Most professionals hate the idea of selling. What if you didn't have to? Chris Papin has built a thriving multi-discipline practice as a JD, CPA, and insurance producer — without ever feeling like he's pitching. The secret is the trust economy: a system of intentionality, authenticity, and regularity that builds steady deal flow without pushing harder.
Chris Papin is a licensed attorney, certified public accountant, and insurance producer who works with small business owners and entrepreneurs across every stage of their business lifecycle. He's also the author of 168 Hours: A Startup Business Guide That Respects Your Time. In this episode, Chris joins Scott Love to break down exactly how professional services providers can stop relying on hustle and start building the kind of credibility that brings clients to them.
You'll learn:
Why deals are driven by emotion — and what that means for how you build trust with prospects
How to use a 90-second anecdote to open doors at any networking event without pitching
The "step zero" mindset shift that separates professionals who get results at conferences from those who just survive them
Why showing up with a QR code instead of a business card is a trust signal — not just a tech flex
How to use AI to data mine a conference attendee list and identify your top 10 targets in 30 minutes
The two biggest pitfalls that destroy deal flow — and how to avoid both
What a client "funnel" actually looks like for transactional professionals (lawyers, CPAs, consultants)
Why regularity matters more than intensity — and how to build consistency into your BD rhythm even during busy seasons
The "Think, Document, Do" framework: the three-step system that turns good intentions into actual pipeline
3 action steps to start building steady deal flow through trust — starting today
Visit: https://therainmakingpodcast.com/
YouTube: https://youtu.be/CNP3rUgqQSo
----------------------------------------
If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here:
https://calendly.com/scott-736/half-hour-phone-meeting-with-scott
Or email Scott to connect with him at: scott@attorneysearchgroup.com
----------------------------------------
🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development.
📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com
----------------------------------------
This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity.
For a free demo, visit this link: https://surepoint.com/legal-insights/
----------------------------------------
About Chris Papin:
Chris Papin is a multi-talented professional with an impressive array of qualifications that give him a unique, holistic perspective as an advisor – a licensed attorney, a certified public accountant, and a life, accident, and health insurance producer.
Chris holds a Bachelor's and Master's degree in accounting from the University of Oklahoma. He earned his Certified Public Accountant designation in 2007, followed by a Juris Doctor degree from Oklahoma City University School of Law in 2008. Admitted to practice before the United States Tax Court in 2010, Chris has garnered recognition for his
achievements, including being chosen for the 2009-2010 Leadership Academy Class by the Oklahoma Bar Association and receiving the 2010 Trailblazer honor from the Oklahoma Society of Certified Public Accountants. In 2017 Chris' firm received the Recipient Thomson Reuters Innovation Award, a customer superstar award in the Thomson Reuters community, for doing the most to innovate, invigorate, and grow its practice for the benefit of its clients.
In 2022, Chris won the Top Emerging Firms of the Year, an award that celebrates innovative and forward-thinking companies that have made a significant impact in their respective industries. This prestigious award recognizes emerging firms that have demonstrated exceptional growth,
financial performance, and a commitment to sustainability and social responsibility. It serves as a testament to the recipient's dedication to innovation, customer satisfaction, and business excellence.
Links:
https://papinspeaks.com/
https://www.linkedin.com/in/chrispapin/
Order Chris Papin’s book here:
https://www.amazon.com/dp/B0GL8P2PJD
Learn more about your ad choices. Visit megaphone.fm/adchoices
