[{"data":1,"prerenderedAt":968},["ShallowReactive",2],{"practice-builder-landing":3,"episodes:":14,"episode:dan-wallace":461,"seo-settings":677,"site:announcement-bar":696,"site:main-navigation":712,"site:footer-navigation":886},{"value":4},{"path":5,"title":6,"subtitle":7,"text":8,"subscribeEmbed":9,"publishedAt":10,"updatedAt":11,"seo":12},"/practice-builder","How the best EOS Implementers actually build their practice","The Practice Builder - By Success.co","Every Tuesday, one Implementer sits down with Chris Beer to solve one problem the community is still figuring out. Podcast + newsletter, same day.","\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=\"0117b84e-6b31-4f19-8dca-8d1ae4f9a63c\" data-portal-id=\"146042553\">\u003C/div>","2026-06-01T12:43:00+00:00","2026-07-23T11:33:10+00:00",{"title":13,"description":8},"The Practice Builder for EOS Implementers — Success.co",{"value":15},[16,45,70,92,118,142,165,188,212,235,257,280,303,325,348,370,394,416,438],{"slug":17,"path":18,"title":19,"tagline":20,"thumbnail":21,"spotifyUrl":31,"applePodcastUrl":32,"youtubeUrl":33,"guest":34},"ep-19-ken-dewitt","/practice-builder/ep-19-ken-dewitt","Ep 19 - Ken DeWitt","\"Comparison is the thief of joy\": Ken DeWitt on the habit that cost him a hundred nights of sleep a year",{"id":22,"publicId":23,"version":24,"format":25,"resourceType":26,"width":27,"height":28,"alt":29,"name":30},"09550f5119b309f441c5b7abd15a4c83","marketing-site/gemini_generated_image_2nr5j92nr5j92nr5",1793096021,"jpg","image",2752,1536,"The Practice Builder episode 19 with Ken DeWitt: comparison is the thief of joy","Gemini_Generated_Image_2nr5j92nr5j92nr5","https://open.spotify.com/episode/4GetPCuc3y5qYiGWk2XIHN","https://podcasts.apple.com/us/podcast/comparison-is-the-thief-of-joy-ken-dewitt-on-the/id1896807447?i=1000798314778","https://youtu.be/-Vl9k9cOQhk",{"name":35,"role":36,"image":37,"path":44},"Ken DeWitt","Expert EOS Implementer®",{"id":38,"publicId":39,"version":40,"format":25,"resourceType":26,"width":41,"height":41,"alt":42,"name":43},"f0b23a02a73725e7a9ad72ea042889c5","marketing-site/1765218741952",1793096019,400,"Ken DeWitt, Expert EOS Implementer","1765218741952","/contributor/ken-dewitt",{"slug":46,"path":47,"title":48,"tagline":49,"thumbnail":50,"spotifyUrl":56,"applePodcastUrl":57,"youtubeUrl":58,"guest":59},"ep-18-shelley-woodrow","/practice-builder/ep-18-shelley-woodrow","Ep 18 - Shelley Woodrow","\"I forgot the audience\": Shelley Woodrow on what The Talk is really about",{"id":51,"publicId":52,"version":53,"format":25,"resourceType":26,"width":27,"height":28,"alt":54,"name":55},"84bc252e410410b29849e42404a089db","marketing-site/gemini_generated_image_qpdcejqpdcejqpdc",1792425448,"Episode 18 thumbnail with Shelley Woodrow: two women either side of the words \"I forgot the audience\"","Ep 18 Shelley Woodrow thumbnail","https://open.spotify.com/episode/7hS8sTpacrV2XHf9KUjJkM","https://podcasts.apple.com/us/podcast/i-forgot-the-audience-shelley-woodrow-on-what-the-talk/id1896807447?i=1000797223553","https://youtu.be/bwpSVUJa4t4",{"name":60,"role":61,"image":62,"path":69},"Shelley Woodrow","Certified EOS Implementer®",{"id":63,"publicId":64,"version":65,"format":25,"resourceType":26,"width":66,"height":66,"alt":67,"name":68},"c5e9ab4ce85167bcf531dd22ddcc307e","marketing-site/1736548978103",1793005655,800,"Shelley Woodrow, Certified EOS Implementer","1736548978103","/contributor/shelley-woodrow",{"slug":71,"path":72,"title":73,"tagline":74,"thumbnail":75,"spotifyUrl":81,"applePodcastUrl":82,"youtubeUrl":83,"guest":84},"ep-17-mike-abercrombie","/practice-builder/ep-17-mike-abercrombie","Ep 17 - Mike Abercrombie","\"Learn, Earn, Return\": Mike Abercrombie on the long game of building a practice",{"id":76,"publicId":77,"version":78,"format":25,"resourceType":26,"width":27,"height":28,"alt":79,"name":80},"cf0378cc561856ec49d4121c6e0dc8cf","marketing-site/gemini_generated_image_yyvucsyyvucsyyvu",1791552528,"Episode 17 thumbnail with Mike Abercrombie: a woman and a man with glasses either side of the words \"Learn, Earn, Return\"","Ep 17 Mike Abercrombie thumbnail","https://open.spotify.com/episode/0UXUqU3CAvt5focTFgELbk","https://podcasts.apple.com/us/podcast/learn-earn-return-mike-abercrombie-on-the-long-game/id1896807447?i=1000796085168","https://www.youtube.com/watch?v=oPVLCTL49JQ",{"name":85,"role":36,"image":86,"path":91},"Mike Abercrombie",{"id":87,"publicId":88,"version":89,"format":25,"resourceType":26,"width":41,"height":41,"alt":90,"name":85},"2bafeb579e297f4933ef0a5c2edd8fd6","marketing-site/1645481566153",1791552842,"Headshot of Mike Abercrombie, in glasses and a dark shirt, smiling against a sunset sky with palm trees","/contributor/mike-abercrombie",{"slug":93,"path":94,"title":95,"tagline":96,"thumbnail":97,"spotifyUrl":106,"applePodcastUrl":107,"youtubeUrl":108,"guest":109},"ep-16-adam-goldschmiedt","/practice-builder/ep-16-adam-goldschmiedt","Ep 16 - Adam Goldschmiedt","\"Let my freak flag fly\": Adam Goldschmiedt on why the dating stage and the session room need to match",{"id":98,"publicId":99,"version":100,"format":101,"resourceType":26,"width":102,"height":103,"alt":104,"name":105},"02c8b91d331239926fb085b542ed200a","contento/a_01m469555h62FVk6ZgEtk2Q9s4/generated-image--34",1791369152,"png",1376,768,"Episode 16 thumbnail with Adam Goldschmiedt: a woman and a bearded man either side of the words \"Let my freak flag fly\"","Generated Image (34)","https://open.spotify.com/episode/4HCvkCEpPJ4dOGfXtLcKOa?si=Xkmr_99lTDmnmZVHczMQeg","https://podcasts.apple.com/us/podcast/let-my-freak-flag-fly-adam-goldschmiedt-on-why-the/id1896807447?i=1000793398444","https://youtu.be/fzH6esA2_eY",{"name":110,"role":61,"image":111,"path":117},"Adam Goldschmiedt",{"id":112,"publicId":113,"version":114,"format":25,"resourceType":26,"width":41,"height":41,"alt":115,"name":116},"8e3530ab42e6ea7c01276a3ecc474c4e","contento/a_01M45KpKE475ms7cjP4x73hja0/1747946524904--1",1791365730,"Headshot of Adam Goldschmiedt, smiling and looking towards a window","1747946524904 (1)","/contributor/adam-goldschmiedt",{"slug":119,"path":120,"title":121,"tagline":122,"thumbnail":123,"spotifyUrl":129,"applePodcastUrl":130,"youtubeUrl":131,"guest":132},"ep-15-rob-drynan","/practice-builder/ep-15-rob-drynan","Ep 15 - Rob Drynan","\"My Client's the Company\": Rob Drynan on Leading For the Greater Good of the Organization",{"id":124,"publicId":125,"version":126,"format":101,"resourceType":26,"width":102,"height":103,"alt":127,"name":128},"8d71f63deccf3222fe2d1b5adc4d8c7d","contento/a_01m3kz18h1Dy88Vqxvy948Sc8H/generated-image--31",1791369149,"Episode 15 thumbnail: host and guest Rob Drynan either side of the words 'My client's the company.'","Generated Image (31)","https://open.spotify.com/episode/0dbQDAdRHmXrm1YU2NdpeW?si=3a8340bebdba4224","https://podcasts.apple.com/us/podcast/my-clients-the-company-rob-drynan-on-leading-for/id1896807447?i=1000792151620","https://youtu.be/1I7TO8VHALw",{"name":133,"role":134,"image":135,"path":141},"Rob Drynan","Certified EOS Implementer",{"id":136,"publicId":137,"version":138,"format":25,"resourceType":26,"width":41,"height":41,"alt":139,"name":140},"164323048afb5f1b166bc54505586e95","contento/a_01m3KYXq5ke7596gGFe3kxr4B9/rob",1791365728,"Headshot of Rob Drynan, smiling in glasses and a white shirt","Rob","/contributor/rob-drynan",{"slug":143,"path":144,"title":145,"tagline":146,"thumbnail":147,"spotifyUrl":153,"applePodcastUrl":154,"youtubeUrl":155,"guest":156},"ep-14-kurt-schneiber","/practice-builder/ep-14-kurt-schneiber","Ep 14 - Kurt Schneiber","\"That's Why I Exist\": Kurt Schneiber on the Passion That Holds When Everything Gets Hard",{"id":148,"publicId":149,"version":150,"format":101,"resourceType":26,"width":102,"height":103,"alt":151,"name":152},"5f6a2f748a6d790568db6dc1a7d7c166","contento/a_01m34evKCX33cA444YkYXpRnAw/generated-image--29",1791365729,"Podcast cover with a smiling woman and man either side of the words \"That's why I exist\"","Generated Image (29)","https://open.spotify.com/episode/2pEqSQ3BEcI5zeYykeMZGJ?si=dbUbMph3RTuaLWCrIpR27A","https://podcasts.apple.com/us/podcast/thats-why-i-exist-kurt-schneiber-on-the-passion-that/id1896807447?i=1000791083935","https://youtu.be/3mcew3_n1gs",{"name":157,"role":158,"image":159,"path":164},"Kurt Schneiber","Expert EOS Implementer",{"id":160,"publicId":161,"version":138,"format":25,"resourceType":26,"width":41,"height":41,"alt":162,"name":163},"e5b8278319c197e1ff244c69d7c25e81","contento/a_01M34ERWbhRfe3am3pA8P2DK9E/1586355518730","Headshot of Kurt Schneiber, smiling, in a light blue shirt","1586355518730","/contributor/kurt-schneiber",{"slug":166,"path":167,"title":168,"tagline":169,"thumbnail":170,"spotifyUrl":175,"applePodcastUrl":176,"youtubeUrl":177,"guest":178},"ep-13-josh-holtzman","/practice-builder/ep-13-josh-holtzman","Ep 13 - Josh Holtzman","\"Setting Them to Hit Them\": Josh Holtzman On Why Quarterly Accountability Erodes",{"id":171,"publicId":172,"version":126,"format":25,"resourceType":26,"width":27,"height":28,"alt":173,"name":174},"9c7545edc3ec7756eeb8b2eb924cfaa0","contento/a_01m2J7b16rfmbavD3hPf2REJ0y/Gemini_Generated_Image_ol1jfpol1jfpol1j","Episode 13 thumbnail: host and guest Josh Holtzman either side of the words 'Setting them to hit them'","Gemini Generated Image Ol1Jfpol1Jfpol1J","https://open.spotify.com/episode/5OyPdAGA5imMx5MiuaePbS?si=83Z7XNNbQi2vGyZx9DU6Sg","https://podcasts.apple.com/us/podcast/setting-them-to-hit-them-josh-holtzman-on-why-quarterly/id1896807447?i=1000789731607","https://youtu.be/_Ct4gN-gGTQ",{"name":179,"role":158,"image":180,"path":187},"Josh Holtzman",{"id":181,"publicId":182,"version":183,"format":25,"resourceType":26,"width":184,"height":184,"alt":185,"name":186},"9599d273fe39bc7790ed2a7844679dc7","contento/a_01m2j6eVZ97b7FE4Nv1B0mJ426/1764089474353",1791365726,200,"Headshot of Josh Holtzman, smiling, in a dark shirt","1764089474353","/contributor/josh-holtzman",{"slug":189,"path":190,"title":191,"tagline":192,"thumbnail":193,"spotifyUrl":199,"applePodcastUrl":200,"youtubeUrl":201,"guest":202},"ep-12-john-mc-mahon","/practice-builder/ep-12-john-mc-mahon","Ep 12 - John McMahon","\"I Pick Up the Phone Because No One Else Does\": John McMahon on Connection as Your Edge",{"id":194,"publicId":195,"version":196,"format":101,"resourceType":26,"width":102,"height":103,"alt":197,"name":198},"a2c932d609e3ae14c086784617718dcd","contento/a_01m1xvXnB63mwWZe9hFPgXevbv/generated-image--27",1791365725,"Two people facing each other in a black and white illustration beside the words “Human connection wins”","Generated Image (27)","https://open.spotify.com/episode/5r0as85oEQla5Gxqmi4A26?si=KKDv4DtZR1eHPkoMKLl5aA","https://podcasts.apple.com/us/podcast/the-state-of-the-company-josh-holtzman-on/id1896807447?i=1000789731607","https://youtu.be/M5HyMZp7bN4",{"name":203,"role":204,"image":205,"path":211},"John McMahon","Expert EOS® Implementer",{"id":206,"publicId":207,"version":208,"format":25,"resourceType":26,"width":66,"height":66,"alt":209,"name":210},"861068b60314d18f3c7934e116a7f3f2","contento/a_01M0YwS5yCNBnnnkkyFGdCYztQ/1741271845131",1791365723,"Headshot of John McMahon smiling in a navy blazer and white shirt","1741271845131","/contributor/john-mc-mahon",{"slug":213,"path":214,"title":215,"tagline":216,"thumbnail":217,"spotifyUrl":223,"applePodcastUrl":224,"youtubeUrl":225,"guest":226},"paul-detlefs","/practice-builder/paul-detlefs","Ep 11 - Paul Detlefs","\"Some Will, Some Won't, So What\": Paul Detlefs on the Attitude Shift that Fixed His Business Development",{"id":218,"publicId":219,"version":220,"format":101,"resourceType":26,"width":102,"height":103,"alt":221,"name":222},"319fc51e1be27fef788e6d0e3cc71c10","contento/a_01M1EGjPtgJXFnVa8P2zq0AjyN/generated-image--25",1791365724,"Illustrated header of a woman and a man in conversation, with the words “So what?” between them","Generated Image (25)","https://open.spotify.com/episode/6cghes76UR0vieosIEwYMg?si=gCwhmJAQSV6ytNQZl9yVZQ","https://podcasts.apple.com/us/podcast/some-will-some-wont-so-what-paul-detlefs-on-the/id1896807447?i=1000787134982","https://youtu.be/cPOUwo7ocO0",{"name":227,"role":228,"image":229,"path":234},"Paul Detlefs","Expert EOSⓇ Implementer",{"id":230,"publicId":231,"version":208,"format":25,"resourceType":26,"width":66,"height":66,"alt":232,"name":233},"7ffd682656ef2d98e8a4b4cd22d6d6e7","contento/a_01M0yWtntat9hcZ1H1szsDjg7c/1757098887989","Headshot of Paul Detlefs smiling in glasses and a green checked shirt","1757098887989","/contributor/paul-detlefs",{"slug":236,"path":237,"title":238,"tagline":239,"thumbnail":240,"spotifyUrl":245,"applePodcastUrl":246,"youtubeUrl":247,"guest":248},"ep-10-mark-o-donnell","/practice-builder/ep-10-mark-o-donnell","Ep 10 - Mark O'Donnell","\"Be Someone Worth Hiring\": Mark O'Donnell On the Discipline You're Actually Selling",{"id":241,"publicId":242,"version":208,"format":101,"resourceType":26,"width":102,"height":103,"alt":243,"name":244},"462dee7453dce2c821666c170ce9345d","contento/a_01M0W09nd28V6bf35H4GJ6sm3r/generated-image--24","Illustrated header of a woman and a man in conversation, with the words “Clients want to become you” between them","Generated Image (24)","https://open.spotify.com/episode/2Y5jqUABl8b1yHCylE1WAK?si=14DjNFsDSwGU332wOzJ_MQ","https://podcasts.apple.com/us/podcast/be-someone-worth-hiring-mark-odonnell-on-the/id1896807447?i=1000785701389","https://youtu.be/kXvI-X_XKFs",{"name":249,"role":250,"image":251,"path":256},"Mark O'Donnell","Visionary and CEO at EOS Worldwide",{"id":252,"publicId":253,"version":208,"format":101,"resourceType":26,"width":41,"height":41,"alt":254,"name":255},"304c089210962a4881a29e3b862a919c","contento/a_01m0W0d4WkPqCB7Q614eZ0QD7Y/marko","Headshot of Mark O'Donnell smiling against an orange background","Marko","/contributor/mark-o-donnell",{"slug":258,"path":259,"title":260,"tagline":261,"thumbnail":262,"spotifyUrl":268,"applePodcastUrl":269,"youtubeUrl":270,"guest":271},"ep-09-stas-balanevsky","/practice-builder/ep-09-stas-balanevsky","Ep 09 - Stas Balanevsky","\"Don't be a hungry hungry hippo\": Stas Balanevsky on the language that does your coaching for you",{"id":263,"publicId":264,"version":265,"format":101,"resourceType":26,"width":102,"height":103,"alt":266,"name":267},"8f6cfce58274f0f3fc03bc692c7d2f0b","contento/a_01M07C6XQtj0h41B1gxDDbq6Hd/generated-image--23",1791365721,"Two smiling people facing each other in a black and white illustration beside the words “Hungry hungry hippo”","Generated Image (23)","https://open.spotify.com/episode/5AhU8JzTEc6r7ATecKNWEY?si=fb867aa222a24d45","https://podcasts.apple.com/us/podcast/dont-be-a-hungry-hungry-hippo-stas-balanevsky-on/id1896807447?i=1000784006985","https://www.youtube.com/watch?v=YBxp7cuhT3Q",{"name":272,"role":158,"image":273,"path":279},"Stas Balanevsky",{"id":274,"publicId":275,"version":265,"format":25,"resourceType":26,"width":276,"height":276,"alt":277,"name":278},"c23149362b018b8b5930501883ecc5e8","contento/a_01M07BpaRbJgEMZjh5p4fsXJt1/1722803636364",659,"Headshot of Stas Balanevsky, smiling, in a white shirt against a black background","1722803636364","/contributor/stas-balanevsky",{"slug":281,"path":282,"title":283,"tagline":284,"thumbnail":285,"spotifyUrl":290,"applePodcastUrl":291,"youtubeUrl":292,"guest":293},"scott-rusnak","/practice-builder/scott-rusnak","Ep 08 - Scott Rusnak","\"I'm Not Really Doing Any Business Development\": Scott Rusnak on Where Clients Actually Come From.",{"id":286,"publicId":287,"version":265,"format":101,"resourceType":26,"width":27,"height":28,"alt":288,"name":289},"14f5c90e8daef655a5b0e9ce30678ebb","contento/a_01KzqxdsHfE5Nq3579Tnnngv6M/Gemini_Generated_Image_vlw68qvlw68qvlw6","Black and white portraits of two people in conversation beside the title \"I don't do business dev\"","Gemini Generated Image Vlw68Qvlw68Qvlw6","https://open.spotify.com/episode/6tfswGVDcqRQehEHF9XigO?si=ttGdq6qjSVeC0Mhdb7A9cA","https://podcasts.apple.com/us/podcast/im-not-really-doing-any-business-development-scott/id1896807447?i=1000782623903","https://youtu.be/kgJ51I06NPY",{"name":294,"role":158,"image":295,"path":302},"Scott Rusnak",{"id":296,"publicId":297,"version":298,"format":25,"resourceType":26,"width":299,"height":299,"alt":300,"name":301},"b2dce8a047ed31a0dd81587fd1877940","contento/a_01KzqXJ1X86eqqrBs41hv8V64h/1641953177036",1791365722,314,"Headshot of Scott Rusnak, smiling, in a navy blazer","1641953177036","/contributor/scott-rusnak",{"slug":304,"path":305,"title":306,"tagline":307,"thumbnail":308,"spotifyUrl":313,"applePodcastUrl":314,"youtubeUrl":315,"guest":316},"jim-coyle","/practice-builder/jim-coyle","Ep 07 - Jim Coyle","\"Thank God That's Not Me\": Jim Coyle on why a bigger session count isn't the win",{"id":309,"publicId":310,"version":265,"format":101,"resourceType":26,"width":27,"height":28,"alt":311,"name":312},"f75a39e1e16ec33dcca5baf8a231c55f","contento/a_01kz5xP2B4PEs568M12Rfa8Aa4/Gemini_Generated_Image_hw4onshw4onshw4o","A smiling woman and man facing each other either side of the words “That's not me”","Gemini Generated Image Hw4Onshw4Onshw4O","https://open.spotify.com/episode/6aatWRpGjGjnQR6EOduUeK?si=0XPsopf5SyCR3hXFIvXjkg","https://podcasts.apple.com/us/podcast/thank-god-thats-not-me-jim-coyle-on-why-a-bigger/id1896807447?i=1000779835853","https://youtu.be/dtikGk_D9Og",{"name":317,"role":158,"image":318,"path":324},"Jim Coyle",{"id":319,"publicId":320,"version":321,"format":25,"resourceType":26,"width":41,"height":41,"alt":322,"name":323},"7747aec8ffaf1308b3d431c17c805f1b","contento/a_01KYS336R0yA88741Xb8AMFT84/1516334667159",1791365720,"Headshot of Jim Coyle smiling in a light shirt against a green background","1516334667159","/contributor/jim-coyle",{"slug":326,"path":327,"title":328,"tagline":329,"thumbnail":330,"spotifyUrl":335,"applePodcastUrl":336,"youtubeUrl":337,"guest":338},"rip-tilden","/practice-builder/rip-tilden","Ep 06 - Rip Tilden","\"People Know\": Rip Tilden on Protecting the Quality of Your Sessions",{"id":331,"publicId":332,"version":321,"format":101,"resourceType":26,"width":27,"height":28,"alt":333,"name":334},"46633aa31fce184efe99b122f933dc99","contento/a_01kyM35HsyCkmWw4Ss379N6T67/Gemini_Generated_Image_cobx83cobx83cobx","Illustrated header of a woman and a man in conversation, with the words “People know” between them","Gemini Generated Image Cobx83Cobx83Cobx","https://open.spotify.com/episode/0Q0HQcjbbyPwqK9SQvh1hI?si=OaQVSf4cQMGdOHr_BBBeWA","https://podcasts.apple.com/us/podcast/people-know-rip-tilden-on-protecting-the-quality-of/id1896807447?i=1000778666376","https://youtu.be/C2EMz4sLDv0",{"name":339,"role":158,"image":340,"path":347},"Rip Tilden",{"id":341,"publicId":342,"version":343,"format":25,"resourceType":26,"width":344,"height":344,"alt":345,"name":346},"169b407d11edc7b86288947b978f7937","contento/a_01KYM34E18N9P7skX6Yc8xT7vY/1516270773229",1791365719,241,"Headshot of Rip Tilden in glasses, a dark suit and red tie","1516270773229","/contributor/rip-tilden",{"slug":349,"path":350,"title":351,"tagline":352,"thumbnail":353,"spotifyUrl":359,"applePodcastUrl":360,"youtubeUrl":361,"guest":362},"ted-bradshaw","/practice-builder/ted-bradshaw","Ep 05 - Ted Bradshaw","\"Their Punch in the Face Hasn't Happened Yet\": Ted Bradshaw on the Doubt that Never Fully Leaves",{"id":354,"publicId":355,"version":356,"format":101,"resourceType":26,"width":102,"height":103,"alt":357,"name":358},"5c69bc80510bc1c8030c2d55e15b74ea","contento/a_01kY2268YCaNC85Vfb152XBdZj/generated-image--14",1791365716,"Podcast cover with a smiling woman and a man in a cap either side of the words \"The punch is coming\"","Generated Image (14)","https://open.spotify.com/episode/5nvsFodVJS0eRH8UHz0zQV?si=EL9s_hMRQAOOVXD6a1FxSw","https://podcasts.apple.com/us/podcast/their-punch-in-the-face-hasnt-happened-yet-ted/id1896807447?i=1000777682472","https://youtu.be/VwENOivfnUw",{"name":363,"role":158,"image":364,"path":369},"Ted Bradshaw",{"id":365,"publicId":366,"version":356,"format":25,"resourceType":26,"width":41,"height":41,"alt":367,"name":368},"fe2545b6fc94641326093cb43b1d06ee","contento/a_01KY22fdA18EFS78xKmmwwEfAM/1646495668891--1","Headshot of Ted Bradshaw, smiling, in a dark shirt against a grey background","1646495668891 (1)","/contributor/ted-bradshaw",{"slug":371,"path":372,"title":373,"tagline":374,"thumbnail":375,"spotifyUrl":381,"applePodcastUrl":382,"youtubeUrl":383,"guest":384},"cj-dube","/practice-builder/cj-dube","Ep 04 - CJ Dube'","\"No Magic Wand\": CJ Dube' on What to Do When Clients Fall Apart Between Sessions",{"id":376,"publicId":377,"version":378,"format":101,"resourceType":26,"width":102,"height":103,"alt":379,"name":380},"e1810ddd73e01a3f8d2f3be8d5936d45","contento/a_01kwXsk2NgkF74Mg1An0erm2b2/generated-image--13",1791365715,"Two women in conversation on either side of the words “We are abundance-minded”","Generated Image (13)","https://open.spotify.com/episode/2yrRQKQS8oERNmK63vHz9i?si=SAo4pEF0SHyi_eF8egamAQ","https://podcasts.apple.com/us/podcast/no-magic-wand-cj-dube-on-what-to-do-when-clients-fall/id1896807447?i=1000775763865","https://youtu.be/CkJ5i7vHolE",{"name":385,"role":36,"image":386,"path":393},"CJ Dube'",{"id":387,"publicId":388,"version":389,"format":25,"resourceType":26,"width":390,"height":390,"alt":391,"name":392},"81aebb941c819248f17dd35014e36851","contento/a_01KwXsFyqz94x47EW5mZY6xHx1/1516338078131",1791365713,327,"Headshot of CJ Dube' smiling, with short dark hair and a white top","1516338078131","/contributor/cj-dube",{"slug":395,"path":396,"title":397,"tagline":398,"thumbnail":399,"spotifyUrl":405,"applePodcastUrl":406,"youtubeUrl":407,"guest":408},"jeanet-wade","/practice-builder/jeanet-wade","Ep 03 - Jeanet Wade","\"You're Gonna Muck It Up\": Jeanet Wade on the Cost of Bending the Process",{"id":400,"publicId":401,"version":402,"format":101,"resourceType":26,"width":27,"height":28,"alt":403,"name":404},"271484f49562a7546881153161f453c5","contento/a_01KvQq0698S8as2gPsYwCp1wCq/Gemini_Generated_Image_84jlqv84jlqv84jl",1791365714,"Black and white portraits of two women in conversation beside the title \"You're gonna muck it up\"","Gemini Generated Image 84Jlqv84Jlqv84Jl","https://open.spotify.com/episode/3cn7a5L7QdRIHd9nqx6RqN?si=0b727c27da674d8a","https://podcasts.apple.com/us/podcast/youre-gonna-muck-it-up-jeanet-wade-on-the-cost/id1896807447?i=1000773698449","https://youtu.be/Up4NWyPUw9s",{"name":409,"role":158,"image":410,"path":415},"Jeanet Wade",{"id":411,"publicId":412,"version":389,"format":25,"resourceType":26,"width":66,"height":66,"alt":413,"name":414},"a0c129c95958535073cec29953f367f2","contento/a_01kvFec66RZ5vMK3S9F73Xe4M2/1773332240792","Headshot of Jeanet Wade, smiling, in a tan coat on a tree-lined street","1773332240792","/contributor/jeanet-wade",{"slug":417,"path":418,"title":419,"tagline":420,"thumbnail":421,"spotifyUrl":427,"applePodcastUrl":428,"youtubeUrl":429,"guest":430},"tzvi-schwartz","/practice-builder/tzvi-schwartz","Ep 02 - Tzvi Schwartz","\"You're Doing Six Jobs\": Tzvi Schwartz on the Accountability Chart You Never Drew for Yourself",{"id":422,"publicId":423,"version":424,"format":101,"resourceType":26,"width":102,"height":103,"alt":425,"name":426},"87668e691b879b70154de0a8f27c7aa0","contento/a_01kv8gcvTC21c7WKq35Jgtx639/generated-image--9",1791365712,"Two smiling people facing each other in a black and white illustration beside the words “You’re doing six jobs”","Generated Image (9)","https://open.spotify.com/episode/0uvYZ0Rvfeq4XDC77yMLVu?si=KVij_rwrQsuf-8vZfrCdiQ","https://podcasts.apple.com/us/podcast/youre-doing-six-jobs-tzvi-schwartz-on-the/id1896807447?i=1000771839264","https://youtu.be/JCkLZZcZIBI",{"name":431,"role":134,"image":432,"path":437},"Tzvi Schwartz",{"id":433,"publicId":434,"version":424,"format":25,"resourceType":26,"width":41,"height":41,"alt":435,"name":436},"53ed2036ab29fc1408272769afa8ef8b","contento/a_01kv8GN5VyX0Dg89w0kapTNtEt/1652951720691--1","Headshot of Tzvi Schwartz smiling, wearing a dark blazer","1652951720691 (1)","/contributor/tzvi-schwartz",{"slug":439,"path":440,"title":441,"tagline":442,"thumbnail":443,"spotifyUrl":449,"applePodcastUrl":450,"youtubeUrl":451,"guest":452},"dan-wallace","/practice-builder/dan-wallace","Ep 01 - 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Dan tracked his yield and it was zero.",{"type":471,"tag":476,"props":483,"children":484},{},[485],{"type":480,"value":486},"Only about 5% of people are genuine connectors who actually make introductions. Stop chasing the 95%.",{"type":471,"tag":476,"props":488,"children":489},{},[490],{"type":480,"value":491},"Instead, have five intentional conversations per day with clients, prospects, or referral sources.",{"type":471,"tag":476,"props":493,"children":494},{},[495,497,503],{"type":480,"value":496},"Ask about ",{"type":471,"tag":498,"props":499,"children":500},"em",{},[501],{"type":480,"value":502},"their",{"type":480,"value":504}," challenges first. Only ask for introductions at the end.",{"type":471,"tag":476,"props":506,"children":507},{},[508],{"type":480,"value":509},"Put every name that comes up into your CRM immediately, then review tasks weekly with your team.",{"type":471,"tag":476,"props":511,"children":512},{},[513],{"type":480,"value":514},"Make the ask right after a good session when they've just experienced your work: \"My best clients come from my best clients. If you know someone who'd benefit, I'd love to meet them.\"",{"type":471,"tag":476,"props":516,"children":517},{},[518],{"type":480,"value":519},"Even natural givers forget when life gets busy. Your job is to remind them at the right moment.",[521,537,554,562,577,597,612],{"type":480,"body":522},{"type":468,"children":523},[524,531],{"type":471,"tag":525,"props":526,"children":528},"h3",{"id":527},"ill-keep-this-in-mind",[529],{"type":480,"value":530},"\"I'll keep this in mind.\"",{"type":471,"tag":532,"props":533,"children":534},"p",{},[535],{"type":480,"value":536},"That's the magic phrase. Dan heard it for years in Chicago, a great networking city, Midwest-nice, full of people who'd take the meeting and listen politely. He'd walk out having offered three or four introductions for them. They'd walk out with those five words.",{"type":538,"body":539,"attribution":453},"quote",{"type":468,"children":540},[541],{"type":471,"tag":532,"props":542,"children":543},{},[544,546,552],{"type":480,"value":545},"What's my yield been on that time?\n",{"type":471,"tag":547,"props":548,"children":549},"strong",{},[550],{"type":480,"value":551},"The answer was nil.",{"type":480,"value":553},"\nI can't keep doing that.",{"type":480,"body":555},{"type":468,"children":556},[557],{"type":471,"tag":532,"props":558,"children":559},{},[560],{"type":480,"value":561},"So Dan stopped. No more networking events, no more broad coffees. And he figured out what was actually happening.",{"type":538,"body":563,"attribution":453},{"type":468,"children":564},[565],{"type":471,"tag":532,"props":566,"children":567},{},[568,570,575],{"type":480,"value":569},"Real, actual spontaneous givers, people genuinely wired to make introductions, is probably closer to ",{"type":471,"tag":547,"props":571,"children":572},{},[573],{"type":480,"value":574},"five percent of the population",{"type":480,"value":576},".",{"type":480,"body":578},{"type":468,"children":579},[580,592],{"type":471,"tag":532,"props":581,"children":582},{},[583,585,590],{"type":480,"value":584},"Not the 25% Adam Grant writes about in ",{"type":471,"tag":498,"props":586,"children":587},{},[588],{"type":480,"value":589},"Givers and Takers",{"type":480,"value":591},". Dan has had this conversation with Adam Grant directly. The research says 25. Dan's 16 years in the field says five.",{"type":471,"tag":532,"props":593,"children":594},{},[595],{"type":480,"value":596},"These are people who get actual satisfaction from connecting two people they know. You don't need many of them. Dan says five or six. But when one of them introduces you, the dynamic is completely different.",{"type":538,"body":598,"attribution":453},{"type":468,"children":599},[600],{"type":471,"tag":532,"props":601,"children":602},{},[603,605,610],{"type":480,"value":604},"You start out with ",{"type":471,"tag":547,"props":606,"children":607},{},[608],{"type":480,"value":609},"the shields down",{"type":480,"value":611},", with a neutral to favorable outlook rather than a defensive and negative one.",{"type":480,"body":613},{"type":468,"children":614},[615,620,625,630,635],{"type":471,"tag":532,"props":616,"children":617},{},[618],{"type":480,"value":619},"No cold email or LinkedIn message gets you there. The prospect arrives already warmed.",{"type":471,"tag":532,"props":621,"children":622},{},[623],{"type":480,"value":624},"So Dan stopped networking broadly and started calling intentionally. Five good conversations a day, not dials, conversations, with a client, a prospect, or a referral source. Each call about them first: what's working, what's hard, anything he could actually help with. Then, at the end: \"Right now I'm looking to add three clients. If you know anyone who might benefit, I'd love to be introduced.\"",{"type":471,"tag":532,"props":626,"children":627},{},[628],{"type":480,"value":629},"The CRM helped. First stage in his pipeline: pre-VTH. Code for \"heard about.\" The moment a name comes up in a conversation, it goes in the system with a task attached. And once a week: a one-hour call with his sales coach, his assistant, and a CRM admin, task review, deal board walkthrough, work order set for the week.",{"type":471,"tag":532,"props":631,"children":632},{},[633],{"type":480,"value":634},"But the move that surprised me most was the simplest one. ",{"type":471,"tag":532,"props":636,"children":637},{},[638],{"type":480,"value":639},"His asks in the room.",{"type":468,"children":641},[642,647,655,660],{"type":471,"tag":532,"props":643,"children":644},{},[645],{"type":480,"value":646},"At the end of a good session, any good session, say this:",{"type":471,"tag":532,"props":648,"children":649},{},[650],{"type":471,"tag":498,"props":651,"children":652},{},[653],{"type":480,"value":654},"\"My best clients come from my best clients. If you know someone who'd benefit from this kind of work, I'd love to meet them.\"",{"type":471,"tag":532,"props":656,"children":657},{},[658],{"type":480,"value":659},"That's the script. No arm-twisting, no follow-up ask. A reminder, delivered at the moment they've just had eight hours of the thing, from someone they trust. ",{"type":471,"tag":532,"props":661,"children":662},{},[663],{"type":480,"value":664}," Dan's observation: even natural givers need to be reminded. The busy world takes care of the forgetting. 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