BCS 280 – Crafting Effective Calls to Action for Lead Generation Success

Business Coaching Secrets with Karl Bryan

Exciting New Episode Alert! 

Ready to transform your business coaching practice and achieve high-level success? Dive into Episode 280 of “Business Coaching Secrets” with Karl Bryan! 

Karl delves deep into the mechanics of lead generation, conversion tactics, and the secrets to sustained profitability. Here are three game-changing takeaways:

Optimized Website Conversion:

Follow Karl’s four-step process for creating a high-converting website: Interrupt (headline), Engage (sub-headline), Educate (copy), and Offer (call to action).

Consultation Mastery:

Conduct strong, goal-oriented consultations to uncover gaps in a client’s business, highlight their needs, and ensure deals are closed during the consultation itself, not in follow-ups.

Profit Acceleration Focus:

Profitability, not just revenue growth, should be the ultimate goal. Embed Karl’s principles of profit acceleration into your strategy, leveraging systematic, incremental improvements for exponential returns.

Remember, the key to a successful coaching business lies in continuous improvement, strong relationships, and focused strategies. Ready to elevate your coaching game? 

Karl Bryan helps business coaches get clients. Period.

For more magic on how you can grow a coaching business by attracting small business owners, filling local live events, and closing more high-end coaching clients… go to focused.com

For a free subscription to my magazine, The Six-Figure Coach go to thesixfigurecoach.com/get-it

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Episode 280 Transcription

Intro [00:00:02]:
Welcome to Business Coaching Secrets with Karl Bryan. If you want to attract new high end coaching clients, fill live events and build a wildly profitable coaching practice where business owners pay, stay and refer, you’ve come to the right place. In this podcast, Karl provides his keys to the kingdom for finding and signing high paying clients and building the coaching business of your dream dreams. Here we go. Hey, hey, hey. I hope you’re doing great, Karl. Bryan coming at you for another episode of Business Coaching Secrets. This episode is sans road dog by the way.

Karl Bryan [00:00:51]:
This one I wanted to, I want to kind of just riff and the theme here is new year, new you. Okay, so want to get straight into it. I want to start with mindset. Say this, if you didn’t get what you wanted last year, let’s assume that’s prospects, clients, revenue relationships, etc. Here’s the reason why. Number one, you didn’t ask for it. Number two, you didn’t take action on it. Number three, you weren’t specific enough about it.

Karl Bryan [00:01:27]:
Or number four, you gave up on your first or second try. Let’s not let that be the trend for the coming year. Like AI is here and you probably find it confusing and overwhelming. Good chance of that. But if you just commit to 30 minutes a day, every day to learn it, to use it, to apply it, maybe you hire a coach to help you use it, learn it, apply it, you’re going to be able to 10x your results via AI. You’re going to be able to help your clients. If you’re doing it, you’re living it, you’re going to be able to teach it at a significantly higher level. So your clients results will also over the long haul, 10x.

Karl Bryan [00:02:08]:
But let me tell you, this is not going to be a quick win for you. Again, it’s probably one of those things where you’re in the sandbox, you double a penny every day for 30 days, you end up with $5 million. The problem is it starts, it starts in a known, a non exciting way. Is that the right way to do it? Remember, most of the gains come in the last five days, right? But in the new year, the way to guarantee success is not going to be with AI. Remember AI? The way I describe it, it’s gasoline. Okay? It is not the car, it is gasoline for the car. So it’s committing to be able to create profitable clients is the way that you’re going to get yours in this coming 12 months. Like look, I’m not in your local community, I would imagine, but I’ll tell you that 90% of the businesses fail.

Karl Bryan [00:02:59]:
Those are the stats. They’re undeniable. The reason? Profitability. One word, right? Your clients are trying to get big so that they can get rich. And that is not how the story tends to end. Their goal, without meeting them, their goal is to hit a million dollars. And, and what we’re talking about here, they’re talking about gross revenues, but they’re not that specific. You know, their goal Is to hit seven figures, and then they grow from $500,000 to a million, and they make less money at a million than they did at 500 grand.

Karl Bryan [00:03:29]:
It’s nuts. It’s insane, and it’s incredibly consistent. So in 2025, the coming year, I think what you need to do is you need to commit to profit. You need to commit to what I call profit acceleration. The hidden secret that the big names, you know, they don’t want to tell you, they don’t want to tell you, frankly, because it’s hard, is that your profitable clients are the best clients. And. But you need to commit and understand a process to be able to help them to get the profitability. You’re not looking for home runs.

Karl Bryan [00:04:02]:
You’re not looking for triples. You’re not even looking for doubles. It’s Moneyball. If you haven’t seen the money, Moneyball can’t recommend it highly enough. But without giving away the foundation of the movie, if you haven’t seen it, I gotta tell you that, you know, a mathematician got hired as assistant general manager for the Oakland A’s, and he said, we’re doing it all wrong. We’re chasing and we’re paying these guys hitting home runs, you know, the big money, because they sell the tickets. But the reality is nothing sells tickets like winning. And the way that we win undeniably is getting on base.

Karl Bryan [00:04:37]:
So we built an entire system around picking players that could bunt, that could hit infield singles, that could run pretty quick to get the first base. At the end of the day, it was just all about getting on base. Getting hit with a pitch is just as good as an outfield single. The outfield single looks better. It’s a little more exciting. But the statistics clearly show that the singles and base runners won the game. So I’m going to elaborate a little bit this. On this in a.

Karl Bryan [00:05:06]:
In a little bit here. Profitability. But here’s. Here’s a question I would pose to you. Did you make excuses in the last year that stopped you from accomplishing the goals that you set out? Remember, your excuses are your Competition’s opportunity. And your competition is not just the other business coaches. It’s the accountants, it’s the business brokers, it’s the promotional company, it’s the guy or gal building websites, okay? So it’s others trying to help these guys grow their business either in a meaningful or not so meaningful way. But the end of the day, your excuses are their opportunity.

Karl Bryan [00:05:40]:
And the problem with excuses is it’s that they’re valid, right? And if they are valid, and frankly they are, you got to do the work, you got to commit to the work to invalidate them. Your limiting beliefs are also their opportunity. The problem with your limiting beliefs is they’re likely ingrained in you since literally childhood, since you were five years old. They come from your parents. The same limiting beliefs you have are ridiculously, ridiculously consistent and they rhyme with what your parents limiting beliefs were, right? So you gotta commit once again to the work, to overcoming them in the coming 12 months. Like elite athletes, they don’t allow bad breaks, bad coaches, bad night’s sleep, a bad knee, bad luck to beat them. They don’t use excuses. They outwork out, think, outsmart the competition and then outlast them, right? Like Spud Webb, guys like 5, 4.

Karl Bryan [00:06:37]:
He didn’t complain about the fact that he was competing against people 7ft tall. Literally, right? He outworked him in the gym and he outworked him in practice and it translated to the game, right? Had a great career. So maybe translation, elite athletes take elite ownership and own their own results. Now my question is, do you, right, a great 2025 mission is to. I want you to think about using confidence as your currency, right? Confidence, no doubt. I don’t need to tell you, but it is contagious. Work on it every day. It’s a skill of yours and you can improve it.

Karl Bryan [00:07:16]:
Be confident, the network, you’re going to go to the networking group, BNI or otherwise. Again, bni, understand that is the sandbox. But there’s some great networking groups where there’s some higher level individuals, the yacht club, the golf club, the oil and gas club, etc, so if you walk into that room and you’re confident, other people are going to feed off of it, right? Like you walk in the room like you’re the one running the show in a confident way. Not in an arrogant way, but in a confident way. As in, like, be helpful. If a sign’s crooked, straighten it. Someone looking for a chair, help them find one. Someone looks uneasy and nervous and you know, it’s pretty obvious it’s their first time, you know, chat to them, introduce them to someone, ask them a question.

Karl Bryan [00:07:59]:
Right? Like, you know, and that by the way, is what the person running the show should be doing. And you kind of walk in there like you run it. But again, not in an arrogant way, but in a confident way. Right. You know, so many business owners, so many, so many business coaches, they’re using like fortune cookies and lottery tickets as their new year answers. Don’t let you know, don’t let that happen to you and don’t let your clients do the same. What does Steve Jobs says? He says the world around you was built by people no smarter than you. And that’s absolute fact.

Karl Bryan [00:08:30]:
It’s just, it’s built by confident people who take chances, take risks, bet on themselves. Remember I think I said last week or the week before, you know, Patrick Mahomes took over Tom Brady as the MVP in his rookie season. In a competitive landscape like that, if a rookie can take over. And by the way, I think McDaniels is doing something similar, did something similar this year. I think the guy’s fantastic. If they can do it in the NFL, certainly you could do it in your local business community if you’re committed in Hungary and stay focused, which is a whole lot more difficult than the way that I say it here, and I recognize that. But is, is your focus and drive more powerful than your fear, right? Your, your mind is 90. Bloat, you’ve probably seen the diagram, right? Like your, your mind is 90 below below water, as in subconscious and 10 above water conscious.

Karl Bryan [00:09:27]:
But you know, common sense is very seldom common. Like jurors, they give more credibility to eyewitness, eyewitness testimony than any other testimony. Right. Guess what the worst evidence is and it is categorically proven. You probably just guessed it. Eyewitness testimony, right? So common sense is very seldom common. Your instincts can be your liability. Remember, you know, follow your gut, go with your gut.

Karl Bryan [00:09:58]:
Very common for people to say that. I believe that that’s a terrible strategy. GUT stands for gave up thinking. Use your reticular activating system to look for evidence. I think evidence is what you’re looking for there, right? Or another example, and I’ve said this in the past, like the greatest gift you, the greatest gift you can give a child or the greatest gift you could give yourself is expectations. Right. Elite seven figure coaches have high, high expectations for themselves. And by the way, as I say that about children, maybe unconditional love might be one step above that.

Karl Bryan [00:10:34]:
Right. But at the end of the Day. The greatest gift you can give a child, great gift, a fantastic gift that you can give a child is expectations. Expectations that they do their homework. Expectations that they clean their room. Expectations that they make their bed. Expectations that they go to bed at a certain time. Expectation they brush their teeth without you asking.

Karl Bryan [00:10:54]:
Expectations that they read before they go to bed. Expectations that they’ll study for the exam. Expectations that they’ll do well in the exam. Expectations that they’ll do well in school. Right. So again, and so forget the kids. What about you? What if you’re real honest with yourself, what are the expectations you had for yourself last year? And then what are the expectations you have for yourself this year? Right. And hunger, by the way, like, if you were to ask me to take on a coaching client, and of course I want to know industry, I’d want to know unit of sale.

Karl Bryan [00:11:27]:
I’d want to know profitability, I’d want to know margins. There’s some things that I’d want to know. Like I, I don’t want to take out a massage therapist who’s charging a hundred dollars massage. I want to take on a roofing company that makes $10,000 net on the average roof that they do. Right. So that would be important. But I would say above all else, what I’m looking for in an ideal coaching client and somebody who’s going to stay with me for years versus month, is hunger, inner drive. It’s 100%.

Karl Bryan [00:11:53]:
The secret to a Serena Williams, Roger Federer, Michael Jordan, Wayne Gretzky, Steve Jobs, Jeff Bezos, you name it. Their secret is their inner hunger, their inner drive. And then so for you, coming into the new year, how hungry are you? Right. How strong is your inner drive to succeed and help the local business owners who you know are struggling without your help? Right. How committed are you to profitable prospects and clients? Profitable. How committed? At a higher level, how profitable are you to. How committed are you to a profitable local business community? If you were committed to creating a more profitable local business community, I could only assume that a few, you know, a few coaching clients would fall your way. And remember, 20 clients at two grand a month is 480 grand.

Karl Bryan [00:12:46]:
And one of the magic pills, they don’t talk about, they don’t tell you for whatever reason. You know, just one of those things that’s not talked about, the reason being a business coach, being a consultant is so unbelievable is what Warren Buffett would say is high margins. Right? So when you do 20 clients at 2 grand a month, and by the way, significantly more 5 grand a month, 60 grand a year, 10 grand a month, 120 grand a year, whatever it is that you’re charging. But the reality is that depends upon some dynamics and how many staff you have. But if you only have 20 clients, why would you want or need or have a bunch of staff, right? So translation, you would be highly profitable, like with 80% margins. That’s why business coaching, business consulting is really something worth fighting for in my opinion. As far as a career. Margins, margins.

Karl Bryan [00:13:34]:
The landscaper, the chiropractor, the butcher, the baker, the candlestick maker, the candlestick maker, of course, road dog. Be proud. Absolutely do not have margins anywhere remotely close to that, right? That’s why I built profit acceleration software. I didn’t build revenue acceleration software. It’s all about profit, right? Why do businesses fail? Why did 90% fail? Profit, right? So what is more important to you in the coming year than your fear, right? The only reason you don’t reach out, you don’t do the local live event, you don’t form the joint venture, you don’t do the direct mail, you don’t do Facebook ads, is your fear, right? What is more important to you than your fear and hack? Don’t make this about you, make this about them. You will always push, you always push harder for others than you will for yourself, right? So use that power. But, and notwithstanding, you know, I think about my story. My big brother committed suicide when I was 16 years old.

Karl Bryan [00:14:31]:
My mother then drank herself to death right in front of me. I am the poster boy for, you know, business gone bad and then separation, divorce, suicide. And that’s what drives me. That’s why again, you know, I’ve got a 20 year career as a business coach and I don’t need an alarm clock to wake up at 5 o’clock in the morning, this morning or tomorrow morning. Because again, that’s what drives me. It’s the inner drive, it’s the hunger. And it’s not about me, not about my bank balance, it’s not about what I’m doing. It’s about our staff, our software, our clients, our prospects, our business coaching community, right? So business K translation.

Karl Bryan [00:15:11]:
Business owners suffer at like 10x the average person. Think depression, think suicidal thoughts, think separation, think divorces, think stepdaddy, stepmummy that kids don’t want to meet and don’t want to get pulled in between. And marriages break up. If you get my daily email, you know that marriages break up. Why? They break up from lack. They, they break up from lack of money over lack of love. By a hundredfold. Right? So, okay, so frame.

Karl Bryan [00:15:41]:
And now let’s talk about some solutions for you for the new year. Right? Well, no doubt, you know, having a look is having a morning routine gonna drive you to a seven figure coaching company. I would dare say not. Right? But I tell you, it’s a little bit like AI. It is gasoline for it, right? So I do encourage you to have a morning routine. Do not start your day with what? What should you not start your day with? Hopefully you know the answer, but it is that stupid phone and there’s a good chance you’re looking at it holding it. It’s. It’s within, you know, it’s within an arm’s reach of you right now.

Karl Bryan [00:16:18]:
That phone comparison is the. What is it? Comparison is the enemy of joy, the killer of joy, Something like that. That phone is just a com. It’s. And that’s so. And by the way, that goes for Facebook and that goes for Instagram and Tick Tock etc, where comparison is just impossible to get away from. Impossible. Not to mention the dramatic, oh my gosh, there was an event in downtown XYZ City, etc.

Karl Bryan [00:16:47]:
Right? The other thing you should try and control yourself from starting your day with is caffeine, right? Coffee. Look, and then I know you probably love your coffee, etc, try not to start your day with it. And by the way, maybe that’s horrible advice for you, maybe that’s fantastic advice for you. But start your day off properly shortly, right? Start by visiting your goals and the targets that you set and that you’ve written down, right? Start your day by exercising. You want to get. Why do you drink coffee? Because it gives you energy, right? Well, start your day. What do you think exercising does? It gives you more energy, not less. People say, I don’t have time, I don’t have time to go to the gym.

Karl Bryan [00:17:22]:
The people without time going to go to the gym need to go to the gym more than anybody else. Remember, the person that struggles to meditate will get more out of meditation than. Than the folks that do it easily. The person that struggles to go to the gym will get more out of the gym than the person that goes every day for the last decade, right? So, so start your day with exercise and maybe drinking a couple glasses of water, no doubt. I don’t need to tell you the health benefits of that, but you want to have more energy. Look, it’s worth an experiment, right? And by the way, just get a little bit better, a little bit better, a little bit every day and expect all this stuff to happen overnight. Remember this is a new year, you know, not just this week, right? And start your day, maybe think about having a cold shower to wake yourself up. You know, invest in a, a cold plunge, right? Nothing.

Karl Bryan [00:18:09]:
You know, a cold shower, it’s going to wake you up. And what Tony Robbins will tell you is that it’s having a cold shower is not enjoyable for me and not enjoyable for anybody. Right. Well, he’s some crazies, but not me. Right? But what it does is it allows you to tell your brain, I am in control, I’m the boss. Right? And without doubt it’ll wake you up at a higher level. Think about starting your day with meditation again. If you’re the person that struggles to meditate, like me, I gotta tell you that you will get more out of meditation than the person that, that, that does it very naturally.

Karl Bryan [00:18:44]:
Right. And by the way, sleep. I shouldn’t be saying that without saying sleep should have started there, you know, ensure you get at least six hours of good sleep. Think about getting an aura ring or a, you know, apple watch where you can monitor that. Ideally eight, but you gotta get six hours of. You gotta get six hours of sleep at least. Otherwise you’re operating like somebody that’s had three beers right by 2:00. Not a good look.

Karl Bryan [00:19:13]:
You know, eating whole foods would be obvious, like let vegetables. I know, fast food, it’s so much easier. The reason you do it is it’s easy. The reason you get so much sugar running through your body and fast food running through your body is that it’s convenient. You know, how are you possibly going to win the next year if you’re sick and tired all the time? Right. And energy, by the way, I guess everything that I’m describing here is designed to give you more energy, right? The most successful people have insane levels of energy. My question for you, if you were to rank yourself from 1 to 10, 10 being absolutely lights out, energetic all the time, all day, every day, and then one being really lacking energy for a bunch of different reasons, where would you rank yourself? There’s a pretty good chance that you’d rank yourself under 5 if you were being honest. And by the way, there’s a good chance you rank yourself significantly higher and high five to you.

Karl Bryan [00:20:08]:
But energy levels, absolutely critical. You know, I was just talking about basically the foundation of that. Not to mention, you know, nurturing, loving relationships. I’ve certainly been guilty of this, but you know, sending a text to friends, family, loved ones, both personal and business, right? Not just business, business Business again, something I have been guilty of. I try to get a little bit better, a little bit better, a little better. I think this year I’ve been better than most by a long way. But you know, nurturing, loving relationships and again personal and business. Think about your business relationships as a loving relationship.

Karl Bryan [00:20:47]:
And I don’t know but. And I’m sure I could list a bunch of other things and I’m sure there’s a bunch that I haven’t, you know, said here. But from here I think if you could start your day in this way, I think that it’s all going to be downstream from there and. And look, I don’t love doing this stuff. Tony Robbins I would imagine doesn’t love doing this stuff every day. You’re not going to love doing this stuff but you need to build the discipline to make it a priority and is it was it last year and remember you just get a little bit better, a little bit better. Remember marginal utility theory which you may or may not have heard of that a very it is the found. Yes, I did a master class which you may or may not heard of.

Karl Bryan [00:21:29]:
Watch your emails if you’re on our list with the magazine. But a masterclass where I talk about I took accounting to its first principles and then I took wealth to its first principles which landed me at compounding. And then I took compounding, went to first principles and I got to marginal utility theory. And basically marginal utility theory dictates that a 1% impact every day over 365 days gets you a 37x over 12 months. Meditating, exercising, lead generation, conversion, fulfillment with your coaching, imagine wherever you’re at, if you’re the worst lead generator in the world, if you’ve 37x your abilities in that area, you’d be pretty damn good at it. If you’re a horrific salesperson and conversion is something you just suck at and everybody ghosts you, if you were 37 times better than you currently are, you’d be really damn good at it. So just marginal utility theory dictates try to get a 1%. This is Moneyball one on one.

Karl Bryan [00:22:28]:
Get a 1% jump every day for 365 days and see where you’ll end up. Now okay, so what about and what I want to talk, you know, new New Year, new you, what do you like? Let’s create a 12 month plan, right? By the way, you start with a 20 year plan and work backwards. But let’s just stay in the sandbox here and just talk about the coming 12 months right. A, a goal is something you can see and then a target is something you can hit. I want you to create targets for your year as opposed to just goals. Okay. Like a 12 month target, a quarterly target. So if you were going to create a 12 month target, I want you to then go quarterly target, monthly target, weekly target and then a daily target.

Karl Bryan [00:23:16]:
Right. So if your goal, we talk about doing local live events all the time. Right. You want to impact your local business community. I don’t think there’s any way better of doing it. If you want to build your personal brand and become a, you know, a go to business coach, somebody who people phone as opposed to you have to phone them. Remember, Tony Robbins gets paid for who he is, not what he does. Building a personal brand is obviously a pretty good idea.

Karl Bryan [00:23:39]:
I’m going to tell you locally it is falling off a log stuff. There’s nobody’s really. Name me one local coach. It’s got a personal brand locally amongst local business owners. Where if you went to them and you ask them, you know, who do you think about when you think of building a business? I’m going to say that a business coach is just not going to be on the to do list. And it could be right. So, okay, so let’s say you’re going to do a local live event every week for the entire year, right. So that’s real simple math is 52 events.

Karl Bryan [00:24:12]:
I’ll assume that you want to get 10 buying units in each of the rooms. You don’t want 25, you don’t want 50 because your follow up will be bad. You want to have less people. Excellent. Follow up, not more people. Bad follow up. That’s not the right roadmap in my opinion. Right.

Karl Bryan [00:24:25]:
Those, those bums on seats cost money. So make sure that you, you’ve got a plan for that. But 10 buying units, if you speak to five people and you get one person to attend as you’re starting out, that’s going to be 50 calls per week. I think my math is right there, right? That’s 10 per day, Monday to Friday. If your strike rate is 1 in 10, then you’re just going to need double those numbers. And by the way, if your strike rate’s only 1 in 10, guess what? You gotta work on improving your pitch. When you phone somebody and offer them breakfast and a business building event and a networking event with other local business owners, I gotta tell you that your strike rate should be pretty strong. Right.

Karl Bryan [00:25:02]:
But again, remember, 37 exit. Let’s assume you suck at it you’ll get a little bit better. A little bit better. A little bit better. So you got to do your number, but I’m going to assume that that’s two to three hours. Let’s just say two hours of focused calls per day. And then what do you got to do? Like, I don’t know, you got to go to your, your calendar. You got a calendar.

Karl Bryan [00:25:19]:
Wise Cal calendar. Calendarize it. Did I say that right? Build your list again. Don’t just, you know, sporadically, you know, start flipping through the yellow pages and calling businesses. You know, create your list. What kind of business do you want? Landscapers? Do you want butchers? Bakers, Candlestick makers? Make a list of them, right? Build your list before you start. Build your script. What’s your offer gonna sound like? Practice it.

Karl Bryan [00:25:42]:
Remember, you know, Tom Brady didn’t go out in front of a hundred thousand people on Sunday and start throwing the football. He was doing it Monday to Saturday, practice, practice, practice. And then magically, he’s really good at it, right? So build your script. Practice your script. Create your invite, create your email. That’s going to follow up the call. Create your presentation. And you should also, you know, build humor into it, build stories into it, build testimonials into it, build case studies into it.

Karl Bryan [00:26:09]:
And all targets should be increasing the profitability of those in the room. Remember, that’s the unlock of the business coaching industry that they don’t tell you, don’t want you to know, et cetera. Building profitable company is the hack, right? And by the way, we have a program, Live Event Mastery with all of that. The scripts, the invites, the landing page, et cetera. But create all of that stuff. And remember, as you get going, when I did a local live event, that key performance indicator for me was. The key performance indicator was referrals, okay? So I wanted to make sure that I had a steady number. So I wasn’t worried about prospects, I wasn’t about to worry about conversions.

Karl Bryan [00:26:49]:
I was worried about how many referrals did I get from each person in the room. Why was that? Guess what? The most difficult thing to do is to fill that damn next event, right? So you suddenly create a framework where you put 10 people in the room. If you get 10 referrals from each, right? Or, sorry, two referrals from each, you’ve got 20 people to follow up your next event. You’ve got 40, then you’ve got 60, then you’ve got 80, then you’ve got a hundred and you get 120. Now when you get 10. When you get 20 referrals from your 10 individuals, do you think 20 people are going to come to your next event? The answer is hard no. If you get, if you get three, you’ll be lucky. But guess what? If you only need 10 people and you have three people ready to go before you start generating leads, guess what’s going to happen? All of a sudden you’re going downstream.

Karl Bryan [00:27:35]:
Lead generation becomes a whole lot easier for you. Right? So, yeah, so, and I’m trying to think of. So the closer you are to the finish line, the faster you’ll go. So think of somebody finishing a marathon, right? Well, when you’ve got three people and you only need to get seven, you’ll go faster than if you’ve got zero trying to get to 10, right? So the closer you get when you got six, you’re going to go to 10 even quicker, right? Why? Frankly, it’s what I talked about earlier. Confidence. Confidence. Confidence. Confidence.

Karl Bryan [00:28:10]:
You know, but if you’re going to. So that’s one way of doing it. If you’re going to use private messaging, then do the same thing with targeted messaging. Calendarize it and get started. Improve as you go. Tweak the message, tweak the offer, tweak the people that you go to. If your plan is joint ventures to build up your business coaching company and get your 20 clients at 2 grand a month so you can hit 480 grand with 80% margins, you know, create your targets and work backwards. If you need to speak to 10 people to get one joint venture to commit, then you need to speak to 10 people a week.

Karl Bryan [00:28:43]:
If you’re to get one joint venture a week. Right. Again, calendarize it, commit to it. Like Michael Jordan committed to winning a basketball game and Spud Webb committed to, you know, at five foot four or whatever he was to playing against seven footers. Right. So, so that, yeah, so just, you know, create a plan. Like again, create the target and then reverse engineer it and create your plan and then commit to your, your commitment to the plan is going to be as important as the plan. And you can adjust on the fly.

Karl Bryan [00:29:17]:
You know, adjust your approach in the manner in which you’re doing it on the fly. But don’t move your, your goal posts. Right. Like, again, that’s, that’s part of, you know, like when you create that target. You know, Michael Jordan committed to winning the game, making the playoffs, winning each round, and then ultimately winning the championship. Winning the championship was his, you know, the, the goal, the target. But he reverse engineered it and he knew that if he didn’t, you know, if he didn’t win game, you know, 46, 47, 48, they might not be making the playoffs. And then his, his goal wasn’t going to be, you know, it would, you know, he was going to lose the goal before he got a chance to achieve it in the playoffs.

Karl Bryan [00:29:58]:
Right? So anyway, so reverse engineer that. Create your plan. And as you’re thinking about your coaching company, I want you to think there’s only three baskets. You want to hit six figures, you want to hit multiple six figures, you want to hit seven figures and be what we call a unicorn. Internally, there’s only three baskets. You got lead generation, you got conversion, and you got fulfillment, right? So in fact, I covered this a little bit last week, but lead generation, well, companies that are advertising locally are a home run, right? So anybody advertising in the coupon book, Anybody getting direct mail, you know, in your mailbox, Anybody advertising on Facebook? Anybody advertising in a magazine and a newspaper? You go to the local baseball stadium and there’s advertising on the, you know, the, you know, on the fence. You know, you hit a home run, you hit it over the fence, right? Is that where the, you know, there’s, there’s advertising there. You go to the washroom and you’re staring at an ad.

Karl Bryan [00:30:54]:
You go to the golf course and there’s people sponsoring and there’s people advertising all over the golf course. Again, contact those folks. Those people have all written checks to basically say, I want to grow my business. That is a great prospective coaching client for you. And then they also talk about, like, local awards, right? People are nominated for local awards. I don’t need to meet them to know that they’re doing a pretty damn good job. And there’s also a really good chance that they’re spending money with the people who are, you know, nominating and, you know, awarding the winners. So they too are writing checks and they’re doing a great job with their business.

Karl Bryan [00:31:32]:
These are the types of people that I’m inviting to my event, that I’m private messaging, that I’m trying to get an introduction to, that I think are excellent prospective coaching clients. Then there’s the members of the Chamber of Commerce. Anybody. All you need to do is go to the chamber website and all of their members are listed. Those guys and gals wrote checks to become a member of the chamber, right? Members of bni, the exact same thing. And then of course, the higher level, the golf course, the yacht club, those types of, of groups, same thing. There’s People they’re promoting, people they’re advertising, people they’re joining. There’s a really, there’s a, when you go to the local yacht club, okay, if you got one, you may or may not have one of those in your city.

Karl Bryan [00:32:14]:
But like a high end club, a ridiculously high percentage of the people are entrepreneurs. And by the way, those that aren’t also want to be entrepreneurs. And that is a little bit of the unlock. I would also be helping people start to become entrepreneurs, help them start their journey. What do they do? They, they start a business and they look for education once they start to fail and they start to scramble. Right? Be a better idea to get that education, that roadmap, that guidance, that accountability before they start or after they start. That’s by the way I’m describing the franchise industry, right? It’s hundreds of billions of dollars. They don’t, they don’t go to existing entrepreneurs and say, hey, write me a hundred thousand dollar check for my franchise.

Karl Bryan [00:32:57]:
They go to people in corporate America and say, hey, you must be sick of the travel, the planes, trains, automobiles and the boss. Why don’t you write me a hundred thousand dollar check and start calling your own shots? Right? Well, as a business coach, you could do same. Businesses for sale again, just think of like we build turnkey marketing systems internally. If there were two businesses for sale and one had a turnkey marketing system and the other one didn’t without me pointing you towards it, no doubt you could see how the one with the marketing system, the consistent marketing, the compelling, you know, the, the really good looking marketing system, website advertisements, brochures, marketing paraphernalia, et cetera, no doubt that would be a little bit more attractive. Right? Well, okay, go to businesses for sale and help them. They’re trying to sell their company and by the way, they want to sell it for more than they’re currently selling it for and they want to have. One of the ways you do that is you get multiple people interested in buying the business. Create a bidding war.

Karl Bryan [00:33:57]:
Anyway, so businesses for sale, sponsors again. People sponsoring a local hockey team, people sponsoring a school newsletter, people sponsoring the local basketball team, the local cricket team, the local xyz, whatever. And there’s, there’s volleyball and there’s all, you know what I mean? All kinds of different folks. Do your homework and see who is sponsoring them. Those people have written checks and there’s a good chance the reason they did it is that they’re trying to grow their business and they’ve got some cash on hand where they can sponsor the local team for 500 a thousand, $5,000. Etc. Okay, good prospects for you as coaching clients, right? Versus just going to the networking function, allowing them see what you’re doing here. If you’re following what I’m describing, you’re getting really targeted with your lead generation as opposed to going to the networking function and accepting that whoever’s showing up is your prospect.

Karl Bryan [00:34:53]:
Right. If I’m in your shoes, I want to be a lot more direct than that. Another one new business registry. Right. Like, my dad sold advertising for years. First thing he did is he went, you know, this is yellow pages days. He would go through and he would compare the two phone books and he was looking for new businesses and he highlighted those and guess who his first phone calls were to? Those folks. Right? He only had so many ads to sell and often he sold all of the ads before he even got into.

Karl Bryan [00:35:22]:
He did the referrals and then new business as a starting point. And then often he didn’t have to make many phone calls, contact many people in order to sell the rest of the apps. Right? Joint ventures, you know, anybody selling advertising, the accountant, the person working at the chamber of commerce selling memberships can be a home run here. An accountant, a banker, a graphic designer, a business broker, a website designer, you know, basically any, you know, promotional company, any B2B offering. Anybody who’s going B2B is a, is a possible and potentially excellent joint venture opportunity for you. And the secret and the unlock to doing joint ventures is to solve their biggest problem really quickly. Okay, the accountant. I don’t need to meet the accountant to know that tax season is an absolute nightmare.

Karl Bryan [00:36:14]:
Nightmare for him or her. The reason that is the case is because they, they have. The chiropractor comes to see them once a year at the end of the year, and often three months after the year is right. And then it’s go, go, go, go, go, rush, rush, rush, rush, rush. And you know, where is it? Where is it, where is it? Right? That’s a nightmare for the accountant. Well, if you said to the accountant, look, don’t send me every person you ever sent or ever met. Don’t send me all of your clients. Here’s what I want you to do.

Karl Bryan [00:36:44]:
I want you to take me for a test drive, okay? Just send me three people and that three people that you send me. Don’t send me your best, don’t send me your worst, Send me three people. And, and by the way, ideally, clients that you feel like should be getting, you know, regular financial statements from you, not just doing, you know, doing their taxes at the end of the year. And I will undertake, I will personally guarantee that they will come in here at least four times a year, as in quarterly, potentially 10 to 12 times a year. And basically you’re going to provide financial statements for those clients. Because you see, I know that if I go to a football and there’s no scoreboard, it’s really, I don’t know the winner from the loser. I don’t know if it’s first, second or third down or I got to get two yards four year, four yards, eight yards. It’d be a really stupid game.

Karl Bryan [00:37:30]:
It’d be really difficult for you to follow. Well, you introduced me to a chiropractor. Without financial statements, that’s no scoreboard. Right? I don’t know the winners from the losers. I don’t know how they’re doing. So I say to the accountant, the three people that you send me will all come to see you multiple times throughout the year, and that is going to double, triple your fees with them. So I’m going to keep my money, you’re going to keep your money, and those three clients are going to come see you throughout the year. Well, if he did that, do you think that they’d want to send you not three clients, but 30 clients and potentially 300 clients? You just solved his biggest problem, right? So that’s how I approach a joint venture.

Karl Bryan [00:38:08]:
I solve the problem. Another one is a somebody selling advertising. Okay, what’s the problem? Without meeting this individual, somebody buys an ad which costs them a lot of money and a lot of heartache to get that client in. And then they cancel after 90 to 120 days because the ad’s not working right. Well, go to that individual and say, look, don’t send me your best, don’t send me your worst. Send me three people who you think should be advertising full of full, full 12 months, and I will undertake. And you know, I’m not magic, but I’m pretty damn good. And I believe that advertising the profit is a superpower, because it is.

Karl Bryan [00:38:43]:
That might be a writer downer. Advertising the profit is a superpower. The entrepreneur that’s saying, you know, they built their business off a word of mouth. Word of mouth and referrals only and pounds their chest. It’s just, you know, crazy. Well, actually, no. A little red arrow. You are here.

Karl Bryan [00:38:59]:
Where do you want to go? I need to understand the dynamics of it, but there’s a pretty good chance they want to grow if they’re Working with you. And that means that advertising should potentially be on their hit list. So you say something to that effect that you’re really bought in on this. And you say, look, I will undertake the guarantee they will not cancel their advertising with you over the 12 months, certainly not while I’m working with them. And by the way, tell me how much they’re spending, say 10 grand a year. And I will undertake to double their budget. Because I don’t think the solution is less advertising. I think the solution is more advertising, but in a targeted, intelligent, compelling way with compelling offers and etc.

Karl Bryan [00:39:36]:
So what do you think they’re gonna. Don’t send me your best, don’t send me your worst, send me three. And then you undertake to do that and double the budget of three of their clients. Do you think they might want to send you 30 and then potentially three? I think the answer is probably. You got a business broker. What’s the challenge for a business broker? People call them, want to sell the company, but the company’s not in sellable form. Right. Well, guess what, send me your clients and I’ll send them back in 12 months ready to sell.

Karl Bryan [00:40:02]:
Okay? You just solve their problem. So, so that’s the unlock of joint ventures and that’s the way that I would approach it. And then again, and going to networking events. Did I already say that? That’s, look, that’s. You should be doing that. But understand that BNI and whatnot is the sandbox. So if you go to higher level networking groups, it’ll be harder to get in. They might have what I refer to as the old boys club.

Karl Bryan [00:40:27]:
But once you get into the old boys club, think of what I just said a minute ago with the joint ventures. Might be fantastic. Do live events consistently. Again, that’s a bit of an unlock in my opinion, to build your personal brand, get you become Uber. The thing with live events is you become uber referable. Okay, you want to be uber referable for obvious reasons, your local live event make it significantly easier for the accountant that you know. The accountant, I was going to say butcher, candlestick maker, but that’s not appropriate here. I don’t think they’re going to be sending people to you.

Karl Bryan [00:41:00]:
But the, you know, the, the joint venture prospects, the B2B folks, right? The promotional company, the graphic designer, the web designer, the ad salesperson, the accountant, the banker, et cetera. Those, those people now have. Oh, look, we’ll go see Karl at his event. It’s every Tuesday at the Chamber of commerce at 7am hell, or high water, he’s there, he’s sick, he’s not feeling well, the guy shows up. So anyway, so I think doing local live events consistently, you know, even just again I said this last week, but I think like, you know, websites, just go look at websites locally and rank them out of ten. Okay? And I, I laugh because I don’t need to go and see the website to know it’s absolutely going to suck. Even in very competitive markets like New York, L.A. singapore, you know, Sydney, you know, in Australia, Vancouver, Toronto, Canada, etc.

Karl Bryan [00:41:56]:
You know, they suck. So again, you know, go to them and say, look, I can, I can jack this up big time. You want to start generating leads online, that website’s not going to get it done. There’s not even a com, there’s no offer, there’s no opt in. How do you possibly expect, yeah, look sexy, it looks great, great photos. But this, you know, website is not going to convert for these reasons. By the way. We have a, so we teach a four step process where every marketing piece follows and it’s interrupt, engage, educate and then offer very, very, you know, in, so interrupt is the headline.

Karl Bryan [00:42:30]:
Engage. Sub headline. Educate is just, you know, the long form copy or short form depending. But you know, long form copy, assume and then offer, which would go somewhere like the, you know what I mean, somewhere above the fold, you’d call it a newspaper on a website or in the bottom right hand corner of what would be like a printed advertisement. Right? But anyway, so looking at websites and looking at, you know, anybody advertising takes similar approach, you know, they don’t have an offer, how could they possibly promote one? So, so that, anyway, so that’s lead generation. Now let’s think conversion. Okay, you got to practice your clothes, right? I gotta practice your clothes. I should be able to wake you up from a deep, deep sleep at 3am and you should be able to spit out your clothes.

Karl Bryan [00:43:22]:
There’s a really, really good chance you can’t do that and that hurts your conversions. And remember, see, they never say no, they just ghost you, right? So you gotta make sure that you get that deal done. Like if you do a consultation, like you follow something that we have with profit acceleration software, right, We’ve got a series of questions that you ask in 12 specific and very important areas. Just like five questions, nice and tight, nice and easy, you can fly through it and you got to get the deal done. They don’t go home and say oh. They don’t go home and speak to their spouse and then send you an Email the next day and say, look, let’s go. That’s not the way it works. Right? And yes, that does happen once in a while, but that would be the anomaly.

Karl Bryan [00:44:01]:
And I don’t play anomalies. I pay play percentages. So you got to get that deal done in the moment. How do you do that? You practice your clothes. You’re highly compelling, and you got to have it down, and your offer needs to be tight, and you got to be confident. Remember, if two people of you and I sit down across from one another and you’re trying to sell me something, or I’m trying to sell you something, assuming that we have rapport, okay? And the way you build rapport is you complement, relate, and then you ask a couple of questions like, why did you start your business? When did you start your business? Those are the first two in our software. Why did you. When I say, why did you start your business? I take you back to probably greener pastures, to funner times.

Karl Bryan [00:44:44]:
When I say, when did you start your business? Again, I’m taking you into the past. And generally speaking, that can be a good thing. At the end of the day, if you and I sit down and one of us is trying to sell the other one, if we build rapport, the one with the most conviction, the one with the most confidence will influence the others. And the question is, are, you know, are you allowing them, you know, are they convincing you that they don’t need it, or are you convincing them they need it? Right, so, yeah, so. And by the way, the reason. So fear. I literally sent out a daily email today, and it was just about fear. And, you know, what’s more important than your fear? Like, why do they go home, speak to their spouse, and then, frankly, not speak to their spouse about it often, even though that’s what they said, and then not do it.

Karl Bryan [00:45:32]:
And it’s just fear. Their. Their mind starts to race the same way that my mind starts to race and your mind starts to race, they’re thinking about things that might not work out, right? They. They get busy yet. So you got to get that deal done. That’s the bottom line. And scaled pricing, again, can be a real unlock. If I suck at sales, what happens is I lower my coaching fees to, like, say, a grand a month, 12 grand a year.

Karl Bryan [00:46:00]:
And a way better way of doing it is to hold steady at 2 grand a year or 2 grand a month, 24 grand a year. But then scale in the pricing at 500, 1000, 1500, then two grand. Now they got four months to work with you to get to the $2,000 fee. Right. So you just closed a $24,000 client, but you only needed to get a $500 commitment. And yes, I understand what some people say about discounting, et cetera, et cetera, et cetera, but I also understand the dynamics of converting a coaching client in a short window of time where they’re not entirely sure if this is going to work. And it’s not just they either don’t believe in you, they don’t believe in themselves more often than not. And they don’t believe in the product, in the coaching, in the accountability.

Karl Bryan [00:46:42]:
Right. So by, by allowing yourself to do that, you might find that your conversions could go through the roof. But more I can talk about on that. But the bottom line is, remember, they never say no. They ghost you. You’ve got to get the deal done. You can never recreate the intensity after the consultation. Right, the consultation.

Karl Bryan [00:47:03]:
That’s a series of questions. Do you have a business plan? No. Do you have a marketing plan? No. Do you have your goals written down? No. Basically, it’s death by a thousand cuts, right? Where it’s impossible to sit with somebody over an hour and a half and see, no, no, no, no, no, no, no, no, no. And then say, no, I don’t need your help. I’m good. I’m doing a great job.

Karl Bryan [00:47:22]:
You know what I mean? Like, it just, it totally goes against the flow of the meeting. Right. So. And that again. So the conversion, you know, again, Q A is very important. Remember, you should be talking 20 and they’re talking about 80. They don’t want you to understand them. They want the feel understood.

Karl Bryan [00:47:39]:
Okay. They want to feel understood. Again, an unlock of sales and building rapport is very important. Remember, in I compliment, you know. Oh, what? You know, you, you know, beautiful kids, beautiful photo, beautiful office. Nice, nice. I love your warehouse. I met your staff, awesome secretary, etc.

Karl Bryan [00:48:00]:
So I’m complimenting and then I relate. Oh, you’re, you know, you’re from the country. I grew up on the country. You know, you, you love surfing. I love surfing. You love boxing. I love boxing. You work out every day.

Karl Bryan [00:48:14]:
I work out every day. You meditate? Gee, I’m trying to learn how to meditate. And it’s something that I struggle with, but I’m really working on, you know what I mean? So anyway, so compliment and relate. So then that would move me to the third basket, which is fulfillment. Okay, Very important. Remember, if you want to build a seven figure coaching company, it will be not Be lead generation. That will stop you. It will be fulfillment.

Karl Bryan [00:48:35]:
Okay? Fulfillment is what takes all. The lead generation takes the talent, fulfillment. Fulfillment takes the time. Let’s put it that way. Right. So let me just say this. So there’s two questions that have driven me over a 20 year business coaching career. Number one, why do 90%, why do 90% not earn profits and ultimately fail? And then question number two, what do the 10% have in common? This is what the big dogs in the coaching industry don’t want to tell you or don’t want you to know.

Karl Bryan [00:49:09]:
They don’t want to face it head on. Why? Because it’s hard. And this took me 20 years and millions of dollars of my own money to find out. There’s only one way to be certain to have a business coaching practice and that’s to be intentional and systematic in helping business owners become highly profitable and experience profit acceleration. Right? The best client is you five years ago. And that’s the person that will be easiest for you to direct. But at the end of the day, you’ve got to be able to be, or you need to be intentional and systematic in your approach in helping these clients become profitable. If you have, want to have a, you want to build a great company, you want to get and create great clients.

Karl Bryan [00:49:51]:
And what’s a great client? It’s a profitable client. Right? You gotta, you gotta help them stay out of the weeds. I know they’ve got challenges with their kids, they got challenges with their wife, they got challenges with their husband, they got challenges with their staff. You got to keep them out of the weeds and you got to create, you know, a framework where the goal is the goal. And remember, they’re trying to get big so they can get rich. And that’s not the way the story ends. Right. Again, you want to learn like the principles of wealth, it’s compounding.

Karl Bryan [00:50:18]:
And I know you probably understand compounding, but do you, do you have it working in your favor? Have you studied it in any way? Do you think about it often? And then, by the way, remember, first principles of compounding is what? And that’s marginal utility theory. Talked about that a little bit earlier. Ultimately, marginal utility theory, just think small incremental changes in multiple areas and you get, you get an exponential return instead of a linear return. Okay? And that’s what we refer to internally as profit acceleration. Again, that’s why I built profit acceleration software, not revenue acceleration software. Profit acceleration is all about hitting singles in the key areas, right? So help Your clients get 5% gains, hit singles like Moneyball that I talked about earlier not hit home runs and digital marketing, which, that’s, that’s awesome. If they hit a home run, they hit home run. But remember, I’m looking for a single in 12 specific areas.

Karl Bryan [00:51:13]:
And by the way, the 12 specific areas in our Jumpstart 12 and the software and that I would encourage you to follow are the same ones that McDonald’s, Subway, Walmart and all the behemoths have dialed in like the Jumpstart 12. And the foundation of my profit acceleration simulator is the 12 areas. Like what? Okay, so you asked me what are the 12 areas that McDonald’s has dialed in? Guess what? They are. They control their costs and buy. Well, that’s part of being a franchise. They raise their prices over the course of the year. Look at the price of the Big Mac over the last 50 years and you’re going to see that it consistently went up year after year. They have a market think unique selling proposition.

Karl Bryan [00:51:50]:
We teach it a little bit differently internally where it’s a market dominating position. The difference between them is that a market dominating position solves the, solves the biggest problem for the ideal client. Okay, so what does McDonald’s have the drive through? Okay, think mom, you know, she’s very busy. She’s driving home from work. If she could stop at McDonald’s and go through the drive through instead of having to get the kids out of the car in the McDonald’s, do the order, sit down, eat, pack up all the stuff, throw it in the garbage, get them back into the car and the kids are fighting and the kids are carrying on, the kids aren’t listening, etc. What if you could just go through the drive through, grab, order the food through the window, not get out of the car, grab the food, put it in the back seat and by the time you get home, they’ve eaten and then she can get on with their night and you know, do the, you know, do the, you know, what she needs to do around the house and heaven forbid, sit down, put her feet up and watch a little bit of tv. Right? So again, so, so drive through, right? And by the way, fast food is another market dominating position. Some people do or do not know that.

Karl Bryan [00:52:50]:
And it wasn’t Ray Kroc that came up with fast food. It was actually the McDonald’s brothers, right? But fast food is a market dominating position. You’re never gonna, you never hear fast food and think, oh wow, it’s gonna be like super healthy. It’s pretty obvious that, look, this stuff’s you know, gonna be quick. Potentially nasty, but it’s gonna be quick. And I’ve only got so much time for my lunch break, so guess where I’m going, right? What else do they have? They have an upsell. Do you want me to supersize that? They have a cross sell. Do you want fries with that? They’ve got a bundle.

Karl Bryan [00:53:18]:
Happy Meal. Do you want me to turn that into a meal? Right. Sound familiar? Joint ventures. You go to Walmart, guess what’s there. McDonald’s. You go to the gas station, guess what’s there. McDonald’s. They have compelling offers.

Karl Bryan [00:53:30]:
They use kids toys and those sorts of things to drive those additional products and services. They got, I don’t know, McRib Pizza. I’m not a huge. But I’m not, not the McDonald’s guy, but I live on an island and There is no McDonald’s there and probably never going to be. But anyway, so McRib, McPizza, etc. So they have that dialed in. So McDonald’s built 100. What? I don’t even know what.

Karl Bryan [00:53:54]:
I don’t even know what their enterprise value is, but it’s hundreds of billions of dollars. And they did it following the jumpstart 12 straight out of my software. And again, marginal utility theory. They don’t double the price of the Big Mac. They hit a single. They don’t expect to get the fry, you know, get the food for free. They control their costs in a small, intentional, meaningful way. They don’t expect to get, you know, joint ventures.

Karl Bryan [00:54:20]:
You go into a gas station, there’s a McDonald’s, but you go into another gas station, there’s not. Right. Like you don’t. They don’t have joint ventures with everybody. It’s small incremental changes. They hit single, single singles in multiple areas. And guess what? They built a behemoth. They built an insanely profitable.

Karl Bryan [00:54:38]:
Just. Do you want fries with that? The money that they make at the end of the year on that question, do you want fries with that would boggle your mind, right? But. And that’s where the Jumpstart 12 areas come from. Again, it’s what Walmart, it’s what subway, it’s what McDonald’s have dialed in. Translation, that’s what your business coaching client should have dialed in. That is the way to make uber profitable companies. Remember, 90% fail, right? What kills them, Profitability. That’s why they don’t run out of ideas, they don’t run out of enthusiasm, they don’t run out of time.

Karl Bryan [00:55:08]:
They Run out of profits, run out of money. Right there. Remember, they’re trying to get big so they can get rich and that’s not the way the story ends. So for you, the mandate, you want to have the six figure multiple, six figure, seven figure, what we call internally unicorn client. Create profitable coaching clients as your mandate, keep those clients out of the weeds and I think you’ll be doing well. But remember, to build a six figure multiple six figure, seven figure coaching company, there are only three baskets. You need to concentrate on lead generation, conversion and fulfillment. Right? So dial in on those things.

Karl Bryan [00:55:51]:
And again, if you’re not the greatest coach in the world, get a little bit better every day and you get a 37x return of 365 days with a 1% return. Again, that’s marginal. That’s part of marginal utility theory. If you suck at lead generation, get a little bit better every day for 365 days and you’d be 37x as good at it. And if you were 37 times as good as you are now, you’d be dangerous. Right? Conversion. You suck when you sit with people, you suck at getting those deals done. And I have been there, I assure you I did not start.

Karl Bryan [00:56:24]:
You know, nowadays I managed to get deal done a little bit, but I can tell you that I sucked as a salesperson when I got going just a little bit better. A little bit better. A little bit better over a 20 year career. So yeah, that’s, that’s what you need to do. So sans road dog, I hope that was valuable. New Year, New Year. Like a new new Year new. You screwed that up.

Karl Bryan [00:56:48]:
That’s all I got for you. And all I can say is go get yours. And my best to you and your family and your coaching clients and Happy New Year to you and yours. See you next time. Bye bye.

Outro: Karl Bryan built Profit Acceleration Software 2.0. So as a business coach, you’ll never again have to worry about working with business owners that can’t afford your high end coaching fees. Check us out@focused.com.