The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bill Cates, relationship marketing expert and author of Radical Relevance, about how professionals can sharpen their marketing message to break through the noise and win more ideal clients. Bill explains that in today’s saturated market, being relevant isn’t optional—it’s essential. He shares why clarity is the key to connection and how vague messaging leads to vague results. Using examples from his consulting work, Bill walks through how to craft benefit-driven, emotionally resonant messages that speak directly to a target audience’s needs and aspirations.Bill introduces actionable frameworks, including persona development, the “benefit of the benefit,” and his “anyone can, only we can” method for articulating differentiation. He also emphasizes the importance of empathy in messaging and urges professionals to understand both the external and internal “villains” their clients face. This episode is packed with practical tools for rainmakers looking to communicate more clearly, attract right-fit clients, and position themselves as indispensable problem-solvers.https://therainmakingpodcast.com/------------------------------------------Bill Cates has been an entrepreneur for almost 40 years. He has started, built, and sold two successful book publishing companies. After the sale of his second publishing company, Bill devoted the last 25 years to the art and science of relationship marketing. He has three books on the topic of referrals: Get More Referrals Now, Don’t Keep Me a Secret, and Beyond Referrals. As the founder of The Cates Academy for Relationship Marketing – Bill has become widely recognized as an international expert in his ability to help businesses create exponential growth through purposeful word of mouth, strategic networking, referrals, and personal introductions. Bill has now turned his attention to helping businesses and professionals develop and communicate more relevant and compelling value propositions to win more ideal clients or customers. His newest book is Radical Relevance – Sharpen Your Marketing Message, Cut Through the Noise, Win More Ideal Clients. Links: www.RadicalRelevanceBook.com  www.ExponentialGrowthGuide.comhttps://www.thecatessystem.com/radical-relevancewww.referralcoach.com/resources Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Heinan Landa, founder and CEO of Optimal Networks, about how professionals can leverage technology to attract, delight, and retain clients. Drawing from three decades of experience helping law firms and professional services organizations navigate rapid technological change, Heinan explains that client expectations around responsiveness, expertise, and convenience have fundamentally shifted—and that firms must evolve their digital tools to meet those demands.Heinan outlines four pillars of exceptional client service—responsiveness, expertise, results, and innovation—and shows how each can be supported through smart technology choices. From mobile accessibility and collaborative tools like Slack to data tracking and client service metrics, he shares how even simple upgrades can have a big impact. He also emphasizes that professionals should evaluate how well their tech setup supports hybrid work and engage marketing teams in conversations about client experience. This episode offers a roadmap for professionals who want to use technology not just to keep up, but to stand out.https://therainmakingpodcast.com/---------------------------------------------Heinan Landa is the Founder and CEO of Optimal Networks, Inc., a globally-ranked IT services firm. After earning his B.S. and M.S. in Electrical Engineering and Computer Science from Johns Hopkins University, Heinan went on to receive his MBA from The Wharton School of Business. Featured in Legal Management, Legal Times, Chief Executive, Inc. Magazine, Forbes, CIO, and with regular appearances on WJLA-TV, WTTG-TV, and WUSA9, Heinan is a trusted leader in the legal, technology, and business spaces.Heinan has been providing IT services to law firm for nearly three decades and is the author of “The Modern Law Firm: How to Thrive in an Era of Rapid Technological Change".Link:www.optimalnetworks.comhlanda@optimalnetworks.comhttps://www.linkedin.com/in/hlanda/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Josh Baron, a criminal defense attorney and author of The Business of Criminal Law, about how professionals can build a thriving referral-based practice without advertising or asking for referrals outright. Josh shares how he transformed his practice by focusing on second-order referrals—those that come from colleagues and allies, not necessarily clients themselves. He explains how improving the client experience through intentional, high-impact moments and consistent service excellence led to more trust and more organic referrals.Josh also discusses how tools like Net Promoter Score and Google reviews helped him identify and fix weak spots in his client service. He emphasizes the power of authentic generosity over transactional outreach, recommending that professionals focus on delighting clients and adding value to referral partners. From personalized follow-up to relationship-building on LinkedIn, this episode offers a thoughtful framework for professionals looking to grow through sincerity, service, and strategy.https://therainmakingpodcast.com/-------------------------------------------Joshua Baron is a criminal defense lawyer in Salt Lake City, Utah. He's represented clients in serious felonies and misdemeanors throughout the state since starting his own practice in 2009. He's won not guilty verdicts in significant drug distribution, burglary, sexual assault, and domestic violence cases. He lives in Lehi, Utah with his wife and 11 children. He is the author of The Business of Criminal Law: How to Build a Criminal Defense Practice You and Your Clients Will Love.Josh graduated from Cal Poly, Pomona with a degree in history when he was 18 years old. He and his wife have been foster parents to 30 children. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jason Forrest, CEO of Forrest Performance Group and author of The Mindset of a Sales Warrior, about how professionals can elevate their performance by embracing the mindset of a modern-day sales warrior. Jason explains that a sales warrior is not just a closer—but a protector, an advocate, and a leader committed to serving clients with conviction and confidence. He introduces the “GUMP” framework: Goal-oriented, Unleashed from self-doubt, Motivated by purpose, and Procedural-based in their approach.Jason shares how successful professionals create repeatable systems, maintain high follow-up energy, and use persuasive storytelling to differentiate themselves. He also introduces his “VETO” method—Vision, Example, Teach, Own—for shaping powerful sales messages that overcome objections and build trust. This episode is packed with high-impact strategies for professionals looking to improve their mindset, sharpen their messaging, and sell with integrity and influence.https://therainmakingpodcast.com/------------------------------------------Jason Forrest, CEO at FPG (Forrest Performance Group) is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and "Best Place to Work" cultures. The winner of five international Stevie Awards for his training programs, Jason is also an award-winning author of six books, including Leadership Sales Coaching – rated as one of Selling Power Magazine's Top Sales Books.www.fpg.comhttps://maryandjasonforrest.com/https://www.linkedin.com/in/jasonforrest/  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love continues the conversation with Jay Harrington, legal marketing consultant and author of The Productivity Pivot, on how professionals can scale their practices through better time management, vision-driven planning, and systems thinking. Jay explains that building a sustainable book of business requires carving out time to work on your practice, not just in it. He introduces the importance of the Eisenhower Matrix to distinguish between urgent and important tasks, and urges professionals to eliminate or delegate low-value activities in order to make room for high-impact work like business development and leadership.Jay outlines how systems—such as onboarding processes, billing procedures, and client workflows—can be documented and delegated to free up capacity. He emphasizes the power of creating a long-term vision, setting measurable goals, and enlisting team members to share in that vision. With clear examples and actionable steps, this episode offers a blueprint for lawyers and professionals who want to grow their practice with more clarity, consistency, and control.https://therainmakingpodcast.com/---------------------------------------------Jay Harrington is a business coach and trainer, and consultant to lawyers and law firms. He is the founder and president of Harrington Communications, a leading thought-leadership marketing agency for law firms. Jay is the host of The Thought Leadership Project podcast, and is the author of three books, The Productivity Pivot, One of a Kind Lawyer and The Essential Associate. Jay formerly practiced law at Skadden Arps and Foley & Lardner, and he also founded and ran a boutique corporate restructuring law firm. He is a graduate of the University of Michigan Law School. https://www.hcommunications.biz/thethoughtleadershipproject Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love welcomes back Pat Gillette—litigator, author, and one of the country’s leading voices on rainmaking and gender equity in the legal profession—for a conversation on rainmaking lessons during times of crisis. Pat shares how the COVID-era shift to remote work opened up unique opportunities for professionals to strengthen client relationships by simply reaching out and showing genuine care. She emphasizes that meaningful connection and visibility are key drivers of business development, especially for those who may not consider themselves natural rainmakers.Pat also dives into the topic of self-promotion, explaining how it’s less about bragging and more about confidently articulating your value in a way that resonates with others. She offers tactical advice for professionals—especially women—on how to accept compliments, tell personal success stories, use social media effectively, and ask for opportunities without fear. This episode is filled with practical strategies for building visibility, managing self-doubt, and promoting yourself with authenticity and purpose.https://therainmakingpodcast.com/----------------------------------------------Patricia K. Gillette is one of the country’s leading experts and most sought-after speakers on gender diversity and equality, and she also speaks on the topic of rainmaking and client development. She was a top-rated employment lawyer and litigator for 40 years as well as a major rainmaker in her firms. In 2015 she resigned as a law firm partner to pursue her passion for changing the legal profession as an author and keynote speaker. Patricia was also invited to join JAMS and now spends some of her time mediating employment-related cases. http://www.patriciagillette.com/article/rainmakers-born-or-bredhttp://www.patriciagillette.com  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington—former big law attorney, author, and founder of Harrington Communications—about how professionals can scale their practices beyond the limits of their own billable hours. Jay explains that true scale in professional services comes from creating systems, building teams, and narrowing your focus to gain deeper expertise and more visibility. Drawing from his legal and entrepreneurial background, he shares how narrowing a practice area actually expands opportunity by allowing professionals to stand out, raise rates, and reduce marketing complexity.Jay emphasizes that scaling isn’t just about delegation—it’s also about becoming known as a trusted advisor and thought leader. By consistently showing up through writing, speaking, and networking in a focused niche, professionals can build a reputation that attracts inbound business and enables long-term growth. This episode is filled with practical insights for lawyers and service providers looking to grow their book of business strategically and sustainably.https://therainmakingpodcast.com/---------------------------------------------Jay Harrington is a business coach and trainer, and consultant to lawyers and law firms. He is the founder and president of Harrington Communications, a leading thought-leadership marketing agency for law firms. Jay is the host of The Thought Leadership Project podcast, and is the author of three books, The Productivity Pivot, One of a Kind Lawyer and The Essential Associate. Jay formerly practiced law at Skadden Arps and Foley & Lardner, and he also founded and ran a boutique corporate restructuring law firm. He is a graduate of the University of Michigan Law School. https://www.hcommunications.biz/thethoughtleadershipproject  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Seth Greene, direct response marketing expert and founder of MarketDominationLLC, about how professionals can use podcasting and strategic partnerships to generate a consistent stream of high-value business. Seth shares his “Dream 50” strategy—a system for identifying 50 key influencers in your niche and building relationships with them through value-driven content like podcasts, blog posts, social media, and direct outreach. The goal is to turn these influencers into referral sources, collaborators, and even clients by offering them visibility first.Seth explains why podcasting works best when it’s focused on promoting the guest, not the host, and how professionals can build authority by interviewing the right people, publishing content across multiple platforms, and tapping into their guests’ networks. He outlines how this approach, rooted in generosity and influence, creates leverage and scalability—especially for those in high-trust, high-ticket industries like law, finance, and consulting. For professionals seeking a smarter way to grow through content and connection, this episode offers a powerful playbook.https://therainmakingpodcast.com/--------------------------------------------Seth is the nations foremost authority on growing your business with a direct response marketing podcast. Seth is the cohost of The Sharkpreneur Podcast with Shark Tanks Kevin Harrington, which was named the number 6 podcast to listen to in 2019. He is also the founder of the direct response marketing firm www.marketdominationllc.com and he is an 8 time best-selling author who has been interviewed on NBC NEWS, CBS News, Forbes, INC, CBS money watch and many more!Follow Seth: https://marketdominationllc.com/Facebook https://www.facebook.com/MarketDominationLLC/@marketdominationllcInstagram https://www.instagram.com/market_domination_llc/?hl=en@market_domination_llcTwitter https://twitter.com/MktDominationUS?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor@MKTdominationUSLinkedIn https://www.linkedin.com/company/market-domination-llc https://www.linkedin.com/in/sethgreeneListen to The Sharkpreneur Podcast wherever you listen to podcasts! Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Walker, founder of Advocate SEO, about how professionals can turn content marketing into a high-performing business development tool through search engine optimization. With over 15,000 hours of SEO research and analysis, Chris explains how Google rewards websites that offer high-quality, authoritative content designed to answer specific user questions. He breaks down key concepts like “site quality ratio,” topical authority, and how to analyze competitors' top-ranking content to create your own superior resources.Chris also introduces tools like Ahrefs to help identify the most valuable search terms and topics for your target audience. He emphasizes that SEO success comes not from simply publishing more content, but from publishing better content—pages that serve as comprehensive resources and demonstrate expertise. For professionals looking to improve visibility, drive organic traffic, and generate inbound leads through their website, this episode offers a roadmap to getting started and scaling effectively.https://therainmakingpodcast.com/----------------------------------------------Chris Walker is the Founder of Advocate SEO and consummate SEO professional, Chris has been a student of organic search for more than a decade and a half. During this time he’s personally devoted more than 15,000 hours to SEO research, testing and analysis. His goal is to help clients compete at the highest levels of SEO and to further this objective he’s built his accumulated SEO knowledge into a powerful resource and SEO training program for attorneys. He’s an avid supporter of taking advantage of all that SEO has to offer, focusing on using SEO as a strategic tool to drive new business for today's law firm that relies heavily on their website presence for driving revenue.· https://advocateseo.com· https://www.attorneyseotraining.com/therainmakingpodcast Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laura Leopard, founder and CEO of Leopard Solutions, about how law firms can use data to drive smarter business development and growth. Laura shares how her company evolved from distributing attorney data on CDs to becoming a powerful business intelligence platform used by firms worldwide. She introduces several tools within Leopard’s Business Intelligence Suite, including a merger and acquisition predictor, a lateral ROI calculator, a diversity tracking dashboard, and the newly launched Connection Tool—designed to help attorneys find warm introductions to in-house counsel through verified, meaningful connections.Laura explains how the Connection Tool uses historical and real-time data to map relationships between law firm attorneys and corporate counsel—based on shared work history, education, and firm affiliations—making it easier for lawyers to initiate authentic business conversations. She also discusses Leopard’s real-time law firm ranking index and how diversity metrics are becoming a competitive differentiator. For legal marketers, firm leaders, and rainmakers, this episode highlights how leveraging data can lead to more informed decisions, stronger client relationships, and better strategic planning.https://therainmakingpodcast.com/-----------------------------------------Laura Leopard is Founder and CEO of Leopard Solutions, the largest and most accurate law firm data platform serving the legal industry with actionable intelligence and insights on over 4,200 law firms worldwide and 7,000 US corporate legal departments. Leopard Solutions is the most in-depth and accurate law firm data platform offering actionable intelligence and insights for the legal industry. Established in 2002, Leopard Solutions delivers current, high-quality, cost-effective attorney and law firm research solutions www.leopardsolutions.com NOTE: Laura Leopard is hosting a webinar on March 4, 2021 at 12 PM Eastern time. Details below: TopicLeopard Solutions 2020 State of the Legal Industry Annual Report Description2020 was a year unlike any other in the legal market due to the COVID-19 pandemic, which will have a long-lasting impact on the legal market. Many law firms in the top 200 weathered the pandemic due to prudent actions and smart planning – some even used 2020 as an opportunity for strategic growth. Lessons from past downturns helped law firms respond to near-term challenges and set the right priorities for the future.Join us as we reveal insights from our Leopard Solutions 2020 State of the Legal Industry Annual Report. Our speakers will discuss findings from our data over the past year, including:• Trends in lateral hiring among the top 200 law firms in 2020• Trends in law firm mergers and acquisitions• Law firm growth and declines over the past year• Predictions for what 2021 may bring for the legal market• Insights from some of the leading professionals in the legal industry TimeMar 4, 2021 12:00 PM Eastern Time (US and Canada) Registration link: https://zoom.us/webinar/register/WN_h4dSWu2oT5KXBnWf2-u5Dw Learn more about your ad choices. Visit megaphone.fm/adchoices