How'd They Do That?

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 hostage negotiators to unpack what's really happening when clients question your price.

You'll learn why going too low can actually make you less attractive, how to give two smart offers instead of one desperate option, when to anchor your price first, and how to figure out what your client actually cares about before you start talking numbers. It's practical, surprisingly fun, and a great reminder that getting paid what you're worth starts with believing the price before you say it out loud.

Timestamps: 00:00:00 – Cold Open & Intro 00:03:02 – How John Met Chris Voss 00:07:51 – The Hostage Negotiation Move That Works in Business 00:08:23 – When Free Speaking Gigs Cost Too Much 00:12:56 – What to Say When They Call You Expensive 00:17:54 – Why Charging Less Can Lose the Deal 00:19:58 – The Weird Psychology of Pricing 00:23:50 – The Step Everyone Skips Before the Offer 00:27:42 – Why Loss Hurts More Than Winning Helps 00:36:24 – How to Practice Negotiation Every Day 00:39:10 – Should You Name Your Price First?

Links:

Guest: John Richardson Website: neversettlenegotiate.com

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 breaks down three major presentation mistakes you might be making (and how to fix them), why preparation is critical but shouldn't make you sound robotic, and how to deliver information so people actually buy into your message. This episode will help you craft your presence and own the room, whether you're speaking in front of a crowd or just presenting in a meeting.

Timestamps: 00:00 — Cold Open & Intro 05:14 — The Biggest Mistakes People Make When Presenting 05:34 — Why Practicing Your Speech Isn't Enough 05:58 — The Power of Preparing Out Loud (Not Just in Your Head) 07:22 — Why Presentations Are More About Them, Not You 10:18 — How to Engage Your Audience from the Start 11:42 — How to Keep Your Audience's Attention 14:30 — Using Psychology to Strengthen Your Presentations 14:47 — The Halo & Horns Effect: How First Impressions Stick 16:30 — Why You Need to Be Presentable, Not Perfect 25:12 — Closing Strong: How to Leave Your Audience With Impact

Links:

Guest: Jenifer Bertz Website: nxtjenstrategies.com LinkedIn: www.linkedin.com/in/nxtjenstrategies

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 about selling to using human behavior research to close deals, this episode is packed with actionable tips to help you lead with influence and sell with confidence. Whether you're selling yourself, a product, or an idea, Cindy's strategies will guide you to success.

Timestamps: 00:00:00 – Intro & Highlights 00:03:49 – Overcoming the "Icky" Feeling in Sales 00:05:22 – The Power of Influence vs. Manipulation in Sales 00:08:19 – How to Avoid Manipulative Sales Tactics 00:12:40 – The 5-Step Sales Process and Why It's Essential 00:14:55 – Why People Fail to Close Sales and How to Fix It 00:16:01 – The Importance of Asking for the Sale 00:20:37 – Understanding Human Behavior in Sales 00:25:28 – Reframing Sales for Non-Salespeople 00:38:45 – Final Thoughts: Embracing Sales Leadership and Personal Branding

Links:

Guest: Dr. Cindy McGovern Websites: https://drcindy.com, http://orangeleafconsulting.com, http://orangeleafacademy.com Facebook: @DrCindyMcGovern X/Twitter: @1stLadyofSales LinkedIn: @drcindy Instagram: @1stLadyofSales TikTok: @1stLadyofSales YouTube: @1stLadyofSales

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 forced (and what to do instead), and how a "co-elevation" mindset creates real win-win relationships. You'll also get practical actions you can take this week, without turning into someone who sends awkward sales messages.

If you want a business that grows because people trust you (not because you chased them), this episode is your playbook.

Timestamps: 00:00:00 – Intro & Highlights 00:03:06 – Tonille's Background and Leaving Corporate 00:04:00 – Building a Business with 100+ Clients 00:05:19 – The Power of Curiosity and Relationship Building 00:06:15 – Why Her Clients Come Through Network (Not Outreach) 00:07:21 – LinkedIn Without a "Strategy" 00:09:21 – Adding Value Without Asking for Anything 00:12:07 – The Co-Elevation Mindset Explained 00:16:40 – Practical Actions: What to Do This Week 00:19:49 – Final Takeaways & Building Authentically

Links:

Guest: Tonille Miller Websites: tonillemiller.com, experienceandtransformation.com LinkedIn: linkedin.com/in/tonillemiller

Tonille Miller book: The Flourishing Effect: Unlocking Employee Thriving and High Performance as Your Competitive Edge

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, stronger client relationships, and a business that kept expanding without heavy marketing.

We talk about what to do if you hate sales, how to think about your first clients strategically, when giving coaching away for free can actually build momentum, and the simple way Suzi asks for referrals without sounding awkward or desperate. If you're a coach trying to grow your business without burning out, overbooking yourself, or turning into somebody you don't even like on sales calls, this episode is a smart, practical reminder that trust still scales.

Timestamps: 00:00:00 – Cold Start & Intro 00:03:30 – Why Suzi Built Her Coaching Business Without Loving Sales 00:05:30 – The Rule That Shaped Her First Year: Quality Over Quantity 00:07:23 – How Referrals Became Her Growth Strategy 00:08:42 – The 75% Revenue Growth in Year Two 00:09:56 – The Mistake Coaches Make When They Take Every Client 00:11:54 – How Free Coaching Can Help You Get Started 00:13:13 – What to Do Before You Have Your First Client 00:14:57 – A Simple Way to Ask for Referrals 00:22:08 – One Action Coaches Should Take This Week 00:24:42 – A Leadership Book Worth Reading

Links:

Guest: Suzi Lantz Website: personalpeakconsulting.com LinkedIn: linkedin.com/in/suzi-lantz

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 Andrew dive into practical strategies like the three questions every consultant should ask, how to build a business through referrals and value creation, and why getting crystal clear on the type of clients you want to serve changes everything.

Timestamps: 00:00:00 – Cold Start & Intro 00:03:35 – The 25-Year Mission: Helping Leaders Change the Way They Think 00:04:38 – The Real Coaching Superpower: Seeing and Hearing People Clearly 00:05:46 – Becoming an "Energy DJ" and Reading the Room 00:08:10 – Trust Your Gut: Why Great Coaches Enter the Danger 00:10:07 – Moving Past Imposter Syndrome as a Coach 00:13:21 – How Creating Value Turns Clients into Referrals 00:16:35 – The Three Questions Every Consultant Should Ask 00:17:36 – Finding the Gap Between Challenges and Real Growth

Links:

Guest: Andrew Freedman Website: thrive.shiftthework.com LinkedIn: www.linkedin.com/in/afreedmanthrive

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 their most intimate struggles to working with community foundations, Linnea shares why partnering with others multiplies your impact. She talks about the power of asking, creating beta opportunities to test new ideas, and why self-invitation can open doors. If you want your business to thrive by doing life together, this episode will show you how.

Timestamps 00:00 — Cold Open & Intro 02:46 — The Superpower of Partnerships: Why It's Linnea's Secret Weapon 06:32 — How Volunteering and Community Service Shaped Her Business 11:30 — Breaking Through Business Plateaus by Partnering with Clients 14:52 — 70/30 Rule: How to Leverage Strengths and Build the Right Team 17:05 — The Power of Asking: How She Built Her Network 18:15 — How Linnea Leverages Her Community Leadership Experience 21:21 — How to Navigate Giving and Getting in Partnerships 25:10 — Scaling Relationships into Business Opportunities 28:31 — Why Self-Initiation Is Key to Unlocking Partnership Potential 32:12 — The Power of Giving the Invitation and Receiving It Back 33:00 — Human Togethering: What It Means and Why It Works

Links:

Guest: Linnea Miller Website: www.longtableconsulting.com Podcast: www.longtableconsulting.com/human-together-podcast LinkedIn: www.linkedin.com/in/longtable

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 the truth bombs on how saying no, focusing on key clients, and embracing abundant thinking can unlock growth and freedom. This isn't just another business podcast, it's a blueprint for leading with purpose and building a business worth serving.

Timestamps: 00:00 — Cold Open & Intro 05:07 — From Aerospace to Consulting: Mike's Career Pivot 07:17 — The "Riches in Niches" Philosophy 08:25 — The ETOA Principle: Why Focusing on the 20% Makes All the Difference 09:04 — The Dangers of Taking on Clients That Drain You 10:12 — The Power of Saying No to Grow Your Practice 10:57 — The Importance of Abundance Mindset in Business Growth 14:07 — The Mentorship Philosophy That Shaped Mike's Career 16:44 — How You Can Find a Mentor (and Get Past the Fear) 27:18 — The Key to Building a Healthy Consulting Business

Links:

Guest: Mike Oppedahl LinkedIn: www.linkedin.com/in/mike-oppedahl-8706584

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 smartest content strategy. You'll hear why speaking for free can be a smart trade (if you get video), how to think about keynote fees realistically, and why momentum takes years, not weeks.

If you're trying to build a speaking business that lasts without burning out or begging for attention this episode is your long game playbook.

Timestamps: 00:00 — Cold Open & Intro 04:28 — From Academia to the Stage: Making the Leap to Speaking 06:16 — Why Books Became the Ultimate Business Card 06:56 — Inbound Only: Letting Content Do the Selling 08:08 — How Many Speaking Gigs Is "Enough"? 09:35 — Structuring a Keynote for Real Impact (Not Inspiration Fluff) 12:36 — Speaking Fees Explained: From Honorarium to Five Figures 15:34 — Associations vs Enterprise Clients: What Actually Repeats 17:49 — Why YouTube Beat Podcasting for Lead Generation 18:33 — The Mistakes That Killed Early YouTube Growth 20:44 — Long-Form vs Shorts: What Actually Brings Clients 26:44 — One Action Speakers Can Take Right Now 31:42 — The Long Game: Compounding Trust Over Time

Links:

Guest: David Burkus Website: davidburkus.com LinkedIn: www.linkedin.com/in/davidburkus Instagram: www.instagram.com/davidburkus YouTube: www.youtube.com/@DavidBurkus

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 quickly.

Maria also talks about finding your unique business voice, how to navigate client expectations, and why authenticity beats copying others. If you're in the early stages of business or feeling stuck in your growth, Maria's story will inspire you to rethink how you approach growth, partnerships, and networking.

Timestamps: 00:00 — Cold Open & Intro 03:37 — Maria's Journey: From Construction to Coaching 05:27 — The Power of Structure in Building a Business 06:00 — Using Your Network to Build a Consulting Business 09:37 — Over-Serving Early Clients to Build Loyalty 12:20 — The Importance of Building Credibility Early 14:21 — The Mistake of Copying Others' Business Models 17:52 — Partnering with Others to Scale Your Business

Links:

Guest: Maria Guy LinkedIn: www.linkedin.com/in/mariaguy