The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, legal business development coach and author of Sales-Free Selling, about how professionals can attract and convert clients without feeling like a salesperson. Steve explains that many lawyers and professionals resist business development because they associate it with aggressive sales tactics. Instead, he presents a structured, relationship-driven approach that focuses on asking the right questions, building trust, and allowing clients to convince themselves that they need your services.Key topics include the importance of qualifying prospects before investing time in proposals, the four key qualifiers (compelling reasons to change, commitment to action, decision-maker identification, and financial readiness), and strategies for running productive client meetings. Steve also discusses how to take control of conversations by setting clear agendas, developing rapport, and leading with curiosity rather than selling. Whether you’re an attorney, consultant, or professional service provider, this episode offers practical steps to create a repeatable, effective business development system without the pressure of traditional sales tactics.Visit: https://therainmakingpodcast.com/---------------------------------------Driven, focused, and passionate about helping ambitious Attorneys to reach their full potential, Steve Fretzin is regarded as the premier coach, skills trainer, and thought leader in business development.Over the past 17 years, Steve Fretzin has devoted his career to helping lawyers learn what they never learned in law school; business development and marketing. The goal is for Steve’s clients is to live the best possible life with balance, control, and happiness.In addition to writing four books on legal marketing and business development, Steve has a highly-rated podcast BE THAT LAWYER and has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com. He has appeared on NBC News, WGN Radio and has written articles for Attorney at Law Magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. You can also find his monthly column in the Chicago Daily Law Bulletin.----------------------------------------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.fretzin.com/podcasthttps://www.linkedin.com/in/stevefretzin/https://www.instagram.com/fretzinsteve/https://www.facebook.com/salesresultshttps://www.youtube.com/@SalesResultsInc/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Simon Severino, CEO of Strategy Sprints and author of Strategy Sprints: 12 Ways to Accelerate Growth for an Agile Business, about how professional service firms can double their revenue in just 90 days. Simon shares his proven framework for streamlining operations, improving client acquisition, and optimizing internal processes to create sustainable, exponential growth. He explains that by simplifying business structures and focusing on key revenue-generating activities, firms can achieve faster results with less stress.Key topics include the seven essential stages of business growth—awareness, interest, engagement, closing, onboarding, delivering, and retaining—and how firms can optimize each stage for efficiency. Simon also introduces the concept of the referral engine, a system that helps firms generate new business by securing client referrals at strategically timed intervals. He highlights the importance of tracking key performance metrics, structuring marketing, sales, and operations into separate functions, and ensuring business leaders can step out of the weeds and focus on high-level strategy. This episode offers a blueprint for professionals looking to scale their firm quickly and effectively.Visit: https://therainmakingpodcast.com/---------------------------------------Simon Severino helps business owners run their companies more effectively which results in sales that soar. Trusted by Google, Roche, Consilience Ventures, Amgen, and AbbVie. He created the Strategy Sprints™ Method that doubles revenue in 90 days by getting owners out of the weeds. TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and member of the SVBS Silicon Valley Blockchain Society.----------------------------------------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.strategysprints.com/https://www.facebook.com/strategysprints/https://twitter.com/strategysprintshttps://www.instagram.com/strategysprints/https://www.linkedin.com/in/simonseverino/https://www.youtube.com/channel/UCnSFgJd0CrsEdQdO21txR2Ahttps://podcasts.apple.com/us/podcast/strategy-sprints/id1299008831https://www.amazon.com/Strategy-Sprints-Accelerate-Growth-Business/dp/139860349X Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Kaye, CEO of Kaye/Bassman International and co-managing director of Sanford Rose Associates, about developing teams of rainmakers. With decades of experience in executive search and leadership development, Jeff shares insights on how firms can cultivate top producers by shifting from an individual contributor mindset to a leadership mindset. He explains that being a great rainmaker doesn’t automatically translate into being a great leader and that managing and inspiring a team requires a different skill set.Key topics include the importance of viewing team members as internal clients, building a culture of accountability and development, and balancing leadership with business development. Jeff highlights the power of situational leadership, treating people based on their individual motivations, and using humility to foster engagement and trust. He also shares practical strategies for identifying and coaching emerging rainmakers, avoiding common leadership pitfalls, and ensuring long-term retention. Whether you’re leading a small team or a large organization, this episode offers actionable insights to develop a high-performing, revenue-generating team.Visit: https://therainmakingpodcast.com/---------------------------Jeff Kaye is the Co-Chief Executive Officer of Kaye/Bassman International and Next Level Exchange and Co-Managing Director of Sanford Rose Associates®. For over three decades, Jeff has helped Kaye/Bassman International win Best Place to Work, workplace flexibility, and philanthropy awards while also propelling the firm to become the largest single-site search firm in the US.Fostering an environment of servant leadership, retention is unparalleled; over three dozen partners have been with the firm for over a decade. In 2007, Jeff used his Recruiting Training DVD set as a launching pad to grow Next Level Exchange, what is now the world’s largest training and consulting firm to the search and staffing industry.In 2012, he led the acquisition of Sanford Rose Associates and helped grow the number of offices by over 250% while growing the network revenues by over 1500% in less than a decade.Jeff is considered an industry expert in executive, professional and technical search; has appeared on CNN, FOX, Bloomberg, and NBC; and is quoted regularly in publications including USA Today, The Wall Street Journal, Business Week, Time, and Fortune. Jeff is also a frequent speaker within the staffing and human resources community and been featured in dozens of international training meetings and videos. He lives in Dallas with his wife, Tracy, and their three children.Track Record of Success for the Sanford Rose Associates Family of Companies: - Ranked as the 9th Largest U.S. Search Firm by Executive Search Review - 95%+ retention of all previously existing firms who have joined since acquisition in 2012 - Since acquisition, number of offices increased by just over 250% during which time revenues increased by over 1500% - Five consecutive years as #1 Business Services Firm by the Franchise Business Review - Over 240 recruiters hired and trained for our offices in the past 12 months - Parent company ranked as the #1 Best Place to Work by the Dallas Business JournalThis 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.kbic.com/team/jeff-kayehttps://sanfordrose.com/https://sanfordrose.com/welcome-to-sanford-rose-associates/management/https://www.linkedin.com/in/jtkaye/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Joel Lalgee, social media strategist and Business Development Director at HireWell, about how professionals can leverage social media to build their brand and attract business opportunities. With over 173,000 LinkedIn followers, Joel shares his insights on creating engaging content, building relationships, and using digital platforms effectively to stand out in a crowded marketplace.Key topics include choosing the right social media platform based on your audience, the power of authenticity and vulnerability in content, and how to engage through comments before posting original content. Joel also discusses the importance of consistency, overcoming the fear of putting yourself out there, and using humor and storytelling to create memorable interactions. He shares actionable strategies for LinkedIn and TikTok, explaining how professionals can turn social media engagement into meaningful business conversations. This episode is packed with practical advice for professionals looking to enhance their digital presence and generate inbound opportunities.Visit: https://therainmakingpodcast.com/---------------------------------Joel Lalgee has a 8-year background in agency recruiting and currently works at Hirewell leading business development. He is a massive content creator that has generated over 200 million impressions in the last year on social media and has 175,000 followers on LinkedIn and 113k followers on Tiktok. Joel is not afraid to tell it how it is and provides real and authentic career insights from the lens of a recruiter.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:Connect with Joel on twitter: https://twitter.com/humanheadhunterConnect with Joel on Linkedin: linkedin.com/in/joellalgeehttps://hirewell.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cherches, leadership expert, TEDx speaker, and author of Visual Leadership: Leveraging the Power of Visual Thinking in Leadership and Life, about how professionals can use visual thinking to communicate more effectively. Todd explains that people remember visuals far better than words alone, and by leveraging imagery, metaphors, and storytelling, professionals can enhance their influence, engagement, and clarity in sales and leadership.Key topics include using visuals to capture attention and improve retention, the power of storytelling to make complex ideas memorable, and practical strategies such as mind maps, flowcharts, and metaphors to simplify communication. Todd shares how professionals can structure their messaging visually to engage clients, make stronger impressions, and drive action. He also emphasizes the importance of being intentional with visual tools, tailoring them to the audience, and making communication more engaging and persuasive. This episode provides actionable insights for anyone looking to elevate their communication skills and become a more effective leader or salesperson.Visit: https://therainmakingpodcast.com/------------------------------Todd Cherches is the CEO and Co-founder of BigBlueGumball, an innovative New York City-based consulting firm specializing in leadership development, public speaking, and executive coaching. He is also a three-time award-winning Adjunct Professor of leadership at NYU, a Lecturer on leadership at Columbia University, a TEDx speaker (“The Power of Visual Thinking”), and the author of VisuaLeadership: Leveraging the Power of Visual Thinking in Leadership and in Life (Post Hill Press/Simon & Schuster, 2020). For more information, go to www.toddcherches.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/Linkswww.toddcherches.comhttps://www.linkedin.com/in/toddcherches/Todd’s book information: https://www.toddcherches.com/book Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Ifrah, founding partner of Ifrah Law and a recognized leader in gaming law, about how he built a niche practice and established himself as a go-to attorney in his field. Jeff shares his journey from government service to Big Law and eventually launching his own firm in 2009. He explains how he cultivated relationships, leveraged industry expertise, and positioned himself as a trusted resource in the online gaming and sports betting sector.Key topics include the importance of building a strong network, nurturing long-term client relationships, and delivering results that lead to organic referrals. Jeff discusses how attending industry conferences, staying connected with past clients, and consistently providing value helped him expand his firm’s reputation. He also highlights the role of trust, responsiveness, and being a "giver" in sustaining a thriving practice. Whether you're in law, professional services, or sales, this episode offers valuable lessons on developing a niche, earning credibility, and growing a business through meaningful relationships.Visit: https://therainmakingpodcast.com/---------------------------------------Jeff Ifrah advises online gaming and sports betting companies, digital advertising affiliates, and investors on their transactional, compliance, and licensing needs across the country, as well as in regulatory enforcement actions and white-collar litigation. He is a trusted advisor not only at the moment of crisis but all throughout the business cycle - from the beginning of a product launch, the formation of a corporation or licensing relationship, through the development of a marketing campaign, to a profitable exit.The growing online sports betting industry is spawning multiple public companies valued in the hundreds of billions of dollars. The valuable data assets collected by these electronic platforms offer ripe opportunities for M&A, so long as investors comply with the complex maze of gambling, privacy, and financial rules that may apply under state, federal, and foreign regulations. Jeff is the go-to lawyer for anyone wanting to mitigate these risks.Jeff represents companies in all areas of this rapidly expanding ecosystem, including startups seeking compliance counsel, investors looking for opportunities, government entities needing rule-making advice, and operators facing governmental actions. Founder of the Internet Development and Economic Association (iDEA), the non-profit association that advocates for the interests of the online interactive entertainment business, Jeff has wide experience and knowledge of the business and legal issues involved with sports betting, daily fantasy sports, social gaming, esports, iGaming, and mobile gaming, as well as cryptocurrency and blockchain technology.For companies that become targets for government scrutiny, Jeff’s litigation skills are without peer. He has been at the center of most of the important prosecutions and lawsuits in the online gaming industry, including the seminal Supreme Court case permitting states to legalize sports betting. His record of success has earned him international recognition as a white-collar criminal defense lawyer and litigator. Jeff has been recognized by Chambers USA for eleven years in a row. He is ranked in Band 1 nationally for Gaming and Licensing Law and is also recognized in the area of White Collar Crime and Government Investigations in the District of Columbia.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.ifrahlaw.com/attorneys/a-jeff-ifrah/https://www.linkedin.com/in/jeffifrah/Scott’s keynote speaking brand:www.thesalescasino.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Janice Litvin, workplace wellness expert and author of Banish Burnout: Move from Stress to Success, about strategies to prevent and manage burnout. Janice explains that high-performing professionals often push themselves to exhaustion, failing to recognize the early signs of stress. She emphasizes the importance of self-awareness and daily rituals to maintain mental and physical well-being, allowing individuals to sustain high performance without sacrificing their health.Key topics include identifying "micro clues" that signal stress, such as disrupted sleep, changes in eating habits, or emotional exhaustion, and proactively incorporating habits like journaling, meditation, exercise, and meaningful social connections to prevent burnout. Janice also introduces the STOP Method—a simple framework for recognizing stress, pausing, and reframing negative thoughts. She highlights the importance of workplace cultures that support emotional intelligence and well-being, ensuring professionals can thrive in demanding environments. This episode provides practical tools for managing stress, fostering resilience, and sustaining long-term success.Visit: https://therainmakingpodcast.com/-----------------------------Janice Litvin is on a mission to help leaders and teams banish burnout in their organizations so they can come to work healthy, happy, and ready to work. She does this through keynote speeches, workshops, and accountability groups.She is president-elect of the National Speakers Association, Nor Cal chapter, recertification provider for SHRM and WELCOA, and a member of MPI (Meeting Planners International).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.JaniceLitvin.com https://www.linkedin.com/in/janicelitvin/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with John Livesay, sales keynote speaker and author of The Sale is in the Tale, about the power of storytelling in sales. John explains how professionals can transform dry facts and figures into compelling narratives that build trust, engage prospects, and ultimately close more deals. He shares how storytelling activates the brain differently than traditional sales pitches, making messages more memorable and persuasive.Key topics include the four-part structure of a compelling sales story: exposition (setting the stage), problem (creating emotional stakes), solution (introducing the product or service), and resolution (demonstrating the transformation). John also introduces the concept of “case stories” instead of case studies, showing how professionals can create emotional connections that help prospects see themselves in the story. He discusses the 5-5-5 Rule for overcoming rejection and building resilience, as well as techniques for refining a personal "origin story" to create rapport. Whether you're in sales, recruiting, or professional services, this episode provides actionable strategies to elevate your business development approach through storytelling.Visit: https://therainmakingpodcast.com/--------------------------------------John Livesay, aka The Pitch Whisperer, is a sales keynote speaker where he shows companies’ sales teams how to turn mundane case studies into compelling case stories so they win more new business. From John’s award-winning career at Conde Nast, he shares the lessons he learned that turn sales teams into revenue rockstars. His TEDx talk: "Be The Lifeguard of Your Own Life" has over 1,000,000 views.Clients love working with John because of his ongoing support after his talk which includes implementing the storytelling skills from his best-selling book Better Selling Through Storytelling and online course "Revenue Rockstar Mastery." His new book, The Sale Is in the Tale, is a business fable set in Austin, TX, and is about a sales representative whose old ways of selling are not working anymore. The reader accompanies the rep on his journey and learns how to use storytelling and strengthen their soft skills to improve their professional and personal relationships.John is a guest lecturer on how to leverage the power of storytelling in sales at multiple universities including the University of Texas at Austin (UTLA), Pepperdine Graziadio Business school, and the University of Chicago Booth School of Business and his book is now required reading for the UTLA course on Entertainment and Media studies.He is the co-creator of The Superhero U which is a community to help people discover their superhero power and live a life full of confidence and creativity.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:Text the word pitch to 66866 and get the book's first chapter for free.https://johnlivesay.com/https://www.linkedin.com/in/jlivesay/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Meridith Elliott Powell, business strategist, keynote speaker, and author of Thrive: Turning Uncertainty to Competitive Advantage. Meridith shares her research-backed insights on how professionals and organizations can not only navigate uncertainty but use it as a catalyst for growth. Drawing from her study of businesses that have thrived for over 250 years, she presents a structured approach to embracing change and transforming challenges into opportunities.Key topics include the importance of adopting a mindset that sees uncertainty as opportunity, making decisions based on core values, and listening to clients to understand shifting needs. Meridith highlights strategies such as leveraging collaboration over competition, anticipating change before it happens, and using proactive planning to stay ahead of industry shifts. She also shares real-world examples of businesses that successfully adapted to market disruptions and outlines three actionable steps for professionals looking to strengthen their resilience and position themselves for long-term success.Visit: https://therainmakingpodcast.com/--------------------------------Meridith Elliott Powell is a business motivational keynote speaker who gets her audiences to do the impossible – take action! Voted one of the Top 15 Business Growth Experts to watch by Currency Fair, highly engaging corporate motivational keynote speaker Meridith Elliott Powell delivers a cutting-edge message, rooted in real-life examples and real-world knowledge.Meridith’s presentations are full of powerful content, highly interactive, and fun. She helps her clients learn leadership development, sales, and business growth strategies to turn uncertainty to competitive advantage.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.meridithelliottpowell.com/https://www.linkedin.com/in/meridithelliottpowell/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephan Schiffman, legendary sales trainer and author of Cold Calling Techniques That Really Work, about how professionals can differentiate themselves in a competitive marketplace. With over 70 books on sales and decades of experience training over 500,000 professionals, Stephan shares his insights on effective prospecting, building trust, and positioning yourself as an expert rather than just another salesperson.Key topics include understanding that every business is a commodity and how to separate yourself by focusing on helping clients improve what they already do. Stephan emphasizes the importance of asking the right questions to uncover client goals, shifting from a “proposal” mindset to making a “recommendation,” and handling objections with confidence. He also shares how to navigate the modern sales landscape, including leveraging virtual meetings while still prioritizing personal connections. Whether you’re in sales, consulting, or professional services, this episode provides practical techniques to enhance your business development approach and close more deals.Visit: https://therainmakingpodcast.com/---------------------------------Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, CIGNA, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies.Steve is the author of over 70 best-selling sales books: Cold Calling Techniques (That Really Work!), Stephan Schiffman's Telemarketing, The 25 Sales Skills they don’t Teach at Business School, The 25 Sales Strategies that will Boost your Sales Today, The 25 Most Common Sales Mistakes, The 25 Sales Habits of Highly Effective Salespeople, Closing Techniques (That Really Work!), Asking Questions, Winning Sales, Getting to “CLOSED,” Sales Just Don’t Happen and The Big Bang.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://steveschiffman.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices