The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Theresa Larson, former U.S. Marine, professional speaker, and founder of Movement Rx, about how health can be a powerful competitive advantage in business. Dr. Larson emphasizes that for high-performing professionals, especially rainmakers and leaders, physical and mental health directly impact productivity, resilience, and long-term success. Drawing from her experiences in the military, athletics, and business consulting, she explains that small, consistent health improvements can significantly boost performance and help professionals show up as the best version of themselves in their careers and personal lives.Key topics include the five essential pillars of health—sleep, nutrition, mindset training, movement (both planned and unplanned), and social support. Dr. Larson shares practical strategies for optimizing these areas, such as creating a sleep-friendly environment, prioritizing daily movement beyond workouts, and surrounding oneself with supportive, growth-oriented peers. She discusses how chronic stress and sedentary lifestyles contribute to burnout and health issues, and how proactive self-care can prevent these challenges. Additionally, Dr. Larson highlights the "domino effect" of health, where improvements in one area lead to positive changes across all aspects of life. This episode provides actionable advice for professionals looking to leverage their health as a key driver of business development and sustained performance.Visit: https://therainmakingpodcast.com/----------------------------------------Dr. Theresa Larson, or “Dr. T” as she is affectionately known, is a leading expert and advocate for well-being and strength across both personal and professional domains. She is the founder of Movement Rx*, where she and her team help individuals and organizations optimize physical and mental health. In her work, she draws from her own experience as a former Marine Corps officer who overcame severe trauma. She is passionate about helping veterans, business leaders and owners thrive in the face of challenges such as client attrition, employee retention, and scalability issues, which are often linked to compromised mental or physical well-being of leaders and employees.Dr. T and her team are dedicated to building a community of veterans, business leaders and owners who are resilient, healthy, and happy in all they do. Dr. T is on a mission to help over 100,000 veterans, business leaders and owners improve their longevity and retain their people by 2030 by disrupting outdated leadership culture AND truly prioritizing health and well-being within their organizations.*Movement Rx is a women-owned and service-disabled-owned small business (WOSB/SDVOSB).Movement Rx has been recognized with the Force for Good Award, a prestigious honor that reflects their unwavering commitment to promoting healthy leadership and organizational well-being.----------------------------------------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://movement-rx.com/theresa-larson/https://www.linkedin.com/in/drtheresalarson/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Glenn Poulos, veteran B2B sales professional and author of Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. Glenn shares practical sales advice drawn from decades of experience, emphasizing how professionals can get in front of clients, act appropriately during meetings, and remain top-of-mind. He explains that successful salespeople are those who not only secure the first meeting but also ensure they are a pleasure to do business with, thereby earning repeat opportunities. Glenn discusses how his book compiles essential sales rules designed to help professionals close high-ticket deals while fostering long-term client relationships.Key topics include the significance of the book’s title, Never Sit in the Lobby, which serves as a metaphor for staying alert and prepared during client interactions. Glenn also outlines techniques for building genuine rapport, avoiding “implied familiarity” that can damage relationships, and practicing empathy and active listening. He shares his "Punch, Perfect Pitch, and Close" strategy for structuring sales presentations that capture attention and lead to conversions. Additionally, Glenn stresses the importance of always arriving with something in hand and in mind to add value and make a memorable impression. This episode offers actionable insights for professionals looking to refine their sales approach, improve client engagement, and achieve sustainable business growth.Visit: https://therainmakingpodcast.com/----------------------------------------Glenn Poulos is the co-founder, vice president, and general manager of Gap Wireless Inc., a leading distributor for the mobile broadband wireless and test and measurement equipment markets. With over three decades of experience in sales, he has spent thousands of hours in the field or on the phone with customers and working with salespeople to help create several very successful companies.After entering the sales field in 1985 as a technical sales rep, Glenn founded his first company, mmWave Technologies Inc., in 1991 and simultaneously served as president of Anritsu Electronics Ltd. for nine years.Using his extensive knowledge and experience in the industry, he lectures groups on sales strategy, consumerism, and what motivates people at a raw emotional level.Glenn lives near Toronto in Ontario, Canada, where he enjoys hiking, skiing, and playing pickleball.----------------------------------------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:Learn more at glennpoulos.comhttps://glennpoulos.com/book/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Aaron Gutowski, Chief Sales Officer at Chief Outsiders, about achieving sales readiness and building scalable sales organizations. Aaron shares insights from his extensive experience working with operationally focused firms that struggle to grow beyond a certain point. He explains that “sales readiness” involves evaluating and optimizing four key areas—people, process, platform, and performance—to create a cohesive sales strategy. By aligning these areas, companies can transition from relying solely on the CEO as the rainmaker to developing a sustainable, scalable sales team.Key topics include identifying the right attributes in successful salespeople, creating repeatable sales processes, selecting the appropriate tech stack (such as CRMs and data tools), and tracking key performance metrics like outreach and conversion rates. Aaron also shares real-world case studies, including how he helped a legal recruiting firm double its revenue by building a sales team, implementing a CRM, and establishing structured processes. He emphasizes the importance of top-of-the-funnel activities, such as increasing qualified leads and using integrated platforms like HubSpot and LinkedIn Sales Navigator. This episode provides actionable strategies for professionals looking to scale their sales operations and achieve sustained business growth.Visit: https://therainmakingpodcast.com/----------------------------------------Aaron Gutowski is the Chief Sales Officer for Chief Outsiders, a consulting company that offers fractional part time chief sales officers and chief marketing officers. A senior technology, market research, and SaaS sales management leader, Aaron brings vertical market expertise in consumer, energy, financial, legal, medical devices, pharma, and technology. A senior executive with expertise in direct sales, marketing, and operations, he recruits and retains top sales professionals, changes sales culture, and achieves operational excellence via process-driven approaches. Focused on training top-performing teams, Aaron employs activity-based measurement to boost pipeline productivity. A strategic planning veteran, he also excels at account management, campaign management, and marketing strategy.----------------------------------------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:Here is the link to the Sales Readiness Assessment.https://surveys.chiefoutsiders.com/executive-sales-assessment?tm_campaign=Sales%20Assessment%20Campaign&utm_content=Sales%20Assessment&utm_medium=email&utm_source=email&utm_term=%7B%7B%20contact.hubspot_owner_id.email%20%7D%7DConnect with Aaron on LinkedIn here:https://www.linkedin.com/in/aarongutowski/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Cocca, president of Strategic Sales Solutions, about the importance of having a comprehensive sales playbook for driving consistency and scaling business development efforts. With over 20 years of sales leadership experience across multiple industries, Chris explains how a well-structured sales playbook helps professionals streamline their sales processes, improve efficiency, and ensure consistent messaging across teams. He emphasizes that a sales playbook is essential not only for large organizations but also for solopreneurs who need to maximize limited business development time.Key topics include the three core elements of a sales playbook: sales strategy (defining ideal clients and aligning goals), sales story or messaging (crafting compelling client narratives to replace outdated sales pitches), and sales process (qualifying leads, understanding buyer personas, and executing a repeatable sales framework). Chris shares actionable steps for building a sales playbook, including documenting target client profiles, aligning CRM systems with the sales process, and creating personalized sales strategies that fit the organization’s unique needs. He also highlights the importance of consistency in messaging and execution, and how organizations can use sales playbooks to train teams, improve performance, and drive revenue growth. This episode provides practical guidance for professionals looking to close more sales and build scalable, efficient business development systems.Visit: https://therainmakingpodcast.com/----------------------------------------Chris Coca is the President of Strategic Sales Solutions, LLC, located in Frederick, MD, and has over 20 years of sales leadership experience across multiple industries for Fortune 500 and Mid-Size companies. As a licensed Sales Xceleration Advisor, Chris seeks to completely understand each client's unique challenges in order to design and implement a sales playbook that builds a foundation for sustained profitable growth.----------------------------------------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://chriscoccasales.com/https://www.linkedin.com/in/chriscocca1/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Oscar Trimboli, author, keynote speaker, and host of the Deep Listening podcast, about the transformative power of listening in business development. Oscar shares insights from his extensive research on workplace listening, highlighting that most professionals only hear 14% of what clients actually mean due to differences in speaking and thinking speeds. He emphasizes that successful rainmakers listen beyond the words spoken, tuning into what clients don’t say—such as their unspoken concerns, motivations, and barriers. This deeper listening approach allows professionals to uncover critical insights that lead to stronger client relationships and more profitable business outcomes.Key topics include the science of listening, how speaking and thinking speeds affect communication, and practical strategies for listening beyond the words. Oscar introduces three powerful techniques—asking “What would make this a good conversation?”, using the prompts “Tell me more” and “And what else?”, and embracing silence to encourage clients to share deeper thoughts. He also discusses generational differences in listening habits, with older professionals more likely to interrupt and younger ones prone to digital distractions. Additionally, Oscar shares actionable tips such as scheduling meetings five minutes past the hour to give clients time to become fully present. This episode offers practical tools for professionals looking to elevate their business development skills by mastering the art of deep listening.Visit: https://therainmakingpodcast.com/----------------------------------------Oscar Trimboli is an author, host of the Apple award-winning podcast Deep Listening and a sought-after keynote speaker. Along with the Deep Listening Ambassador Community, he is on a quest to create 100 million deep listeners in the workplace. Through his work with chairs, boards of directors, and executive teams, Oscar has experienced first-hand the transformational impact leaders can have when they listen beyond words. He believes that when leadership teams focus their attention and listening, they will build organizations that create powerful legacies for the people they serve – today and, more importantly, for future generations.Oscar is a marketing and technology industry veteran working for Microsoft, PeopleSoft, Polycom, and Vodafone. He consults with organizations, including American Express, AstraZeneca, Cisco, Google, HSBC, IAG, Montblanc, PwC, Salesforce, Sanofi, SAP, and Siemens. He is the author of how to listen – discover the hidden key to better communication – the most comprehensive book about listening in the workplace, Deep Listening – Impact beyond words and Breakthroughs: How to Confront Assumptions Oscar loves his afternoon walks with his wife, Jennie, and their dog Kilimanjaro. On the weekends, you will find him playing Lego with his grandchildren.----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:https://www.oscartrimboli.com/listeningquiz/https://www.linkedin.com/in/oscartrimboli/?originalSubdomain=au Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Maureen Zappala, former NASA propulsion engineer and keynote speaker, about overcoming imposter syndrome in professional services. Maureen shares her personal journey of battling imposter syndrome during her 14-year career at NASA and how it impacted her confidence despite her achievements. Now a professional speaker and author, she helps high-achieving professionals overcome the self-doubt that holds them back from realizing their full potential. Maureen emphasizes that imposter syndrome is not a flaw but a mindset issue rooted in self-perception and fear of being exposed as inadequate.Key topics include understanding the sources of imposter syndrome—such as cultural background, corporate environments, and personal experiences—and how it affects performance by causing professionals to hold back, overcompensate, or avoid new opportunities. Maureen outlines actionable strategies for overcoming imposter syndrome, including recognizing that you're not alone, challenging distorted thinking, and building supportive relationships. She highlights the importance of embracing a learning curve, redefining success, and being willing to fail in order to grow. This episode provides practical tools for professionals looking to boost their confidence, take risks, and unlock new levels of business development success.Visit: https://therainmakingpodcast.com/----------------------------------------Maureen Zappala, a former NASA propulsion engineer (aka, “rocket scientist!”) and founder of HighAltitude Strategies, is an award winning speaker, author and presentation skills coach. She works withhigh-performers to overcome the secret self-doubt of Impostor Syndrome so they can match theirconfidence to competence and have more influence. She lived in Cleveland for over 36 years beforemoving to Las Vegas Nevada in August 2019. She can be reached at maureen@maureenz.com----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:https://www.linkedin.com/in/maureenzappala/https://maureenz.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brooke Lively, founder of Cathedral Capital and author of From Panic to Profit, about the six key financial numbers every firm should track to ensure profitability and long-term success. Brooke explains that while professionals are often passionate about their practice areas, they may lack the business acumen needed to manage firm operations effectively. Her framework focuses on fundamental financial indicators that serve as a scorecard for operational performance and strategic decision-making.Key topics include tracking cash flow forecasts weekly to ensure financial stability, monitoring budget versus actual reports monthly to evaluate operational performance, and assessing ideal ratios to ensure owners are compensated fairly. Brooke also highlights the importance of tracking work in progress (WIP) to maintain productivity, measuring the number of sales calls booked to predict future revenue, and monitoring net new cases to manage team capacity and forecast staffing needs. She shares real-world examples of firms that have dramatically improved profitability by implementing these metrics, along with actionable tips for making strategic adjustments. This episode provides essential guidance for professionals looking to build a profitable, data-driven business.Visit: https://therainmakingpodcast.com/----------------------------------------Brooke Lively is the CEO and Founder of Cathedral Capital. With expertise in growth management, creative problem solving, and profitability strategy, Brooke has been named ‘Top 25 Women to Watch,’ 2016 - 2020 Diversity Journal ‘Women Worth Watching’, and ‘Fort Worth’s 2016 CFO’s of the Year’. She is a highly regarded international speaker and the author of several books, including an international best-seller.----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:Amazon link to Brooke’s book:https://tinyurl.com/ms9te7dshttps://cathcap.com/meet-the-team/https://www.linkedin.com/in/brookelively/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Jean Oursler, also known as the “Results Queen,” about the Caveman Brain Business Growth System. Dr. Oursler, who holds a Ph.D. in business psychology, explains how our brain’s primitive wiring—the “caveman brain”—can sabotage business development efforts by triggering fear and self-limiting beliefs. She highlights how these mental roadblocks, rooted in culture, life experiences, parents, and childhood, often manifest as stories we tell ourselves, such as fears of being perceived as pushy or salesy. Dr. Oursler emphasizes that overcoming these stories requires creating new neural pathways by replacing negative thoughts with empowering beliefs, allowing professionals to unlock their full business development potential.Key topics include identifying and reframing limiting beliefs, using neuroscience-based strategies to form new habits, and leveraging the four-phase Caveman Brain system: alignment, accountability, expansion, and addressing “mind junk.” Dr. Oursler shares practical techniques like writing down self-limiting thoughts, challenging whether they are facts or opinions, and focusing on an ideal client profile (“Mimi”) to streamline business development efforts. She also discusses how professionals, particularly in the legal industry, can shift from a “selling” mindset to a “helping” mindset, making business development feel more authentic and approachable. This episode provides actionable insights for professionals looking to overcome internal barriers and achieve sustainable business growth.Visit: https://therainmakingpodcast.com/----------------------------------------Dr. Jean works with financial advisors, financial planners, lawyers, accountants, entrepreneurs, and business owners to increase their new business development by 25% with just five hours a week.Using her proven, proprietary system, that she developed by working with a Harvard Neuroscientist, The Caveman Brain Domination System is a "done for you" process that eliminates the obstacles and accelerates your success. Dr. Jean understands what it takes because she is an entrepreneur and a business owner herself. Jean's mission is to leave you better than she found you!SPEAKING:Dr. Jean is a speaker known for her high energy, playful but professional non-sales style. She teaches her audiences how to increase sales and keep the end game in mind. Getting REAL RESULTS!----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:https://www.linkedin.com/in/jeanoursler/https://cavemanbrain.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Bartsch, strategic storytelling expert and founder of Story Greenlight, about building trust through the power of story. Jeff, who spent 20 years shaping stories in Hollywood, explains how professionals can use storytelling as a strategic tool to earn trust and connect with prospective clients. He emphasizes that storytelling is not just about entertainment but about thoughtful communication designed for a specific audience and purpose. By understanding what clients desire, the obstacles they face, and the transformation they seek, professionals can craft stories that resonate and build meaningful relationships.Key topics include the concept of strategic storytelling, defining stories through desire, obstacles, and change, and tailoring narratives to meet the unique needs of prospects. Jeff shares practical techniques for developing a "story bank" of client success stories, origin stories, and value-driven narratives that demonstrate expertise and build credibility. He also highlights common pitfalls in storytelling, such as telling self-serving stories or failing to connect the narrative to the client’s challenges. This episode provides actionable insights for professionals looking to use storytelling as a powerful tool for trust-building and business development.----------------------------------------Jeff Bartsch is a man whose life has been a testament to the power of human connection in all its diverse forms. His journey of discovery and exploration has led him to understand that he has been studying, implementing, and teaching human connection throughout his entire life, even though it took him a long time to fully grasp this realization.Jeff's journey began at the tender age of 4 when he started playing the piano by ear. This musical pursuit eventually evolved into classical training, serving as an early avenue for him to connect with others through the universal language of music. In his junior high years, Jeff delved into the world of multi-track recording and MIDI sequencing, further honing his ability to communicate through sound.High school brought another dimension to Jeff's quest for connection as he ventured into the realm of video production. This new skill allowed him to express himself creatively and connect with audiences through visual storytelling. His passion for both music and communication led him to double major in Bible studies and music composition during college, a period where he continued to expand his horizons.To support himself, Jeff embarked on a unique dual career path. On weekdays, he toiled in a lumber yard, loading semi trucks with his own hands. On weekends, he assumed the role of a radio announcer, sharing his voice and connecting with listeners in real-time.Despite his initial aspirations to pursue film school, financial constraints steered Jeff in a different direction. He found himself in the heart of Hollywood, crafting his career as a television editor for some of the world's most prominent media outlets, including ABC, NBC, Universal, Disney, Apple, and many others. His insightful commentary on the entertainment industry earned recognition in numerous textbooks, the Associated Press, USA Today, and Time Magazine. In fact, he even authored a book titled "Edit Better: Hollywood-Tested Strategies for Powerful Video Editing."----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:storygreenlight.com/rainmakinghttps://www.youtube.com/watch?v=Nrft_CFbksohttps://www.linkedin.com/in/jeff-bartsch-0265934/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with C.J. Webster, tech sales expert and founder of C Webster Consulting, about the transformative role of artificial intelligence (AI) in sales and business development. C.J. shares insights on how AI is reshaping the sales landscape by helping professionals target the right prospects, refine value propositions, and mine data to uncover hidden opportunities. He emphasizes that AI enables more personalized and strategic approaches, allowing sales professionals and rainmakers to scale their efforts efficiently without sacrificing authenticity.Key topics include practical strategies for leveraging AI in sales, such as using prompts to create customized buyer personas, developing targeted outreach campaigns, and employing AI tools like OpenAI, BARD, and CLAWD for brainstorming and content generation. C.J. discusses adaptive selling, where AI assists in understanding clients' intrinsic motivations through personality assessments and behavioral data. He also highlights the importance of grounding AI to trusted data sources to avoid inaccuracies and shares real-world examples of how AI-powered strategies have helped him build meaningful professional relationships. This episode offers actionable advice for sales professionals and rainmakers looking to integrate AI into their business development processes.Visit: https://therainmakingpodcast.com/----------------------------------------CJ Webster is passionate about law, business, and sales, and he is recognized as a Legal Tech Leader.With a career built on his passion for law, business, and sales, CJ Webster has embraced the world of legal tech. From his early days as a court runner to leading multi-million dollar organizations, he has honed his expertise in driving success.As the Founder of C Webster Consulting, LLC, CJ Webster is dedicated to empowering legal tech companies with data-driven strategies for competitive advantage, scalable growth, and investor attraction.Having been a leader at a top Legal Tech company, CJ possesses extensive domain knowledge and a proven track record of generating multimillion-dollar sales gains. He brings expertise in market analysis, competitive intelligence, and strategic business development, excelling in maximizing growth and customer experience.----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:Go to https://www.youtube.com/@cj60secsuccesstips/shorts Learn more about your ad choices. Visit megaphone.fm/adchoices