The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Susan Freeman, a speaker, consultant, and advocate for gender equity in professional services, about how professionals can elevate their client development approach through better conversations, deeper listening, and authentic relationships. Drawing on her background in financial and legal services, Susan emphasizes the difference between marketing (reputation-building) and business development (relationship-building) and highlights why listening—especially what she calls “third-level listening”—is the true driver of trust and influence.Susan explains that successful client conversations are less about pitching and more about uncovering what truly matters to the client—their goals, frustrations, and unspoken concerns. She shares how asking thoughtful, open-ended questions and responding with empathy can position professionals as trusted advisors, not just service providers. The ultimate goal, she argues, isn’t just to close a deal, but to create long-term client loyalty—where clients become advocates who refer and align their reputation with yours.This episode offers a fresh perspective on how to lead with empathy, ask smarter questions, and build meaningful trust—especially in a business climate where authentic connection matters more than ever.https://therainmakingpodcast.com/--------------------------------------Susan Freeman is a leader in the fight to help women in business communicate effectively with the world -- and to help men communicate effectively with women in business. In her work with clients and as a public speaker, Susan draws on her experiences as a sales executive in the financial services industry, a business developer and leader in the legal industry and her graduate-level studies in Communications.Susan’s passion for helping women succeed drives her and the business she has created. Her enthusiasm for the benefits of building meaningful relationships is long-standing and authentic. As such, her network is extensive, and she does not hesitate to use it to help her clients and friends to succeed. She excels at building relationships and helping others to do the same by teaching professionals to communicate in ways that are clear, genuine and meaningful. She is the ultimate “dot-connector” and is constantly looking for ways to help others achieve their goals.Susan is the co-author of the book, “THE ULTIMATE WOMEN ASSOCIATES’ LAW FIRM MARKETING CHECKLIST” and has been published by numerous professional journals on the topics of communication, sales, and business development. She is also a frequent guest on many podcasts, sharing her knowledge, insights and wit.Susan’s work is focused on the academic research and major social scientists in the field. Susan was graduated with honors from Hawaii Pacific University with a Master of Arts degree in Communication and from Louisiana State University with a Bachelor of Arts degree in both Political Science and Journalism, with a minor in Marketing. She also studied Marketing at Northeastern University in Boston. In 2010, Susan wrote her still-relevant thesis: “A Study of The Importance of Client-Centric Communication In Business Development Within a Law Firm Setting.” In addition, she recently completed Cornell University’s “Institute for Women’s Entrepreneurship” program of studies.Susan has lived in Louisiana, Switzerland, Italy, Massachusetts, Hawaii, and now, the Bay Area in California. Throughout her sojourns, she has developed a large, interconnected circle and would welcome you into it with open arms.Susan is based in the San Francisco Bay Area.Leader in the Fight for Equity in the Workplace, Public Speaker, Connector, Mentor, Coach Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Potter, managing principal of R.A. Potter Advisors, about how professionals can avoid becoming commoditized by developing a strong preference value proposition—a clear and compelling answer to why a client should choose you over your best competitor.Bob explains that most professionals rely on generic, overused claims like “great service,” “deep experience,” or “client focus.” While those qualities are important, they’re expected—just like airbags in a car. They don’t create preference. To truly stand out, professionals need to address three core questions: What makes you different? Why should that difference matter to the client? And why should they believe you? According to Bob, it’s not enough to talk about capabilities—you have to back them up with proof. Testimonials, client stories, and measurable results provide evidence that builds trust and makes your value proposition credible.He encourages professionals to ask their best clients why they chose them, pushing past surface-level compliments to uncover what truly drove the decision. These insights can then be used to refine messaging and give prospects compelling, believable reasons to choose you—without defaulting to price. Bob also shares that when clients see you as a trusted partner who understands their business and objectives, they’re less likely to negotiate on fees and more likely to become long-term advocates.This episode offers a clear roadmap for professionals looking to win more work by focusing on differentiation, trust, and authentic connection, rather than competing solely on cost.https://therainmakingpodcast.com/--------------------------------------Bob Potter is the managing principal of RA Potter Advisors LLC, a marketing and sales strategy consulting practice for financial and professional service providers. He is the author of two books on the subject and his articles have appeared in dozens of magazines and newspapers. He is also the developer of the Third Level Selling and Third Level Service Excellence training programs. Bob spent 35 years in business development for IBM, McGraw-Hill, Dean Witter and MBIA. He has opened new markets in the U.S., Mexico, Australia and Asia. In 2000 he sold a successful services firm and started RA Potter Advisors to help other services professional win and retain clients. Bob received his B.A. degree from Santa Clara University and his M.B.A from UC Berkeley. He lives in San Anselmo, CA.http://www.rapotter.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cara Hale Alter, author of The Credibility Code and founder of SpeechSkills, about how professionals can project confidence and build trust—especially over video calls. With experience training top firms and companies like Google and Pixar, Cara shares how small adjustments in posture, voice, and eye contact can significantly boost credibility.Cara outlines the three pillars of visible credibility: strong posture, strong voice, and strong eye contact. She explains how these cues influence first impressions and how to adapt them to webcam communication by adjusting camera angle, lighting, and framing. She also discusses the importance of affective trust—the emotional sense that someone understands and cares—and how virtual presence plays a key role in building it.This episode offers practical tips for professionals who want to communicate with greater authority, build rapport remotely, and make a powerful first impression in any setting.https://therainmakingpodcast.com/--------------------------------------Cara Hale Alter is an international keynote speaker, author, and the founder of SpeechSkills. She literally wrote the book on projecting credibility and confidence: the critically acclaimed The Credibility Code. She’s delivered more than a thousand keynotes, seminars, and workshops on leadership presence to audiences around the globe.In addition to providing training to clients such as Google, Pixar, Intel, Pinterest, Schwab, Kaiser Permanente, and numerous top-100 law firms, Cara is a guest lecturer at UC Hastings College of the Law, Stanford Law School, and UCLA School of Law.Online programs:Credibility Quest: https://www.speechskills.com/learning-tools/online-programs/-- Self-paced online coaching program that helps you develop and project a confident, credible image. A 30 to 90 day program that takes about 10-minutes a day.  -- 30 lessons, 1-year access, $250Credibility Essentials: https://www.speechskills.com/learning-tools/credibiliity-essentials/-- Credibility Essentials consists of 30+ 1-minute lessons that is the fastest way to learn our core skills, and filled with exercises that make them immediately applicable in the real-world.  -- Over 30 short videos, 1-year access, $100Live trainings: https://www.speechskills.com/live-training/class-schedule/Open Enrollment workshops (currently offered virtually):  Free Stuff: speechskills.com/free   Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach, speaker, and author of Growing Your Business, about how professionals can generate more referrals and consistent business by using a simple, strategic approach to relationship marketing. Mark shares timeless insights from his decades of experience coaching business owners and delivering over 20,000 hours of one-on-one consulting, focusing on what it takes to stimulate referrals—not just hope for them.Mark introduces his Advocate Strategy, a low-cost, high-return referral system built around three core actions: building a list of up to 25 advocates (clients, peers, or contacts who believe in your work), creating a monthly “calendar of connections” to stay top-of-mind with them, and developing referral-friendly tools—like articles or resources—that advocates can easily pass along to others. He explains that the key to generating referrals is not just delivering excellent service, but making sure clients enjoy the process of working with you. That emotional experience is what inspires others to refer.The episode also covers why gifts and referral fees often feel transactional and why meaningful, neutral follow-up (like a phone call or personalized note) is more effective. Mark emphasizes that asking for referrals directly can be awkward or feel “salesy” for professionals, especially attorneys, so his Advocate Strategy is designed to spark referrals naturally—without putting relationships at risk. He also shares why professionals often avoid building referral systems: a mix of ego, neglect, or fear of appearing pushy.This episode is packed with practical wisdom for professionals seeking a structured, elegant, and sustainable way to increase word-of-mouth business.https://therainmakingpodcast.com/---------------------------------------Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one to one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business. On a personal note, next Summer, he will go on a short, five-hundred-mile walk across Spain – for the fourth time!https://www.markleblanc.com/If you like what you have heard from Mark on this interview, I would encourage you to go to his web site and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever!  Check out Mark's electronic version of his book, Growing Your Business!www.growingyourbusiness.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Zipursky, CEO of Consulting Success, about how professionals can grow their businesses without becoming overwhelmed. Michael, who has coached over 400 consultants across 75 industries and authored several bestsellers, shares his insights on how to identify high-value activities, delegate low-value tasks, and focus on actions that drive real business results.Michael explains that many professionals experience overwhelm because they spend too much time on tasks that don't move the needle—such as scheduling, formatting, and back-and-forth emails. He advocates for a simple yet powerful tactic: track how you spend your time for a week, identify which tasks truly require your expertise, and group the rest into categories that can be delegated. Michael illustrates this through a client case study that demonstrates how just four focused conversations per week helped one consultant grow from $400K to $2 million in revenue within 18 months.Key topics include adopting a growth mindset, redefining delegation as an investment rather than a cost, and building systems that free up time to do the most impactful work. Michael also shares specific tools and platforms for finding help, explains how to create "buckets" for tasks that can be outsourced, and recommends establishing a “magic number” of weekly client conversations to stay focused on revenue-driving activity. This episode offers actionable strategies for professionals looking to scale their businesses with clarity and confidence—without burning out in the process.https://therainmakingpodcast.com/----------------------------------------Michael Zipursky is the CEO of Consulting Success® and Coach to Consultants. He has advised organizations like Financial Times, Dow Jones, RBC, and helped Panasonic launch new products into global markets, but more importantly, he’s helped over 400 consultants from around the world in over 75 industries add 6 and 7 figures to their annual revenues. Over 35,000 consultants read his weekly consulting newsletter. Michael is also the author of the Amazon Best Sellers ACT NOW: How successful consultants thrive during chaos and uncertainty, The Elite Consulting Mind and Consulting Success®, the book.https://www.consultingsuccess.com https://www.consultingsuccess.com/actnow (for free book) Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brett Trembly, attorney, entrepreneur, and co-founder of Get Staffed Up, about how failing to seek help can stall professional growth—and how learning to delegate can unlock true freedom. Brett shares his own journey from a struggling solo practitioner with just three clients to building a thriving law firm and staffing company that supports thousands of professionals.He explains how ego, fear of failure, and the desire to control everything can prevent entrepreneurs—especially attorneys—from growing their businesses. Brett emphasizes the importance of humility, coaching, and developing a "delegate-your-way-to-freedom" mindset. He discusses practical tools like daily team huddles, employee scorecards, and structured communication to empower teams and improve performance. The episode also explores the concept of employees working “for their own purposes,” encouraging leaders to become the kind of people that others want to work for.Brett outlines how offshore virtual assistants can help business owners scale affordably while increasing marketing output and administrative efficiency. He shares actionable advice on building systems, letting go of low-value tasks, and embracing a growth mindset. For anyone feeling stuck trying to do it all, this episode offers a roadmap to sustainable success through delegation and leadership.https://therainmakingpodcast.com/-----------------------------------------Brett Trembly is the founder of Trembly Law Firm, a franchise and business law firm in Miami. The firm has grown from one attorney in 2011, to ten attorneys and twenty employees, representing some of the largest businesses in the eastern United States, as well as many local, small businesses. The company made Law Firm 500 list. Brett is also founder of Get Staffed Up, which is a virtual assistant staffing company that liberates lawyers with incredible offshore talent.https://tremblylaw.com/https://tremblylaw.com/brett/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gina Rubel, CEO of Furia Rubel Communications, about how attorneys and professionals can elevate their reputation through strategic public relations and media engagement. Gina shares insights from her years working with law firms and corporate leaders, emphasizing that visibility, credibility, and consistency are key to building a strong personal and firm brand. She explains that PR is not just about press releases—it’s about telling your story in a way that positions you as a thought leader and trusted expert in your field.Key topics include the difference between PR and marketing, how professionals can leverage media relationships to gain exposure, and why being proactive in communications can strengthen client trust and attract new business. Gina shares strategies for getting quoted in the media, writing op-eds, and using speaking engagements as part of a visibility campaign. She also discusses the importance of media training, managing messaging during a crisis, and aligning PR efforts with business development goals. This episode offers practical guidance for professionals looking to raise their profile, build credibility, and attract ideal clients through intentional PR strategies.https://therainmakingpodcast.com/----------------------------------------------Gina Rubel is a communications expert, former trial lawyer and author. Corporate and law firm leaders call on her for high-stakes public relations, crisis planning, and incident response support including high profile litigation media relations. The CEO of Furia Rubel Communications, a nationally renowned legal marketing agency, Gina is recognized by Lawdragon as a Global 100 Leading Consultant and Strategist to the legal profession. She educates attorneys nationwide on how to implement communications planning and tactics to manage their reputation and drive business success. The second edition of her industry acclaimed book, Everyday Public Relations for Lawyers, is available on Amazon and https://www.attorneyatwork.com/.https://www.furiarubel.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Nischwitz, speaker, leadership coach, and author of Just One Step, about how professionals can lead with authenticity and deepen relationships to drive business growth. Jeff explains that in a world full of surface-level communication, authenticity, vulnerability, and connection are what truly differentiate top rainmakers. He challenges listeners to move beyond transactional networking and instead focus on building trust by showing up as their real, imperfect selves—a strategy that creates long-term business success and deeper client loyalty.Key topics include why vulnerability is a strength, not a weakness, how to build emotional safety in client and team relationships, and the difference between being responsible for people versus being accountable to them. Jeff also shares how professionals can break free from "doing" mode and reconnect with "being"—bringing presence and intention to every interaction. He outlines steps to grow self-awareness, embrace courageous conversations, and lead with heart, all of which help professionals stand out in a crowded marketplace. This episode provides powerful insights for leaders and rainmakers looking to elevate their impact through authentic connection and trust-based relationship building.https://therainmakingpodcast.com/-------------------------------------Jeff Nischwitz is the Founder of The Nischwitz Group a speaking, consulting and coaching company that helps professionals enhance and accelerate their results. Jeff works with professionals and their firms in four core areas: ensuring your firm’s future with succession planning and future leader development; building business development cultures and accelerating revenue growth; engaging, empowering and entrusting your team; and navigating your profession with less stress and more peace. Jeff is the author of four books: Think Again! Innovative Approaches to the Business of Law (American Bar Association 2007); his leadership book, Unmask: Let Go of Who You’re “Supposed” to Be & Unleash Your True Leader (Motivational Press 2014); his personal development book, Arrows of Truth: Simple Shifts for Personal Transformation (Eagle Heart Press 2017); and his newest inspirational book, Just One Step: Walking Backwards to the Present on the Camino Trail (Eagle Heart Press 2020). http://www.nischwitzgroup.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Henry DeVries, author, ghostwriter, and founder of Indie Books International, about how professionals can use storytelling and books to attract clients without being pushy. Henry explains that clients hate to be sold to but love to hear stories, and the best rainmakers are those who can craft and share stories that illustrate the value of their services. He emphasizes that publishing a book is one of the most effective tools for building authority, trust, and visibility, especially for professionals in high-trust, relationship-driven industries.Key topics include the four types of client-attracting stories—the case story, the personal story, the vision story, and the teaching story—and how professionals can use each one to communicate value without sounding like a sales pitch. Henry also shares insights on why writing a book opens doors to speaking opportunities and media exposure, how to develop a book quickly using a proven ghostwriting framework, and why books act as powerful business cards that never get thrown away. This episode offers actionable advice for professionals looking to use thought leadership and storytelling to generate referrals, deepen relationships, and grow their practice.https://therainmakingpodcast.com/-----------------------------------Henry DeVries, CEO of Indie Books International, is an author and editor of 300 business books, including his best-seller How to Close a Deal Like Warren Buffett. In his weekly column for Forbes.com he reports on how to be more influential, which he has shared in 100 “Marketing With A Book And Speech” summits around the nation.https://indiebooksintl.com/http://marketingwithabook.com/Henry can be reached at henry@indiebooksintl.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dion Flynn, actor, comedian, and communication expert, about how professionals can use improvisation techniques to build stronger relationships, improve sales conversations, and enhance business development skills. Dion, best known for his appearances on The Tonight Show Starring Jimmy Fallon, explains that improv isn’t just for comedians—it’s a powerful tool for engaging with clients, thinking on your feet, and handling objections with confidence. By learning to listen actively, adapt quickly, and embrace spontaneity, professionals can become more persuasive and build deeper connections.Key topics include the power of "Yes, And" thinking, which helps professionals stay open to possibilities and navigate client conversations more effectively. Dion also shares strategies for overcoming fear in high-stakes meetings, using humor and storytelling to build rapport, and developing mental agility to respond to unexpected challenges. He discusses how professionals can practice improv techniques to strengthen their public speaking, negotiation skills, and networking effectiveness. Additionally, he highlights how embracing failure as part of the learning process leads to greater confidence and long-term success. This episode provides actionable strategies for professionals looking to improve their communication skills, enhance business development efforts, and engage clients in more meaningful ways.https://therainmakingpodcast.com/--------------------------------------------Cited by Oprah Magazine as “one of our favorite creative thinkers…”, improvisor, comedian, actor, writer and army veteran Dion Flynn, is best known as Barack Obama (and other characters) with over 100 appearances on The Tonight Show Starring Jimmy Fallon. If Dave Chapelle and Eckhart Tolle had a son who did improv, it would be Dion. He is an expert in fun and innovative ways to help people connect with themselves and others.Dion discovered that the skills he used in improvisational comedy paralleled the skills needed in recovery from addiction as well as basic human development. As a result, he created Improv Recovery Workshops and Improv For Business Professionals to illustrate and draw connections between these theatrical skills and the critical skills needed for successful long-term recovery for addicts and for enhancing regular life for the rest of us. During this hilarious and informative keynotes, Dion shares how the journey from isolation to connection is the basic journey of recovery and the basic storyline of the soul.https://www.dionflynn.com/Visit https://www.dionflynn.com/improvisors-mindset and find out how to do a free weekly improv Zoom session with Dion. Learn more about your ad choices. Visit megaphone.fm/adchoices