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

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 massive relationships, why podcasts are the perfect vehicle for connecting with high-profile guests, and why rejection is just part of the game.

If you're looking for real strategies on how to grow your network, build trust, and create valuable relationships, this episode is a masterclass in how to build your platform from scratch.

Timestamps:
00:00 — Cold Open & Intro
03:49 — Starting from Scratch: Travis's Journey to Building a Network
11:53 — The Power of Asking (and How to Get Your Foot in the Door)
22:50 — Using Podcasts to Build Real Relationships
26:06 — The Magic of Cold DMs: Reaching Out to High-Profile Guests
28:08 — The Importance of Credibility in Networking
30:05 — The Law of Averages: How Consistency Gets Results
32:02 — How Rejection Is a Step Toward Success
35:14 — The One Thing That Will Always Work: Just Keep Asking
37:31 — Building a Platform Through Consistency and Authenticity
40:03 — Leveraging Your Show to Get High-Profile Guests

Links:

Guest: Travis Chappell
Founder of Guestio
Website: travischappell.com
Guestio: guestio.com
Instagram: www.instagram.com/travischappell
YouTube: www.youtube.com/@travismakesfriends

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 naturally. Mark talks about how small beginnings led to massive growth, the importance of authentic messaging, and why leaders have to tackle the real dissatisfaction their people face. It's not about pushing a product; it's about creating true connection and vision.

Timestamps:
00:00 — Cold Open & Intro
03:00 — The Power of Small Beginnings in Building a Business
06:01 — Scaling: From Solo-Preneur to a Team of 10
08:01 — The Millionaire Mindset: Thinking Bigger Than the Next Sale
10:39 — Leadership and Influence: Lessons Learned in the Military
14:35 — The Concept of Building a Movement, Not Just a Business
17:28 — Tackling Dissatisfaction: The First Step to Building a Following
21:29 — Authentic Vision: Connecting with Your Tribe
25:01 — The Importance of Natural Next Steps in Building a Movement
29:12 — A Peek into the Future: Scaling Your Business to New Heights
34:50 — Practical Action: Building Influence and Advocating for Your Movement

Links

• Guest: Mark Tilsher
• Website: www.marktilsher.com

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 Athletics Championships, Andrew shares how he turns sales calls into high-value conversations that build trust and clarity – not pitches.

You'll learn how to:

• Leave self-preservation at the door before every sales conversation
• Lead prospects into clarity by uncovering what's really not working
• Use discomfort as a signal – not something to avoid
• Quantify the real cost of inaction (and why that changes everything)
• Decide who isn't a good fit – and why that strengthens your business

This episode is a masterclass for coaches who want to sell with integrity, confidence, and clarity – while actually serving the person across the table.

Links

• Guest: Andrew Robinson
• Website: andrewfrobinson.com

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 audience actually cares

• Turn complex offers into simple, compelling stories

• Use the ABT to build your elevator pitch and LinkedIn posts

• 4x your engagement just by re‑ordering your words

Park has used this framework to help brands grow by 600%, land six‑figure deals, and make messaging stick. Coaches, this one's soooooo good!

• Guest: Park Howell

• Listen to Park's Podcast: The Business of Story

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 who have done real stuff.

I sit down with people who've built their coaching business from scratch, and talk about what worked, what tanked, what they'd never do again, and what they're still figuring out.

We talk offers, mistakes, pivots, pricing, awkward sales calls, burnout, big wins, and everything in between. It's like business therapy but with less crying.

First full episode drops December 9.

Subscribe now and stop guessing your way through this thing.