The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dom Bertoncini, professional hypnotist and mindset coach, about overcoming limiting beliefs to unlock financial and professional success. Dom shares his journey from selling insurance to becoming a sought-after hypnotist working with elite athletes, demonstrating how shifting mental barriers can lead to significant breakthroughs. He explains that high-performing professionals often struggle with self-imposed limitations, and by addressing these subconscious beliefs, they can elevate their performance and results.

Key topics include understanding the role of the subconscious mind in business success, using hypnosis and visualization techniques to rewire limiting beliefs, and adopting a mindset of radical responsibility. Dom discusses how professionals can take full ownership of their outcomes, reframe challenges as opportunities, and develop resilience by shifting their internal dialogue. He also shares practical exercises, such as sleep hypnosis and affirmation techniques, to reinforce positive mental conditioning. This episode provides actionable insights for professionals looking to break through mental roadblocks and achieve their full potential.

Visit: https://therainmakingpodcast.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:

https://domthehypnotist.com/hypnosis/bookacall

https://www.youtube.com/@dom.the.hypnotist

https://apps.apple.com/us/app/dom-the-hypnotist/id6448846850

https://www.linkedin.com/in/dom-the-hypnotist-a7a59344/

https://www.facebook.com/profile.php?id=100028019996575

https://www.tiktok.com/@dom.the.hypnotist?lang=en

https://www.instagram.com/dom.the.hypnotist/?hl=en

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Kim Rennick, Director of Client Relations at Covington & Burling, about the importance of playing the long game in business development. Kim shares insights from her extensive experience in sales, marketing, and business development at top global law firms and explains why relationships are at the heart of every successful business interaction. She emphasizes that trust and authenticity take time to develop, and professionals who focus on immediate results often miss out on long-term opportunities.

Key topics include the importance of curiosity and generosity in client relationships, avoiding transactional business development approaches, and understanding when a prospect is truly ready to buy. Kim shares real-world examples of business development failures caused by a lack of authenticity and provides actionable strategies for building relationships based on trust rather than pressure. She also discusses how COVID-19 has reshaped networking and the need to balance virtual and in-person interactions effectively. This episode offers valuable guidance for professionals looking to cultivate meaningful connections and create sustainable business growth.

Visit: https://therainmakingpodcast.com/

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Kimberly Rennick is a dynamic professional within the legal industry, boasting a comprehensive background that spans various sectors of the field. With experience encompassing diverse roles, Kimberly has showcased her expertise across different dimensions of legal practice.

Having held a prominent position in a major corporation, Kimberly excelled as an in-house representative responsible for overseeing external legal counsel. Furthermore, her journey extended to the realm of litigation, where she honed her skills as an accomplished litigator within a renowned law firm. This diverse legal exposure granted Kimberly valuable insights into the intricacies of both internal and external legal functions.

Kimberly's aptitude also extends to the commercial side of the legal sphere. Her tenure as a sales executive and consultant for a distinguished provider of intelligent legal information enabled her to forge strategic partnerships with leading firms within the AmLaw 100. Her contributions played a pivotal role in enhancing the industry's landscape by facilitating access to cutting-edge legal resources.

Currently, as the Director of Client Relations for one of the world's premier law firms, Kimberly remains instrumental in driving the firm's success amidst a competitive environment. Her adeptness in devising and executing growth-oriented strategies has been integral to achieving client retention and expansion objectives.

Notably, Kimberly Rennick stands as a trailblazer in the application of Predictive Analytics, often referred to as "Moneyball," within the legal domain. Her innovative utilization of data-driven insights has revolutionized client engagement and retention practices. By leveraging predictive analytics, Kimberly has pioneered an approach that not only anticipates client needs but also propels forward the realm of client-focused legal services.

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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.com/in/kimberly-rennick-a39a8b1a

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Sean Doyle, B2B sales and marketing strategist and author of Shift: 19 Practical Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task, about strengthening new client relationships. Sean shares insights on how professionals can improve client retention by understanding behavioral decision-making patterns and addressing common pitfalls in business development. He explains that professionals often invest significant time in acquiring new clients but fail to nurture the relationship after closing the deal, leading to client churn.

Key topics include recognizing key moments of buyer hesitation, overcoming buyer’s remorse, and leveraging behavioral science to reinforce the value of a client’s decision to work with you. Sean introduces the concept of "centricity," a framework that helps professionals align their sales, marketing, and customer success efforts to improve client engagement and long-term retention. He also discusses the importance of follow-up strategies, tracking why clients choose to work with you, and using data-driven insights to enhance business development. This episode provides actionable strategies for professionals looking to build stronger, long-lasting client relationships.

Visit: https://therainmakingpodcast.com/

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Sean has spent the last 30+ years running a B2B sales and marketing consultancy helping executives of businesses grow and overcome sales and marketing barriers based on groundbreaking research in behavioral change. He's an author, speaker, and advisor for emerging middle-market businesses. Sean's expertise has helped executives of $5MM to $150MM companies scale their businesses and better leverage marketing through a comprehensive understanding of how buyers progress from unaware to advocacy.

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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.fitzmartin.com/

https://seanmdoyle.com/

Buy Sean’s book here:

https://www.amazon.com/Shift-Practical-Business-Driven-Executive-Marketing/dp/1605440574

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, business development coach and former attorney, about how leaders of business development teams can maximize performance. Anna introduces the Six Working Geniuses, a tool developed by Patrick Lencioni, which helps professionals identify their strengths and align their work with what gives them energy. She explains how understanding these six "geniuses" can improve collaboration, streamline business development efforts, and help teams work more efficiently.

Key topics include defining the six working geniuses—Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity—and how recognizing these strengths can improve team dynamics. Anna discusses how business development leaders can use this framework to assign tasks based on natural strengths, leading to greater productivity and job satisfaction. She also shares insights on how law firms and professional service firms can leverage this tool to drive growth, foster engagement, and ensure projects move forward smoothly. This episode provides actionable strategies for professionals looking to enhance their leadership skills and optimize their team’s performance.

Visit: https://therainmakingpodcast.com/

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Anna Rappaport, JD, PCC, is a former lawyer with 23 years of experience coaching attorneys and 11 years of experience mentoring and training other coaches. As an executive coach, Anna serves as a sounding board, focusing partner, and strategic resource. She assists clients to create strategic, business, and career plans suited to their strengths and preferences; finding the time and energy to implement these plans; and enhancing business communications. Anna has spoken at numerous conferences and provided workshops to law firms both in the U.S. and abroad. She is a contributor to The National Law Review and Law Practice Today.

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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.excellerationcoaching.com/anna-rappaport-lawyer-coach

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Stewart Hirsch, business development coach and former attorney, about the importance of creating an effective business plan for professionals. Stewart explains that a well-structured business plan is more than just setting goals—it’s a roadmap that outlines specific actions, fosters accountability, and ensures steady progress toward professional growth. He emphasizes that business development should be intentional, aligning personal and professional goals for sustainable success.

Key topics include the three essential components of a business plan—firm-related objectives, personal development, and business development strategies. Stewart discusses how professionals can break down their goals into actionable steps, the importance of tracking progress regularly, and how to create a plan that is both structured and flexible. He also shares insights on avoiding common pitfalls, such as setting unrealistic goals or overcomplicating the process, and highlights the value of trust-based relationship building in business development. This episode provides a practical framework for professionals looking to take control of their career trajectory and create a plan that delivers measurable results.

Visit: https://therainmakingpodcast.com/

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Stewart Hirsch has over twenty years of experience in coaching and professional development. In addition to coaching since 1994, Stewart practiced law for twenty-one years – until 2001, in law firms and in-house, including TJX, Staples, Welch’s and others. As an attorney, he regularly worked with and advised senior executives and took a lead role with teams on several business initiatives.

As an executive and leadership coach, Stewart works with C-Suite and other executives as a sounding board, and strategic and tactical thought partner, in addition to assisting with communications and relationship building. Stewart has coached hundreds of lawyers and other professionals to increase business. He has spoken at numerous domestic and international conferences, and designed and delivered single and multi-session highly interactive workshops to professional services firms throughout the US. 

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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://strategicrelationships.com/

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

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In this special episode of The Rainmaking Podcast, host Scott Love takes the mic solo to share practical strategies for assessing progress and setting goals for the second half of the year. Scott draws on lessons from his time at the U.S. Naval Academy, using navigation techniques as a metaphor for goal setting. He explains how professionals can course-correct mid-year by evaluating their current trajectory and making adjustments to ensure they reach their desired outcomes.

Key topics include setting measurable annual goals across six key areas—business, personal finances, family, physical health, recreation, and mental well-being—along with strategies for tracking progress and staying accountable. Scott emphasizes the power of documenting key performance indicators, recognizing daily achievements, and learning from past mistakes to improve future performance. He also shares insights on personal development, the importance of intentional networking, and how professionals can build habits that lead to long-term success. This episode provides a step-by-step framework for professionals looking to refocus and finish the year strong.

Visit: https://therainmakingpodcast.com/

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Scott Love is the founder of The Attorney Search Group, a leading legal recruiting firm which focuses on placing partners in global law firms, and the producer of The Rainmaking Podcast. In addition to recruiting in the legal industry, he speaks at business conferences on the topics of sales and recruiting and also advises recruiting firms as a credentialed expert in his industry. He is the author of Why They Follow, Co-Author of Rainmaker Confidential, and has been quoted in Forbes, the Wall Street Journal, Bloomberg, The American Lawyer, and dozens of business publications across the globe. He is a graduate of the United States Naval Academy in Annapolis, Maryland, and served as a surface warfare officer in the United States Navy.

www.attorneysearchgroup.com

Bullet Points from the show:

Goal Categories:

1.    Business

2.    Personal Finances

3.    Family

4.    Physical Fitness

5.    Recreational

6.    Mental Health

Recruiters, get over 20 hours of free recruiter training and access to our free Recruiting Workshops by joining www.theplacementclub.com. Free to join.

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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/

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

In this episode of The Rainmaking Podcast, host Scott Love speaks with Renee Branson, certified resilience coach and mental health expert, about the economic impact of mental health on rainmakers. Renee explains that mental well-being is directly linked to professional performance, client relationships, and business development success. She emphasizes that while discussions around mental health have become more normalized, many professionals still struggle with burnout, stress, and the high-pressure demands of their careers.

Key topics include the role of resilience in preventing burnout, how law firms and professional organizations can support well-being, and the financial costs of attrition when mental health is ignored. Renee also discusses how leaders can create a culture of openness, implement policies that promote mental wellness, and provide tangible support for their teams. She shares actionable strategies for individuals and firms to improve resilience, foster engagement, and retain top talent. This episode offers valuable insights for professionals looking to prioritize mental health while driving long-term success.

Visit: https://therainmakingpodcast.com/

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RB Consulting was created to bring the power of resilience into the workplace so that people could cultivate mental well-being and organizations could maintain high-performing teams.

Combining over 20 years as a mental health professional, educator, and non-profit executive, my passion and purpose is helping individuals, teams, and organizations cultivate resilience. After years of working with survivors of trauma and the caregivers who help heal them, I have learned what allows people to not only survive but thrive through their greatest crisis. The answer is resilience. Resilience is the ability to not merely bounce back from crisis, challenge, or change; it is the ability to bounce forward with growth and adaptability.

It is not only trauma survivors and their caregivers who experience the impact of toxic and chronic stress. It can impact anyone in any profession. In recent years, the legal profession has begun to seek changes that minimize the damage caused by toxic stress, burnout, addictions, and mental health concerns. The same is true for other high-risk professions such as the finance, healthcare and non-profit sectors. 

As a Certified Resilience Coach (CReC) with a master's degree in counseling psychology, I provide clients with immediately usable tools to increase resilience, well-being, and optimism in the workplace. I work with lawyers, legal marketers, business professionals, non-profit leaders, and others to help them understand and incorporate resilience in their own professional lives and in the teams they lead.

I administer the resilience assessments, presentations, and workshops on The Resilience Library™ for professionals and business organizations. These include law firms, practice groups, non-profits, and business teams within an organization. This allows leaders to address organizational strengths and weaknesses and to implement growth plans through coaching, consultation, and app-based tools.

Common Use Case Scenarios:

-On-boarding new associates

-Newly formed teams/divisions

-Management training programs

-Organizational restructuring, mergers, large-scale organizational change

-Crisis recovery

-Underperforming/dysfunctional teams

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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://reneebranson.blog/

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

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Don Kelly, sales expert and founder of The Sales Evangelist, about mastering discovery calls to improve client conversations and close more deals. Don shares his insights on why discovery calls should be treated as a mutual research process rather than just a sales qualification tool. He explains that prospects often don’t fully understand how to buy, and the best sales professionals act as trusted guides, helping them navigate the decision-making process with clarity and confidence.

Key topics include the importance of structuring discovery calls with a clear roadmap, asking insightful questions to uncover client needs, and using visual tools to simplify complex sales processes. Don also discusses how to avoid common pitfalls such as overwhelming prospects with too much information, assuming they understand industry jargon, and failing to control the flow of the conversation. He shares actionable strategies for using storytelling, creating decision guides, and positioning yourself as a consultant rather than a salesperson. This episode provides a powerful framework for professionals looking to improve their sales approach and build stronger client relationships.

Visit: https://therainmakingpodcast.com/

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Don Kelly struggled as a new B2B sales professional. Fortunately, he was able to receive the proper training and guidance which has led to his success as a software seller and the formation of The Sales Evangelist as one of the world's leading sales education organizations.

Visit the sales tips section of his website:

https://thesalesevangelist.com/sales-tips-2/

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

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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 Margaret Burke, founder of MB Law, about the importance of having a structured business development plan for long-term success. Margaret, who has decades of experience consulting with law firms, shares insights on how attorneys and professionals can create a simple yet effective plan to grow their business. She explains that many professionals neglect business development due to time constraints or perfectionism, but a well-executed plan can make client acquisition more consistent and strategic.

Key topics include leveraging Google reviews, maintaining an active social media presence, and crafting a website that clearly communicates the value provided to clients. Margaret also discusses the importance of tracking and nurturing key relationships, staying in touch with referral sources, and setting aside time each week for business development activities. She shares practical strategies for making small, manageable improvements that lead to long-term growth. This episode offers a step-by-step approach for professionals looking to take control of their business development efforts and create sustainable success.

Visit: https://therainmakingpodcast.com/

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Margaret Burke, President and Founder of MB Law, has decades of experience consulting with lawyers, Partners, and small to midsize law firms. She specializes in managing operations, finance, HR, IT, and business development to improve law firm operations, streamline processes, and scale revenue. She has advised and led acquisitions, relocations, succession planning, restructuring, and start-ups. 

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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.mblawconsulting.com

https://www.linkedin.com/in/margaret-t-burke/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Val Madamba, regulatory lawyer turned presentation coach, about how professionals can craft engaging and effective business development presentations. Val shares insights from her experience as a former FDA, Big Law, and in-house lawyer, explaining how professionals can use presentations not just to inform, but to connect with and persuade their audience. She emphasizes that a well-structured presentation demonstrates expertise, builds credibility, and positions the speaker as the ideal partner for potential clients.

Key topics include how to structure a presentation with a clear outcome in mind, the importance of storytelling in making legal and technical topics compelling, and strategies for tailoring content to different audiences, from general counsel to industry-specific conferences. Val also shares actionable steps such as developing a "story bank" to collect and refine relevant anecdotes, using audience research to shape messaging, and ensuring presentations offer practical takeaways. This episode provides valuable insights for professionals looking to elevate their presentation skills and turn speaking engagements into business development opportunities.

Visit: https://therainmakingpodcast.com/

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Regulatory lawyer turned presentation coach

“As a former FDA, Biglaw, and in-house lawyer, I know just how to translate legal and regulatory needs to the language of business - and just how to break through to your most demanding clients and stakeholders.

With over 15+ years in practice, consulting, and training, I've heard - and delivered! - my share of boring, conventional presentations. We all know there's a better, more persuasive, and far more sustainable way to communicate.

I've studied and refined the art of creating legal presentations that engage every audience and do justice to each speaker's unique expertise. 

And I can't wait to help you present your most powerful voice yet.”

Links:

https://www.valeriemadamba.com/

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

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