The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Terry Isner, founder of Jaffe PR, about how professionals can stand out in high-stakes pitch meetings and beauty contests. Terry shares insights on why traditional sales pitches fail and explains that buyers already know a firm’s expertise before the meeting. Instead of focusing on credentials, firms should prioritize building connections, demonstrating authenticity, and showing why they’re the best fit for a long-term partnership. He emphasizes that engagement, creativity, and emotional connection are key factors that set winning firms apart. Key topics include how to structure a pitch for engagement, ensuring that every team member has a voice rather than relying on a single partner to lead the meeting. Terry also discusses the importance of storytelling in pitches, using real-life client success stories to create memorable, relatable, and impactful presentations. He shares strategies for making pitches interactive and dynamic, avoiding static PowerPoint slides, and leaving prospects with a lasting impression through creative branding elements. Additionally, Terry introduces the concept of emotional marketing, explaining how personal stories, humor, and vulnerability help build trust and differentiate a firm from competitors. This episode provides practical strategies for professionals looking to transform their approach to pitching and dramatically improve their win rates. ---------------------------------------- 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/ ---------------------------------------- A marketing philosopher, brand consultant and dynamic speaker for the legal industry, Terry M. Isner is known as “the empathy man” because of his humanistic approach to business strategy. Whereas many business professionals overlook compassion as part of the branding equation, Terry believes humanism is essential to a firm's success in today’s socially conscious environment. As Terry says, “If humanity gets left out of the board room, nobody wins.” In the world of legal marketing, Terry fulfills a niche as a business strategist with an extensive background as an award-winning creative director and artist. This unique mix of creative and analytical thinking makes him more likely to set trends than follow them. In fact, Terry often draws inspiration from other industries to formulate new approaches to legal marketing, PR and branding. He also stays current on the latest trends in technology to devise ways to leverage innovation to advance brands. Terry’s philosophical approach to business is just that – a philosophy. Bringing concepts such as creativity, inclusion and compassion into corporate culture is a reflection of the world we live in. Firms that fail to be cognizant of such issues risk damage to their reputations and devaluation of their brands. Terry helps preserve brand equity by helping firms adapt to these changing times and sharing their unique stories in creative ways across multiple channels, including print, digital and social media. He also uses his passion and expertise to empower marketers to be effective agents of change within their own organizations and help drive their firm’s sales, branding and culture. Increasingly, employees desire an employer that emphasizes a culture of diversity and compassion. This trend is accelerating as significant generational shifts ignite change in the workplace. Terry specializes in helping firms maintain a cohesive culture and navigate generational change through creative internal campaigns, unique team-building activities and community engagement opportunities that foster camaraderie at all levels. Links: https://www.jaffepr.com/our-team/terry-m-isner https://www.linkedin.com/in/sharingtmi/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Amy Malo, professional certified coach, about navigating career transitions with clarity, courage, and confidence. Amy, who has extensive experience in both internal and third-party legal recruiting, shares insights on how professionals can take control of their careers rather than simply following opportunities that come their way. She explains that career inflection points—moments when professionals feel misaligned with their work—are natural and should be seen as opportunities for reassessment and growth. Key topics include recognizing the signs of an inflection point, conducting self-assessments to identify core values, key skills, and ideal work environments, and creating a career plan similar to a business strategy. Amy discusses the importance of choosing rather than feeling trapped in a career path, reframing career decisions with intentionality, and managing external pressures from family or societal expectations. She also shares actionable strategies for professionals considering a lateral move, including how to evaluate opportunities, align career choices with long-term goals, and avoid the pitfalls of counteroffers. This episode provides a structured approach to career management for professionals seeking fulfillment, growth, and long-term success. Visit: https://therainmakingpodcast.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/ ---------------------------------------- As an Executive and Career Coach, Strategic Talent Management Consultant, and Experienced Recruiter with over three decades in the legal field, I empower clients to navigate challenges, set meaningful goals, and actualize their professional aspirations with clarity, courage, and confidence. Links: https://www.linkedin.com/in/amy-berenson-mallow/ https://talent-success.org/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Charlene Gisele, professional coach and burnout prevention expert, about how high-performing professionals—especially in the legal industry—can prevent burnout and thrive in their careers. Charlene shares her insights on recognizing the early warning signs of burnout, such as behavioral changes, strained relationships, and physical health issues, emphasizing that burnout doesn't happen overnight but leaves "breadcrumbs" along the way. She explains that by noticing these subtle shifts early, professionals can take proactive steps to prevent burnout before it leads to serious health or personal consequences. Key topics include identifying behavioral shifts like increased reliance on unhealthy coping mechanisms, the impact of burnout on relationships and team dynamics, and practical strategies for sustainable recovery. Charlene outlines adaptive behaviors such as prioritizing quality sleep, engaging in physical activities, and adopting mindful practices like meditation and self-hypnosis. She also highlights the importance of treating personal health like a business by tracking key health metrics and conducting regular behavioral audits. This episode offers actionable advice for rainmakers and high achievers looking to balance intense workloads with sustainable, healthy lifestyles. Visit: https://therainmakingpodcast.com/ ---------------------------------------- At Charlène Gisèle®, I partner with professionals and leading organisations to achieve sustainable high-performance and burnout prevention. 🔹 Our Approach: Using our unique and CPD accredited ‘Sustainable High Performance' method, clients achieve enhanced well-being and productivity, balancing personal and professional lives. 🔹 Experience-Driven: My background as a Big Law litigator, combined with Master certifications in NLP, Business, and Health Coaching, shapes our tailored guidance. 🔹 Recognition: Our methods have been featured in leading publications such as the The Financial Times, The Times, and BBC Radio. Client Benefits: ✅ Burnout Prevention: Tailored strategies for industry-specific challenges. ✅ Leadership Growth: Unlocking leadership potential. ✅ Emotional Resilience: Strategies to maintain composure and performance in high-pressure environments. ✅ Speaking Engagements: Delivering Award-winning keynotes on well-being and performance. Links: https://www.linkedin.com/in/charl%C3%A8ne-gis%C3%A8le-bourliout/ https://charlenegisele.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Janet Falk, founder of Falk Communications, about how professionals can maximize their time and networking opportunities at conferences. Janet shares expert strategies for preparing before an event, engaging effectively during the conference, and following up afterward to build lasting business relationships. She emphasizes that conferences are not just about attending sessions but about making meaningful connections that can lead to new business and valuable referrals. Key topics include how to research and reach out to key attendees and speakers in advance, using LinkedIn and membership directories to set up meetings, and leveraging informal networking opportunities such as coffee breaks, meals, and receptions. Janet also shares practical tips on asking insightful questions during panel discussions, strategically using business cards and branded materials, and following up with personalized messages to maintain relationships after the event. This episode provides a comprehensive framework for professionals looking to turn conferences into powerful business development opportunities. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Janet Falk, Ph.D., is a Communications professional with more than 30 years of experience in-house, as a consultant and at public relations agencies. As Chief Strategist at Falk Communications and Research (www.JanetLFalk.com), she advises attorneys at small law firms and with a solo practice on Media Relations and Marketing Communications to: attract new clients, remain top of mind with prior clients, keep in touch with referral sources, help recruit associates, generate a news story about litigation that puts pressure on opposing counsel and achieve business goals. Janet leads workshops on these topics and advises on media relations, website, LinkedIn profile, articles in non-legal industry trade publications and client newsletters, among other areas. She has published articles on Media Relations and Marketing in The New York Law Journal, The New Jersey Law Journal and Marketing the Law Firm and is a frequent speaker on webinars and podcasts about Public Relations, Networking and Legal Marketing. Speak with her for a complimentary Strategic Communication Session (30-minute consultation) to assess your Communications activity and online presence. She guarantees TWO IDEAS. Links: Website: https://www.Janetlfalk.com Subscribe to monthly newsletter: https://bit.ly/2MNB11W http://www.linkedin.com/in/janetlfalk Learn more about your ad choices. Visit megaphone.fm/adchoices

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/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with David Ackert, business development expert and author of The Short List, about how professionals can focus on high-value relationships to grow their book of business. David explains the concept of applying the Pareto Principle (80/20 rule) to networking, where 80% of results come from just 20% of relationships. By identifying and nurturing a select group of key clients, referral sources, and prospects, professionals can maximize their impact without wasting time on low-yield connections. Key topics include defining a "short list" of 9 to 35 key relationships, strategically engaging with those contacts to drive business opportunities, and using data-backed insights to optimize networking efforts. David shares practical steps on how to track and maintain these relationships, ensuring consistent follow-up and meaningful engagement. He also highlights the importance of relationship-building over transactional networking and explains how to create authentic connections that lead to long-term success. This episode provides a clear, structured approach to business development for professionals looking to streamline their efforts and see measurable results. ---------------------------------------- David is Co-Founder and CEO of Ackert, Inc. and its subsidiary, PipelinePlus. He is a highly regarded business development thought leader. Over the past two decades, David has pioneered revenue acceleration programs for hundreds of professional services firms around the globe. He is the founder of several groundbreaking ventures in the industry, including Legal Lift, the MLR100, the MLR200, BDI, numerous Managing Partner Roundtables, and the PipelinePlus software suite. His programs have won “Your Honor Awards” in both the U.S. and Canada, and his software has been featured in NLJ’s “Technologies on the Rise.” David regularly keynotes at partner retreats and speaks at industry conferences. He also serves as a guest lecturer at USC’s Marshall School of Business, Carnegie Mellon University, and at the UCLA School of Law. David is the author of The Short List: How to Drive Business Development by Focusing on the People who Matter Most, published by Greenleaf. He has contributed quotes and articles to numerous media including the Los Angeles Times, the National Review, the Daily Journal, the Wall Street Journal, Above the Law, Attorney at Work, Law.com, The Recorder, and the Los Angeles Business Journal. His Market Leaders Podcast has won several JD Supra Reader’s Choice Awards. David volunteers as a Big Brother with the Big Brothers and Sisters program in Los Angeles. He is also the co-founder of Voices in Harmony, a mentoring organization that has worked with at-risk youth around the globe. He co-produced and appeared in the documentary film, “After Kony: Staging Hope,” chronicling mentoring programs he helped to design and facilitate for former child soldiers in Northern Uganda. The film was used as part of an awareness-raising campaign that raised millions of dollars for health and education in underserved Ugandan communities. David’s charitable work earned the “Difference Maker” award from one of his alma maters, Ithaca College. David holds a master’s in psychology and is a Fellow at the College of Law Practice Management. Links: Order The Short List here: https://pipelineplus.com/theshortlist/ www.PipelinePlus.com https://www.linkedin.com/in/davidackert/ Learn more about your ad choices. Visit megaphone.fm/adchoices