The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cohen, author of Everyone’s in Sales, about how professionals can embrace a sales mindset to drive business growth without feeling “salesy”. Todd explains that selling isn’t just for salespeople—every professional, regardless of industry, is responsible for building relationships, creating trust, and influencing decisions. He emphasizes that rainmaking is about leadership, communication, and delivering value, not aggressive pitching or transactional selling.Key topics include how professionals can reframe sales as problem-solving, the importance of building a personal brand that attracts opportunities, and how storytelling can make business development efforts more engaging and authentic. Todd also discusses the biggest mistakes professionals make when approaching sales, such as focusing too much on themselves rather than the client’s needs, and shares practical strategies for making business development a natural part of daily interactions. He highlights how organizations can create a culture where everyone contributes to growth, ensuring that business development becomes a collective effort rather than a solo pursuit. This episode provides actionable strategies for professionals looking to shift their mindset, build better client relationships, and integrate sales seamlessly into their work.https://therainmakingpodcast.com/-----------------------------------------A dynamic, engaging, and motivational keynote speaker, Todd Cohen's message is relevant to any organization striving to increase revenue, strengthen relationships, and improve client satisfaction. Using humor and real-life examples, Todd demonstrates how “Every conversation is a selling moment” and how everyone can contribute to the growth and profitability of the organization.In addition to his sought-after keynotes, Todd’s Sales Culture Workshops™ are highly acclaimed and set a new standard for sales education, demonstrating that everyone matters and everyone has a “line of sight” to the client. Using his hands-on and interactive Sales Culture Problem Solving Framework ™, clients have experienced real breakthrough moments and ways to advance their businesses and themselves.Averaging 90 appearances per year, Todd’s audiences range in size from small groups to upwards of 5,000 people. Unlike traditional “Sales Coaches,” who focus only on sales teams, Todd focuses on the mindset and behavior of selling and successfully and humorously teaches the non-sales professional how everything he or she does impacts the decision-making process. His diverse clientele includes Subaru of America, Inc., NFL Players Inc., Corning, Inc., The UPS Store, Inc., EisnerAmper, The American Institute of Architects, Ernst and Young, Banks, Financial Service Organizations, dozens of Franchises, I.T., and Trade Associations. Additionally, he has delivered credit-bearing workshops to multiple Dental and Medical Establishments.In 2015, Todd was awarded the title of Certified Speaking Professional (CSP), the highest earned designation awarded by the National Speakers Association (NSA), and he has served in multiple roles on both the local and national levels.Todd is also the author of two books on sales culture, “Everyone’s in Sales” and “Stop Apologizing and Start Selling.” as well as a regular contributor to the Philadelphia Business Journal. In 2018, Todd launched his Sales Culture Toddcast™, which features exciting guests and topics. Todd is also a frequent guest lecturer at area schools, including Drexel University and Pennsylvania State University.https://toddcohen.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ed Wallace, author of Business Relationships That Last, about how professionals can create and sustain high-value business relationships that lead to long-term success. Ed explains that relationships drive business, and those who focus on earning trust, delivering value, and maintaining authentic connections will naturally see better business development results. He emphasizes that rainmakers don’t just network—they intentionally cultivate relationships with key clients, colleagues, and referral sources by being proactive, strategic, and generous.Key topics include the key components of relational capital, how to earn credibility and trust quickly, and why professionals must approach business development with a mindset of service rather than self-interest. Ed shares his Five Key Relationship Accelerators, which include Establishing Credibility, Being Generous with Value, Creating Memorable Experiences, Showing Genuine Care, and Managing the Relationship Lifecycle Effectively. He also discusses the biggest mistakes professionals make in networking, such as failing to follow up, focusing too much on transactions, and not taking the time to personalize outreach. Additionally, Ed provides practical strategies for staying top-of-mind, making introductions, and becoming a trusted advisor to clients. This episode delivers a clear roadmap for professionals looking to strengthen their relationships, generate more referrals, and build a sustainable book of business.https://therainmakingpodcast.com/----------------------------------Ed Wallace consults with and speaks for corporations and associations across the globe with a client list that is a Who's Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent the #1 best-selling The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel's LeBow College of Business and Villanova University's Human Resources Master's Program.https://www.linkedin.com/in/relcapgroup/ http://www.relationalcapitalgroup.com/solutions/keynote-talks/   Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, a business development coach and expert in professional services marketing, about how lawyers and consultants can strengthen client relationships and grow their book of business. Anna emphasizes that business development is not about aggressive sales tactics, but about building trust, delivering value, and fostering long-term relationships. She explains that professionals who prioritize genuine connections and strategic follow-ups consistently outperform those who focus solely on transactions.Key topics include how to develop a relationship-driven business development strategy, the importance of consistent follow-up and staying top-of-mind, and why professionals should focus on understanding client needs rather than pushing services. Anna also shares insights on how to create opportunities through thought leadership, leveraging content marketing, speaking engagements, and networking to establish credibility. She highlights common business development mistakes, such as failing to track outreach efforts or not personalizing communication, and provides practical steps to build a sustainable, client-centric growth strategy. This episode offers actionable guidance for professionals looking to refine their business development approach and achieve long-term success.https://therainmakingpodcast.com/------------------------------------Anna Rappaport, J.D, PCC is a former lawyer who has been coaching for over 19 years and helps lawyers overcome both the external and internal obstacles to business development. As a person who used to hate sales herself, Anna understands where many lawyers are coming from and has numerous tools to help them move forward and develop the tools they need to reach their potential.Anna is Co-Chair of the American Bar Association’s (ABA) Lawyer Leadership and Management Committee, on the Leadership Council of the ABA Dispute Resolution Section and is on the faculty of the Leadership Council on Legal Diversity. Anna publishes in Law Practice Today and The National Law Review, and speaks around the country on various career and business development topics. Anna also has extensive international experience having worked in Japan, Thailand and most recently, Turkey.On the personal front, Anna has a loving husband, two wonderful step sons, and a dog Ginger. She is also a snowboarder and loves tango and swing dancing.  https://www.excellerationcoaching.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Antarctic Mike, a professional speaker and endurance athlete, about the lessons business professionals can learn from extreme environments. Mike shares insights from his experiences in Antarctica, explaining how mental resilience, preparation, and adaptability are key to succeeding in both business and extreme conditions. He emphasizes that the ability to push through challenges, stay focused under pressure, and build strong teams is what separates high performers from the rest.Key topics include how endurance athletes develop mental toughness, the importance of persistence and preparation in business development, and how leaders can inspire their teams by fostering resilience and discipline. Mike shares real-life stories of Antarctic explorers and endurance athletes, drawing parallels between their experiences and the challenges professionals face in sales and business development. He also discusses how to reframe setbacks as learning opportunities, develop an unshakable mindset, and build long-term strategies for success rather than relying on quick wins. This episode provides powerful insights for professionals looking to develop mental resilience, lead with confidence, and achieve long-term success in business.https://therainmakingpodcast.com/--------------------------------Mike Pierce, better known as Antarctic Mike, works with organizations that want to find, engage and keep the best performing people. Mike’s background professionally started in the recruiting business in 1997, working specifically to show managers and leaders exactly how to identify and recruit the best people. He now speaks across the US and Canada to executive teams, organizations, associations and sales teams about how to lead people so they are fully engaged in what they do.Mike is an avid fan of polar expedition history and is an endurance athlete. In 2006, Mike became one of 9 people to run the first ever Antarctic Ice Marathon and a year later became the first American to run the Antarctic 100k, a grueling 62 miles on an ice shelf 600 miles from the South Pole.His flagship program, Leading at 90 Below Zero, connects the drivers and principles of Antarctic expedition history stories to the real world of finding, engaging and keeping great people in today’s business world.Mike has a BA from the University of Colorado, Boulder, and resides in Encinitas, California with his wife Angela. https://antarcticmike.com/ Find A Wayhttps://youtu.be/rIDDiVAy-5E The Journey Of Endurance http://bit.ly/antarcticmikejourney Keep Fighting trailer https://youtu.be/_i0GtPJBoEk  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Art Sobczak, author of Smart Calling, about how professionals can eliminate the fear of rejection and prospect more effectively without resorting to traditional cold calling. Art explains that successful prospecting isn’t about making random calls—it’s about smart calling, which means researching prospects, identifying trigger events, and tailoring messaging to create meaningful, relevant conversations. He emphasizes that the most effective rainmakers don’t fear rejection because they frame every call as a learning opportunity rather than a win-or-lose scenario.Key topics include the fundamentals of Smart Calling, which involves identifying key decision-makers, leveraging social engineering to gather intelligence, and crafting value-driven outreach that resonates with potential clients. Art also discusses the psychological barriers to prospecting, explaining how professionals can overcome fear by shifting their mindset and focusing on conversations rather than sales pitches. He introduces the importance of trigger events—specific changes in a company that indicate a potential need for services—and how professionals can use these insights to time their outreach effectively. Additionally, Art shares practical techniques for handling objections, reframing rejection, and maximizing each call’s potential. This episode provides actionable strategies for professionals looking to master prospecting, build confidence, and generate more business through smarter, more strategic outreach.https://therainmakingpodcast.com/---------------------------------------------------For over the past 30 years Art Sobczak (Sub’-check) has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. The most effective way to sell is still humans SPEAKING with humans, and he helps them do that in a conversational, non-salesy way. Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his service to the profession. His flagship book is “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” and has just been released in a new, Third Edition, and the process has become the standard for prospecting with hundreds of thousands of sales pros worldwide.www.smartcalling.comwww.smart-calling.com (Art's Book)www.phonescripts.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, co-founder and Chief Growth Officer of Wendt Partners, about how professional service firms can leverage tools and technologies to drive business growth. Doug explains that while many firms adopt CRM systems and digital tools, they often fail to implement them effectively due to a lack of structured processes. He emphasizes that business development technology should support a well-defined strategy, not replace it, and that firms must first establish disciplined, repeatable processes before investing in software.Key topics include the role of CRM systems as a foundation for business relationship management, how to integrate sales and marketing tools for seamless client engagement, and why firms should prioritize personalization in outreach through automation. Doug shares insights on the difference between sales and marketing technology, explaining that marketing is one-to-many communication while sales is one-to-one. He also introduces video email strategies, data enrichment techniques, and AI-driven insights to help professionals optimize their business development efforts. Additionally, Doug provides practical steps for small and mid-sized firms to implement scalable growth systems without overwhelming their teams. This episode delivers a roadmap for professionals looking to harness technology for smarter, more efficient business development.https://therainmakingpodcast.com/-----------------------------------Doug Wendt is the co-founder and Chief Growth Officer for Wendt Partners, with offices in New York, Philadelphia and Baltimore/Washington. Doug developed the Wendt Partners business growth consulting model through nearly 25 years of experience across the professional services, enterprise software, electronics, aerospace and quality systems fields including worldwide management of new product launches, channel sales and technology marketing. Doug studied professional writing at Baylor University, then received his B.A. in Philosophy from Franciscan University and Master of Arts in Public Communication, summa cum laude, from The American University (Recognized by PRWeek as one of the Top 5 in the U.S.).http://www.wendtpartners.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Ivan Misner, founder and Chief Visionary Officer of BNI (Business Network International), about the power of strategic networking and relationship-building for business success. Dr. Misner, often called the "father of modern networking," shares insights from his book Who's in Your Room?, which explores how the people we allow into our lives influence our decisions, success, and overall happiness. He explains that networking is not just about making connections but about surrounding yourself with the right people—those who align with your values and contribute positively to your growth.Key topics include the "Room Concept," a metaphorical way to think about networking and personal relationships, and the role of the Doorman—a mental filter that helps professionals decide who to let into their lives and businesses. Dr. Misner discusses deal-breakers in professional and personal relationships, emphasizing the importance of defining clear values to build a high-quality network. He also shares practical strategies for managing difficult relationships, setting boundaries, and saying no without damaging connections. Additionally, he provides an overview of BNI's global networking system and how professionals can use structured referrals to grow their businesses. This episode offers valuable strategies for professionals looking to build stronger, more intentional networks that drive long-term success.Visit: therainmakingpodcast.com----------------------------------Dr. Ivan Misner is the Founder & Chief Visionary Officer of BNI, the world's largest business networking organization. He has been called the "father of modern networking" by CNN and one of the “Top Networking Experts to Watch” by Forbes. He is a New York Times Bestselling author who has written 22 books and is a columnist for Entrepreneur.com.He has been named Humanitarian of the Year by the Red Cross, is the recipient of the John C. Maxwell Leadership Award and is the Co-Founder of the BNI Charitable Foundation.https://ivanmisner.com/https://ivanmisner.com/books/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Regina, entrepreneur, speaker, and expert networker, about the power of relationship marketing strategies and how professionals can crush virtual networking. Mike shares insights from his experience building multiple referral-based businesses, emphasizing that success in networking is not about selling—it’s about connecting, providing value, and building long-term relationships. He explains that professionals who lead with a give-first mentality can eliminate competition and create new business opportunities simply by being intentional in their networking approach.Key topics include the three pillars of effective networking—connecting with purpose, knowing your audience, and adding value by making strategic introductions. Mike discusses common networking mistakes, such as having a taker mindset, lacking a clear strategy, and jumping to the ask before providing value. He also shares actionable virtual networking strategies, including the “three fives” approach (five minutes of catching up, five minutes learning about the other person, and five minutes about yourself), how to project confidence and energy in virtual meetings, and why being memorable is key to relationship building. This episode provides a practical roadmap for professionals looking to master networking—both online and in-person—to grow their business and personal brand.Visit: therainmakingpodcast.com-----------------------------Mike is an entrepreneur, a philanthropist, a family man, a team player, and a leader who thrives on watching the masses and doing the opposite. Mike’s entrepreneurial journey started when he launched a car wash and detailing business in high school. He understood at a young age that working for others would put him in a box and be a lid on his achievements. He continued his unrelenting entrepreneurial drive by cofounding multiple companies including Big Sky Enterprises, a construction management firm specializing in healthcare, nonprofits and automotive in 2003; and Global Post Auditing Solutions in 2016, a leader and disrupter in transportation freight solutions for Fortune 500 companies. Mike currently resides in Haddonfield, New Jersey, with his wife and three kids. Surfing, golfing and exercising still keep his competitive blood flowing as they have since his youth. When not fostering personal and professional community development, he is often found at the athletic fields supporting his kids.https://www.mikeregina.io/https://www.linkedin.com/in/mikereginaio/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, business growth strategist and co-founder of Wendt Partners, about how professionals can pivot their sales efforts into a structured, scalable sales strategy. Doug shares insights from over 25 years of experience in enterprise sales, emphasizing that sales growth isn’t just about acquiring new clients—it’s about maximizing existing relationships, leveraging referrals, and optimizing untapped revenue opportunities. He explains how many businesses overlook 70% of their potential revenue by failing to engage their current customer base effectively.Key topics include the concept of the considered sale—a relationship-driven sales process that builds trust over time, the importance of segmenting contacts into categories (strategic clients, past clients, referral partners), and using CRM tools like HubSpot to streamline business development efforts. Doug also shares tactical steps for professionals looking to transition from in-person networking to digital relationship-building, including hosting virtual meetings, providing valuable insights instead of sales pitches, and proactively reconnecting with past prospects. He offers a three-step framework for getting started: configure (set up a CRM system), create (develop valuable content for engagement), and convene (host conversations that foster connections). This episode delivers actionable strategies for professionals looking to refine their sales approach and generate consistent revenue growth.----------------------------------------Doug Wendt is the co-founder and Chief Growth Officer for Wendt Partners, with offices in New York, Philadelphia and Baltimore/Washington. Doug developed the Wendt Partners business growth consulting model through nearly 25 years of experience across the professional services, enterprise software, electronics, aerospace and quality systems fields including worldwide management of new product launches, channel sales and technology marketing. Doug studied professional writing at Baylor University, then received his B.A. in Philosophy from Franciscan University and Master of Arts in Public Communication, summa cum laude, from The American University (Recognized by PRWeek as one of the Top 5 in the U.S.).http://www.wendtpartners.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cole Silver, Chief Client Officer at Blank Rome, about how professionals can continue making it rain during and after the COVID-19 pandemic. Cole shares insights from his extensive experience as a general counsel and client development expert, highlighting how the pandemic has forced professionals to rethink business development strategies. He explains that in times of crisis, clients evaluate services strictly through a return-on-investment lens, making it crucial for professionals to adapt their messaging and focus on delivering clear, tangible value. Cole emphasizes the importance of viewing clients holistically, providing empathetic support, and adjusting services to meet evolving needs.Key topics include adopting a client-centric approach by understanding clients' full range of needs, even outside the traditional scope of services; maintaining empathy and safety in all client communications; and offering alternative fee arrangements and flexible payment options to sustain client relationships. Cole also discusses how professionals might need to pivot their practice areas based on market demand, shifting from low-demand services to those more relevant during the crisis. He stresses the role of trust, emotional intelligence, and authenticity in building long-term client loyalty, noting that clients will remember who supported them during difficult times. This episode provides practical advice for professionals looking to sustain and grow their business by deepening client relationships and adapting to changing market dynamics.----------------------------------------Cole Silver serves as the Chief Client Officer for Blank Rome. In this role, Cole provides consultative client relationship support to the Firm and its clients, helping to identify and implement strategies and tactics to improve client satisfaction, expand into new areas of service, and ensure an outstanding client experience. With over 25 years of experience as General Counsel to several high growth companies, Cole brings an insider's view of clients' key legal concerns and what they want and expect from the outside counsel. He has authored books and trained numerous professionals in the areas of client development and service.https://www.blankrome.com/https://www.blankrome.com/people/cole-silver Learn more about your ad choices. Visit megaphone.fm/adchoices