In Part 1, Leif broke down how elite sales conversations work. In Part 2, the focus shifts to what most coaches get wrong next: hiring, onboarding, and keeping sales reps who actually perform.

This episode is a behind-the-scenes look at what it really takes to build a high-ticket sales team that lasts. Listen as Leif explains when not to hire, the exact lead volume you need before hiring your first rep, why most “high-ticket closers” destroy businesses, and the exact structure that keeps great salespeople motivated instead of burned out.

Enjoy the show!

You’ll Learn How To:

• Decide when you are ready to hire your first salesperson
• Avoid mercenary closers who jump from offer to offer
• Onboard and indoctrinate sales reps so they fight for your brand
• Structure daily and weekly meetings that keep reps sharp

What You’ll Learn in This Episode:

• (01:39) Using analytics to optimize application quality and conversion
• (02:35) Why pre-call videos should sell the call
• (03:47) How nurture sequences support show rates and sales readiness
• (07:39) Where most coaches go wrong when hiring salespeople
• (08:12) Avoid mercenary high-ticket closers
• (08:32) Hiring for character over industry experience
• (10:01) Treat your sales reps like your children
• (11:18) Daily meeting cadence for first-time sales hires
• (12:29) How sharing client wins builds loyalty and longevity
• (15:46) The compensation model Leif recommends for coaching offers
• (16:25) Commission-only structures that still protect new hires
• (18:35) Three clear benchmarks that signal you are ready to hire
• (21:00) Using a 90-day testing window to dial in pricing
• (22:30) Annual vs. short-term fulfillment for group and 1:1 offers
• (23:26) Platform recommendations for delivering coaching programs
• (25:52) Announcement: Coaching Inc. Summit and founding member opportunity

Who This Episode Is For

• Coaches and consultants who are thinking about hiring their first salesperson
• Entrepreneurs who want to scale without losing control of sales quality
• Anyone building a high-ticket offer who wants predictable revenue

Why You Should Listen

Most coaches don’t fail at sales; they fail at sales leadership. This episode shows you how to avoid hiring too early, how to build a sales culture, and how to create systems that allow you to scale without burning people out. 

Connect with Leif Meyerson:

• Website: https://www.thesalesfloorguy.com/ 
• LinkedIn: https://www.linkedin.com/in/leifmeyerson1982/ 
• Telephone: 602-341-9045

Other Resources:

Apply now for Coaching Inc.’s private mastermind at coachinginc.com     

Behind nearly every massive coaching brand is a sales system most people never see. In this live masterclass, Leif Meyerson reveals the exact frameworks, habits, and conversations that turn good offers into consistent, high-ticket revenue.

Leif has built and led sales floors for some of the biggest names in the industry, including Tony Robbins, Dean Graziosi, Cody Sperber, and more.

In this episode, he breaks down why “winging it” on sales calls quietly kills close rates, how silence becomes your most powerful sales tool, and the psychology behind asking for the sale multiple times without sounding pushy. It’s the real-world sales process used to scale teams from zero to tens of millions of dollars. Listen and enjoy!

You’ll Learn How To:

• Build sales systems as if you’re planning to replace yourself
• Stop overselling and start listening your way into more closes
• Identify a prospect’s real problem instead of their surface complaint
• Ask for the sale with confidence

What You’ll Learn in This Episode

• (03:54) Leif’s background running $40M+ sales floors
• (04:49) The three core areas every sales operator must master
• (06:31) Winging a sales call is not an option
• (07:30) The importance of CRMs, call recordings, and structured follow-up
• (08:08) Importance of having a phone system in place
• (08:27) Why listening to your own sales calls is uncomfortable, but non-negotiable
• (09:57) You need to have a sales script and a repeatable sales protocol
• (11:15) Telling is not selling
• (13:05) How active listening reveals what prospects aren’t saying
• (13:28) Using curiosity questions to uncover the real pain point
• (14:48) Why do people buy needs, not wants
• (15:27) The biggest mistake coaches make: solving the problem on the sales call
• (17:27) Why you must ask for the sale before scheduling a follow-up
• (17:55) The psychology behind asking for the sale three times
• (21:13) A simple, direct way to ask for the sale without sounding salesy
• (22:30) Why silence after the ask increases close
• (23:18) The three responses prospects give after a close attempt
• (24:15) Leif’s “Helix Method” for handling objections
• (25:20) The difference between stall objections and real objections
• (26:31) Why certainty wins once rapport is built
• (29:18) The three elements that matter most on phone vs. Zoom sales calls
• (31:34) The ideal number of application questions right now
• (32:21) The three friction buckets every application must qualify for: time, money, motivation
• (33:55) Why the essay question should come at the end of the application

Who This Episode Is For

• Business owners who are tired of good calls that don’t convert
• Entrepreneurs who want a real sales system
• Anyone preparing to scale beyond one-on-one selling

Why You Should Listen

If you’ve ever left a sales call thinking “That should’ve closed”, this episode explains exactly why it didn’t, and what to do differently. 

Connect with Leif Meyerson:

• LinkedIn: https://www.linkedin.com/in/leifmeyerson1982/ 

Other Resources:

Apply now for Coaching Inc.’s private mastermind at coachinginc.com 

This episode dives into the exact mechanics behind her three-day events, which consistently convert nearly half of attendees into $40,000 mentoring programs, not through aggressive pitching, but through intentional design, discipline, and clarity.

Listen as Isabelle explains how she structures payments, why she refuses payment plans, how she protects her team’s energy, and what separates serious buyers from problem clients. Enjoy the show!

You’ll Learn How To

• Structure a high-ticket offer without discounts, payment plans, or confusion
• Use event experience to drive premium conversions
• Filter out the wrong clients before they ever become a problem
• Add ethical downsells and affiliate offers

What You’ll Learn in This Episode

• (01:28) Isabel’s $40,000 offer structure and $5,000 event deposit
• (02:37) Why she refuses payment plans
• (03:33) What a “buying unit” is
• (04:09) December and January outperform most other months
• (05:23) Post-event calls generate an extra $30K+ per month
• (08:49) Connecting with other coaches who are in different fields
• (10:26) How success stories and testimonials compound authority
• (11:02) Give people something: Sticky pads, highlighters, pens
• (12:16) Luxury experience matters when selling premium programs
• (13:11) How her team is trained to behave like they already earned $40K
• (14:29) Why coaches should never disappear during event breaks
• (15:21) The importance of representation in slides and success stories
• (16:19) How gifting at the sales table influences buyer psychology
• (19:12) AI-focused events are filling rooms right now
• (22:20) How she approaches Black Friday without discounting high-ticket offers
• (24:07) The advantages and disadvantages of a hybrid setup
• (27:26) Prices should only increase when the value truly increases
• (30:14) Why newbie investors are not the right market for premium offers
• (33:30) The difference between the $25K gold and $40K platinum programs

Who This Episode Is For

• Coaches and consultants who want to sell premium programs
• Business owners who are running live or virtual events that aren’t converting
• Entrepreneurs who are tired of low-quality clients
• Anyone who wants a clean, confident way to sell high-ticket offers

Why You Should Listen

Isabelle Guarino demonstrates how structure, discipline, and experience foster trust and inform high-stakes decisions. 

Connect with Isabelle Guarino:

• Website: https://residentialassistedlivingacademy.com/ 
• LinkedIn: https://www.linkedin.com/in/isabelle-guarino/ 

Other Resources:

• Apply now for Coaching Inc.’s private mastermind at coachinginc.com     
• Isabelle’s book, Assisted Living Revolution. Visit this link: https://residentialassistedlivingacademy.com/revolution/ 

Live events are dying. Show rates are down across the board, and people just aren't showing up. When they do show up, they are just not buying... except for one person who’s quietly filling rooms, keeping a 95% show rate, and converting 49% of attendees into a $40,000 mentoring program every single month.

In this episode, Isabelle Guarino breaks down the exact system behind those numbers. She shared how she fills her events, delivers an experience that keeps people engaged, and why her approach works even as live events across the industry decline.

This is Part 1 of a two-part series. Today, you’ll learn why people don’t show up, how to fix it, and what Isabelle does differently from everyone else. 

You’ll Learn How To

• Attract buying-ready leads by focusing heavily on awareness
• Build real human connections instead of over-automating
• Increase show rates using Isabelle’s 3-3-3 confirmation method
• Use pre-education, personal touchpoints, and environment design to boost conversions

What You’ll Learn in This Episode

• (03:22) Isabelle shares her company’s motto: “How can I make it work?”
• (03:45) The background of Residential Assisted Living Academy and why people attend
• (07:39) Their full funnel structure and why awareness cannot be automated
• (08:25) Authenticity beats repurposed content
• (09:19) Their two core products and the high-ticket path after
• (10:56) Value first offers that educate and create the lead, and want to come back for more
• (12:39) Human connection separates you from other coaching programs
• (12:58) Moving prospects through the funnel with freebies
• (14:33) The roles, quotas, and revenue responsibility of each department
• (16:05) Why “spreading the eggs” matters
• (17:59) The 3-3-3 method: three calls, three texts, three emails
• (18:40) How to humanize confirmations using voice notes and video
• (20:25) Buyers are more educated nowadays
• (22:00) Emotional connection and addressing fear during uncertain times
• (22:53) Tracking pre-education, hotel bookings, confirmations, and more
• (23:30) How their rescheduling fee increases commitment
• (25:11) Picking a hotel with no distractions to keep focus on the event
• (26:20) Day 1: Overwhelm them with value and plant seeds for coaching
• (27:35) Day 2: Proof of concept, success banners, video tours
• (28:09) The psychology behind overwhelming and empowering attendees
• (29:20) The no-pressure pitch works
• (30:30) Day 3: Celebration, recognition, and awards

Who This Episode Is For

• Coaches and consultants who want stronger event show rates
• Business owners who run workshops or bootcamps
• Entrepreneurs who want to convert audiences into high-ticket buyers
• Anyone who wants to build a real connection instead of relying on automation

Why You Should Listen

Most coaches treat live events like a gamble. Isabelle treats them like a machine, and her results prove it works. If you want to learn how to fill a room, keep people engaged, and convert your attendees into clients, this episode is for you!

Connect with Isabelle Guarino:

• Website: https://residentialassistedlivingacademy.com/ 
• LinkedIn: https://www.linkedin.com/in/isabelle-guarino/ 

Other Resources:

Apply now for Coaching Inc.’s private mastermind at coachinginc.com

If Part 1 showed you why information alone is no longer a business model, Part 2 goes even deeper into the psychology, strategy, and long-term positioning behind building a coaching company that won’t get wiped out as AI evolves.

In this second half of the masterclass, Pace Morby pulls back the curtain on what truly scales. He talks openly about the future of education, why most coaching brands die every five years, and what it takes to build something that lasts a decade or more. Listen and enjoy!

You’ll Learn How To:

• Build trust in a world where AI can mimic almost anything
• Structure your YouTube presence so that prospects believe you
• Brand yourself, not your product
• Track success rates the way the top 1% of coaches do

What You’ll Learn in This Episode

• (00:31) People don't trust your content at first
• (02:04) Why documenting deals is the ultimate credibility driver
• (02:39) People watch the same webinar four times before buying
• (03:10) Your channel should be your name
• (04:44) Why Pace brands his name, not Subto
• (05:01) The Napoleon analogy: remember the name, not the history
• (07:22) Why branding yourself allows unlimited diversification
• (08:24) Who Pace’s team studies every Monday
• (08:47) Study funnels like Grant Cardone
• (09:50) Don’t emulate your niche, emulate the giants above them
• (10:32) Why most coaches eventually fail: branding the company
• (11:02) Variety always wins
• (12:32) Why you will create a new product every five years
• (13:36) Why success rate is everything
• (15:09) How Pace tracks success rate: the community cheerleader role
• (19:56) Why he would never partner with another visionary
• (22:56) The identity crisis after selling a company
• (24:26) The 5-bird-one-stone interview strategy
• (27:17) The 1% of 1% of 1% revelation
• (28:03) Testimonials barely matter anymore
• (32:04) Information won’t be sellable, results will
• (36:06) Success vs. wealth

Who This Episode Is For

• Coaches who are ready to build long-term brands
• Consultants or experts who want to grow and scale their business
• Creators who want trust, not just content
• Anyone who is tired of rebranding every few years and wants a durable identity

Why You Should Listen

If you want to build something that can grow for decades instead of dying with each new platform shift, this is required listening.

Connect with Pace Morby:

• Website: https://pacemorby.com/ 
• Instagram: https://www.instagram.com/pacemorby 

Other Resources:

Apply now for Coaching Inc.’s private mastermind at coachinginc.com 

AI can answer questions faster than you. It can teach concepts better than you. And the information once sold by the thing coaches is now free. If your offer is still built around knowledge, you are already losing the game.

In this first part of our two-part masterclass, Pace Morby breaks down why his community has become one of the strongest ecosystems in all of real estate education and why AI will never replace what he built.

Today, you’ll hear the philosophy behind SubTo, why community is the most abused word in coaching, and the psychological principles that keep people engaged for years.

You’ll Learn How To:

• Understand why information alone is no longer a sellable offer
• Build a real community instead of a glorified subscription model
• Create programs that scale by making members more valuable over time
• Stand out in a crowded niche by using variety and unique positioning

What You’ll Learn in This Episode

• (03:06) Tom’s early influence and mentorship
• (04:24) Why authenticity, not frameworks, is Pace’s real advantage
• (05:30) The mistake: starting with numbers instead of people
• (06:13) “Scale the unscalable.”
• (06:54) Why knowing members personally is the unscalable advantage
• (08:34) People pay for results, not information
• (09:07) People pay for your systems, not your presence
• (09:29) Why most communities aren’t communities
• (10:23) The real definition of a community
• (12:01) Why removing members kills long-term growth
• (15:13) Picking a niche no one else owns is the real cheat code
• (16:26) The six human needs and how they shape buying decisions
• (16:51) Why significance and connection matter inside coaching programs
• (17:33) Human beings need variety
• (20:36) Creative finance is not a global conversation
• (24:03) The power of giving results for free
• (24:52) The real meaning of “community builder.”
• (25:34) Your brand is what people say behind your back
• (26:41) Short-form vs. long-form: dating vs. marrying
• (28:52) Cold traffic vs. retargeting ROI
• (29:03) Why YouTube makes retargeting 16x more profitable
• (31:38) The age of instant fact-checking
• (32:31) Transparency vs. promises in the coaching industry

Who This Episode Is For

• Coaches who feel threatened by AI
• Creators and educators whose offers are built on information
• Entrepreneurs who want lifelong communities
• Anyone building a coaching business with real staying power

Why You Should Listen

If you’ve ever wondered why some coaching programs die overnight while others grow into movements, this masterclass shows you the difference. Pace breaks down the mindsets, the psychology, and the structural decisions that make a coaching business unstoppable.

Connect with Pace Morby:

• Website: https://pacemorby.com/ 
• Instagram: https://www.instagram.com/pacemorby 

Other Resources:

Apply now for Coaching Inc.’s private mastermind at coachinginc.com     

Most coaches think they need a massive audience to make money. In this episode, Clifford “The Cowboy Closer” Walker, a real estate coach who pulled in serious revenue in just 45 days, with a Facebook group of only 595 people, shows what's actually working right now than big follower counts and complicated funnels.

In this episode, Tom digs into Clifford’s process, how he works with clients, and the exact steps that helped him turn a tiny group into a thriving business. Listen and enjoy the show!

You’ll Learn How To:

• Grow a coaching business without chasing vanity metrics
• Turn a small Facebook group into real revenue
• Add value in a way that attracts high-ticket clients
• Build a simple content system that drives people into your community
• Leverage intimacy, access, and personal support as your advantage

What You’ll Learn in This Episode:

• (03:48) Who Clifford serves and how he helps brand-new investors
• (05:12) What Clifford did in his first 45 days that changed everything
• (05:53) The value of helping even when people can’t pay yet
• (07:33) The first spirals Clifford used: Social media groups
• (09:11) Why a small, engaged group outperforms a big, passive audience
• (10:03) How Clifford built his Facebook group step-by-step
• (11:55) What he asks new members before they join
• (15:30) Why success isn’t about cars or watches but about time freedom
• (17:00) What new coaches should do today to attract their first client
• (17:23) What “adding value” means in practical terms
• (18:05) Leveraging the intimacy
• (20:16) Clifford’s top book recommendation for new coaches

Who This Episode Is For:

• New coaches with small audiences
• Real estate mentors building their first community
• Entrepreneurs wanting a simple path to their first high-ticket client
• Anyone tired of believing they need more followers to start

Why You Should Listen:

Clifford proves that you don’t need huge numbers to make a huge impact. His approach is simple, duplicable, and accessible to anyone willing to serve, show up consistently, and create value.

Connect with Clifford Walker:

• Website: https://www.corralnetwork.com/ 
• Facebook: https://www.facebook.com/cliffordthecowboycloser/ 
• Instagram: https://www.instagram.com/cliffordthecowboycloser/ 

Resources:

• Apply now for Coaching Inc.’s private mastermind at coachinginc.com   
• 21 Books Every Coach Should Read: coachinginc.com/21books 

You've got the expertise and the program, but your group is empty, and you are spending hours on content that is attracting crickets, not clients. If that sounds familiar, this episode is for you!

Today, Tom coaches real estate investor and coach Andrew Becker through the exact organic framework he’s using to consistently fill programs without spending a dollar on ads.

You’ll hear how Andrew built early traction in his probate coaching program, how he landed his first 14 pilot students, and how Tom walked him through the Spirals, a simple, repeatable formula for generating demand across social media, podcasts, partnerships, in-person events, reviews, and more.

If you have ever wondered how some coaches seem to sell out their programs instantly, even with small followings, this episode shows you exactly how it’s done.

You’ll Learn How To:

• Generate warm inbound leads without paid ads
• Use Tom’s Spirals framework to build predictable demand
• Turn organic conversations into clients quickly
• Leverage podcasts, groups, and partnerships the right way
• Stay consistent and build authority even with limited time

What You’ll Learn in This Episode

• (03:42) Who he serves and why probate leads are so valuable
• (05:11) Andrew is producing probate experts by teaching the A to Z of probates
• (06:34) How he filled his first pilot group with 14 students
• (08:08) How BrighterPPC fits into his larger business ecosystem
• (09:10) How he pitched and closed his first cohort
• (09:44) Pricing, discounts, and building the program while teaching it
• (10:40) Andrew’s first steps: affiliate launches and podcasting
• (11:23) Introducing the Spirals formula
• (12:24) S — Social Media Groups: where the hidden buyers are
• (14:44) Andrew reveals DEVI AI and how he automates keyword alerts
• (17:05) Why generosity inside groups builds authority fast
• (19:20) P — Podcasting: the highest-converting lead source
• (20:05) How podcast swaps create instant trust and authority
• (20:56) P #2 — Guesting on other shows
• (22:20) I — In-Person Meetings and why they create immediate momentum
• (24:25) R - Reviews, not testimonials
• (25:48) A — Affiliate Launches and why relationships beat ads
• (27:05) L — List Building: Tom’s real advice on email platforms and deliverability
• (28:48) S — Social Media Live: the fastest path to demand
• (32:14) A business reduces your suffering by reducing the suffering of other people.
• (34:35) The trap of automations and why ads aren’t the shortcut people think
• (35:43) Why part-time effort produces part-time results

Who This Episode Is For

• Coaches who want full programs without paying for ads
• Business owners who are tired of creating content that doesn’t convert
• Entrepreneurs who are looking for a predictable, organic lead flow
• Anyone who wants a simple, consistent system to get clients

Why You Should Listen

Most coaches jump from platform to platform, hoping something will finally work. This episode shows you a simple, repeatable process that fills your program without complicated funnels or ad spend.

Connect with Andrew Becker:

• Website: https://brighterppc.com/ 
• LinkedIn: https://www.linkedin.com/in/andrewbecker3/ 

Other Resources:

• Apply now for Coaching Inc.’s private mastermind at coachinginc.com     

Part 1 was all about community, culture, and running three daily support calls without burning out. In Part 2, Brent Daniels opens up the business engine behind his coaching company and the behind-the-scenes structure that helped him build a coaching business serving thousands of real estate investors.

Brent also answers live questions from coaches inside Coaching Inc. You'll hear how he manages student communication, why he never worries about competition from volunteer coaches, how he transitions students into higher-ticket masterminds, and what works in low-ticket subscription models.

You’ll Learn How To:

• Price and structure your coaching program
• Use lifetime access to build trust and increase student engagement
• Encourage volunteers and top students without creating internal competition
• Transition students into higher-level masterminds naturally
• Build a coaching company that thrives in the social age

What You’ll Learn in This Episode

• (02:33) Inside Brent’s 1,500-member student-only community
• (03:33) Brent’s current price points
• (04:44) How he manages giving out his personal cell number
• (06:36) The coaching welcome call he personally did for 3,000+ students
• (08:33) How he moved old students into the new community
• (09:49) Why giving more access results in stronger loyalty
• (10:58) The volunteer coach model: why it works without incentives
• (11:22) Students volunteer because it fills their “coach” identity
• (13:23) Transitioning students into Brent’s mastermind
• (15:06) Building a referral system from inside the community
• (18:16) Courses vs. coaching, and why courses are dying
• (18:58) Building a long-term, enduring coaching company
• (20:36) Why low-ticket membership models rarely work in real estate
• (21:47) Courses are now a commodity in the ChatGPT era
• (22:30) The core coaching framework: permission, clarity, recognition
• (23:25) Why affiliate launches are a powerful growth lever for new coaches
• (26:11) Familiarity breeds contempt
• (27:08) The story of the engraved “crummer” and what it symbolises
• (28:46) Why fulfilment is the real goal

Who This Episode Is For

• Coaches and course creators who want to build a long-term, scalable business
• Entrepreneurs who are transitioning from courses into real coaching
• Business owners who are ready to build a real community

Why You Should Listen

Brent is breaking down the exact systems, pricing, audience structure, and community mechanics that enabled him to build one of the largest tribes in real estate coaching without subscriptions, burnout, or endless content drops.

Connect with Brent Daniels:

• Website: https://www.wholesalinginc.com/ 
• YouTube: https://www.youtube.com/@BrentDanielsTTP 
• Instagram: https://www.instagram.com/realbrentdaniels/ 

Other Resources:

Apply now for Coaching Inc.’s private mastermind at coachinginc.com

In this first part of our masterclass with Brent Daniels, we go behind the scenes of one of the most successful real estate coaching communities in the country.

Brent breaks down how he runs three support calls every single day without burning out, why he hosts none of those calls, and how his team and students have created a culture that practically runs itself. He also reveals why we’re no longer in the “information age,” the simple shift that makes students feel supported in their first 72 hours, and how he has 15+ successful students lined up waiting to teach in his program for free.

This is a rare glimpse into the culture, systems, and heartbeat of a coaching business that has generated real momentum for thousands of people.

You’ll Learn How To:

• Build a coaching community that grows and sustains itself
• Make students feel “magical” and supported in their first 72 hours
• Get your own students excited to teach, volunteer, and pour into your community
• Remove friction so people naturally show up, participate, and stay engaged

What You’ll Learn in This Episode

• (04:19) The coaching mindset that changed Brent’s business: “Encourage, encourage, encourage”
• (04:39) Why answering “repeated questions” matters
• (05:21) The social revolution
• (06:34) Three daily support calls using staff and successful students
• (06:58) How teaching support calls makes his team better operators
• (08:07) The email + text automation he uses so people never miss support calls
• (08:48) Making support calls experiential
• (10:29) Why most coaching programs fail
• (13:28) How Brent’s acquisition team calls leads live every day for students
• (14:20) Brent showcases his team, not himself
• (16:04) Why Brent is never worried about students “stealing” his audience
• (17:01) Recognition is a core human need
• (23:06) How Brent manages no-shows and last-minute cancellations
• (24:41) The magic of the first 24–72 hours
• (26:06) Why creating experience is the true differentiator
• (28:49) Growing his email list through the podcast, YouTube, free trainings, and ads
• (30:05) How he uses success stories to drive engagement and email content

Who This Episode Is For

• Coaches who want to build a community that people are excited to join
• Business owners who want support calls that move clients forward
• Entrepreneurs who feel stuck being the only expert in their business
• Anyone wanting a scalable coaching model powered by culture and connection

Why You Should Listen

If you’ve been trying to build engagement, retention, or momentum inside your coaching program and feel like you’re carrying all the weight, Brent shows you how to build a culture where students support each other, leaders rise naturally, and your community becomes the most valuable asset in your entire business.

Connect with Brent Daniels:

• Website: https://www.wholesalinginc.com/ 
• YouTube: https://www.youtube.com/@BrentDanielsTTP 
• Instagram: https://www.instagram.com/realbrentdaniels/ 

Other Resources:

• Apply now for Coaching Inc.’s private mastermind at coachinginc.com