Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love interviews Guillaume Wiatr, strategic narrative expert and author of Strategic Narrative: A Simple Method That Business Leaders Can Use to Transform Their Business. Guillaume explains the concept of a strategic narrative as a leadership tool that aligns teams, mobilizes clients, and drives innovative adoption by creating a system of stories that inspire and engage stakeholders. He highlights the difference between closed-ended stories and open-ended narratives, emphasizing that the latter invites collaboration and client participation. Key topics include the four dimensions of Guillaume's Strategic Narrative Canvas: the origin story, the external opportunity, the perspective story (a reason to disagree with competitors), and the product story. Guillaume also shares actionable steps for leaders to map their stakeholders, refine their messaging, and create space for clients to co-create the narrative. This episode offers a roadmap for turning complex bu

In this episode of The Rainmaking Podcast, host Scott Love interviews Lou Diamond, a master connector, podcast host, and author of Speakeasy: Connect with Every Conversation. Lou shares his insights on creating meaningful connections through authentic conversations that prioritize curiosity, empathy, and generosity. By focusing on how to "speak easy," he offers practical advice for fostering impactful dialogue that leads to deeper relationships and business growth. Key topics include overcoming selfishness in communication, shifting from talking and telling to asking and listening, and embracing curiosity as the foundation of great conversations. Lou introduces actionable frameworks, such as the VOICE model (Visualize, Opportunity, Identity, Charisma, Energy) and B5G (Be Brief, Be Bright, Be Gone), to help professionals elevate their interactions. Whether you're leading a team, engaging clients, or seeking personal growth, this episode provides valuable tools to transform how you connect with others. Visit: h

In this episode of The Rainmaking Podcast, host Scott Love interviews Andy Paul, renowned sales expert and author of Sell Without Selling Out, about transforming the sales process by adopting a "selling-in" mindset. Andy challenges the traditional "selling out" approach, where sellers prioritize their interests over the buyer's, and introduces the concept of building authentic connections, fostering trust, and focusing on understanding the client's needs to deliver genuine value. Key topics include the four pillars of the selling-in mindset: connection, curiosity, understanding, and generosity. Andy explains how to ask insightful questions, focus on the buyer's priorities, and create a positive decision-making experience. He also shares strategies for being intentional with client interactions, ensuring every meeting or conversation brings the buyer closer to making a decision. Whether you're a professional looking to refine your business development skills or improve client relationships, this episode offers

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ivy Slater, an entrepreneur, certified business coach, and internationally best-selling author, about building authentic business relationships. Ivy shares practical strategies to overcome the fear of networking, develop meaningful connections, and translate those relationships into business opportunities. She emphasizes the importance of showing up authentically, being curious, and focusing on personal connections to foster trust and long-term business growth. Key topics include preparing for in-person networking events, asking thoughtful questions to build genuine rapport, and maintaining a system to track and nurture relationships over time. Ivy also highlights the value of follow-up and follow-through, such as scheduling check-ins, remembering personal details, and creating opportunities for deeper conversations. Whether you’re just starting to network or looking to refine your approach, this episode is filled with actionable insights

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Professor Heidi K. Brown, author of The Flourishing Lawyer: A Multidimensional Approach to Performance and Well-Being. Heidi shares her insights on how lawyers and professionals can thrive by adopting a holistic, multidimensional approach to their careers. Drawing on her background in law and her studies in positive psychology, Heidi emphasizes the importance of viewing professionals as "scholar-athletes" who can enhance their performance through intentional focus on well-being and resilience. Key topics include the ten dimensions of fitness for professionals, such as emotional, intellectual, creative, and caregiving dimensions, as well as finding meaning and

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ --------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Jamie Shanks, CEO of Pipeline Signals and pioneer in relationship signal intelligence monitoring. Jamie discusses how tracking human capital migration—such as employees being hired, promoted, or leaving organizations—can unlock valuable opportunities for business development. He highlights the importance of leveraging these “relationship signals” to focus on warm leads and existing connections rather than cold outreach, maximizing the likelihood of winning new business. Key topics include identifying and tracking changes within client organizations, using tools like LinkedIn or services like Pipeline Signals to monitor relationship shifts, and understa

In this episode of The Rainmaking Podcast, host Scott Love interviews David Ackert, president of Ackert Inc. and a thought leader in business development and sales acceleration for professional services. David shares his expertise on building a business development system that turns random acts of networking into a predictable, revenue-generating machine. By leveraging targeted strategies, professionals can create consistency and efficiency in their client acquisition processes. Key topics include distinguishing marketing from business development, identifying 9 to 35 high-value contacts, and focusing on three categories of relationships: clients, prospects, and referral sources. David emphasizes the importance of creating consistent touchpoints and meaningful interactions, with 14 being the average number required to convert a lead into a client. He also discusses the role of social mechanics and proactive outreach to accelerate relationships and shorten the sales cycle. Whether you're a legal professional o

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ----------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Bruce Werner, author of Your Ownership Journey, about understanding what keeps prospects and clients up at night. Bruce shares his expertise on advising executives and owners of privately-held companies, offering actionable insights into identifying client pain points and addressing key issues related to business growth, succession planning, and governance. He emphasizes the importance of understanding the life cycle of a business—from startup to decline—and how professional service providers can tailor their strategies to align with a company’s stage of development. Key topics include the different phases of a business’s life cycle, how to craft thoug

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------- In this milestone 100th episode of The Rainmaking Podcast, host Scott Love speaks with Kate DiLeo, a brand architect who has partnered with over 200 organizations to refine their messaging and drive business growth. Kate explains how a clear and compelling brand message serves as the "path of least resistance to revenue," helping businesses attract more qualified prospects, convert clients, and reduce the sales cycle. She introduces the three essential components of a winning brand: a tagline that clearly states what you do, a value proposition that addresses client pain points and offers solutions, and differentiator statements that highlight what makes your business unique. Key topics include crafting messaging that resonates em

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/  ------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Kari Schwear, an executive coach, corporate trainer, and author of The Successful Mind: Tools for Living a Purposeful, Productive, and Happy Life. Kari shares actionable strategies to help high achievers manage stress, overwhelm, and the weight of their responsibilities. With a focus on building emotional resilience, Keri explains how intentional habits and mindset shifts can lead to a more balanced and fulfilling life. Key topics include identifying and managing stress triggers, the importance of prioritizing self-care through morning routines, and practical techniques like the SABER method (Stop, Acknowledge, Breathe, Embrace, Redirect) to control emoti

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ --------------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Jenn Johnson, founder of Calibrate Legal, about effectively leveraging a law firm's marketing and business development teams. Jenn explains how partners can align their efforts with internal marketing professionals, optimize their strategies, and achieve greater results by fostering collaboration and leveraging the expertise of "revenue enablers"—the non-legal professionals who drive organizational growth. Key topics include understanding the difference between marketing and business development, creating targeted strategies to attract ideal clients, measuring marketing ROI, and building a culture of collaboration between partners and marketing te

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Dr. Zoe Chance, a Yale School of Management professor and author of Influence is Your Superpower, about strategies for mastering influence and persuasion. Zoe discusses how influence impacts decision-making and behavior, offering actionable insights for professionals looking to enhance their interpersonal skills and connect with others authentically. Drawing from her research and teaching, she emphasizes the importance of viewing influence as a tool for fostering relationships rather than merely transactional interactions. Key topics include understanding influence as a broad concept, the power of asking and negotiating with confidence, and the role of mindse

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Greg Hawks, a professional speaker and culture specialist, about creating environments where teams thrive and individuals contribute their best daily. Greg shares insights into the role of culture in shaping workplaces that empower employees to grow, take ownership, and achieve fulfillment. By emphasizing the importance of aligning personal strengths with organizational goals, Greg offers practical strategies for leaders to foster a culture of growth and collaboration. Key topics include how to lean into individual strengths, stretch employees with responsibilities that promote growth, and cultivate creativity to enhance team engagement. Greg discusses the

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/  -------------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Patrick Dossett, a Naval Academy graduate, former U.S. Navy SEAL, and co-founder of Madefor, about the mental frameworks and habits necessary for achieving peak performance. Patrick shares how high achievers can cultivate resilience, sustain focus, and perform at their best while maintaining balance and avoiding burnout. By leveraging neuroscience-based strategies, he emphasizes the power of small, actionable steps to build lasting habits that unlock personal and professional potential. Key topics discussed include breaking challenges into manageable goals to sustain motivation, adopting a service-oriented mindset to build team cohesion, reframing

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/  ---------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with John Klymshyn and Douglas Hall, world-class trainers and coaches in sales and business development, about cultivating the bionic mindset for sales success. Together, they explore how combining authentic human interaction with modern tools creates sustainable and impactful business relationships. Key topics include mastering the bionic mindset, which blends disciplined activity with human connection, fostering curiosity in conversations, and utilizing techniques such as "earning 10 seconds of pause" to create opportunities for deeper engagement. They emphasize the importance of authenticity, trust, and open-mindedness in sales while addressing modern challen

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Laura Leppard, founder and CEO of Leppard Solutions, about trends and challenges facing Big Law firms, with a focus on diversity, inclusion, and retention. Laura shares insights from her firm’s extensive legal data collection and predictive analytics, highlighting issues that could spell trouble for traditional law firm models if changes are not made. Key topics include the disproportionate attrition rates of women and ethnically diverse attorneys in Big Law, barriers to advancement such as lack of mentorship and inclusion, and the rising concerns about work-life balance, particularly among millennials. Laura discusses the role of billable hours and long

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ -------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Sarah Tetlow, CEO of Firm Focus and an expert in productivity consulting, about How to Be More Productive by Taming the Email Beast. Sarah introduces her ART system—Action, Reference, Tracking, and Trash—to help busy professionals manage their inboxes effectively and reduce overwhelm. She explains how to categorize emails, avoid decision fatigue, and implement actionable strategies to streamline email management. Key topics include the five D’s of productivity (Do, Delay, Diminish, Delegate, Delete), creating action folders, and using automation tools like Outlook rules and Gmail filters. Sarah also shares practical tips on overcoming common email habits

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------------ In this episode of The Rainmaking Podcast, host Scott Love speaks with Bryan Collins, author, content marketer, and founder of Become a Writer Today, about Using Content Marketing to Build Your Business. Bryan shares proven strategies for creating compelling content that resonates with your audience, establishes thought leadership, and drives business growth. He emphasizes the importance of identifying your audience’s pain points and tailoring your message to address their needs, using examples from his experience as a copywriter and content strategist. Key topics include leveraging platforms like blogs, podcasts, and YouTube to showcase expertise, creating an editorial calendar for consistent content production, and u

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ -------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love welcomes Mike Regina, motivational leader, speaker, and serial entrepreneur, to discuss Building a Legacy Brand for Professional Success. Mike shares his three pillars for creating a powerful personal brand: always being on, always listening, and always delivering. He explains how these principles help professionals build trust, create meaningful connections, and stand out in competitive markets. Key topics include the importance of authenticity in personal branding, how listening and asking thoughtful questions strengthen relationships, and the role of consistent delivery in earning client loyalty. Mike also shares insights from his entrepreneurial journey and exp

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Yuliya LaRoe, business development coach and founder of LeadWise, about How to Make Rain When It Isn't a Natural Strength. Yuliya shares her expertise on overcoming discomfort with business development and provides a practical, step-by-step framework to help professionals build and grow their client base. Drawing from her experience as a lawyer and coach, she emphasizes that successful rainmaking is a skill anyone can learn with the right mindset and systems. Key topics include the importance of understanding your personality and rainmaking style, developing a self-generating pipeline, nurturing relationships with key contacts, and mastering authentic co