The Rainmaking Podcast

In this solo episode of The Rainmaking Podcast, host Scott Love shares essential strategies for time management and vision-setting to help professionals maximize productivity and stay aligned with their long-term goals. Scott emphasizes that time cannot be managed—only our habits, focus, and decisions can be controlled. He explains that the key to high performance is clarity of purpose, building strong habits, and eliminating distractions that pull professionals away from their most important work. Through personal experiences and proven techniques, Scott provides a framework for taking ownership of one’s time and career trajectory.

Key topics include the importance of defining core values and professional vision, how to establish daily rituals that drive consistent performance, and the power of tracking time to identify and eliminate inefficiencies. Scott shares practical exercises, such as writing down a clear career vision, using daily habit tracking to optimize productivity, and asking the crucial question: “Is this bringing me closer to or further away from my goals?” He also discusses overcoming hesitation in business development, the psychological benefits of setting closing rituals to disconnect from work, and how small habit changes can create exponential improvements in personal and professional growth. This episode provides actionable steps for professionals looking to improve focus, enhance efficiency, and create a long-term success strategy.

Visit: https://therainmakingpodcast.com/

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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development.

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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 Jim Packard, client development expert and co-author of The Consistency Chain, about the lifetime value of a client and how professionals can nurture relationships for long-term success. Jim shares insights from decades of experience in business development, emphasizing that most professionals focus too much on acquiring new clients rather than strengthening existing relationships. He explains that consistent, meaningful contact with clients is key to retention and referrals, as failing to nurture relationships leads to lost business.

Key topics include why businesses should reverse the typical 80/20 rule—spending more time nurturing existing clients rather than chasing new ones, how every month without client contact results in a 10% loss of influence, and the importance of staying top-of-mind through thoughtful, consistent engagement. Jim shares practical strategies for client retention, such as sending personalized greeting cards, making check-in calls, and leveraging small, thoughtful gifts to maintain strong relationships. He also discusses common pitfalls professionals face, such as taking client loyalty for granted and failing to express appreciation. This episode provides actionable steps for professionals looking to maximize client lifetime value, strengthen their network, and increase referrals through consistent engagement.

Visit: https://therainmakingpodcast.com/

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Jim Packard is the poster child for a life of consistent action. Whether it was being the top-producing paper boy or turning a $500 investment into a $17 million-a-year business, he excelled every day, all day for years. Married for more than four decades, father of two highly successful sons, Jim's consistency extended to his personal life as well. Recognized for his work in the community, he was Jaycees' Man of the Year for both his city and his state.

After selling his business to a Fortune 500 company and taking "early retirement", Jim just increased his entrepreneurial interests. He shepherded inventions through development and appeared on QVC over 25 times. Through that venue alone, he sold over a million dollars of a single product. In the area of network marketing, he was a distributor of the year in two different companies, led thousands of distributors and customers, and was always a top 10 money earner.

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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/jim-packard-b6435535/

ConsistencyChain.com 

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Batz, legal recruiter and host of The Future is Bright podcast, about principle-centered rainmaking and the mindset shifts required to achieve lasting business development success. Chris shares insights from his career in legal recruiting, emphasizing that long-term success in rainmaking isn’t about quick wins—it’s about patience, self-awareness, and strategic relationship-building. He explains that rainmakers must focus on compounding their efforts over time, rather than expecting immediate results, and that true success comes from a mindset of continuous learning, resilience, and generosity.

Key topics include the power of patience in business development, how to measure success beyond financial goals, and the role of self-awareness in professional growth. Chris shares his philosophy on lifetime client value, emphasizing that professionals should focus on long-term relationships rather than short-term gains. He also discusses overcoming fear in business, explaining that stepping outside one’s comfort zone and embracing challenges leads to exponential growth. Additionally, he highlights the importance of personal development habits, such as exercise, sleep, and reflection, in sustaining high performance. This episode provides a powerful roadmap for professionals looking to cultivate the right mindset, stay the course, and build meaningful, long-lasting client relationships.

Visit: https://therainmakingpodcast.com/

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Chris Batz is a business development professional & entrepreneur in the executive search industry with a background in public accounting and a mind for big picture strategic thinking & marketing. He is a connector and catalyst for client’s goals.

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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://chrisbatz.com/podcast/

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

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In this solo episode of The Rainmaking Podcast, host Scott Love shares the five biggest pitfalls that hold business developers back and how professionals can avoid them to achieve greater success. Drawing from his experience recruiting rainmakers and interviewing over 200 business development experts, Scott explains that the key to winning more business isn’t just about effort—it’s about having the right strategy, mindset, and consistency. He provides a roadmap for professionals looking to refine their approach, stand out in a competitive marketplace, and build stronger client relationships.

Key topics include the five most common pitfalls in business development: 1) Not effectively communicating their value proposition, where professionals fail to articulate what makes them distinct and valuable; 2) Not paying attention to industry trends, leading to missed opportunities for innovation; 3) Not taking consistent action on new business opportunities, which causes stagnation in client acquisition; 4) Not developing thought leadership, resulting in weaker credibility and fewer inbound leads; and 5) Not asking for referrals, leaving business growth to chance rather than strategy. Scott also discusses how professionals can build momentum in their client development efforts, create a more defined niche, and implement simple systems to attract high-value opportunities. This episode delivers practical, actionable strategies for professionals looking to refine their rainmaking approach and consistently bring in new business.

Visit: https://therainmakingpodcast.com/

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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development.

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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 Michael Goss, business executive and leadership coach, about how prioritizing profits over purpose can hurt leadership and influence. Michael explains that while profits are essential for any business, they should never be the sole focus—instead, professionals should concentrate on service, relationships, and long-term value creation. He highlights that true influence in business comes from genuine leadership, integrity, and a commitment to helping others succeed, rather than simply closing deals or maximizing short-term gains.

Key topics include how shifting from a transactional to a relational approach builds lasting influence, the importance of developing trust and credibility in client interactions, and how leaders can inspire teams by aligning work with a deeper purpose. Michael shares insights on how leaders can reframe success by focusing on impact rather than just revenue, and how professionals can enhance their decision-making by being more attuned to client needs rather than solely chasing the sale. He also discusses the risks of short-term thinking in leadership, the role of authenticity in professional growth, and how influence is built through consistent value delivery, not just authority. This episode provides a powerful perspective on leadership, influence, and business growth that challenges conventional sales wisdom.

Visit: https://therainmakingpodcast.com/

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Michael Goss is a dynamic and accomplished businessman, a devoted father of four teenagers, and the husband of an incredible woman. With an impressive track record of building and selling multiple seven-figure businesses across diverse industries—including medical, nutritional, marketing, and manufacturing—Michael’s entrepreneurial journey is nothing short of remarkable. His ventures have not only thrived locally but have also had a global footprint, with offices in Europe, Africa, Asia, and the Americas. Collectively, his companies have generated over $300 million in sales.

Beyond his own business achievements, Michael is passionate about empowering others to create and scale their own successful enterprises. He specializes in guiding individuals to launch businesses that not only generate significant profits but also enhance their personal lives. Michael’s approach integrates strengthening marital intimacy, raising exceptional children, maintaining a vibrant and healthy lifestyle, and preserving personal identity throughout the entrepreneurial journey.

Michael's mentoring focuses on helping people discover their passion, determine their purpose, and tap into their inner power. He firmly believes that it's possible to achieve success in business without compromising on family, health, or personal fulfillment. Michael’s expertise and guidance provide a roadmap to having it all, and he is dedicated to showing others how to attain this fulfillment and prosperity in their own lives.

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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:

Site: infiniteCEO.com

YouTube: https://www.youtube.com/@Infinite_CEO

Instagram: https://www.instagram.com/infinite_ceo

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

Email: [email protected]

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jessica Yarbrough, business strategist and growth expert, about how professionals can build credibility and scale their business. Jessica explains that credibility is the foundation of business success, and the most effective way to establish it is by teaching and sharing expertise. She emphasizes that professionals must position themselves as industry authorities by educating their audience through videos, articles, podcasts, and speaking engagements. Rather than simply promoting services, experts should focus on showing how their solutions work to build trust with potential clients.

Key topics include overcoming self-doubt when sharing expertise, how to effectively structure teaching content without overcomplicating it, and why social proof is a game-changer in business development. Jessica explains how to leverage testimonials, case studies, and success stories to establish authority and credibility. She also shares insights on identifying urgent pain points in a target audience, pricing services based on value, and avoiding the mistake of undercharging due to self-limiting beliefs. Additionally, she discusses the importance of mindset in scaling a business, including how confidence, strategic decision-making, and consistency play a role in long-term success. This episode provides actionable strategies for professionals looking to increase credibility, attract high-value clients, and grow their businesses efficiently.

Visit: https://therainmakingpodcast.com/

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7 Figure Consultant Case Study: How We Scaled a Management Consultant to 7 Figures in a Year https://expertaccelerator.mykajabi.com/cs-maureen-o

Ladder of Influence: The Secrets to influencing others to buy from you and scale your authority to grow a 7 figure + coaching or consulting business https://jessicayarbrough.com/influence

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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:

Linkedin: https://www.linkedin.com/in/jessicayarbrough-bizconsultant/

YouTube: https://www.youtube.com/@jessicayarbrough

Website: https://jessicayarbrough.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Gary Miller, owner of Miller Resource Group, about building long-term client relationships and establishing a powerful personal brand in executive search. With over 47 years of experience in the recruiting industry, Gary shares real-world insights on how to develop trust with clients, stay top-of-mind, and consistently generate new business. He emphasizes that success in business development isn’t about quick wins—it’s about showing up, building authentic connections, and delivering value over time.

Key topics include the importance of genuine care in client relationships, how industry involvement through conferences and associations strengthens credibility, and why rainmakers need to focus on being present where their clients are. Gary shares his strategic approach to networking at industry events, explaining how attending conferences—not just trade shows—positions professionals as trusted advisors. He also discusses leveraging LinkedIn for personal branding, the role of consistency and persistence in business development, and why a single phone call or introduction can change the course of a business. This episode provides actionable insights for professionals looking to build trust, gain more clients, and create a sustainable business development strategy.

Visit: https://therainmakingpodcast.com/

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Gary Miller has been in the recruiting industry for 47 years and is the CEO of Miller Resource Group, and executive search firm based in the Chicago area that focuses on manufacturing. 

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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://millerresource.com/

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

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Travis Hoechlin, CEO of Rise Up Media, about how professional services firms can effectively market themselves online. Travis, an expert in digital marketing for law firms and other professional service providers, explains that a strong online presence is no longer optional—it’s essential for attracting and converting potential clients. He emphasizes that firms must optimize their digital footprint to remain competitive, ensuring they are visible and easily discoverable by prospects searching online.

Key topics include the importance of a well-optimized website, how Google reviews and online reputation management influence client decisions, and the three key areas of Google search that firms must dominate—local service ads, pay-per-click ads, and organic search rankings. Travis shares strategies for maximizing conversions, including how to structure a website for mobile users, the role of content marketing in search engine optimization (SEO), and how paid advertising can provide an immediate return while SEO builds long-term credibility. He also discusses common pitfalls firms face, such as failing to answer incoming calls and losing potential clients due to poor follow-up processes. This episode provides practical, actionable steps for professionals looking to strengthen their online presence, increase lead generation, and optimize their marketing investment.

Visit: https://therainmakingpodcast.com/

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Travis Hoechlin is the CEO of Rize Up Media, a marketing company that helps Law Firms generate new clients from the Internet, increase revenue & help grow their businesses.

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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/

Starting on June 25 at 1 PM Eastern time, Scott Love will lead a virtual six-session masterclass with a small group of professional service providers on the topic of rainmaking. Space is limited. Get your seat today at www.rainmakingseminar.com. Use discount code “podcast” for a $200 tuition discount.

Links:

https://www.rizeupmedia.com/

https://www.linkedin.com/company/rizeupmedia/

https://www.instagram.com/rizeupmedia/

https://twitter.com/rizeupmedia

https://www.facebook.com/rizeupmedia

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Sophia Matveeva, CEO and founder of Tech for Non-Techies, about how professional service providers can attract and work with tech clients. Sophia, an expert in tech education for business professionals, explains that technology is reshaping every industry, making it a lucrative and forward-thinking niche for consultants, lawyers, and other service providers. She emphasizes that understanding the language and mindset of tech founders, venture capitalists, and startup executives is essential for building relationships and winning business in this sector.

Key topics include the importance of learning the fundamentals of tech without becoming a coder, how to segment the tech industry into consumer and enterprise sectors, and how professionals can leverage tech accelerators and networking opportunities to gain credibility. Sophia shares three actionable steps: 1) Acclimate to tech language by listening to tech podcasts and industry news, 2) Engage with the industry by attending tech accelerators and networking events, and 3) Build credibility by mentoring startups or advising at incubators. She also highlights common pitfalls, such as trying to learn coding unnecessarily instead of focusing on industry fluency and relationship-building. This episode provides practical strategies for professionals looking to break into the tech sector, position themselves as trusted advisors, and capitalize on the rapid growth of digital transformation.

Visit: https://therainmakingpodcast.com/

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Starting on June 25 at 1 PM Eastern time, Scott Love will lead a virtual six-session masterclass with a small group of professional services providers on the topic of rainmaking. Space is limited. Get your seat today at www.rainmakingseminar.com. Use discount code “podcast” for a $200 tuition discount.

Sophia Matveeva is the CEO & founder of Tech For Non-Techies, an executive education and consulting company.

Sophia has contributed to the Harvard Business Review, Financial Times, The Guardian, and Forbes on entrepreneurship and technology, and hosts the top-rated Tech for Non-Techies podcast. 

She has also guest lectured at the University of Chicago, London Business School, and Oxford University.

Sophia is a start-up mentor at the Chicago Booth Polsky Center of Entrepreneurship and has advised leading accelerators including Chicago Booth’s New Venture Challenge and the Techstars x Blackstone Launchpad.

She holds an MBA from Chicago Booth, and a BSc (Hons) in Politics from Bristol. She speaks English, Russian, and French.

Sophia also sits on the Advisory Board to Riviter, which uses AI to predict consumer trends for the world's biggest brands.

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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/sophia-matveeva-556365a/

techfornontechies.co/ 

podcasts.apple.com/gb/podcast/tech-for-non-techies/id1516475320 

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Kraus, President of the Buyer Persona Institute, about leveraging buyer personas to better influence buying decisions. Jim explains that understanding the buyer’s journey—from the moment a prospect recognizes a need to their final purchasing decision—is essential for professionals looking to differentiate themselves, build trust, and increase sales effectiveness. He highlights that trust, not just price, is the primary factor in winning business, and that by aligning messaging with the key triggers and concerns buyers experience, professionals can position themselves as the clear choice.

Key topics include the five critical elements of a buyer’s journey: 1) Triggers that spark a need for change, 2) Key success factors buyers seek, 3) Perceived barriers that create hesitation, 4) Decision criteria that guide the selection process, and 5) The buyer’s full decision-making journey. Jim shares how professionals can conduct interviews with recent buyers to uncover these insights and then map them to their firm’s strengths to craft a compelling, differentiated value proposition. He also discusses how professionals can refine their business development approach using buyer persona research, ensuring they engage prospects in a way that resonates with their needs and concerns. This episode provides practical strategies for professionals looking to improve sales effectiveness by deeply understanding what drives their clients' purchasing decisions.

Visit: https://therainmakingpodcast.com/

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Jim is the President of Buyer Persona Institute (BPI) and a leading authority on buyer personas and buying insights.

BPI’s buyer persona research and workshop methodologies have become the gold standard for thousands of marketers in hundreds of companies worldwide that rely on these studies to reveal everything a prospective buyer needs to know and experience to have confidence in their solution. Marketers use these insights to develop strategies and messaging that drive more leads, improve conversion rates, and helps sales hit their numbers.

In addition to his work at BPI, Jim is an avid blogger, author of the Buyer Persona Buzz newsletter, and is currently working on a second edition of the book Buyer Personas with BPI’s founder, Adele Revella. He also frequently speaks at events and podcasts to advance the thinking around buyer personas and buying insights more broadly.

Outside of work, Jim enjoys travel, reading, sports, and spending time with his family.

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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:

www.Buyerpersonas.com

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