Trust Comes Before the Sale
People buy from those they like and trust. That is not a nice idea, it is how business actually works. If you never meet your prospects face to face, they never get the chance to like you. And if you are vague or hesitant when you talk to them, even if you are completely honest, it will not feel like trust to them.
Own Your Results, Good or Bad
The best rainmakers do not blame the economy or their partners when a deal falls through. They take the loss, learn from it, and come back stronger next time. This single habit separates average sellers from great ones more than almost anything else.
Willpower and Ambition Matter More Than Talent
Passing a bar exam or a CPA exam already proves you have discipline. The same discipline that got you through those exams can carry you through the hard, repetitive work of building client relationships, if you choose to apply it that way.
Set a Real Goal to Become a Rainmaker
You cannot become a top rainmaker by accident. It has to be a stated goal, something you track and work toward, the same way you would track billable hours or exam scores.
Get Comfortable Approaching Strangers
Every seller feels nervous before meeting someone new. Top rainmakers feel it too. The difference is they train themselves to push through it and walk into the room anyway.
Empathy Separates Good From Great
Until you can genuinely picture your client's problems from their side of the desk, you will only ever be an average seller. Empathy is what turns a service into a relationship.
Final Thoughts
Rate yourself honestly against these six traits and ask your partners to do the same. Pick the one area where you are weakest and commit to improving it this quarter. Rainmaking is a skill you build over time, not a personality you are born with, so start today.
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