The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love welcomes Barbara Rozgonyi, founder of CoreyWest Media and a marketing, PR, and sales training expert, to share strategies for crushing sales quotas. Barbara introduces her 4D Marketing framework—Digital, Direct, Dynamic, and Data—designed to streamline business development efforts, enhance client relationships, and maximize results. With practical tips on auditing your marketing efforts, improving your LinkedIn profile, and using storytelling to connect with clients, Barbara equips listeners with tools to thrive in today’s competitive market.

Key topics include identifying your ideal client, leveraging digital PR for visibility, creating a consistent marketing strategy, and using data-driven insights to refine your approach. Whether you’re an attorney, consultant, or entrepreneur, this episode provides actionable advice to grow your brand and boost your sales performance.

Visit: https://therainmakingpodcast.com/

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Barbara Rozgonyi leads CoryWest Media, a creative business growth consultancy that attracts attention, builds brands, and connects communities within a 4D framework. Named after Barbara's mother and grandmother, CoryWest Media inspires innovation as it fuels sales. Barbara is an international trends speaker with Hungarian roots, an expert digital marketing advisor, and an intrepid sales leadership guide for virtual and IRL teams. Her clients include Fortune 50 corporations, global manufacturers, and professional services teams who want to lock in loyalty and grow market share. With future vision, Barbara began publishing her top-ranked blog, wiredPRworks, in 2006. An early social media advocate, Barbara founded Social Media Club Chicago in 2008. Her podcast, Growing Social Now, launched in 2021. She serves on the National Speaker Association Carolinas Chapter’s board of directors as Vice President of Marketing and lives in Charlotte, North Carolina right between the Blue Ridge Mountains and the Atlantic Ocean.

Links

Website: https://BarbaraRozgonyi.com

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

Instagram: https://Instagram.com/BarbaraRozgonyi

LinkedIn: https://LinkedIn.com/in/BarbaraRozgonyi

Twitter: https://twitter.com/wiredprworks

Podcast: www.GrowingSocialNow.com

eBook: www.CrushYourQuotas.com

YouTube: https://www.youtube.com/user/BarbaraRozgonyi

Blog: https://wiredPRworks.com

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In this episode of The Rainmaking Podcast, host Scott Love is joined by Henry DeVries, Forbes columnist, co-host of the Marketing with a Book podcast, and co-author of Rainmaker Confidential. Together, they discuss actionable strategies for becoming a better rainmaker, from building strong client relationships to leveraging content creation as a business development tool. Henry shares insights from his extensive research on top-performing professionals and reveals how to invest time, talent, and treasure wisely to grow your practice.

Key topics include the "Trojan Horse" strategy for amplifying client relationships, adapting to virtual networking and events, and the importance of storytelling to build trust and credibility. Whether you're a consultant, attorney, or financial advisor, this episode provides practical advice to boost your business development efforts and achieve lasting success.

Visit: https://therainmakingpodcast.com/

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Henry DeVries writes a weekly business development column for Forbes.com and is the co-host of The Marketing With A Book Podcast. He is CEO of Indie Books International based in Oceanside, California, and has ghostwritten or edited more than 300 business books, including his #1 Amazon sales and marketing bestseller, How To Close A Deal Like Warren Buffett. In his book and presentations titled “Rainmaker Confidential” and “Persuade With A Story!” he shows thousands of professionals each year how to uncover hidden asset hero stories that communicate trustworthiness in two minutes or less. He earned his MBA from San Diego State University and a certificate in Leading Professional Service Firms from the Harvard Business School. On a personal note, he is a baseball nut who has visited forty-four major league baseball parks and has three to go before he can touch ‘em all.

Links:

https://rainmakerconfidential.com/

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

https://www.amazon.com/Henry-Devries/e/B00QH9JRXY%3Fref=dbs_a_mng_rwt_scns_share

https://www.forbes.com/sites/henrydevries/?sh=35efcb1c1cea

https://indiebooksintl.com/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Phil M. Jones, internationally recognized sales expert and author of the best-selling book Exactly What to Say. Phil shares transformative insights on the power of words and how professionals can master communication to influence outcomes, build trust, and navigate points of friction in client conversations. With over 800 industries of experience, Phil explains how preparation, curiosity, and empathy are key to closing deals and fostering meaningful business relationships.

Key topics include the importance of doing "the work before the work," eliminating indecision in sales, and using debriefing to improve over time. Phil also shares practical examples of crafting the right questions to minimize objections and maximize engagement. Whether you're a professional service provider, leader, or rainmaker, this episode is packed with actionable advice for mastering influence and achieving consistent results.

Visit: https://therainmakingpodcast.com/

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You can read about Phil here:

https://www.philmjones.com/

Links:

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

Phil’s books: https://www.amazon.com/Exactly-What-Say-Influence-Impact/dp/1989025005/ref=sr_1_1?ie=UTF8&qid=1539165871&sr=8-1&keywords=phil+m+jones

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Aaron Baer, a tech-focused M&A lawyer, and Deval Tank, founder of Build Your Book and a thought leader in sales and leadership, to discuss Your Authentic Self: The Last and Only Edge in the Legal Profession. Aaron and Deval explore the importance of authenticity in building meaningful client relationships and thriving in today’s competitive legal landscape. They argue that by sharing your humanity, knowledge, and connections, you can create a personal brand that resonates with clients and sets you apart.

Key topics include the risks and rewards of vulnerability, the role of storytelling in client development, and how authenticity can address issues like burnout and disconnection in professional services. With actionable insights from their experiences, Aaron and Deval provide a roadmap for professionals looking to build a book of business by being true to themselves.

Visit: https://therainmakingpodcast.com/

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Bio of Dhawal Tank:

Dhawal is the founder of Build Your Book and the Head of Growth at White Swan, America’s first and largest online permanent life insurance marketplace. Previously, he led growth at TUIO Payments, and has advised numerous startups on business development, sales, and marketing including UPS, Resolve Medical, Consolve, Mythic Markets, Three Good, eBound, Merging Media, Starfield, and more having delivered more than $9 million in sales. Dhawal is a globally recognized thought leader in the future of work and leadership. He has been invited and awarded at world conferences like the Symposium in Switzerland and the Drucker Forum in Austria. He has an HBA from the Ivey Business School and an MBA from York University.

Bio of Aaron Baer:

Aaron is a Partner at Renno & Co., a modern law firm focusing on tech, emerging tech, and M&A. Previously, Aaron was an equity partner at one of the largest firms in Canada at the age of 29. He is the Co-Founder of Build Your Book (and co-host of the Build Your Book podcast), which helps provide modern sales training to lawyers. Aaron is extremely active in the legal tech community and is an advisor to a number of leading legal tech companies. He was named one of the Top 25 Most Influential Lawyers in Canada, was a winner of the 2021 Precedent Setter Awards, and maintains an active thought leadership presence on LinkedIn with millions of views each year.

Links:

Listen to the Build Your Book Podcast.

Follow Dhawal Tank and Aaron Baer on LinkedIn.

Dhawal Tank: https://www.linkedin.com/in/dtankco/

Aaron Baer: https://www.linkedin.com/in/aaronbaer2/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Eric Fletcher, a seasoned expert in marketing, business development, and strategic communication, to discuss The Alternative to Mass Marketing Communications. Eric explores how professionals can shift from broad-based, impersonal marketing strategies to targeted, relationship-driven approaches that foster meaningful connections and measurable growth. He provides actionable steps for building a network of allies, identifying ideal clients, and creating relationship maps to deepen trust and engagement with key decision-makers.

Key topics include the difference between marketing and business development, the importance of intentional relationship-building, and how professionals can align their strategies with their values and mission. Whether you’re a lawyer, consultant, or any service provider, this episode offers practical insights to create a customized, high-impact business development plan.

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As a former Chief Marketing Officer, advertising agency Director and broadcaster, Eric Fletcher has more than 35 years of experience designing and implementing communication and go-to market strategies for global accounting, consulting, law, and other professional service firms. His communication has been recognized with national awards from the advertising, marketing, and broadcast production communities.

In the business development and sales arena he has designed and led successful individual pursuits for as much as $500 million in new business. And he has trained and coached more than 2000 professional service providers.

Today he advises leadership teams as well as individual professional service providers in the creation of frameworks for marketing and sales strategies that align with values and mission, and instigate measurable organic growth. Eric is a TEDx speaker, a forbes.com contributor, the co-author of two books, a blogger on marketing, business development, and leadership (since 2002), and keynotes on leadership, the dynamism of vision, and conversations that matter. He is a former member of the CMO Advisory Board for Thomson Reuters and the Advisory Board for the SNHU Masters in Marketing program. He and his family reside in the Austin, Texas area.

Links:

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

https://twitter.com/ericfletcher

https://ericfletcherconsulting.com/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Mark Roberts, a senior-level sales and marketing leader with over 35 years of experience, to share tactical tips for professional services rainmaking. Mark dives into proven strategies to build a successful book of business, from identifying ideal clients to creating data-driven business development plans. He emphasizes the importance of mindset, worthy intent, and consistent processes in driving sustainable growth.

Key topics include understanding client buying motives, leveraging data for strategic decisions, and using multi-channel approaches for impactful business development. Mark also shares insights from his experience helping firms achieve exponential growth, offering actionable advice for professionals in the legal and service industries looking to improve their rainmaking efforts.

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Mark Roberts is a senior-level sales and marketing leader with over 35 years of experience driving profitable sales growth in market-leading organizations. He has done so at companies like Timken, VMI, Gardner Denver, Mobility Works, and Frito-Lay. Mark is an author, public speaker, sales trainer, and sales coach. In 2018, he received the Business Excellence award from NSME and in 2019, The Highspot Sales Enablement Award. He was also recognized by Sales Hacker Inc. in the Sales Enablement Category. Mark is the founder of OTB Solutions, LLC, and the popular business development blog, www.nosmokeandmirrors.com, ranked #1 in fixing sales problems. Today, he is the founder and president of OTB Sales where he helps clients diagnose and improve sales effectiveness, and hire and develop their sales talent to improve sales results.

Links:

Linkedin:

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

Mark’s ebook on how to leverage the voice of your customers:

 https://otbsalessolutions.com/voc/ 

A short video about one skill all top performers have:

 https://eliteexpertsvideonetwork.com/mark-allen-roberts-do-your-salespeople-have-the-one-skill-required-by-all-top-sales-performers/

Article: Are your Salespeople selling naked today?

 https://otbsalessolutions.com/are-your-salespeople-selling-naked-today/

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In this insightful episode of The Rainmaking Podcast, host Scott Love welcomes Joel Block, futurist, venture capitalist, and hedge fund manager, to delve into the art of selling intangibles. Joel shares invaluable lessons from his career, including raising capital, navigating complex business deals, and helping professionals articulate and sell their expertise. With a focus on clarity, simplicity, and the power of asking quality questions, Joel outlines strategies for building trust and confidence in intangible sales.

Key topics include the importance of crafting crystal-clear messages, predicting client questions to establish credibility, and leveraging technology, such as intent data and conversational intelligence, to connect with prospects. Whether you're an attorney, CPA, or professional selling intangible services, this episode provides actionable steps to enhance your sales process and position yourself as an authority in your field

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Bio:

Joel Block is a futurist, longtime venture capitalist & hedge fund manager who lives in a Shark Tank like world. Initially a professional BlackJack player, counting cards and beating casinos in Las Vegas, Joel later built and sold his publishing company to a Fortune 500. His cage-rattling keynotes expose Wall Street insights and the inside track on high-velocity innovation – empowering your team to predict and prepare for its future. He also produces Profit from the Inside Podcast, which is a leading business podcast. 

Links:

https://joelblock.com/

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

https://podcasts.apple.com/us/podcast/profit-from-the-inside-with-joel-block/id1435311561

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In this episode of The Rainmaking Podcast, host Scott Love sits down with Julie Fleming, author of The Reluctant Rainmaker and a leading expert in legal business development, to explore how professionals can create storm-proof strategies for success. Julie shares actionable insights on adapting to external disruptions, whether it’s an economic downturn or personal challenges, and emphasizes the importance of building strong client relationships to sustain growth during uncertain times. With a focus on pivoting effectively and maintaining a clear strategy, this conversation is packed with practical advice for attorneys and professionals across industries.

Key topics include understanding the three responses to crises—panic, pretend, or pivot—and how to choose the right path, the critical role of relationships in business development, and strategies for tailoring your approach to match client needs. Whether you’re an attorney aiming to grow your practice or a business professional seeking resilience in turbulent times, this episode offers essential tools to thrive.

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Julie A. Fleming is the principal of the legal business development consulting firm Fleming Strategic and previously practiced law for over a decade, focusing on patent litigation, in firms ranging from three to over 2100 attorneys. She is the author of three books: The Reluctant Rainmaker: A Guide for Lawyers Who Hate Selling (now in its Third Edition), Seven Foundations of Time Mastery for Attorneys, and Legal Rainmaking Myths: What You Think You Know About Business Development Could Kill Your Practice. A Fellow of the American Bar Foundation, Julie holds a J.D. from the Emory University School of Law.

Links:

www.FlemingStrategic.com

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

Book: The Reluctant Rainmaker 

https://www.amazon.com/Reluctant-Rainmaker-Guide-Lawyers-Selling/dp/0991125185/ref=sr_1_3?dchild=1&keywords=the+reluctant+rainmaker&qid=1632155696&sr=8-3#customerReviews

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As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries teaching her authentic, heartfelt approach.

Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a contributor to Forbes, CEO Magazine, and Huffington Post.  

Additionally, Shari has been recognized as follows:

●     Top 100 Global Inspirational Leader for 2021 by PeopleHum

●     Top 50 Keynote Speakers for 2020 by Top Sales World

●     Top Ten Voices in Sales for 2018 for LinkedIn

●     20 sales experts who starred in the Salesforce documentary film "The Story of Sales.”

●     Top 35 Most Influential Women in Sales globally (Sales Hacker)

●     2020 Gold Medal Winner for Top Post by Top Sales World

●     Top 30 authors and books to read by Vengreso, the largest digital transformation company in the U.S

●     Guest lecturer at Harvard University where her book was chosen as the textbook for selling for the Strategic Selling Program

Shari, her husband, and son live in Park City, Utah. When she is not creating killer content, and presenting at sales kick-offs, Shari enjoys skiing, rock climbing, reading, and standing on her head.

Links:

www.sharilevitin.com

https://www.linkedin.com/feed/update/urn:li:activity:6770133385466785792/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Philip Morgan, positioning consultant and author of The Positioning Manual for Indie Consultants, about how professionals can use specialization to create a more desirable and profitable market position. Philip explains that specialization is a powerful advantage for those who may not naturally see themselves as salespeople, helping them attract better opportunities by focusing their expertise on a clearly defined niche. He shares practical steps for choosing a specialization, including assessing personal risk tolerance, inventorying past experience, and exploring industries or markets where one already has a head start.

Philip emphasizes that effective specialization often feels slightly uncomfortable but ultimately leads to deeper client trust, greater visibility, and sustainable growth. He discusses how to test a new focus area with small, lean experiments before heavily investing, and highlights that specialization should be treated as both a long-term commitment and a flexible starting point for future opportunities. This episode provides a thoughtful, actionable roadmap for professionals ready to differentiate themselves and build a stronger business foundation.

Visit: https://therainmakingpodcast.com/

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Philip Morgan's work on specialization, cultivating expertise, and monetizing IP helps independent consultants thrive.

Philip has helped thousands of indie consultants use specialization to find a beachhead that leads to greater visibility, profitability, expertise, and success.

He's also fascinated by those who cultivate valuable self-made expertise outside the narrow confines of the licensed professions, and I construct group challenges and experiential learning experiences that help my clients cultivate this kind of expertise.

Philip Morgan was born in the US Virgin Islands and has been searching his whole life, without satisfaction, for a commercial ginger beer that matches the fiery home-brewed ginger beer he tasted there.

After living in 28 different houses in 5 states and the aforementioned US territory, Philip seems to be settling down in Taos, New Mexico with an incredibly understanding wife and two ragdoll cats.

He enjoys hiking, snowshoeing, black and white photography, and building horn and open-baffle speaker systems.

Links:

https://philipmorganconsulting.com/

linkedin.com/in/philipmorgan

https://philipmorganconsulting.com/positioning-manual/

https://twitter.com/Philip_Morgan

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