The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cara Hale Alter, author of The Credibility Code and founder of SpeechSkills, about how professionals can project confidence and build trust—especially over video calls. With experience training top firms and companies like Google and Pixar, Cara shares how small adjustments in posture, voice, and eye contact can significantly boost credibility.

Cara outlines the three pillars of visible credibility: strong posture, strong voice, and strong eye contact. She explains how these cues influence first impressions and how to adapt them to webcam communication by adjusting camera angle, lighting, and framing. She also discusses the importance of affective trust—the emotional sense that someone understands and cares—and how virtual presence plays a key role in building it.

This episode offers practical tips for professionals who want to communicate with greater authority, build rapport remotely, and make a powerful first impression in any setting.

https://therainmakingpodcast.com/

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Cara Hale Alter is an international keynote speaker, author, and the founder of SpeechSkills. She literally wrote the book on projecting credibility and confidence: the critically acclaimed The Credibility Code. She’s delivered more than a thousand keynotes, seminars, and workshops on leadership presence to audiences around the globe.

In addition to providing training to clients such as Google, Pixar, Intel, Pinterest, Schwab, Kaiser Permanente, and numerous top-100 law firms, Cara is a guest lecturer at UC Hastings College of the Law, Stanford Law School, and UCLA School of Law.

Online programs:

Credibility Quest: https://www.speechskills.com/learning-tools/online-programs/

-- Self-paced online coaching program that helps you develop and project a confident, credible image. A 30 to 90 day program that takes about 10-minutes a day.  

-- 30 lessons, 1-year access, $250

Credibility Essentials: https://www.speechskills.com/learning-tools/credibiliity-essentials/

-- Credibility Essentials consists of 30+ 1-minute lessons that is the fastest way to learn our core skills, and filled with exercises that make them immediately applicable in the real-world.  

-- Over 30 short videos, 1-year access, $100

Live trainings: https://www.speechskills.com/live-training/class-schedule/

Open Enrollment workshops (currently offered virtually):  

Free Stuff: speechskills.com/free  

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach, speaker, and author of Growing Your Business, about how professionals can generate more referrals and consistent business by using a simple, strategic approach to relationship marketing. Mark shares timeless insights from his decades of experience coaching business owners and delivering over 20,000 hours of one-on-one consulting, focusing on what it takes to stimulate referrals—not just hope for them.

Mark introduces his Advocate Strategy, a low-cost, high-return referral system built around three core actions: building a list of up to 25 advocates (clients, peers, or contacts who believe in your work), creating a monthly “calendar of connections” to stay top-of-mind with them, and developing referral-friendly tools—like articles or resources—that advocates can easily pass along to others. He explains that the key to generating referrals is not just delivering excellent service, but making sure clients enjoy the process of working with you. That emotional experience is what inspires others to refer.

The episode also covers why gifts and referral fees often feel transactional and why meaningful, neutral follow-up (like a phone call or personalized note) is more effective. Mark emphasizes that asking for referrals directly can be awkward or feel “salesy” for professionals, especially attorneys, so his Advocate Strategy is designed to spark referrals naturally—without putting relationships at risk. He also shares why professionals often avoid building referral systems: a mix of ego, neglect, or fear of appearing pushy.

This episode is packed with practical wisdom for professionals seeking a structured, elegant, and sustainable way to increase word-of-mouth business.

https://therainmakingpodcast.com/

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Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one to one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business. On a personal note, next Summer, he will go on a short, five-hundred-mile walk across Spain – for the fourth time!

https://www.markleblanc.com/

If you like what you have heard from Mark on this interview, I would encourage you to go to his web site and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever!  

Check out Mark's electronic version of his book, Growing Your Business!

www.growingyourbusiness.com

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Zipursky, CEO of Consulting Success, about how professionals can grow their businesses without becoming overwhelmed. Michael, who has coached over 400 consultants across 75 industries and authored several bestsellers, shares his insights on how to identify high-value activities, delegate low-value tasks, and focus on actions that drive real business results.

Michael explains that many professionals experience overwhelm because they spend too much time on tasks that don't move the needle—such as scheduling, formatting, and back-and-forth emails. He advocates for a simple yet powerful tactic: track how you spend your time for a week, identify which tasks truly require your expertise, and group the rest into categories that can be delegated. Michael illustrates this through a client case study that demonstrates how just four focused conversations per week helped one consultant grow from $400K to $2 million in revenue within 18 months.

Key topics include adopting a growth mindset, redefining delegation as an investment rather than a cost, and building systems that free up time to do the most impactful work. Michael also shares specific tools and platforms for finding help, explains how to create "buckets" for tasks that can be outsourced, and recommends establishing a “magic number” of weekly client conversations to stay focused on revenue-driving activity. This episode offers actionable strategies for professionals looking to scale their businesses with clarity and confidence—without burning out in the process.

https://therainmakingpodcast.com/

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Michael Zipursky is the CEO of Consulting Success® and Coach to Consultants. He has advised organizations like Financial Times, Dow Jones, RBC, and helped Panasonic launch new products into global markets, but more importantly, he’s helped over 400 consultants from around the world in over 75 industries add 6 and 7 figures to their annual revenues. Over 35,000 consultants read his weekly consulting newsletter. Michael is also the author of the Amazon Best Sellers ACT NOW: How successful consultants thrive during chaos and uncertainty, The Elite Consulting Mind and Consulting Success®, the book.

https://www.consultingsuccess.com 

https://www.consultingsuccess.com/actnow (for free book)

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Brett Trembly, attorney, entrepreneur, and co-founder of Get Staffed Up, about how failing to seek help can stall professional growth—and how learning to delegate can unlock true freedom. Brett shares his own journey from a struggling solo practitioner with just three clients to building a thriving law firm and staffing company that supports thousands of professionals.

He explains how ego, fear of failure, and the desire to control everything can prevent entrepreneurs—especially attorneys—from growing their businesses. Brett emphasizes the importance of humility, coaching, and developing a "delegate-your-way-to-freedom" mindset. He discusses practical tools like daily team huddles, employee scorecards, and structured communication to empower teams and improve performance. The episode also explores the concept of employees working “for their own purposes,” encouraging leaders to become the kind of people that others want to work for.

Brett outlines how offshore virtual assistants can help business owners scale affordably while increasing marketing output and administrative efficiency. He shares actionable advice on building systems, letting go of low-value tasks, and embracing a growth mindset. For anyone feeling stuck trying to do it all, this episode offers a roadmap to sustainable success through delegation and leadership.

https://therainmakingpodcast.com/

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Brett Trembly is the founder of Trembly Law Firm, a franchise and business law firm in Miami. The firm has grown from one attorney in 2011, to ten attorneys and twenty employees, representing some of the largest businesses in the eastern United States, as well as many local, small businesses. The company made Law Firm 500 list. Brett is also founder of Get Staffed Up, which is a virtual assistant staffing company that liberates lawyers with incredible offshore talent.

https://tremblylaw.com/

https://tremblylaw.com/brett/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Gina Rubel, CEO of Furia Rubel Communications, about how attorneys and professionals can elevate their reputation through strategic public relations and media engagement. Gina shares insights from her years working with law firms and corporate leaders, emphasizing that visibility, credibility, and consistency are key to building a strong personal and firm brand. She explains that PR is not just about press releases—it’s about telling your story in a way that positions you as a thought leader and trusted expert in your field.

Key topics include the difference between PR and marketing, how professionals can leverage media relationships to gain exposure, and why being proactive in communications can strengthen client trust and attract new business. Gina shares strategies for getting quoted in the media, writing op-eds, and using speaking engagements as part of a visibility campaign. She also discusses the importance of media training, managing messaging during a crisis, and aligning PR efforts with business development goals. This episode offers practical guidance for professionals looking to raise their profile, build credibility, and attract ideal clients through intentional PR strategies.

https://therainmakingpodcast.com/

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Gina Rubel is a communications expert, former trial lawyer and author. Corporate and law firm leaders call on her for high-stakes public relations, crisis planning, and incident response support including high profile litigation media relations. The CEO of Furia Rubel Communications, a nationally renowned legal marketing agency, Gina is recognized by Lawdragon as a Global 100 Leading Consultant and Strategist to the legal profession. She educates attorneys nationwide on how to implement communications planning and tactics to manage their reputation and drive business success. The second edition of her industry acclaimed book, Everyday Public Relations for Lawyers, is available on Amazon and https://www.attorneyatwork.com/.

https://www.furiarubel.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Nischwitz, speaker, leadership coach, and author of Just One Step, about how professionals can lead with authenticity and deepen relationships to drive business growth. Jeff explains that in a world full of surface-level communication, authenticity, vulnerability, and connection are what truly differentiate top rainmakers. He challenges listeners to move beyond transactional networking and instead focus on building trust by showing up as their real, imperfect selves—a strategy that creates long-term business success and deeper client loyalty.

Key topics include why vulnerability is a strength, not a weakness, how to build emotional safety in client and team relationships, and the difference between being responsible for people versus being accountable to them. Jeff also shares how professionals can break free from "doing" mode and reconnect with "being"—bringing presence and intention to every interaction. He outlines steps to grow self-awareness, embrace courageous conversations, and lead with heart, all of which help professionals stand out in a crowded marketplace. This episode provides powerful insights for leaders and rainmakers looking to elevate their impact through authentic connection and trust-based relationship building.

https://therainmakingpodcast.com/

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Jeff Nischwitz is the Founder of The Nischwitz Group a speaking, consulting and coaching company that helps professionals enhance and accelerate their results. Jeff works with professionals and their firms in four core areas: ensuring your firm’s future with succession planning and future leader development; building business development cultures and accelerating revenue growth; engaging, empowering and entrusting your team; and navigating your profession with less stress and more peace. Jeff is the author of four books: Think Again! Innovative Approaches to the Business of Law (American Bar Association 2007); his leadership book, Unmask: Let Go of Who You’re “Supposed” to Be & Unleash Your True Leader (Motivational Press 2014); his personal development book, Arrows of Truth: Simple Shifts for Personal Transformation (Eagle Heart Press 2017); and his newest inspirational book, Just One Step: Walking Backwards to the Present on the Camino Trail (Eagle Heart Press 2020). 

http://www.nischwitzgroup.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Henry DeVries, author, ghostwriter, and founder of Indie Books International, about how professionals can use storytelling and books to attract clients without being pushy. Henry explains that clients hate to be sold to but love to hear stories, and the best rainmakers are those who can craft and share stories that illustrate the value of their services. He emphasizes that publishing a book is one of the most effective tools for building authority, trust, and visibility, especially for professionals in high-trust, relationship-driven industries.

Key topics include the four types of client-attracting stories—the case story, the personal story, the vision story, and the teaching story—and how professionals can use each one to communicate value without sounding like a sales pitch. Henry also shares insights on why writing a book opens doors to speaking opportunities and media exposure, how to develop a book quickly using a proven ghostwriting framework, and why books act as powerful business cards that never get thrown away. This episode offers actionable advice for professionals looking to use thought leadership and storytelling to generate referrals, deepen relationships, and grow their practice.

https://therainmakingpodcast.com/

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Henry DeVries, CEO of Indie Books International, is an author and editor of 300 business books, including his best-seller How to Close a Deal Like Warren Buffett. In his weekly column for Forbes.com he reports on how to be more influential, which he has shared in 100 “Marketing With A Book And Speech” summits around the nation.

https://indiebooksintl.com/

http://marketingwithabook.com/

Henry can be reached at [email protected]

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Dion Flynn, actor, comedian, and communication expert, about how professionals can use improvisation techniques to build stronger relationships, improve sales conversations, and enhance business development skills. Dion, best known for his appearances on The Tonight Show Starring Jimmy Fallon, explains that improv isn’t just for comedians—it’s a powerful tool for engaging with clients, thinking on your feet, and handling objections with confidence. By learning to listen actively, adapt quickly, and embrace spontaneity, professionals can become more persuasive and build deeper connections.

Key topics include the power of "Yes, And" thinking, which helps professionals stay open to possibilities and navigate client conversations more effectively. Dion also shares strategies for overcoming fear in high-stakes meetings, using humor and storytelling to build rapport, and developing mental agility to respond to unexpected challenges. He discusses how professionals can practice improv techniques to strengthen their public speaking, negotiation skills, and networking effectiveness. Additionally, he highlights how embracing failure as part of the learning process leads to greater confidence and long-term success. This episode provides actionable strategies for professionals looking to improve their communication skills, enhance business development efforts, and engage clients in more meaningful ways.

https://therainmakingpodcast.com/

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Cited by Oprah Magazine as “one of our favorite creative thinkers…”, improvisor, comedian, actor, writer and army veteran Dion Flynn, is best known as Barack Obama (and other characters) with over 100 appearances on The Tonight Show Starring Jimmy Fallon. If Dave Chapelle and Eckhart Tolle had a son who did improv, it would be Dion. He is an expert in fun and innovative ways to help people connect with themselves and others.

Dion discovered that the skills he used in improvisational comedy paralleled the skills needed in recovery from addiction as well as basic human development. As a result, he created Improv Recovery Workshops and Improv For Business Professionals to illustrate and draw connections between these theatrical skills and the critical skills needed for successful long-term recovery for addicts and for enhancing regular life for the rest of us. During this hilarious and informative keynotes, Dion shares how the journey from isolation to connection is the basic journey of recovery and the basic storyline of the soul.

https://www.dionflynn.com/

Visit https://www.dionflynn.com/improvisors-mindset and find out how to do a free weekly improv Zoom session with Dion.

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cohen, author of Everyone’s in Sales, about how professionals can embrace a sales mindset to drive business growth without feeling “salesy”. Todd explains that selling isn’t just for salespeople—every professional, regardless of industry, is responsible for building relationships, creating trust, and influencing decisions. He emphasizes that rainmaking is about leadership, communication, and delivering value, not aggressive pitching or transactional selling.

Key topics include how professionals can reframe sales as problem-solving, the importance of building a personal brand that attracts opportunities, and how storytelling can make business development efforts more engaging and authentic. Todd also discusses the biggest mistakes professionals make when approaching sales, such as focusing too much on themselves rather than the client’s needs, and shares practical strategies for making business development a natural part of daily interactions. He highlights how organizations can create a culture where everyone contributes to growth, ensuring that business development becomes a collective effort rather than a solo pursuit. This episode provides actionable strategies for professionals looking to shift their mindset, build better client relationships, and integrate sales seamlessly into their work.

https://therainmakingpodcast.com/

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A dynamic, engaging, and motivational keynote speaker, Todd Cohen's message is relevant to any organization striving to increase revenue, strengthen relationships, and improve client satisfaction. Using humor and real-life examples, Todd demonstrates how “Every conversation is a selling moment” and how everyone can contribute to the growth and profitability of the organization.

In addition to his sought-after keynotes, Todd’s Sales Culture Workshops™ are highly acclaimed and set a new standard for sales education, demonstrating that everyone matters and everyone has a “line of sight” to the client. Using his hands-on and interactive Sales Culture Problem Solving Framework ™, clients have experienced real breakthrough moments and ways to advance their businesses and themselves.

Averaging 90 appearances per year, Todd’s audiences range in size from small groups to upwards of 5,000 people. Unlike traditional “Sales Coaches,” who focus only on sales teams, Todd focuses on the mindset and behavior of selling and successfully and humorously teaches the non-sales professional how everything he or she does impacts the decision-making process. His diverse clientele includes Subaru of America, Inc., NFL Players Inc., Corning, Inc., The UPS Store, Inc., EisnerAmper, The American Institute of Architects, Ernst and Young, Banks, Financial Service Organizations, dozens of Franchises, I.T., and Trade Associations. Additionally, he has delivered credit-bearing workshops to multiple Dental and Medical Establishments.

In 2015, Todd was awarded the title of Certified Speaking Professional (CSP), the highest earned designation awarded by the National Speakers Association (NSA), and he has served in multiple roles on both the local and national levels.

Todd is also the author of two books on sales culture, “Everyone’s in Sales” and “Stop Apologizing and Start Selling.” as well as a regular contributor to the Philadelphia Business Journal. In 2018, Todd launched his Sales Culture Toddcast™, which features exciting guests and topics. Todd is also a frequent guest lecturer at area schools, including Drexel University and Pennsylvania State University.

https://toddcohen.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Ed Wallace, author of Business Relationships That Last, about how professionals can create and sustain high-value business relationships that lead to long-term success. Ed explains that relationships drive business, and those who focus on earning trust, delivering value, and maintaining authentic connections will naturally see better business development results. He emphasizes that rainmakers don’t just network—they intentionally cultivate relationships with key clients, colleagues, and referral sources by being proactive, strategic, and generous.

Key topics include the key components of relational capital, how to earn credibility and trust quickly, and why professionals must approach business development with a mindset of service rather than self-interest. Ed shares his Five Key Relationship Accelerators, which include Establishing Credibility, Being Generous with Value, Creating Memorable Experiences, Showing Genuine Care, and Managing the Relationship Lifecycle Effectively. He also discusses the biggest mistakes professionals make in networking, such as failing to follow up, focusing too much on transactions, and not taking the time to personalize outreach. Additionally, Ed provides practical strategies for staying top-of-mind, making introductions, and becoming a trusted advisor to clients. This episode delivers a clear roadmap for professionals looking to strengthen their relationships, generate more referrals, and build a sustainable book of business.

https://therainmakingpodcast.com/

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Ed Wallace consults with and speaks for corporations and associations across the globe with a client list that is a Who's Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent the #1 best-selling The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel's LeBow College of Business and Villanova University's Human Resources Master's Program.

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

http://www.relationalcapitalgroup.com/solutions/keynote-talks/  

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