Business Coaching Secrets – Episode BCS-230

In this episode of Business Coaching Secrets, Karl Bryan and Rode Dog are back with an energetic look at the real drivers of profit margin, how to help manufacturing businesses beat wastage, and the mindset shifts every business coach needs to help clients achieve breakthrough results. The hosts share practical frameworks, memorable metaphors (the "downtime" method and owning the train tracks vs. the train), and classic dad jokes, all while unpacking how to deliver more value, build better business models, and create habit-forming wealth—whether you're a coach, client, or even a psychic!

Key Topics Covered

Gross Profit Margin Mastery

• Why margins—not just top-line revenue—are the "magic pill" in business.

• How poor gross profit numbers signal underlying issues and where coaches should start when advising small businesses.

Wastage in Manufacturing (and Beyond)

• Detailed exploration of "DOWNTIME"—a practical acronym for finding margin leaks: Defects, Overproduction, Waiting, Not utilizing talent, Transportation, Inventory, Motion, Excess processing.

• Real-world advice on how streamlining, better management, and process design (like FedEx's "always turn right" logistics) slash costs and boost profit.

Coaching Mindset & Client Fit

• Karl's "red arrow, you are here" approach: Determine if you and your client are a fit before fixing problems.

• The importance of using story and empathy when addressing underperformance or conflict in coaching relationships.

Business Model Evolution

• How to rethink your pricing and offers—leveraging high-ticket, high-margin solutions instead of chasing low-value deals.

• Case study: Transforming a psychic business from $250 readings to $10,000 retreats using strategic lead generation and compelling offers.

North Star Questions for Decision-Making

• The power of a guiding question ("Will it make the boat go faster?" or "Does it help us grow?") for every business and coach—and why creating your own North Star changes the entire decision-making framework.

Notable Quotes

"Profit margins, they're truly the magic pill of business. If you don't understand margins, you're a joker." — Karl Bryan

"Rich business owners do the right things. Wealthy people own the right things." — Karl Bryan

"If you don't know your numbers, you don't know your business. The gold is in understanding, not just being busy." — Rode Dog

"You don't want to be the best, you want to be the only." — Karl Bryan

"Bad advice is very expensive. And doing the right things is never sexy—but it's always profitable." — Karl Bryan

Actionable Takeaways

Know Your Numbers:

• Start every coaching engagement by drilling into revenue, gross profit margin, and net profit—all the way to client-by-client and product-line-by-product-line if possible.

Combat Wastage with DOWNTIME:

• Use the DOWNTIME acronym to systematically root out defects, overproduction, poor process flow, and more, regardless of industry.

Reimagine Your Offers:

• Don't settle for small-ticket solutions. Stack offers, introduce upsells and downsells, and focus on recurring high-value relationships over single sales.

Adopt a Primary Question:

• Develop your own "North Star" question to guide every decision—whether it's "Will it make my future self healthier?" or "Will it help my clients become more profitable?"

Lifetime Value > One-Time Sales:

• Strive to make a sale to get a long-term customer—not just to make a quick buck.

Facilitate, Don't Dictate:

• Manage client psychology with storytelling and education, not just data or criticism.

Serve Before You Sell:

• Provide help and build genuine relationships long before pitching, ensuring trust and higher conversion.

Resources Mentioned

• Profit Acceleration Software (developed by Karl Bryan)

• DOWNTIME framework for identifying waste in business operations

• Books: Accounting 101 for Business Coaches by Karl Bryan

• Focused.com — Karl's daily business coaching emails & resources

• Networking reference: Examples include BNI, Chambers of Commerce, etc.

If you enjoyed the episode, please subscribe and share with a fellow coach, and leave a review! Ready to take your coaching business to the next level? Don't wait—visit Focused.com for more on Profit Acceleration Software™ and ways to grow your practice.

👉 Karl Bryan helps business coaches get clients. Period.

For more tips and coaching magic, grab a free subscription to The Six-Figure Coach magazine: https://thesixfigurecoach.com/get-it

🔥 Don't forget to subscribe, rate, and share the show: https://podcasts.apple.com/us/podcast/id1477099279

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

Karl Bryan is the creator of Profit Acceleration Software™ and The Six-Figure Coach Magazine. His mission is to show business coaches how to attract clients, fill events, and close high-fee deals with real, measurable value.

See you next week on Business Coaching Secrets!

In this solo episode of Business Coaching Secrets, host Karl Bryan delivers a masterclass in simplifying and scaling a coaching business. Karl breaks down how to set winning rules for business, client acquisition, retention, and profit, drawing inspiration from legends like Warren Buffett and Dave Brailsford. He unleashes actionable tools, mindsets, and relentless frameworks that any coach can implement to boost profits, eliminate overwhelm, and build a seven-figure practice by focusing on what matters most.

Key Topics Covered

The Power of Rules in Business and Investment

• Why every successful investor or entrepreneur (Buffett, Dalio, Musk) operates from a strict set of core rules.

• Karl's two golden rules for coaching businesses: "Get clients. Keep clients."

• Practical demonstration on applying rules to client expenses—cutting costs and raising prices for maximum profit.

Utility and Value Creation

• The concept of utility: Why assets and services with high utility (like Apple products) have lower downside risk and greater staying power.

• Translating high-utility thinking into the coaching offer and fulfillment model.

Tracking, Measuring, and the Compound Effect

• The critical role of daily, weekly, and monthly tracking (of bank balance, client list, expenses).

• How "what gets measured, gets managed" applies to client work, pricing, and retention.

Profit Acceleration and Expenses Audit

• Using the Profit Acceleration Software to identify multiple, marginal gains across a client's business.

• The impact of line-by-line expense review—cutting non-essential spending that doesn't "get or keep a client."

Mastery of Lead Generation, Conversion, and Fulfillment

• Separating coaching tasks into "lead gen, conversion, fulfillment" baskets.

• Why developing a daily plan (not just ideas) is the bedrock of consistent client acquisition.

• Effective pre-event, event, and post-event strategies for networking, live events, and trade shows.

Mindset, Environment, and the "Who Not How" Principle

• Why level of thinking, not tactics, determines success.

• Adopting the "who could do this" mindset to scale faster—borrowing the lesson from Dan Sullivan's "Who Not How."

• The importance of your environment, mentors, and inner circle.

Fulfillment and Product Excellence

• Obsessing over product (your coaching, your client results) as the lever for organic growth.

• Lessons from world-class product creators (Apple, Facebook) and the "aggregation of marginal gains" used by cycling coach Dave Brailsford.

Persistence, Vision and Core Beliefs

• Outstanding examples of persistence: Ray Kroc, Colonel Sanders, Mel Fisher, and how relentless belief creates legendary outcomes.

• Why you'll be remembered for what you refuse to give up on.

Notable Quotes

"Get clients. Keep clients. That's it. It's that simple."

"Recurring revenue, repeat customers equal profit."

"If you're tracking it, it will go in the right direction. By hypnosis, if you start tracking, it will improve."

"Serve first—the ultimate hack is your level of thinking."

"Do you have the center of your dartboard? Set your target and do not deviate."

"You'll be remembered for what you refuse to give up on."

Actionable Takeaways

Adopt and Enforce Simple Rules:

• Abide by "get clients, keep clients"—apply it ruthlessly to every decision, expense, and task.

Audit, Track, and Measure Everything:

• Track your financials, client numbers, revenue, and client goals daily, weekly, and monthly. Do the same for your clients.

• Use expense line audits—if a cost doesn't get or keep a client, question or cut it.

Focus on Utility and Value:

• Raise client prices and reduce expenses to rapidly justify your coaching fees.

• Demonstrate tangible ROI results quickly (even before aiming for "sexy" projects).

Master Lead Gen with Real Plans:

• Separate daily activities into lead gen, conversion, and fulfillment.

• Utilize pre-event, at-event, and post-event planning to maximize networking and event ROI.

Think Bigger, Then Hire Wisely:

• When you ask "How do I do it?"—upgrade your thinking to "WHO can do this for me?"

• Build a team strategically; an A-player is worth 10 B-players.

Anchor Yourself to Purpose and Persistence:

• Find your "why" and be guided by bigger reasons than money.

• Accept setbacks as part of your journey; keep going no matter what.

Resources Mentioned

• Profit Acceleration Software (developed by Karl Bryan)—for instantly identifying six-figure profit opportunities in small businesses.

• Four-Day Training on Financials (clients only)—deep dive on reading financial statements and justifying high coaching fees.

• Book: Who Not How (Dan Sullivan & Dr. Ben Hardy)

• Focus.com—where coaches can get more information on Karl's signature software and programs.

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

Ready to elevate your coaching business? Don't wait! Listen to this episode now and make strides towards your goals. Visit Focused.com for more information on our Profit Acceleration Software™ and join our community of thriving coaches.

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

👉 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 https://go.focused.com/profit-acceleration

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

🔥 Be sure to subscribe, rate, and share the show https://podcasts.apple.com/us/podcast/id1477099279

🚀 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™ that shows you how you can BOOST bottom-line profits of any business using the power of compounding growth—without spending more on marketing.

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

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

In this episode of Business Coaching Secrets, host Karl Bryan welcomes BJ O'Neal—veteran business coach, John Maxwell founding partner, and leader of a coaching team approaching 50 strong. Together, they dive into the real-world secrets behind long-term success in business coaching: from building authentic relationships to leveraging live events, and from creating systematic value to mastering the all-important art of consistency. BJ shares hands-on stories, how he scaled his coaching operation, and practical techniques for client acquisition and retention in today's competitive market.

Key Topics Covered The Power of Consistency Over Talent

BJ O'Neal and Karl Bryan repeatedly return to the foundational principle that consistent action, more than raw talent, is the difference between success and mediocrity in business coaching. Whether it's lead generation or following up with prospects, the theme is: do it rain or shine, not just when it feels easy.

Plans vs. Ideas: Why Execution Wins

Both emphasize the critical importance of having (and sticking to) a flexible but defined plan. BJ highlights that "winging it" might have worked years ago, but today, a structured game plan—and the discipline to follow it—are non-negotiable.

Lead Generation Through Events and Value-First Mindset

BJ reveals that live local events have fueled his coaching growth, with lasting relationships and expertise amplified from the stage. Critically, he stresses that coaches should focus on building trust and solving real problems, letting client acquisition follow as a natural outcome.

Using Software to Accelerate Clarity and Wins

BJ shares how Karl's Profit Acceleration Software is his secret weapon for creating instant "aha" moments with business owners. By systematically revealing incremental opportunities across a dozen business levers, BJ helps clients see what's possible—and dramatically increases conversion rates.

Building a Team of Coaches

BJ discusses scaling his own coaching practice by mentoring and equipping a team nearing 50 coaches—all using the same software systems and value-first approach.

Authentic Relationship Building

Both BJ and Karl underscore the importance of genuinely caring for clients (and prospects), building trust through empathy and "listening to understand," not just listening to respond.

Owning Accountability

A structured plan is key, but so is holding clients (and oneself) accountable—with a blend of candor, genuine care, and clear expectations set from the start.

Notable Quotes

• "Consistency beats talent. The end. Mic drop." — Karl Bryan

• "Let the getting the client be the byproduct of solving someone's problem." — BJ O'Neal

• "You can't start in someone else's middle." — BJ O'Neal (on running live events and not comparing your beginning to someone's peak)

• "Are you legitimately being 'dad' with your clients—setting hard lines—not just being their best bud?" — Karl Bryan

• "To be unclear is to be unkind... You're sabotaging yourself if we don't follow the plan." — BJ O'Neal

• "If you truly care about the individual and listen with empathy, that creates connection and buys trust." — BJ O'Neal

Actionable Takeaways

1. Run 10 Local Events: Don't just do one or two—commit to at least ten. BJ explains that the real growth, confidence, and compounding results occur after multiple events.

2. Execute a Flexible Plan, Not Just Ideas: Have a documented, step-by-step plan for yourself and your clients. Revisit and refine it, but don't let daily distractions derail your direction.

3. Focus on Value—Not Just Selling: Shift away from "commission breath." Be seen as a problem-solver and relationship-builder. Listen with intent, and let client acquisition follow naturally.

4. Leverage Visual Tools and Software: Use assessment tools like Profit Acceleration Software to create "aha" moments—showing tangible value in black and white to multiply buy-in.

5. Build Trust Through Authenticity: Don't treat everyone as a "walking dollar sign." Care about client outcomes and relationships whether or not they sign up—referrals and influence follow from genuine connection.

6. Set Crystal-Clear Accountability from Day One: Define the plan, agree on objectives, and make it known you'll hold clients to it. "To be unclear is to be unkind."

7. Don't Skip Storytelling: Use real-life stories and analogies to make business concepts relatable and memorable for clients.

8. Consistency Matters Most: Talent is good but showing up, rain or shine, is better. Whether networking, event-running, or daily execution—consistency compounds.

Resources Mentioned

• Profit Acceleration Software™ (developed by Karl Bryan) The backbone for creating client "aha moments" and structuring the coaching process.

• Focused.com Home of Profit Acceleration Software, tools, and business coaching resources.

• John Maxwell Certification For those interested in developing leadership skills and coaching expertise.

• Books Mentioned:

  • "People Buy You" by Jeb Blount

  • Works by John Maxwell

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

Ready to accelerate your coaching business? Don't wait—listen to this episode and start taking action. Visit Focused.com for more on Profit Acceleration Software™ and join our global community.

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

👉 Karl Bryan and Rode Dog help business coaches get clients. Period.

For more on attracting small business owners, filling events, and closing premium clients, explore https://go.focused.com/profit-acceleration

👇 Free Six-Figure Coach Magazine Subscription: https://thesixfigurecoach.com/get-it

🔥 Be sure to subscribe, rate, and share the show Apple Podcasts

🚀 Karl Bryan, Creator of Profit Acceleration Software™ He's on a mission to help YOU get more clients and greater impact.

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

Business Coaching Secrets with Karl Bryan Episode: 227

Karl answers questions from business coaches around the world with real-world strategies and tactics to grow your coaching business.

- Karl Bryan interviews Don Vanpool

And more.

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

Be sure to subscribe, rate and share the show!

Business Coaching Secrets with Karl Bryan Episode: 226

Karl answers questions from business coaches around the world with real-world strategies and tactics to grow your coaching business.

- Karl Bryan interviews Arthur Mandell

And more.

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

Be sure to subscribe, rate and share the show!

In this episode of Business Coaching Secrets, Karl Bryan and Rode Dog shake up their usual format by bringing on Karl Diffenderfer—a top-performing business coach and longtime member of the Focused.com coaching team. Karl ("KD") shares candid insights into his journey, his biggest client successes (including taking a client from $1 to $5 million in revenue), his struggles with perfectionism and execution, and the systems and mindsets that have fueled his record-breaking months. This episode is a masterclass in overcoming loneliness, leveraging systems, and taking consistent action as a business coach.

Key Topics Covered

Karl Diffenderfer's Path to Rockstar Coaching

• KD discusses his 11+ years in coaching, the transition from dabbling in multiple coaching niches (life, spiritual, leadership) to focusing exclusively on business coaching, and how joining Focused.com ("the perfect fit for me") turbo-charged his growth with superior systems and the Profit Acceleration Software.

Turning Struggles Into Success: The Power of Execution

• KD opens up about a tough lesson he learned from his own coach—how making excuses and blaming external factors held him back from results. When his coach (with confirmation from his wife) pointed it out, it became a pivotal moment to take radical ownership for his outcomes.

• He warns against being trapped in "perpetual system-building" and perfectionism. "I was always building…but not executing"—that was killing both his results and list engagement.

Systems—But Not at the Expense of Action

• Building systems is crucial, but success only comes when you implement, refine, and stick with them until they actually deliver. KD shares how procrastination often shows up as tweaking systems, rather than using them.

• "Pick a small piece of the big vision, execute it well, then add the next piece—rather than waiting till everything's perfect."

Lead Generation: Hunting vs. Farming

• KD distinguishes between "farming" (broad social media, waiting for inbound leads) and "hunting" (deliberate outreach, speaking, networking, live events, and joint ventures).

• He recommends an 80/20 focus: 80% of your time on hunting, 20% farming—especially early on. Examples: joint venture partnerships with attorneys, CPAs, and payroll processors; offering to coach them for free to build relationships and referrals.

Service First, Scarcity Mindset, and Client Retention

• KD often coaches key joint venture partners for free, in exchange for introductions and to master his craft. "I cared more about bringing value than the money. The money came later."

• He sets proactive expectations: scarcity (only a couple client slots), and a requirement (written into agreements) that if value slips, clients must let him know—plus a 30-day notice period to "right the ship" and retain the relationship.

• He emphasizes meeting clients where they're at, letting them process at their pace, and guiding them patiently—even when they're not ready for the advice they most need.

Investing in Yourself and the Virtuous Growth Loop

• KD invests profits back into his business, whether staff, advertising, or his own coaching. Coaches who constantly learn, grow, and maintain passion retain clients longer and attract higher fees.

Notable Quotes

• "If any of us have arrived, well, then we're not really a good coach. We have to be coachable ourselves."

• "I spent years building my own systems and I didn't even get close to what's inside the Profit Acceleration Software. I wish I'd found it sooner."

• "At the end of the day, I wasn't taking responsibility for my results."

• "Too many coaches love to build things, but don't love to execute things."

• "I sat on a database of 5,000 people, never organized it, sent out one email, got tons of unsubscribes. My perfectionism was getting in my own way."

• "Start small—execute one piece well, then add the next. Don't try to do it all at once."

• "You want to have 80% of your lead gen be hunting—public speaking, events, joint ventures—and 20% be farming like social media."

• "I cared more about bringing value and helping the world than I did about money. The money came later."

• "If I'm not learning and growing as a coach, I'm in the process of losing my clients."

Actionable Takeaways

Take Radical Ownership: Stop blaming systems, markets, or leads. Look in the mirror and take full responsibility for your outcomes.

Move from Building to Executing: Stop perfecting your systems and start executing—even if it's just one small part. Refine as you go, don't wait for "ready."

Hunt for Leads Relentlessly: Prioritize proactive outreach—speaking, live events, networking, and JV partnerships over passive social media farming, especially early on.

Offer Value First (Even Free): Coaching referral partners and joint venture contacts for free builds your skills and delivers referrals—don't fear "giving away" your expertise.

Use Scarcity and Set Clear Agreements: Limit client slots, write into your contract that clients must speak up if they feel value is lacking, and require a notice period. This gives you time to fix issues and retain clients.

Meet Clients Where They Are: Guide patiently at their pace, align with their motivations, and ask probing questions to reveal their real pains—don't force your agenda.

Invest in Your Own Growth: Keep hiring mentors and reinvesting in your business, even (especially) as you scale higher. Your passion and progress will directly affect client loyalty.

Resources Mentioned

- Profit Acceleration Software (by Karl Bryan) - Focused.com Coaching Community - BNI (Business Network International) & Local Networking Groups - Joint Venture Referral Partners: Business Attorneys, CPAs, Payroll Processors, Bookkeepers, Credit Card Processors

Enjoyed this episode? Subscribe, share with a fellow coach, and drop a review! See you next week on Business Coaching Secrets!

Ready to accelerate your coaching business? Listen to this episode now and take your next step. Visit Focused.com for more about Profit Acceleration Software™ and join our thriving community.

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

👉 Karl Bryan gets clients for business coaches. Period.

For more proven strategies to attract clients, fill events, and close high-fee deals, visit: https://go.focused.com/profit-acceleration

👇 Claim your free subscription to The Six-Figure Coach magazine: https://thesixfigurecoach.com/get-it

🔥 Subscribe, rate & share the show: https://podcasts.apple.com/us/podcast/id1477099279

🚀 Created by Karl Bryan, Founder of The Six-Figure Coach Magazine and developer of Profit Acceleration Software™—helping coaches and consultants get more clients.

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

Episode Summary

In episode BCS-224 of Business Coaching Secrets, Karl Bryan takes the mic solo (with Rode Dog away) to dive deep into high-impact topics for business coaches eager to attract and retain clients. Karl shares his distinctive perspective on discounting strategies, reveals a "chess over checkers" approach to business offers—using Gary Vaynerchuk's legendary liquor store story—and unpacks practical step-by-steps for forming joint ventures, landing clients fast, and delivering tangible results in record time. The episode is loaded with actionable insights for coaches who want to elevate their sales, client satisfaction, and long-term retention.

Key Topics Covered

Unique Take on Discounting and Profit Margins

• Karl outlines why discounting can be more damaging than helpful, explaining the real cost behind seemingly small price cuts (e.g., a 10% discount means you have to sell 33% more just to break even).

• He reviews psychological distinctions between different promotional offers ("buy one get one," "two for one," etc.) and why story-driven offers outperform generic price discounts.

Gary Vaynerchuk's $60 Million Discount Strategy

• Breakdown of a case study: Gary Vee grew his family's liquor store from $3M to $60M by using below-cost offers on popular products to drive foot traffic, then upselling high-margin boutique items through in-store storytelling.

Loss Leaders and Coaching Offer Design

• Applying the Gary Vee playbook to business coaching: Use a "loss leader" (e.g., finding $100K in 45 minutes with no extra marketing) to get prospects in the door, then upsell extended engagements.

Forming Joint Ventures with Accountants (and Others)

• Don't use generic JV pitches. Instead, diagnose your partner's biggest pain points and create a test-drive solution that addresses their real problems (like helping accountants avoid the tax-season rush by getting clients to check in quarterly).

How to Get a Client in 30 Days

• Shake some trees! Karl shares his proven strategies: bold joint ventures, direct value offers, pre-pay referral rewards, and hosting local events to fill your calendar with meetings (and clients).

Getting Real Results—Compounding Singles, Not Home Runs

• The fastest way to wow new clients is by compounding small 3% improvements in 12 core areas of their business, not just swinging for the fences with big promises.

• Analogies to baseball (win with singles vs. swinging for home runs) and Einstein's "eighth wonder" (compound interest) make the strategy memorable and concrete.

Notable Quotes

"If you offer a 10% discount, you have to sell 33% more to break even. Think about the logic behind that."

"Do not confuse being busy with being successful."

"Chess over checkers—have a strategy behind every discount, every offer."

"Your marketing should always influence significantly more people than your client list ever could."

"The world's worst drug is comfort—it's what keeps you from making the calls and shaking the trees."

"You win with singles and good base running, not just home runs."

Actionable Takeaways

Be Strategic with Discounting

• Before applying a discount, work out the true break-even point—and consider if a more creative offer or "loss leader" strategy would yield better long-term results.

Leverage Storytelling to Upsell and Retain

• Use every interaction as a chance to tell memorably differentiating stories (just like Gary Vee's boutique beer pitch) to turn trial customers into loyal, high-margin buyers.

Solve Real Problems for JV Partners

• When pitching accountants or other partners, lead by identifying their pain points (seasonal client crush, one-off orders, retention issues) and offer to solve them with a test-drive.

Shake Trees for Fast Results

• Don't wait for perfect systems. Take massive action by contacting potential clients, making JV offers, and personally delivering value to three prospects every day.

Get Results with Compound Improvements

• Deliver tangible results for clients by making small improvements (3–5%) in 12 business areas—cost-cutting, pricing, bundling, cross-selling—that add up to huge gains.

Block Daily Lead Generation Time

• Dedicate at least two hours a day to outreach, problem-solving, and relationship-building if you want to keep your pipeline full.

Resources Mentioned

Profit Acceleration Software™ (by Karl Bryan)

• Used to find $100,000+ in 45 minutes for business owners—without extra marketing spend.

• Learn more or get a demo: https://go.focused.com/profit-acceleration

Local Legends Program

• For running local live events and becoming the go-to business coach in your community (clients only).

The Six-Figure Coach Magazine

• Free subscription at: https://thesixfigurecoach.com/get-it

Networking and Referral Groups

• BNI, local chambers, and similar business organizations for building JV partnerships and sourcing local clients.

If you enjoyed this episode, subscribe, share it with a fellow coach, and leave us a review. Catch us next week on Business Coaching Secrets!

Ready to transform your coaching business? Listen now, take action, and check out Focused.com for more on Profit Acceleration Software™ and our thriving coaching community.

Karl Bryan helps business coaches get clients—period. Demo the Profit Acceleration Software™: https://go.focused.com/profit-acceleration Listen and subscribe: Apple Podcasts 🔥 Be sure to subscribe, rate, and share!

Karl Bryan is the creator of Profit Acceleration Software™ and founder of The Six-Figure Coach Magazine—dedicated to helping coaches and consultants get more clients, more profit, and more freedom.

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In this episode of Business Coaching Secrets, hosts Karl Bryan and Rode Dog dive deep into live event strategies for business coaches, tackling the age-old debate: should you speak first or last at a multi-speaker event? They also explore how to become a better speaker, key lessons from Warren Buffett, the law of triviality in coaching relationships, and mental models for improved decision-making. Packed with actionable advice and trademark banter, this episode is pure gold for coaches looking to raise their game.

Key Topics Covered

Speaking Order at Live Events: First or Last?

• Karl explains the psychology of memory and why "last out, first remembered" is usually the best approach when choosing your speaking slot at an event with multiple speakers.

• He compares event presentations to rock concerts—headliners save their best songs for the end and so should you with your best content.

• But selling from stage? Consider aiming for the "just before lunch" spot when wallets (and attention) are still full.

How to Become a Better Speaker & Presenter

• More than repetition: Karl champions "total immersion"—practicing your core talk dozens of times, breaking it down into openings, middles, and closes.

• Use frameworks: Like a movie script or stand-up set, the best talks follow proven flows. Russell Brunson's "Expert Secrets" gets a shout-out for actionable frameworks.

• Start strong, end with a bang, seed your offer throughout, and focus on audience engagement and entertainment—not just data dumps or slides.

Warren Buffett's Best Business Advice

• It's not about rowing faster, it's the boat you pick—business model trumps hustle.

• Seek investments or business lines that are "habit forming."

• Control your emotions—true power lies in restraint and logical observation.

Mental Models: How to Think Like the Best

• Karl and Rode Dog emphasize building a personal toolbox of mental models to make smarter, more rational business decisions—referencing books like "Seven Habits of Highly Effective People."

• Frameworks such as "begin with the end in mind," and "focus on the big rocks," are highlighted for their transformative power.

Why Coach-Client Relationships Fail

• The 80/20 truth: most people settle for the comfort zone, few do the work.

• The "law of triviality": Both coaches and clients waste time fiddling with minor details (like editing PowerPoint decks) instead of tackling high-value "big rock" challenges.

Notable Quotes

"Last out, first remembered. The folks at the beginning will be first forgotten." — Karl Bryan

"It's not how fast you row, it's the boat you're in." — Karl Bryan on Warren Buffett's wisdom

"You need to use your favorite mental models and use them consistently throughout your day." — Karl Bryan

"The problem is that people confuse being busy with being successful. That is a bad idea." — Karl Bryan

Actionable Takeaways

1. Pick the Right Spot: Aim to be the final speaker at events for maximum retention—unless you're selling, then "just before lunch" may be prime.

2. Perfect Your Talk: Practice each section separately and immerse yourself—do 10 videos/presentations in a day to rapidly advance your skills.

3. Use Engagement Triggers: Open with a joke, involve the audience, and build rapport early. Ask questions that get everyone raising their hand.

4. Structure with Frameworks: Don't wing it—follow proven speaking flows or frameworks (like those from "Expert Secrets") to increase confidence and effectiveness.

5. Think Bigger—Solve Big Problems: Direct client focus (and your own) toward "big rocks" that make everything else easier, not just easy, low-impact activities.

6. Emotional Control: Before firing off that angry email or reaction, pause and sleep on it—or use a series of clarity-boosting questions to respond thoughtfully.

7. Develop and Use Mental Models: Identify a handful of powerful mental models (beginning with the end, big rocks vs. pebbles, etc.) and run major decisions through them consistently.

Resources Mentioned

- "Expert Secrets" by Russell Brunson Offers practical frameworks for structuring talks and presentations.

- "Seven Habits of Highly Effective People" by Stephen Covey A classic breakdown of powerful mental models for personal and business growth.

- "The One Thing" by Gary Keller A guide to focusing on tasks that have the biggest impact—"big rocks."

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

Ready to elevate your coaching business? Don't wait! Listen to this episode now and make strides towards your goals. Visit Focused.com for more information on Profit Acceleration Software™ and join our community of thriving coaches.

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

👉 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 https://go.focused.com/profit-acceleration

👇 For a free subscription to The Six-Figure Coach Magazine: https://thesixfigurecoach.com/get-it

🔥 Be sure to subscribe, rate, and share the show: https://podcasts.apple.com/us/podcast/id1477099279

🚀 Karl Bryan, Creator of Profit Acceleration Software™ Karl Bryan gets clients for Business Coaches...period. Founder of The Six-Figure Coach Magazine and creator of Profit Acceleration Software™—designed to BOOST profits for any business using compound growth strategies without extra marketing spend.

His goal is simple: help coaches and consultants get more clients and deliver life-changing results.

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

In this solo episode of Business Coaching Secrets, Karl Bryan takes the reins while Rode Dog is away, tackling real and practical questions submitted by listeners on how to identify and secure your ideal coaching clients, as well as how to help clients master cash flow—especially in collecting money owed and managing payables. Karl peels back the curtain on actionable frameworks, real life psychology, and profit-driving systems used by top-performing business coaches.

Key Topics Covered

Finding Your Ideal Coaching Client

• Karl unpacks his proven philosophy: "Your best client is you five years ago," and how to use your own journey, skills, and experience as a blueprint for the types of clients and industries to target.

• The importance of aligning your client base with your existing strengths, passions, and expertise—while recognizing that betting on what you're good at often outpaces simply following what you love.

• How immersion—whether in building a program, learning a language, or mastering new skills—trumps half-hearted multitasking.

Frameworks for Delivering Transformative Results

• Why business coaching programs should be structured around solutions the coach themselves would have needed in their earlier career.

• Tips on leveraging your unique background, from accounting to owning a sports stadium, as powerful assets for client attraction and retention.

Cash Flow Systems for Clients

• Karl details actionable, step-by-step systems for helping clients collect overdue accounts receivable and manage accounts payable—driving immediate impact on their cash position.

• Highlights the classic error of new revenue obsession while letting existing collections slip, and why "cash is king" is never more urgent than in economic downswings.

Psychology & Mindset Roadblocks

• The hidden self-sabotage in clients who don't collect money effectively; how to shift focus from just earning to also saving and managing cash.

• The "sweetheart syndrome"—why paying everyone immediately just to avoid debt can be disastrous for business longevity.

Industry & Timing: Where Coaches Should Focus

• The significance of choosing clients in trending, expanding industries—using anti-aging as a primary example.

• Timing beats everything: why industry trends and timing are the "X factor" for client and coach success.

Notable Quotes

"Your ideal client is you five years ago… only second best to you ten years ago."

"When you go into business, you've got to go into the game of problem-solving."

"You want 20 cents? Go earn one. You want 100 cents? Go save one."

"Businesses don't go out of business because they run out of ideas or opportunities… They go out of business because they run out of cash."

"Generalizations murder intelligence… itemize those accounts receivable."

Actionable Takeaways

1. Identify Your Ideal Client by Looking in the Mirror: Leverage your own experience—your journey, challenges, expertise—to attract clients you're perfectly positioned to help.

2. Immerse, Don't Dabble: Go deep on one thing that matters, whether designing a program, writing a book, or skill-building, and avoid the trap of scattered multitasking.

3. Build Programs You'd Buy: Create coaching offers, structures, and even books you would have desperately benefited from five or ten years ago.

4. Implement a Stringent AR & AP Process: Help clients itemize outstanding invoices, create clear collection SOPs by age and probability, and never delegate collection until systems are dialed in.

5. Focus on Trends and Timing: Target industries and niches on the rise—timing accounts for more business success than nearly any other factor.

6. Teach Clients to Think in Percentages: Highlight the exponential impact of small changes in conversion rates, pricing, or margins to drive sustainable business growth.

7. Encourage "Smart Cash Discipline:" Don't let clients be "sweethearts"—teach the importance of managing cash flow through proper payables practices and resisting the urge to pay everyone straight away.

Resources Mentioned

• Profit Acceleration Software 2.0 – Karl Bryan's platform to help coaches find $100,000 for small business owners in under an hour, without extra marketing spend. Get a demo at https://go.focused.com/profit-acceleration

• Accounting 101 for Business Coaches – Book co-authored by Karl Bryan

• The Six-Figure Coach Magazine – Free subscription for coaching resources Get it here

• Focused.com – Community and resources for business coaches

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

Ready to elevate your coaching business? Don't wait! Listen to this episode now and take action on what you've learned. Visit Focused.com for more information on Profit Acceleration Software™ and to join a thriving community of coaches.

👉 Karl Bryan helps business coaches get clients. Period.

For more ways to grow your practice—attracting small business owners, filling events, and closing high-end clients—discover the powers of Profit Acceleration at https://go.focused.com/profit-acceleration.

🔥 Be sure to subscribe, rate, and share the show! Apple Podcasts

Karl Bryan, Creator of Profit Acceleration Software™

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

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

Episode Summary

In this lively episode of Business Coaching Secrets, host Karl Bryan and co-host Rode Dog tackle two of the most pressing challenges for both new and seasoned business coaches: how to quickly land three coaching clients in 30 days, and overcoming the ever-present hurdle of self-doubt. Karl goes deep on practical lead generation, conversion strategies, and the crucial mindset shifts required for rapid client acquisition. The episode also explores actionable mental models, habits for tracking real progress, and advice on building a thriving, fulfilling business coaching career.

Key Topics Covered

How to Land 3 Coaching Clients in 30 Days

• Realities of Client Acquisition: Karl stresses that lack of clients often stems from more than just lead generation issues—sometimes it's a skill or mindset gap.

• Tactical Lead Generation: Action strategies include calling businesses for sale, reaching out to businesses running advertisements, and developing strategic partnerships with local business chambers and directories.

• The Importance of Hard, Focused Work: Karl challenges coaches to dedicate at least 8 hours a day to high-quality lead generation, claiming if you're relentless, not getting three clients is "mind boggling."

• Quality vs. Quantity of Leads: The kind of lead magnets you use impacts the quality of your prospective client—aim higher for lasting results.

Shifting Mental Models for Success

• 50 Tactical Ways Exercise: Karl prescribes listing 50 tactical strategies to help a specific business owner, refining your thought process and value proposition.

• Framing Your Coaching Practice: Emphasizing three critical buckets—lead generation, conversion, and fulfillment—as drivers of coaching business growth.

Overcoming Self-Doubt ("Am I Good Enough?")

• Everyone Has an Inner Critic: Karl normalizes imposter syndrome, explaining that even the likes of Elon Musk and Jeff Bezos face internal battles.

• Big Brain vs. Little Brain: Adopt conscious "big brain" thinking and mental models over reactive "little brain" emotions.

• Embrace Progress Over Perfection: Progress is happiness—track and measure incremental improvements in every area of life and business.

Momentum and Metrics

• What Gets Measured Gets Managed: Track leads, prospect volume, and other progress indicators weekly to build, maintain, and leverage momentum.

Notable Quotes

"If you worked strategically and hard for eight hours a day, I don't know how you couldn't get three clients—it's just mind boggling to me." – Karl Bryan

"You're enough, but you're nowhere near good enough—and that's the most powerful place you could be." – Karl Bryan

"Seek first to understand rather than to be understood."

"What gets measured gets managed."

"If you're between two actions, choose the one that's the story you'd prefer to tell for the rest of your life." – shared by Rode Dog, quoting Alex Hormozi

Actionable Takeaways

Network with Purpose:

• Approach businesses for sale, advertisers, and new chamber or directory members—they're already signaling change or growth intent.

Commit to Focused Lead Gen:

• Spend real time daily on outbound activity that directly generates conversations with business owners.

Develop Mental Models:

• Use exercises like "50 Ways to Help" to strengthen your value offer for any client niche.

Track Meaningful Metrics:

• Record leads and prospect numbers week-over-week—what gets measured, gets improved.

Face Self-Doubt Directly:

• Understand big brain/little brain dynamics. Progress trumps perfection—take daily steps, and self-doubt shrinks naturally.

Fall in Love with Activity, Not Just Outcomes:

• Reward yourself for effort and consistency in outreach, not just results.

Resources Mentioned

• Profit Acceleration Software™ (by Karl Bryan): A tool to help business coaches deliver rapid, tangible value to business owners.

• Online Directories: (like businessesforsale.com, BizBuySell) for prospecting businesses looking for change or growth.

• Local Chambers of Commerce: Build relationships with membership coordinators to access new and eager business members.

• Alex Hormozi: Quoted for thoughtful advice on decision making.

• Focused.com: Further resources, tools, and pre-show content for business coaches.

Enjoyed the episode?

• Subscribe, share with a fellow coach, and leave a review.

• For more insights and to discover how to attract small business owners, fill local live events, and close high-end coaching clients, visit Focused.com.

Ready to Elevate Your Coaching Business? Don't wait! Listen now, make progress this week, and check out the Profit Acceleration Software™ demo at https://go.focused.com/profit-acceleration.

• For a free subscription to The Six-Figure Coach Magazine: Get it here

• 🚀 Karl Bryan, Creator of Profit Acceleration Software™ – Helping business coaches get clients, period.

Be sure to subscribe, rate, and share the show: Apple Podcasts

Progress equals happiness—see you next week on Business Coaching Secrets!