The Rainmaking Podcast

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:

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Frino and Katie Desiderio, co-authors of The Beekeeper: Pollinating Your Organization for Transformative Growth, about how leaders can cultivate a high-performance culture within their organizations. Drawing insights from their research on beekeeping, they explore how leaders can optimize their "hives" by fostering collaboration, self-awareness, and meaningful work. They emphasize that culture starts with leadership and requires humility, self-reflection, and a commitment to unlearning old habits.

Key topics include the importance of self-awareness in leadership, replacing the golden rule with the platinum rule (treating others as they want to be treated), and making challenging decisions to maintain a healthy organizational environment. Michael and Katie also highlight the concept of "pollinating" an organization by prioritizing growth and learning at all levels and creating psychologically safe environments where individuals can thrive. This episode offers practical strategies for leaders who want to build stronger, more cohesive teams and drive transformative growth in their organizations.

Visit: https://therainmakingpodcast.com/

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Michael G. Frino always was told he was creative and had a vivid imagination during his childhood. He parlayed this feedback by finding a passion for writing and storytelling. He published his first poem in 1993 entitled The Human Tree and is the author of Welcome to Waycool School (2010) and Waycool School Takes the Bus (2011) children’s book series. In addition to writing, Michael has over twenty years professional experience working for Fortune 500 companies in sales, leadership and organizational development across the payroll/human resources, pharmaceutical, and med-tech industries. Michael finds his flow state today from helping organizations transform their culture with a focus on the growth and development of human beings.

Katie P. Desiderio counts her blessings starting with the people in her life, which guides her approach to work where her focus is on every organization's most important asset – you! Her personality and behavioral attributes emphasize collaboration and all things that keep human beings in focus, which fuels her intrapreneurial spirit.

As the mama of two extraordinary girls, she is committed to the development of rising leaders, namely in the spirit of leading from any seat. Along with her work as a tenured faculty member at Moravian University, Desiderio is Principal Partner in Learning of Proximal Development, LLC, an authorized DiSC partner, specializing in leadership development and the advancement of performance through learning.

Upon completion of her doctorate in Organizational Learning and Leadership, Katie has been co-authoring scholar-practitioner journal articles, conference proceedings, and now this book with her learning partner and friend. Join them on this journey to inspire how you will pollinate the world!

Links:

Book 📕: The Beekeeper: Pollinating Your Organization for Transformative Growth

https://a.co/d/56CgEGY

Website: www.leadershipfables.com

Linktree: https://linktr.ee/leadershipfables?utm_source=linktree_profile_share<sid=c2252cd7-73fe-4a74-adcc-605cc26f77a5

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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/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Bob Silvy, a consultant and trainer specializing in professional services organizations, to discuss Getting Results from Training. Bob emphasizes the importance of designing training programs that focus on measurable results, long-term commitment, and consistent coaching to ensure effectiveness. He shares insights on engaging leadership, tailoring training to organizational goals, and tracking key performance indicators to evaluate success.

Key topics include the importance of leadership buy-in, avoiding "one-and-done" training sessions, and combining training with personalized coaching for maximum impact. Bob also provides actionable strategies for selecting the right trainers, aligning training initiatives with growth objectives, and fostering a culture of continuous improvement. This episode is a must-listen for leaders looking to enhance team performance and achieve sustainable growth.

Visit: https://therainmakingpodcast.com/

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Bio:

As a Senior Vice President at American City Business Journals, I worked exclusively with B2B clients across the nation for more than 30 years, having sold directly to decision-makers and managed sales teams.

I’ve been recognized for creating and teaching results-oriented sales training programs for teams and individuals. I help professionals understand how to change sales behavior to produce greater success.

I understand the importance of sales and marketing efforts that are coordinated and focused on measurable results.

I get tremendous satisfaction from creating a high-performance sales environment that consistently exceeds revenue expectations.

Throughout my 15+ years as an active member and sponsor of the Association for Accounting Marketing and Legal Marketing Association, I’ve gained insights from senior marketing, business development and growth leaders.

As Managing Director at Level Four Consulting, based in Kansas City, MO, and serving clients nationwide, I provide sales coaching and training designed to increase business development results for growth-focused accounting and law firms.

Links:

https://www.level4consulting.com/

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

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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/

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In this episode of The Rainmaking Podcast, host Scott Love sits down with Stephanie Grober, Marketing and Public Relations Director at Horowitz Agency, to discuss the power of content marketing and thought leadership. Stephanie shares actionable insights on how professionals can build their visibility, establish themselves as industry experts, and generate measurable growth. Whether it's writing articles, securing speaking engagements, or leveraging awards and media opportunities, Stephanie provides a practical playbook for becoming a trusted voice in your field.

Key topics include identifying areas of expertise, developing consistent content strategies, and repurposing content across platforms for maximum impact. Stephanie also highlights the importance of staying top-of-mind with clients and prospects through regular, high-value content. This episode is a must-listen for attorneys and professionals seeking to build credibility and grow their client base through strategic thought leadership.

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Bio:

Stephanie Grober is the Marketing & Public Relations Director at Horowitz Agency, an integrated marketing and public relations agency with offices in Los Angeles, New York City, and Vancouver (B.C.). Her team works with law firm clients ranging from BigLaw to boutiques, designing and executing content and communications strategies that generate bottom-line growth in measurable ways. Leveraging deep relationships with the press, she delivers high-quality earned media placements for clients and utilizes her extensive marketing background to amplify these results through a multi-channel approach. Stephanie joined Horowitz Agency in 2021 after serving as Marketing and Communications Manager for a Top 50 accounting firm in New York City. 

Links:

Website link: www.HorowitzAgency.com

LinkedIn: https://www.linkedin.com/in/stephaniegrober/ 

Keywords:

Thought leadership, content marketing, legal marketing, professional visibility, client growth, Stephanie Grober, Scott Love, The Rainmaking Podcast, PR strategies, marketing for attorneys.

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Scott Love is the founder of The Attorney Search Group, a legal recruiting firm. His practice focuses on partner transitions and law firm mergers, with specialized expertise in recruiting for global law firms in the areas of corporate, finance, private equity, and related practices.

This business experience brings credibility and legitimacy to his speaking presentations at business, association, and legal conferences on the topics of rainmaking and client development. Scott's easy going presence from the stage, his clean humor, and storytelling style make him a popular speaker at conventions, conferences, and executive retreats.

Scott is the author of Why They Follow: How to Lead with Positive Influence, the co-author of Rainmaker Confidential, and has been quoted in The Wall Street Journal, Forbes, Bloomberg, The American Lawyer, Above the Law, The Huffington Post, Selling Power Magazine, Business Insider, and many more. 

Scott produces the popular show "The Rainmaking Podcast" which is a top 2 percent podcast. 

Scott is a graduate of the United States Naval Academy in Annapolis, Maryland, and is a former Surface Warfare Officer.

Seven Strategy Questions with Scott Love

1.        What were the impediments that kept you from reaching your goals?

2.        What were your three greatest achievements?

3.        What was the single greatest missed opportunity?

4.        How can you learn from this?

5.        What trends did you observe that can help you next year?

6.        How can you create synergy and leverage in your area of expertise?

7.        Who are the people who can benefit by knowing you? Look for synergistic strategic alliances.

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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/

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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/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Kyle Smith, an expert in leadership and business growth, about how professionals can develop a winning mindset and take control of their career trajectory. Kyle explains that success in business development isn’t just about skill—it’s about mindset, discipline, and intentional action. He emphasizes that the best rainmakers cultivate a growth-oriented attitude, take ownership of their goals, and implement daily habits that lead to long-term success.

Key topics include the power of self-discipline in business development, how to overcome self-doubt and limiting beliefs, and why successful professionals focus on long-term strategy rather than short-term wins. Kyle shares actionable strategies for building confidence, structuring time effectively, and using mental resilience to push through setbacks. He also discusses how leaders can inspire teams to adopt a results-driven mindset, create accountability systems, and leverage high-performance habits for sustainable business growth. This episode provides practical insights for professionals looking to improve their mindset, boost motivation, and achieve consistent success in business development.

Visit: https://therainmakingpodcast.com/

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Kyle Smith, CPA, a finance graduate from UT McCombs School of Business, is deeply committed to helping small and medium-sized businesses thrive. He began his career in Austin, gaining experience as an accountant and Controller for various bar and restaurant groups. His passion for guiding SMBs led him to earn his CPA and specialize in cost management accounting as Director of Finance at Celis Brewery. Kyle’s journey continued at Scalefactor, a software development company, where he advised clients across various industries. His ultimate aspiration was realized when he became a co-partner at Strata Cloud Accountants. Kyle specializes in working with business owners to align personal and company goals and help teach businesses the financial acumen needed to hold themselves accountable to those goals. All with the mission to help businesses and business owners be more profitable.

Links:

https://www.linkedin.com/in/kyle-smith-cpa-9582038a/

stratacloudaccountants.com/ 

[email protected]

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Dena Lefkowitz, executive coach and author of Winning in Your Own Court, about how professionals can develop confidence and overcome self-doubt in business development. Dena explains that many high-achieving professionals struggle with imposter syndrome and hesitation when it comes to networking, pitching, and asking for business. She emphasizes that confidence is a skill that can be developed through mindset shifts, intentional practice, and strategic action.

Key topics include how to reframe self-doubt as a sign of growth, the importance of preparing and practicing business development conversations, and how to turn fear of rejection into motivation. Dena shares practical strategies for professionals who feel uncomfortable with selling, including how to make networking feel natural, how to build confidence through small wins, and how to create a personal brand that attracts business. She also discusses the power of storytelling in business development, explaining how professionals can use their personal experiences to connect with clients and referral sources. This episode provides valuable insights for professionals looking to develop confidence, embrace business development, and take control of their career success.

Visit: https://therainmakingpodcast.com/

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Dena Lefkowitz, Esq., PCC is the founder of Achievement by Design, LLC, a leading executive coaching firm focused on helping lawyers find career direction and partnering with law firms and law departments to help attorneys become great rainmakers and leaders. Dena is the award-winning author of Winning in Your Own Court: 10 Laws for a Successful Career Without Burning Out or Selling Out (American Bar Association 2021). Prior to coaching, Dena practiced law for over 20 years and was General Counsel to the Office of Open Records in Harrisburg, PA, and to the Chester Upland School District.

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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://achievementbydesign.com/

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

Order Dena’s book, Winning In Your Own Court

 https://www.amazon.com/Winning-Your-Court-Dena-Lefkowitz/dp/1639051309

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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/

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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.  

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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/michaelmellor/

https://742advisors.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Stacey Hanke, author of Influence Redefined, about how professionals can develop lasting influence and credibility in their client interactions. Stacey explains that influence isn’t about a one-time impression—it’s about consistency, trust, and intentional communication. She emphasizes that many professionals believe they are more influential than they actually are, which leads to gaps between how they perceive themselves and how they are truly perceived by clients and colleagues.

Key topics include the difference between influence and persuasion, why consistency in communication is critical, and how to eliminate credibility killers such as weak body language, lack of preparation, and ineffective listening. Stacey shares practical techniques for becoming a more engaging and persuasive communicator, including how to adjust tone and messaging for different audiences and how to gain immediate feedback on communication effectiveness. She also discusses the power of presence, the role of nonverbal cues in trust-building, and how professionals can improve influence by focusing on clarity, brevity, and confidence. This episode provides actionable steps for professionals looking to enhance their influence, build stronger relationships, and improve client engagement through intentional communication.

Visit: https://therainmakingpodcast.com/

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Stacey Hanke is a leading expert in communication and influence. For over 20 years, she has empowered Fortune 500 leaders and teams to elevate their communication skills to build the trust and credibility needed to influence action. In addition to being a Hall of Fame speaker, executive coach, and business leader, Stacey is the author of three books. Her latest book, Influence Elevated, provides leaders with skills to manage employees and increase accountability in a hybrid work environment. Stacey is here to share insights on improving our ability to influence and inspire, Monday to Monday®.

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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:

Website: www.staceyhanke.com

Ordering Link: https://amzn.to/4drMy0A

Social Media Links and Handles:

LinkedIn: staceyhanke

Facebook: @staceyhankeinc

Instagram: @staceyhankeinc

YouTube: StaceyHanke

X: @staceyhankeinc

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Joff Sharpe, entrepreneur, investor, and author, about how professionals can develop a resilient mindset and strategic thinking to thrive in business development. Joff, who has experience in military leadership, corporate boardrooms, and entrepreneurial ventures, explains that success in rainmaking is about adaptability, calculated risk-taking, and long-term thinking. He emphasizes that professionals who embrace mental toughness and strategic decision-making can navigate challenges more effectively and create lasting business relationships.

Key topics include how to develop a resilient mindset, the importance of embracing failure as part of growth, and how strategic risk-taking can accelerate business success. Joff shares insights from his diverse career, explaining how lessons from military discipline and corporate leadership apply to business development. He discusses how professionals can strengthen their negotiation skills, build influence, and make bold career moves with confidence. Additionally, he provides practical strategies for handling rejection, managing setbacks, and staying focused on long-term goals despite short-term obstacles. This episode offers a powerful framework for professionals looking to cultivate resilience, think strategically, and excel in rainmaking.

Visit: https://therainmakingpodcast.com/

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This book, by an ex-SAS soldier, explains how the qualities nurtured in the Special Forces can be effectively deployed in business. Who Dares Wins in Business is much more than a military analogy in the tradition of leadership secrets of Genghis Khan, Sun Tzu and the rest. This is a book by a person who served as a captain in the regular SAS before pursuing a business career that has spanned multiple sectors and markets over two decades. Using concrete research and a refreshing absence of theory and hyperbole, Joff Sharpe's approach is illustrated with stories and case studies from the SAS and a wide range of businesses. Amusing, informative, and occasionally shocking, this is a book for executives or leaders willing to take a more courageous approach, and for anyone interested in applying tried-and-tested military approaches to secure success in their own life. Praise for Who Dares Wins in Business : 'In an era when the hard-won lessons of military operations are seldom transferred first-hand to the commercial battle-ground, Sharpe offers a unique and grounded military "phronesis" examining the virtues of courage and resilience. A must read' - Dr Bryan Watters OBE, Professor of Leadership, Cranfield University 'A good read. Sharpe has certainly done his homework, and generated lots of interesting, relevant facts and stories from both military and corresponding business situations' - Ben Legg, CEO, AdKnowledge Joff Sharpe is a former member of the SAS who has also run an internet company for Rupert Murdoch, been Piers Morgan's HR director, run operations for a billion-pound investment trust and lived among the Iban people of Borneo. He has also helped many international companies to improve their performance. Joff Sharpe lives in London.

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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://www.andrewlownie.co.uk/authors/joff-sharpe

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

Order Who Dares Wins in Business here:

https://www.amazon.com/Who-Dares-Wins-Business-principles/dp/1839014474/

 www.ulin.group

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Melody Herschorn, book coach and author of Make a Big Impact with Your Book, about how professionals can establish authority, credibility, and trust by writing a book. Melody explains that a well-crafted book serves as a powerful tool for personal branding and business development, providing potential clients with tangible proof of expertise. She emphasizes that while many professionals consider writing a book, most never take action due to uncertainty about where to start. By following a structured approach, professionals can create a book that enhances their credibility and attracts new business opportunities.

Key topics include how to choose the right book topic, structuring content around common client questions, and using storytelling, client transformations, and data to make a book engaging and persuasive. Melody shares the three key publishing paths—traditional, hybrid, and independent—and explains why independent publishing often provides the greatest creative control and financial benefit. She also outlines effective book marketing strategies, including leveraging LinkedIn, podcast guest appearances, and speaking engagements to maintain visibility long after the book launch. Additionally, Melody highlights common pitfalls in book writing, such as failing to plan for long-term marketing, neglecting professional editing, and burnout from an overly intense launch strategy. This episode provides a step-by-step roadmap for professionals looking to use book authorship as a business development tool.

Visit: https://therainmakingpodcast.com/

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Known for helping attorneys become bestselling authors and get positioned as experts in their practice area, Melanie Herschorn wants to help you step into your spotlight as an authority. As a publisher and book marketing strategist, she’s on a mission to empower new authors to make an impact and grow their income with their signature book.

With her comprehensive background of over 20 years as a celebrity publicist, award-winning journalist in radio, print, and TV, as well as a clothing designer and entrepreneur, Melanie is uniquely positioned to support authors to step into thought leadership and make a big impact with their book.

She earned a master's degree in journalism from the University of Southern California where she graduated first in her class. Melanie grew up in Canada has lived on both US coasts and now resides in Arizona with her husband, daughter and son, her dog Marty and her cat Phoebe.

Her award-winning book, Make a Big Impact with Your Book, is available now.

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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:

Website:

https://yourbigimpactbook.com/ 

LinkedIn:

https://www.linkedin.com/in/melanie-herschorn/

Facebook:

https://www.facebook.com/melherschorn

https://www.facebook.com/bigimpactbooks 

Instagram:

https://www.instagram.com/bigimpactbooks

Book:

https://a.co/d/hdlMdSv 

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