The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Schembra, Wall Street Journal bestselling author of Gratitude Through Hard Times and Gratitude in Pasta, about how human connection is the future of rainmaking. Chris, known as the “gratitude guru” by USA Today, shares his expertise on fostering meaningful relationships by connecting deeply with ourselves, our teams, and our clients. He explains that only 22% of global B2B relationships report being engaged, and only 13% are fully engaged, highlighting the significant opportunity for professionals to use human connection to drive revenue and retention.Key topics include the importance of presence and authenticity in building trust, the impact of employee engagement on customer engagement, and strategies for fostering deeper connections through inquisitive empathy. Chris introduces his “Empathy Express” framework, which leverages three core techniques: mirroring, labeling emotions, and asking insightful "what" or "how" questions to create psychological safety and trust. He also discusses how gratitude plays a crucial role in relationship-building, encouraging professionals to personalize appreciation based on clients' preferred "language of gratitude." This episode provides actionable insights for rainmakers looking to build stronger, more authentic relationships that translate into long-term business success.Visit: https://therainmakingpodcast.com/----------------------------------------Chris Schembra is a values driven, heart led author and keynote speaker on a mission to cure the epidemic of loneliness and the crisis of disconnection in the modern workplace. Drawing on hard-hitting statistics, he shines a light on the wide-ranging impact this problem has on employee wellbeing, engagement, and the overall success of organizations.Through his experience helping spark over 500,000 co-worker relationships in the workplace, Schembra has come to understand that the macro level widespread disconnection is a symptom of a lack of deep human connection. It's this very void that amplifies burnout, exacerbates mental health challenges, and cripples employee engagement in today's organizations.Through his 8 years of work building team building and client engagement programs, he’s observed that leaders and their teams may interact on a superficial level but are not genuinely connected to themselves, their co-workers, their customers, or their larger communities. Schembra teaches how to make a shift towards authenticity and deeper human relationships as a means to combat this issue and achieve outsized business results.To tackle disconnection, Schembra presents a 3-step method for connection. This approach involves bringing employees into the present moment to acknowledge their humanity, diving into the past, while teaching them to express and receive authentic gratitude. He then guides them to approach the future with curiosity, questions, empathy, and inquisitiveness. This proven method, outlined in his Gratitude Experiences, transforms the method that employees interact and perceive their work.By solving the disconnection issue, Schembra shows that the benefits are profound. It's not just about personal growth; it also results in a heightened level of engagement and productivity in the workplace. He provides compelling research and statistics, such as the significant return on investment (ROI) in emotional well-being and the role of gratitude in boosting commitment and effort among employees.----------------------------------------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:www.chrisschembra.comhttps://docs.google.com/document/d/1h-G0Jwd0zM77155Enm5lOwTptu4bHWjJQOtMLIXWlt4/edit?usp=sharing Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Howard Dover, author of The Sales Innovation Paradox, about why technological advancements in sales have paradoxically led to decreased performance. Dr. Dover explores how the explosion of sales technologies, designed to improve efficiency, has instead resulted in overcrowded outreach strategies, diminishing returns, and frustrated buyers. He explains that while technology has enabled sales professionals to scale outreach dramatically, it has also triggered defensive behaviors among buyers, making traditional best practices less effective.Key topics include the "Sales Innovation Paradox," where scaling sales activities leads to declining results, and the "SIP cycle" (Sales Innovation, then behavioral shift) that explains how buyers adapt to overused sales tactics. Dr. Dover shares real-world examples, including Microsoft’s successful strategy of human-assisted digital funnels that led to an 8x increase in pipeline and 10x in revenue. He also discusses how smaller companies can achieve similar results by focusing on relevancy, personalization, and understanding buyer preferences. This episode offers practical strategies for professionals looking to break through the noise and achieve sustainable business development success.Visit: https://therainmakingpodcast.com/----------------------------------------Howard Dover University of Texas at Dallas Director of the Center for Professional Sales, Clinical Professor of Marketing and Sales Coach In the past few years, Howard Dover has helped to create one of the fastest-growing University sales programs in the country. As the Director of the Center, he consults with the Center’s partners on how to bestidentify, develop, and coach the rising generation now entering the business world. He also works with partner organizations to discover and deploy best practices in the ever-evolving business environment. The Alumni from his program perform better, have lower attrition, and ramp up faster than their peers as they work with Fortune 500 and start-up tech companies.His areas of expertise include digital disruption at the intersection of sales and marketing as well as sales automation/augmentation, sales enablement, sales recruiting, sales performance, CRM and CLV modeling, and sales coaching. He has been an invited speaker at numerous Sales, Sales Educator, and Marketing Conferences. His work has been published in such journals as the Journal of Interactive Marketing, Journal of Selling, Journal of Applied Business Research, American Journal of Business Education, and Marketing Education Review.----------------------------------------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:#utdsaleshttps://jindal.utdallas.edu/faculty/howard-dover/The Sales Paradoxhttps://www.amazon.com/Sales-Innovation-Paradox-Harnessing-Performance/dp/1632996243/ref=sr_1_1?keywords=sales+innovation+paradox&qid=1693404833&sr=8-1https://twitter.com/DrHDover Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brian Will, sales expert and author of No: The Psychology of Sales and Negotiation, about how professionals can master the art of sales by understanding human psychology. Brian shares insights from his decades of experience training sales teams, emphasizing that success in sales is not just about presenting a product or service but about anticipating and overcoming objections before they arise. He explains how professionals can build a structured sales process that helps clients make confident decisions without feeling pressured.Key topics include identifying the top four objections in any sales process and addressing them proactively, using the “Three Whys and a When” framework to qualify prospects effectively, and employing active listening and connective responses to build trust with potential clients. Brian also discusses how to break down the initial wall of mistrust that most prospects have, the role of scripting in sales success, and strategies for negotiating with confidence. This episode provides actionable techniques for professionals looking to refine their sales approach and close more deals with greater ease.Visit: https://therainmakingpodcast.com/----------------------------------------Brian Will is the industry expert in sales and management consulting, and a bestselling author of the Wall Street Journal and USA Today hit book, "The Dropout: Multi-Millionaire" and his newest book “NO... The Psychology of Sales and Negotiations: 40 Lessons in Negotiations from a Street-Smart Negotiator." With over 35 years of experience as a serial entrepreneur, Brian has a proven track record of success, having created seven highly successful companies across four different industries, with a combined worth of over half a billion dollars at their peak.Today, Brian is a visionary business leader, owning a growing chain of restaurants in the Atlanta area, an insurance and technology company in Denver, and a residential and commercial real estate business in Georgia and Florida. His expertise in turnaround projects and ability to drive billions of dollars in sales have made him a highly sought-after consultant and speaker in the business world.Order Brian’s book here:https://www.amazon.com/Psychology-Sales-Negotiations-negotiation-street-smart-ebook/dp/B0C52ZJB3N----------------------------------------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:Instagram: https://www.instagram.com/thedropoutmm/?igshid=YmMyMTA2M2Y%3D  Facebook: https://www.facebook.com/TheDropoutMM  Linkedin: https://www.linkedin.com/in/brian-will-07823b6/  Youtube: https://www.youtube.com/channel/UCxoxEUCYLFWi90uRiEuW09A  Website: https://brianwillmedia.com/  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Darren Wurz, financial planner and author of The Lawyer Millionaire, about how rainmakers can improve cash flow management to build long-term financial stability. Darren explains that many high-income professionals struggle with inconsistent cash flow, lifestyle creep, and a lack of clear financial planning. He shares strategies for structuring finances in a way that ensures sustainability, security, and future wealth accumulation.Key topics include managing cash flow fluctuations, creating a cash flow plan instead of a restrictive budget, and optimizing savings strategies to balance short-term enjoyment with long-term financial goals. Darren also discusses the importance of using tools like Mint.com to track spending, separating personal and business finances, and working with financial professionals to ensure accountability. He provides actionable steps for professionals looking to gain better control of their financial future while maintaining their current lifestyle. This episode is packed with practical advice for rainmakers who want to make smarter financial decisions.Visit: https://therainmakingpodcast.com/----------------------------------------You’ve built a successful and thriving law practice. You have so much potential and so many ideas. But instead of feeling like you’ve arrived, do you feel stuck or behind in getting to your goals? Do you feel stressed, super busy and worried about the future?You’re not alone. Many law firm owners I’ve worked with started out feeling the same way. They didn’t have a clear plan for their money and so they were spending too much, keeping too little, and feeling a bit lost and disorganized.I specialize in helping successful, entrepreneurial law firm owners master their money so they can maximize their true financial potential. You make a lot of money—there’s no reason why we can’t make your dreams a reality. I’ll help you get crystal clear about the future you want for you and your family, create some big, long-term strategic goals, and formulate and implement a detailed plan to achieve those goals.It’s about so much more than retirement. It’s about creating the life you want. And for law firm owners that also means creating a strategy for your law firm’s operation and future that supports your personal goals. This includes law firm profitability, business strategy, succession planning, selling your practice, and more.Let’s make your dreams a reality.To learn more, please visit TheLawyerMillionaire.com.👉🏻P.S. Check out my free CLE: Retirement Planning Strategies for Law Firm Owners at www.retirementforlawyers.com (1.0 CLE in OH, KY, and IN)"Plan with care. Live with courage." ®Office: (859) 291-9879**Investment advisory services offered through Schmerge Executive Planning Services, Inc., a registered investment adviser. Wurz Financial Services and Schmerge Executive Planning Services, Inc. are separate entities.**----------------------------------------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:Podcast: The Lawyer Millionairehttps://podcasts.apple.com/us/podcast/the-lawyer-millionaire/id1617888607https://www.linkedin.com/in/darren-p-wurz/https://wurzfinancialservices.com/the-lawyer-millionaire-the-book/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dom Bertoncini, professional hypnotist and mindset coach, about overcoming limiting beliefs to unlock financial and professional success. Dom shares his journey from selling insurance to becoming a sought-after hypnotist working with elite athletes, demonstrating how shifting mental barriers can lead to significant breakthroughs. He explains that high-performing professionals often struggle with self-imposed limitations, and by addressing these subconscious beliefs, they can elevate their performance and results.Key topics include understanding the role of the subconscious mind in business success, using hypnosis and visualization techniques to rewire limiting beliefs, and adopting a mindset of radical responsibility. Dom discusses how professionals can take full ownership of their outcomes, reframe challenges as opportunities, and develop resilience by shifting their internal dialogue. He also shares practical exercises, such as sleep hypnosis and affirmation techniques, to reinforce positive mental conditioning. This episode provides actionable insights for professionals looking to break through mental roadblocks and achieve their full potential.Visit: https://therainmakingpodcast.com/----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:https://domthehypnotist.com/hypnosis/bookacallhttps://www.youtube.com/@dom.the.hypnotisthttps://apps.apple.com/us/app/dom-the-hypnotist/id6448846850https://www.linkedin.com/in/dom-the-hypnotist-a7a59344/https://www.facebook.com/profile.php?id=100028019996575https://www.tiktok.com/@dom.the.hypnotist?lang=enhttps://www.instagram.com/dom.the.hypnotist/?hl=en Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Kim Rennick, Director of Client Relations at Covington & Burling, about the importance of playing the long game in business development. Kim shares insights from her extensive experience in sales, marketing, and business development at top global law firms and explains why relationships are at the heart of every successful business interaction. She emphasizes that trust and authenticity take time to develop, and professionals who focus on immediate results often miss out on long-term opportunities.Key topics include the importance of curiosity and generosity in client relationships, avoiding transactional business development approaches, and understanding when a prospect is truly ready to buy. Kim shares real-world examples of business development failures caused by a lack of authenticity and provides actionable strategies for building relationships based on trust rather than pressure. She also discusses how COVID-19 has reshaped networking and the need to balance virtual and in-person interactions effectively. This episode offers valuable guidance for professionals looking to cultivate meaningful connections and create sustainable business growth.Visit: https://therainmakingpodcast.com/----------------------------------------Kimberly Rennick is a dynamic professional within the legal industry, boasting a comprehensive background that spans various sectors of the field. With experience encompassing diverse roles, Kimberly has showcased her expertise across different dimensions of legal practice.Having held a prominent position in a major corporation, Kimberly excelled as an in-house representative responsible for overseeing external legal counsel. Furthermore, her journey extended to the realm of litigation, where she honed her skills as an accomplished litigator within a renowned law firm. This diverse legal exposure granted Kimberly valuable insights into the intricacies of both internal and external legal functions.Kimberly's aptitude also extends to the commercial side of the legal sphere. Her tenure as a sales executive and consultant for a distinguished provider of intelligent legal information enabled her to forge strategic partnerships with leading firms within the AmLaw 100. Her contributions played a pivotal role in enhancing the industry's landscape by facilitating access to cutting-edge legal resources.Currently, as the Director of Client Relations for one of the world's premier law firms, Kimberly remains instrumental in driving the firm's success amidst a competitive environment. Her adeptness in devising and executing growth-oriented strategies has been integral to achieving client retention and expansion objectives.Notably, Kimberly Rennick stands as a trailblazer in the application of Predictive Analytics, often referred to as "Moneyball," within the legal domain. Her innovative utilization of data-driven insights has revolutionized client engagement and retention practices. By leveraging predictive analytics, Kimberly has pioneered an approach that not only anticipates client needs but also propels forward the realm of client-focused legal services.----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:linkedin.com/in/kimberly-rennick-a39a8b1a Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Sean Doyle, B2B sales and marketing strategist and author of Shift: 19 Practical Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task, about strengthening new client relationships. Sean shares insights on how professionals can improve client retention by understanding behavioral decision-making patterns and addressing common pitfalls in business development. He explains that professionals often invest significant time in acquiring new clients but fail to nurture the relationship after closing the deal, leading to client churn.Key topics include recognizing key moments of buyer hesitation, overcoming buyer’s remorse, and leveraging behavioral science to reinforce the value of a client’s decision to work with you. Sean introduces the concept of "centricity," a framework that helps professionals align their sales, marketing, and customer success efforts to improve client engagement and long-term retention. He also discusses the importance of follow-up strategies, tracking why clients choose to work with you, and using data-driven insights to enhance business development. This episode provides actionable strategies for professionals looking to build stronger, long-lasting client relationships.Visit: https://therainmakingpodcast.com/----------------------------------------Sean has spent the last 30+ years running a B2B sales and marketing consultancy helping executives of businesses grow and overcome sales and marketing barriers based on groundbreaking research in behavioral change. He's an author, speaker, and advisor for emerging middle-market businesses. Sean's expertise has helped executives of $5MM to $150MM companies scale their businesses and better leverage marketing through a comprehensive understanding of how buyers progress from unaware to advocacy.----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:https://www.fitzmartin.com/https://seanmdoyle.com/Buy Sean’s book here:https://www.amazon.com/Shift-Practical-Business-Driven-Executive-Marketing/dp/1605440574 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, business development coach and former attorney, about how leaders of business development teams can maximize performance. Anna introduces the Six Working Geniuses, a tool developed by Patrick Lencioni, which helps professionals identify their strengths and align their work with what gives them energy. She explains how understanding these six "geniuses" can improve collaboration, streamline business development efforts, and help teams work more efficiently.Key topics include defining the six working geniuses—Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity—and how recognizing these strengths can improve team dynamics. Anna discusses how business development leaders can use this framework to assign tasks based on natural strengths, leading to greater productivity and job satisfaction. She also shares insights on how law firms and professional service firms can leverage this tool to drive growth, foster engagement, and ensure projects move forward smoothly. This episode provides actionable strategies for professionals looking to enhance their leadership skills and optimize their team’s performance.Visit: https://therainmakingpodcast.com/----------------------------------------Anna Rappaport, JD, PCC, is a former lawyer with 23 years of experience coaching attorneys and 11 years of experience mentoring and training other coaches. As an executive coach, Anna serves as a sounding board, focusing partner, and strategic resource. She assists clients to create strategic, business, and career plans suited to their strengths and preferences; finding the time and energy to implement these plans; and enhancing business communications. Anna has spoken at numerous conferences and provided workshops to law firms both in the U.S. and abroad. She is a contributor to The National Law Review and Law Practice Today.----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:https://www.excellerationcoaching.com/anna-rappaport-lawyer-coach Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stewart Hirsch, business development coach and former attorney, about the importance of creating an effective business plan for professionals. Stewart explains that a well-structured business plan is more than just setting goals—it’s a roadmap that outlines specific actions, fosters accountability, and ensures steady progress toward professional growth. He emphasizes that business development should be intentional, aligning personal and professional goals for sustainable success.Key topics include the three essential components of a business plan—firm-related objectives, personal development, and business development strategies. Stewart discusses how professionals can break down their goals into actionable steps, the importance of tracking progress regularly, and how to create a plan that is both structured and flexible. He also shares insights on avoiding common pitfalls, such as setting unrealistic goals or overcomplicating the process, and highlights the value of trust-based relationship building in business development. This episode provides a practical framework for professionals looking to take control of their career trajectory and create a plan that delivers measurable results.Visit: https://therainmakingpodcast.com/----------------------------------------Stewart Hirsch has over twenty years of experience in coaching and professional development. In addition to coaching since 1994, Stewart practiced law for twenty-one years – until 2001, in law firms and in-house, including TJX, Staples, Welch’s and others. As an attorney, he regularly worked with and advised senior executives and took a lead role with teams on several business initiatives.As an executive and leadership coach, Stewart works with C-Suite and other executives as a sounding board, and strategic and tactical thought partner, in addition to assisting with communications and relationship building. Stewart has coached hundreds of lawyers and other professionals to increase business. He has spoken at numerous domestic and international conferences, and designed and delivered single and multi-session highly interactive workshops to professional services firms throughout the US. ----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/Links:https://strategicrelationships.com/https://www.linkedin.com/in/stewarthirsch/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this special episode of The Rainmaking Podcast, host Scott Love takes the mic solo to share practical strategies for assessing progress and setting goals for the second half of the year. Scott draws on lessons from his time at the U.S. Naval Academy, using navigation techniques as a metaphor for goal setting. He explains how professionals can course-correct mid-year by evaluating their current trajectory and making adjustments to ensure they reach their desired outcomes.Key topics include setting measurable annual goals across six key areas—business, personal finances, family, physical health, recreation, and mental well-being—along with strategies for tracking progress and staying accountable. Scott emphasizes the power of documenting key performance indicators, recognizing daily achievements, and learning from past mistakes to improve future performance. He also shares insights on personal development, the importance of intentional networking, and how professionals can build habits that lead to long-term success. This episode provides a step-by-step framework for professionals looking to refocus and finish the year strong.Visit: https://therainmakingpodcast.com/--------------------------------Scott Love is the founder of The Attorney Search Group, a leading legal recruiting firm which focuses on placing partners in global law firms, and the producer of The Rainmaking Podcast. In addition to recruiting in the legal industry, he speaks at business conferences on the topics of sales and recruiting and also advises recruiting firms as a credentialed expert in his industry. He is the author of Why They Follow, Co-Author of Rainmaker Confidential, and has been quoted in Forbes, the Wall Street Journal, Bloomberg, The American Lawyer, and dozens of business publications across the globe. He is a graduate of the United States Naval Academy in Annapolis, Maryland, and served as a surface warfare officer in the United States Navy.www.attorneysearchgroup.comBullet Points from the show:Goal Categories:1.    Business2.    Personal Finances3.    Family4.    Physical Fitness5.    Recreational6.    Mental HealthRecruiters, get over 20 hours of free recruiter training and access to our free Recruiting Workshops by joining www.theplacementclub.com. Free to join.----------------------------------------This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ Learn more about your ad choices. Visit megaphone.fm/adchoices