The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Oscar Trimboli, author, keynote speaker, and host of the Deep Listening podcast, about the transformative power of listening in business development. Oscar shares insights from his extensive research on workplace listening, highlighting that most professionals only hear 14% of what clients actually mean due to differences in speaking and thinking speeds. He emphasizes that successful rainmakers listen beyond the words spoken, tuning into what clients don’t say—such as their unspoken concerns, motivations, and barriers. This deeper listening approach allows professionals to uncover critical insights that lead to stronger client relationships and more profitable business outcomes.

Key topics include the science of listening, how speaking and thinking speeds affect communication, and practical strategies for listening beyond the words. Oscar introduces three powerful techniques—asking “What would make this a good conversation?”, using the prompts “Tell me more” and “And what else?”, and embracing silence to encourage clients to share deeper thoughts. He also discusses generational differences in listening habits, with older professionals more likely to interrupt and younger ones prone to digital distractions. Additionally, Oscar shares actionable tips such as scheduling meetings five minutes past the hour to give clients time to become fully present. This episode offers practical tools for professionals looking to elevate their business development skills by mastering the art of deep listening.

Visit: https://therainmakingpodcast.com/

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Oscar Trimboli is an author, host of the Apple award-winning podcast Deep Listening and a sought-after keynote speaker. Along with the Deep Listening Ambassador Community, he is on a quest to create 100 million deep listeners in the workplace. Through his work with chairs, boards of directors, and executive teams, Oscar has experienced first-hand the transformational impact leaders can have when they listen beyond words. He believes that when leadership teams focus their attention and listening, they will build organizations that create powerful legacies for the people they serve – today and, more importantly, for future generations.

Oscar is a marketing and technology industry veteran working for Microsoft, PeopleSoft, Polycom, and Vodafone. He consults with organizations, including American Express, AstraZeneca, Cisco, Google, HSBC, IAG, Montblanc, PwC, Salesforce, Sanofi, SAP, and Siemens. He is the author of how to listen – discover the hidden key to better communication – the most comprehensive book about listening in the workplace, Deep Listening – Impact beyond words and Breakthroughs: How to Confront Assumptions Oscar loves his afternoon walks with his wife, Jennie, and their dog Kilimanjaro. On the weekends, you will find him playing Lego with his grandchildren.

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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.oscartrimboli.com/listeningquiz/

https://www.linkedin.com/in/oscartrimboli/?originalSubdomain=au

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Maureen Zappala, former NASA propulsion engineer and keynote speaker, about overcoming imposter syndrome in professional services. Maureen shares her personal journey of battling imposter syndrome during her 14-year career at NASA and how it impacted her confidence despite her achievements. Now a professional speaker and author, she helps high-achieving professionals overcome the self-doubt that holds them back from realizing their full potential. Maureen emphasizes that imposter syndrome is not a flaw but a mindset issue rooted in self-perception and fear of being exposed as inadequate.

Key topics include understanding the sources of imposter syndrome—such as cultural background, corporate environments, and personal experiences—and how it affects performance by causing professionals to hold back, overcompensate, or avoid new opportunities. Maureen outlines actionable strategies for overcoming imposter syndrome, including recognizing that you're not alone, challenging distorted thinking, and building supportive relationships. She highlights the importance of embracing a learning curve, redefining success, and being willing to fail in order to grow. This episode provides practical tools for professionals looking to boost their confidence, take risks, and unlock new levels of business development success.

Visit: https://therainmakingpodcast.com/

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Maureen Zappala, a former NASA propulsion engineer (aka, “rocket scientist!”) and founder of High

Altitude Strategies, is an award winning speaker, author and presentation skills coach. She works with

high-performers to overcome the secret self-doubt of Impostor Syndrome so they can match their

confidence to competence and have more influence. She lived in Cleveland for over 36 years before

moving to Las Vegas Nevada in August 2019. She can be reached at [email protected]

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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/maureenzappala/

https://maureenz.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Brooke Lively, founder of Cathedral Capital and author of From Panic to Profit, about the six key financial numbers every firm should track to ensure profitability and long-term success. Brooke explains that while professionals are often passionate about their practice areas, they may lack the business acumen needed to manage firm operations effectively. Her framework focuses on fundamental financial indicators that serve as a scorecard for operational performance and strategic decision-making.

Key topics include tracking cash flow forecasts weekly to ensure financial stability, monitoring budget versus actual reports monthly to evaluate operational performance, and assessing ideal ratios to ensure owners are compensated fairly. Brooke also highlights the importance of tracking work in progress (WIP) to maintain productivity, measuring the number of sales calls booked to predict future revenue, and monitoring net new cases to manage team capacity and forecast staffing needs. She shares real-world examples of firms that have dramatically improved profitability by implementing these metrics, along with actionable tips for making strategic adjustments. This episode provides essential guidance for professionals looking to build a profitable, data-driven business.

Visit: https://therainmakingpodcast.com/

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Brooke Lively is the CEO and Founder of Cathedral Capital. With expertise in growth management, creative problem solving, and profitability strategy, Brooke has been named ‘Top 25 Women to Watch,’ 2016 - 2020 Diversity Journal ‘Women Worth Watching’, and ‘Fort Worth’s 2016 CFO’s of the Year’. She is a highly regarded international speaker and the author of several books, including an international best-seller.

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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:

Amazon link to Brooke’s book:

https://tinyurl.com/ms9te7ds

https://cathcap.com/meet-the-team/

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

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Jean Oursler, also known as the “Results Queen,” about the Caveman Brain Business Growth System. Dr. Oursler, who holds a Ph.D. in business psychology, explains how our brain’s primitive wiring—the “caveman brain”—can sabotage business development efforts by triggering fear and self-limiting beliefs. She highlights how these mental roadblocks, rooted in culture, life experiences, parents, and childhood, often manifest as stories we tell ourselves, such as fears of being perceived as pushy or salesy. Dr. Oursler emphasizes that overcoming these stories requires creating new neural pathways by replacing negative thoughts with empowering beliefs, allowing professionals to unlock their full business development potential.

Key topics include identifying and reframing limiting beliefs, using neuroscience-based strategies to form new habits, and leveraging the four-phase Caveman Brain system: alignment, accountability, expansion, and addressing “mind junk.” Dr. Oursler shares practical techniques like writing down self-limiting thoughts, challenging whether they are facts or opinions, and focusing on an ideal client profile (“Mimi”) to streamline business development efforts. She also discusses how professionals, particularly in the legal industry, can shift from a “selling” mindset to a “helping” mindset, making business development feel more authentic and approachable. This episode provides actionable insights for professionals looking to overcome internal barriers and achieve sustainable business growth.

Visit: https://therainmakingpodcast.com/

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Dr. Jean works with financial advisors, financial planners, lawyers, accountants, entrepreneurs, and business owners to increase their new business development by 25% with just five hours a week.

Using her proven, proprietary system, that she developed by working with a Harvard Neuroscientist, The Caveman Brain Domination System is a "done for you" process that eliminates the obstacles and accelerates your success. Dr. Jean understands what it takes because she is an entrepreneur and a business owner herself. Jean's mission is to leave you better than she found you!

SPEAKING:

Dr. Jean is a speaker known for her high energy, playful but professional non-sales style. She teaches her audiences how to increase sales and keep the end game in mind. Getting REAL RESULTS!

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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/jeanoursler/

https://cavemanbrain.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Bartsch, strategic storytelling expert and founder of Story Greenlight, about building trust through the power of story. Jeff, who spent 20 years shaping stories in Hollywood, explains how professionals can use storytelling as a strategic tool to earn trust and connect with prospective clients. He emphasizes that storytelling is not just about entertainment but about thoughtful communication designed for a specific audience and purpose. By understanding what clients desire, the obstacles they face, and the transformation they seek, professionals can craft stories that resonate and build meaningful relationships.

Key topics include the concept of strategic storytelling, defining stories through desire, obstacles, and change, and tailoring narratives to meet the unique needs of prospects. Jeff shares practical techniques for developing a "story bank" of client success stories, origin stories, and value-driven narratives that demonstrate expertise and build credibility. He also highlights common pitfalls in storytelling, such as telling self-serving stories or failing to connect the narrative to the client’s challenges. This episode provides actionable insights for professionals looking to use storytelling as a powerful tool for trust-building and business development.

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Jeff Bartsch is a man whose life has been a testament to the power of human connection in all its diverse forms. His journey of discovery and exploration has led him to understand that he has been studying, implementing, and teaching human connection throughout his entire life, even though it took him a long time to fully grasp this realization.

Jeff's journey began at the tender age of 4 when he started playing the piano by ear. This musical pursuit eventually evolved into classical training, serving as an early avenue for him to connect with others through the universal language of music. In his junior high years, Jeff delved into the world of multi-track recording and MIDI sequencing, further honing his ability to communicate through sound.

High school brought another dimension to Jeff's quest for connection as he ventured into the realm of video production. This new skill allowed him to express himself creatively and connect with audiences through visual storytelling. His passion for both music and communication led him to double major in Bible studies and music composition during college, a period where he continued to expand his horizons.

To support himself, Jeff embarked on a unique dual career path. On weekdays, he toiled in a lumber yard, loading semi trucks with his own hands. On weekends, he assumed the role of a radio announcer, sharing his voice and connecting with listeners in real-time.

Despite his initial aspirations to pursue film school, financial constraints steered Jeff in a different direction. He found himself in the heart of Hollywood, crafting his career as a television editor for some of the world's most prominent media outlets, including ABC, NBC, Universal, Disney, Apple, and many others. His insightful commentary on the entertainment industry earned recognition in numerous textbooks, the Associated Press, USA Today, and Time Magazine. In fact, he even authored a book titled "Edit Better: Hollywood-Tested Strategies for Powerful Video Editing."

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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:

storygreenlight.com/rainmaking

https://www.youtube.com/watch?v=Nrft_CFbkso

https://www.linkedin.com/in/jeff-bartsch-0265934/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with C.J. Webster, tech sales expert and founder of C Webster Consulting, about the transformative role of artificial intelligence (AI) in sales and business development. C.J. shares insights on how AI is reshaping the sales landscape by helping professionals target the right prospects, refine value propositions, and mine data to uncover hidden opportunities. He emphasizes that AI enables more personalized and strategic approaches, allowing sales professionals and rainmakers to scale their efforts efficiently without sacrificing authenticity.

Key topics include practical strategies for leveraging AI in sales, such as using prompts to create customized buyer personas, developing targeted outreach campaigns, and employing AI tools like OpenAI, BARD, and CLAWD for brainstorming and content generation. C.J. discusses adaptive selling, where AI assists in understanding clients' intrinsic motivations through personality assessments and behavioral data. He also highlights the importance of grounding AI to trusted data sources to avoid inaccuracies and shares real-world examples of how AI-powered strategies have helped him build meaningful professional relationships. This episode offers actionable advice for sales professionals and rainmakers looking to integrate AI into their business development processes.

Visit: https://therainmakingpodcast.com/

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CJ Webster is passionate about law, business, and sales, and he is recognized as a Legal Tech Leader.

With a career built on his passion for law, business, and sales, CJ Webster has embraced the world of legal tech. From his early days as a court runner to leading multi-million dollar organizations, he has honed his expertise in driving success.

As the Founder of C Webster Consulting, LLC, CJ Webster is dedicated to empowering legal tech companies with data-driven strategies for competitive advantage, scalable growth, and investor attraction.

Having been a leader at a top Legal Tech company, CJ possesses extensive domain knowledge and a proven track record of generating multimillion-dollar sales gains. He brings expertise in market analysis, competitive intelligence, and strategic business development, excelling in maximizing growth and customer experience.

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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:

Go to https://www.youtube.com/@cj60secsuccesstips/shorts

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Schembra, Wall Street Journal bestselling author of Gratitude Through Hard Times and Gratitude in Pasta, about how human connection is the future of rainmaking. Chris, known as the “gratitude guru” by USA Today, shares his expertise on fostering meaningful relationships by connecting deeply with ourselves, our teams, and our clients. He explains that only 22% of global B2B relationships report being engaged, and only 13% are fully engaged, highlighting the significant opportunity for professionals to use human connection to drive revenue and retention.

Key topics include the importance of presence and authenticity in building trust, the impact of employee engagement on customer engagement, and strategies for fostering deeper connections through inquisitive empathy. Chris introduces his “Empathy Express” framework, which leverages three core techniques: mirroring, labeling emotions, and asking insightful "what" or "how" questions to create psychological safety and trust. He also discusses how gratitude plays a crucial role in relationship-building, encouraging professionals to personalize appreciation based on clients' preferred "language of gratitude." This episode provides actionable insights for rainmakers looking to build stronger, more authentic relationships that translate into long-term business success.

Visit: https://therainmakingpodcast.com/

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Chris Schembra is a values driven, heart led author and keynote speaker on a mission to cure the epidemic of loneliness and the crisis of disconnection in the modern workplace. Drawing on hard-hitting statistics, he shines a light on the wide-ranging impact this problem has on employee wellbeing, engagement, and the overall success of organizations.

Through his experience helping spark over 500,000 co-worker relationships in the workplace, Schembra has come to understand that the macro level widespread disconnection is a symptom of a lack of deep human connection. It's this very void that amplifies burnout, exacerbates mental health challenges, and cripples employee engagement in today's organizations.

Through his 8 years of work building team building and client engagement programs, he’s observed that leaders and their teams may interact on a superficial level but are not genuinely connected to themselves, their co-workers, their customers, or their larger communities. Schembra teaches how to make a shift towards authenticity and deeper human relationships as a means to combat this issue and achieve outsized business results.

To tackle disconnection, Schembra presents a 3-step method for connection. This approach involves bringing employees into the present moment to acknowledge their humanity, diving into the past, while teaching them to express and receive authentic gratitude. He then guides them to approach the future with curiosity, questions, empathy, and inquisitiveness. This proven method, outlined in his Gratitude Experiences, transforms the method that employees interact and perceive their work.

By solving the disconnection issue, Schembra shows that the benefits are profound. It's not just about personal growth; it also results in a heightened level of engagement and productivity in the workplace. He provides compelling research and statistics, such as the significant return on investment (ROI) in emotional well-being and the role of gratitude in boosting commitment and effort among employees.

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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.chrisschembra.com

https://docs.google.com/document/d/1h-G0Jwd0zM77155Enm5lOwTptu4bHWjJQOtMLIXWlt4/edit?usp=sharing

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Howard Dover, author of The Sales Innovation Paradox, about why technological advancements in sales have paradoxically led to decreased performance. Dr. Dover explores how the explosion of sales technologies, designed to improve efficiency, has instead resulted in overcrowded outreach strategies, diminishing returns, and frustrated buyers. He explains that while technology has enabled sales professionals to scale outreach dramatically, it has also triggered defensive behaviors among buyers, making traditional best practices less effective.

Key topics include the "Sales Innovation Paradox," where scaling sales activities leads to declining results, and the "SIP cycle" (Sales Innovation, then behavioral shift) that explains how buyers adapt to overused sales tactics. Dr. Dover shares real-world examples, including Microsoft’s successful strategy of human-assisted digital funnels that led to an 8x increase in pipeline and 10x in revenue. He also discusses how smaller companies can achieve similar results by focusing on relevancy, personalization, and understanding buyer preferences. This episode offers practical strategies for professionals looking to break through the noise and achieve sustainable business development success.

Visit: https://therainmakingpodcast.com/

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Howard Dover University of Texas at Dallas Director of the Center for Professional Sales, Clinical Professor of Marketing and Sales Coach In the past few years, Howard Dover has helped to create one of the fastest-growing University sales programs in the country. As the Director of the Center, he consults with the Center’s partners on how to best

identify, develop, and coach the rising generation now entering the business world. He also works with partner organizations to discover and deploy best practices in the ever-evolving business environment. The Alumni from his program perform better, have lower attrition, and ramp up faster than their peers as they work with Fortune 500 and start-up tech companies.

His areas of expertise include digital disruption at the intersection of sales and marketing as well as sales automation/augmentation, sales enablement, sales recruiting, sales performance, CRM and CLV modeling, and sales coaching. He has been an invited speaker at numerous Sales, Sales Educator, and Marketing Conferences. His work has been published in such journals as the Journal of Interactive Marketing, Journal of Selling, Journal of Applied Business Research, American Journal of Business Education, and Marketing Education Review.

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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:

#utdsales

https://jindal.utdallas.edu/faculty/howard-dover/

The Sales Paradox

https://www.amazon.com/Sales-Innovation-Paradox-Harnessing-Performance/dp/1632996243/ref=sr_1_1?keywords=sales+innovation+paradox&qid=1693404833&sr=8-1

https://twitter.com/DrHDover

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Brian Will, sales expert and author of No: The Psychology of Sales and Negotiation, about how professionals can master the art of sales by understanding human psychology. Brian shares insights from his decades of experience training sales teams, emphasizing that success in sales is not just about presenting a product or service but about anticipating and overcoming objections before they arise. He explains how professionals can build a structured sales process that helps clients make confident decisions without feeling pressured.

Key topics include identifying the top four objections in any sales process and addressing them proactively, using the “Three Whys and a When” framework to qualify prospects effectively, and employing active listening and connective responses to build trust with potential clients. Brian also discusses how to break down the initial wall of mistrust that most prospects have, the role of scripting in sales success, and strategies for negotiating with confidence. This episode provides actionable techniques for professionals looking to refine their sales approach and close more deals with greater ease.

Visit: https://therainmakingpodcast.com/

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Brian Will is the industry expert in sales and management consulting, and a bestselling author of the Wall Street Journal and USA Today hit book, "The Dropout: Multi-Millionaire" and his newest book “NO... The Psychology of Sales and Negotiations: 40 Lessons in Negotiations from a Street-Smart Negotiator." With over 35 years of experience as a serial entrepreneur, Brian has a proven track record of success, having created seven highly successful companies across four different industries, with a combined worth of over half a billion dollars at their peak.

Today, Brian is a visionary business leader, owning a growing chain of restaurants in the Atlanta area, an insurance and technology company in Denver, and a residential and commercial real estate business in Georgia and Florida. His expertise in turnaround projects and ability to drive billions of dollars in sales have made him a highly sought-after consultant and speaker in the business world.

Order Brian’s book here:

https://www.amazon.com/Psychology-Sales-Negotiations-negotiation-street-smart-ebook/dp/B0C52ZJB3N

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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:

Instagram: https://www.instagram.com/thedropoutmm/?igshid=YmMyMTA2M2Y%3D  

Facebook: https://www.facebook.com/TheDropoutMM  

Linkedin: https://www.linkedin.com/in/brian-will-07823b6/  

Youtube: https://www.youtube.com/channel/UCxoxEUCYLFWi90uRiEuW09A  

Website: https://brianwillmedia.com/ 

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Darren Wurz, financial planner and author of The Lawyer Millionaire, about how rainmakers can improve cash flow management to build long-term financial stability. Darren explains that many high-income professionals struggle with inconsistent cash flow, lifestyle creep, and a lack of clear financial planning. He shares strategies for structuring finances in a way that ensures sustainability, security, and future wealth accumulation.

Key topics include managing cash flow fluctuations, creating a cash flow plan instead of a restrictive budget, and optimizing savings strategies to balance short-term enjoyment with long-term financial goals. Darren also discusses the importance of using tools like Mint.com to track spending, separating personal and business finances, and working with financial professionals to ensure accountability. He provides actionable steps for professionals looking to gain better control of their financial future while maintaining their current lifestyle. This episode is packed with practical advice for rainmakers who want to make smarter financial decisions.

Visit: https://therainmakingpodcast.com/

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You’ve built a successful and thriving law practice. You have so much potential and so many ideas. But instead of feeling like you’ve arrived, do you feel stuck or behind in getting to your goals? Do you feel stressed, super busy and worried about the future?

You’re not alone. Many law firm owners I’ve worked with started out feeling the same way. They didn’t have a clear plan for their money and so they were spending too much, keeping too little, and feeling a bit lost and disorganized.

I specialize in helping successful, entrepreneurial law firm owners master their money so they can maximize their true financial potential. You make a lot of money—there’s no reason why we can’t make your dreams a reality. I’ll help you get crystal clear about the future you want for you and your family, create some big, long-term strategic goals, and formulate and implement a detailed plan to achieve those goals.

It’s about so much more than retirement. It’s about creating the life you want. And for law firm owners that also means creating a strategy for your law firm’s operation and future that supports your personal goals. This includes law firm profitability, business strategy, succession planning, selling your practice, and more.

Let’s make your dreams a reality.

To learn more, please visit TheLawyerMillionaire.com.

👉🏻P.S. Check out my free CLE: Retirement Planning Strategies for Law Firm Owners at www.retirementforlawyers.com (1.0 CLE in OH, KY, and IN)

"Plan with care. Live with courage." ®

Office: (859) 291-9879

**Investment advisory services offered through Schmerge Executive Planning Services, Inc., a registered investment adviser. Wurz Financial Services and Schmerge Executive Planning Services, Inc. are separate entities.**

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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:

Podcast: The Lawyer Millionaire

https://podcasts.apple.com/us/podcast/the-lawyer-millionaire/id1617888607

https://www.linkedin.com/in/darren-p-wurz/

https://wurzfinancialservices.com/the-lawyer-millionaire-the-book/

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