In this episode, Ken Freire sits down with Justin Janowski, founder of Faith to Influence, to unpack how solopreneurs, coaches, and consultants can master high-ticket sales without resorting to sleazy tactics or pressure-based strategies. Justin shares how he grew his business to $250K in his first year without ads or a big audience, using relational selling rooted in service and integrity. Together, they dive into how to reframe sales as service, overcome limiting beliefs, and create a transparent sales process that feels good for both seller and client.

Resources Mentioned

• Faith to Influence - https://faith2influence.com/
• Good Sales PDF (Justin’s free 10-step sales process) - https://goodsalespdf.com/
• John Acuff (author of Soundtracks) - https://jonacuff.com/

Timestamps

• 00:20 – Justin’s story: growing to $250K in year one without ads or a big list
• 01:37 – Why 82% of coaches fail and the fear of sales
• 02:16 – The illusion of progress: hiding in marketing instead of selling
• 04:21 – Rewriting the old story of sales: from pushy to service-oriented
• 06:57 – Doing it scared: why repetition builds sales confidence
• 09:19 – Breaking the “one-call close” myth and the power of booking the next call
• 12:04 – Transparent pricing and rejecting manipulative sales tactics
• 16:05 – Justin’s 10-step sales process (pre-frame, discovery, vision, offer)
• 22:03 – Coffee chats vs. sales calls: how to handle both with integrity
• 23:10 – The importance of language: why “decision” works better than “investment”
• 25:15 – Why safety and trust matter in sales conversations
• 28:20 – The balance of assertiveness: avoiding both passivity and aggression
• 31:30 – Practice and repetition: how to gain mastery in sales calls
• 31:43 – Free resource: Justin’s 10-step sales process PDF
• 33:24 – Final encouragement: there is a better way to sell with integrity