TRP 224: Lessons Learned for Winning Business with Mike Mellor

The Rainmaking Podcast

https://www.leopardsolutions.com/index.php/request-a-demo/

31:46

BE WARNED! This podcast will contain spoilers for Wednesday Season 2, episodes 1-4. Join host Caitlin Reilly each week as she takes you deep into the twisted world of Wednesday with an amazing group of guests! And producer Thing will be helping out to make sure everything goes to plan - well, mostly, anyway... In this episode: Jenna Ortega peels back the layers on the new tension between Wednesday and Enid. And that terrifying vision! Plus… Series showrunners Al Gough and Miles Millar reveal why they made Morticia Addams such a central character in this season, and what it means for Wednesday. Whether you’re a normie or an outcast, the Wednesday Season 2 Official Woecast will be the place for all things Nevermore! For more juicy details about Wednesday Season 2, head over to Tudum.com to get all of the latest updates. 1:15 Preparing for Season 2 3:25 Evolving Wednesday’s look for Season 2 4:12 Addams clan expands for Season 2 6:12 Joanna Lumley joining the cast 7:38 Wednesday and Enid's Friendship 9:00 Wednesday’s Vision 10:50 Jenna is a Producer 13:45 Al and Miles introduction 14:03 Wednesday takes down a Serial Killer 15:05 Intergenerational Relationships & the Addams Women 17:48 Catherine Zeta-Jones as Morticia in Season 2 20:48 Wednesday and Enid’s relationship 24:04 Steve Buscemi joining the cast 26:19 Wednesday’s popular! 27:45 Boy with the Clockwork Heart stop motion sequence…

about a year ago 22:25

MP3•Episode home

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Mellor, business consultant and sales strategist, about how professionals can build authentic connections to drive long-term business success. Mike explains that building genuine relationships, rather than focusing on transactional sales, is the key to sustainable client development. He emphasizes that trust, empathy, and strategic follow-up are essential for keeping prospects engaged and converting them into long-term clients.

Key topics include how to structure a business development process that prioritizes relationships over quick sales, the importance of active listening to understand client pain points, and why personalization in outreach is critical for standing out. Mike shares strategies for leveraging CRM tools to track meaningful client interactions, maintaining consistency in follow-ups without being intrusive, and using storytelling to create deeper connections. He also discusses the psychology of decision-making in business development, explaining how professionals can subtly influence buying behavior by focusing on emotional engagement rather than just logical arguments. This episode provides practical strategies for professionals looking to elevate their rainmaking efforts, strengthen client relationships, and build a business development system rooted in authenticity and trust.

Visit: https://therainmakingpodcast.com/

----------------------------------------

I'm a rare consultant who thinks like an in-house CMO, not only ideating and developing processes and systems, but also implementing them within your cultural guardrails. Whether you prefer a "to-do" list as a project deliverable or want someone to build, design, and implement the entire solution for your business, I treat your valuable money and resources as though they were my own.

----------------------------------------

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:

Links:

https://www.linkedin.com/in/michaelmellor/

https://742advisors.com/

Learn more about your ad choices. Visit megaphone.fm/adchoices

300 episodes

#Business #Marketing #Scott Love #Entrepreneur #Clientdevelopment #Legal #Professionalservices #Sales #Law #News #Politics #B2B #Lawfirm #Rainmaking

TRP 224: Lessons Learned for Winning Business with Mike Mellor

The Rainmaking Podcast

41 subscribers

published about a year ago

MP3•Episode home

Visit: https://therainmakingpodcast.com/

----------------------------------------

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/

Links:

https://www.linkedin.com/in/michaelmellor/

https://742advisors.com/

Learn more about your ad choices. Visit megaphone.fm/adchoices

300 episodes

#Business #Marketing #Scott Love #Entrepreneur #Clientdevelopment #Legal #Professionalservices #Sales #Law #News #Politics #B2B #Lawfirm #Rainmaking

All episodes

The Rainmaking Podcast

1
TRP 262: How to Avoid Pitfalls of Client Development with Troy Korsgaden 25:43

7 days ago25:43

25:43

In this episode of The Rainmaking Podcast, host Scott Love speaks with Troy Korsgaden, insurance industry consultant and business development expert, about how professionals can avoid common pitfalls in client development. Troy emphasizes that the biggest mistake professionals make is failing to be intentional. He shares how building habits—like stopping for brief, purposeful introductions during daily routines—can generate long-term business success without requiring large time investments. His “stacking” method, combined with calendaring time for outreach, ensures that business development becomes a natural part of the day, not an afterthought. The conversation also explores the importance of follow-up, with Troy reinforcing that consistent communication is more impactful than any one-time pitch. Troy also introduces the concept of being a “discussion partner”—someone clients turn to not just for services, but for strategic conversations and trusted advice. He encourages professionals, including introverted lawyers, to shift their mindset away from sales toward authentic, service-first relationship building. By being a reliable resource and showing curiosity, professionals can earn trust and grow business organically. The episode closes with three action steps: adopt the “law of 72” to act on new ideas quickly, schedule time for strategic thinking, and never remove critical follow-up items from the calendar. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/t_g-mzKSI4M --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Troy Korsgaden is a highly sought-after insurance and financial services consultant. He is the principal of Korsgaden International which specializes in global marketing, distribution, agency building and technology strategies for many of the world’s largest insurance carriers and financial services companies. As a consultant, speaker and author of seven books, Korsgaden’s mission is to help the insurance industry and its representatives wake up to the radical transformation taking place in the industry and create the necessary tools and roadmaps to best navigate and build success in the rapidly changing insurance and financial services landscape. A widely-respected expert in personal distribution and other methods, Korsgaden trains corporate insurance and financial services leaders on customer service, change management and transformational work, among many other critical issues impacting insurance carriers and financial services companies. Korsgaden helps those in the industry learn how to better communicate with their teams and consumers so that consumers develop a higher appreciation for the value of insurance products and their insurance advisor relationships. Korsgaden International provides turn-key approaches using leading technologies and management tools which create fluency and seamlessness in product delivery and customer service. Hundreds of thousands of insurance and financial services executives, agents, brokers and staff members have been inspired and empowered by Korsgaden's seminars and guidance for over 30 years. Link: https://www.linkedin.com/in/troykorsgaden/ https://www.korsgaden.com Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 261: [Legal] Business Development Is Career Development with Lana Manganiello 23:35

9 days ago23:35

23:35

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Lana Manganiello, law firm growth leader, business development coach, and lateral integration strategist, about why business development is career development. Lana explains that the skills and activities required to grow a book of business—building visibility, cultivating credibility, and developing strategic relationships—are the same ones that create career options, whether an attorney wants to make equity partner, move firms, or transition in-house. She emphasizes that investing in business development not only generates autonomy and control over your practice but also increases leverage within your current organization, allowing you to shape your role into something more fulfilling. Lana offers practical guidance on developing both internal and external strategic relationships, highlighting the value of connecting with colleagues, mentors, and professional staff inside the firm, as well as clients, referral sources, and industry contacts outside of it. She encourages attorneys to start now—regardless of career stage—to avoid missed opportunities, and to approach networking with authenticity, preparation, and mutual value. The episode closes with three action steps: reconnect with one contact this week, make your expertise visible, and say yes to an opportunity that aligns with your long-term goals, even if it feels uncomfortable. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/HqWzotNIuaE --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- With over 15 years of experience in business development, sales management, and professional coaching, Lana Manganiello is a recognized leader in elevating legal professionals and their practices. Her career spans leadership roles in business development and marketing, where she was directly responsible for driving growth, managing sales teams, and creating strategies that deliver measurable results. Lana’s guidance is rooted in both personal experience and her extensive work with hundreds of professionals across diverse practices, goals, and personalities. She has partnered with AmLaw 200 firms, boutique practices, and individual lawyers at all career stages to align their values, goals, and strengths with actionable business development strategies. Career Highlights: Deep Expertise: Lana has designed and delivered programs that have transformed attorneys into trusted advisors, helping them cultivate rewarding practices. Leadership: As President of the LA County Bar Association’s Counsel for Justice, she has spearheaded initiatives to expand access to justice and enhance diversity in the legal profession. Recognition: Named a “Global Leader in Legal Strategy and Consulting” by Lawdragon and a “Diversity, Equity, Inclusion & Accessibility Visionary” by Los Angeles Times Magazine . Impact: Lana’s clients report significant professional growth, including partnership offers, increased visibility, and greater fulfillment in their careers. Lana’s commitment extends beyond her professional work. She actively serves on boards that advance equity and access to justice, and she’s passionate about supporting attorneys in creating a positive impact on their firms and communities. Links : https://www.linkedin.com/in/lanamanganiello/ https://practicegrowthpartner.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 260: How to Lead with Trust with Tony Gray 29:06

14 days ago29:06

29:06

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 introduces his framework for understanding the full customer journey—from awareness to advocacy—and shows how business development differs from sales or marketing in its exponential impact. With practical guidance and deep insight into human behavior, this episode delivers a compelling case for why professionals must build trust deliberately, not by chance. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/le6LOfxBxhM --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Tony helps companies grow with 30 years experience in business development, sales, and customer success. Tony provided Chief Growth Officer support services for 24 small, medium, and large corporations. One client grew by as much as 100% in one year directly due to his efforts. He cultivated relationships with prospects and generated new business of $800M+ with single award wins up to $230M+ Total Contract Value (TCV). His extensive network and understanding of the government contracting procurement cycle, regulations, federal budgetary effects, and industry landscape helped generate an average of $64M per year in new revenue for his clients. Tony created marketing and sales budgets, along with innovative methods to reduce costs and schedules by as much as 20%. He routinely led sales efforts and developed trusting relationships with all levels of leadership and customers, including senior executive engagement. Tony is the author of the Business Development Body of Knowledge and creator of the Global Business Development Association Business Development Professional (BDP) certification. He is a graduate of the U.S. Naval Academy with a Master of Business Administration from Virginia Tech. Links: Get your copy of the Business Development Body of Knowledge on Amazon: https://a.co/d/ckiz9r0 Connect with Tony on LinkedIn: https://www.linkedin.com/in/tony-gray-mba-bdp/ Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 259: [Legal] Think like a lawyer: Act like an Entrepreneur with Steve Seckler 25:30

16 days ago25:30

25:30

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Steve Seckler, attorney coach and author of Think Like a Lawyer, Act Like an Entrepreneur. Steve shares how lawyers can overcome their aversion to selling by reframing business development as an authentic, relationship-based activity. Drawing from his own journey as a risk-averse skeptic, Steve offers practical tools for lawyers who want to grow their practices without feeling like salespeople. He emphasizes the importance of listening, curiosity, and small, consistent actions that build trust—like sending follow-ups, maintaining light touches with contacts, and showing up at live events. Steve also outlines the value of identifying a niche to become more memorable in a competitive marketplace. He encourages lawyers to engage in business development activities that feel natural and aligned with their personalities, whether that’s bar association involvement, speaking engagements, or nonprofit service. Key takeaways include avoiding the pitfall of waiting for a “rainy day” to market, following up with intention, and starting relationship-building early in one’s career. The episode concludes with three action steps: gain clarity on who you serve, commit consistent time to marketing, and pursue authentic strategies that reflect your strengths. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/lv5-EdTyTRQ --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Steve has been a trusted advisor to attorneys for 25+ years and has coached hundreds of lawyers at all stages of their careers. He has worked with attorneys from a broad mix of law firms and industries. As a lawyer himself, Steve has a deep understanding of the business of law and the life of a lawyer. Steve is a regular speaker at bar associations and writes frequently about careers, marketing, and leadership. He is an active member of the ProVisors business network and serves on the Board of the Career Center of the American Bar Association. He also hosts the popular Counsel to Counsel Podcast. Steve brings a unique perspective to coaching. He was a legal recruiter for over two decades and a Program Attorney at Massachusetts Continuing Legal Education for seven years where he developed and organized100s of seminars. Since 2021, he has been ranked highly in the Massachusetts Lawyer’s Weekly Reader Rankings Awards. Links: Order Steve’s book: https://www.americanbar.org/products/inv/book/449547309/ Twitter: @stephenseckler Website: CounselToCounsel.com Show: Counsel to Counsel with Stephen Seckler, Esq. LinkedIn: Stephen Seckler Blog: https://www.seckler.com/blog/ Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 258: Researching the Competition with Andy Buyting 25:52

21 days ago25:52

25:52

In this episode of The Rainmaking Podcast , Scott Love speaks with Andy Buyting, author of Double Sales, Zero Salespeople , about how professionals in service industries can gain a competitive edge by strategically researching the competition. Andy breaks down a detailed, data-driven approach using platforms like SEMrush to analyze traffic sources, keyword effectiveness, and competitor performance—distinguishing between direct and aspirational competitors. He emphasizes the value of identifying non-branded keywords (those not tied to a specific company name) to capture inbound traffic from prospects searching for solutions to existing problems. Andy also shares compelling examples of companies that unlocked untapped markets by targeting overlooked search terms, such as “landlord insurance” or “how to write an RFP for a firetruck.” He encourages professionals to think like their prospects and align website messaging with customer fears and motivations. Key action steps include analyzing competitors, getting creative with keyword strategy (even bidding on competitor names), and refining website content to convert traffic effectively. The episode concludes with an introduction to Andy’s firm, Tulip Media, which offers digital marketing and custom publishing services for professional firms. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/z__ttxX8JZU --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Andy Buyting is a leader in thought leadership and content marketing. His “integrated content” strategy has served both himself and his clients exceedingly well. Andy’s thought leadership journey started when he published his first business book in 2007 and started publishing his first magazines in 2009. Since that time, he has leveraged his integrated approach to print, digital and interactive marketing strategies to establish himself as a thought leader in print marketing and brand positioning. Andy’s 2nd book, How to Win Clients & Influence People, is now in its 2nd edition and is an International Bestseller on Amazon. In 2021, Andy co-authored Double Sales/ Zero Salespeople: Optimize Your Sales and Marketing Into One Business Development Strategy That Works! Through Tulip Media Group, his team helps to fuel revenue growth for their Client-Partners through effective marketing that works. Links: https://andybuyting.com/ https://andybuyting.com/how-to-win-clients/ Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 257: Laser Focus for Strong Business Development with Neil Barrow 25:20

28 days ago25:20

25:20

In this episode of The Rainmaking Podcast, host Scott Love speaks with Neil Barrow, a business development consultant for professional services firms, about how partners can generate more revenue through laser-focused relationship-building. Neil challenges the common notion that business development requires chasing every shiny new tool or tactic. Instead, he emphasizes the power of deepening relationships with a select group of key clients and referral sources. He introduces a practical “tiering” system to segment clients based on relationship strength and strategic value—encouraging professionals to identify their top 15–20 clients and focus on creating intentional, value-based conversations with them. Neil also discusses how to apply the same tiering strategy to referral sources by identifying where past business came from and nurturing those relationships systematically. He walks listeners through actionable steps, including reviewing your book of business, categorizing contacts by relationship level (friend, collegial, professional), and scheduling consistent outreach. With insights on mindset, time management, and long-term strategy, this episode is a roadmap for professionals looking to grow their book of business through clarity, structure, and focus. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/u0bi7AIL-A4 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Neil Barrow is the founder of EnabledBD, helping professional services firms get BD cooking and UndergroundBD, an online community for business development professionals looking for clarity and community. He’s a software sales guy that was (fortunately) talked into working in public accounting, leading origination efforts at 2 different firms for over 8 years. Since then, he’s worked with dozens of firms to build or enhance their business development function (spoiler: BD is not a soft skill). More importantly, he is a Certified Cicerone (beer sommelier) and loves connecting with friends and strangers to chat about business development and/or best beers to try. Most importantly, he lives in Fort Worth with his wife of over a decade and a kiddo who is dominating kindergarten. Links: linkedin.com/in/neil-barrow https://enabledbd.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 256: High Performance with Good Health Habits with Dr. Megan Lyons 26:11

5 weeks ago26:11

26:11

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Megan Lyons—Harvard grad, former consultant, and board-certified clinical nutritionist—about how high-performing professionals can optimize their health without sacrificing productivity. Dr. Lyons shares that the goal isn’t perfection, but performance with minimal health compromise. She identifies common obstacles faced by rainmakers, including adrenal dysregulation, poor nutrition habits, and the misconception that prioritizing health equals losing your edge. Using relatable examples, she explains how small changes—like eating 20–30 grams of protein at breakfast and avoiding “naked carbs”—can create immediate improvements in energy, focus, and long-term well-being. Dr. Lyons provides tactical recommendations tailored for professionals under pressure: building nutrient-dense meals using her VVFP model (veggie, veggie, fat, protein), managing caffeine and sugar intake strategically, and planning meals like a crustless quiche to save time and boost nutrition. She also emphasizes the importance of short breaks, mindful eating, and limiting alcohol consumption without sacrificing the ritual of winding down. Whether you're aiming to avoid burnout or optimize your daily routine, this episode offers a science-backed, approachable strategy for achieving sustainable high performance through better health habits. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/jSVh2QMPovY --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Megan Lyons is a sought-after health & wellness expert who is deeply passionate about inspiring others to feel their healthiest and happiest. Megan is a Harvard graduate, MBA, and former management consultant who left the business world to follow her passion for wellness by opening The Lyons’ Share Wellness in 2014. Since then, she’s earned a Master's degree in Holistic Nutrition, and become Double Board Certified in Holistic Nutrition and Clinical Nutrition, and a Doctorate of Clinical Nutrition, and has amassed over 10,000 hours of 1-to-1 nutrition consulting with clients internationally. Megan runs a top podcast on health and wellness, “Wellness Your Way with Megan Lyons.” Her Revitalize Health Accelerator is a community of health-minded individuals looking to continuously uplevel their health and wellness. Links: Links: Dr. Megan Lyons Website: https://www.thelyonsshare.org/The Revitalize Health Accelerator: https://www.thelyonsshare.org/revitalize/ Podcast: https://www.thelyonsshare.org/wellness-your-way-podcast/ Instagram: https://www.instagram.com/thelyonsshare/ Facebook: https://www.facebook.com/TheLyonsShareWellness/ LinkedIn: https://www.linkedin.com/in/meganoharelyons Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 255: [Legal] Building a Thriving Culture in a Law Firm with Nicole Kosoff 22:35

5 weeks ago22:35

22:35

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Nicole Kosoff, culture leader at a prominent Los Angeles law firm, about how intentional, values-based culture can be a firm’s greatest tool for retention, productivity, and engagement. Nicole defines culture as the unique personality of a firm shaped by its values—and emphasizes that the most impactful cultural shifts often come at little or no financial cost. She shares examples such as using inclusive language (“works with” instead of “works for”), celebrating personal milestones like birthdays and baby showers, and hosting family-inclusive events that humanize relationships across the firm. Nicole outlines how cultivating culture starts with small gestures that make people feel seen, valued, and connected—whether it’s remembering names, following up on hobbies, or inviting input through surveys and conversations. She explains that culture-building should align with firm values and be supported by leadership but executed through consistent, people-first actions. This episode offers a practical roadmap for law firm leaders who want to create workplaces where people genuinely want to stay—and thrive. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/e8sd3kngfZ8 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Nicole Kosoff serves as the cultural ambassador for Greenberg Glusker, a regional law firm based out of Los Angeles, where she manages employee engagement and contributes to recruitment and retention efforts. She is also involved in the firm’s corporate social responsibility efforts, including diversity and inclusion as well as community service initiatives. She is a contributor to a variety of industry publications including law.com. During her time at Greenberg Glusker, the firm has been included in Vault’s Best Midsize Law Firms to Work For, where it has been ranked #1 in Firm Culture twice and #1 in Wellness three times. The firm has also been recognized in Los Angeles Business Journal’s Best Places to Work and Most Admired Law Firms. Link: https://www.greenbergglusker.com /https://www.linkedin.com/in/nicole-kosoff/ Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 254: Strategic Alliance Partnerships for Rainmakers with Scott Love 12:29

6 weeks ago12:29

12:29

In this special solo episode of The Rainmaking Podcast, host Scott Love shares a timely message on building strategic alliance partnerships—perfectly aligned with the values celebrated during the Fourth of July. Scott distinguishes these partnerships from simple referral relationships by defining them as intentional, mutually beneficial collaborations where both parties actively promote each other's solutions. Scott offers practical steps to develop two to five meaningful strategic alliances, including identifying thought leaders in your niche, reaching out with genuine value, and planting seeds for long-term collaboration. Whether it's sitting on panels, co-hosting webinars, or quoting others in your writing, Scott outlines how small, intentional actions can lead to powerful results. He encourages listeners to document their goals, take focused action, and build these relationships organically over time. This episode also introduces the new Legal Tuesday series, which will feature law-specific topics to complement the broader professional content released on Thursdays. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kt0kPSyNExc --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Scott Love is a legal recruiter who is solely focused on recruiting corporate and finance partners for global law firms in major markets. He is also a coauthor of Rainmaker Confidential and speaks at conferences professionally to business groups on sales, client development, and recruiting. Links: therainmakingpodcast.com theplacementclub.com Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 253: Maximizing Profit Per Client with Raul Hernandez Ochoa 24:04

7 weeks ago24:04

24:04

In this episode of The Rainmaking Podcast, Scott Love interviews Raul Hernandez Ochoa, a consultant who helps founders and service-based business owners scale profitably while maintaining a healthy work-life balance. Raul shares a powerful framework for maximizing profit per client by rethinking how services are sold, presented, and delivered. He emphasizes that sales is not the end of the client journey but the start of a long-term value-focused relationship. Key components of his framework include identifying your most valuable client segments, articulating tangible and perceived value, and bundling services into outcome-focused packages that align with client needs.Raul outlines a three-part strategic approach: (1) define ideal client segments based on value and alignment, (2) develop compelling business cases that reflect real transformation and urgency, and (3) productize service delivery to create consistent, scalable offerings. He also addresses common challenges professionals face, such as underpricing their work, clinging to traditional service selling, and failing to adapt their sales process. Throughout the episode, Raul offers real-world examples and actionable insights, making this a must-listen for anyone in professional services looking to boost profitability and impact. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/JsxuTbaCidU --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Maximizing Profit Per Client with Raul Hernandez Ochoa Raul Hernandez Ochoa partners with founders to implement proven strategies that increase company performance, scale profitably, and serve more clients without sacrificing their lifestyles. Links: https://dogoodwork.io/ https://www.linkedin.com/in/dogoodwork/ Raul’s books: https://www.amazon.com/stores/Raul-Hernandez-Ochoa/author/B085P3L9GK?ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true&ccs_id=f4ddc8e0-da04-40c4-a1bd-e392ce0a7993 Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 252: [Legal] Avoiding Landmines in Lateral Partner Moves with Hilary Gerzhoy 38:57

7 weeks ago38:57

38:57

In this inaugural “Legal Tuesday” edition of The Rainmaking Podcast, Scott Love introduces a new series focused specifically on legal professionals, offering expert insight for lawyers navigating complex transitions. Scott speaks with Hilary Gerzhoy, a seasoned ethics lawyer and thought leader on professional responsibility, who shares valuable guidance on avoiding ethical pitfalls during lateral partner moves. She outlines real-world examples of landmines, such as premature client contact, improper solicitation of team members, and breach of fiduciary duty—each of which can derail a move or trigger legal retaliation. The conversation covers essential considerations for departing lawyers, including how to handle sensitive communications, what firms can legally withhold, and how to protect client relationships ethically. The episode is especially timely for law firm partners considering a move, and serves as a cautionary guide to avoid becoming tomorrow’s legal headline. This Tuesday edition of the podcast delivers focused legal guidance, while Thursday episodes will continue serving broader professional services audiences. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/LAtWIzixoeY ---------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- As Vice Chair of the D.C. Rules of Professional Conduct Review Committee and a member of the ABA’s Ethics and Professional Responsibility Committee, Hilary Gerzhoy focuses her practice on legal ethics matters and white–collar defense. Legal Ethics Hilary represents lawyers, firms, and companies facing the full range of legal ethics matters, including disciplinary investigations, legal malpractice litigation, fee disputes, bar admissions, unauthorized practice of law (UPL) inquiries, conflicts, advertising, lateral partner moves, and law firm formations and dissolutions. Hilary has represented lawyers in front of every disciplinary body at the state and federal level in D.C. and Maryland, before the Virginia State Bar, and before the USPTO’s Office of Enrollment and Discipline (OED). She is an adjunct law professor at the Georgetown University Law Center where she teaches legal ethics, and she serves on Law360′ s Legal Ethics Editorial Advisory Board. Hilary serves on the D.C. Circuit’s Advisory Committee on Admissions and Grievances, a Committee appointed by the Judges of the D.C. Circuit. A frequent writer, Hilary has published more than forty articles on developments in legal ethics and her work has been featured in the Chicago Tribune , Bloomberg Law , Law360 , the Washington Lawyer , and LexisNexis . She is regularly quoted as a legal ethics leader in publications including The National Law Journal , Law.com , Bloomberg , and Law360 . She is a regular speaker at the D.C. Bar, the American Bar Association, and the Practising Law Institute. White-Collar Criminal Defense Hilary represents clients through all stages of litigation, from the initial complaint through trial and appeal in state and federal courts. Hilary represents companies and individuals in a range of white-collar criminal investigations, including by the DOJ, the FCC, and the New York and D.C. Attorneys General. Hilary has been repeatedly recognized by Chambers , Best Lawyers , Super Lawyers , and Lawdragon . Links: https://hwglaw.com/members/hilary-p-gerzhoy/ https://www.linkedin.com/in/hilary-gerzhoy/ Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 251: The Power of Follow Up for Rainmakers with Jason Levin 27:42

8 weeks ago27:42

27:42

In this episode of The Rainmaking Podcast , host Scott Love speaks with Jason Levin, business development coach and author of Relationships to Infinity: The Art and Science of Keeping in Touch . The conversation explores the critical role of follow-up in building a sustainable legal practice. Jason outlines how many law firm partners approach client development with a short-term mindset, expecting results from one-time efforts like publishing an article or attending a conference. Instead, he advocates for an ongoing process rooted in understanding decision-makers, asking insightful questions, and maintaining authentic, relationship-based outreach. Jason shares practical tactics partners can implement to stay top of mind with clients and internal referral sources. He introduces the concept of a "30-point system" to gamify outreach efforts and emphasizes the power of micro-habits—small, consistent actions like checking in with colleagues or sharing relevant content. From CRM tracking to gratitude-based follow-ups, Jason’s methods are grounded in both social science and professional success stories. Listeners walk away with clear action steps to create structured follow-up systems, improve internal collaboration, and build deeper connections that lead to more business. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/PPpp5reirqU ---------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Jason Levin believes in the power of authentic relationships to transform careers. Based in Washington, D.C., he is the founder of Ready, Set, Launch, LLC® where Levin is an in-demand career and business development coach, speaker and trainer. He has broad career experience in brand management at Unilever, consulting at Accenture and law firm branding sales at Vault.com. Levin has been helping his clients land jobs, get promotions, transition into retirement and build professional services practices since 2011. He has had a lifelong interest in keeping in touch, which is why he wrote the book, Relationships to Infinity. Links: https://readysetlaunch.net/meet-jason-levin/ Buy Jason’s Book ‘Relationships to Infinity’ https://readysetlaunch.net/relationships-to-infinity/ Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 250: Reinventing Oneself as a Rainmaker with Heidi Brown 23:30

9 weeks ago23:30

23:30

In this milestone 250th episode, Scott Love welcomes back Professor Heidi Brown for a candid conversation on the theme of reinvention. Heidi shares her personal journey of navigating multiple career shifts—from practicing attorney to academic and author—and how those transitions required introspection, courage, and authenticity. Drawing from her experiences as an introvert in extrovert-dominated spaces, Heidi explains how embracing her true self became the catalyst for her success as a rainmaker and thought leader.The episode covers practical advice for professionals undergoing change, including how to audit past experiences to identify transferable skills, reframe imposter syndrome, and harness personal energy through self-awareness tools like journaling and character strength assessments. Heidi also introduces her newest book, The Map I Draw, a travel memoir that explores personal growth through adventure. The discussion ends with actionable steps for those seeking to reinvent themselves: reflect, research, and apply a methodical, bite-sized approach to change. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/UasBk8K2Kok ---------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Professor Heidi K. Brown is Associate Dean for Upper Level Writing at New York Law School. A prolific scholar and author on the art and science of legal writing, she has published four books on predictive and persuasive legal writing and federal litigation, as well as numerous scholarly articles for law journals. She has written three books about well-being and thriving in the legal profession: The Introverted Lawyer: A Seven-Step Journey Toward Authentically Empowered Advocacy, Untangling Fear in Lawyering: A Four-Step Journey Toward Powerful Advocacy , and The Flourishing Lawyer: A Multi-Dimensional Approach to Performance and Well-Being. Inspired by her own experience untangling fear of public speaking during her litigation career, she is passionate about helping law students and lawyers find their authentic lawyer voices and overcome anxiety about Socratic legal discourse and performance-based lawyering tasks. Professor Brown is a frequent public speaker on the national and international stage on topics of well-being and healthy performance. Links: Amazon link to The Map I Draw: The Map I Draw: A Memoir of Travel as a Passport to Self: Brown, Heidi K.: 9798992980707: Amazon.com: Books www.heidikristinbrown.com www.theflourishinglawyer.org www.instagram.com/introvertedlawyer LinkedIn: https://www.linkedin.com/in/theintrovertedlawyerbook/ New York Law School: Heidi K. Brown - New York Law School Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 249: Delegating for Rainmakers with Sarah Tetlow 28:25

10 weeks ago28:25

28:25

In Episode 249 of The Rainmaking Podcast, Scott Love welcomes back productivity strategist and international speaker Sarah Tetlow to discuss the power of effective delegation for rainmakers. Sarah introduces her TORQUE model—Trust, Organized, Repetition, Quality, Understanding, and Eliminate control—as a strategic framework for lawyers and professionals looking to delegate more effectively and free up time for high-value rainmaking activities. She emphasizes that mutual trust and respect between delegator and delegate are foundational, and that anticipating workflow and planning ahead—even with just 15–30 minutes daily—can unlock time and resources for better outcomes. Through practical advice and relatable anecdotes, Sarah shows how thoughtful delegation leads to improved team performance and personal productivity. Sarah also highlights the psychological roadblocks to delegation—especially perfectionism and control—and shares actionable insights for overcoming them. She encourages professionals to invest in their team, create repeatable processes, and embrace the reality that 80% of someone else’s effort, if done consistently, can exceed the output of going it alone. The episode concludes with Sarah offering a free delegation toolkit on her site, helping listeners take immediate action to implement TORQUE in their own practices. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/ZFL7TX2NAjE ---------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Sarah is a seasoned productivity strategist, consultant, and renowned international speaker specializing in helping attorneys and legal professionals. With a wealth of experience, a keen organizational acumen, and a strategic mindset, she empowers attorneys and law firms to enhance their profitability and operational efficiency. Additionally, Sarah is dedicated to helping her clients reclaim lost time and revenue by controlling distractions, identifying and focusing on priorities, and developing effective systems and processes. Sarah is also the creator of the ARTT® Email Productivity system and course. The ARTT® course has helped hundreds of professionals gain control of their email, mitigate using email as a distraction, effectively track important communications, and reduce stress and anxiety. It helps email users understand their human habits connected to the technology to effectively organize their inbox. ARTT® Graduates have reported an increase in responsiveness and revenue. The ARTT® course is available at organizemyinbox.com and Sarah is also available to lead private ARTT® system trainings. Sarah's unwavering commitment to focused work, combined with her distinctive and empathetic coaching approach, fosters a collaborative partnership with her clients that inspires profound learning and transformative behavioral changes. Links: https://www.firm-focus.com/about-us https://www.linkedin.com/in/sarah-tetlow/ Learn more about your ad choices. Visit megaphone.fm/adchoices…

The Rainmaking Podcast

1
TRP 248: Rainmaking on LinkedIn with Justin Nassiri 27:37

11 weeks ago27:37