BCS 210 – Elevate Your Coaching Practice: Tactical Wins and Strategic Mindsets

In this episode of Business Coaching Secrets, hosts Karl Bryan and Rode Dog dive into the power of purpose-driven goal setting, strategies to overcome coaching objections, and actionable frameworks for thriving in downturns. Karl shares lessons from his recent international hockey trip, emphasizing the importance of team identity, defined outcomes, and momentum. He also breaks down the “puppy dog close,” discusses the enduring value of “Outwitting the Devil” for coaches, and prescribes proven methods for building a resilient, profitable coaching practice—even in uncertain times.

Key Topics Covered

Purpose and Team Identity in Success

Karl Bryan shares insights gleaned from representing Team Canada in roller hockey, illustrating how clarity of purpose and a unified team identity create momentum and streamline decision-making. Defined outcomes—knowing exactly what constitutes “winning”—make achieving goals straightforward, both in business and sports.

Handling Common Coaching Objections

Time, money, and expertise are cited as the three main objections coaches face. Karl explains how to preemptively neutralize these during the sales process, specifically through the “puppy dog close”—offering a risk-free coaching trial to build trust and lower resistance.

Flash Coaching and the Power of Value First

Rode Dog and Karl Bryan discuss the Flash Coaching program as a modern “puppy dog close,” letting coaches quickly demonstrate real value and tee up higher-end relationships without lengthy commitments.

Book Recommendations for Business Coaches

Karl recommends Napoleon Hill’s Outwitting the Devil as a foundational read for coaches, especially in uncertain economic periods. The book helps readers recognize how fear and negativity can sabotage progress, underscoring the importance of guarding one’s mind against external “viruses.”

Goal Setting Frameworks for Coaches

From long-term vision to bite-sized tactical action, Karl lays out a practical approach to setting goals—from 25-year plans down to daily actions. He stresses measuring progress, adapting plans, and making decisions from a place of strength, not weakness.

Notable Quotes

“Don’t tell me your goals—show me… If you’re totally fixated on everybody else’s dreams, you’re not going to be tuned into your own.” – Karl Bryan

“Individuals have identities, but teams take on that identity… The team takes on the identity as well as the individuals.” – Karl Bryan

“The best way to handle an objection is to handle it during the sales process and make it so that it’s literally a moot point.” – Karl Bryan

“The biggest companies—Microsoft, Disney, Apple—all created during recessions. Not by accident.” – Karl Bryan

“Your life is going to shrink or expand depending upon your level of courage.” – Karl Bryan

Actionable Takeaways

Clarify Purpose and Outcome:
Define what “winning” means for your business and communicate it clearly. Whether for yourself or your clients, shared clarity drives energy and focus.

Preempt Objections During Sales:
Address time, money, and expertise concerns before they arise. Use methods like the puppy dog close—offering a free trial period—to build confidence and trust.

Start Tactical, Then Strategic:
Deliver immediate, tangible wins early in the coaching relationship. Once trust is established, expand into deeper, strategic work.

Guard Your Mind Against Negativity:
Read Outwitting the Devil and recognize how fear-driven narratives (from media and external sources) can erode optimism and progress. Stand guard over your thoughts—especially in downturns.

Goal Setting—Think Big, Act Small:
Set ambitious, long-term goals. Break them down into actionable weekly and daily steps. Create momentum by acting and measuring progress, not just planning.

Momentum Multiplies Success:
Pick up the phone, send messages, and help people first. Showing up as a “warrior” and serving prospects proactively builds credibility and client volume.

Resources Mentioned

Books:

• Outwitting the Devil by Napoleon Hill

• 10x is Easier than 2x (Recommended by Karl Bryan)

Frameworks & Tools:

• Puppy Dog Close (free trial coaching structure)

• Flash Coaching (a modern, value-first coaching program)

• Profit Acceleration Software™ (created by Karl Bryan)

Practical Tips:

• Have your goals written in your wallet, or set as your phone password as a daily reminder.

• Attend business events, pick up the phone, and offer genuine help to prospects.

If you enjoyed the episode, please subscribe, share with a fellow coach, and leave a review. See you next week on Business Coaching Secrets!

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🚀 Karl Bryan, Creator of Profit Acceleration Software™
He gets clients for business coaches and is the founder of The Six-Figure Coach Magazine.

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