Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love welcomes back Ed Wallace—business relationship expert and author of Business Relationships That Last—to discuss how professionals can better “speak the language of their clients.” Ed shares practical tools to improve client conversations, beginning with his “Relational GPS” framework: understanding a client’s Goals, Passions, and Struggles. He explains how too few professionals truly learn what matters to their clients, and shows how using discovery questions like “What was your biggest accomplishment over the last year?” can reveal deeper insights that lead to stronger relationships. Ed also breaks down how to translate a firm’s value proposition into client-centric language that reflects the client’s specific business needs. Rather than leading with services, professionals should listen first, ask follow-up questions, and only then present a custom “value statement” that aligns with the client’s goals. This episode offers a clear, actionable process

In this episode of The Rainmaking Podcast, host Scott Love speaks with Alexandra Ontra, co-founder of Shufflrr, about how professionals can improve sales outcomes through better storytelling in presentations. Drawing from her background in advertising and interactive media, Alexandra explains that most sales decks strip away emotion by default—relying on bullet points and data instead of meaningful narratives. She argues that storytelling in business is about restoring the human element, helping prospects see themselves in the story, and creating emotional resonance around a product or service. Alexandra introduces a simple framework: the product is the hero, the client is the co-star, and the story arc follows how the product helps solve the client’s problem and improve their outcome. She shares how Shufflrr’s interactive slide library helps sales teams create customized, on-the-fly presentations that follow the conversation—not just a static slide deck. This episode is packed with tactical storytelling advi

In this episode of The Rainmaking Podcast, host Scott Love speaks with Charlie Cina, sales trainer, speaker, and author of Expose and Close, about how professionals can master the art of the introduction to present themselves with purpose and impact from the first point of contact. Charlie shares how his early entrepreneurial experiences—like buying and growing a paper route at age 10—taught him that “the more you introduce, the more you produce.” He explains that rainmaking success starts with confidently and clearly answering the question, “What do you do?” in 10 seconds or less, with a message focused on solving the prospect’s problem. Charlie offers a framework for creating a powerful personal presentation, sorting prospects from suspects, and building relationships through authentic engagement. He emphasizes that anyone—introvert or extrovert—can connect if they have a script rooted in truth, clarity, and client value. With tips on networking, following up, and staying top of mind using tools like OneTap

In this episode of The Rainmaking Podcast, host Scott Love speaks with David Avrin—global keynote speaker, marketing expert, and author of The Customer Experience Advantage—about how professionals can future-proof their business in an unpredictable world. David explains that customer expectations have changed dramatically in recent years, with speed, access, and ease now considered standard. As clients increasingly compare service experiences across industries, firms that fail to adapt risk becoming irrelevant—even if their core service is strong. David emphasizes the importance of eliminating friction, understanding the evolving challenges facing your ideal clients, and creating structured opportunities for conversation—both with clients and within your firm. He also shares tips on improving virtual presence, building human connection through digital platforms, and using internal “morning huddles” to spark innovation. This episode is a practical and timely guide for professionals looking to stay relevant, re

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark Roberts, sales performance expert and founder of the “No Smoke and Mirrors” consultancy, about how to get new rainmakers to produce results quickly and consistently. Drawing on over 35 years of experience, Mark explains that success in business development hinges less on personality and more on skills, motivation, and mindset. He introduces his use of assessment tools that measure competencies like the “will to sell” and identifies limiting beliefs—such as a need to be liked or discomfort discussing money—that often hold professionals back. Mark discusses how law firms and other professional services organizations can avoid costly hiring mistakes by using data-driven assessments and behavioral interview questions to evaluate candidates before making offers. He emphasizes that rainmaking is a teachable skill, and offers insights into onboarding, coaching, and client feedback processes that support growth. From mindset reframing to valu

In this episode of The Rainmaking Podcast, host Scott Love speaks with Margie Agin, award-winning B2B marketing strategist and founder of Centerboard Marketing, about how professionals can stand out in crowded markets by clearly communicating what makes them different. Drawing from her background in language, market research, and content strategy, Margie explains how companies can develop effective differentiation by listening closely to customer language, identifying real decision drivers, and crafting messaging that resonates with both emotional and business needs. Margie outlines how authentic, customer-informed differentiation—backed by proof points and aligned with buyer goals—can help professionals avoid competing on price and instead command attention based on value. She introduces the concept of a “message map” to organize and prioritize core brand messages, and shares how even service firms can package offerings like products to make them more tangible and easier to sell. With examples from her consu

In this episode of The Rainmaking Podcast, host Scott Love speaks with Henry Kaminsky, branding expert and founder of Unique Designs, about how professionals can build powerful personal brands that attract high-value clients and create real business growth. Henry shares his journey from hospital fundraiser to seven-figure entrepreneur, emphasizing that people buy you—the person—before they ever buy your service. He explains why most professionals fail to stand out online: they’re too close to their business, designing brands for themselves rather than for their ideal clients. Henry discusses the importance of clarity, authenticity, and relevance in personal branding, especially in an era where buyers want human connection and transparency. He offers actionable strategies like interviewing top clients to refine brand messaging, using tools like AnswerThePublic to understand market language, and leveraging podcasting and LinkedIn as relationship-building platforms. Whether you’re launching a solo practice or sc

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brenda Pontiff, founder of PartnerTrack Academy, about succession planning and the role of trusted advisors in ensuring smooth client transitions. Brenda explains how law firms often overlook the long-term implications of a partner’s retirement or lateral move, putting client relationships at risk. She contrasts law and accounting firms, noting that the Big Four treat client transition with far more structure, process, and transparency—often using protocols, calendars, and client-facing documentation to ensure continuity and trust. Brenda emphasizes that being a trusted advisor means anticipating client needs and staying top of mind—well beyond the scope of an individual matter. She encourages firms to develop succession protocols years in advance, document expectations, and involve the entire firm—including marketing, IT, and HR—in the transition process. With humor, candor, and deep experience, Brenda shares both cautionary tales and act

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ken Lundin, founder of Ken Lundin & Associates and creator of the Sales Alpha Roadmap, about how sales has changed—or been exposed—by the post-pandemic world. Ken explains that most professionals don’t have a closing problem; they have a value development problem. He stresses that the real opportunity lies in helping prospects envision the transformation you offer, not just showcasing features or credentials. Value must be created early in the process by getting prospects to lift their heads from the day-to-day and look toward long-term outcomes. Ken introduces the idea of being “other-centered,” emphasizing intentionality and empathy as the foundation for effective business development. He also breaks down the flaws in the sales consulting world and presents his own “perfect meeting” framework to help professionals structure conversations that lead to deeper understanding and faster decisions. With real-world lessons from personal setback

In this episode of The Rainmaking Podcast, host Scott Love speaks with Terry and Drew Edwards, the father-son team behind MakeMorePlacements.com, about why most clients won’t engage you—and what to do about it. With deep roots in sales and recruiting, Terry and Drew share how professionals can boost client response rates by shifting from cold outreach to authority-based marketing. They explain how creating “client magnets”—such as ebooks, videos, or even compelling questions—helps attract now-buyers and cultivates future-buyers through trust and visibility over time. The duo emphasizes that clients don’t buy services—they buy results. Most marketing fails because it focuses on the process, not the benefit. Terry and Drew show how positioning, emotional relevance, and consistent engagement through multiple channels can build familiarity and interest before the first call is even made. From content strategy to mindset shifts, this episode provides a tactical and philosophical guide to rainmaking in today’s atte

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mo Bunnell, author of The Snowball System and founder of Bunnell Idea Group, about how professionals can develop repeatable, scalable business development habits. Mo breaks down rainmaking into three manageable areas: managing opportunities, managing relationships, and managing yourself. He explains how professionals can build a simple weekly rhythm by tracking their top opportunities and investing in a short list of eight key relationships, all while committing to just three proactive business development actions each week. Mo emphasizes the importance of long-term relationship-building and intentional outreach, noting that professionals don’t need to be extroverts to succeed—they just need a system. He also introduces his BIG framework for goal-setting: tasks that are Big impact, In your control, and Growth-oriented. For those navigating a demanding client load while still trying to grow a book of business, this episode offers a strategi

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Jack Singer—psychologist, author, and performance coach—about how professionals can master the habits that protect against burnout and emotional fatigue. Dr. Singer explains that burnout often stems from unrecognized thought patterns tied to two common personality traits: Type A overachievers and people-pleasers. He shares how awareness of these tendencies, combined with tools like his Thinking Pattern Worksheet, can help professionals shift from toxic self-talk to healthy, resilient mindsets. Dr. Singer emphasizes that burnout isn’t caused by external events, but by how we interpret those events through internal dialogue. He outlines practical methods for identifying distorted thinking, managing expectations, and responding to emotional cues like cynicism or chronic fatigue. Whether it's learning to say no, challenging perfectionism, or recognizing when it’s time to seek help, this episode offers a science-backed, compassionate roadma

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephanie Marrone, legal marketing consultant and creator of the Social Media Butterfly blog, about the evolving role of social media in professional services marketing. Stephanie emphasizes that social platforms—especially LinkedIn—have become essential tools for networking, branding, and client development, particularly in a post-COVID world where digital visibility is paramount. She encourages professionals to embrace a consistent, value-driven content strategy, combining personal storytelling with industry expertise to build authentic engagement. Stephanie highlights the importance of avoiding “me-centric” posts and instead focusing on content that is educational, relevant, and client-centered. She also stresses the underutilized power of email marketing, urging firms to develop targeted campaigns that complement their social efforts. With practical tips on hashtag use, LinkedIn company pages, repurposing content, and humanizing your b

In this episode of The Rainmaking Podcast, host Scott Love speaks with Tom Nixon, co-founder of the Thought Leader Collaborative, about how professionals can simplify their marketing strategy to build authority and win business. Tom shares his “one plus one” approach: focus on a single social media platform—ideally LinkedIn for most professionals—and pair it with a consistent email strategy. By reducing complexity and eliminating ineffective tactics, professionals can concentrate on delivering valuable content to a clearly defined audience. Tom emphasizes the importance of identifying your ideal client, creating content that answers their most pressing questions, and delivering that content consistently via the channels they trust most. He explains how thought leadership is built through generosity and focus, and how even simple, short-form posts or email updates can establish credibility and drive inbound interest over time. For professionals overwhelmed by the clutter of modern marketing, this episode offer

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jane Atkinson, speaking industry expert and author of The Wealthy Speaker, about how professionals can use public speaking to build their brand and attract new business. Jane shares how simply being seen on stage positions professionals as vetted authorities—boosting visibility, credibility, and trust. She emphasizes that speaking to the right audiences, even without being paid, can lead to significant business growth if done strategically. Jane offers tactical advice for getting started, including identifying your expertise, writing consistent LinkedIn content, pitching to trade associations, and using storytelling to subtly promote your services. She explains how a strong call to action and intentional branding can help professionals convert speaking engagements into meaningful business opportunities. Whether your goal is a few high-impact presentations per year or a larger speaking platform, this episode offers a roadmap to using speaki

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bill Cates, relationship marketing expert and author of Radical Relevance, about how professionals can sharpen their marketing message to break through the noise and win more ideal clients. Bill explains that in today’s saturated market, being relevant isn’t optional—it’s essential. He shares why clarity is the key to connection and how vague messaging leads to vague results. Using examples from his consulting work, Bill walks through how to craft benefit-driven, emotionally resonant messages that speak directly to a target audience’s needs and aspirations. Bill introduces actionable frameworks, including persona development, the “benefit of the benefit,” and his “anyone can, only we can” method for articulating differentiation. He also emphasizes the importance of empathy in messaging and urges professionals to understand both the external and internal “villains” their clients face. This episode is packed with practical tools for rainmake

In this episode of The Rainmaking Podcast, host Scott Love speaks with Heinan Landa, founder and CEO of Optimal Networks, about how professionals can leverage technology to attract, delight, and retain clients. Drawing from three decades of experience helping law firms and professional services organizations navigate rapid technological change, Heinan explains that client expectations around responsiveness, expertise, and convenience have fundamentally shifted—and that firms must evolve their digital tools to meet those demands. Heinan outlines four pillars of exceptional client service—responsiveness, expertise, results, and innovation—and shows how each can be supported through smart technology choices. From mobile accessibility and collaborative tools like Slack to data tracking and client service metrics, he shares how even simple upgrades can have a big impact. He also emphasizes that professionals should evaluate how well their tech setup supports hybrid work and engage marketing teams in conversations

In this episode of The Rainmaking Podcast, host Scott Love speaks with Josh Baron, a criminal defense attorney and author of The Business of Criminal Law, about how professionals can build a thriving referral-based practice without advertising or asking for referrals outright. Josh shares how he transformed his practice by focusing on second-order referrals—those that come from colleagues and allies, not necessarily clients themselves. He explains how improving the client experience through intentional, high-impact moments and consistent service excellence led to more trust and more organic referrals. Josh also discusses how tools like Net Promoter Score and Google reviews helped him identify and fix weak spots in his client service. He emphasizes the power of authentic generosity over transactional outreach, recommending that professionals focus on delighting clients and adding value to referral partners. From personalized follow-up to relationship-building on LinkedIn, this episode offers a thoughtful frame

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jason Forrest, CEO of Forrest Performance Group and author of The Mindset of a Sales Warrior, about how professionals can elevate their performance by embracing the mindset of a modern-day sales warrior. Jason explains that a sales warrior is not just a closer—but a protector, an advocate, and a leader committed to serving clients with conviction and confidence. He introduces the “GUMP” framework: Goal-oriented, Unleashed from self-doubt, Motivated by purpose, and Procedural-based in their approach. Jason shares how successful professionals create repeatable systems, maintain high follow-up energy, and use persuasive storytelling to differentiate themselves. He also introduces his “VETO” method—Vision, Example, Teach, Own—for shaping powerful sales messages that overcome objections and build trust. This episode is packed with high-impact strategies for professionals looking to improve their mindset, sharpen their messaging, and sell with i

In this episode of The Rainmaking Podcast, host Scott Love continues the conversation with Jay Harrington, legal marketing consultant and author of The Productivity Pivot, on how professionals can scale their practices through better time management, vision-driven planning, and systems thinking. Jay explains that building a sustainable book of business requires carving out time to work on your practice, not just in it. He introduces the importance of the Eisenhower Matrix to distinguish between urgent and important tasks, and urges professionals to eliminate or delegate low-value activities in order to make room for high-impact work like business development and leadership. Jay outlines how systems—such as onboarding processes, billing procedures, and client workflows—can be documented and delegated to free up capacity. He emphasizes the power of creating a long-term vision, setting measurable goals, and enlisting team members to share in that vision. With clear examples and actionable steps, this episode off