Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Tony Gray, author of The Business Development Body of Knowledge and founder of the Global Business Development Association, about how professionals can lead with trust in business development. Tony shares a neuroscience-based model of trust built on three pillars: purpose, empathy, and truth. He explains how these elements activate specific brain chemicals—oxytocin, dopamine, and serotonin—that foster genuine connection and credibility. Rather than rely on anecdotal tactics, Tony advocates for a scientific, principle-based approach to building long-term business relationships, emphasizing that aligning with a prospect’s purpose and being candid—even when it means saying you’re not the right fit—can create lasting trust and unexpected referrals. The conversation also explores the differences between empathy and sympathy, how to build the “muscle memory” of candor, and why referrals are the most scalable form of business development. Tony i