The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Renee Branson, certified resilience coach and mental health expert, about the economic impact of mental health on rainmakers. Renee explains that mental well-being is directly linked to professional performance, client relationships, and business development success. She emphasizes that while discussions around mental health have become more normalized, many professionals still struggle with burnout, stress, and the high-pressure demands of their careers.Key topics include the role of resilience in preventing burnout, how law firms and professional organizations can support well-being, and the financial costs of attrition when mental health is ignored. Renee also discusses how leaders can create a culture of openness, implement policies that promote mental wellness, and provide tangible support for their teams. She shares actionable strategies for individuals and firms to improve resilience, foster engagement, and retain top talent. This episode offers valuable insights for professionals looking to prioritize mental health while driving long-term success.Visit: https://therainmakingpodcast.com/---------------------------------RB Consulting was created to bring the power of resilience into the workplace so that people could cultivate mental well-being and organizations could maintain high-performing teams.Combining over 20 years as a mental health professional, educator, and non-profit executive, my passion and purpose is helping individuals, teams, and organizations cultivate resilience. After years of working with survivors of trauma and the caregivers who help heal them, I have learned what allows people to not only survive but thrive through their greatest crisis. The answer is resilience. Resilience is the ability to not merely bounce back from crisis, challenge, or change; it is the ability to bounce forward with growth and adaptability.It is not only trauma survivors and their caregivers who experience the impact of toxic and chronic stress. It can impact anyone in any profession. In recent years, the legal profession has begun to seek changes that minimize the damage caused by toxic stress, burnout, addictions, and mental health concerns. The same is true for other high-risk professions such as the finance, healthcare and non-profit sectors. As a Certified Resilience Coach (CReC) with a master's degree in counseling psychology, I provide clients with immediately usable tools to increase resilience, well-being, and optimism in the workplace. I work with lawyers, legal marketers, business professionals, non-profit leaders, and others to help them understand and incorporate resilience in their own professional lives and in the teams they lead.I administer the resilience assessments, presentations, and workshops on The Resilience Library™ for professionals and business organizations. These include law firms, practice groups, non-profits, and business teams within an organization. This allows leaders to address organizational strengths and weaknesses and to implement growth plans through coaching, consultation, and app-based tools.Common Use Case Scenarios:-On-boarding new associates-Newly formed teams/divisions-Management training programs-Organizational restructuring, mergers, large-scale organizational change-Crisis recovery-Underperforming/dysfunctional teams----------------------------------------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://reneebranson.blog/https://www.linkedin.com/in/reneebransonmancc/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Don Kelly, sales expert and founder of The Sales Evangelist, about mastering discovery calls to improve client conversations and close more deals. Don shares his insights on why discovery calls should be treated as a mutual research process rather than just a sales qualification tool. He explains that prospects often don’t fully understand how to buy, and the best sales professionals act as trusted guides, helping them navigate the decision-making process with clarity and confidence.Key topics include the importance of structuring discovery calls with a clear roadmap, asking insightful questions to uncover client needs, and using visual tools to simplify complex sales processes. Don also discusses how to avoid common pitfalls such as overwhelming prospects with too much information, assuming they understand industry jargon, and failing to control the flow of the conversation. He shares actionable strategies for using storytelling, creating decision guides, and positioning yourself as a consultant rather than a salesperson. This episode provides a powerful framework for professionals looking to improve their sales approach and build stronger client relationships.Visit: https://therainmakingpodcast.com/-----------------------------Don Kelly struggled as a new B2B sales professional. Fortunately, he was able to receive the proper training and guidance which has led to his success as a software seller and the formation of The Sales Evangelist as one of the world's leading sales education organizations.Visit the sales tips section of his website:https://thesalesevangelist.com/sales-tips-2/https://www.linkedin.com/in/donaldckelly/----------------------------------------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

In this episode of The Rainmaking Podcast, host Scott Love speaks with Margaret Burke, founder of MB Law, about the importance of having a structured business development plan for long-term success. Margaret, who has decades of experience consulting with law firms, shares insights on how attorneys and professionals can create a simple yet effective plan to grow their business. She explains that many professionals neglect business development due to time constraints or perfectionism, but a well-executed plan can make client acquisition more consistent and strategic.Key topics include leveraging Google reviews, maintaining an active social media presence, and crafting a website that clearly communicates the value provided to clients. Margaret also discusses the importance of tracking and nurturing key relationships, staying in touch with referral sources, and setting aside time each week for business development activities. She shares practical strategies for making small, manageable improvements that lead to long-term growth. This episode offers a step-by-step approach for professionals looking to take control of their business development efforts and create sustainable success.Visit: https://therainmakingpodcast.com/----------------------------------------Margaret Burke, President and Founder of MB Law, has decades of experience consulting with lawyers, Partners, and small to midsize law firms. She specializes in managing operations, finance, HR, IT, and business development to improve law firm operations, streamline processes, and scale revenue. She has advised and led acquisitions, relocations, succession planning, restructuring, and start-ups. ----------------------------------------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.mblawconsulting.comhttps://www.linkedin.com/in/margaret-t-burke/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Val Madamba, regulatory lawyer turned presentation coach, about how professionals can craft engaging and effective business development presentations. Val shares insights from her experience as a former FDA, Big Law, and in-house lawyer, explaining how professionals can use presentations not just to inform, but to connect with and persuade their audience. She emphasizes that a well-structured presentation demonstrates expertise, builds credibility, and positions the speaker as the ideal partner for potential clients.Key topics include how to structure a presentation with a clear outcome in mind, the importance of storytelling in making legal and technical topics compelling, and strategies for tailoring content to different audiences, from general counsel to industry-specific conferences. Val also shares actionable steps such as developing a "story bank" to collect and refine relevant anecdotes, using audience research to shape messaging, and ensuring presentations offer practical takeaways. This episode provides valuable insights for professionals looking to elevate their presentation skills and turn speaking engagements into business development opportunities.Visit: https://therainmakingpodcast.com/----------------------------------Regulatory lawyer turned presentation coach“As a former FDA, Biglaw, and in-house lawyer, I know just how to translate legal and regulatory needs to the language of business - and just how to break through to your most demanding clients and stakeholders.With over 15+ years in practice, consulting, and training, I've heard - and delivered! - my share of boring, conventional presentations. We all know there's a better, more persuasive, and far more sustainable way to communicate.I've studied and refined the art of creating legal presentations that engage every audience and do justice to each speaker's unique expertise. And I can't wait to help you present your most powerful voice yet.” Links:https://www.valeriemadamba.com/https://www.linkedin.com/in/vmadamba/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Tina Solis, partner at Nixon Peabody, about the legal and ethical considerations attorneys must navigate when making a lateral move. Tina specializes in trade secrets, unfair competition, and professional responsibility issues, particularly when lawyers transition from one firm to another. She shares critical insights into the risks, contractual obligations, and best practices for making a smooth and compliant move.Key topics include understanding partnership and employment agreements, recognizing clawback provisions and financial implications, and navigating ethical rules regarding client communication. Tina also discusses the fiduciary responsibilities attorneys have to their current firms, common mistakes that can lead to legal disputes, and the proper procedures for notifying clients and colleagues. She highlights the importance of working with recruiters and ethics counsel to avoid missteps that could impact a lawyer’s career and reputation. This episode provides essential guidance for attorneys considering a move and looking to minimize risk while preserving professional relationships.Visit: https://therainmakingpodcast.com/-------------------------------------Tina Solis advises businesses on issues involving trade secrets, unfair competition, and complex commercial litigation in state and federal courts. She also counsels lawyers and law firms on professional responsibility issues. Tina regularly represents regulators in federal court litigation related to the failure of banks.----------------------------------------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/tina-solis-39538116/https://www.nixonpeabody.com/people/solis-tina-b Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Nick Hill, digital marketing expert and founder of MyConversation, about how professionals can turn cold emails into profitable business opportunities. Nick shares his insights on why cold outreach isn’t inherently annoying—it only feels that way when it’s done poorly. He explains that the key to successful cold emails is relevance, personalization, and strategic follow-ups that start conversations rather than push for immediate sales.Key topics include the importance of targeting the right audience, using high-quality data to ensure emails reach the correct recipients, and crafting messages with an "assumptive tone" to spark engagement. Nick also discusses the dangers of “proposing on the first date” in sales outreach and how professionals can instead build relationships through valuable content, insightful questions, and personalized messaging. He highlights the role of AI in optimizing outreach strategies and provides actionable steps for improving response rates and converting cold leads into warm prospects. This episode is packed with practical strategies for professionals looking to refine their email marketing and business development efforts.Visit: https://therainmakingpodcast.com/---------------------------------------Co-Founder of MyConversation.aiAt MyConversation we've used over 30 years of experience of B2B sales & marketing, solving problems through technology, and driving revenue for our own businesses, to combine our humanized & compliant technology with a team of experts who understand how to start conversations with your ideal clients & partners.There are three key steps to doing this:1 - Understanding your ideal client and how to get their attention (AVATAR)2 - Knowing where to find them and how to contact them (TARGETING)3 - Saying the right thing at the right time to start the conversation (MESSAGING)By analyzing extensive campaign/contact data across multiple industries for multiple clients, we're able to create optimized & humanized campaigns that provide the right information to help informed buyers say yes to your products/services (at a much lower investment than hiring an SDR).Email support@myconversation.ai if you'd like to learn more.Linkshttps://www.linkedin.com/in/nicholas-hill-b155494a/https://www.myconversation.ai/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Davina Frederick, business coach and founder of Wealthy Woman Lawyer, about how professionals can attract better clients by refining their marketing message and defining their ideal client profile. Davina shares insights on how law firm owners, particularly women, can scale their businesses by identifying the clients they truly want to work with—those who pay well, respect their time, and align with their values. She explains that professionals don’t have to tolerate difficult clients and can proactively shape their client base through intentional marketing and positioning.Key topics include how to determine what makes a client "better" based on financial viability, compatibility, and service alignment, shifting marketing messaging to attract ideal clients, and overcoming money mindset challenges that prevent professionals from charging what they’re worth. Davina also discusses leveraging automation, refining business processes, and building a brand that naturally draws in high-value clients. This episode provides actionable strategies for law firm owners and service professionals looking to work with clients who align with their business and personal goals.Visit: https://therainmakingpodcast.com/-------------------------------------------For almost a decade, Davina Frederick has helped hundreds of women law firm owners increase their revenue (and profits!) by 30, 40, 50, and even 250 percent. She believes there's a way to wealth that doesn't sacrifice wellness.She knows this because she has lived it.Davina founded and grew her own successful law firm business with $5,000 in startup capital, $80,000 in student loan debt, and no backup plan. But she was hungry to succeed and confident that it was the right move. She hired an assistant, upgraded her office, added hundreds of clients, and drove revenue higher and higher. She was living the dream. But there was one problem:She was miserable.Davina was not just a litigator. She was the senior partner, managing attorney, firm administrator, and unofficial therapist for her clients and her team. She was depleted. Her marriage and health were unraveling. She started to worry she was going to drop dead from cardiac arrest before she found a solution.Hitting rock bottom forced her to think about what she wanted. She realized that what she wanted was more than just money. It was space. Flexibility to work when, where, and how much she wanted. Freedom to take time off without her business falling apart.So she took a leap: she launched a virtual law firm business with the help of a mentor who introduced her to the life-changing power of coaching.Her coach taught her that she could design a law firm that didn't destroy her life and health. In fact, it could enhance it. This changed everything. Davina built a business that ran itself. She worked less. She earned more. She took time off, and the business churned on.And now she takes everything she's learned, and she teaches other women law firm owners to do the same.----------------------------------------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.wealthywomanlawyer.com/https://www.linkedin.com/in/davinafrederick/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bruce LaFetra, business development strategist and "The Client Whisperer," about why the traditional business development process is broken and how rainmakers can fix it. Bruce explains that professionals often focus too much on selling their expertise rather than understanding how their services improve a client’s business. He shares how shifting the focus from “what we do” to “how we help” can simplify business development, differentiate professionals from competitors, and attract more ideal clients.Key topics include the importance of thinking like your best clients, redefining referrals as a process rather than a one-time event, and creating alignment between business development messaging and client expectations. Bruce also discusses how law firms and professional service providers can improve their approach by engaging in deeper conversations with clients, identifying their real needs, and positioning themselves as trusted advisors rather than just service providers. This episode provides practical strategies for professionals looking to refine their rainmaking approach and build more meaningful, long-term client relationships.Visit: https://therainmakingpodcast.com/------------------------------------------Bruce La Fetra is a business development catalyst and speaker working with attorneys and law firms to fundamentally change how and who generates business. Focusing on its Best Clients sets in motion a virtuous cycle where revenue grows, profitability increases, and the business development cycle shortens as the firm attracts more of its Best Clients.Clients call Bruce The Client Whisperer because he interviews a firm's Best Clients to reverse-engineer that firm's secret sauce and gain highly credible and actionable insights.Bruce consults with small to mid-sized law firms, coaches individual attorneys, speaks to firms retreats, and Managing Partner peer groups.Bruce earned a degree in Economics, cum laude, from Claremont McKenna College and an MBA from the Tuck School at Dartmouth College. He is also a trained facilitator. Bruce isn't an attorney, but he is married to one.Bruce La FetraThe Client WhispererEastwood StrategyBruce@EastwoodStrategy.com(865) 230-9900 (call/text)https://LinkedIn.com/in/brucelafetrashort whitepaper outlining my approach with 3 quick wins ==> https://EastwoodStrategy.com/TRP----------------------------------------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

In this episode of The Rainmaking Podcast, host Scott Love speaks with Alay Yajnik, business development coach and founder of LinkedIn for Lawyers, about how professionals can leverage LinkedIn to grow their book of business. Alay explains that many attorneys and service professionals overlook LinkedIn as a business development tool, often seeing it only as a job search platform. He shares how professionals can use LinkedIn strategically to build relationships, generate referrals, and position themselves as thought leaders in their industry.Key topics include defining a clear LinkedIn strategy, optimizing your profile for business development, and focusing on referral sources rather than direct client outreach. Alay highlights the importance of building an audience, engaging with targeted content, and maintaining consistent activity to stay top of mind with potential clients and referral partners. He also shares actionable steps such as segmenting connections, leveraging influencer relationships, and creating engaging content that attracts the right audience. This episode offers a structured approach for professionals looking to use LinkedIn effectively to drive business growth.Visit: https://therainmakingpodcast.com/---------------------------------------My firm enables law firms and attorneys to grow their income, take more time off, and reduce their stress. We equip our clients with the clarity, capabilities, and confidence to build their Perfect Practice: the income they want, the time off that they need, while dramatically reducing the stress that is wrecking their quality of life. My book, "Staffing Up: The Attorney's Guide to Attracting Top Talent", is available on Amazon. My Biz Dev podcast, Lawyer Business Advantage, is available wherever you listen.What Makes Me Different:My "secret"? I'm not a lawyer. I'm a Silicon Valley M.B.A. who has led a $100+ million service business and built a $5+ million service business from the ground up. I put this experience to use with our law firm clients. When working with us, clients can expect an experience similar to what one would expect from a great athletic coach:✔ Insight & Inspiration✔ Knowledge & Tools✔ Accountability & Motivation✔ The occasional "push"✔ Rapid ResultsSpecialties Include:Law Firm Growth Strategy, Business Development Consultant, Law Firm Consultant, Practice Management Consultant, Lawyer Coach, Law Firm Marketing Consultant , Law Firm Growth ExpertCheck out our website for free resources and more info to boost your practice: lawfirmsuccessgroup.comLinkedinforlawyers.netlawfirmsuccessgroup.comhttps://www.linkedin.com/in/alayyajnik/----------------------------------------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

In this episode of The Rainmaking Podcast, host Scott Love speaks with Deborah Farone, legal marketing expert and author of Best Practices in Law Firm Business Development and Marketing, about how law firms can refine their marketing and business development strategies to stay competitive. Deborah shares insights from her extensive experience as a former CMO and consultant, highlighting the common pitfalls firms face when trying to generate new business and the importance of having a strategic, long-term approach.Key topics include why not all partners are naturally skilled at business development and how firms can provide the right training and support, the importance of role models in shaping a firm’s rainmaking culture, and how firms often jump into marketing tactics without a clear plan. Deborah also discusses the power of strategic networking, the role of business development training in law firm retreats, and how professionals can build and sustain valuable client relationships. This episode provides actionable strategies for law firm leaders and professionals looking to elevate their marketing efforts and generate meaningful client growth.Visit: https://therainmakingpodcast.com/------------------------------------Deborah Farone has had the unique opportunity to play a role in developing the best practices in law firm marketing by working with the most respected and demanding professionals in the world.Her advisory practice focuses on helping professional service firms and individual lawyers in the US and abroad with their marketing strategy and department creation. She is known for business development training and development and strategic planning, as well as speaking at law firm partner retreats and workshops on related topics. Deborah is the author of the best-selling legal marketing book, “Best Practices: Marketing and Business Development for Law Firms” (PLI 2019), a work based on more than 60 interviews with successful law firm leaders and marketers, general counsel, and innovators in the profession.Over the past two decades, Ms. Farone has carved out a niche by distinguishing herself as the chief marketing officer of two of the United States’ most prestigious law firms, Cravath Swaine & Moore LLP and Debevoise & Plimpton LLP. Prior to diving into the legal marketing profession, she honed her business development and communications skills by working at the global management consulting firm Towers Perrin, now Willis Towers Watson, In her early days, she worked both in the new business department and as an account executive at Ketchum Communications, where she represented a large publicly-owned, technology-based toy company based in South San Francisco.Ms. Farone has been involved in the academic arena. She recently spoke at University of Pennsylvania’s Carey Law School, Cornell Law School, and Fordham Law School, and she has served as an adjunct Assistant Professor on the faculty of New York University. While at NYU, she developed and taught several courses, including “Effective Marketing and Public Relations for Professional Service Companies” and “Marketing and Public Relations for Law Firms,” the first course of its kind offered by a major university to ensure that law firms were creating operational business development departments.----------------------------------------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/deborahfarone/Order Deborah’s book Best Practices in Law Firm Business Development and Marketing here:https://deborahfarone.com/best-practices/ For other resources and articles from Deborah, click here: https://linktr.ee/DeborahFarone Learn more about your ad choices. Visit megaphone.fm/adchoices