[{"data":1,"prerenderedAt":582},["ShallowReactive",2],{"blog-landing":3,"blog-post:how-to-build-eos-practice-through-the-talk":25,"seo-settings":256,"shared-footer-cta":276,"guest-episode:shelley-woodrow":297,"site:announcement-bar":309,"site:main-navigation":324,"site:footer-navigation":500},{"value":4},{"path":5,"slug":6,"title":7,"text":8,"newsletterForm":19,"publishedAt":20,"updatedAt":21,"seo":22},"/blog","blog","Blog: EOS® Tips, Product Updates & Best Practices",{"type":9,"children":10},"root",[11],{"type":12,"tag":13,"props":14,"children":15},"element","p",{},[16],{"type":17,"value":18},"text","Welcome to the Success blog, where you will find helpful information about leveraging neat technology to implement EOS within your business and tips for business growth.","\u003Cscript src=\"https://js-eu1.hsforms.net/forms/embed/146042553.js\" defer>\u003C/script>\n\u003Cdiv class=\"hs-form-frame\" data-region=\"eu1\" data-form-id=\"c8b0bb9c-0f38-42ab-b567-8231c23136cb\" data-portal-id=\"146042553\">\u003C/div>","2025-01-22T15:12:00+00:00","2026-05-14T10:38:18+00:00",{"title":23,"description":24},"Blog: EOS® Tips and Product Updates — Success.co","Explore expert insights, product releases, EOS® best practices, and innovation updates from Success.co. Stay informed and level up your business.",{"value":26},{"slug":27,"path":28,"title":29,"excerpt":30,"publishedAt":31,"image":32,"category":42,"author":46,"updatedAt":31,"seo":59,"jsonLd":62,"summary":63,"toc":105,"practiceBuilder":106,"authorBio":107,"sidebarCta":62,"body":118},"how-to-build-eos-practice-through-the-talk","/blog/how-to-build-eos-practice-through-the-talk","How to Build Your EOS® Practice Through the Talk","Shelley Woodrow has built her practice on talks. Here is her full playbook: who to invite, how to prepare, what to do when it's over.","2026-10-26T09:07:13+00:00",{"id":33,"publicId":34,"version":35,"format":36,"resourceType":37,"width":38,"height":39,"alt":40,"name":41},"84bc252e410410b29849e42404a089db","marketing-site/gemini_generated_image_qpdcejqpdcejqpdc",1792425448,"jpg","image",2752,1536,"Episode 18 thumbnail with Shelley Woodrow: two women either side of the words \"I forgot the audience\"","Ep 18 Shelley Woodrow thumbnail",{"slug":43,"title":44,"path":45},"the-practice-builder","The Practice Builder","/blog/category/the-practice-builder",{"kind":47,"slug":48,"path":49,"name":50,"role":51,"image":52},"contributor","shelley-woodrow","/contributor/shelley-woodrow","Shelley Woodrow","Certified EOS Implementer®",{"id":53,"publicId":54,"version":55,"format":36,"resourceType":37,"width":56,"height":56,"alt":57,"name":58},"c5e9ab4ce85167bcf531dd22ddcc307e","marketing-site/1736548978103",1793005655,800,"Shelley Woodrow, Certified EOS Implementer","1736548978103",{"title":60,"description":61},"How to Build Your EOS® Practice Through the Talk — Success.co","A Certified EOS® Implementer with 420+ sessions breaks down how to prepare, deliver and follow up on the talk to fill your pipeline consistently.",null,{"type":9,"children":64},[65],{"type":12,"tag":66,"props":67,"children":68},"ul",{},[69,75,80,85,90,95,100],{"type":12,"tag":70,"props":71,"children":72},"li",{},[73],{"type":17,"value":74},"The talk is part of the BizDev proven process, and for some Implementers it becomes the primary engine of practice growth, but only if you're comfortable speaking in front of people you don't know.",{"type":12,"tag":70,"props":76,"children":77},{},[78],{"type":17,"value":79},"Preparation means knowing your time, your audience, and your host's objectives before you agree to anything, not memorizing the script word for word.",{"type":12,"tag":70,"props":81,"children":82},{},[83],{"type":17,"value":84},"Connection, not content, is what converts. The talk is a taster of what working with you feels like in the session room.",{"type":12,"tag":70,"props":86,"children":87},{},[88],{"type":17,"value":89},"Bring someone with you who can book 90s while you're still talking to people after the session.",{"type":12,"tag":70,"props":91,"children":92},{},[93],{"type":17,"value":94},"Co-presenting with other Implementers can fill bigger rooms, and vendor sponsorships can offset the cost of hosting your own events.",{"type":12,"tag":70,"props":96,"children":97},{},[98],{"type":17,"value":99},"Follow-up is intentionally light: the call to action happens live in the room, and if the connection was real, the people who are ready will act.",{"type":12,"tag":70,"props":101,"children":102},{},[103],{"type":17,"value":104},"Stay in business development mode always, even when your calendar is full, because a full calendar today doesn't fill your pipeline for next year.",true,"how-to",{"body":108},{"type":109,"value":110,"toc":114},"minimark",[111],[13,112,113],{},"Born and raised in an entrepreneurial family, Shelley learned how to run and own your own business and lead people effectively. Working extensively in media then following her passion for coaching, she discovered EOS® and fell in love. Since then, she has facilitated 400+ full-day client sessions and coached leadership teams across multiple industries. She also coaches new Implementers through EOS Worldwide as a Sprint Coach, which gives her the chance to pay it forward and help others get off to a strong start.",{"title":115,"searchDepth":116,"depth":116,"links":117},"",2,[],{"type":109,"value":119,"toc":246},[120,123,126,129,132,137,140,143,146,150,153,156,159,163,166,169,172,176,179,182,186,189,192,195,198,202,205,208,211,215,218,221,224,228,231,234,237,240,243],[13,121,122],{},"The talk is part of the BizDev proven process, and for me it has become the single biggest thing that drives my practice forward. In seven and a half years as an Implementer, with roughly four hundred and twenty sessions behind me, I've tried different approaches to business development, but the talk is the one I love doing, the one that feels natural and fun rather than like a heavy lift, and the one I keep coming back to because it consistently produces clients.",[13,124,125],{},"The talk is a way to share EOS® in a one-to-many approach, which I prefer. You walk into a room, help the people there understand more about how EOS® works, why they might be frustrated, and what they can do about it, and if you do it right, some of those people will want to go further. Not everybody will, and that's fine. But the ones who feel a connection to you in that room are the ones who become clients, and the talk gives you the chance to make that connection at scale instead of one meeting at a time.",[13,127,128],{},"That said, the talk is not for everybody. If you're not comfortable speaking publicly, or if being in a room full of people you've mostly never met doesn't energize you, then this particular piece of BizDev probably isn't your thing, and that's completely valid. The most important thing about business development is finding the activities that work for you and that you love doing, because those are the ones you'll actually keep doing.",[13,130,131],{},"If the talk is your thing, here's how I've learned to run it well.",[133,134,136],"h2",{"id":135},"know-what-youre-walking-into-before-you-say-yes","Know what you're walking into before you say yes",[13,138,139],{},"Before I agree to do a talk, I want to know three things: how much time I have, who the attendees are, and what the objectives are from the people who invited me. That alignment is more important than it might sound, because the difference between a twenty-five-minute rotary slot and a full ninety-minute session changes what you can realistically accomplish and how you need to structure your delivery.",[13,141,142],{},"In my early days, I booked a series of rotary club talks that gave me twenty-five minutes. I went in, talked fast, kept everything at a very high level, didn't skip any slide, and almost certainly overwhelmed every room I walked into. I had broken all the rules before I even knew what some of the rules were, because I'd booked these talks before I even arrived at boot camp, before I understood that the talk was part of the monthly BizDev checklist you could choose to do.",[13,144,145],{},"When I have the full ninety minutes, which is the ideal scenario, I aim to deliver the talk itself in forty-five to fifty without leaving anything out, which gives us a substantial window for Q&A and, crucially, time afterward to actually connect with people. The connection piece is what makes the talk convert. If you use all ninety minutes delivering content and then rush out, you've missed the entire point.",[133,147,149],{"id":148},"prepare-for-the-people-not-just-the-content","Prepare for the people, not just the content",[13,151,152],{},"I learned this lesson the hard way through a bake-off I lost early in my career. I was so determined to memorize the 90-minute meeting script that I delivered it word for word, technically perfect, and the client told me afterward that they went with someone else because they felt a connection with that person and not with me.",[13,154,155],{},"Since then, my preparation follows a different order. I still time myself to make sure I'll fit the window they've given me, and I still rehearse the flow enough to feel confident in the material. But I also spend real time thinking about who's going to be in the room. What industry are they in, what level of position are these business leaders likely to hold, what are their frustrations going to be? That kind of mental preparation is what lets you flex in the moment, and the ability to flex in the moment is what shows people what it would actually be like to work with you.",[13,157,158],{},"The talk is a taster of what shows up in the session room. If you're rigid and scripted on stage, people will assume you'll be rigid and scripted with their leadership team. If you can read the room, respond to what's happening in front of you, and meet people where they are, that's what they'll expect from you as their Implementer, and that's a much more compelling pitch than any perfectly delivered slide deck.",[133,160,162],{"id":161},"be-ready-for-qa-which-means-having-real-session-experience","Be ready for Q&A, which means having real session experience",[13,164,165],{},"The questions that come up in Q&A tend to follow a pattern. People want to know how EOS® works in their specific industry, and I reassure them that we're industry agnostic because we improve execution, that we're not consulting, and that usually calms the questions in that area. A lot of questions are about the tools and how they work, and sometimes the audience will pick one tool, usually the Accountability Chart™ or the Scorecard™, and want to go deeper on it.",[13,167,168],{},"And then there are the how-to questions, the ones where someone describes a specific scenario from their business and asks what you would do. This is the category where session experience becomes essential, and it's why the advice given in boot camp is to have fifty to a hundred sessions under your belt before you do a talk. If you have no session experience and an attendee asks what happened when a client hit a particular wall, or what you would do if the leadership team disagreed about the Visionary seat, it's very hard to answer those questions with the kind of specificity and confidence that builds trust.",[13,170,171],{},"I was in a somewhat unusual position because I came into boot camp in February of 2019 with talks already booked, not even understanding yet that the talk was on the BizDev checklist. My coach was Mark O'Donnell, and when they covered the talk in boot camp and said you really should have fifty to a hundred sessions first, I was already committed. I was asking for forgiveness, not permission. Fortunately I could draw from my past career to handle the Q&A, but not everyone has that luxury. The more session experience you bring to the talk, the better your Q&A will be, and the better your Q&A is, the more trust you build in the room.",[133,173,175],{"id":174},"always-do-it-in-person","Always do it in person",[13,177,178],{},"I don't do virtual talks. I've done them over the years, especially during Covid when there was no other option, but I am much better in a room, much more comfortable there, and I believe I provide far less value when I'm not in person. You lose the ability to read body language, to feel the energy shift when something lands, to make eye contact with the person in the back row who's leaning forward because what you just said is exactly what they've been dealing with. And you don't have to worry about tech issues, which is a nice bonus.",[13,180,181],{},"The talk is meant to show people what it would be like to work with you. That comes through much more clearly when you're actually in the room together, skin to skin, as Chris Beer put it, tasting the air.",[133,183,185],{"id":184},"bring-someone-to-book-the-90s","Bring someone to book the 90s",[13,187,188],{},"This is one of the most practical things I've figured out over the years, and it's simple enough that it might seem obvious, but I've watched plenty of Implementers miss it.",[13,190,191],{},"When I end the talk, I cover the additional resources slide. I tell the audience that all the tools I've shared are free and downloadable on the EOS Worldwide website, I point them to the traction library where they can find books for their intended audiences, and then I say that if they'd like to book a 90-minute meeting for me to come show them what their EOS® journey would look like within their leadership team and their company, they can schedule that before they leave.",[13,193,194],{},"Then, while I'm still in conversation with people after the session, there's someone at the back of the room who can book those 90s on my calendar. I almost always take someone with me for exactly this purpose. It doesn't have to be a practice manager, my practice manager is in Georgia and I'm in Las Vegas, so it's usually someone local. I've taken my husband, I've taken my son, anyone who can handle a calendar and help people lock in a time while I'm still engaged with other attendees.",[13,196,197],{},"I have two objectives at every talk: help the audience by sharing EOS®, and book 90s for those who want more. Having someone handle the logistics while I handle the people makes both of those possible at the same time.",[133,199,201],{"id":200},"co-present-to-fill-bigger-rooms","Co-present to fill bigger rooms",[13,203,204],{},"When you're hosting your own event rather than being invited to someone else's, the biggest challenge is getting enough people in the room. Three Implementers' networks are stronger than one, and co-presenting is a way to pool those networks and create something larger than any of you could do alone.",[13,206,207],{},"I've co-presented many times, with Implementers like Victoria Cabot, Rebecca Finken, Nina Radetich, and Bill Gerard, and the format that works best is no more than three presenters. The two strongest speakers take the open and the close, and the third handles the middle. We've had eighty-five people in a room this way, which is substantially more than I'd get on my own.",[13,209,210],{},"The other benefit of hosting your own event is that you can bring in sponsors from the EOS® ecosystem. Vendor partners like Success.co, Ninety.io, Strety, or companies outside the ecosystem like Insperity in the HR space, can help offset costs and, critically, bring their own networks to help fill seats. I've also partnered with Victory Selling, which went on to become the Sales Collective and later became part of the conference sponsorship structure. Those partnerships mean bigger events with more butts in seats and lower out-of-pocket cost for the Implementers organizing it.",[133,212,214],{"id":213},"keep-follow-up-intentionally-light","Keep follow-up intentionally light",[13,216,217],{},"My follow-up after a talk is minimal, and that's by design. I don't chase people. I don't collect business cards. I don't run email sequences.",[13,219,220],{},"The call to action happens live in the room, in the moment, when the connection is fresh and the energy is real. If someone wants to go further, the path is right there: book a 90 before you leave. After that, I let the connection do the work.",[13,222,223],{},"Some of my best clients have booked a 90 the same day they heard me speak. Two brothers at a talk in Las Vegas called me that afternoon, they owned a moving company, and they became a client. Someone at the EOS® conference found my microsite the same week and became a client too. That's not luck, that's what happens when the talk does its job. If you've genuinely helped the people in the room and they felt a connection with you, the ones who are ready will act on their own timeline.",[133,225,227],{"id":226},"stay-in-business-development-mode-even-when-youre-full","Stay in business development mode, even when you're full",[13,229,230],{},"This is the part that catches almost every Implementer at some point, including me. In 2022, I came into the year with eleven clients and a goal of getting to eighteen by year's end. I hit twenty-seven. And while that sounds like a success story on the surface, the reality was that I felt overwhelmed, it felt heavy, and because I was so busy with sessions, I was not doing what I needed to do to fill my future pipeline.",[13,232,233],{},"I come from a sales background, so I knew instinctively that I was setting my next year up badly. But I didn't know how to manage the load because it had grown so quickly. I even quit taking referrals for a stretch, which I knew at the time was a mistake.",[13,235,236],{},"That year taught me a few things I've carried ever since. First, I stopped framing my goals in terms of number of clients and started thinking about number of people I serve, which is a subtle but real difference in how you approach the work. Second, I got clear on how many session days I actually want, and for me that number is sixty. Not a hundred, not eighty, sixty. That clarity about my own capacity, which came from the direct experience of overshooting it, shaped everything about how I build and protect my calendar now.",[13,238,239],{},"The broader lesson is that you have to stay in business development mode always, even when your calendar feels full, because the sessions on your calendar today were booked months ago by the version of you that was doing the work. If you stop doing the work now because you're busy, you'll feel the gap six to twelve months from now, and by then it's too late to fix quickly.",[13,241,242],{},"For me, that means at least five conversations about EOS® every day, whether I'm at an event, on the phone, or texting an Implementer friend. It means never missing a QCE, which I haven't in seven and a half years. And it means doing the talk, consistently, because it's the BizDev activity I love, and because loving it is what keeps me from dropping it when things get busy.",[13,244,245],{},"If you can find the parts of business development that feel natural and fun to you, the parts that don't feel like a heavy lift, those are the ones you'll actually sustain. And the ones you sustain are the ones that build your practice.",{"title":115,"searchDepth":116,"depth":116,"links":247},[248,249,250,251,252,253,254,255],{"id":135,"depth":116,"text":136},{"id":148,"depth":116,"text":149},{"id":161,"depth":116,"text":162},{"id":174,"depth":116,"text":175},{"id":184,"depth":116,"text":185},{"id":200,"depth":116,"text":201},{"id":213,"depth":116,"text":214},{"id":226,"depth":116,"text":227},{"value":257},{"id":258,"extension":259,"meta":260,"og_image":261,"og_locale":262,"og_title_fallback":263,"site_url":264,"stem":265,"title_suffix":266,"__hash__":267,"ogImageAsset":268},"seoSettings/settings/seo.yml","yml",{},"df2824aa25f11988810a1b0f3c08f0f2","en_GB","The EOS App","https://www.success.co","settings/seo"," — Success.co","nnRZDXC71vobecumYGFChQJ7a9XRrFJq7bfBBCWo6Bk",{"id":261,"publicId":269,"version":270,"format":271,"resourceType":37,"width":272,"height":273,"alt":274,"name":275},"site/success-opengraph-image",1791366213,"png",1200,630,"Success.co","Success OpenGraph Image",{"value":277},{"type":278,"buttons":279,"icon":293,"text":294,"title":295,"variant":296},"call_to_action",[280,292],{"type":281,"text":282,"url":283,"style":284,"icon":285,"append_icon":286,"video_url":287,"video_buttons":288},"button","Watch Tour","https://www.success.co/signup","gray_large","video","arrow_right","https://www.youtube.com/watch?v=whd869gUXkw",[289],{"type":281,"text":290,"url":283,"style":291,"append_icon":286},"Get Started","orange_large",{"type":281,"text":290,"url":283,"style":291,"append_icon":286},"rocket","30-day free trial. 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