How'd They Do That?

Most coaches and consultants know speaking can be a powerful way to grow their business, but knowing that and actually doing it well are two very different things. In this episode, Skot Waldron sits down with Jennifer Brown, a 20-year business owner, four-time author, and sought-after corporate keynote speaker, to unpack what it really takes to build a speaking career that pays. Jennifer shares ho...

Writing a book isn't the finish line, it's the starting block. Doug Crowe breaks down why the traditional publishing model is broken, why "bestseller" badges are mostly vanity metrics, and how authors can turn books into permanent brand assets instead of dusty accomplishments. We unpack why attention is harder than ever, how AI should assist (not replace) human storytelling, and why flipping the s...

Most coaches and consultants didn't start their business because they were excited to "do sales." They started because they're good at solving problems, serving clients, and doing the actual work. But then business development shows up like an extra job with a name badge nobody asked for. In this episode, Will Riley shares how he grew his consulting business by 75% in one year without cold outreac...

Most coaches and consultants aren't losing deals because their work is bad. They're losing deals because the second someone pushes back on price, they start discounting like they're holding a yard sale in a rainstorm. In this episode, Skot sits down with John Richardson, lecturer at MIT's Sloan School of Management, former associate at the Harvard Negotiation Project, and someone who helped train...

Ever feel like you're just talking to your audience instead of really connecting? Jenifer Bertz shares how to go beyond "just presenting" to create a genuine connection that resonates. We dive into why being authentic beats being polished every time, how to grab attention, keep interest, and guide your audience with clarity, and why presentation is so much more than the words you say. Jenifer brea...

Dr. Cindy McGovern, renowned for her expertise in sales leadership, walks us through how to transform your approach to selling and building your personal brand. Whether you're in sales, leadership, or any role that requires influence, Cindy explains how to embrace sales with integrity, build trust, and communicate in a way that feels authentic.  From overcoming the "icky" feeling many people have...

Most coaches think growth comes from more outreach, more funnels, and more hustle. Tonille Miller took the opposite path and ended up quadrupling her income. In this episode, she breaks down how a simple shift from "How do I sell?" to "How do I serve?" completely changed how clients show up in her business. We talk about building a network before you need it, why most LinkedIn strategies feel forc...

Building a coaching business can feel like signing up for two jobs: coaching people… and selling yourself.  In this episode, Suzi Lantz shares how she built her business by doing something refreshingly simple: serving a few clients so well that they became her sales team. Instead of chasing every opportunity, she chose a "quality over quantity" mindset and it paid off with referral-driven growth,...

In this episode, Andrew shares how he's spent more than 25 years helping leaders transform the way they think so they can change the way they live and lead . From building a thriving consulting practice to helping executives unlock breakthroughs in minutes, Andrew explains why listening deeply and trusting your intuition are two of the most powerful tools a coach or leader can develop. Skot and An...

Partnerships aren't just the "nice-to-haves" in business, they're the backbone of lasting growth. Linnea Miller talks about why real partnerships have been the driving force behind her success. We dig into her journey of integrating business and community work, how she found her superpower in partnerships, and why collaboration always trumps competition. From getting clients to trust you with thei...

Mike Oppedahl knows the power of mentorship and the art of saying no to the wrong clients. In this episode, Mike shares how he grew his consulting business from $1M to $6M in three years, but it wasn't through grinding more hours, it was by focusing on the right people and eliminating distractions. From the value of narrowing your business scope, to the mentors who've shaped his career, Mike drops...

Building a speaking business isn't about chasing gigs it's about compounding trust. In this conversation, Dave shares how content, patience, and positioning turned his work as an organizational psychologist into a full-time speaking career. We talk about why books still matter, how YouTube became a silent lead generator, and why answering the same client questions over and over is actually the sma...

You don't need a million-dollar marketing budget to build a thriving business. Maria Guy shares how she used her construction background to build a successful coaching practice , all by leveraging practical solutions and her existing network . We talk about why over-serving early clients creates lifelong customers, the importance of being practical , and how to use strategic partnerships to scale...

Travis Chappell knows how to connect with the best. He went from knocking on doors to securing interviews with top names in business, entertainment, and sports - all through the power of his podcast. In this episode, Travis shares how podcasting became his secret weapon to network with the world's best, and how you can do it too. We dive into how starting small and building credibility led to mass...

Mark Tilsher has built a movement that's changing the face of leadership – and in this episode, he shows you exactly how he did it. From military precision to leadership influence, Mark breaks down the real secrets behind scaling a business and building an army of committed followers. We dig into why it's not about "getting the business" but about creating a movement – one that serves and scales n...

If sales conversations feel awkward, forced, or like you're trying to convince instead of serve, this episode changes the game. Andrew Robinson joins Skot to break down what actually works in prospecting – not scripts or pressure, but process, presence, and the courage to sit with discomfort . A process-driven coach and consultant who's worked with Nike, the Portland Trail Blazers, and the World A...

If you've ever struggled to explain what you do without sounding confusing, boring, or like every other coach out there, this episode is your fix. Storytelling master Park Howell joins Skot to unpack the simple, brain‑friendly ABT Framework (And‑But‑Therefore), a tool that can help you sell, pitch, post, and coach with more clarity and impact. You'll learn how to: Craft your message so your audien...

Tired of shouting into the void of LinkedIn, wondering how everyone else seems to have this coaching business thing all figured out? Welcome to How'd They Do That?, the podcast for coaches who want real talk on how other coaches actually built something that works. Not the glossy highlight reel of someone standing in front of their private jet or rented 15-million-dollar home. Real people I've met...