I want to share my business development story from my first two and a half years as an EOS Implementer. My hope is that this encourages newer Implementers and offers practical insight into what worked, what didn’t, and what I would do again.
In short, I’ve had a very strong start as an EOS Implementer, but it didn’t come from any secret playbook or shortcut. It came from relationships, reps, and patience. I simply took the advice I was given in Boot Camp and executed 4-2-1 as faithfully as I could.
Here are the results:
- Grew from 0 to 30+ clients
- Completed more than 100 session days in the last 12 months
- Increased my session rate steadily over time as my session count and confidence grew
- Nearly all clients are local and come to my session room with one travel exception and one occasional virtual client
Those outcomes matter, but the how matters more.
Referrals and Relationships: The Biggest Lever
The single biggest driver of my early growth has been referrals, especially from fellow EOS Implementer, John Herman. He was my own Implementer when I was scaling my business prior to selling it, and he’s the one who invited me into the EOS Implementer community. Over time, that professional relationship grew into a true friendship.
One of the business development disciplines we’re encouraged to practice is connecting with other Implementers. I took that seriously, but my “strategy” was never transactional. It was simply to be a good friend, a good partner in the work, and to treat every referral with the same white-glove care he gives his own clients.
When he passed me a referral, I did three things consistently:
- I moved fast by reaching out immediately to schedule a 15-minute Visionary/Integrator call.
- I was thorough and thoughtful in my communication.
- I kept him in the loop every step of the way. Did it convert to a 90-Minute Meeting? Did they become a client?
Speed, professionalism, and transparency built trust, and trust compounds.
While he was my biggest referral partner early on, I’ve also intentionally nurtured relationships with many other referral partners in the same way.
Related Reading: What is an EOS Implementer?
Playing the Long Game in One Market
I’ve lived in one place for a long time, and I haven’t burned many bridges along the way. That stability has mattered more than I realized at the start.
This approach won’t translate directly for Implementers who relocate, but for those who stay rooted in one market, a long-standing reputation goes a very long way.
Even as an introvert, and despite my preference not to, I consistently show up to networking events, stay visible, and operate with a genuine Help First mentality.
I’m not there to pitch EOS. I’m there to serve, connect, and add value. Over time, people remember that.
Pricing: Choosing Reps Over Revenue
Coming out of Boot Camp, my session rate was intentionally lower than others in my cohort.
I’ve heard experienced Implementers encourage this strategy, and I simply want to say, it works.
My priority was not to maximize income early. It was to get reps, build confidence, sharpen my facilitation skills, and earn my next rate increase. Over time, I’ve steadily increased my session rate as my experience and value have grown.
In hindsight, I wouldn’t change that approach.
Reps first. Revenue later.
Unlocking Referrals from Current Clients
Early on, most of my referrals came one at a time from warm, external connections. At one point, a fellow Implementer said something to me that stuck. “You know how your current clients will start giving you referrals…”
The problem was that that wasn’t my experience. Yet.
Not long after that conversation, another Implementer gave me a simple suggestion that completely changed the trajectory of my business development.
I began ending my sessions with a short, consistent Help First announcement.
At the close of each session, I simply say something like this:
“One of EOS’s core values is Help First. If you know other entrepreneurs in your network, especially here locally, who might benefit from EOS or just a helpful conversation, I’d love an introduction. No pressure at all. I’m simply here to serve.”
That’s it.
No pitch. No awkward ask. No pressure.
Just a clear expression of one of our Core Values and an open invitation to help the people they care about.
And almost immediately, the dam broke.
I started receiving referrals from my current clients right away, and that steady stream has continued. In hindsight, I believe the shift worked because it reframed referrals not as a sales request, but as an act of service to their friends, their peers, and their community.
It also reinforced something important. Clients want to help you succeed, but they often need permission and clarity on how to do that.
A Final Word to New Implementers
If there’s one thing I’d want a new Implementer to take from my story, it’s this:
- You don’t need to be flashy
- You don’t need a massive travel radius
- You don’t need the highest rates out of the gate
What you do need is patience, professionalism, and deep respect for relationships.
Do excellent work. Move fast when opportunities come. Treat referrals like gold. Stay rooted. Be generous. Get your reps.
If you do those things consistently, the numbers will take care of themselves, and you’ll build not just a successful EOS practice, but one you’re proud to sustain for the long haul. Building an EOS practice takes patience, professionalism, and a commitment to doing the fundamentals well. For those willing to get the reps, nurture relationships, and play the long game, the EOS Implementer path may be a fit. Learn more about the training and support behind the journey by watching the on-demand webinar or scheduling a discovery conversation with our team.
