BCS: 211 | Follow Up Tips and Tricks Post Events + How To Get Referrals

In this episode of Business Coaching Secrets, Karl Bryan and Rode Dog dive deep into proven strategies for turning trade show contacts into long-term coaching clients, powerful referral generation systems, and the essential mindset shifts for personal growth and business success. The hosts share actionable frameworks for maximizing live event opportunities, building a referral-based practice, and why understanding your own identity is crucial for standing out and inspiring trust in the marketplace.

Key Topics Covered

How to Follow Up After Networking and Trade Shows

Karl Bryan outlines a three-phase framework for networking events: pre-event planning, at-event execution, and post-event follow-up. He emphasizes the importance of preparing your elevator pitch, collecting—not just exchanging—information, and personalizing post-show outreach to stand out and spark real connections.

Maximizing Your Impact at Events

Preparation is crucial—know who you want to meet and target high-value contacts first by applying the “80/20 rule.” Karl recommends practicing your pitch with “C” and “B” prospects so you’re sharp when talking to hot leads and standing out with unique, personal touches.

Becoming Referral-Worthy

The hosts discuss why delivering extraordinary value and timing your referral requests to “the moment” of client satisfaction yields better results than mechanical follow-up. Karl shares methods from his own experience, like modeling successful programs (e.g., Xerox’s sales method) and running client workshops for exponential growth.

Mindset and Identity Shifts

Karl Bryan reflects on the biggest mindset transformation he’s had in recent years: focusing on being unapologetically himself, projecting a personal brand people envy for “who you are, not what you have.” He shares the link between identity, client attraction, and genuine success.

The Psychology of Sales and Referrals

Emotional triggers—curiosity, certainty, pride, guilt, and fear—drive client decisions more than logic. Karl shares how to tell emotionally engaging stories and paint vivid pictures of transformation, helping clients buy into the journey before they see results.

Notable Quotes

“You want to collect information, not just give out your business card. The more places you connect with people after the event, the better.”

“Your best coaching client is you five years ago.”

“The ultimate competitive advantage is the ability to see the entire playing field.”

“People buy based on emotion, and then justify their decisions with logic. Curiosity gets you the meeting, certainty gets you the client.”

“Instead of timing your referral request, wait for the moment—when the client’s eyebrows lift and they’re singing your praises.”

Actionable Takeaways

Plan Ahead, Pre-Event:
Map out your targets, prep your pitch, and decide exactly how you’ll follow up—before you even step into the room.

Personalize Your Follow-Up:
Capture notes on each conversation and reference specific challenges or details in your outreach to stand out.

Be Strategic, Not Generic:
Apply the 80/20 rule—identify and focus on the top 20% who will generate the highest returns (referrals, partnerships, or clients).

Create “Wow” Moments:
Deliver extraordinary results so clients enthusiastically refer others. Time your referral asks to emotional highs, not arbitrary milestones.

Serve Before You Sell:
Offer practical help—even in short calls—before expecting payment. Build authority, stories, and trust.

Leverage Multiple Touchpoints:
Connect with contacts across different channels (LinkedIn, Facebook, Email) for a memorable and lasting impression.

Own Your Identity:
Be unapologetically authentic—your personality will make you memorable far more than a flashy suit or clever slogan.

Host Local Live Events:
Accelerate growth by inviting clients to bring their network—run live workshops to educate and engage, multiplying your visibility and results.

Resources Mentioned

Profit Acceleration Software™ (by Karl Bryan):
Train business coaches to find $100,000+ in 45 minutes for small business owners, no extra marketing needed.

Networking Platforms:
– Focused.com for live coaching events and resources
– LinkedIn, Facebook, Instagram for multi-channel outreach
– Local chamber of commerce, BNI, and live event forums

Six-Figure Coach Magazine:
Free subscription for ongoing strategies and coaching insights
https://thesixfigurecoach.com/get-it

Live Workshop/Event Templates:
Invite clients’ network; deliver group education to generate referrals and conversions.

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Ready to elevate your coaching business? Don’t wait—visit Focused.com for more info on Profit Acceleration Software™ and join our dynamic coaching community.

Get a demo at https://go.focused.com/profit-acceleration

👉 Karl Bryan helps business coaches get clients—period.

For free strategies on how to attract small business owners, fill local events, and close high-end coaching clients, go to https://go.focused.com/profit-acceleration

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🚀 Karl Bryan, Creator of Profit Acceleration Software™
Karl Bryan helps business coaches get clients—period.

Get your demo at https://go.focused.com/profit-acceleration