengthen client connections. Whether you’re in legal sales, consulting, or professional services, this episo