The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rudhir Krishtel, executive coach and business development strategist, about the common traits, actions, and strategies of top-performing rainmakers. Rudhir shares insights from his extensive experience coaching high-level professionals, helping them scale their books of business from six figures to multi-million-dollar practices. He emphasizes that clarity and consistency are the two defining characteristics that separate elite rainmakers from those who struggle with growth. By clearly defining their goals and taking consistent, focused action, professionals can dramatically transform their success.

Key topics include identifying and setting clear business and income goals, developing a strategic roadmap for growth, and avoiding the common pitfall of being too broad in target client selection. Rudhir introduces the AIMS framework—focusing on Annual revenue, Income goals, Matters handled, and Support structure—to help professionals define their growth trajectory. He also highlights the importance of relationship-building, strategic exposure through thought leadership, and making direct business development asks. Additionally, he shares a three-step action plan: conducting a network audit, setting clear revenue and client goals, and implementing consistent outreach and branding efforts. This episode provides practical, high-impact strategies for professionals looking to scale their practice, build meaningful relationships, and achieve sustainable business development success.

Visit: https://therainmakingpodcast.com/

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Rudhir Krishtel is an executive coach and facilitator working specifically with lawyers and the legal community. Rudhir works with clients on a range of issues, including: Career Strategy, Business Development, Building Leadership Skills, Navigating Workplace Relationships, and Diversity and Inclusion Challenges. He practiced law for 15 years as a litigation partner and then as senior counsel at Apple. His lawyer days led him to train as a yoga teacher and mindfulness meditation instructor, and as a professional coach and leadership instructor, to serve as a support for the legal community.

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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:

Demo Request

Links:

https://www.krishtel.com/

https://www.krishtel.com/workshops

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Robert Ingalls, former attorney and founder of LawPods, about how professionals can use podcasting as a powerful business development tool. Robert shares his insights on leveraging podcasts to build relationships, establish thought leadership, and attract new clients. He emphasizes that podcasting isn’t just about producing content—it’s about strategically using it to nurture leads, educate referral sources, and expand professional networks. By consistently creating content that speaks directly to client pain points, professionals can establish trust and credibility in a way that written content or traditional marketing cannot.

Key topics include the three primary ways professionals use podcasting for business growth—nurturing leads by addressing common client concerns, educating referral sources to build long-term partnerships, and networking through strategic guest interviews. Robert also discusses the importance of consistency in podcasting, outlining best practices for content planning, ideal episode length, and the role of authenticity in making a podcast relatable. He highlights common pitfalls, such as failing to define an audience, inconsistent publishing schedules, and not repurposing content for multiple platforms. Additionally, Robert explains how law firms and other professionals can use podcasts as a “Trojan horse strategy” to initiate conversations with high-value prospects who would otherwise be difficult to engage. This episode provides practical, actionable insights for professionals looking to harness podcasting as a business development asset.

Visit: https://therainmakingpodcast.com/

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Robert Ingalls is a recovering attorney, speaker, and the founder of LawPods, one of the first podcast marketing agencies for law firms.

After the challenges of practicing law threatened to derail his career and mental health, he traded in his suit and tie for a shot at entrepreneurship. Struggling to generate interest from law firms in the early days, Robert spent two years in a corporate banking gig. Grinding nights and weekends, he turned his spare bedroom podcasting hobby into a marketing agency servicing the biggest brands in law.

He lives in Raleigh, North Carolina, with his delightful wife, darling daughters, and a proliferating collection of longboard skateboards.

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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:

robert@lawpods.com

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

https://lawpods.com/about-us/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Daveed Wagner, personal branding expert, about how professionals can build and manage their personal brand in the age of artificial intelligence. Daveed explains that as AI reshapes industries, professionals need to be intentional and proactive in curating their online presence. He emphasizes that personal branding is no longer optional—it is essential for standing out, building trust, and attracting business opportunities. By crafting a strategic brand narrative and leveraging digital platforms, professionals can ensure their expertise and reputation are accurately represented.

Key topics include the three pillars of a strong personal brand—inviting people into your narrative, engaging meaningfully with your audience, and building a loyal community. Daveed also shares insights on conducting a personal brand audit, which evaluates one’s online presence, social media consistency, and SEO performance. He highlights common pitfalls, such as failing to align messaging across platforms, presenting an overly polished persona that lacks authenticity, and neglecting content strategy. Additionally, he discusses the importance of leveraging video content, social proof, and audience feedback to refine and amplify a personal brand. This episode provides actionable strategies for professionals looking to elevate their digital presence and create a brand that resonates with their target audience.

Visit: https://therainmakingpodcast.com/

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Daveeed Wagner is a Personal Branding Keynote Speaker, and the Founder of 1marketingidea, a Marketing Consulting Firm.

Many individuals and businesses struggle to distinguish themselves amidst the digital noise. In an era marked by explosive technological advancements, the proliferation of AI, the rise of remote work, and the dominance of the gig economy, one concept stands out as crucial for individuals seeking success and recognition, and that is personal branding.

Daveeed Wagner is the trusted advisor and counselor to many influential thought leaders and businesses. He presents on how to implement marketing systems to build stronger and deeper relationships with customers and clients. Resulting in lower acquisition costs and long-term growth.

During his presentations, he shares a simple framework called XMarketing, on how to create a personal experience by attracting the right people, personalizing content, and building community.

Daveeed is the author of The Marketing Annual – a yearly industry trends report, the recipient of the Hispanic Business Entrepreneur Award, and the Chief Editor of The Marketing Memo.

He was born in Lima, Peru, and now resides in San Diego, California, with his family. And you can connect with him on any social media platform under daveeed (WITH 3 EEEs) wagner.

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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://1marketingidea.com/daveeed-keynote-speaker/

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

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Suzette Welling, management consultant and expert in professional services firm operations, about how to take action on strategic plans to drive real business results. Suzette shares insights from her experience working with law firms, explaining that many firms invest significant time and money into strategic planning retreats but fail to execute on their plans once they return to their daily operations. She emphasizes that intentionality, accountability, and structured systems are the key factors in ensuring that strategic initiatives don’t get lost in the shuffle of daily business demands.

Key topics include how to break long-term plans into manageable quarterly and weekly goals, the importance of assigning clear responsibility for action items, and how to implement the Entrepreneurial Operating System (EOS) to create structured accountability. Suzette also shares strategies for effective team communication, weekly progress tracking, and building a culture of execution so that firm leadership follows through on commitments. She highlights common pitfalls such as lack of follow-through, unclear delegation, and failure to track progress, offering actionable steps to overcome these challenges. This episode provides professionals with a clear roadmap to ensure that strategic planning translates into measurable business growth.

Visit: https://therainmakingpodcast.com/

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Suzette Welling, holding the distinguished Certified Legal Manager (CLM)® designation, is the founder and President of Law Practice Edge. With a career spanning over two and a half decades in upper-tier law firm management, Suzette brings a wealth of expertise to the table. Her comprehensive understanding of law firm administrative functions encompasses a broad spectrum, including strategic planning, finance, human resources, communications, client relations, professional development, recruitment, and facilities management. 

Suzette’s financial acumen and leadership capabilities were recognized in 2009 when she was honored with the Tampa Bay Business Journal CFO of the Year Award. Her pursuit of excellence led her to attain the CLM® designation in 2018, affirming her deep-rooted knowledge and proficiency in various aspects of law firm management. This accreditation, demanding rigorous education and testing, underscores Suzette’s mastery in the legal management domain. Further expanding her skill set, Suzette acquired a certification in Legal Lean Sigma in 2022, enhancing her ability to offer top-tier process improvement and project management solutions. 

Suzette caters to law firms of all sizes, but she has identified a niche in smaller law firms, which require expert guidance but might not have the resources for a full-time position of this caliber. In response, she founded Law Practice Edge, aiming to level the playing field and provide competitive advantages to firms irrespective of their size. Larger firms also benefit from her services, particularly when they face challenges in managing complex projects due to limited resources. Suzette is available for consultation and can be reached at suzette@lawpracticeedge.com

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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:

suzette@lawpracticeedge.com

www.legalmanagementexchange.org

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

www.lawpracticeedge.com

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jonathan Porter-Whistman, author of The Sales Boss, about what it takes to become a top 1% sales leader. Jonathan shares insights from his book, explaining that being a true “Sales Boss” is about more than managing a team—it’s about building a high-performance culture, taking full ownership of results, and leading with a clear, strategic vision. He emphasizes that top-performing sales leaders recognize that success starts with them, and they take responsibility for every aspect of their team’s performance, from hiring to training to execution.

Key topics include Jonathan’s Sales Boss framework, which outlines the essential traits and actions of elite sales leaders, and his four-stage hiring process for identifying and onboarding high-potential sales professionals. He discusses the importance of avoiding micromanagement while staying actively engaged, setting high expectations, and leading by example. Jonathan also shares his “BOSS” acronym, a leadership mindset that helps managers create an environment where top performers thrive. He introduces advanced hiring techniques, including the pressure interview, performance interview, and the “bumbling idiot” test, designed to reveal a candidate’s true potential. This episode provides practical strategies for professionals looking to elevate their leadership skills, build stronger teams, and achieve elite-level success in sales and business development.

Visit: https://therainmakingpodcast.com/

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Jonathan Porter-Whistman, who is the CEO of PerceptionPredict.ai and WhoHire.com, Jonathan has a deep knowledge of building and scaling businesses. His best-selling book, ‘The Sales Boss’, stands as a clear indicator of his expertise. Jonathan specializes in aiding clients in constructing efficient teams, tailored to their business’s unique requirements. His targeted approach mitigates the anguish and disappointment that often result from recruiting incompatible talent.

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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.amazon.com/Sales-Boss-Secret-Training-Managing/dp/1119286646

www.whohire.com

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

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In this solo episode of The Rainmaking Podcast, host Scott Love shares secrets of time management that can help professionals maximize productivity, reduce stress, and achieve their goals more efficiently. Drawing from his experience in executive recruiting, speaking, and business development, Scott emphasizes that time is a finite resource, and how we manage it directly impacts success. He introduces a framework for intentional time management, explaining that clarity, focus, intensity, and execution are the four key factors that determine how effectively we use our time.

Key topics include the importance of planning daily and weekly priorities, batching similar tasks to reduce interruptions, and using two powerful self-assessment questions: “What’s the best use of my time right now?” and “Will this activity take me closer to or further away from my goals?” Scott also highlights how mismanaged time results in double losses, as it takes additional effort to regain lost focus and productivity. He provides practical strategies for eliminating distractions, such as setting goals the night before, tracking key tasks on a whiteboard, and maintaining a sense of urgency throughout the day. This episode delivers actionable insights for professionals looking to become more intentional with their time and achieve higher efficiency in both business and personal life.

Visit: https://therainmakingpodcast.com/

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Scott Love believes that recruiting is a game, and he has been playing it ever since 1995. His recruiting firm, The Attorney Search Group, places attorneys in major markets with global law firms. From 2002 to 2016, Scott built and later sold one of the most trusted brands of recruiter training and development. Over 4,500 recruiting and staffing companies from over 36 countries invested in his resources. Scott has trained thousands and coached hundreds, and has spoken at nearly every recruiting trade association in the United States, including major franchisor organizations, global publicly-held staffing companies, and major recruiting networks. Scott’s newest venture to help recruiters make more placements is The Placement Club. With over 800 members and dozens of hours of free training content and other resources, it has quickly become a vibrant free learning community for experienced and intermediate recruiters. 

Scott is the author of ‘Why They Follow’ and the co-author of ‘Rainmaker Confidential.’ He has been quoted in The Wall Street Journal, Forbes, Selling Power Magazine, The Huffington Post, Bloomberg, and dozens of business publications around the globe. He is passionate about charity and service work and is actively involved in several DC and Richmond non-profit organizations, Episcopal ministries, and is an advisory board member of Protect Our Defenders. 

Scott is also a graduate of the U. S. Naval Academy and is a former surface warfare officer He has two children and lives in Richmond, Virginia, with his wife and twelve-year-old daughter.  

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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/scotttlove/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Mosley, Managing Partner and Senior Director of Training and Development at Next Level Exchange, about understanding how clients and prospects think. Rob, a seasoned executive search trainer, shares insights on how professionals can shift from a self-centered sales mindset to a client-centric approach, ensuring they truly understand what drives their prospects’ decisions. He explains that most salespeople focus only on their objectives, missing the deeper motivations and needs of their clients, which results in lost opportunities and weaker relationships.

Key topics include the eight stages of decision-making that every client goes through, the importance of pre-call preparation to gather insights on a prospect’s business, and how to structure conversations around a client’s goals and challenges rather than leading with a sales pitch. Rob also introduces the “Compelling Connect” strategy, which emphasizes the need to start conversations with relevant, insightful statements that demonstrate industry knowledge. He discusses how great discovery questions can differentiate a salesperson, why professionals should aim to establish relationships at multiple levels within an organization (the “Three by Three” strategy), and how active listening serves as a diagnostic tool rather than just a passive skill. This episode provides actionable strategies for professionals looking to engage prospects more effectively, increase trust, and build long-term business relationships.

Visit: https://therainmakingpodcast.com/

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Rob Mosley is a managing partner and senior director of training and development for Next Level Exchange. He comes from MRINetwork, where he served as the chief learning officer, responsible for all training and sales development at more than 1,100 offices worldwide. 

Mosley’s knowledge of the search industry comes from 12 years with Merritt Hawkins & Associates, now part of AMN Healthcare. He is a licensed facilitator for trainings based on Stephen Covey’s The 7 Habits of Highly Effective People and on Patrick Lencioni’s The Five Dysfunctions of a Team. Mosley holds master certifications in consultative selling, performance coaching, advanced sales negotiation, strategic client communication, and major account planning and strategy. Mosley is a keynote speaker and facilitator at continuing education seminars in the areas of business-to-business sales execution with a focus on collaborative client development, team effectiveness, and performance management.

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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/rob-mosley-19657ba/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Rich Bracken, professional speaker and consultant, about executive presence and how it impacts trust, influence, and leadership in business development. Rich, who has extensive experience working with law firms and corporate professionals, defines executive presence as a combination of self-confidence, communication skills, and personal branding. He explains that true executive presence is about how professionals present themselves, engage with clients, and communicate persuasively in high-stakes situations.

Key topics include how to develop self-confidence in meetings, especially when speaking up in rooms with senior colleagues, and how to tailor communication styles based on the audience. Rich introduces the “Conversational Chameleon” strategy, which teaches professionals how to adjust messaging for different stakeholders—whether they are CEOs, CFOs, or marketing leaders—to maximize engagement. He also shares techniques for commanding attention in discussions, handling interruptions, and improving personal gravitas. Additionally, Rich discusses the role of emotional intelligence in executive presence, how professionals can conduct self-assessments to refine their communication, and why feedback loops are crucial for continuous improvement. This episode provides actionable strategies for professionals looking to enhance their executive presence and elevate their leadership impact.

Visit: https://therainmakingpodcast.com/

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For over twenty years, Rich Bracken has been researching how businesses of all sizes and their teams rise and fall with various styles of leadership and employee engagement.

Combining his experience as an award-winning salesperson, marketer, and client service expert with his passion for speaking, consulting, and coaching, he brings a unique and refreshing blend of empathy and positivity that resonates with professionals from every level and background.

Rich’s path to today has been crafted from being raised in a family of entrepreneurs and innovators, to working alongside dynamic leaders in some of the most powerful industries including healthcare, law, and financial services. His ability to blend knowledge with compassion and results with care allows him to deliver a message that creates sustainable change to the bottom line as well as engagement and well-being of an organization.

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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.richbracken.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Ian Campbell, author of The Value Sale, about how professionals can integrate value-based selling into every stage of the sales funnel. Ian explains that many sales professionals make the mistake of presenting value only at the end of the sales process when building a business case, which often leads to stalled deals. Instead, he advocates for a dual-sided sales funnel, where value is introduced early, reinforced with examples, and solidified by a clear ROI before the close. By taking this approach, professionals can create more compelling sales conversations and improve their ability to close deals.

Key topics include the three-stage value messaging framework—starting with general value discussion, progressing to case studies that demonstrate tangible results, and finally tailoring value to the specific prospect’s needs. Ian also discusses how to identify the one or two core benefits that truly drive a deal, avoiding the common pitfall of overwhelming prospects with excessive value points. He shares techniques for making business cases simple and compelling, focusing on clear ROI calculations and presenting payback periods rather than just ROI percentages to ease decision-making. This episode provides a structured approach for professionals looking to refine their sales process and increase their close rates by leading with value.

Visit: https://therainmakingpodcast.com/

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Ian Campbell is CEO of Nucleus Research, where he is responsible for the company’s investigative research approach, product set, and overall corporate direction. A recognized expert on ROI and TCO analysis of technology, Campbell is a frequent speaker at industry and business events. He has been featured in the New York Times, the Wall Street Journal, the Economist, and the Financial Times.

Campbell teaches an executive course at Babson College in Massachusetts and is a frequent guest lecturer at Stanford University; the University of California, Berkeley; Massachusetts Institute of Technology; Harvard University; and Boston College.

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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.amazon.com/Value-Sale-Prove-More-Deals-ebook/dp/B0C67GSKKD

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

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. David Burkus, organizational psychologist and author of Best Team Ever, about the fundamentals of leading small teams effectively. Dr. Burkus explains that while leadership in large organizations is often about managing systems and processes, leading a small team requires a deeper focus on culture, communication, and accountability. He highlights that leaders of small teams have a unique advantage: they can directly influence the team’s culture and engagement, shaping an environment of trust, collaboration, and high performance.

Key topics include the importance of setting clear expectations and milestones, fostering healthy conflict as a tool for innovation, and the power of team-wide meetings for accountability and alignment. Dr. Burkus shares his three-question team huddle framework—asking team members what they’ve completed, what they’re focused on next, and what’s blocking their progress—to create a structured, transparent approach to performance tracking. He also discusses how leaders can provide constructive feedback, encourage psychological safety, and develop intrinsic motivation by reinforcing the impact of their team’s work. This episode provides practical strategies for professionals looking to enhance their leadership effectiveness and build high-performing teams.

Visit: https://therainmakingpodcast.com/

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One of the world’s leading business thinkers, David’s forward-thinking ideas and bestselling books are changing how companies approach leadership, teamwork, and collaboration.

A skilled researcher and inspiring communicator, Dr. David Burkus is the best-selling author of five books about business and leadership. His books have won multiple awards and have been translated into dozens of languages. Since 2017, David has been ranked multiple times as one of the world’s top business thought leaders. His insights on leadership and teamwork have been featured in the Wall Street Journal, Harvard Business Review, The New York Times, CNN, the BBC, NPR, and CBS This Morning.

A former business school professor, David now works with leaders from organizations across all industries, including PepsiCo, Fidelity, Adobe, and NASA. David’s keynotes aren’t just entertaining and enlightening, they’re evidence-based and immensely practical—offering leaders at all levels a set of actionable takeaways they can implement immediately.

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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/

www.theplacementclub.com

Links:

https://davidburkus.com/

https://davidburkus.com/books/

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

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