The Rainmaking Podcast

In this episode of The Rainmaking Podcast, Scott Love speaks with social media strategist and LinkedIn expert Kait LeDonne about the shifting landscape of LinkedIn. Kait traces how the platform has evolved—from being a digital résumé hub to today’s creator-driven space optimized for knowledge and advice. She explains why vulnerability posts surged during the pandemic, how LinkedIn adjusted its algorithm to emphasize value-driven content, and what professionals should focus on now: consistency, storytelling, and educational insights.

Kait also provides practical guidance for professional services providers who want to turn LinkedIn visibility into real business opportunities. She highlights the power of newsletters, personal branding, and using story as a bridge to credibility and trust. With actionable strategies—posting at least twice a week, engaging meaningfully with comments, and adding strategic connections daily—Kait shows how professionals can build influence, grow their networks, and convert visibility into revenue.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/o_pgpKiGDu8

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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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Kait LeDonne is a personal branding expert who specializes in transforming professionals into industry leaders, forging powerful employee personal brands, and demystifying the essentials of impactful personal branding.

Links:

https://www.linkedin.com/in/kaitledonne-personalbrandingexpert/

https://www.kaitledonne.com/

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In this episode of The Rainmaking Podcast, Scott Love interviews Gavin Sharpe, former lawyer, global legal search firm CEO, and now performance and leadership coach, to discuss the blind spots of rainmakers. Gavin explains that blind spots are unconscious behaviors others see but we often miss—like interrupting, failing to delegate, or hiding vulnerability. Left unchecked, these blind spots create limiting assumptions such as “I’m not a natural rainmaker” or “asking for help is weakness,” which can undermine success and stall growth.

Gavin shares how lawyers’ personalities and the pressures of perfectionism often reinforce these blind spots, creating a cycle of stress and missed opportunities. He offers strategies for uncovering and challenging limiting beliefs, from seeking peer and client feedback to reframing outdated stories we tell ourselves. By identifying, examining, and dismantling these beliefs, professionals can unlock untapped potential, build stronger teams, and become more effective rainmakers. Gavin closes with actionable steps to help listeners start recognizing and addressing their own blind spots.

YouTube: https://youtu.be/8rGE3jRwZTM

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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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About Gavin Sharpe:

“I blend coaching, business, and psychology, to facilitate ambitious leaders achieve their full potential. With a strong focus on the legal sector, I empower lawyers to cut through the noise, lead with purpose, and become great rainmakers.”

Links:

Webinar: https://www.rivierawellbeing.com/events/the-rainmaker-playbook-attracting-and-activating-top-performers/

Ditch The Pitch: Rethinking Sales in Law

Managing Law Firm Talent in 2025: My Top Three Tips

Lawyers Are the Biggest Imposters of Them All. I Should Know: I Am One of Them. Partners

What the Monaco Grand Prix Teaches Us About Performance

Are You A Workaholic? Gavin Sharpe on Riviera Radio, Sept 2024

"Gavin Sharpe: Becoming a Rainmaker Starts with Mindset" Podcast

www.rivierawellbeing.com

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In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Camille Stell, co-author of Respect: Insights to Attorney Compensation Plans. Together, they explore why compensation is more than just numbers—it’s about respect, transparency, and culture. Camille explains how lawyers often interpret pay as a measure of personal value, which can make compensation discussions emotionally charged. She shares insights into the complexities of law firm compensation, including the influence of multiple committees, the challenges of integrating laterals, and generational expectations around transparency.

Camille also highlights how compensation strategies shape firm culture, impact collaboration, and affect retention and succession planning. She outlines emerging trends, such as rewarding team contributions, expanding non-equity career paths, and building transparency into comp systems. For law firm leaders, Camille suggests auditing current systems, aligning compensation with strategic goals, and increasing year-round communication to reduce the stress of “comp season.” Her practical guidance helps firms create fairer, more effective plans that balance individual rewards with long-term institutional success.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/8roVK-hYZ48

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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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Camille Stell serves as Vice President of Risk & Practice Management for Lawyers Mutual Liability Insurance Company of North Carolina, where she provides coaching and consulting on succession planning, law firm compensation, and law firm innovation. She is a legal industry leader in law firm management, business development, and strategic planning.

A Fellow in the College of Law Practice Management, Camille is a sought-after speaker and writer, having taught CLEs and led workshops for attorneys and legal professionals nationwide. A Meredith College graduate, she has been recognized by North Carolina Lawyers Weekly and the Triangle Business Journal for her leadership and impact.

Camille is the co-author of two books written during the pandemic: Designing a Succession Plan for your Law Practice: A Step-by-Step Guide for Preparing Your Firm for Maximum Value, published in 2021 and RESPECT: Insights in Law Firm Compensation, 2nd Edition published in October 2024.

Links:

[email protected]

Direct Dial: 919.447.3354

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

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In this episode of The Rainmaking Podcast, Scott Love interviews Sue Heilbronner, executive coach, speaker, and author of Never Ask for the Sale: Supercharge Your Business with the Power of Passionate Ambivalence. Sue explains why many professional services providers resist selling themselves and how to shift that mindset by embracing authenticity and confidence. She introduces the concept of passionate ambivalence—the ability to be genuinely excited about opportunities while remaining unattached to the outcome. This approach helps professionals appear more credible, command higher fees, and attract long-term clients.

Sue also addresses common challenges such as imposter syndrome, over-eagerness, and desperation in sales. She emphasizes qualifying prospects, presenting yourself as the product, and building thought leadership through strong digital presence and meaningful contributions. With practical strategies for pricing, follow-up, and conference networking, Sue provides actionable insights for professionals looking to transform their approach to business development and rainmaking.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/va71ZBSew5s

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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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Sue is a sought-after speaker, startup CEO, mentor, adjunct professor of entrepreneurship, facilitator, strategic advisor, Conscious Leadership coach, co-founder of the MergeLane investment fund, creator of the Leadership Camp training program for high-potential leaders, former federal prosecutor, and a direct and fearless catalyst for change.

Sue has the privilege of bringing her speaking, TED and TEDx-style speaker coaching, facilitation, coaching, Conscious Leadership, and consulting expertise to companies around the world. She’s worked with teams and leaders from Facebook, G2, Salesforce, Gainsight, Kiva, Uptake, Oracle, and more.

Sue has been a CEO and CRO for digital marketing, technology, and e-commerce companies since the earliest days of the Internet. She began her career as an attorney – last as a federal prosecutor with the United States Department of Justice Civil Rights Division. She transitioned to business by founding an online baby gift company in 1999, which she later sold when she joined Discovery Communications, the parent company of Discovery Channel and 15 other international networks.

Sue went on to lead companies in the interactive travel, digital publishing, e-commerce, home maintenance, and online education sectors. Sue serves as a mentor with Techstars and an adjunct professor of law and entrepreneurship at the University of Colorado Law School. Sue is a powerful presence who inspires audiences with her authenticity, directness, quick mind, and humor. Sue earned a BA from Oberlin College and a JD and Master of Public Policy from Duke University. She lives in Boulder and Chicago.

Links:

https://www.heysue.com/

https://www.heysue.com/never-ask-for-the-sale

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

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In this episode of The Rainmaking Podcast, Scott Love sits down with Patrick Morin, CEO of Transact Capital, to discuss how rainmakers can maximize their time at conferences. Patrick shares proven strategies that have generated millions in business, from doing research and segmenting attendees before arrival, to positioning yourself in the right places—like across from registration desks or in the front rows of sessions—to build meaningful connections. He emphasizes preparation, authenticity, and focusing on relationship-building rather than selling.

Patrick also highlights post-conference follow-up tactics that strengthen client development, such as sending short, thoughtful notes and sharing industry intelligence without expecting anything in return. He stresses the importance of speaking opportunities, attending offsite events, and maintaining high energy throughout the conference to create loyal connections. His practical insights show how professionals can turn conferences into powerful rainmaking opportunities.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/m2BP_nXHcNI

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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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Patrick Morin is the CEO of Transact Capital Partners, an investment banking firm specializing in mergers and acquisitions of technology, Human Capital Management, industrials, and veteran-led companies.

Patrick has two professional roles:

1. Merger & Acquisition advisory to Staffing, EdTech, PropTech, and SaaS companies.

2. Professional speaker addressing conventions, conferences, and corporate & association meetings across the US and internationally on the subjects of M&A strategies and building high-performance corporate cultures.

Links:

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

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In this episode of The Rainmaking Podcast, Scott Love interviews Catherine MacDonagh, a legal industry consultant and author of Lean Six Sigma for Law. Catherine explains how process improvement—defined as analyzing and refining repeatable, describable steps to achieve better outcomes—can significantly enhance client service, profitability, and rainmaking. She notes that while lawyers often resist by saying every matter is unique, many steps in legal work and firm operations (like intake, billing, or onboarding) are recurring processes ripe for improvement. By using tools such as scorecards, impact/ease matrices, and stakeholder analysis, firms can identify high-impact areas, streamline workflows, and improve both client and employee experiences.

Catherine shares real-world success stories, including a global law department that collaborated with a law firm to reduce billing inefficiencies and deepen their relationship. She stresses the importance of involving cross-functional teams, listening to the “voice of the client,” and embedding change management into the process. Continuous improvement, she argues, is not just about efficiency—it’s about building stronger client partnerships and staying competitive. Catherine closes with three action steps: start by trying small improvements, commit to continuous learning, and build skills in Lean, Six Sigma, and related disciplines. Her message is clear: process improvement works in law, and adopting it can transform rainmaking efforts and client development.

YouTube: https://youtu.be/Q36c2IBRpdc

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🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1

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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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A Legal Lean Sigma® Black Belt and a certified Six Sigma Green Belt, Catherine is the CEO and a Founder of the Legal Lean Sigma Institute, LLC. LLSI offers consulting and the first and only process improvement and project management certifications, courses, and workshops designed for the legal profession. Catherine created Legal Lean Sigma®, the award winning Legal WorkOut® and Legal Lean Sigma® Design Thinking.

https://legalleansigma.com/

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In this episode of The Rainmaking Podcast, Scott Love speaks with Jeff Brandeis about how professionals can use webinars as a powerful tool for rainmaking. Jeff explains that too many webinars fall flat because they are one-sided PowerPoint presentations that disengage audiences. Instead, he emphasizes creating interactive experiences—adding music, visuals, polls, and live engagement to keep participants interested. By building rapport with attendees—just as one would in a networking conversation—presenters can foster the know-like-trust factor essential for winning new business. Jeff also highlights the importance of asking the right questions, adapting content based on audience responses, and using storytelling to create authentic connections.

The discussion also touches on practical strategies to elevate webinars into true business development platforms. Jeff advises presenters to avoid “death by PowerPoint” by limiting slides to a few bullet points and keeping themselves on screen to maintain presence. He underscores the importance of a clear call to action—whether scheduling a consultation, downloading a guide, or visiting a website—and suggests using QR codes to streamline engagement. Finally, Jeff offers three action steps: audit your past webinars to assess engagement, reduce reliance on slides in favor of conversation, and integrate polls, questions, and interactive elements throughout. By doing so, rainmakers can transform webinars from passive lectures into dynamic business-generating conversations.

YouTube: https://youtu.be/OVMKVK0eNmg

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🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1

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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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Are you ready to elevate your webinar game and captivate your audience like never before? Welcome to Engaging Webinars, where we specialize in helping professionals create dynamic and interactive virtual presentations that drive engagement and boost sales.

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

https://engagingwebinars.com/

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In this episode of The Rainmaking Podcast, Scott Love interviews sales performance expert and coach Walt Crosby about how introverts can excel in business development. Walt explains why introverts often have an advantage: their natural tendency toward active listening allows them to truly understand client needs, peel back the layers to uncover the emotional drivers behind decisions, and build deeper connections. He stresses the importance of mirroring tone and cadence, setting upfront agreements to control meetings, and using curiosity and empathy to create trust. Walt also outlines how skepticism—politely pushing back for clarity—can strengthen credibility and uncover real issues.

The conversation explores practical strategies for networking and client engagement, especially for introverts who may feel uncomfortable initiating contact. Walt encourages professionals to develop a clear picture of their ideal client, focus on learning about others before sharing their own story, and have clear next steps after every interaction. By combining curiosity, empathy, and targeted energy, introverts can leverage their strengths to become powerful rainmakers. The episode closes with three actionable steps: define your ideal client with precision, use skepticism to clarify and avoid assumptions, and establish concrete follow-up actions after each conversation.

YouTube: https://youtu.be/VNT8k8ILO4U

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🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1

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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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Walter is on a mission to help Visionary leaders build a

As CEO of Helix Sales Development, he only engages with growth-minded entrepreneurs who are frustrated with underperformance, and have the desire & commitment to build a performance-based sales culture. His clients say the journey can be challenging; however, the results are

Walter is a proud alum of the University of Michigan and holds an advanced degree from the School of Hard-Won Wisdom. He spent the majority of his career as a salesman who was frequently promoted to sales manager. He’s sold a variety of products with complex B2B sales cycles including LED luminaries, commercial signage, financial services, synchronized clocks systems, and commercial fire alarm systems.

Frustrated by the lack of training each time he was promoted to sales management roles, he sought training and mentors to help him grow as a leader. This led to the creation of his own firm, Helix, to hire, train, and influence successful sales teams. He has formed strategic relationships to augment the sales coaching services he provides. Walter is a certified partner with the Objective Management Group, an award-winning provider of evidence-based sales evaluation and assessment tools. Helix’s technology partner is Membrain.

Those that know him best often find him reflecting over a fine cigar in his private cigar lounge. In fact, he speaks regularly about his two favorite passions as host of his podcast called Sales and Cigars.

https://helixsalesdevelopment.com/

Order Walt Crosby’s book Scale Your Sales here:

https://www.amazon.com/Scale-Your-Sales-Critical-Mistakes/dp/1959911252

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Troy Korsgaden, insurance industry consultant and business development expert, about how professionals can avoid common pitfalls in client development. Troy emphasizes that the biggest mistake professionals make is failing to be intentional. He shares how building habits—like stopping for brief, purposeful introductions during daily routines—can generate long-term business success without requiring large time investments. His “stacking” method, combined with calendaring time for outreach, ensures that business development becomes a natural part of the day, not an afterthought. The conversation also explores the importance of follow-up, with Troy reinforcing that consistent communication is more impactful than any one-time pitch.

Troy also introduces the concept of being a “discussion partner”—someone clients turn to not just for services, but for strategic conversations and trusted advice. He encourages professionals, including introverted lawyers, to shift their mindset away from sales toward authentic, service-first relationship building. By being a reliable resource and showing curiosity, professionals can earn trust and grow business organically. The episode closes with three action steps: adopt the “law of 72” to act on new ideas quickly, schedule time for strategic thinking, and never remove critical follow-up items from the calendar.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/t_g-mzKSI4M

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🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1

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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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Troy Korsgaden is a highly sought-after insurance and financial services consultant. He is the principal of Korsgaden International which specializes in global marketing, distribution, agency building and technology strategies for many of the world’s largest insurance carriers and financial services companies.

As a consultant, speaker and author of seven books, Korsgaden’s mission is to help the insurance industry and its representatives wake up to the radical transformation taking place in the industry and create the necessary tools and roadmaps to best navigate and build success in the rapidly changing insurance and financial services landscape. A widely-respected expert in personal distribution and other methods, Korsgaden trains corporate insurance and financial services leaders on customer service, change management and transformational work, among many other critical issues impacting insurance carriers and financial services companies.

Korsgaden helps those in the industry learn how to better communicate with their teams and consumers so that consumers develop a higher appreciation for the value of insurance products and their insurance advisor relationships. Korsgaden International provides turn-key approaches using leading technologies and management tools which create fluency and seamlessness in product delivery and customer service.

Hundreds of thousands of insurance and financial services executives, agents, brokers and staff members have been inspired and empowered by Korsgaden's seminars and guidance for over 30 years.

Link:

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

https://www.korsgaden.com

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In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Lana Manganiello, law firm growth leader, business development coach, and lateral integration strategist, about why business development is career development. Lana explains that the skills and activities required to grow a book of business—building visibility, cultivating credibility, and developing strategic relationships—are the same ones that create career options, whether an attorney wants to make equity partner, move firms, or transition in-house. She emphasizes that investing in business development not only generates autonomy and control over your practice but also increases leverage within your current organization, allowing you to shape your role into something more fulfilling.

Lana offers practical guidance on developing both internal and external strategic relationships, highlighting the value of connecting with colleagues, mentors, and professional staff inside the firm, as well as clients, referral sources, and industry contacts outside of it. She encourages attorneys to start now—regardless of career stage—to avoid missed opportunities, and to approach networking with authenticity, preparation, and mutual value. The episode closes with three action steps: reconnect with one contact this week, make your expertise visible, and say yes to an opportunity that aligns with your long-term goals, even if it feels uncomfortable.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/HqWzotNIuaE

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🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1

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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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With over 15 years of experience in business development, sales management, and professional coaching, Lana Manganiello is a recognized leader in elevating legal professionals and their practices. Her career spans leadership roles in business development and marketing, where she was directly responsible for driving growth, managing sales teams, and creating strategies that deliver measurable results.

Lana’s guidance is rooted in both personal experience and her extensive work with hundreds of professionals across diverse practices, goals, and personalities. She has partnered with AmLaw 200 firms, boutique practices, and individual lawyers at all career stages to align their values,

Career Highlights:

Deep Expertise: Lana has designed and delivered programs that have transformed attorneys into trusted advisors, helping them cultivate rewarding practices.

Leadership: As President of the LA County Bar Association’s Counsel for Justice, she has spearheaded initiatives to expand access to justice and enhance diversity in the legal profession.

Recognition: Named a “Global Leader in Legal Strategy and Consulting” by Lawdragon and a “Diversity, Equity, Inclusion & Accessibility Visionary” by Los Angeles Times Magazine.

Impact: Lana’s clients report significant professional growth, including partnership offers, increased visibility, and greater fulfillment in their careers.

Lana’s commitment extends beyond her professional work. She actively serves on boards that advance equity and access to justice, and she’s passionate about supporting attorneys in creating a positive impact on their firms and communities.

Links:

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

https://practicegrowthpartner.com/

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