Podcasts about The Rainmakers

Most coaches think they have a marketing problem. Truth is… They have a trust problem. In this episode, I walk you through the exact marketing system we're using to sell over $52M/year in coaching programs. Not theory. Not "one funnel away" BS. The actual system we use to sign 5 to 20+ new clients a month (yes, on repeat) without giving into 'trend tracking' or burning your ad budget on webinar funnels that just don't work anymore. Here's what you'll discover: • Why views, content, and followers aren't converting (and the one metric you must fix) • The 6 RMAs Playbooks that generate leads, book calls, and close clients while you sleep • The $100K/week partner case study (and how fast it happened) • Why most coaches stall at $30K/month—and how to break through to $100K+ • The 7-11-4 Trust Framework that makes strangers buy from you • How to go from "struggling founder" to "peaceful operator" in 90 days • The only 3 phases that matter: Incubate, Step Up, Scale Up • How to build a sales machine that prints clients (even if you hate tech) • What's actually working and what to stop doing ASAP • Why most masterminds, agencies, and ad coaches are keeping you stuck • How to build a $1M/year profit machine without becoming the bottleneck If you're ready to simplify, scale, and finally enjoy your business again…

Big law is changing fast, but one thing hasn't: the firms that win still recruit – and keep – talent better than everyone else. In this episode, John Cashman breaks down how elite law firms actually close top laterals—mindset shifts, process, culture fit, and hands‑on leadership—and why the same principles apply to any organization, in business and in sports, that depends on star performers to drive results.www.imperfectleaders.com

Most people think views equal success. They don't. In this conversation, Sam Gaudet and Chris Dufey break down what actually matters if you want content to turn into revenue, not just attention. If your content is not creating clients, it is not building a business. It is just entertainment. This episode goes deep into the real metrics serious operators track, including: • Followers gained per video • View velocity in the first 24 to 36 hours • View to follower ratio • Followers to revenue You will learn why a video with 250,000 views and 10,000 new followers is far more valuable than a video with 1 million views and 100 followers, and how viral content can quietly damage your brand by attracting the wrong audience. They also explain why they do not run ads or chase virality for personal brands, how trust is built at scale, and how to think about content like an actual growth engine instead of a guessing game. If you are posting every day but not seeing real business results, this episode will completely change how you think about content, growth, and what actually matters. This is how professionals use content to build real businesses. —— In this video: 00:00 — Why most people misunderstand content and growth 01:05 — Content vs business, what is the difference 02:10 — Awareness without revenue is not a business 03:20 — The real goal of social media 04:15 — Why followers to revenue is the only metric that matters 05:40 — Followers gained per video explained 07:10 — View velocity and why it predicts winners in 24 hours 09:05 — The metric nobody tracks, view to follower ratio 11:10 — Why viral videos can destroy your brand 13:00 — 250k views vs 10k followers, what actually wins 15:10 — Why Sam and Chris do not run ads on personal brands 17:00 — How facial impressions affect trust and conversion 18:40 — Editing, thumbnails, and reacting to momentum in real time 20:00 — Followers vs clients, lagging vs leading metrics 22:10 — How content turns into a sales pipeline 24:00 — What high quality audience really means 26:30 — Protecting your brand while you scale 28:30 — Final thoughts on content that actually makes money —— If this is our first time meeting, hey

Work with me: https://jointherainmakers.com/choosetime?utm_src=organicyoutube Get your free demo: https://jointherainmakers.com/demo?utm_src=organicyoutube ------- At 3:02AM, I woke up with a question that refused to let go: "What do I actually want from my life?" Not the "Instagram answer." Not the "entrepreneur answer." Not the "be a good husband, father, provider" answer. The real one. At 37, I found myself replaying every decision, every success, every sacrifice… wondering how I got here and whether the direction I was sprinting toward was even the right one anymore. Doubt can chain you down. But if you're honest enough to face it… it can also become a compass. So I went downstairs. Opened my journal. And poured everything out. What came out turned into the deepest personal reset I've ever had. 16 powerful "dials" I now use to recalibrate my life, my business, my relationships, my purpose. In this video, I'm sharing them. Not polished. Not performative. Not "guru wisdom." Just the raw, unfiltered reflections of an entrepreneur, husband, father, and human trying to build a life that actually feels meaningful… not just impressive. You'll hear me talk about: Why "success" nearly cost me my peace and my family presence The brutal truth about imbalance, burnout, and ambition How I define purpose now (and how totally different it is) Legacy, love, leadership, and why impact matters more than metrics Why harmony matters more than "work-life balance" Gratitude, impermanence, joy, and being truly alive And why the world doesn't need more "successful" people… It needs more grounded, fulfilled, fully-present ones. If you've ever woken up in the middle of the night questioning your direction… If you're "doing great" externally but wrestling internally… If you want a life that feels aligned, not just impressive… This one's for you. __ In this video: 00:00 — The 3:02AM Question That Changed Everything 01:06 — Turning Chaos Into Clarity (16 Life "Dials") 01:12 — The One Question That Unraveled a Thousand Others 01:45 — My Notes, My North Star: The "Dials" That Guide My Life 02:06 — When Success Crashes Into Reality 03:07 — Finally Asking: "What Do I Truly Want?" 03:35 — Why Fulfillment Doesn't Live in Your Bank Account 04:43 — Meaning Isn't Found. It's Built. 05:03 — Aligning Work With Your Soul (Not Just Your Goals) 05:40 — My Personal Mission (And Why It Matters Now More Than Ever) 06:04 — Waking Up With Purpose Changes How You Live 06:17 — Purpose Lives in the Small, Ordinary Moments 07:28 — Real Friends vs Deal Friends 07:59 — We're Wired for Connection 08:06 — Success Is a Team Sport 08:38 — You Will Never Outperform Your Environment 09:09 — Why I Built a Private Mastermind 09:30 — Radical Self-Awareness (No More Hiding) 10:29 — Growth Never Stops (If You're Honest With Yourself) 11:09 — Redefining Success: Impact Over Income 11:31 — The Joy of Watching Others Win 11:57 — Legacy, Mortality, and What Actually Lasts 13:15 — Work-Life Harmony (Not Balance) 14:18 — Rejecting the Lie: "Something Must Break for You to Win" 15:44 — Gratitude That's Actually Felt, Not Forced 16:03 — Contentment: Realizing You Already Have So Much 16:52 — Accepting Impermanence and Finding Peace 17:39 — Living Authentically (Even When It Costs You) 18:31 — Integrity: Being Who You Say You Are 20:39 — Remembering to Choose Joy 21:39 — Finding Beauty in Simplicity 22:15 — A Meaningful Life Is Built One Decision at a Time 22:53 — Embracing Doubt, Chaos, Clarity, and Courage 23:12 — Final Reflections + What I Hope You Take From This ___ If this is our first time meeting, hey

Work with me: https://jointherainmakers.com/choosetime?utm_src=organicyoutube Get your free demo: https://jointherainmakers.com/demo?utm_src=organicyoutube ------- Most coaches don't need another tactic. They need to see how real operators actually think when scaling. This episode is a raw, behind-the-scenes strategy session where Chris Dufey sits down with Brian Mark to break down the exact thinking, systems, and decisions currently being used to scale a coaching business toward multi-seven figures per month. What you're listening to isn't a polished interview. It's a real working conversation. The same type of call we run with partners and clients when we're diagnosing growth bottlenecks and mapping the fastest path forward. Not theory. No "just post more content" nonsense. —— In this video: 00:00 — Inside a real scaling strategy session 00:14 — Why Brian's a rocketship (and why that matters) 01:06 — Why most coaches are stuck on the content hamster wheel 01:38 — Diagnosing bottlenecks in a growing business 01:52 — The 3 key buckets behind multi-seven-figure growth 02:09 — Engineering ads and funnels that actually convert 02:22 — Staying in your zone of genius as you scale 02:32 — Why you can't stay a one-person operation 02:41 — Building a team without chaos 02:53 — Measuring success without guessing 03:09 — The system that turns attention into revenue 03:29 — Why live workshops still work 03:49 — Repositioning calls for warmer buyers 04:19 — Fixing call fatigue and market skepticism 05:11 — Why you're not "one funnel away" 05:20 — The 3-bucket growth framework (know → trust → convert) 05:55 — Eliminating operational drag 06:12 — What actually creates rapid, clean growth 06:22 — Lead generation tools that still work 06:46 — Using WhatsApp and messaging correctly 07:12 — Outbound done the right way 07:21 — Where to go deeper (RMAS system) 07:35 — The critical numbers most coaches ignore 08:04 — Removing uncertainty from growth 08:22 — How this system works end-to-end 08:45 — Going deeper with the full model 08:58 — Doing it yourself —— If this is our first time meeting, hey

Work with me: https://jointherainmakers.com/choosetime?utm_src=organicyoutube Get your free demo: https://jointherainmakers.com/demo?utm_src=organicyoutube ------- If you're stuck at $10k/month, or honestly stuck at any revenue level, this video might frustrate you. Because most businesses aren't stalled because funnels don't work, ads don't work, or content doesn't work. Most people aren't stuck because funnels don't work, ads don't work, or the content doesn't work. They're stalled because they're optimizing the wrong part of the business. I've sold a multi–seven-figure coaching business. Launched a consulting offer to a $1M run rate in 63 days. Scaled an agency to $200k/month in under 90 days. And after working behind the scenes of some of the most profitable info and coaching businesses out there, I can tell you this: Growth is way simpler than people make it. In this video, I walk you through: • The 3 biggest mistakes keeping businesses stuck • Why random acts of marketing kill momentum • How to diagnose the real bottleneck slowing growth • The Precision Cycle: diagnose → install → optimize → repeat • Why scaling broken systems makes everything worse • The 10K-a-Day Plan for mechanical growth • The 8 foundational playbooks every business needs • The 5 core departments every business must be built on • Why freedom has to be designed, not hoped for This isn't theory. It's the exact framework we use with members to remove guesswork and make growth predictable. You don't need a longer to-do list. You need clarity on what matters right now. Watch this with the intention to apply it, not just understand it. If you want to see the full system and how to install it properly, check the link below. —— In this video: 00:00 — Why this might piss you off (and why that's good) 00:24 — Why funnels, ads, and content aren't the real problem 00:31 — Proof: scaling to $1M, $200k/month, and beyond 00:53 — The one thing that actually drives growth 01:35 — What growth should really feel like 01:41 — The 3 mistakes keeping businesses stuck 01:56 — Mistake #1: Random acts of marketing 02:21 — Mistake #2: Working on the wrong thing 02:27 — Diagnosing the real bottleneck 02:56 — The Precision Cycle explained 03:13 — Why business is just problem-solving 03:27 — Mistake #3: The Frankenstein effect 04:13 — Introducing the 10K-a-Day Plan 04:44 — Why foundations make growth mechanical 05:23 — The 8 core foundational playbooks 05:38 — Irresistible offer explained 05:55 — Content that attracts the right people 06:09 — Copy, fast cash, DMs, and ads at scale 06:49 — Tracking, optimizing, and not flying blind 07:03 — The Freedom Engine 07:39 — Adding $30k–$100k/month after foundations 08:02 — The 5 core departments of every business 08:24 — Founder systems: freedom, vision, energy 08:50 — Identity calibration (why discipline isn't enough) 09:32 — Money & wealth systems 09:47 — The 30-day vacation test 10:02 — Time and capacity design 10:14 — Why most people fail: guessing 10:33 — What you should focus on each week 11:14 — Don't scale broken systems 11:21 — The Rainmakers Growth OS 11:38 — Acquisition, delivery, and operations working together 12:19 — Why systems make everything easier 12:22 — How to see the full breakdown 12:39 — Final warning: stop working on the wrong thing 13:01 — Next steps and where to go deeper —— If this is our first time meeting, hey

In this episode, Steve Fretzin and Mandy McCormack discuss:Recognizing business development as a critical legal skillAligning coaching with motivation and executionBuilding authentic personal brandingCreating lasting impact through structured support Key Takeaways:Marketing, planning, and relationship-building are essential for long-term career success, not optional extras. Structured coaching transforms these skills into sustainable, high-ROI practices.Coaching works best when goals, gaps, and willingness to act are clear. Alignment between the lawyer's needs and the coach's methods drives meaningful results.Sharing personal stories alongside professional expertise strengthens trust, deepens relationships, and attracts clients who resonate with values, not just credentials.Combining training, personalized coaching, and on-demand guidance enables lawyers to internalize skills, stay focused, and achieve long-term growth without dependency on the coach. "I don't think anybody wants to follow someone who talks the talk but isn't walking the walk. I have to be doing those things at an incredibly high level to be able to coach my clients on it." —  Steve Fretzin Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. Ready to go from good to GOAT in your legal marketing game? Don't miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsor!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Mandy McCormack: Mandy McCormack, Esq., is the founder of McCormack Law LLC, where she specializes in estate planning, tax law, and related advisory services. She helps clients navigate complex financial and legal decisions with clarity and confidence, creating tailored plans that protect assets, minimize tax liability, and provide peace of mind. Mandy is dedicated to combining technical expertise with a personal, approachable style, ensuring that every client understands their options and feels supported in the planning process. She is committed to helping individuals, families, and business owners prepare for the future while aligning legal strategies with their goals and values. Connect with Mandy McCormack: Website: https://mccormacklawllc.com/Yelp: https://www.yelp.com/biz/mccormack-law-brookfield-2LinkedIn: https://www.linkedin.com/in/amandamccormacklaw/Facebook: https://www.facebook.com/profile.php?id=61568230072605 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Most people think scaling means more. More offers. More funnels. More hires. More chaos. That's the lie. In this video, I break down exactly how I hit a $1M run rate in 63 days with no team, no paid ads, no fancy launch, and why doing less is what finally worked. This came right after I sold my last multi–seven-figure business. I was burnt out. Overbuilt. Drowning in complexity. So I made one promise to myself: This one has to feel light. No 15-person team. No bloated Slack channels. No pretending I love to grind. Just a clean system that prints cash without running my life. Here's what actually moved the needle: • Why most offers sound clever but don't solve real pain • The "hell yes" test your offer must pass • How simplifying to one offer, one funnel, one metric changed everything • Why leverage isn't automation… it's efficiency • How I rebuilt delivery so clients win faster with less of me • The exact message that filled my calendar with high-value clients • The timeline exercise that shows you what to cut (and what to keep) No standard 'guru' speak. No 47-module programs. No outdated hustle advice. Just a simple machine that works even when you're offline. If your business feels heavier than it should… If you're working harder but not scaling cleaner… If you want a path to growth that doesn't wreck your life… This episode is for you.

Most people say they want financial freedom. Very few ever define what that actually means. And that's where everything goes wrong. This video isn't about getting rich. It's about getting free. For real. I'm sharing this because I've lived both sides. Sleeping on a couch. My wife pregnant with our first child. Halfway across the world in Dubai. Selling everything I owned with one question looping in my head: "Can I actually give them the life they deserve?" I was trapped in time-for-money. Burnt out. Chasing cash thinking it would fix how I felt inside. It didn't. What changed everything was understanding this: True freedom is downstream from financial freedom. But money alone isn't the goal. In this episode, I break down: • Why most people misunderstand financial freedom • The difference between external freedom and internal peace • What "f*ck you money" really means • Why a financial cushion changes how you choose clients, projects, and life • The mistake I made that nearly wiped us out financially • How scarcity destroys joy  (Yes, even when you're "successful") • The invisible scorecards that actually define a rich life • Why most people chase status instead of fulfillment • A simple, boring wealth-building strategy that actually works • How to define your version of "enough" This is honest. Raw. Sometimes uncomfortable. Because financial freedom isn't about Lamborghinis or renouncing money altogether. It's about: • peace • choice • alignment • integrity • being able to say no without fear It's about building a life you're proud of before you get there, not postponing happiness until some future number. If you're building a business… If you're providing for a family… If you feel that internal pull for more meaning, not just more money… Don't just watch this. Use it. —— In this video: 00:00 — The real question behind financial freedom 01:00 — Sleeping on a couch, wife pregnant, starting over 02:00 — The time-for-money trap 03:00 — Why chasing money didn't bring peace 04:05 — The five essential freedoms (and why money comes first) 05:15 — External freedom vs internal freedom 06:40 — Why success without peace isn't success 07:20 — What "fuck you money" actually means 08:40 — Saying no without fear 09:30 — The danger of scarcity-driven decisions 10:45 — The mistake that nearly wiped us out 12:00 — Financial freedom as the foundation 13:10 — How much money is actually enough? 14:20 — Making money vs building wealth 15:15 — The simple wealth-building flywheel 16:30 — Internal vs external scorecards 18:00 — Status games vs a life you're proud of 19:30 — Why happiness can't be delayed 20:45 — Defining your own version of freedom 21:50 — Final thoughts and what to do next —— If this is our first time meeting, hey

Most people think money fixes everything. It doesn't. It just exposes what you never defined in the first place. My recent conversation with Sharran Srivatsaa (Acquisition.com President) starts with a quiet tension: building something big while trying not to lose the people who matter most. Fatherhood. Money. Ambition. Guilt. All colliding at once. The truth is this: More income without a framework doesn't buy freedom. It buys anxiety with better branding. In this episode, we go deep on what actually works: • Why freezing your lifestyle is the real cheat code • The exact definition of financial freedom (no vibes, just math) • How to run a family P&L like a real business • Why most entrepreneurs are chasing income instead of equity • The parenting framework that removes guilt without quitting the mission • How to stop "working harder" and start diagnosing what's broken • The difference between growth and scale (and why confusing them keeps you stuck) Not with SMART goals. Not with KPIs. Not with OKRs or any of that MBA bullshit. But with simple rules, clear scoreboards, and decisions you can actually live with. One line hit hard: "If you don't know what 'enough' is, you'll never feel like you're winning." This isn't theory. It's lived experience. Five exits. 20+ years. Millions made (and millions lost). And a framework that now runs: the business the money and the family (without everything bleeding into everything else). If you're building fast but feeling off… If money keeps increasing but peace doesn't… If you're winning on paper but questioning the cost… This episode is for you. Watch it slowly, and take notes. Then decide what enough actually means for you.

After more than 55 continuous years, the market has helped generations of Oregon artisans and craftspeople.

Most funnels don't fail quietly. They drain your time. Your energy. And your belief that this shit can actually work. So I tested every (yes, every) funnel so you don't have to. VSLs. Webinars. Challenges. Tripwires. Quiz funnels. DM scripts. All of it. It took me nine months, and more money than I care to admit. And here's the truth no one wants to say out loud: Most funnels suck. Unless you're already internet famous… Have a massive following… Or host a podcast with Tim Ferriss… Almost any funnel can work. But what about the rest of us? What if you're just a damn good coach who wants great clients consistently? Without living inside content calendars, DMs, or ad dashboards? That's what this video is about. In this episode, I break down the one funnel that beat everything else every single time, because it's: • Simple • Clean • Built on trust (not hype) • Scales without big ad budgets • Works even with a small or nonexistent audience We talk about why: • Followers don't equal buyers • Daily content farms lead to burnout, not scale • DM closing repels high-trust clients • Most funnels fail because the market doesn't believe anymore And what actually works instead. I call it the Trust Engine. It's the highest-converting system we've ever tested and we've installed it in 200+ coaching businesses across niches. Health. Business. Relationships. Agencies. Service pros. Same result. Because it's built on three things: 1. A strong, obvious offer 2. Smart nurture that builds trust before the call 3. A clean sales process with zero pressure No "only 3 spots left" bullshit. Just a system that helps serious buyers make serious decisions. And this isn't theory. We've helped: • Coaches go from $32k → $108k/month in 90 days • Coaches hit $240k in a quarter after years of funnel hopping • Coaches with zero audience book 21 calls in 10 days and close $40k If your business feels noisy… If your funnel isn't converting… If you're doing too much for too little return… This episode will save you months of wasted effort. —— In this video: 00:00 — I tested every funnel so you don't have to 00:35 — Why most funnels fail 01:05 — The myth of massive followings 01:40 — Why daily content leads to burnout 02:15 — The DM closing lie 02:50 — What actually works: the Trust Engine 03:20 — Why trust beats tactics 03:55 — The 3 pillars of a high-converting funnel 04:30 — Why your offer matters more than the funnel 05:05 — Smart nurture vs pressure selling 05:40 — Clean sales with zero gimmicks 06:10 — Real client results (across niches) 07:00 — Why most funnels fail in today's market 07:40 — Engineering trust at scale 08:20 — Finding the choke point in your business 08:55 — Stay in your zone of genius 09:35 — What to do next —— If this is our first time meeting, hey

Most entrepreneurs claim they're building their business for their family, but their calendar tells another story. In this video, I share how I built a "successful" business on paper. Revenue was climbing, Stripe was pinging, everyone thought I was winning. But behind the scenes, I was overworked, disconnected from my wife and kids, and losing myself in the grind. Until I got a wake-up call I couldn't ignore. This is the true story of how I simplified everything, leaned on systems, and built a business that no longer runs me—so I could scale without sacrifice. In this video: 00:00 Starting the lie we all buy 00:08 Chasing growth over presence 00:17 Revenue up, but why was I doing it? 00:27 The "grind harder" mindset trap 00:35 Why hustle felt heroic 00:41 The lie I told myself it was for my family 01:03 When it stopped being worth it 01:07 10–14 hour days, living in "busy" 01:14 The wake‑up call from my wife 01:29 The moment my daughter asked for time 01:54 Realizing growth without health/family is destruction 02:02 I stopped the madness, not the business 02:20 My business runs when I step away 02:37 Who this message is for (coaches/consultants) 03:17 What's possible with systems, not hustle 03:53 The real cost of chasing revenue only 04:03 What the true scoreboard is: peace, presence, purpose 04:18 If you feel stuck, here's your choice 05:26 What I want you to walk away with 05:51 Final thoughts and next steps ___

If you're a coach or consultant working hard but still stuck, growth not matching effort, and the freedom you started for still feels out of reach, you're in the right place. I'm not here to sell hype or funnels. I built and sold my own coaching biz. I helped agencies hit $200K/month. I consulted 7 to 9 figure founders. Now I'm here to help you build a business that works without burning you out. In this video: 00:00 Why a million dollar month is possible 00:20 It's not magic, it's a system 00:35 Why most coaches stay stuck 01:07 Real results, real numbers 02:18 How the Rainmakers Model was built 03:17 Why this is worth your time 03:48 How the model works 04:21 Retention and client lifetime value 05:24 Lock in consistent profit 05:41 The 8 accelerators 07:03 More leads, better conversions, bigger deals 08:59 Reduce churn and increase retention 11:02 Add more offers, build ascension 12:28 Grow your total market 13:30 Profit matters 15:06 Build a business that runs without you 17:09 Spot what's missing 18:47 What working with us looks like 19:57 Why we vet every partner 20:26 Already have a team? We plug in 20:43 No hype promises, just real talk 21:17 What time you need to invest 21:52 Why we call it a true partnership 22:51 Why we limit how many partners we take 23:39 How to apply 24:22 What kind of results are possible 24:58 What to expect after you apply 25:25 Is 15 minutes worth it 25:45 What to do next — If this is our first time meeting, hey

If you're still stuck selling, delivering, and scrambling for the next sale, this will hit home. One client added $318,000 in recurring revenue in 30 days. No viral reels. No fancy funnels. No massive team. Just a better system. Most coaches are trapped on the high-ticket hamster wheel. Make a sale, deliver, repeat. It feels like growth, but it's just a business built on burnout. The moment leads dry up, panic sets in. And the cycle starts all over again. I'll show you how to break free from that trap and install the same 3-part system we use to scale coaches to $100K–$300K+ months without chaos. In this video: 00:00 Why most coaches stay stuck 00:08 How one client hit $318K fast 00:26 The trap of one-off sales 00:54 What happens when leads dry up 01:24 Real 7–9 figure businesses don't rely on hustle 01:45 Turning clients into recurring revenue 02:00 Why freedom lives in the backend 02:30 The Recurring Revenue Engine explained 03:00 Ascension paths and doubling LTV 03:30 Fulfillment systems that run without you 04:10 The Trust Engine: show-up rates and conversions 05:30 Real numbers from real clients 07:00 Scaling with systems, not stress 08:00 Why personalization beats more free info 08:30 How to install this in your business 09:00 Your next move if you're done guessing —

Toy stores were once the domain of national chains. Now, with the known chain stores largely gone, local shops are finding their niche to compete against online mega-retailers and big box stores. We hear from Eugene toy store owner Richard Goosman about the industry today.

If you're a coach or consultant stuck on calls, solving every problem, and still waiting for freedom, this is for you. I've built and sold coaching businesses, scaled new ones to $200K months in under 90 days, and helped 7–9 figure founders grow clean, profitable companies that don't depend on them. This podcast is about building a business that gives you your life back. No "hustle" or productivity hacks, just real systems that work. -------- In this episode: 00:00 Tired of working hard with no freedom? 00:13 Who I am and what we do 00:32 Why I started this channel 00:41 Million-dollar growth after non-compete 00:50 Agency to $200K/mo in 90 days 00:56 Consulting 7–9 figure businesses 01:11 Success but still stuck 01:20 You're the bottleneck 01:35 Business shouldn't feel like a job 01:51 The endless growth trap 02:03 Scaling something you hate 02:21 The one new rule 02:28 What this channel isn't 02:48 A cleaner, low-stress model 03:18 Is this channel for you? 03:30 Simple scaling, no extra headaches 03:47 What's working right now 04:02 What to do next 04:30 Welcome to the new way —

If your “business development strategy” is do great work + hope clients stay loyal, I have bad news: that strategy has been officially declared dead on arrival. In this episode, Nicole sits down with Karen Freeman, Chief Product Officer at DCM Insights and co-author of The Activator Advantage, to break down why client loyalty is collapsing—and what the best “rainmakers” are doing instead. Spoiler: they're not waiting around to be chosen. They're activating.  What you'll learn: Why client loyalty is shrinking (even when you are excellent at your job) The buyer behavior shift: from “we trust you” to “we're still taking calls, though” Practical ways to build a stronger pipeline without turning into a sleazy salesperson How AI + procurement + buying committees are changing the game (and the budget) The Activator playbook (aka: stop crossing your fingers) Commit: plan BD weekly (yes, even when you're busy) Connect: treat your network like an asset, not a dusty LinkedIn list Create value: show up before the ask with insight, context, and solutions Because “doing good work” is table stakes. Activating is how you win, retain, and grow today. Thank you to our sponsors! Get 20% off your first order at curehydration.com/WOMANSWORK with code WOMANSWORK — and if you get a post-purchase survey, mention you heard about Cure here to help support the show!  Sex is a skill. Beducated is where you learn it. Visit https://beducate.me/pd2550-womanswork and use code womanswork for 50% off the annual pass. Connect with Karen: Book: https://www.dcminsights.com/activator-advantage  Karen's LI: https://www.linkedin.com/in/karenefreeman/ DCM insights's LI: https://www.linkedin.com/company/dcm-insights/ Related Podcast Episodes Powerfully Likeable with Dr. Kate Mason | 364  From Small Business to Big Impact: Leadership, Confidence, & Community | 362  The 3 N's: Negotiation, Networking & No with Kathryn Valentine | 327 Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform!

In this episode of The Rainmaking Podcast, Scott Love speaks with Kelly Kennedy, executive business development coach and host of The Business Development Podcast, about what it really means to “open doors for rainmakers.” Kelly reframes business development as the disciplined art of creating interest and securing face-to-face meetings—not closing deals or running marketing campaigns. He introduces his concept of “meeting math”: start with your revenue goal, determine the average value of a new client, estimate your close rate from qualified meetings, and back into the exact number of meetings you need per year and per month. Because meetings are the only part of the sales process a BD professional can truly control, Kelly argues that success should be measured in high-quality meetings, not just revenue, and that this clarity gives rainmakers confidence and focus. Kelly then walks through how to build a repeatable door-opening system. Instead of chasing only the biggest “tippy-top” companies, he recommends targeting the next tier down and the service providers that support them—often better, stickier clients with more realistic expectations. He urges firms to identify their ideal buyer personas (presidents, procurement managers, operations leaders, etc.), then use tools like LinkedIn to build targeted lists and send personalized connection requests and introductions. Kelly stresses the importance of separating roles—door-opening BD, proposal/sales, and account management—so nothing falls through the cracks, and he closes with three action steps: block 3–5 hours weekly for pure BD, define your ideal buyers by title in each vertical, and make direct contact via phone and email while always asking for the meeting. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/FJtovnbYvRo ----------------------------------------

As the craft beer industry matures, we hear from one of the state's top breweries. Ninkasi Co-Founder Jamie Floyd takes us on a tour of the brewery to talk about what goes into making beer and the state of his industry.

We take a deep dive into downtown Eugene's newest neighborhood and look at what went into its development.

In this episode of The Rainmaking Podcast, Scott Love speaks with Jacob Parks, President of Profitable Ideas Exchange and author of The Growth Engine, about how professional services firms can drive sustained growth through structured client feedback systems. Jacob reveals that most firms miss huge opportunities by treating client feedback as a formality rather than a core business strategy. He explains that when firms pursue feedback to genuinely learn—not just to increase revenue—they inevitably uncover insights that lead to deeper relationships, new opportunities, and stronger retention. Jacob introduces the concept of client advisory boards—groups of top clients who meet regularly to offer candid feedback, co-create solutions, and shape a firm's direction. He outlines the steps to implement a client feedback system: identify ideal clients, engage them in ongoing two-way conversations, and, most importantly, follow through on the insights gathered. Jacob emphasizes that curiosity, collaboration, and action are the hallmarks of firms that sustain growth over time. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/9AV80rUHyUo ----------------------------------------

Fundraising—it's part charm offensive, part emotional trapeze act, part caffeine-fueled chaos. Some days you feel like a philanthropic superhero, and other days you're crying into your donor database while searching for the 'undo' button. But you don't have to go it alone. Enter the Rainmakers: the mythical, magical, magnificently strategic fundraisers who know how to play the long game—with flair. What's their secret? These 10 fundraising principles. We're talking about donor stickiness, connection asks, custom everything, and enough 'You' language to make even Shakespeare blush. Strap in, folks. You're about to take a rollercoaster ride through fundraising best practices—Robin Williams style. Listen and learn . . .

Click here to sign up for a new platform that helps law firms use subscription billing.Here are the top 5 takeaways from my conversation with Nancy Fox:* Strategic Networking is Essential: Nancy emphasizes that building relationships with the right people is the foundation of business development, especially for professionals like lawyers and accountants. Networking should be targeted and strategic, not just about meeting as many people as possible.* AI as an Enhancement, Not a Replacement: Both Nancy and Mathew agree that AI is a powerful tool for enhancing professional work, not replacing expertise. AI can save time, provide strategic insights, and help with tasks like business planning and niche analysis, but it cannot substitute for real-world experience and judgment.* The Importance of Specialization and Niche: Specialization is evolving. While AI enables professionals to be more generalist, true differentiation comes from having a clear niche—whether that's a specific industry, demographic, or service. Being specific in your value proposition and target market is key.* Productizing and Recurring Revenue Models: Nancy discusses the value of productizing services and adopting recurring revenue models (like subscriptions or memberships) for professionals who want to scale without building large teams. This approach allows for more predictable income and leverages expertise in a repeatable way.* Embracing Failure and Adaptability: Nancy shares that a willingness to experiment, take risks, and even fail is crucial for growth. She stresses the importance of being willing to try new things, learn from failures, and pivot when something isn't working—qualities that are especially important for entrepreneurs and innovators.__________________________Learn more about Nancy Fox's networking group Wyze Rainmakers.Sign up for Paxton, my all-in-one AI legal assistant, helping me with legal research, analysis, drafting, and enhancing existing legal work product.Here's a link to purchase lifetime access to the recordings of My Shingle's AI Teach-In if you couldn't make it live.I've partnered with Pii to make it easy for you to purchase the hardware I use in my law firm: (1) Studio Setup; (2) Midrange Setup; (3) Highrange Setup.Get Connected with SixFifty⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, a business and employment legal document automation tool.Sign up for ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Gavel⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, an automation platform for law firms.Check out my other show, the Law for Kids Podcast.Visit ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Law Subscribed⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to subscribe to the weekly newsletter to listen from your web browser.Prefer monthly updates? Sign up for the Law Subscribed Monthly Digest on LinkedIn.Want to use the subscription model for your law firm? Sign up for the Subscription Seminar waitlist at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠subscriptionseminar.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.Check out ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Mathew Kerbis'⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ law firm ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Subscription Attorney LLC⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Get full access to Law Subscribed at www.lawsubscribed.com/subscribe

In this episode of The Rainmaking Podcast, Scott Love speaks with Hanna Hasl-Kelchner, attorney, business consultant, and author of Seeking Fairness at Work: Cracking the New Code of Greater Employee Engagement, Retention, and Satisfaction. Together, they explore “The Rainmaker's Playbook for Managing the Team,” revealing how leadership, empathy, and trust directly impact performance and retention. Hanna explains that leading a team is not a transactional act—it's a relationship built on an “implied social contract” of good faith and fair dealing. She shares how rainmakers can foster stronger loyalty and productivity by actively listening, showing gratitude, and treating team members as valued contributors rather than interchangeable resources. Hanna also discusses practical ways to address performance issues with empathy and clarity, emphasizing joint problem-solving over blame. She encourages leaders to take “empathy reality checks,” solicit honest feedback, and model humility—reminding listeners that trust must be earned, not demanded. The conversation concludes with three action steps: listen to your team, invest in communication and coaching skills, and demonstrate genuine appreciation. These principles, she argues, transform high-pressure work environments into loyal, high-performing teams. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/zwC5paGj0HQ ----------------------------------------

Oregon Rainmakers' conversation with Orchid Health Founder and CEO Orion Falvey, about his company's efforts to bring healthcare clinics to rural parts of Oregon, and the industry's current challenges.

Stratacache CEO Chris Riegel talks about taking over a one-million-square-foot manufacturing facility in west Eugene that was once used for semiconductor manufacturing.

Vicki Odette is a Partner at Haynes Boone, an Am Law 100 firm with more than 700 lawyers across 19 offices worldwide. Based in Dallas, she serves on the firm's Executive Committee and is Global Chair of the Investment Management Practice Group. Her practice focuses on advising fund sponsors and investors on structuring and negotiating private equity, hedge fund, and venture capital investments, as well as complex partnership and joint venture arrangements. Vicki also counsels ultra high net worth individuals and families with assets exceeding $1 billion on business planning for family offices and their investments. In 2024, the Minority Corporate Counsel Association honored Vicki with its Rainmakers Award, recognizing her as one of the profession's leading business developers and client relationship leaders. WHAT'S COVERED IN THIS EPISODE ABOUT BECOMING A RAINMAKER For some lawyers, business development feels like a mystery, something reserved for extroverts or senior partners with decades of connections. Vicki Odette proves that's a myth. From her earliest years in practice, she treated business development as part of the job, not an afterthought. By asking questions, watching what successful partners did, and trying her own experiments, she built a network rooted in trust instead of transactions. In this episode of The Lawyer's Edge, Elise Holtzman and Vicki Odette talk about what it really takes to become a rainmaker. They highlight the patience, persistence, and consistency that separate future rainmakers from frustrated associates. They also share how finding strategies that fit your personality can lead to something even more valuable than clients, genuine control over your career. 2:35 – Starting business development early and laying the groundwork for future clients 4:31 – Learning by observing successful partners and adapting their strategies 5:49 – Overcoming intimidation and finding networking tactics that feel authentic 7:59 – Why introverts can excel at business development 11:03 – The personal and professional rewards of long-term client relationships 13:19 – How business development creates autonomy, leadership, and compensation growth 15:07 – Making clients feel like a top priority through proactive communication 17:35 – Anticipating client needs and cross-selling across practice areas 19:34 – Why small roundtables and intimate events outperform large networking mixers 22:58 – Handling rejection, asking for feedback, and using lost pitches as data 25:00 – Navigating bias and maintaining confidence in male dominated rooms 26:53 – Gender differences in rainmaking styles and how women can own their strengths 29:17 – Practical advice for young lawyers beginning their business development journey 32:37 – The overlooked key to client loyalty is caring about their business beyond the matter MENTIONED IN HOW LEADING RAINMAKERS PLAY THE LONG GAME IN BUSINESS DEVELOPMENT Haynes Boone | LinkedIn Vicki Odette on LinkedIn Minority Corporate Counsel Association (MCCA) Get connected with the coaching team: hello@thelawyersedge.com The Lawyer's Edge SPONSOR FOR THIS EPISODE Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

You've built from the ground up. You've onboarded rookies, coached them, created a strong culture. But now you're ready to level up. In this episode of Recruiting Conversations, I walk you through the shift from building internally to attracting experienced Loan Officers—and how to do it without sacrificing the heart of your leadership. This isn't just a strategy change. It's an identity shift. And done right, it can unlock faster growth, deeper impact, and a higher-performing team. Episode Breakdown [00:00] Introduction – The moment many leaders face: is it time to pivot from rookies to experienced LOs? [01:00] Why Make the Shift? Rookies take time and energy to develop Experienced LOs bring speed, diversity, and leverage [02:30] Three Reasons to Recruit Experienced Talent Speed to scale Pipeline diversification Leadership leverage [03:30] Step 1: Reposition Your Brand Audit your LinkedIn, content, testimonials, and language Shift from “we build new LOs” to “we help producers scale” [04:30] Step 2: Reframe Your Value Proposition Speak to the pain points of seasoned LOs Emphasize efficiency, clarity, autonomy, and support [05:30] Script Example – Use language that shows understanding, not hype: “We help producers remove friction and scale sustainably.” [06:00] Step 3: Reinforce With Social Proof Share success stories from experienced LOs who joined and thrived Video testimonials and before-after stories are key [07:00] Step 4: Shift How You Lead Move from teaching to partnering Let go of control and lead peers, not students Provide clarity without micromanagement [08:00] Step 5: Audit Your Infrastructure Onboarding, comp plans, CRM, support systems Experienced LOs won't tolerate friction—clean it up first [09:00] Final Challenge Reevaluate your brand message Update your scripts and digital presence Start one new conversation with a seasoned producer this week Key Takeaways You Don't Have to Choose Between Rookies and Veterans – A healthy pipeline has both Experienced LOs Are Looking for Leadership, Not Management – Speak to their need for autonomy, not instruction Reposition Your Messaging – If your brand only speaks to rookies, experienced talent won't even consider you Systems Win Trust – If your operations aren't tight, you won't keep top producers You're Ready for This – You've built something real. Now it's time to invite others to run with you Attracting experienced talent doesn't require hype or flash. It requires maturity, clarity, and a leadership brand that speaks to their reality. Want help repositioning your recruiting system to attract experienced producers? Subscribe to my weekly email at 4crecruiting.com, or book a strategy session at bookrichardnow.com. Let's help you scale the right way.

We sit down with Arts and Business Alliance of Eugene Executive Director Kelly Johnson to discuss the nine-figure economic impact of art in the city.

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Randy Peck (CEO) and Jordan Peck (VP of Business Development) of Peck Financial about the crucial but often overlooked issue of partner benefits during law firm transitions. Under the theme “Rainmakers Without Umbrellas”, they discuss how many high-earning partners neglect their own financial protection, leaving themselves and their families exposed when changing firms or going through mergers. From life insurance to disability and long-term care coverage, the Pecks explain how benefits often don't keep pace with rising compensation—and why partners must treat themselves like their own clients by proactively evaluating their protection. They also highlight specific risks such as assuming new firms will provide sufficient coverage, overlooking portability of benefits, and ignoring international complications. With stories from decades of advising AmLaw 100 and 200 firms, Randy and Jordan stress that the biggest pitfall is simply looking past these issues during transitions. Their three key action steps: regularly audit your coverage, inventory benefits before moving, and compare them with offerings at your new firm. By taking these steps, partners can avoid being “rainmakers without umbrellas” and ensure long-term financial security. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kluHcPD4bqs ---------------------------------------- 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/ ---------------------------------------- Peck Financial is an established industry leader specializing in executive benefit solutions. For more than 30 years our core business has focused on developing and administering employer-sponsored executive disability, life, and long-term care insurance plans. While these plans have become more common in recent years, our clients consistently remark on our responsiveness and unmatched customer service. Links: www.peckfinancial.com https://www.linkedin.com/in/jordan-peck-992786156/ https://www.linkedin.com/in/randallpeck/ Learn more about your ad choices. Visit megaphone.fm/adchoices

We hear about efforts to build the blue economy from the keynote speakers at an upcoming event in Oregon, the Port of San Diego's Paula Silvia and Jason Giffen.

In this episode of The Rainmaking Podcast, Scott Love interviews Gavin Sharpe, former lawyer, global legal search firm CEO, and now performance and leadership coach, to discuss the blind spots of rainmakers. Gavin explains that blind spots are unconscious behaviors others see but we often miss—like interrupting, failing to delegate, or hiding vulnerability. Left unchecked, these blind spots create limiting assumptions such as “I'm not a natural rainmaker” or “asking for help is weakness,” which can undermine success and stall growth. Gavin shares how lawyers' personalities and the pressures of perfectionism often reinforce these blind spots, creating a cycle of stress and missed opportunities. He offers strategies for uncovering and challenging limiting beliefs, from seeking peer and client feedback to reframing outdated stories we tell ourselves. By identifying, examining, and dismantling these beliefs, professionals can unlock untapped potential, build stronger teams, and become more effective rainmakers. Gavin closes with actionable steps to help listeners start recognizing and addressing their own blind spots. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8rGE3jRwZTM ---------------------------------------

Oregon is facing a housing crisis — especially for those reentering society after incarceration. In this KLCC Oregon Rainmakers episode, Zac Ziegler speaks with leaders from Homes For Good and Sponsors Inc. about affordable housing, systemic barriers, and the power of supportive services.

John was feeling it for this episode, bringing a up for it selection of unadulterated soulful and funky grooves. Enjoy. Tracklist: 1. Yam who? Ft. Noel McKoy - Summertime (Opolopo remix2. Gina Jeanz, Mumbi Kasumba - Tropic city (Simbad Feels Right Dub)3. Nu Guinea - Je vulesse4. Daniel Rateuke ft. Ursala Rucker - Or stay alive (Richard Earnshaw ‘Inner Spirit' extended mix)5. Coppola ft. 2strange - Kings & Queens 6. The Rainmakers ft. Lady Alma - Let it fall (Harlem mix)7. Soulmagic - Soulmagic (Saison remix)8. Veev - Recall9. Allen Craig ft. Tobirus Mozelle - Never alone (Nathan G remix)10. Fuminori Kagajo ft. Jaidene Veda - The Blue (Eric Kupper remix)11. Paskal & Urban Absolutes ft. Charlie Sputnik - Ooh (Phil Weeks remix)12. Loud & Classiizz - I don't know me (Original)13. Marcel Vogel ft. Tim Jules - Like a fish in the water14. Heller & Farley Project - Ultra Flava (David Penn extended remix)15. Incognito ft. Jocelyn Brown - Always there (GDE always Keith edit)16. Elements of Life & Jasper Street company - Stand on the word (Dj Spen & Gary Hudgins Holy Horn dub)17. Tasha LaRae and Dj Spen - Wish I didn't miss you (John Morales M+M vocal mix)18. Trentmoller - Le Champagne19. YolaDisko - You can't play around (Club mix)20. Michael Gray ft. Kimberly Brown - Brother, Brother21. Aki Bergen ft. Carmen Sherry - Into my soul (Full intention remix)

In this episode of The Rainmaking Podcast, Scott Love sits down with Patrick Morin, CEO of Transact Capital, to discuss how rainmakers can maximize their time at conferences. Patrick shares proven strategies that have generated millions in business, from doing research and segmenting attendees before arrival, to positioning yourself in the right places—like across from registration desks or in the front rows of sessions—to build meaningful connections. He emphasizes preparation, authenticity, and focusing on relationship-building rather than selling. Patrick also highlights post-conference follow-up tactics that strengthen client development, such as sending short, thoughtful notes and sharing industry intelligence without expecting anything in return. He stresses the importance of speaking opportunities, attending offsite events, and maintaining high energy throughout the conference to create loyal connections. His practical insights show how professionals can turn conferences into powerful rainmaking opportunities. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/m2BP_nXHcNI ---------------------------------------

In this episode of The Rainmaking Podcast, Scott Love interviews sales performance expert and coach Walt Crosby about how introverts can excel in business development. Walt explains why introverts often have an advantage: their natural tendency toward active listening allows them to truly understand client needs, peel back the layers to uncover the emotional drivers behind decisions, and build deeper connections. He stresses the importance of mirroring tone and cadence, setting upfront agreements to control meetings, and using curiosity and empathy to create trust. Walt also outlines how skepticism—politely pushing back for clarity—can strengthen credibility and uncover real issues. The conversation explores practical strategies for networking and client engagement, especially for introverts who may feel uncomfortable initiating contact. Walt encourages professionals to develop a clear picture of their ideal client, focus on learning about others before sharing their own story, and have clear next steps after every interaction. By combining curiosity, empathy, and targeted energy, introverts can leverage their strengths to become powerful rainmakers. The episode closes with three actionable steps: define your ideal client with precision, use skepticism to clarify and avoid assumptions, and establish concrete follow-up actions after each conversation. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/VNT8k8ILO4U ---------------------------------------

Bohemia Food Hub provides commercial kitchen space and mentoring to small food businesses. We talk with its founder about how it got started, its industry and expansion plans.

In this episode, Steve Fretzin and Matt Dixon discuss:Client relationship dynamics in professional servicesShifts in legal business development and rainmaking strategiesThe role of value creation in winning and retaining clientsEvolving mindsets and habits of successful professionals Key Takeaways:Top rainmakers (“activators”) don't wait for paid work to provide value — they proactively deliver business, trust, and personal value before being hired.Client loyalty is rapidly eroding; only about 50% of clients today automatically return to incumbent providers, compared to over 75% five years ago.The most predictive variable of long-term client loyalty is whether clients think of you even when not actively engaged — a sign of strong personal value.Lawyers should send LinkedIn invites to all prospects and recent contacts to trigger platform algorithms that surface client activity for timely, value-added outreach. "The best partners lead to their capabilities, not with their capabilities." —  Matt Dixon Unlock the secrets of rainmaking success—join Steve Fretzin and four powerhouse legal experts for Be That Lawyer LIVE on August 27; reserve your spot now at fretzin.com/events. Ready to go from good to GOAT in your legal marketing game? Don't miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsor!Legalverse Media: https://legalversemedia.com/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299The Power of Habit by Charles Duhigg: https://www.amazon.com/Power-Habit-What-Life-Business/dp/081298160XWhat Today's Rainmakers Do Differently (published in Harvard Business Review): https://hbr.org/2023/11/what-todays-rainmakers-do-differently About Matt Dixon: Matt Dixon is a Founding Partner of DCM Insights—a boutique consulting and training firm that uses research-backed methods to help organizations better attract, retain, and grow their client relationships. A noted business researcher and writer, Matt is a sought-after advisor to leadership teams around the world.He is best known as the co-author of several of the most important business books of the past twenty years, including The Challenger Sale, which has sold more than a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller, and his other notable books include The JOLT Effect, The Challenger Customer and The Effortless Experience. His latest book, The Activator Advantage: What Today's Rainmakers Do Differently, was released by Harvard Business Review Press in May of this year.In addition to his books, Matt is a frequent contributor to Harvard Business Review on topics ranging from business development effectiveness to client experience. He holds a Ph.D. from the University of Pittsburgh and currently resides in the Washington, DC area with his family. Connect with Matt Dixon:  Website: https://www.dcminsights.com/Book: The Activator Advantage: https://www.amazon.com/Activator-Advantage-Todays-Rainmakers-Differently/dp/B0D8V4SFGPOther books: https://www.amazon.com/stores/author/B0058M2ORWLinkedIn: https://www.linkedin.com/in/matthewxdixon/ & https://www.linkedin.com/company/dcm-insights/Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Superpowers for Good should not be considered investment advice. Seek counsel before making investment decisions. When you purchase an item, launch a campaign or create an investment account after clicking a link here, we may earn a fee. Engage to support our work.Watch the show on television by downloading the e360tv channel app to your Roku, AppleTV or AmazonFireTV. You can also see it on YouTube.Devin: What is your superpower?Matt: Turning passion into purpose.Emerald Prairie is on a mission to revolutionize home care with products that are not only safe for people and pets but also environmentally beneficial. At the heart of its innovation is hypochlorous acid (HOCL), a powerful yet natural disinfectant that Matt Condon, Founder of Emerald Prairie, describes as “nature's disinfectant.” In today's episode, Matt shared how his company is challenging the status quo with products that are effective, safe, and eco-friendly.HOCL isn't new. In fact, it has been around since World War I when it was used to treat soldiers. “It is an incredibly powerful antibacterial disinfectant,” Matt explained. “It would be ubiquitous throughout the country and the world if not for the way the chemical industrial complex evolved.” Emerald Prairie has found a way to scale the production of HOCL, offering a solution that's “made by your body” and safe enough to spray on your hands or even in your mouth.What makes Emerald Prairie stand out isn't just HOCL's effectiveness; it's the company's commitment to transparency and environmental impact. “All of our ingredients are on every label—nothing hidden,” Matt said. He added that the products not only avoid harming the environment but actually benefit it. “The best thing that can happen to hypochlorous acid is it gets to the water system because it kills the biofilm.”Emerald Prairie's business is thriving. The company has seen a surge in subscriptions, which Matt described as resembling the “proverbial hockey stick.” This growth, he believes, reflects customer trust and satisfaction. Emerald Prairie's solutions are produced in Kansas, reflecting the company's commitment to local manufacturing.To scale its impact and reach, Emerald Prairie is raising capital via a regulated investment crowdfunding campaign on Wefunder. This approach aligns with Matt's mission to connect directly with customers and investors who share his vision.Emerald Prairie isn't just selling safe cleaning products; it's starting a movement. By replacing toxic chemicals with solutions that are safe for families and the environment, Matt and his team are proving that you don't have to compromise safety for effectiveness. This is your chance to join a revolution in home care—by supporting Emerald Prairie, you can help make the world a cleaner, safer place.tl;dr:Matt Condon explained how Emerald Prairie's products use hypochlorous acid to deliver safe, effective cleaning.The company's all-natural solutions are environmentally beneficial, improving ecosystems instead of harming them.Emerald Prairie is scaling operations with local production and growing customer subscriptions rapidly.Matt revealed his passion for building purpose-driven ventures that align with his values and mission.The company is raising funds via regulated crowdfunding, inviting supporters to invest in its growth.How to Develop Turning Passion Into Purpose As a SuperpowerMatt Condon's superpower is his ability to transform passion into purpose-driven business ventures. He explained, “I've been so fortunate in my career to go through…efforts where I wasn't really focused on the sales revenue as much as doing something…that the world needed.” This approach, he shared, reflects a belief that “capitalism is the most powerful engine of good in the world.” For Matt, success comes from aligning his passions with businesses that create meaningful impact while maintaining financial viability.Matt shared how his passion for solving real-world problems led him to create a network of clinics providing top-tier healthcare to workers like farmers, firefighters, and police officers. Drawing inspiration from his roots in a farming community, Matt realized that the quality of care available to professional athletes could and should be extended to laborers. He built clinics that offered advanced healthcare solutions, improving outcomes for countless individuals in physically demanding jobs. This venture not only succeeded financially but also changed lives, exemplifying how passion-driven businesses can create profound impact.Tips for Developing This Superpower:Identify Problems You're Passionate About Solving: Focus on challenges that resonate with your values and experiences.Take Calculated Risks: Embrace risk as part of the journey to create meaningful impact.Build Around a Mission: Ensure your business aligns with a core purpose beyond profitability.Engage Support Systems: Surround yourself with people who believe in your vision and can provide encouragement.Stay Focused Amid Noise: Cut out distractions to concentrate on what truly matters.By following Matt's example and advice, you can make turning passion into purpose a skill. With practice and effort, you could make it a superpower that enables you to do more good in the world.Remember, however, that research into success suggests that building on your own superpowers is more important than creating new ones or overcoming weaknesses. You do you!Guest ProfileMatthew (Matt) Condon (he/him):Founder, Emerald Prairie HealthAbout Emerald Prairie Health: At Emerald Prairie Health, our mission began with a discovery—not of a new chemistry, but of how to finally unlock one that scientists have trusted for over a century. Despite its unmatched safety and proven performance, this powerful solution was kept on the sidelines—overlooked or suppressed by chemical giants who saw HOCl as a threat to their legacy products. We saw something different at EPH. Using our proprietary water purification process, we developed a way to produce this chemistry in its purest, most stable, and effective form—and bring it to market at scale. Today, we're helping families protect their loved ones and lead the next generation of wellness—through cleaner, safer, and more sustainable alternatives for home and body.Website: emeraldprairiehome.comCompany Facebook Page: facebook.com/emeraldprairiehomeBiographical Information: Matthew J. Condon is a nationally recognized healthcare entrepreneur, thought leader, and advocate for transparency and innovation in the healthcare system. As the Founder and former CEO of Bardavon Health Innovations—a leading healthcare data analytics company transforming Workers' Compensation—Matt combined his deep industry insight with a passion for disrupting outdated care models. Prior to Bardavon, he founded ARC Physical Therapy+ in 2003, growing it into one of the Midwest's largest PT networks with over 100,000 annual patient visits. In June 2024, Matt stepped down as CEO of Bardavon and began his transition into founding Emerald Prairie Health, a consumer health company delivering safe, science-backed alternatives for home and body care. He was the youngest Chair in the 120+ year history of the Greater Kansas City Chamber of Commerce and has been honored as a regional Ernst & Young “Entrepreneur of the Year” finalist, named to Ingram's “40 Under 40” and “Rainmakers” lists, and featured on the Kansas City Business Journal's “Power 100” list of the region's most influential business leaders.X/Twitter Handle: @theMattCondon Linkedin: linkedin.com/in/matthew-condon-86905412Instagram Handle: @mcondon0730Support Our SponsorsOur generous sponsors make our work possible, serving impact investors, social entrepreneurs, community builders and diverse founders. Today's advertisers include FundingHope, DealMaker, DNA, Proactive-Rancho. Learn more about advertising with us here.Max-Impact MembersThe following Max-Impact Members provide valuable financial support:Carol Fineagan, Independent Consultant | Hiten Sonpal, RISE Robotics | Lory Moore, Lory Moore Law | Marcia Brinton, High Desert Gear |  Matthew Mead, Hempitecture |  Michael Pratt, Qnetic | Dr. Nicole Paulk, Siren Biotechnology | Paul Lovejoy, Stakeholder Enterprise | Pearl Wright, Global Changemaker | Ralf Mandt, Next Pitch | Scott Thorpe, Philanthropist | Sharon Samjitsingh, Health Care Originals | Add Your Name HereUpcoming SuperCrowd Event CalendarIf a location is not noted, the events below are virtual.Impact Cherub Club Meeting hosted by The Super Crowd, Inc., a public benefit corporation, on July 15, 2025, at 1:00 PM Eastern. Each month, the Club meets to review new offerings for investment consideration and to conduct due diligence on previously screened deals. To join the Impact Cherub Club, become an Impact Member of the SuperCrowd.SuperCrowdHour, July 16, 2025, at 1:00 PM Eastern. Devin Thorpe, CEO and Founder of The Super Crowd, Inc., will lead a session on "Balance Sheets & Beyond: The Impact Investor's Guide to Financials." If terms like “income statement” and “cash flow” make your eyes glaze over, this session is for you. Devin will break down the fundamentals of financial statements in clear, simple language—perfect for beginners who want to better understand the numbers behind the businesses they support. Whether you're a new investor, a founder navigating financials, or simply curious about how money moves through mission-driven companies, you'll leave this session more confident and informed. Don't miss it!SuperCrowd25, August 21st and 22nd: This two-day virtual event is an annual tradition, but with big upgrades for 2025! We'll be streaming live across the web and on TV via e360tv. VIP's get access to our better-than-in-person networking! Get your VIP access for just $25. A select group of affordable sponsorship opportunities is still available. Learn more here.Community Event CalendarSuccessful Funding with Karl Dakin, Tuesdays at 10:00 AM ET - Click on Events.Devin Thorpe is featured in a free virtual masterclass series hosted by Irina Portnova titled Break Free, Elevate Your Money Mindset & Call In Overflow, focused on transforming your relationship with money through personal stories and practical insights. June 8-21, 2025.Join Dorian Dickinson, founder & CEO of FundingHope, for Startup.com's monthly crowdfunding workshop, where he'll dive into strategies for successfully raising capital through investment crowdfunding. June 24 at noon Eastern.Future Forward Summit: San Francisco, Wednesday, June 25 · 3:30 - 8:30 pm PDT.Regulated Investment Crowdfunding Summit 2025, Crowdfunding Professional Association, Washington DC, October 21-22, 2025.Impact Accelerator Summit is a live in-person event taking place in Austin, Texas, from October 23–25, 2025. This exclusive gathering brings together 100 heart-centered, conscious entrepreneurs generating $1M+ in revenue with 20–30 family offices and venture funds actively seeking to invest in world-changing businesses. Referred by Michael Dash, participants can expect an inspiring, high-impact experience focused on capital connection, growth, and global impact.Call for community action:Please show your support for a tax credit for investments made via Regulation Crowdfunding, benefiting both the investors and the small businesses that receive the investments. Learn more here.If you would like to submit an event for us to share with the 9,000+ changemakers, investors and entrepreneurs who are members of the SuperCrowd, click here.We use AI to help us write compelling recaps of each episode. Get full access to Superpowers for Good at www.superpowers4good.com/subscribe

In this special solo episode of The Rainmaking Podcast, host Scott Love shares a timely message on building strategic alliance partnerships—perfectly aligned with the values celebrated during the Fourth of July. Scott distinguishes these partnerships from simple referral relationships by defining them as intentional, mutually beneficial collaborations where both parties actively promote each other's solutions. Scott offers practical steps to develop two to five meaningful strategic alliances, including identifying thought leaders in your niche, reaching out with genuine value, and planting seeds for long-term collaboration. Whether it's sitting on panels, co-hosting webinars, or quoting others in your writing, Scott outlines how small, intentional actions can lead to powerful results. He encourages listeners to document their goals, take focused action, and build these relationships organically over time. This episode also introduces the new Legal Tuesday series, which will feature law-specific topics to complement the broader professional content released on Thursdays. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kt0kPSyNExc ---------------------------------------

How can law firm partners get better at business development, given how important it's become to their work? That's the subject of “The Activator Advantage: What Today's Rainmakers Do Differently,” published by the Harvard Business Review Press. Orrick chairman Mitch Zuklie described the book as “groundbreaking for our rising stars, helping them understand what our most successful partners do.”Last month, I interviewed Dr. Matthew Dixon, the book's lead author and a co-founder of DCM Insights, a growth consultancy for professional-services firms. Although not a lawyer by training (he holds a Ph.D in political economy), Dixon has spent countless hours with lawyers over the years, advising them and other providers of professional services on how to excel at business development.To write “The Activator Advantage,” Dixon and his co-authors conducted what they called the “Rainmaker Genome Project.” They surveyed almost 3,000 individuals at more than 40 professional-services firms—with lawyers, at 39% of respondents, constituting the largest cohort in the study—to understand their approaches to business development.Here's what they learned—along with practical advice for how to apply their research findings to your own efforts at business development. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit davidlat.substack.com/subscribe

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jason Levin, business development coach and author of Relationships to Infinity: The Art and Science of Keeping in Touch. The conversation explores the critical role of follow-up in building a sustainable legal practice. Jason outlines how many law firm partners approach client development with a short-term mindset, expecting results from one-time efforts like publishing an article or attending a conference. Instead, he advocates for an ongoing process rooted in understanding decision-makers, asking insightful questions, and maintaining authentic, relationship-based outreach. Jason shares practical tactics partners can implement to stay top of mind with clients and internal referral sources. He introduces the concept of a "30-point system" to gamify outreach efforts and emphasizes the power of micro-habits—small, consistent actions like checking in with colleagues or sharing relevant content. From CRM tracking to gratitude-based follow-ups, Jason's methods are grounded in both social science and professional success stories. Listeners walk away with clear action steps to create structured follow-up systems, improve internal collaboration, and build deeper connections that lead to more business. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/PPpp5reirqU ----------------------------------------

In Episode 249 of The Rainmaking Podcast, Scott Love welcomes back productivity strategist and international speaker Sarah Tetlow to discuss the power of effective delegation for rainmakers. Sarah introduces her TORQUE model—Trust, Organized, Repetition, Quality, Understanding, and Eliminate control—as a strategic framework for lawyers and professionals looking to delegate more effectively and free up time for high-value rainmaking activities. She emphasizes that mutual trust and respect between delegator and delegate are foundational, and that anticipating workflow and planning ahead—even with just 15–30 minutes daily—can unlock time and resources for better outcomes. Through practical advice and relatable anecdotes, Sarah shows how thoughtful delegation leads to improved team performance and personal productivity. Sarah also highlights the psychological roadblocks to delegation—especially perfectionism and control—and shares actionable insights for overcoming them. She encourages professionals to invest in their team, create repeatable processes, and embrace the reality that 80% of someone else's effort, if done consistently, can exceed the output of going it alone. The episode concludes with Sarah offering a free delegation toolkit on her site, helping listeners take immediate action to implement TORQUE in their own practices. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/ZFL7TX2NAjE ----------------------------------------

I had a great conversation with co-author of the new book, "The Activator Advantage"'s Karen Freeman. Here is some information about the book from DCM Insights:  There is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients—even long-standing ones for whom firms have delivered unquestioned value in the past—are much less loyal to firms and partners than they once were. But top performers have figured out a radical new approach that is redefining what it means to be a "rainmaker" in today's professional services market. Drawing on a comprehensive, quantitative study of nearly 3,000 professional services partners, The Activator Advantage identifies the five types of partners found across the professional services landscape and shows how only one of them—the Activator—drives consistent growth. Karen and I talked about what activators do: commit, connect, and create.  Take a look at the book information here: https://www.dcminsights.com/activator-advantage More about Women Sales Pros - we have a website, we are on LinkedIn, Facebook, and Instagram.  Subscribe to our 2x a month news, and share the podcast with others! We'd love a 5 star rating and comments on iTunes if you are so moved! It really makes a difference.  subscribe: https://bit.ly/thewspnews Contribute: https://forms.gle/v9rRiPDUtgGqKaXA6 Past News Issues: bit.ly/past_news_issues https://womensalespros.com/podcast/  Thank you for sharing these stories! We want to inspire women to consider a sales career, stay in a sales career, and / or get promoted into leadership in B2B sales. We champion our male allies as well.   

In this episode, Kris speaks with Matthew Dixon, founding partner of DCM Insights and bestselling author, about his latest research on business development in professional services. Drawing on a global study of 3,000 partners, Dixon outlines five distinct sales profiles and highlights the “Activator” as the only approach consistently linked to higher revenue performance. Key insights: - Traditional models of client loyalty are eroding, with fewer clients returning automatically to the same firm. - Top performers distinguish themselves by proactively delivering value, leveraging internal and external networks, and consistently committing time to business development. - Effective firms drive adoption of these behaviors not through mandates, but by enabling teams with tools, mentorship, and a culture of collaboration. - Technology, including AI and network management tools, reduces the time required to execute these strategies, but success ultimately relies on human relationships and judgment. Dixon's upcoming book, The Activator Advantage, provides a practical guide for partners and leaders seeking to future-proof client engagement strategies in a more competitive and fast-changing market.   Matthew Dixon is the Founding Partner of DCM Insights. Matthew is a frequent contributor to Harvard Business Review and a WSJ bestselling author, with his books translated in a dozen languages.   Get Matthew's book here: https://rb.gy/a6ygc7 The Activator Advantage: What Today's Rainmakers Do Differently   Here are some free gifts for you:   Overall Approach Used in Well-Managed Strategy Studies free download: www.firmsconsulting.com/OverallApproach   McKinsey & BCG winning resume free download: www.firmsconsulting.com/resumepdf   Enjoying this episode? Get access to sample advanced training episodes here: www.firmsconsulting.com/promo

In this episode of The Art of Charm, we sit down with Matt Dixon, co-author of The Challenger Sale and The Activator Advantage. In today's conversation, Matt Dixon reveals why the professionals dominating in today's market aren't necessarily the most credentialed, but the most proactive. We explore Matt's research across 3,000 professionals and break down the five business development personas, highlighting the unique traits and habits that make the “Activator” profile the highest performer of them all. Whether you're in sales, consulting, law, or simply trying to future-proof your career, adopting the activator mindset can radically shift how you're perceived and what doors open next. This episode will show you how to stop waiting for opportunity—and start creating it. What to Listen For [00:00:00] Why clients forget about you—and how activators stay top of mind [00:01:14] The 5 business development personas and why activators win [00:09:56] Data shows activators are the top performers—and least likely to fail [00:17:52] How activators manage their network like a pipeline—not a popularity contest [00:24:13] The myth of being annoying: why clients want more outreach, not less [00:33:08] “No” isn't the end: how activators turn rejection into opportunity [00:39:24] The 4-part insight framework for opening doors with ideas [00:45:57] Why you must prune stale relationships to stay high-impact [00:54:49] The activator approach to events: plan, target, and follow through [01:01:53] Don't just post on LinkedIn—why DMs and engagement matter more Episode Takeaways: Activators don't rely on being top of mind—they engineer it by adding value consistently. Smart professionals build leverage by helping others long before there's anything to gain. Great client relationships aren't the result of great work—they're often the cause of it. Build trust early, not just after the sale. No doesn't mean never. Activators stay present, learn why they lost, and often get the callback when things go sideways. Learn to prune. Keep your “inner circle” warm. Everyone else? Let them go. A Word From Our Sponsors Tired of awkward handshakes and collecting business cards without building real connections? Dive into our Free Social Capital Networking Masterclass. Learn practical strategies to make your interactions meaningful and boost your confidence in any social situation. Sign up for free at theartofcharm.com/sc and elevate your networking from awkward to awesome. Don't miss out on a network of opportunities! Unleash the power of covert networking to infiltrate high-value circles and build a 7-figure network in just 90 days. Ready to start? Check out our CIA-proven guide to networking like a spy! Indulge in affordable luxury with Quince—where high-end essentials meet unbeatable prices. Upgrade your wardrobe today at quince.com/charm for free shipping and hassle-free returns. Ready to turn your business idea into reality? Shopify makes it easy to start, scale, and succeed—whether you're launching a side hustle or building the next big brand. Sign up for your $1/month trial at shopify.com/charm. Need to hire top talent—fast? Skip the waiting game and get more qualified applicants with Indeed. Claim your $75 Sponsored Job Credit now at Indeed.com/charm. Curious about your influence level?  Get your Influence Index Score today! Take this 60-second quiz to find out how your influence stacks up against top performers at theartofcharm.com/influence. DCM Insights The Activator Advantage: What Today's Rainmakers Do Differently The Challenger Sale: Taking Control of the Customer Conversation HBR: What Today's Rainmakers Do Differently AJ on LinkedIn Johnny on LinkedIn AJ on Instagram Johnny on Instagram The Art of Charm on Instagram The Art of Charm on YouTube The Art of Charm on TikTok Learn more about your ad choices. Visit megaphone.fm/adchoices