The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Frank Kitchen, professional speaker and workplace culture expert, about how organizations can create a work environment that stimulates productivity and profits. Frank, known as the “Mindset Master Chef,” shares his insights on crafting a workplace culture where employees feel valued, engaged, and motivated to contribute at their highest levels. He emphasizes that culture is not just about leadership decisions but about fostering an environment where everyone can grow both personally and professionally.Key topics include defining workplace culture as an environment that stimulates growth, fostering collaboration between leadership and employees, and modeling behaviors that encourage contribution and engagement. Frank shares practical strategies for leaders to build trust, integrate new employees effectively, and retain top talent by focusing on development and mentorship. He also introduces the concept of “living fresh,” where organizations commit to helping employees achieve their personal and professional goals, creating a workplace people hunger to be a part of. This episode provides actionable insights for leaders looking to build a culture that drives both success and satisfaction.Visit: https://therainmakingpodcast.com/--------------------------------------------------Frank Kitchen, CSP is “The Mindset Master Chef. He works with Organizations around the world Organizations who want to Create a Workplace Culture their People Hunger For! Based in Phoenix, Arizona. Frank speaks on crafting the mindset needed to stimulate a workplace culture that positively impacts career advancement, productivity, and profits. He is a highly requested Keynote Speaker who recently was recognized as one of the top Professional Speakers in the world by earning his Certified Speaking Professional (CSP) designation from the National Speakers Association. Frank's "Kitchen Inspired" programs have been shared with professional associations, corporations, schools, colleges, universities, nonprofits, and civic groups around the world. When he isn’t speaking, Frank practices what he teaches. He currently serves as a volunteer and Board Chair for the Non-Profit organization Hustle PHX. Their team of staff and volunteers provide aspiring entrepreneurs in underserved urban communities with the resources needed to start and operate thriving businesses. To invite Frank to work with your team, please visit www.frankkitchen.com and learn more about his Keynote Speeches, Coaching Programs, and Books.----------------------------------------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/Linkshttps://www.linkedin.com/in/frankkitchen/www.frankkitchen.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Ries, Director of Business Development at Offit Kurman, about proven strategies for attracting new clients. Jim shares his approach to business development, emphasizing the importance of proactive networking, consistent touchpoints, and positioning oneself as a valuable resource. He explains that building meaningful relationships—not just selling—is the key to long-term client acquisition.Key topics include leveraging in-person networking events by partnering with complementary professional service providers, creating structured virtual networking opportunities, and maintaining an active LinkedIn presence with relevant content. Jim also discusses the importance of consistently staying in front of prospects through newsletters, industry events, and personalized outreach. He highlights how business owners are often underserved by their current service providers, creating a prime opportunity for professionals to step in and build trust. This episode provides actionable insights for professionals looking to expand their client base through relationship-driven business development.Visit: https://therainmakingpodcast.com/-----------------------------------As Director of Business Development, Jim Ries drives revenue growth for Offit Kurman by helping business leaders and families of wealth address some of their most difficult challenges. Jim has access to a deep network of over 270 attorneys, and he is able to connect his clients to the right attorney who can resolve their legal disputes and protect their assets. Jim is a master networker, and his high-level connections call him for solutions when they don’t know who to call. Let Jim be your Legal Concierge. https://www.linkedin.com/in/jries/Subscribe to Jim’s newsletter:https://offitkurman.com/java-with-jim/----------------------------------------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 Phil Jones, internationally acclaimed author and sales expert, about the power of using the right words to influence and persuade in business conversations. Phil, author of Exactly What to Say, shares how professionals can craft effective messaging that drives results by being intentional with their language. He explains that the difference between good and great salespeople often comes down to word choices and the ability to anticipate objections before they arise.Key topics include the importance of pre-planning conversations rather than improvising, recognizing and addressing known objections early, and focusing on three critical conversations: one personal, one leadership-related, and one revenue-generating. Phil introduces techniques to help professionals refine their communication, structure conversations to avoid resistance, and build trust through strategic questioning. He also discusses how organizations can integrate these skills into their culture to improve business development and client engagement. This episode offers valuable insights for anyone looking to improve their influence and close more deals with precision and confidence.Visit: https://therainmakingpodcast.com/----------------------------------------You can read about Phil here:https://www.philmjones.com/https://www.linkedin.com/in/philmjones/Phil’s books: https://www.amazon.com/Exactly-What-Say-Influence-Impact/dp/1989025005/ref=sr_1_1?ie=UTF8&qid=1539165871&sr=8-1&keywords=phil+m+jones----------------------------------------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 Silvia Coulter, co-founding principal of LawVision, about strategic account management and how law firms and professional service providers can strengthen client relationships to drive long-term revenue growth. Silvia explains that firms often overlook the importance of proactively managing key client accounts, instead relying on passive relationship-building. She shares proven strategies for implementing a structured approach to client retention and expansion.Key topics include understanding a client’s business goals, aligning services with their strategic needs, and expanding relationships within an organization by identifying key decision-makers. Silvia also discusses the biggest challenges firms face when implementing strategic account management, such as internal resistance, lack of planning, and misalignment between client expectations and firm capabilities. She provides actionable steps for firms to build successful account management strategies, ensuring that clients remain engaged and satisfied. Whether you're in law, accounting, or consulting, this episode offers valuable insights into improving client loyalty and generating sustainable business growth.Visit: https://therainmakingpodcast.com/---------------------------------Silvia Coulter is a Co-founding Principal of LawVision. Silvia is widely regarded as one of the legal industry’s most experienced sales, key client planning, and leadership experts. Her experience includes working as a former strategic account executive and sales leader at a Fortune 50 company, a chief marketing and business development officer at two global law firms, and a consultant and facilitator to firms across the globe.Law firm leaders rely on Silvia’s experience and assistance with leadership development, strategic account analysis and planning, and business development strategy. She is a co-founder of the Legal Sales and Service Organization (Legalsales.org), a Past Elected President of the Legal Marketing Association, and an elected Fellow of the College of Law Practice Management. Silvia is the co-founder of BizDevGals, a certified businesswoman enterprise, to help women in professional services to achieve their revenue goals. She is a frequent speaker and facilitator at law firm retreats and legal industry meetings. ----------------------------------------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://lawvision.com/consultants/silvia-l-coulter/https://www.linkedin.com/in/silviacoulter/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Thomas, networking expert and author of Who Do You Need to Meet?, about how professionals can strategically build relationships that drive business growth. Rob shares his proven system for identifying and connecting with the right people, emphasizing that networking should be intentional, not accidental. He explains how professionals can refine their approach to make valuable connections that lead to long-term opportunities.Key topics include the importance of defining your ideal contacts, leveraging existing relationships to gain introductions, and maximizing in-person and virtual networking opportunities. Rob discusses how to approach networking events with a strategy, the role of LinkedIn in making meaningful connections, and why following up effectively is crucial for long-term success. He also shares insights on refining your network by eliminating non-productive connections and focusing on high-value relationships. This episode provides actionable strategies for professionals looking to expand their influence and build a network that generates business opportunities.Visit: https://therainmakingpodcast.com/--------------------------------Rob Thomas is the Founder and President of RobThomasGLOBAL, and the creator of the Rob Thomas Method (RTM). He is an entrepreneur and the author of his book entitled, “Who Do You NEED to Meet? As an Executive Coach, and a dynamic public speaker, Rob works with business professionals of all kinds to help them enhance their networking skills to help them achieve business and personal success. Through his unique brand of networking, built on the age-old adage, “It’s not what you know, but who you know,” Rob teaches and coaches business owners, senior executives, sales professionals, and entrepreneurs on how to Identify, Maximize, Refine and Nurture your network of contacts. He is also the Director of Networking for the New York City Chapter of the National Speakers Association.Rob lives in Milford, Connecticut with his wife Jen, and his two sons, Christopher and Luke.A few interesting facts about Rob: first, he can’t sing or play the guitar, but he did work at Walt Disney World and is an Eagle Scout.All roads lead to www.robthomasglobal.com for more information and social media tags.https://www.linkedin.com/in/robert-l-thomas/----------------------------------------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 Phil Johnson, executive coach and author of The Servant Warrior Leader, about the power of emotional intelligence in leadership and business development. Phil explains that emotional intelligence is not just about managing emotions but about overcoming fear and resistance to change. He shares how professionals can develop self-awareness, build trust, and inspire discretionary effort from their teams and clients to achieve greater success.Key topics include understanding how emotional intelligence impacts leadership, the science behind energy exchange in relationships, and the role of mirror neurons in building trust and influence. Phil discusses how professionals unconsciously give away their energy and how they can reclaim it to become more effective leaders. He also covers practical strategies for overcoming resistance to change, shifting from ego-driven interactions to authentic leadership, and fostering a high-trust, high-engagement culture. This episode provides valuable insights for anyone looking to enhance their leadership impact and drive long-term business success.Visit: https://therainmakingpodcast.com/------------------------------------The Master of Business Leadership program has been proven to offer executives a wealth of advantages. The curriculum was developed to acknowledge the challenges individuals and companies are facing both now and in the future. In addition to emotional intelligence, the program develops inspirational leadership, higher consciousness, and all the other necessary skills that have been proven to build a successful life, career, and organization.MBL alumni are living in the US, Canada, UK, Europe, Japan, Germany, Bosnia, Africa, Australia, the Middle East, and Saudi Arabia.“A very elegant system that works.” Rebecca Mih, PhD BerkeleyConnect with Phil Johnson on Linkedinhttps://www.linkedin.com/in/philipjpjohnson/MBL Alumni Videos https://www.youtube.com/channel/UCjfc3tV87p03JMDOXqDu8tQEQ Daily Newsletter 📈 Subscribehttps://lnkd.in/dqxVrFZK----------------------------------------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 John Kormanik, former trial attorney and professional coach, about how legal professionals and service providers can identify their ideal clients. John explains that without a clearly defined target audience, professionals risk diluting their marketing efforts and attracting the wrong clients. He emphasizes that knowing exactly who you want to serve allows for more intentional business development and greater career satisfaction.Key topics include the three core elements of defining an ideal client—geography, demographics, and psychographics—and how professionals can use this framework to refine their outreach. John discusses how identifying a client "avatar" helps create more focused networking opportunities and strategic business decisions. He also shares insights on overcoming the scarcity mindset, setting boundaries to work only with ideal clients, and structuring client engagement for long-term success. Whether you're a lawyer, consultant, or business owner, this episode provides actionable steps to help professionals attract the right clients and build a thriving practice.Visit: https://therainmakingpodcast.com/-------------------------------------John R. Kormanik, Esq., is a Certified Professional Coach credentialed by the International Coach Federation, and also holds certifications as an ELI-MP, COR.E Leadership and Performance Dynamics, and DISC practitioner. Prior to launching his attorney-only coaching practice, John worked in the public sector as a Deputy Attorney General, in the private sector at a medium-sized law firm as both an associate and a partner, and also owned a law firm for 16 years. His 20+ years of experience as a practicing lawyer and law firm owner and a decades-long quest to be a world-changing entrepreneur, have equipped John to be able to guide his clients on a truly transformational journey. John lives in Boise, Idaho, and loves riding his mountain bike, being in nature, spending time with his family and friends, and starting each day with a walk with Olive, his yellow Labrador retriever.----------------------------------------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:johnrkormanik.comhttps://jkormanik.pages.ontraport.net/avatarjohnrkomanik.com/avatar Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Donna Griffit, global pitch and messaging expert, about how professionals can craft compelling pitch decks that win clients and investors. Donna, author of Sticking to My Story, explains that a great pitch isn’t just about data—it’s about storytelling. She shares how professionals can structure their pitch to engage their audience emotionally, making their message more persuasive and memorable.Key topics include the four-act structure of an effective pitch: identifying the client’s problem, introducing the solution, backing it up with data and social proof, and presenting a bold vision for the future. Donna also highlights common mistakes, such as leading with credentials instead of the client's pain points, and provides strategies for structuring presentations that keep audiences engaged. She shares tips on creating a simple, compelling message that resonates with decision-makers and turns prospects into clients. Whether you’re in sales, consulting, or professional services, this episode offers a powerful framework for improving your pitch and closing more deals.Visit: https://therainmakingpodcast.com/-------------------------------------Donna Griffit has worked globally for over 17 years with Fortune 500 companies, startups, and investors in a wide variety of industries, helping them create and deliver presentations, pitches, and messages; she knows how to spin raw data to drive 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:Get Donna’s book here: www.stickingtomystory.comConnect on LinkedIn: https://www.linkedin.com/in/donnaabraham/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gary Brown, founder of Hatcher Advisory, about how he successfully scaled his accounting firm from two people to over 30 employees. Gary shares his insights on what it takes to grow a professional services firm, emphasizing the importance of investing in leadership development, building a strong culture, and focusing on high-quality client acquisition. He explains that while revenue growth is important, long-term success comes from developing people and creating an environment where employees feel engaged and motivated.Key topics include how to implement structured leadership training for both senior and junior team members, why company culture should prioritize joy and engagement, and the impact of selecting the right clients to maintain profitability and workplace satisfaction. Gary also shares lessons learned from rapid growth, including the importance of balancing expansion with financial stability and adapting to unexpected challenges like the COVID-19 pandemic. This episode offers valuable takeaways for firm owners and professionals looking to build a thriving, people-first business.Visit: https://therainmakingpodcast.com/-------------------------------------Gary Brown, Chief Hatcher of Hatcher Advisory, knows a thing or two when it comes to assisting businesses through times of financial transition. With an extensive background in finance and management, Gary has provided clients with valuable advice and clarity on a range of topics – from strategic investments to ways to maximize profitability while simultaneously increasing sustainability. He is noted for his combination of wit, friendliness, and professionalism, making him a trusted adviser among his clients. Gary's down-to-earth approach to money management not only puts business owners at ease but also ensures they have the very best advice available. When it comes to financial issues, having Gary by your side is definitely a winning 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:https://www.linkedin.com/in/gary-brown-80677316a/https://hatcher.com.au/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michele Correnti, branding expert and founder of Correnti Marketing, about how professionals can increase the number of high-quality inbound referrals. Michele explains that many professionals struggle with referrals because they fail to clearly communicate their brand and ideal client. She emphasizes that effective branding starts with identifying what makes you unique and ensuring that messaging is consistent across all platforms, from networking conversations to online presence.Key topics include defining an ideal client profile to attract the right referrals, aligning personal branding with business goals, and leveraging social media for greater visibility. Michele also discusses the stages of brand recognition—from awareness to preference and loyalty—and how professionals can build a strong reputation that naturally generates referrals. She shares practical tips on refining messaging, ensuring consistency across LinkedIn and websites, and using strategic content to stay top-of-mind. This episode offers actionable steps for professionals looking to enhance their brand and generate more business through word-of-mouth.Visit: https://therainmakingpodcast.com/---------------------------------------Michele was creating, managing, and executing marketing strategies for lawyers in-house for a law firm when she realized her true passion went beyond marketing into helping others find and discover the "why" behind their brand. Whether it is a colleague or an acquaintance, Michele feels an innate pull to learn what drives service professionals and business owners. She found that the best marketing strategies began with this "why" perspective and that most businesses miss this key step when developing and executing their marketing strategy.In 2018, Michele founded Correnti Marketing to serve lawyers and service professionals who are looking to dive into marketing but are not sure where to start. Our team starts by helping you discover your "why" to build + clarify your brand online.Michele is passionate about community, connection, and women’s empowerment. She is always looking to build up those around her. She also thoroughly enjoys a challenge and learning new skills, both personally and professionally.Outside of work, you can find Michele paddle surfing, in the kitchen cooking up a storm, spending quality time with friends and family, or—her latest challenge—learning to play 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:https://www.correntimarketing.com/resourceshttps://www.linkedin.com/in/michelecorrenti/ Learn more about your ad choices. Visit megaphone.fm/adchoices