BCS 227 – The Power of Consistent Coaching Reps and Finding Your Why in Business Coaching

In this episode of Business Coaching Secrets, host Karl Bryan interviews longtime client, business coach, and friend Don Van Pool. Don shares the personal “why” that fuels his coaching journey, lessons learned from painful early business experiences, and hard-earned strategies for connecting, closing, and retaining high-value clients. The conversation is packed with actionable advice for business coaches at every stage—from mastering systems and software, to forming lucrative joint ventures, to upgrading daily habits for top performance and exponential growth.

Key Topics Covered

The “Why” Behind Coaching and Building Emotional Connections

• Don Van Pool reveals how his father’s failed business in the 1980s—and its emotional toll on his family—drive his mission to help business owners and their families avoid similar heartbreak.

• Emphasizes that real client connection happens on a personal level: understanding their family, dreams, and what financial success truly means.

Hybrid Approach: Coaching, Consulting, and Trusted Advisor

• Don describes using a blend of pure coaching (drawing answers out), consulting (providing frameworks), and stepping in as a trusted advisor when direct guidance is needed.

• He clarifies these pivots transparently with clients for maximum trust and effectiveness.

Trusting and Mastering the System

• Drawing from his military background, Don stresses choosing one proven system (like the Focused.com framework) and trusting its process before getting creative.

• Creativity flows best inside the structure, not by constantly reinventing the wheel or chasing shiny new methods.

Software & Tools That Accelerate Success

• The Profit Acceleration Software and Group Coaching tools allow instant value delivery and scalability.

• Don uses the Jumpstart 12 annually to optimize his business, and Flash Coaching for downselling/unlocking new client segments.

Consistent Coaching Reps and Building Confidence

• Early focus is on getting as many real coaching “reps” as possible, even at low initial fees.

• Practical experience breeds confidence and sharper execution—like Tom Brady, you have to get in the game to level up.

Joint Ventures That Work

• Don frames successful JVs by bringing value first (“being Santa Claus” not the Grinch), focusing on long-term trust, and pairing with other lead-generation methods since JV cycles are longer.

Key Habits and Personal Performance

• The biggest personal needle-mover for Don? Cutting alcohol, which propelled his business and personal growth to unprecedented heights.

Thinking Like a Banker: Making Smart Investments

• Always analyze the ROI as if loaning money to yourself before spending on marketing or growth initiatives.

• Execute on plans, not just ideas, and learn from feedback—not every investment will pay off, but thoughtful planning increases the odds.

Notable Quotes

“If I can save one 16-year-old girl or boy from living what I did, it’s all worth it.”

“Selling is serving. For clients to trust you, you must connect with them emotionally and authentically.”

“You have to pick a system, trust the process, and get creative within it—not around it.”

“It’s more important to coach right now than it is to make a lot of money. Get reps, then raise your prices.”

“Don’t come in asking what you can get—be Santa Claus, bring value to your JV partners first.”

“The inflection point for me was giving up alcohol. Everything in life and business got better from there.”

“Think like a banker before you spend—run your numbers as if you’re giving yourself a loan.”

Actionable Takeaways

– Connect with Clients on a Personal Level: Learn about their families and deeper motivations to build trust and long-term relationships.

– Use a Hybrid Approach: Pivot between coaching, consulting, and advising openly based on each client’s need.

– Master Your System: Go all-in on one proven system or software—trust it fully before chasing new tools or strategies.

– Get Your Reps: Don’t focus first on big ticket clients. Coach as many people as you can, build proof and confidence, then scale your prices and packages.

– Frame Joint Ventures by Giving: Approach potential partners by offering referrals and value, not immediate asks for theirs.

– Conduct Annual Business Reviews: Run your own business through frameworks like Jumpstart 12 yearly to identify and execute the most effective profit levers.

– Upgrade Personal Habits: Remove distractions (like alcohol) for greater focus, energy, and business performance.

– Think Like a Banker: Always examine the ROI and plan before investing resources in new acquisitions or marketing.

– Delegate and Outsource: Free your time from admin, bookkeeping, and legal work so you stay focused on client success and personal growth.

Resources Mentioned

– Profit Acceleration Software (by Karl Bryan at Focused.com)

– Focused.com Group Coaching Software

– Jumpstart 12 Annual Planning Framework

– Flash Coaching Product for Downselling and Upselling

– Local networking groups, BNI, and chambers of commerce

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🚀 Karl Bryan, Creator of Profit Acceleration Software™

Karl Bryan gets clients for business coaches—period. He is the founder of The Six-Figure Coach Magazine and creator of Profit Acceleration Software™, which empowers coaches to boost business profits through strategic growth—without extra ad spend.

Get a demo of Profit Acceleration Software™ at: https://go.focused.com/profit-acceleration

His goal is straightforward… to help coaches and consultants get more clients.