Insights into the world of professional services marketing, presented by Frank Lippert and Deirdre Gilmore. The professional services industry is an increasingly competitive one – your firm needs to stand out from the pack, so a marketing strategy can no longer be an afterthought.
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The Rainmaking Podcast will help you to get more business, better business, and all the business from your clients. This podcast is for professional services firms, law firms, and professional sales people. Discover the secrets of the world's leading experts in client development, business development, sales, closing, prospecting, networking, negotiation, influence, motivation, and achievement. www.therainmakingpodcast.com
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As professional services marketers we face the complicated challenges of marketing expertise, relationships and reputations. And whether you are in the accounting, consulting, legal, or advertising spheres, there are so many similar, yet intricate issues.
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Kat Leitner & Ashleigh Metherall zero-in on the day-to-day challenges and opportunities facing small to mid-sized business owners when the reality is, no two days are the same!
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TRP 211: Well Being for Rainmakers with Kathy Richardson
24:38
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Kathryn Holt Richardson is an award-winning legal recruiter and Founder of HR Legal Search, a national search firm based in Austin recognized by Texas Lawyer as a Texas Best Legal Recruiting Firm since 2011. Kathy specializes in placing law firm partners and groups. She also supports office openings and mergers. She has successfully placed hundreds…
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Episode 275 - Doing Good Things with "Cause Marketing"
39:53
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Cause Marketing is where A/E/C firms partner with non-profits to develop campaigns that do good things for the community, help the non-profit and their cause, and advance the brand and goodwill of the company investing in it. PSM Show cohost Frank Lippert talks to Jodi Sommers of Jodi Sommers Marketing and Megan Falkenstein of Sponsors, Inc. to lea…
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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the p…
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TRP 209: Lifetime Value of a Client with Jim Packard
29:38
29:38
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Jim Packard is the poster child for a life of consistent action. Whether it was being the top-producing paper boy or turning a $500 investment into a $17 million-a-year business, he excelled every day, all day for years. Married for more than four decades, father of two highly successful sons, Jim's consistency extended to his personal life as well…
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TRP 208: Principle-centered Rainmaking with Chris Batz
21:38
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Chris Batz is a business development professional & entrepreneur in the executive search industry with a background in public accounting and a mind for big picture strategic thinking & marketing. He is a connector and catalyst for client’s goals. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence…
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TRP 207: Five Pitfalls to Avoid in Rainmaking with Scott Love
13:11
13:11
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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the p…
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TRP 206: How Pursuing Profits Hurts Your Leadership and Influence with Michael Goss
26:28
26:28
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Michael Goss is a dynamic and accomplished businessman, a devoted father of four teenagers, and the husband of an incredible woman. With an impressive track record of building and selling multiple seven-figure businesses across diverse industries—including medical, nutritional, marketing, and manufacturing—Michael’s entrepreneurial journey is nothi…
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TRP 205: How to Build Credibility with Jessica Yarbrough
22:36
22:36
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7 Figure Consultant Case Study: How We Scaled a Management Consultant to 7 Figures in a Year https://expertaccelerator.mykajabi.com/cs-maureen-o Ladder of Influence: The Secrets to influencing others to buy from you and scale your authority to grow a 7 figure + coaching or consulting business https://jessicayarbrough.com/influence -----------------…
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TRP 204: Rainmaking Stories with Gary Miller
26:14
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Gary Miller has been in the recruiting industry for 47 years and is the CEO of Miller Resource Group, and executive search firm based in the Chicago area that focuses on manufacturing. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of t…
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Episode 274 - Marketing and Finance: The Dream Team
40:53
40:53
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Frank sits down with Laurie Lumish, Principal and Director of Marketing and Business Development at Degenkolb Engineers, and CFO Maury Ballif to explore the secrets of building a strong working relationship that sets a new industry standard. In this engaging conversation, you'll gain practical advice on enhancing your role within the company, devel…
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TRP 203: How to Market Your Professional Services Firm Online with Travis Hoechlin
25:04
25:04
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Travis Hoechlin is the CEO of Rize Up Media, a marketing company that helps Law Firms generate new clients from the Internet, increase revenue & help grow their businesses. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with…
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TRP 202: How to get Tech Clients in Professional Services with Sophia Matveeva
29:44
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Starting on June 25 at 1 PM Eastern time, Scott Love will lead a virtual six-session masterclass with a small group of professional services providers on the topic of rainmaking. Space is limited. Get your seat today at www.rainmakingseminar.com. Use discount code “podcast” for a $200 tuition discount. Sophia Matveeva is the CEO & founder of Tech F…
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TRP 201: Leveraging Buyer Personas to Better Influence Buying Decisions with Jim Kraus
22:19
22:19
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Jim is the President of Buyer Persona Institute (BPI) and a leading authority on buyer personas and buying insights. BPI’s buyer persona research and workshop methodologies have become the gold standard for thousands of marketers in hundreds of companies worldwide that rely on these studies to reveal everything a prospective buyer needs to know and…
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TRP 200: Three Trends in Business Development with Scott Love
15:41
15:41
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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the p…
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Episode 272 - Optimizing Your Professional Conference Experience
36:14
36:14
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Frank and Deirdre share their insights on making the most out of your professional conference experience. They discuss strategic networking, setting realistic expectations, and engaging effectively with speakers. You'll also learn about the importance of taking notes and adhering to proper conference etiquette, especially during the final keynote s…
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TRP 199: People-Based Business Philosophy with Hugh Hornsby
31:55
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Hugh Hornsby is a turnaround expert, a culture-developer, and a sales expert. Throughout his career, he has worked in positions that have made significant improvements to companies through his team-building skills, leadership, and philosophy of personal development. ---------------------------------------- This show is sponsored by Leopard Solution…
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TRP 198: Game Theory and Business Development with Scott Love
17:53
17:53
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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the p…
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TRP 197: Women in Leadership Roles in Professional Services Firms with Jill Huse
27:50
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Society 54 Co-Founder and Chief Strategy Officer Jill Huse is renowned as a trusted professional services advisor. Jill, a certified Business Coach, is highly regarded for her progressive ingenuity, research-based strategy and, most importantly, her ability to deliver results for clients. In addition to her work with Society 54, Jill is also co-fou…
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Coffman Engineers is known for having some of the most talented, long-standing, happy marketers in A|E|C. And Chad Heimbigner, COO, and Board Director, is part of the reason why. From his heartfelt servant leadership to collaborative partnerships to lifelong learning, Chad embodies the best traits of a strong technical leader who stands by the team…
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TRP 196: Trust Compression and Edification with Rick Watson
26:25
26:25
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Rick Watson is the author of “A Firm Worth Building”, which helps professional businesses scale and thrive. He identifies a common problem advice professionals all seem to share. These business owners focus more on performing their professional specialty rather than what it takes to run the business well. Many professional firms, and experts in the…
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TRP 195: Common Traits, Actions, and Strategies of Rainmakers with Rudhir Krishtel
23:45
23:45
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Rudhir Krishtel is an executive coach and facilitator working specifically with lawyers and the legal community. Rudhir works with clients on a range of issues, including: Career Strategy, Business Development, Building Leadership Skills, Navigating Workplace Relationships, and Diversity and Inclusion Challenges. He practiced law for 15 years as a …
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Knowing what you know now, what advice would you give to your younger self? Deirdre Booth and Kate Robinette swap professional and personal advice in this fireside chat. If you have advice to share, please post to our social media pages on Facebook, LinkedIn, and Instagram #psmshow! Resources: Burnout: The Secret to Unlocking the Stress Cycle, by E…
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TRP 194: Generating Business Using Podcasts with Robert Ingalls
29:01
29:01
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Robert Ingalls is a recovering attorney, speaker, and the founder of LawPods, one of the first podcast marketing agencies for law firms. After the challenges of practicing law threatened to derail his career and mental health, he traded in his suit and tie for a shot at entrepreneurship. Struggling to generate interest from law firms in the early d…
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TRP 193: Personal Branding in the Age of Artificial Intelligence with Daveed Wagner
24:16
24:16
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Daveeed Wagner is a Personal Branding Keynote Speaker, and the Founder of 1marketingidea, a Marketing Consulting Firm. Many individuals and businesses struggle to distinguish themselves amidst the digital noise. In an era marked by explosive technological advancements, the proliferation of AI, the rise of remote work, and the dominance of the gig e…
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Two theater kids walk into an AEC firm… Kathryn Ness visits Kayla McCause from Dragonfly AEC and Kate Robinette of GO Strategies about how they apply their performing arts training and experiences to their work in marketing and business development. These three get serious about play and the transferable skills of unusual backgrounds. Enter, stage …
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TRP 192: Taking Action on the Plan with Suzette Welling
23:50
23:50
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Suzette Welling, holding the distinguished Certified Legal Manager (CLM)® designation, is the founder and President of Law Practice Edge. With a career spanning over two and a half decades in upper-tier law firm management, Suzette brings a wealth of expertise to the table. Her comprehensive understanding of law firm administrative functions encomp…
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TRP 191: The Sales Boss with Jonathan Porter-Whistman
25:18
25:18
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Jonathan Porter-Whistman, who is the CEO of PerceptionPredict.ai and WhoHire.com, Jonathan has a deep knowledge of building and scaling businesses. His best-selling book, 'The Sales Boss', stands as a clear indicator of his expertise. Jonathan specializes in aiding clients in constructing efficient teams, tailored to their business’s unique require…
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Episode 268 - Just Show Up: Building the Life You Want With Discipline
48:36
48:36
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**Recorded live at the 2024 SMPS Pacific Regional Conference in Portland, Oregon** Ryn (Kathryn) Bennett, MPH, is a non-binary 40 under 40 award winner, world-record-holding strongman competitor, celebrated TEDx and Ignite speaker, and advocate for developing mental toughness. They are the author of Productive Pain, a personal memoir and inspiratio…
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TRP 190: The Impact of Time with Scott Love
13:18
13:18
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Scott Love believes that recruiting is a game, and he has been playing it ever since 1995. His recruiting firm, The Attorney Search Group, places attorneys in major markets with global law firms. From 2002 to 2016, Scott built and later sold one of the most trusted brands of recruiter training and development. Over 4,500 recruiting and staffing com…
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TRP 189: Understanding How Clients and Prospects Think with Rob Mosley
27:43
27:43
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Rob Mosley is a managing partner and senior director of training and development for Next Level Exchange. He comes from MRINetwork, where he served as the chief learning officer, responsible for all training and sales development at more than 1,100 offices worldwide. Mosley’s knowledge of the search industry comes from 12 years with Merritt Hawkins…
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You've heard of common sense and street sense. Get ready for farm sense, as doled out by SMPS Weld Cox awardee, Donna Corlew, FSMPS, CPSM. Learn how this self-described farm girl got her start, what she sees as the biggest changes in AEC marketing and BD, and what today's marketers can do for themselves to get ahead. Deirdre and Donna bless all the…
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TRP 188: Executive Presence with Rich Bracken
25:28
25:28
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For over twenty years, Rich Bracken has been researching how businesses of all sizes and their teams rise and fall with various styles of leadership and employee engagement. Combining his experience as an award-winning salesperson, marketer, and client service expert with his passion for speaking, consulting, and coaching, he brings a unique and re…
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TRP 187: The Value Sale with Ian Campbell
26:36
26:36
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Ian Campbell is CEO of Nucleus Research, where he is responsible for the company’s investigative research approach, product set, and overall corporate direction. A recognized expert on ROI and TCO analysis of technology, Campbell is a frequent speaker at industry and business events. He has been featured in the New York Times, the Wall Street Journ…
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Episode 266 - Conger Construction Case Study in Authentic and Intentional Leadership
47:21
47:21
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In today’s episode, we have a case study on authentic and intentional leadership. Frank and Deirdre talk with Justin Conger, of Conger Construction, about leadership, decision making, culture, brand, and how marketing impacts a firm. At the helm of Conger Construction Group, Justin Conger stands as a paragon of transformative leadership. His distin…
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TRP 186: Leading Small Teams with David Burkus
26:15
26:15
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One of the world’s leading business thinkers, David’s forward-thinking ideas and bestselling books are changing how companies approach leadership, teamwork, and collaboration. A skilled researcher and inspiring communicator, Dr. David Burkus is the best-selling author of five books about business and leadership. His books have won multiple awards a…
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TRP 185: Deciphering the Significance of Strategy with Eric Morgan
27:19
27:19
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Eric is an accomplished marketing strategist with over 28 years of experience, currently serving as the President/CEO of Roux Advertising. His remarkable journey began with a Bachelor's degree in Advertising Communications and a minor in Marketing from Loyola University. Eric's insatiable curiosity and passion for the industry led him to earn an MB…
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Ever wonder what it takes to be a leader? Deirdre and Kathryn explore what leadership means, how to become a leader, and what it takes to go beyond a title to truly lead. They also look behind the curtain on how leadership decisions are made. They bring their education, personal experiences, and practical tips to unlock the secrets of good leadersh…
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TRP 184: Driving Brand Reputation with Authenticity with Waldo Waldman
27:45
27:45
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Keynote speaker and leadership expert Waldo Waldman is the author of the New York Times and Wall Street Journal bestseller Never Fly Solo®. He teaches tactics on how to build trusting, revenue-producing relationships with employees, partners, and customers while sharing his experiences as a decorated fighter pilot and sales expert. A graduate of th…
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TRP 183: Three Secrets to Profitable Delegation for Rainmakers with Dan Warburton
26:20
26:20
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Dan Warburton specializes in enabling law firm partners and owners to free up their time and unleash their teams’ potential to dramatically increase their profits and, he has an extraordinary track record for doing so. From working with Dan, one of his US clients, a law firm partner reduced his work hours by over 50% and took his firm from being va…
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Episode 264 - Developing Great Case Studies & Using AI To Help
34:12
34:12
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What if your project summaries could proactively win work for you? Leslie Blaize, CPSM, is a case study specialist. She's sharing the secrets to making a compelling case study document that speaks to your company, your client, and prospective clients with her 1 case study = 3 wins techniques. Resources: American Writers and Artists Institute - http…
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TRP 182: Human-Centered Design to Attract and Retain More Clients with Katherine Porter
28:52
28:52
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Katherine is the founder of The Resourceful Lawyer and she works with lawyers and law firms who want to design and build more efficient and more profitable practices. Katherine blends the best of project management, human-centered design, and two decades of legal experience to tailor solutions for each of her law firm clients. She earned her law de…
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TRP 181: Prepare for impact with Ryan Estis
27:52
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Ryan Estis has more than 20 years of experience as a top-performing sales professional and leader. As the former chief strategy officer for the McCann Worldgroup advertising agency NAS, he brings a fresh perspective to business events. As a keynote speaker, Ryan is known for his innovative ideas on leading change, improving sales effectiveness, and…
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Did you resolve to be better organized or have better follow-through in 2024? Frank and Kate share their tips for staying on top of email, scheduling, and to do items in practical, low key ways. Music by RomanSenykMusic on Pixabay. www.pixabay.com
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TRP 180: Selling with Simplicity with Bob Marsh
28:27
28:27
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Keynote speaker and sales expert Bob Marsh spent his career in sales and sales leadership. Bob has been a sales leader and CEO at two category-creating companies, has raised millions in venture capital, sold two companies, and has won and grown business from some of the top brands in the world. In addition to professional speaking, Bob is an active…
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TRP 179: Relatable: How to Connect with Anyone, Anywhere (Even If It Scares You) Rachel Dealtowith
25:32
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Rachel Dealto is a communication and relatability expert, media personality, and speaker. She is the author of “relatable: How to Connect with Anyone Anywhere (Even if It Scares You)” (Simon & Schuster’s Tiller Press, Fall 2021). Rachel has appeared as a relationship expert on Lifetime’s Married at First Sight and TLC’s Kate+Date. Rachel DeAlto mai…
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Episode 262 - Year-End Wrap-Up, Look Forward for 2024
36:27
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As another year comes to a close, Deirdre and Frank recap highlights of 2023 and expectations for 2024. It's a meaningful look at their professional and personal journeys. There's a little arm-chair market forecasting, a little lessons learned, and a lot of fun in this episode. Music by RomanSenykMusic on Pixabay. www.pixabay.com…
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TRP 178: “Better Decisions Faster” with Paul Epstein
28:59
28:59
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Paul Epstein is a former high-level executive for multiple NFL and NBA teams, and a 2x bestselling author of The Power of Playing Offense and Better Decisions Faster. In 2022, he was named one of SUCCESS magazine’s top-thought leaders that get results — alongside names like Tony Robbins, Brené Brown, Gary Vaynerchuk, and Mel Robbins. His work has b…
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Episode 261 - Coaching the Coaches, Advice for Interview Coaching Part 2
37:54
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This is part two of a two-part series on interviews and interview coaching. Professional services marketers work with a team to position for a big pursuit, write a killer proposal and get shortlisted to interview. It’s the last step in the process to winning the pursuit… and, honestly, it can be a lot of fun and/or a lot of work. There are multiple…
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TRP 177: Building Resilience Muscles with Scott Love
18:42
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In this episode, Scott Love shares his seven-step daily motivation ritual, and how that can help you overcome adversity and build resilience muscles. Recover more quickly from disappointment by implementing the tactical action steps he shares in this episode. www.theplacementclub.com is the largest free community for intermediate and advanced-level…
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Back for round 2 on Business Solutionaries is our favorite neighbor, Courtney Bukowsky! Coco is a woman of many talents and is currently expanding her business empire one product and service at a time. We are thrilled to have her back to discuss her STAY Luggage Racks. These racks are anything but ordinary, and this episode is just the same. We cha…
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