[{"data":1,"prerenderedAt":932},["ShallowReactive",2],{"practice-builder-landing":3,"episodes:":14,"episode:ep-18-shelley-woodrow":437,"seo-settings":617,"site:announcement-bar":636,"site:main-navigation":676,"site:footer-navigation":850},{"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},[16,43,67,93,117,140,163,188,211,233,256,279,301,324,346,370,392,414],{"slug":17,"path":18,"title":19,"tagline":20,"thumbnail":21,"spotifyUrl":31,"applePodcastUrl":31,"youtubeUrl":31,"guest":32},"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":22,"publicId":23,"version":24,"format":25,"resourceType":26,"width":27,"height":28,"alt":29,"name":30},"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",null,{"name":33,"role":34,"image":35,"path":42},"Shelley Woodrow","Certified EOS Implementer®",{"id":36,"publicId":37,"version":38,"format":25,"resourceType":26,"width":39,"height":39,"alt":40,"name":41},"1425f9c67a56cf2935834b75f399c90b","marketing-site/shelley-woodrow",1792425450,600,"Shelley Woodrow, smiling, cropped from her Practice Builder episode artwork","Shelley Woodrow (from Ep 18 artwork)","/contributor/shelley-woodrow",{"slug":44,"path":45,"title":46,"tagline":47,"thumbnail":48,"spotifyUrl":54,"applePodcastUrl":55,"youtubeUrl":56,"guest":57},"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":49,"publicId":50,"version":51,"format":25,"resourceType":26,"width":27,"height":28,"alt":52,"name":53},"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":58,"role":59,"image":60,"path":66},"Mike Abercrombie","Expert EOS Implementer®",{"id":61,"publicId":62,"version":63,"format":25,"resourceType":26,"width":64,"height":64,"alt":65,"name":58},"2bafeb579e297f4933ef0a5c2edd8fd6","marketing-site/1645481566153",1791552842,400,"Headshot of Mike Abercrombie, in glasses and a dark shirt, smiling against a sunset sky with palm trees","/contributor/mike-abercrombie",{"slug":68,"path":69,"title":70,"tagline":71,"thumbnail":72,"spotifyUrl":81,"applePodcastUrl":82,"youtubeUrl":83,"guest":84},"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":73,"publicId":74,"version":75,"format":76,"resourceType":26,"width":77,"height":78,"alt":79,"name":80},"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":85,"role":34,"image":86,"path":92},"Adam Goldschmiedt",{"id":87,"publicId":88,"version":89,"format":25,"resourceType":26,"width":64,"height":64,"alt":90,"name":91},"8e3530ab42e6ea7c01276a3ecc474c4e","contento/a_01M45KpKE475ms7cjP4x73hja0/1747946524904--1",1791365730,"Headshot of Adam Goldschmiedt, smiling and looking towards a window","1747946524904 (1)","/contributor/adam-goldschmiedt",{"slug":94,"path":95,"title":96,"tagline":97,"thumbnail":98,"spotifyUrl":104,"applePodcastUrl":105,"youtubeUrl":106,"guest":107},"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":99,"publicId":100,"version":101,"format":76,"resourceType":26,"width":77,"height":78,"alt":102,"name":103},"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":108,"role":109,"image":110,"path":116},"Rob Drynan","Certified EOS Implementer",{"id":111,"publicId":112,"version":113,"format":25,"resourceType":26,"width":64,"height":64,"alt":114,"name":115},"164323048afb5f1b166bc54505586e95","contento/a_01m3KYXq5ke7596gGFe3kxr4B9/rob",1791365728,"Headshot of Rob Drynan, smiling in glasses and a white shirt","Rob","/contributor/rob-drynan",{"slug":118,"path":119,"title":120,"tagline":121,"thumbnail":122,"spotifyUrl":128,"applePodcastUrl":129,"youtubeUrl":130,"guest":131},"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":123,"publicId":124,"version":125,"format":76,"resourceType":26,"width":77,"height":78,"alt":126,"name":127},"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":132,"role":133,"image":134,"path":139},"Kurt Schneiber","Expert EOS Implementer",{"id":135,"publicId":136,"version":113,"format":25,"resourceType":26,"width":64,"height":64,"alt":137,"name":138},"e5b8278319c197e1ff244c69d7c25e81","contento/a_01M34ERWbhRfe3am3pA8P2DK9E/1586355518730","Headshot of Kurt Schneiber, smiling, in a light blue shirt","1586355518730","/contributor/kurt-schneiber",{"slug":141,"path":142,"title":143,"tagline":144,"thumbnail":145,"spotifyUrl":150,"applePodcastUrl":151,"youtubeUrl":152,"guest":153},"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":146,"publicId":147,"version":101,"format":25,"resourceType":26,"width":27,"height":28,"alt":148,"name":149},"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":154,"role":133,"image":155,"path":162},"Josh Holtzman",{"id":156,"publicId":157,"version":158,"format":25,"resourceType":26,"width":159,"height":159,"alt":160,"name":161},"9599d273fe39bc7790ed2a7844679dc7","contento/a_01m2j6eVZ97b7FE4Nv1B0mJ426/1764089474353",1791365726,200,"Headshot of Josh Holtzman, smiling, in a dark shirt","1764089474353","/contributor/josh-holtzman",{"slug":164,"path":165,"title":166,"tagline":167,"thumbnail":168,"spotifyUrl":174,"applePodcastUrl":175,"youtubeUrl":176,"guest":177},"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":169,"publicId":170,"version":171,"format":76,"resourceType":26,"width":77,"height":78,"alt":172,"name":173},"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":178,"role":179,"image":180,"path":187},"John McMahon","Expert EOS® Implementer",{"id":181,"publicId":182,"version":183,"format":25,"resourceType":26,"width":184,"height":184,"alt":185,"name":186},"861068b60314d18f3c7934e116a7f3f2","contento/a_01M0YwS5yCNBnnnkkyFGdCYztQ/1741271845131",1791365723,800,"Headshot of John McMahon smiling in a navy blazer and white shirt","1741271845131","/contributor/john-mc-mahon",{"slug":189,"path":190,"title":191,"tagline":192,"thumbnail":193,"spotifyUrl":199,"applePodcastUrl":200,"youtubeUrl":201,"guest":202},"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":194,"publicId":195,"version":196,"format":76,"resourceType":26,"width":77,"height":78,"alt":197,"name":198},"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":203,"role":204,"image":205,"path":210},"Paul Detlefs","Expert EOSⓇ Implementer",{"id":206,"publicId":207,"version":183,"format":25,"resourceType":26,"width":184,"height":184,"alt":208,"name":209},"7ffd682656ef2d98e8a4b4cd22d6d6e7","contento/a_01M0yWtntat9hcZ1H1szsDjg7c/1757098887989","Headshot of Paul Detlefs smiling in glasses and a green checked shirt","1757098887989","/contributor/paul-detlefs",{"slug":212,"path":213,"title":214,"tagline":215,"thumbnail":216,"spotifyUrl":221,"applePodcastUrl":222,"youtubeUrl":223,"guest":224},"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":217,"publicId":218,"version":183,"format":76,"resourceType":26,"width":77,"height":78,"alt":219,"name":220},"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":225,"role":226,"image":227,"path":232},"Mark O'Donnell","Visionary and CEO at EOS Worldwide",{"id":228,"publicId":229,"version":183,"format":76,"resourceType":26,"width":64,"height":64,"alt":230,"name":231},"304c089210962a4881a29e3b862a919c","contento/a_01m0W0d4WkPqCB7Q614eZ0QD7Y/marko","Headshot of Mark O'Donnell smiling against an orange background","Marko","/contributor/mark-o-donnell",{"slug":234,"path":235,"title":236,"tagline":237,"thumbnail":238,"spotifyUrl":244,"applePodcastUrl":245,"youtubeUrl":246,"guest":247},"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":239,"publicId":240,"version":241,"format":76,"resourceType":26,"width":77,"height":78,"alt":242,"name":243},"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":248,"role":133,"image":249,"path":255},"Stas Balanevsky",{"id":250,"publicId":251,"version":241,"format":25,"resourceType":26,"width":252,"height":252,"alt":253,"name":254},"c23149362b018b8b5930501883ecc5e8","contento/a_01M07BpaRbJgEMZjh5p4fsXJt1/1722803636364",659,"Headshot of Stas Balanevsky, smiling, in a white shirt against a black background","1722803636364","/contributor/stas-balanevsky",{"slug":257,"path":258,"title":259,"tagline":260,"thumbnail":261,"spotifyUrl":266,"applePodcastUrl":267,"youtubeUrl":268,"guest":269},"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":262,"publicId":263,"version":241,"format":76,"resourceType":26,"width":27,"height":28,"alt":264,"name":265},"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":270,"role":133,"image":271,"path":278},"Scott Rusnak",{"id":272,"publicId":273,"version":274,"format":25,"resourceType":26,"width":275,"height":275,"alt":276,"name":277},"b2dce8a047ed31a0dd81587fd1877940","contento/a_01KzqXJ1X86eqqrBs41hv8V64h/1641953177036",1791365722,314,"Headshot of Scott Rusnak, smiling, in a navy blazer","1641953177036","/contributor/scott-rusnak",{"slug":280,"path":281,"title":282,"tagline":283,"thumbnail":284,"spotifyUrl":289,"applePodcastUrl":290,"youtubeUrl":291,"guest":292},"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":285,"publicId":286,"version":241,"format":76,"resourceType":26,"width":27,"height":28,"alt":287,"name":288},"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":293,"role":133,"image":294,"path":300},"Jim Coyle",{"id":295,"publicId":296,"version":297,"format":25,"resourceType":26,"width":64,"height":64,"alt":298,"name":299},"7747aec8ffaf1308b3d431c17c805f1b","contento/a_01KYS336R0yA88741Xb8AMFT84/1516334667159",1791365720,"Headshot of Jim Coyle smiling in a light shirt against a green background","1516334667159","/contributor/jim-coyle",{"slug":302,"path":303,"title":304,"tagline":305,"thumbnail":306,"spotifyUrl":311,"applePodcastUrl":312,"youtubeUrl":313,"guest":314},"rip-tilden","/practice-builder/rip-tilden","Ep 06 - Rip Tilden","\"People Know\": Rip Tilden on Protecting the Quality of Your Sessions",{"id":307,"publicId":308,"version":297,"format":76,"resourceType":26,"width":27,"height":28,"alt":309,"name":310},"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":315,"role":133,"image":316,"path":323},"Rip Tilden",{"id":317,"publicId":318,"version":319,"format":25,"resourceType":26,"width":320,"height":320,"alt":321,"name":322},"169b407d11edc7b86288947b978f7937","contento/a_01KYM34E18N9P7skX6Yc8xT7vY/1516270773229",1791365719,241,"Headshot of Rip Tilden in glasses, a dark suit and red tie","1516270773229","/contributor/rip-tilden",{"slug":325,"path":326,"title":327,"tagline":328,"thumbnail":329,"spotifyUrl":335,"applePodcastUrl":336,"youtubeUrl":337,"guest":338},"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":330,"publicId":331,"version":332,"format":76,"resourceType":26,"width":77,"height":78,"alt":333,"name":334},"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":339,"role":133,"image":340,"path":345},"Ted Bradshaw",{"id":341,"publicId":342,"version":332,"format":25,"resourceType":26,"width":64,"height":64,"alt":343,"name":344},"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":347,"path":348,"title":349,"tagline":350,"thumbnail":351,"spotifyUrl":357,"applePodcastUrl":358,"youtubeUrl":359,"guest":360},"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":352,"publicId":353,"version":354,"format":76,"resourceType":26,"width":77,"height":78,"alt":355,"name":356},"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":361,"role":59,"image":362,"path":369},"CJ Dube'",{"id":363,"publicId":364,"version":365,"format":25,"resourceType":26,"width":366,"height":366,"alt":367,"name":368},"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":371,"path":372,"title":373,"tagline":374,"thumbnail":375,"spotifyUrl":381,"applePodcastUrl":382,"youtubeUrl":383,"guest":384},"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":376,"publicId":377,"version":378,"format":76,"resourceType":26,"width":27,"height":28,"alt":379,"name":380},"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":385,"role":133,"image":386,"path":391},"Jeanet Wade",{"id":387,"publicId":388,"version":365,"format":25,"resourceType":26,"width":184,"height":184,"alt":389,"name":390},"a0c129c95958535073cec29953f367f2","contento/a_01kvFec66RZ5vMK3S9F73Xe4M2/1773332240792","Headshot of Jeanet Wade, smiling, in a tan coat on a tree-lined street","1773332240792","/contributor/jeanet-wade",{"slug":393,"path":394,"title":395,"tagline":396,"thumbnail":397,"spotifyUrl":403,"applePodcastUrl":404,"youtubeUrl":405,"guest":406},"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":398,"publicId":399,"version":400,"format":76,"resourceType":26,"width":77,"height":78,"alt":401,"name":402},"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":407,"role":109,"image":408,"path":413},"Tzvi Schwartz",{"id":409,"publicId":410,"version":400,"format":25,"resourceType":26,"width":64,"height":64,"alt":411,"name":412},"53ed2036ab29fc1408272769afa8ef8b","contento/a_01kv8GN5VyX0Dg89w0kapTNtEt/1652951720691--1","Headshot of Tzvi Schwartz smiling, wearing a dark blazer","1652951720691 (1)","/contributor/tzvi-schwartz",{"slug":415,"path":416,"title":417,"tagline":418,"thumbnail":419,"spotifyUrl":425,"applePodcastUrl":426,"youtubeUrl":427,"guest":428},"dan-wallace","/practice-builder/dan-wallace","Ep 01 - Dan Wallace","\"I'll Keep This in Mind\": Dan Wallace on the Networking Trap That Kills Most Practices",{"id":420,"publicId":421,"version":422,"format":76,"resourceType":26,"width":77,"height":78,"alt":423,"name":424},"506dd51434c22df1b88bcd43db008f4d","contento/a_01kT1VFHQedY1D0m52BjJvqrxg/TPB---Ep-1",1791369144,"Episode 1 thumbnail with Dan Wallace: a woman and a man in glasses either side of the words \"I'll keep this in mind.\"","T P B Ep 1","https://open.spotify.com/episode/11ufrZK1ZON5UP8vflQoIC?si=EkT4UV7yQ82-i6hK6tGAMQ","https://podcasts.apple.com/us/podcast/ill-keep-this-in-mind-dan-wallace-on-the-networking/id1896807447?i=1000769381392","https://youtu.be/mGTabP2IT3A?si=Y24r0a3FHGyUpi-4",{"name":429,"role":179,"image":430,"path":436},"Dan Wallace",{"id":431,"publicId":432,"version":433,"format":25,"resourceType":26,"width":64,"height":64,"alt":434,"name":435},"1346b37f37990276a74d9137c6160c08","contento/a_01Ktv9Tj9WnQb4AsbhR62nm753/Dan-Wallace---Expert-EOS-Implementer",1791365711,"Headshot of Dan Wallace, Expert EOS Implementer, in glasses and a dark blazer","Dan Wallace Expert E O S Implementer","/contributor/dan-wallace",{"value":438},{"slug":17,"path":18,"title":19,"tagline":20,"thumbnail":439,"spotifyUrl":31,"applePodcastUrl":31,"youtubeUrl":31,"guest":440,"duration":31,"keyTakeaways":442,"newsletterIdea":477,"newsletterSteal":585,"storyPost":31,"howToPost":31,"publishedAt":613,"updatedAt":614,"seo":615},{"id":22,"publicId":23,"version":24,"format":25,"resourceType":26,"width":27,"height":28,"alt":29,"name":30},{"name":33,"role":34,"image":441,"path":42},{"id":36,"publicId":37,"version":38,"format":25,"resourceType":26,"width":39,"height":39,"alt":40,"name":41},{"type":443,"children":444},"root",[445],{"type":446,"tag":447,"props":448,"children":449},"element","ul",{},[450,457,462,467,472],{"type":446,"tag":451,"props":452,"children":453},"li",{},[454],{"type":455,"value":456},"text","Shelley nailed a word-perfect 90 and still lost the client: they didn't feel a connection.",{"type":446,"tag":451,"props":458,"children":459},{},[460],{"type":455,"value":461},"The content doesn't guarantee the client: the people in the room are deciding who they want with them for two years.",{"type":446,"tag":451,"props":463,"children":464},{},[465],{"type":455,"value":466},"Before every talk she confirms three things: how much time she has, who's attending, and the objectives.",{"type":446,"tag":451,"props":468,"children":469},{},[470],{"type":455,"value":471},"With 90 minutes, she delivers in 45 to 50 and treats the Q&A as the connective tissue, not the leftover.",{"type":446,"tag":451,"props":473,"children":474},{},[475],{"type":455,"value":476},"She brings a booker to every talk, so she never switches from connection mode to closing mode.",[478,504,521,529,545,553,567],{"type":455,"body":479},{"type":443,"children":480},[481,488,494,499],{"type":446,"tag":482,"props":483,"children":485},"h3",{"id":484},"the-content-doesnt-guarantee-the-client",[486],{"type":455,"value":487},"The content doesn't guarantee the client.",{"type":446,"tag":489,"props":490,"children":491},"p",{},[492],{"type":455,"value":493},"Shelley Woodrow has done more talks than most Implementers will do in a career. She is a Certified EOS® Implementer in Las Vegas with about 420 sessions and seven and a half years in the field. On The Practice Builder this week, she sat down with Chris Beer to break down how she approaches the talk, from booking to follow-up to conversion.",{"type":446,"tag":489,"props":495,"children":496},{},[497],{"type":455,"value":498},"One lesson stood out above the rest, and it came from losing what she assumed was a clear win.",{"type":446,"tag":489,"props":500,"children":501},{},[502],{"type":455,"value":503},"Shelley was about a year and a half in when she walked into what she described as \"a bake-off\" she did not know was a bake-off. She had prepared for the 90 meticulously. Memorized the script. Hit every word.",{"type":505,"body":506,"attribution":33},"quote",{"type":443,"children":507},[508],{"type":446,"tag":489,"props":509,"children":510},{},[511,513,519],{"type":455,"value":512},"I was so determined that I was going to memorize that 90 script, get it word for word, ",{"type":446,"tag":514,"props":515,"children":516},"strong",{},[517],{"type":455,"value":518},"do it perfectly",{"type":455,"value":520},".",{"type":455,"body":522},{"type":443,"children":523},[524],{"type":446,"tag":489,"props":525,"children":526},{},[527],{"type":455,"value":528},"The next morning the prospect called, as agreed. She told Shelley they had chosen someone else, and then she explained why.",{"type":505,"body":530,"attribution":544},{"type":443,"children":531},[532],{"type":446,"tag":489,"props":533,"children":534},{},[535,537,542],{"type":455,"value":536},"We didn't feel a ",{"type":446,"tag":514,"props":538,"children":539},{},[540],{"type":455,"value":541},"connection",{"type":455,"value":543}," to you.","The prospect, to Shelley",{"type":455,"body":546},{"type":443,"children":547},[548],{"type":446,"tag":489,"props":549,"children":550},{},[551],{"type":455,"value":552},"Shelley remembers getting in her car after that meeting feeling great. She thought she had nailed it. And she had, technically. But the client was not grading the content. They were deciding who they wanted in the room with them for the next two years.",{"type":505,"body":554,"attribution":33},{"type":443,"children":555},[556],{"type":446,"tag":489,"props":557,"children":558},{},[559,561,566],{"type":455,"value":560},"I was so focused on the content that ",{"type":446,"tag":514,"props":562,"children":563},{},[564],{"type":455,"value":565},"I forgot the audience",{"type":455,"value":520},{"type":455,"body":568},{"type":443,"children":569},[570,575,580],{"type":446,"tag":489,"props":571,"children":572},{},[573],{"type":455,"value":574},"That feedback reshaped every talk and every 90 after it. She still prepares. She still times herself. She still confirms three things with whoever invited her: how much time she has, who the attendees are, and what the objectives are. But when she walks in, the job shifts. \"This is about the people in the room,\" she said. \"Who's in the room, and what do I need to do to connect with them?\"",{"type":446,"tag":489,"props":576,"children":577},{},[578],{"type":455,"value":579},"The mechanics back this up. When she has the full 90 minutes, she delivers the talk in 45 to 50 so there is real room for Q&A and conversation. She treats the back half as the connective tissue, not the leftover. And she never handles the close herself. She brings someone to every talk, even if it is her husband or her son, to stand at the back of the room and book 90s while she stays present.",{"type":446,"tag":489,"props":581,"children":582},{},[583],{"type":455,"value":584},"She never switches from connection mode to closing mode. She stays in the room. The follow-through happens around her.",{"type":443,"children":586},[587,593,598,603,608],{"type":446,"tag":482,"props":588,"children":590},{"id":589},"bring-a-booker",[591],{"type":455,"value":592},"Bring a booker.",{"type":446,"tag":489,"props":594,"children":595},{},[596],{"type":455,"value":597},"Before your next talk, line up one person whose only job is to stand at the back of the room and book 90s on your calendar while you keep talking to people. A practice manager, a friend, a family member. Shelley has brought her husband and her son before. It does not require a hire. It requires one person and a calendar link.",{"type":446,"tag":489,"props":599,"children":600},{},[601],{"type":455,"value":602},"Here is why it matters more than it sounds. When the talk ends, you are in the strongest position you will be in with that room. People are walking up. They want to keep the conversation going. If you are the one pulling out a laptop or fumbling with a scheduling link, you break the thing that got them there. You shift from the person they just connected with into someone trying to close. The energy changes, and most Implementers have felt that shift without naming it.",{"type":446,"tag":489,"props":604,"children":605},{},[606],{"type":455,"value":607},"The booker removes that entirely. You stay in connection mode. You keep answering questions, shaking hands, hearing about their business. Meanwhile, the people who are ready to take the next step walk to the back of the room and get on your calendar without you ever having to ask.",{"type":446,"tag":489,"props":609,"children":610},{},[611],{"type":455,"value":612},"The talk does not end when you leave the last slide. It ends when the last person leaves the room. 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