TRP 195: Common Traits, Actions, and Strategies of Rainmakers with Rudhir Krishtel

[00:00:00] You're listening to the Rainmaking Podcast, hosted by high-stakes headhunter, author and

[00:00:19] professional speaker, Scott Love.

[00:00:24] You're listening to The Rainmaking Podcast and my name is Scott Love, your host.

[00:00:27] Thank you for joining me on this episode.

[00:00:30] This is an exciting episode.

[00:00:31] Our topic title today is Common Traits, Actions and Strategies of Rainmakers.

[00:00:37] And our guest is Rudier Krischdel.

[00:00:39] Now I am a huge fan of Rudier.

[00:00:41] He's been a guest on our show once before.

[00:00:44] I even ran into him at a conference a few weeks ago.

[00:00:46] And he's one of my favorite people that I follow on social media.

[00:00:50] Even if you're not in the legal industry, this program is going to be very valuable

[00:00:54] and helpful for you if you're in the business of rainmaking.

[00:00:57] Now Rudier is an executive coach and facilitator that works specifically with lawyers and the

[00:01:02] legal community.

[00:01:03] I think you're going to get some great ideas out of my conversation with Rudier.

[00:01:08] This is one of those episodes.

[00:01:09] I'd recommend that you bookmark, share it with your friends, listen to it over and

[00:01:13] over again.

[00:01:14] There's some really great ideas in here that I think are going to help you.

[00:01:17] Also if you're part of an association, I'm doing a little bit more speaking.

[00:01:22] I was booked to speak at the National Association of Personnel Services later this year.

[00:01:27] I'm speaking at Top Echelon.

[00:01:29] Two weeks ago, I spoke at TempNet.

[00:01:31] Also spoke at the American Pyrotechnics Association meeting earlier this year.

[00:01:35] I don't want to do more than 10 to 20 speaking engagements a year because my core focus

[00:01:41] really is doing partner placements for law firms.

[00:01:44] But if you're involved in a trade association looking for a keynote speaker, reach out

[00:01:48] to me.

[00:01:49] I'll send you my demo video testimonials and topic titles.

[00:01:51] Anyways, enough of that commercial.

[00:01:53] As always, this podcast is sponsored by Leopard Solutions, Legal Intelligence, Suite of Products,

[00:01:59] FirmScape and Leopard BI.

[00:02:01] Push ahead of the pack with the power of Leopard.

[00:02:04] And now here's a conversation with my friend, Rudier Krischtel.

[00:02:07] Thanks for listening.

[00:02:08] Hey, this is Scott Love with the Rain Making Podcast.

[00:02:13] Our special guest today is someone we've had on before, Rudier Krischtel.

[00:02:17] And today we're talking about common traits and actions of top performing rain makers.

[00:02:23] Rudier, thanks for being on the show.

[00:02:24] Thanks Scott for having me.

[00:02:25] It's great to be back.

[00:02:26] Yeah, this is great.

[00:02:27] I mean, I know people that you've mentored and coached.

[00:02:30] In fact, one of them referred you to me long ago.

[00:02:33] I like the fact that you've created, that you've really helped birth over 50

[00:02:39] millionaires with people that you've worked with closely one-on-one, that you've

[00:02:42] had people go from 250K book to $5 million book, from a $500K book to $20 million book

[00:02:48] in 20 months.

[00:02:49] I mean, those stories are just absolutely amazing.

[00:02:51] So you've got the credentials and the quality.

[00:02:56] And let me ask you this.

[00:02:57] If there was one thing that all those people did compared to people that didn't do that,

[00:03:03] that you may have known, what do you think that one thing is?

[00:03:07] Clarity and consistency.

[00:03:08] Oh, wow.

[00:03:10] They were very clear about their goals and they were very consistent in their approach

[00:03:15] to meeting it.

[00:03:16] So let me ask you this.

[00:03:17] Let's kind of start with those two things.

[00:03:19] Clear about their goals and consistent in their approach.

[00:03:23] How do you think they were able to identify what goals they wanted?

[00:03:26] Did they ever vacillate on what they wanted?

[00:03:28] What were some of the things that were on their mind when they started working

[00:03:31] with you about their goals?

[00:03:32] Yes, Scott.

[00:03:33] And again, I just want to say thanks for having me here.

[00:03:36] I really appreciate you inviting me to this.

[00:03:38] We appreciate folks that are listening in.

[00:03:41] Quick wave background.

[00:03:42] I practiced law for 15 years.

[00:03:44] I was a partner at a law firm and then I was in-house counsel at Apple.

[00:03:48] And I now coach hundreds, if not thousands of people on business growth across a range

[00:03:54] of verticals and a range of business verticals.

[00:03:57] Any high performing service professional is really who I'm interested in helping

[00:04:01] support their practice.

[00:04:02] People that are expert in their craft and their trade and are now ready to

[00:04:06] take their business to the next level.

[00:04:08] That is exactly where we sit and where we focus.

[00:04:11] And when people come to me and where they start, that is our conversation

[00:04:16] is getting them clear on where they want to go.

[00:04:18] And oftentimes people don't have that clarity when we start working together.

[00:04:21] They're very unclear.

[00:04:23] They may have a sense and really what they want is success.

[00:04:26] What they're looking for is taking their career to the next level.

[00:04:29] But how they then frame those goals and how they get clarity,

[00:04:32] that's really where we help.

[00:04:33] That's where we offer, I feel like a lot of support on the front end is really

[00:04:37] getting them crystal clear on where we want to go.

[00:04:40] And to me it's an Apple Maps or a Google Maps approach.

[00:04:44] We want to get clear on the destination and then the steps

[00:04:48] on how to get there will unfold.

[00:04:50] And there are many paths.

[00:04:51] You might have many routes.

[00:04:53] But the most important thing is being clear on the destination.

[00:04:56] And I think a lot of service professionals are clear on next steps

[00:04:59] and they just want to elevate from where they are.

[00:05:01] But I'm getting people very clear on where you see yourself five years

[00:05:04] or 10 years from now.

[00:05:05] A business mindset, a business owner mindset.

[00:05:08] Because once you have that clarity on five or 10 years,

[00:05:11] you build your North Star, you get very clear inside.

[00:05:14] And then we come up with the steps that move you towards it.

[00:05:17] That's great.

[00:05:18] So let's say you're working with someone they got really clear on what they want.

[00:05:21] Now we're looking at the Google Maps, so to speak.

[00:05:23] And you mentioned there's different ways to get there.

[00:05:26] What do you think are some of the common paths or common ways

[00:05:28] people really start building their practice?

[00:05:31] Well, before we get to the steps in terms of the clarity on where they want to go,

[00:05:35] I really want to know what their business size is.

[00:05:37] I really want to know what would be ideal.

[00:05:39] And it's hard for people to come up with that number because some people aren't actually,

[00:05:43] you know, some people are in it for the money.

[00:05:44] Some people aren't.

[00:05:45] You know, some people are in it for the type of client.

[00:05:48] Some people are in it for the team that they want.

[00:05:50] Some people sort of have a vision for their business.

[00:05:52] And so we want to take time early on just getting very crystal on where we're going.

[00:05:57] What is that business size?

[00:05:59] What is that ideal revenue?

[00:06:00] You know, I call them aims, aims, powerful numbers.

[00:06:04] What are your aims?

[00:06:05] What is your annual revenue goal, you know, five or 10 years from now?

[00:06:09] What is your income?

[00:06:10] I is for income.

[00:06:11] What does that mean for you personally?

[00:06:13] You know, the third piece that I think about is sort of what are the types of matters

[00:06:17] that you're working on and what do the numbers associate with it?

[00:06:19] Matters or the types of clients that you're working on.

[00:06:22] And then S is what's your support look like?

[00:06:25] And so we want to get people clear on the numbers.

[00:06:28] We want them to know what is it that they're aiming for?

[00:06:30] And then the steps start to unfold, but the size of their business,

[00:06:34] the personal income that they want, the types of matters and the types

[00:06:37] of clients that they want because some folks might be working

[00:06:41] on a particular type of client now, but they see themselves in a different

[00:06:45] light down the road.

[00:06:46] And so we want to get really clear on what that level up looks like.

[00:06:49] And then nothing of significance happens alone.

[00:06:52] It's not just going to be themselves on an island five, ten years from now.

[00:06:55] So what's that support look like?

[00:06:56] What's the team look like?

[00:06:57] And so we want to get clear on your aims.

[00:06:59] We want to get very clear on where you're going.

[00:07:01] And then we can talk a little bit about, well, what are the things

[00:07:04] that I need to do to get there?

[00:07:06] Yeah, OK, great.

[00:07:07] So what do you think are some of the common pitfalls people should

[00:07:12] avoid when they're trying to get clarity on what they want to accomplish?

[00:07:15] Some folks feel like they can they want to attack everything.

[00:07:19] And so I think generalists or being a generalist, when you're an expert

[00:07:23] in your practice or in your trade, you feel like you could solve everyone's

[00:07:26] problems. But what I want clarity, I want real specifics.

[00:07:30] I want who's the type of client?

[00:07:32] You know, what industry are they in?

[00:07:34] What level are they at in their growth?

[00:07:36] You know, are you as your client medium to small sized businesses?

[00:07:39] Is it multi billion dollar or trillion dollar organizations?

[00:07:43] What's their market cap?

[00:07:44] What industry are they in?

[00:07:46] I want people to get really specific.

[00:07:48] I often work, obviously, because my background with a lot of lawyers,

[00:07:51] but we work with all sorts of professionals.

[00:07:53] But let's take lawyers as an example.

[00:07:55] You know, some folks feel like they want to be a generalist

[00:07:58] because they don't want to turn anyone away. Right.

[00:08:00] I think plan clarity.

[00:08:02] You want to get real specific on who your ideal client is

[00:08:05] and who you really want to work for and then build your plan around that.

[00:08:09] Because if we don't get very specific, if you think you want everybody,

[00:08:12] you'll end up with everybody.

[00:08:13] You'll end up with people that don't pay your bills.

[00:08:15] You'll end up with people that, you know, cause tension or in areas

[00:08:19] that you don't want to work in.

[00:08:20] And so I want people to get very clear first about what they want

[00:08:24] and have some comfort that if they get clear there,

[00:08:26] they actually won't be sacrificing anything.

[00:08:28] That clarity goes a really long way then

[00:08:30] in developing your plan and how you market to get to that goal.

[00:08:34] I can see how people are afraid they're going to lose out on things.

[00:08:37] And I mean, I've talked to people that they're just not where they want to be,

[00:08:40] but they're not niche enough.

[00:08:41] So you talked about plan clarity as their

[00:08:45] kind of conceptualizing their ideal client.

[00:08:48] What are the variables they should consider when really creating that avatar

[00:08:52] or client? What are the things that you've found work for most of the people you work with?

[00:08:56] I love that, you know, what's their expertise and who are they able to help the most?

[00:09:00] They do something really well. Who needs their help?

[00:09:03] Think about the geography of your clientele.

[00:09:05] You might not want to travel much.

[00:09:06] You might love going to Asia.

[00:09:08] You might love traveling to the Bay Area.

[00:09:10] You might love tech.

[00:09:11] Whatever. Who's your client?

[00:09:12] Who's your ideal client?

[00:09:14] You know, what's the technology or what's the work?

[00:09:16] What's the industry that they're in that would make that would light you up every day?

[00:09:20] You know, when you go to work, you'd love to work with that type of person.

[00:09:23] What's their nature?

[00:09:24] What are the challenges they face?

[00:09:26] And again, what do you love?

[00:09:28] And so we want to think about what you're capable of doing

[00:09:30] and who you're able to support.

[00:09:32] But you also want to think about the work that you enjoy.

[00:09:34] And some folks will say, well, I enjoy everything.

[00:09:37] And then I'll really push back and I'll say, well, you know,

[00:09:40] not everyone is going to pay your bills or not everyone's, you know,

[00:09:43] batting at the level of problems that you want to solve and face.

[00:09:47] And so I want you to really think, you know, is there market cap above or below

[00:09:51] a certain amount?

[00:09:52] There's something really specific about this client.

[00:09:55] And you got a sort of almost picture.

[00:09:57] If there were 10 people who I'd love to work with, who are those 10 people

[00:10:01] and what do they have in common?

[00:10:03] And that's what I want people to have sort of clarity around.

[00:10:06] I usually pick one or two or three very clear client avatars, as you mentioned.

[00:10:11] And now we're able to build something around that.

[00:10:13] But let's get very specific on the industry, the type of work that they're doing,

[00:10:18] the specific challenges they have that you solve or that you want to solve.

[00:10:22] Because as soon as you don't have that clarity, what are they going to hand you?

[00:10:24] They're going to hand you the problems that you don't want to solve.

[00:10:26] And so we want to get very specific early on about what that goal

[00:10:30] is and who that ideal client is.

[00:10:32] That's great. When do you think they go through this?

[00:10:35] They've identified or conceptualize their ideal client, all the variables

[00:10:38] that you mentioned, and they start walking forward and they start winning some success.

[00:10:43] Do you think this reduces stress in their lives?

[00:10:46] A thousand percent. Yeah.

[00:10:48] I just we have a group coaching class and we just got through that phase

[00:10:52] right now where people are very clear on where they're going.

[00:10:55] And I just am very recently heard that relief.

[00:10:58] It's so nice to be clear.

[00:11:00] You know, I didn't know I was just sort of see we're talking about

[00:11:03] everybody that's listening as a busy, busy professional is a very busy person.

[00:11:08] And when you spend that 30 minutes, hour, two hours, three hours a week

[00:11:11] on business development or five, what you want is clarity.

[00:11:14] If you feel like you have to do everything, then it's fatiguing.

[00:11:18] But if you feel like it's very simple, oh, here's the people I want to talk to.

[00:11:21] Here's the people I need to be meeting with.

[00:11:23] It becomes very clear the type of conference you go to

[00:11:26] or the article that you're writing.

[00:11:27] See, if you're very specific about the client that you want

[00:11:31] or the people that you want to work with, marketing becomes that much easier

[00:11:35] because now you're thinking about the article that you need to write.

[00:11:37] That would be meaningful to that audience.

[00:11:39] And you don't actually have to please everybody.

[00:11:42] Now you're only trying to speak a specific person is very powerful.

[00:11:45] It's also very relieving.

[00:11:47] Yeah, absolutely right.

[00:11:48] So going back, you talked about getting clarity and then also being consistent.

[00:11:53] What does that mean exactly?

[00:11:54] Yes, you have powerful numbers as we talked about.

[00:11:57] And then you have powerful steps with powerful steps, consistent steps

[00:12:00] in behavior, simple steps are going to get you where you want to go.

[00:12:04] You know, the marketing is the lead indicator.

[00:12:07] The business is the lag indicator.

[00:12:10] And so where you market, who you market to and how you do that.

[00:12:14] The thought process that you put into that and the clarity that you get

[00:12:17] is going to ultimately lead to that business two, three years from now.

[00:12:20] It's consistency that's going to get there.

[00:12:23] When I started my business, I talked to an accountant.

[00:12:26] I have a family member who's an accountant.

[00:12:27] I was very nervous about starting my business.

[00:12:30] And I said, hey, you know, how is this going to happen?

[00:12:33] He said, look, you stick with this for three years.

[00:12:35] It's going to work out.

[00:12:36] Yeah, that's great.

[00:12:37] And I said, well, how do you know that?

[00:12:39] And he said, that's what happens with businesses.

[00:12:40] There's a thousand off ramps to success and many people are willing to take them.

[00:12:44] And one of the off ramps is just doing my current work instead of growing my business.

[00:12:48] Right. People get tied back into their day to day and their client service

[00:12:51] and they don't focus on their business growth.

[00:12:53] And so there's so many off ramps, including your own work that's in front of you.

[00:12:56] But if you consistently stick with this over time and you have a clear plan,

[00:13:00] then we will get there over three years.

[00:13:02] And now I've seen it time and time again, that as soon as we set these goals,

[00:13:06] I tell people, be really careful because we'll be accomplishing these in three years.

[00:13:09] And they'll call me three years later and they'll say, you know, we got here.

[00:13:12] I'm my business went from 250k to 6 million.

[00:13:16] I now have a team of people supporting me.

[00:13:18] I'm in management now.

[00:13:20] And I couldn't have even imagined these things when we started.

[00:13:22] And so this is the type of thing when we have that clarity early on,

[00:13:26] it creates the relief.

[00:13:27] But then the consistency in the steps

[00:13:29] and that we're clear on those steps will ultimately get you there

[00:13:32] two, three, four or five years from now.

[00:13:34] That's great.

[00:13:35] So let me kind of pull the curtain back then on the work that you do with your

[00:13:38] clients, what do you do to keep people to stay on task, not to take that off ramp

[00:13:44] that can distract them? What do you do?

[00:13:46] We start with a clear playbook.

[00:13:48] And I just remind them that this is a playbook that's going to evolve over time.

[00:13:52] And I help people stay consistent to that plan.

[00:13:55] And so it reminds me of a football season.

[00:13:57] You know, there's preseason, you know,

[00:13:59] there's spring training and preseason where you're coming up with your

[00:14:01] playbook and in preseason or in the first few games, you know,

[00:14:05] a 16 game season as an example, you have this amazing playbook.

[00:14:09] You start the first four games and let's say you're one in three team or a two

[00:14:14] and two team. Well, we're going to have to update that playbook.

[00:14:16] But if you're a four and O team and things are going well,

[00:14:18] well, now we keep it going.

[00:14:20] And so the thing that we do is first give them plan clarity

[00:14:23] and then we hold them accountable to it.

[00:14:25] And when they are consistent with it,

[00:14:27] we start to see is this the right plan or the wrong plan?

[00:14:29] By game five, are we throwing out the playbook?

[00:14:32] You know, are we are we moving to something different?

[00:14:34] We want folks moving into the playoffs.

[00:14:37] We want people to win that big ticket and that big game.

[00:14:40] And who knows wherever they're starting,

[00:14:42] but all we're trying to do is level them up from the prior year.

[00:14:45] So you could come in as a two and 14 team or a seven and nine team,

[00:14:50] but we want a playbook that's going to level you up so that every year

[00:14:53] you're growing your business and taking it to the next level.

[00:14:55] Yeah, that's great.

[00:14:56] Holding people accountable to that so that we are constantly,

[00:15:00] consistently moving towards that North Star.

[00:15:02] So let me ask you this, tell me a story of some of that you've worked with

[00:15:04] and you don't have to mention their name, of course.

[00:15:07] But what were the problems and challenges they had when they came to you?

[00:15:11] What did you advise them on?

[00:15:12] How did you coach them?

[00:15:14] And what was the success that they achieved?

[00:15:16] I'll start with one of the earlier clients that I worked with

[00:15:20] who I've been working now with for about five years.

[00:15:23] And it was amazing when they came to me,

[00:15:26] they were working, they were a service partner,

[00:15:30] somebody that is an expert in their practice and able to lead and manage any case.

[00:15:34] And yet they're working for another rainmaker.

[00:15:37] And so they have someone else that's been bringing in the business.

[00:15:40] So this particular client may have had around

[00:15:43] 250, let's say, originations.

[00:15:46] And so they they had their own business, but it wasn't the type of

[00:15:49] significant business that's able to support themselves and others.

[00:15:52] And so that's where we start is that you're a service partner,

[00:15:55] really good at your craft, but not necessarily having the relationships

[00:15:59] that you need and the business that you want.

[00:16:01] Yeah. So what advice would you give to that person that might be in somebody

[00:16:05] else's shadow, their service partner?

[00:16:06] What do they need to do to really build that book of business?

[00:16:09] And so we this person that I'm thinking about had had relationships

[00:16:13] already, they just weren't actually building business relationships

[00:16:17] and making the asks that they needed.

[00:16:18] Making an ask is a powerful tool, knowing what to do and how to do it.

[00:16:22] You know, I talked to another client recently

[00:16:24] and I said, how many people do you know in the position of giving work?

[00:16:28] And he said 50.

[00:16:29] And I said, well, how many of them really trust you?

[00:16:31] And he said about 20, 25, trust me.

[00:16:35] And I said, how many of you asked for business?

[00:16:37] And he said zero.

[00:16:38] Yeah.

[00:16:39] And I said, well, what if we asked each all 50 of them?

[00:16:42] Would that make a difference in your business this year?

[00:16:44] And I asked him and the

[00:16:46] 20 other people that I was coaching at the time.

[00:16:48] And I said, let me know how would we would his business grow if he made

[00:16:52] 50 asks and everybody said 100 percent, it would grow.

[00:16:54] It would grow 100 percent.

[00:16:56] And so with this particular attorney, we came up with the plan.

[00:16:59] We had a clarity on where they wanted to be.

[00:17:02] And so many years ago, they said, I want to be at four million in five years.

[00:17:05] I want to have four million in business.

[00:17:07] And that would mean X amount in personal income.

[00:17:10] And I said, OK, great.

[00:17:11] We went around.

[00:17:12] We got very clear on two aspects of their practice.

[00:17:16] One to one and one to many.

[00:17:18] Who are the personal relationships that they need to grow?

[00:17:21] And how are we going to evolve that?

[00:17:22] And what is the type of exposure that you need?

[00:17:25] What is the bigger picture exposure, whether you're speaking more places or

[00:17:28] writing more so that many doing more social media, so that more people find

[00:17:32] out about you.

[00:17:32] And we got very consistent with that plan.

[00:17:35] And ultimately, what has to happen is a little bit maybe even a tussle

[00:17:39] with that senior partner because you're starting to grow your

[00:17:41] relationships and you're prioritizing your relationship sometimes even over theirs.

[00:17:46] And so that that tango, your plan, clarity,

[00:17:50] you moving forward on your relationships, you being clear about the places where you

[00:17:55] want to be sharing your message and providing your service on a broader network.

[00:17:59] And then ultimately stepping out of the shadow is what got that person to where

[00:18:04] they are today. Yeah.

[00:18:05] And I'll tell you four years later, five years later,

[00:18:10] their originations are at near eight million.

[00:18:14] Wow.

[00:18:16] They've moved into a position of a management role.

[00:18:20] They have amazing direct-crime relationships

[00:18:23] and they have a team of people supporting them.

[00:18:25] And so an entire an entire swing in sort of life in nature and obviously their

[00:18:29] income has gone up. And so so much has changed for them just by really

[00:18:34] prioritizing these relationships and coming up with a meaningful plan and

[00:18:38] staying consistent with it over years.

[00:18:40] Yeah. So this doesn't sound like it's rocket science or brain surgery, right?

[00:18:43] It shouldn't be. Many people have built a business before you.

[00:18:46] This is not rocket science exactly right.

[00:18:48] The hard part is prioritizing, you know,

[00:18:51] they say working on the business instead of in the business.

[00:18:54] Yeah, right.

[00:18:55] Most people are doing or still thinking of themselves as an employee.

[00:18:59] They're still thinking of themselves as a W2.

[00:19:02] And the hard part is cutting the cord with that and really going out of your

[00:19:06] own and making those taking those risks, building those meaningful

[00:19:09] relationships and nurturing them so they grow to where you want them to go.

[00:19:13] So do you think then that sometimes people,

[00:19:16] they've taken your advice, they've built their practice and they still might be

[00:19:21] in somebody else's shadow?

[00:19:22] And essentially do you think it's possible for somebody to outgrow

[00:19:26] the law firm that they're with?

[00:19:28] Most people that I work with are not in anyone's shadow anymore.

[00:19:31] Yeah. So that's not the case.

[00:19:33] I think when you create your own, you know, plant yourself in a bigger pot,

[00:19:37] put yourself in a unique situation after I work with people for a series of

[00:19:42] years, that that isn't the case anymore.

[00:19:44] They've actually created a bit more of an ecosystem around them rather than

[00:19:48] being a part of something else.

[00:19:50] You know, some people are in hybrid situations because that's what they

[00:19:52] ultimately wanted.

[00:19:53] Right.

[00:19:54] They wanted to be in support of the firm's current clients and also create

[00:19:58] their own practice.

[00:19:59] And so again, with goal clarity, people tend to end up what they set

[00:20:04] their mind to and typically what people want is their own ecosystem,

[00:20:10] a little bit more control and the client relationships that allow them to do

[00:20:14] the work at the level they wanted to do it.

[00:20:16] That's great.

[00:20:17] That's great, Rudier.

[00:20:18] So let me let me ask you this then if we could kind of summarize this with

[00:20:21] three action steps people can take to get started implementing these ideas.

[00:20:25] What would be three steps you'd recommend somebody follow?

[00:20:27] First get a clear understanding of who your contacts are now.

[00:20:31] Right.

[00:20:32] You want to know who are the relationships you have?

[00:20:35] Who are the people that you know and who are the people that you'll

[00:20:38] need to know to get to where you want to go.

[00:20:40] And so you have to have a clarity on who's in your network right now.

[00:20:44] Second, we want that clear goal, that clear goal.

[00:20:47] And so set those cleared numbers.

[00:20:49] What revenue do I want?

[00:20:51] You know, what personal income do I want?

[00:20:53] What are the meaningful clients that I want?

[00:20:55] What are the types of matters or meaningful clients that I want?

[00:20:58] Who are they?

[00:20:59] And then ultimately, what's the support that I'll need to get there?

[00:21:02] What will this look like in a few years?

[00:21:05] And so I want first, the clear list of contacts.

[00:21:08] Second, I want the clear numbers or clear goals.

[00:21:10] And then ultimately, I want clear steps.

[00:21:13] I want clear steps on where I'm trying to go.

[00:21:15] And that means how am I building personal relationships and how am I increasing

[00:21:19] in my exposure so that more people know about me so that I can ultimately

[00:21:23] generate the business that I want?

[00:21:24] That's great.

[00:21:25] And then they're on their way to becoming a rainmaker.

[00:21:27] That's exactly right.

[00:21:28] That's why we're here, the Rainmaker Podcast.

[00:21:30] Right here to make sure that people grow.

[00:21:33] They have the business they want.

[00:21:34] And ultimately, they have that freedom that gives them that energy that they

[00:21:38] really have been working so many years for and they certainly deserve.

[00:21:42] Absolutely right.

[00:21:42] And so then tell us about the offerings,

[00:21:45] the services that you have that you provide that you'd like our listeners

[00:21:48] to know about and will certainly put your links on the show notes.

[00:21:51] Two things we service organizations and we service individuals.

[00:21:55] And with organizations, we come in and host workshops for large teams

[00:21:59] of people on how they grow their business.

[00:22:01] And so we work with a series of organizations where we come in regularly

[00:22:05] to talk about the various tools that people can implement to grow their practice

[00:22:10] as a collective, and then we work with individuals.

[00:22:12] We have an amazing group coaching program.

[00:22:14] We call it the BD Circle.

[00:22:16] You can check it out on our website at Christelle.com.

[00:22:18] And the BD Circle is a six month program where we level people up in their

[00:22:23] practice, we put them on a path and we put them on a path to growth.

[00:22:27] And it's an amazing program with a community of people who are all interested

[00:22:33] in growing their practice.

[00:22:34] And so now you put yourself in the locker room of the All Stars.

[00:22:38] That's what you want to be.

[00:22:39] You don't want to be playing with everybody.

[00:22:41] You want to be playing with the people that want to grow their business

[00:22:43] collectively, and it's just a powerful community, a powerful room.

[00:22:46] We have offer an amazing set of tools to help people build their practice.

[00:22:50] That's fantastic, Radeer.

[00:22:51] Thank you for being on the show and sharing that.

[00:22:53] And for everybody listening, like I mentioned, we'll put Radeer's contact

[00:22:56] info and all of his links on the show notes.

[00:22:59] Wherever you listen to the podcast, go there and you'll be able to connect with him today.

[00:23:03] Radeer, thanks for being on the show.

[00:23:04] And I'd love to have you back on in the future and continue our conversation.

[00:23:08] Scott, it's always fun.

[00:23:09] Thank you so much for having me.

[00:23:14] Thank you for listening to the Rain Making Podcast.

[00:23:17] For more information about our recruiting services for international law firms,

[00:23:22] visit our website at attorneyssearchgroup.com.

[00:23:26] To inquire about having Scott speak at your next convention, conference, sales

[00:23:31] meeting or executive retreat, visit therainmakingpodcast.com.