Business Coaching Secrets with Karl Bryan

BCS 150: In this episode, Karl answers questions about:

– Tips for coaching big clients

–  How to coach with a plan

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

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EPISODE TRANSCRIPTION –

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SFC Episode 150

[00:00:00] Karl: 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 come to the right place in this podcast. Karl provides his keys to the kingdom for finding insights. High paying clients and building the coaching business of your dreams. Here we go.

[00:00:42] Christian: Ladies and gentlemen, boys and girls coaches around the world. Welcome to another episode of business coaching secrets with the one and only the master of disaster himself. Dr. Karl Brian is in the house, ladies and gentlemen. Katie welcome to the . 

[00:00:57] Karl: And once again, disclaimer, I am not a doctor in any way, shape or form.

[00:01:02] Christian: I keep saying that you could be like a doctor of whatever you want it to be bud. Like, why do you have to poopoo that every single time it was like, seriously, you could be like, you are, you are the doctor of business coaching. Boom. Made it up. It’s real thing. Deal with it. How about that?

[00:01:20] Karl: Let’s go with it. How are you? 

[00:01:22] Christian: I am I’m doing, I’m doing good, but I’m doing, I’m doing good. You know, it’s just it’s funny, right? Like it’s, it’s fun. We do this podcast, like at the beginning of every week. And the hilarious part is it’s always like we get on and we’re like, man, it’s like, we sound like we’re ready mid Wednesday. You know what I mean? Like it’s like, how does that happen? How does it happen that. You know, hours into Monday and it’s like, you’d already feel completely overwhelmed. It’s it’s unbelievable. It’s beautiful in a way, but it’s a. 

[00:01:52] Karl: But I do, but that’s all good. That’s so good. Okay. It was a beautiful thing. If you’ve ever not been overwhelmed and not had anything to do.

Who what’s going on shoots. We got some questions or whatever. 

[00:02:03] Christian: And speaking of overwhelm as a Toronto maple Leafs fan, over the years, you’ve been overwhelmed with emotions. So now those emotions have probably just been a lot of disappointment and sadness, which I can also relate to as a Canucks fan. But, you know, having that in mind we had a question and the question was more in regards to, I heard you talking about using your prospect’s emotions. See. JVs and to close them as clients. Can you explain how you do that? 

[00:02:35] Karl: Okay. Sorry. I got excited about the Toronto maple Leafs. 

[00:02:39] Christian: This is such a beautiful segue. I lost you at the Leafs, which is a crazy cause last and Leafs go together so well. But the question was, you’ve talked about using your prospect’s emotions to sell them, like in meetings and JVs and just closing them as clients.

So can you, can you sort of, kind of, you know, guide us through that and explain how you use the client’s emotions to actually sell them. 

[00:03:05] Karl: Gotcha. Okay. Yeah. Good question. Well, okay. So I think the way that I’ve framed it up in the past, so I assume this is where we’re supposed to go, but emotion versus logic, you know, imagine going to a nightclub or a bar or a pub, or maybe you’re going to church.

You know, when you’re meeting a beautiful woman and then you’re trying to convince her you know, to jump in a cab or to come home with you, or maybe hold your hand or whatever. Imagine using logic in that dynamic dynamic. Right. And I think you kind of pick it up, what I’m putting down, like a logic ain’t going to get it.

Their emotion is what’s going to make that I could get myself a drink. I think you guys get what I’m talking about, right? So, so emotion would move you along, right. And again, I’ve never been a woman. But I’m going to guess it happens somewhat in the opposite direction. Although it’s rare. I don’t know.

It’s rare, but women pursuing men, it’s normally the man pursuing a woman. I don’t even know. I’m not the dating guy, but emotion, play it and a part of it, which is ultimately that’s about influence. Right? So selling coaching is the. You know, your new coaching clients going to make a decision to buy from you with the emotions and then justify with already made logic.

That’s what I’m trying to say. Right? So the primary emotions I think that you’d need to sell or to influence someone or to get them to hand over their credit card or write the check or sign the paperwork would be just an, these are one-on-one up-sales these, you know, like you’ve got fear, you’ve got curiosity.

You got certainty. You hear me talk about curiosity and certainty all the time and how important they are. You’ve got guilt. Like, you know, you didn’t get these principles in the past, so therefore your business is in trouble and your kids didn’t go to Disneyland as a result of that. Right. So you kind of got guilt, you got pride.

You know, how would you like to be the guy to be able to say you built the seven figure company, you built the eight figure business. You’ve now got 10 employees, that kind of thing. You’ve got greed love. And then the big Mac daddy. And this was according to Warren buffet is envy, right? So you got fear, curiosity, certainty, guilt, pride, greed love and envy.

Your your perspective, high-end coaching clients, right? So I’m looking to close, you know, it’s road, dog, it’s Dave it’s Susie it’s it’s Lucy. I’m trying to close them into coaching. If they’ve allowed me to get onto the phone, do a zoom or get into their office or their board room, they’re looking for a transformation or maybe frame differently.

They’re looking for new opportunities. What they’re not looking for is improvement really important. What I just said. Okay. So let’s go to driving traffic on the internet if I drive traffic to an offer and it is improvement, right? So let’s say, you know, instead of closing, you know, to what a 10 sales speed, 10 sales opportunities, you’re going to sell three or take your profit margins from 20 to 30%, that kind of thing, like improved.

That’s not what they’re looking for. They’re looking for transformation and they’re looking for new opportunities. Very, very important. So paint an emotional picture for them, right? Like once you start working with me The new holidays that you are going to enjoy are going to look like this. Have you ever had a 30 day holiday without a cell phone?

Without a computer and without internet connection? Okay. We’re going to be able to get there. That’s total. They’ve never done that. And that’s a new opportunity. That’s a transformation, right? So new holidays. What about their new freedom? Okay. Like not having to worry about where that next deal, that next check, that next bit of revenue is going to come from their new demand.

Like isn’t, you know, people calling them maybe it’s respect. Like I mentioned, you know, seven figure, 10 staff, maybe it’s an eight figure business. Imagine that the recent. That comes with that automatically. Maybe it’s their new website. Again, how many people, you know, how many businesses have got a website and it’s just dreadful and it just kind of cringe-worthy for them, not for you, but for them.

Well, their new website, that’s something, the first thing we’re going to work on, I know this has really been bothering you. That is we’re going to completely transform that website. It’s going to look nothing like it currently looks, it’s gonna follow this framework. It’s going to convert like crazy.

You’re going to wake up on Monday and there will be leads waiting. Right. That’s it. That’s a totally new opportunity to what they’re currently experiencing. New Bulletproof systems, again, they’re running around like, you know, chasing their tail a little bit. They’re looking for a systems. Well, let them know that these new systems that you know how to build and you know, which ones to build and, you know, the important ones from the unimportant ones, et cetera.

Well, you’re going to help them build those systems. The new capable staff again, currently, you know, they’re frustrated with their. They got their kids working for them, or they got somebody working for them. It’s a challenge. Well guess what? One of the first things that we’re going to do, and the first things that we’re going to undertake is we’re going to completely change not only the staff, but then the culture behind the staff.

So we never end up with this challenging. Maybe it’s their new marketing. Maybe it’s the new car, the BMW they’ve always been wanting. Maybe it’s going to be the new home. They’re going to move from this area to another area, right? In their mind. That’s a transformation where all of a sudden you’re living at the top of the hill where you’re living in the, you know, the gated community or what have you, but like talk about that, right?

The new friends that they automatically assume are going to come once they start doing better and living in a different community and driving a better car. And going to better restaurants and what, you know, there’s, you know, joining new clubs, like, you know, the oil and gas club and the yacht club, and they’re gonna buy the boat you know, talk about all those things, the new parties they’re going to get invited to.

So, so emotion over logic is really the frame road, dog. And and that’s, that’s how I do it. So it just, what did I just say? Somebody who is interested in buying coaching from you and having you come in and mentor them, guide them, improve their business. They’re looking for one of two things. They’re looking for a transformation, so speak to them in an emotional way around that transformation and new opportunities as what they not looking for.

And this is a biggie they’re not looking for improvement. And that’s a mistake that a lot of coaches. Maybe as they show up stocking, you know, improvement. So, so there you go. That’s it. 

[00:09:06] Christian: Okay. So the quote with quotable, Karl, Brian, the only thing I got out of that was, I’ve never been a woman. Like I highlighted the show, put it in quotes, put it on your wall.

Folks. Karl Bryan, I’ve never been a beauty common right there. 

[00:09:25] Karl: I I’d be a great swimmer. If I was a woman, I wouldn’t be, oh, that’s 

[00:09:29] Christian: not cool. Let’s not kill there. Oh my God. And by the way, I love how you framed up the whole thing of, you know, like if you’re going to the bar or to church, like that’s where you’re going and your objective is to hold hands.

Like, wow. Okay. Moving right along and folks Oh, my God. I 

[00:09:47] Karl: was literally thinking of like, am I stupid? But whatever,

[00:09:54] Christian: like, you know, I’m sending you Shanaya Twain girl. I feel like a woman later, like, you know, this is happening right. Where man, I feel like a woman. That’s the sign. I don’t want to screw up. Tonight’s main story. I know she’s listening. Right. Obviously, listen, I read online. Yeah. Because you know, it’s true. If it’s online, this is a fact.

If you don’t believe me, just ask my dad. And I just wanted to get your opinion. There was a quote and it says you’re doing sales because you failed at marketing. You’re doing marketing because you failed a product. Like what do you, what do you think of that? 

[00:10:28] Karl: Yeah. You’re doing sales because you failed at marketing.

You’re doing marketing because you failed a product. So the answer is that it’s, it’s lacking context. That’s the. So, and I just know that the traditional internet marketing world or the, I don’t know, I just, a lot of, I’m just going to say like business owners, maybe people that are out there marketing that don’t have a huge background.

You know what I mean? Are newer to their career. Let’s just say, might hear that and go totally out to lunch. So it’s lacking context, like who are you talking to? The person who would have written that I’m going to guess is talking, you know, directly to software. And like, if you can understand blue ocean type opportunities, if you don’t probably a good idea.

Maybe blue ocean. Let me just explain real quickly you got SIG, what is it that. Siegfried and Roy, right? Like you know, the Las Vegas show. Okay. And then these two guys, and they got paid handsomely, and I’m going to say $50 million a year. I got no idea what the number was, but it was big. And let’s assume 50 million is a lot.

And they didn’t, you know, five nights a week. And they were they’re wrestling, their tigers, Yetta, Yetta, Yeti. Until one of them got badly beaten by one of the tigers, but anyway, it’s topic for another day and they made, what did I say? 50 million. And then there was across the street. Siegfried and Roy were like already a decade into their career, if not far more like in Vegas career.

And these guys showed up called the blue man group. Okay. And what they did, they ever saw the show, right? They’re all dressed up in blue, running around dancing, whatever they’re doing. Right. Well, the blue man. Was gone was like operating in a hundred different countries on the exact same night. And all I needed to do is to get five people who can sing and dance and do whatever the heck the blue man group does.

And, and they could do that. You know, in multiple countries, the guys were blue. Nobody knew what they look like. And the guys who created the blue man group are sitting on their coach and let’s assume they were making, I have no idea what the number is, but I’m going to say $250 million a year. And they’re on the couch hanging out with their families and having dinner with their kids.

Right. Slightly better business opportunities. So blue ocean is just that success doesn’t eat itself. If that kinda look up network effects and that might kind of help you with it. Bottom line is. Product. So there’s a growth loop is what I’m trying to define here. A growth like, like the Facebook advertising Facebook market, did Facebook have like salespeople and the answer is no.

And then you go, well, how did LinkedIn Facebook, Uber, Airbnb, how did they grow? And the answer is growth loops. And if you don’t understand growth loops that encourage you to go and maybe check out. Very powerful concept. It’s like think of it as a referral program on steroids. And that’s how the big dogs, that’s how the unicorn unicorns grow.

So, so do I agree or what’s my opinion? It, it lacks context, right? So a business coach looking to get 15 clients and make 200 grand a year. I would cautious to listen to that. Right. But at the same time by, by being. Where did I, I wrote a an email awhile ago and you know, blog post, whenever I think we talked about adhere as well on the podcast, but like if you’re going to drive traffic on the internet, three types of offers, you got a tech tactical offer, which is what’s tactical.

Right? You know how to get 10 clients in the first 30 days as a business coach. And then you’ve got a strategic approach, which is, you know, how to differentiate yourself as a business coach, let’s say, and then you’ve got a principal driven. Principal driven campaign, which is like, I think I said become the best coach.

You can be something to that effect. So the tactical offer will get the most opt-ins the strategic offer. We’ll get the second most opt-ins, but significantly less than the tactical. And then the principle-based offer. We’ll get way less opt-ins than your tactical offer, but debatably, and it depends on who’s doing it and the manner in which they do it.

But dollar for dollar. Somebody experienced to the same person was doing all three. The principle based offer will bring in the highest level of, of prospect. So it’s just, you know, it’s, it’s like getting strategic is kind of what I’m saying here. Growth loops is really, like you said, the person who wrote this would be, would be, you know, SAS slash software.

Again, Airbnb meets E-bay meets, Amazon meets What did I say? You know all those, you know, all the online, you know, most definitely Facebook and Instagram and YouTube, et cetera. So, so that’s the answer to that. It’s a, I don’t know if this is the right form to be going too, too deep there, but I do encourage everybody to understand what these higher level, you know concepts are so that, you know, you could own a strategic manner, take it to your smaller client and at least know where you’re going.

Whereas the internet marketing world is just, you know, Market like crazy. Bring people in. Like how many times does a, like a, like an online campaign. Like, you know, you’ve got that, like at the end of the day, your internet marketing campaign, your marketing campaign doesn’t mean it matter if it’s digital marketing, it’s old school radio or newspaper, or, you know, direct mail at the end of the day.

What matters is the money in a bank account? Okay. So you’ve got multiple steps to a campaign and you gotta be very, very careful to increase your opt-in. At the cost of decreasing revenue in the bank account and sales and not your sales, but ideal sales of those principle-based individuals that are your highest level people, right?

Like there’s so many stories of these seven figure launches where guy, you know, so basically, you know, guys would do, like, what was it? Seven figures in seven figures in one day, right? It was like a big four minute mile that I believe was Frank Kern or it might’ve been the other. I can’t remember his name, John Reese, John Reese.

So, you know, seven figures in one day, but what you’re not seeing is the refunds and you’re not seeing the people, you know, you know what I mean? Like you’re not seeing the whole, the whole gambit. Let’s just, let’s just go there. Let’s just assume refunds is the only issue that they ran into. And there were more than that.

What’s the point of doing seven figures. If you gotta get. You know, $400,000 of it back. Cause the people you brought in were just coming in, cause you had a money back guarantee or whatever kind of guarantee if they signed up and they’re just whatever. And are they taking advantage of you? I don’t know.

Some of them were some of them weren’t that was a matter just seven figures. Wasn’t seven figures. Seven figures became 600 grand real quick and then not to mention all the affiliates and that sort of thing. So. Road dog growth loops is my answer for people to go semi deep on. And that’s my answer about tracking 

[00:17:10] Christian: context.

It’s also lacking data, right? Like it’s funny. Cause we actually, inside of the agency last week had some real good training. So anybody that’s running online ads, like if you don’t have, if you’re relying on Facebook data, by the way, good luck with. Because if you’re not running something like a segment tricks or high rows, and you can’t like, you may be getting a boatload of leads.

Are they the right leads? Are they the ones that actually convert, right. And you’ll be put, will you be willing to pay more for leads that actually close versus having two 20 times, 10 times more calls to close the same amount of people. Right. So it’s just, it’s interesting. And when I look at that, that, that phrase, whatever you want to call it, right?

Dot quo, it’s like, well, It all comes that when you say product, and if you want to take it out of a SAS type format, like you were talking about, it comes down to like, what’s the problem that you’re solving, right? Like, it’s, it’s easy to get leads. Anybody can drive leads and then, but then closing them.

It’s like, well, what are you paying attention to? What the people are saying? Like, what’s the problem that they believe that you’re solving. And if it’s hard for you to close them, then you’re not on the same. You’re not solving the same problem. Right. Does that make sense? 

[00:18:26] Karl: And a hundred. What is that again?

Spike defenses, go from, take your spidey thesis from ideas to looking for problems. And you basically go from problem to solution. They have a problem. Can you solve. Are they willing to pay for you to solve it? How many people have that same problem? Are they looking for you to solve it? How easy is it to find those folks with that problem that want you to solve and are willing to pay?

So, yeah, absolutely shoots problem, solution. And problem. If I 

[00:18:54] Christian: had vanilla ice on key right now, I would be playing that, you know, like it’s perfect. If you got a problem, you’ll, I’ll solve it. Come on. Like it’s beauty tie in right there. But anyways, that is. When this podcast gets elevated to the next level, when we start adding sound effects, like it’s going to get really annoying for a while, but it’s going to be amazing.

I guys got to say that, Hey, listen, I got a bit of a general question here for you. I don’t know how you want to kind of take it. It’s just in regards to somebody wrote and just said, Hey, listen, I’ve got a client. That’s he’s a chiropractor. Any tips or suggestions to help him grow successfully?

This is the most dangerous type of question you could possibly ever ask on this podcast, because this could be a three hour special now. So stay tuned, get comfortable. We get the popcorn, get some coffee, take it away. But I don’t know how you’re going to answer this, but this could last a while. 

[00:19:50] Karl: It’s. Okay, let, that’s hard to follow up shoots.

I’ve talked talk for a long time. And so now, you know, it’s amazing road dog. How many people go to dentists, realtors and Kairos, first of all. So first tip maybe as a business coach and a new business coach, if you don’t have experience that was, might be three niches to, I dunno, steer clear of, but you know, it’s a lot more competition, you know, nobody’s going to the mobile dog groomer, right?

Not a sexy, but. Hey. Go for it anyways. So just, just going to innocuous, you know, things that, you know, industries that other people haven’t thought about that are a lot less sexy and a lot less in your just cause you drive down the road and you see realtor add realtor, add realtor ad doesn’t mean that that’s a hundred percent who you should go to.

Right. And maybe it is maybe you got a background or maybe your wife is a successful realtor or you’re a successful realtor or somebody. Whatever, you know, you, you you’ve got that background. Look, you want to help anybody? It’s you guys have heard me say this before. If you followed us at all, but little red arrow, you are here, you got to establish that, you know, the unique, personal nuances of this individual also look, road, dog, perfect segue.

Like what is the problem of the industry? What’s the problem that this individual has, right? So When I’m getting together with somebody, that’s what I’m like, I’m asking questions and I zip it. And I’m looking for the language. I’m looking for, the patterns I’m looking, you know, and they’re going to say certain things with a little more passion than other things.

Well, probably a really good chance at that problem. That frustration is a little higher on their you know, emotional. I will be willing to pay for this. You know, scale. So, so that’s, and by the way, not just looking for problems they’ll solve, but one of the other things that I’m doing, I’m looking for really good opportunities that I can pour gasoline on.

Right? Like, so what are they doing really, really well? Well, sometimes what you want to be doing is not reinventing the wheel, although that’s what they’ll, I said earlier that they, they want new website, new sales process, new staff, et cetera. That remember as I’m going into coach and a strategic level, what I need to do is put money in their bank account.

I’m looking for opportunities to poor gasoline as well. But real simple. Look, let’s go to problem. So I can tell like what the, the, the challenge that a chiropractor is going to have on average is the clients come in after an accident, you know, car accident, whatever it might be, they’ve got back pain or a back injury.

Maybe it’s a shoulder, maybe one, whatever it is and they get short-term relief and then they don’t come back. Right. So, and I’ll assume that we’re talking to, or about a chiropractor that wants real growth, right? Not just a guy who’s semi retired within to make a hundred thousand dollars a year living.

Okay. Lifestyle and, and golf three times a week. Right. So look here’s if I were to try and list the problems and again a niche that I am semi familiar with. The chiropractor knows that people will come in, get short-term relief. And then they will be back in the future, but when the short-term relief comes, they stop coming because it’s an inconvenience, right.

They leave work or leave the house. You’re jumping in the car and go see the chiropractor and they don’t have a program to educate the individual or to reactivate them. Right. So that the Cairo knows that this is happening right. Another problem that a Cairo has is a low unit of sale, right? Like they have a pay as you go model, right?

So road dog follows down how a sore back hurts himself, lifting weights. He’s he’s running another marathon. He has an injury. You know, so he, you know, he, they have a pay as you go models. So he’ll come in and just call it a hundred dollars a visit. He’ll come in four times, get short-term relief. He leaves.

And that’s so that’s a yo low unit of sale. Think of hundreds versus thousands. Right? Another problem they have is like paid advertising for a chiropractor. Doesn’t work real well. Right? One of the problems cause ultimately what they want to do is do like preventative. Type, you know what I mean?

Like the best result is that you go to your chiropractor for prevention, as opposed to just when you have an accident, because only like the accidents only going to be with Chet Holmes would call the 3% now buyers. Right. So you don’t want to just go to 3% of the population you want to be going to the general population you know, and providing them health benefits.

Right. They don’t have that program. And also understand that, you know, the guy or gal who owns the chiropractic clinic has a gap in this area. Like they’re a great chiropractor when they go to a, you know, a weekend retreat or a weekend educational dealio. It’s not about building their business, not about marketing their business, reactivating clients.

It’s about. Becoming a better chiropractor, right? It’s not, how are you going to market this business? Cause what I’m defining is a lot of, you know, kind of marketing slash sales type problems, right? And by the way, they also sell them, have what I’ll call a referral network, where they can formally follow up a little bit, not growth loop by any stretch of imagination.

Chiropractor is probably not going to have the capacity for that, but like a referral network where, you know, he sending clients to some folks at the gym or the gym or sending people to him and the personal trainer is sending people to him, the Botox studio or the, what do you call it? Like Botox is kind of like falls into the anti-aging world.

So they could absolutely. You know, be sending people to the chiropractor. Right. But again, we’re identifying, look we’re, I wrote Doug, all I’m doing is I’m going into the chiropractor because I understand this niche. I can just tell you that here are the problems that the chiropractor is probably facing.

Not some of them won’t be facing maybe one or more of those problems, but generally speaking, before I walk into the chiropractor, I can tell you, I. 80 80% of the chiropractors that I would go see in your city have got those five problems. Right. So just identify the problems. And then my question is, Can you solve them?

So it’s pretty straight polar drugged up and then establishing that little red arrow you are here is where I started, because that’s how I would work out. Which of, you know, do they have these, you know, are they solving this specific problem? So. What do you think 

[00:26:02] Christian: shoots now that you’ve pointed out the little red arrow you are here twice in one segment.

Good job. Can you take us to the next arrow? And if those are the problems, what are the actual solutions? 

[00:26:12] Karl: That’s a good question. We are 

[00:26:15] Christian: not expecting you to actually follow up and actually like, it’s like, oh, here’s pie in the sky, but how about you actually give us the exact solution? Come on, bud.

Let’s go out. What are they? What are the actual solutions here? That’s it. See folks 

[00:26:28] Karl: Rodel keeps us in line. Okay, so we’ll okay. So number one, is them not coming back? Right. So what I do is I’d have like a, a Thursday. And talk about the importance of looking after your back as you get older. Right. I talk about the anti-aging benefits and health benefits of a, of a good back, you know, like scare them.

With once it’s gone as in like bang straight back strength and flexibility, it’s gone. Right. And for the younger folks you know, that’s the marketing educating, like the importance of back and core strength for elite competition might be where I’d take, you know, somebody who’s younger and by the way, I might be educating the parents on behalf of.

They’re kids who were elite at hockey or football or baseball, or what have you. But that’s what I’d be doing. But very importantly, like the anti-aging component, like if you people talk about Andy, we talked about this in the past. I’m not going to go deep, but Andy aging, people talk about wrinkles and gray hairs, but I say, have you ever walked down the street and you’re behind somebody who’s elderly or has a bad back, I’m going to tell you that they’re not walking through.

And that makes them, you know, that’s that makes you look old. So look after your back folks. So, and then the low unit of sale, right? Like they need a $5,000 chiropractic program, right? So the pay as you go model again, it’s always going to be frustrating and that chiropractor’s never going to reach their full potential, right?

Like a coach charging, an hourly fee. It’s just, it’s a race to zero. If done properly, people will, if you do it properly, people will pay you $5,000 to the chiropractor for a full, full blown. What are we going to call it? You know, like a health program, as opposed to thinking of it as a chiropractic program.

And by the way, they’ll pay significantly more than five grand if done properly. But bottom line is that, and I don’t need to meet the local chiropractor near you to know that they don’t have the $5,000 program. You got it. Right. So. What else do we say? So Albert looks so advertising the profit, right?

Like that advertising the profit is a, is a super power for any business. Right. And everybody should be learning how to do this, or certainly understanding the frame back then. Business coaching mastery, we got to assign everybody hates advertising until they need to sell their own. Right. And again, and it gets, you know, photo, like people take photos of that.

And I see them posted on Facebook and tag me to do, to do, to do like that. That’s a popular one. Right. And it’s very true. But the problem is that Cairo ads done in a preventative way don’t work real well. So by the way, here’s a hack a great way to get wealthy an ad that works really well. And that’s for a free massage or for massage.

They work significantly better. So, well, just tell me if you saw an ad, right. And it was promoting Cairo, you know, chiropractic and this great chiropractic down the road. What level of interest would you have? And then what about right beside it, there was an ad for a free massage, right? I don’t know.

You tell me which one would pull better and I’m going to tell you that the free massage would, right. So. Therefore, like the massage therapist will help make, and you don’t need that by the way, but this is just a hacker, a really good way of, you know, having a you know, somebody that’s gonna pull significantly better than the massage ad say, it’s going to pull better and I’d say it would.

But the chiropractor, because they don’t have business experience, they see the massage therapist is a pain in the butt which would be, so if you were to give an equivalent of that, that would be like LinkedIn seeing their free accounts as a pain in the backside. Right? Not realizing that the free accounts on LinkedIn made them into a hundred, a hundred billion plus plus dollar company, right.

Dropbox has free accounts. And once you get to a certain storage amount you start paying. Right. Facebook have these free accounts. And then some people are business people and they go from free account to spending some advertising with them and setting up the groups that they can easily target. And, you know, Facebook apparently had done pretty well selling some advertising was the free accounts that led to the business opportunity.

So it’s having, you know, a proper a proper business in place, but that the Cairo, the CA if you do follow that, here’s the problem. The chiropractic business. Their job to to a degree would be to take that free massage and turned into a chiropractic clinic, right. And not a hundred percent of the time 33% of the time would be great.

And that is a great situation. You know, for where they’re pulling in new people, they’ve constantly got new traffic. Not everybody’s gonna stick around forever. That’s not, not everybody who bought, you know, does a free account on LinkedIn or a free account on Facebook, moves up into pain. Right. So. And by the way, the massage can also be a profit center.

Because again, there are certain people that will go and get a massage on a weekly basis. So why not have that downstairs upstairs as one of the rooms at the, a chiropractic clinic that they wouldn’t psychology wise. Remember the choke, hold on. Every business road, dogs, mine, yours Ford Pepsi McDonald’s is the psychology of the owner.

So they they’ll have to take the next. In the revolution as a business owner, to be able to see that, you know, massage therapy and chiropractic go hand in hand, and we can use one as kind of the loss leader or as the, you know, the, the clickbait to get people in to spend, you know, $5,000 on chiropractic.

Right. But, but again, the massage therapist sees the, sorry, the chiropractic, the chiropractor with the degree sees the massage therapist is a pain in the butt and in. It’s their opportunity and this is why 90% fail. Right. So anyway, so, and then by the way, and then we talked about decentralizing in the past, because again, the chiropractor’s already got enough going on.

Think of motive in a decentralized way, bring in three massage therapists. One will rise to the top. I guarantee it there’s your new manager for the massage therapy. Division, you know, within the business, like separate it with its own set of books, its own manager, its own meetings, its own staff let’s decentralized, right?

Like, like do it in that manner and we’ll have to see. And by the way, the massage therapists becoming the manager and getting paid some extra and you don’t what? You don’t hire a manager, you take the best massage therapist and move them into a management position. Most they still do. But he’s still doing massage.

Right. But they just don’t. They do 70% massage and 30% management. It’s not good. It’s not that hard to manage three massage therapists. Right. So anyway, so, so we’re just talking about a business model there, I guess. So chiropractor, massage, other ways to do it, but that’s the way that it can be done, you know, pretty straightforward.

I also talked about, like, you got to educate, like they don’t have an educational campaign. Right. You got to educate them on the, the fundamentals. You know, that, that other successful chiropractic businesses have been doing you know, for years and years, like you’ve got to make sure. Yeah, but like educating your clients, if I’m a chiropractor, I just say to.

Like, if you were a chiropractor, sorry, I would say to you, how are you going about educating your clients on a regular basis? Show me your email, show me your podcast, show me your blog, show me your you know, your, your, you know, your zoom calls or whatever, you know, your virtual events show me your live events.

And then I will tell you if you’re moving towards you know, a seven figure multiple seven figure business education. The hack you get paid in a disproportionate level, when you start educating your clients at the high, at a high level, right? You know that the chiropractic, their current knowledge will get them through.

Let’s say six to nine months. Education for their clients are going to have to go. It’s going to need to be part of the, the chiropractor’s job to go and educate himself at the highest level, in order to be able to pull that off or hire someone to do it. But I would not do. And then the other one, I said, referral network, you know, they look joint ventures, they need a network to schmooze with, and other natural partners like would be a personal trainer, doctors, nurses I don’t know.

Jim’s tanning salons. Is that still a thing it’s used tanning, so bones, but, but anyway, so, so that’s. You know, that’s what I’d say, road dug so much more, but what I just went to, I, I just, so we listed problems. Okay. And then I just went to those individual problems and I listed some solutions that may or may not work.

But if you went, I let’s just assume that I gave you one solution. For each of the fine by primary problems create 10 solutions for each of the primary problems that your individual chiropractor has, including their own psychology. And you’re going to crush it with this client. Like all we did is identified problems and then look for solutions.

It’s. And if you want to hack on how to do this, cause you’re like, well, I’m not a chiropractor. What could I do? TTT? I’ve written about it. A thousand times. We talked about, about here a thousand times, time to think, take your chiropractor, put them in a room, turn off the turn off the lights, but dim the lights, close the door.

Throw the phone in a drawer. No internet pen paper. One question. How do I create a $5,000 coaching program? How do I educate my clients? How do I, what do I cover in backtalk on a Tuesday? How do I get 10 people every week at backtalk to show up? So I’m not standing there by myself, right? So like just put them in a room with a pen and piece of paper, get them to write down all the different ways that they’re going to go about getting, you know, 10 people every Tuesday night into their board room to do, to do.

Get them to screen, take a photo with their iPhone of those notes. Let’s assume there’s three pages. They send over those three pages. You got coaching material, big time to basically cover. And I would dare say they, they came up with really good ideas that would likely go to their strengths. Little red arrow.

You are here. You know, like they understand their clients and their business and what they have and have not done in the past, what will and will not work. So, so go there, let them, so anyways and again, but it’s psychology 1 0 1 has to be factored. Will they do it? These are all great ideas. Those are the problems.

We isolated the some solutions. Will they do it? You know, can you motivate them? Remember that if your client quits at 90 days, because they’re overwhelmed, it’s not their fault. That’s your fault. The end, Mike trout. It’s no such thing as a bad student. There’s only a bad teacher that, that becomes your job.

Right. So, and by the way, road, Doug, they need a back end. Right? So speaking of like psychology, like a realtor talked about it, lots. I would start, I got a cleaning business and a re you know, becoming a realtor. I’d start the cleaning business all day long, twice on Sunday. Why two words recurring. The aunt, a realtor doesn’t, you know, in December they’re not making any money, you know what I mean?

And they live in north America, July and August. Well, just different months where everybody’s away. You know, they are going to battle, right? So I recurring revenue is the, you know, by if I was selling dog food or sorry, if I was selling purebred dogs, I would absolutely sell the dog food. That’s selling purebred dogs is a promotion.

I could never sell that. There’s no value to be built up. I started dog line for rottweilers and a dog food line for rottweilers, a dog food line for you know, pugs and German shepherds and whatever. That’s a business that I could sell one day for $10 million. There’s recurring revenue, right? It’s like a cosmetic surgeon.

They should be doing Botox down. Same way that a massage with the Cairo. What about doing Botox with cosmetic surgery? Right. So bring them in for Botox, give them a, you know, a freebie or a half price or a two for one. What have you and then move them into $50,000 cosmetic surgery, a percentage of the time and education, by the way, we’ll make that.

You know, the personal trainer, I was a personal trainer. I would do, I would do a you know, a free group session at the park on Monday nights. And then I would use that like say I get 10 people there. It would be easy for people to refer people. Think of the growth loop I talked about earlier. You got to make it easy for people to refer.

And you know, send people to you. Well, Monday night you’re always do a free session and then you take those free sessions and then you grab it. There’s 10 people in three or newbies. You grab those three people and turn them into one-to-one personal clients only do it. 33% of the time. You’ve got a lead gen program.

You could kill it. We w we have a program called live event mastery, say to our coaches, put 10 people in the boardroom at the chamber every Tuesday, and just watch what happens. Educate people at the highest level. At the end, we’ve got this all systematized, everything, the PowerPoints, the word for word scripts, the feedback forms, the referral program, et cetera.

Everything’s right there. If you just did that, you’d crush it. Or what about having a party on Friday night? You guys know MLM, right? Network marketing. All of the network marketing programs are built on having a party. We’ll steal that from network marketing for your chiropractic clinic, for your coaching company, and do a party on Friday nights, it absolutely will work.

And it gives people a place from a growth loop perspective to send people to you. Like you got to have a business model you had to, if I was a marriage counselor, I would be doing, I would have Monday, Tuesday, Wednesday, Thursday, Friday you know, one-to-one meetings. And then I would do a Saturday and a Sunday retreat once.

That would be like five grants. Right? So the hundreds during the week, and then I would have $5,000 unit of say when I would use my one-on-ones to sell the retreats. Right. I said, dog, if I was selling dogs, I’d sell dog food. You know, it’s, it’s the car dealership. That’s servicing the cars. If I had a, let’s say like see dues road, Doug tease me all the time.

11 like C2. If I had a C do rental business, right. I would have like a Friday, all day of may. Where there’s only X and only 10 families could go and there’d be music and beach tents for picnic. It’ll be super exclusive. And I’d make it $2,000 for the family, but it would be like a full blown, like you come on Tuesday and I’d sell you as soon as you’re hot.

And you’re excited. I would sell you on the fact that you got to come to the big event on Friday, then it’s sort of the, or Saturday, or like the big event, right. Which by the way, would be thousands and renting. My CDs is going to be a hundred. Right. So, and by the way, you get to sell them right after they drop off the C2 in they’re amped up and they can’t wait to come back.

You sell them right then and right there. Right? So your, your Sea-Doo guy that’s giving out keys and taking back life jackets become a sales person, and you can pay him significantly more for closing people into the higher level program to say the same way that the marriage counselors doing it the same way that.

You know the other what other example that I give yet? So just whatever you got to have that bigger unit of sale thousands instead of hundreds. So yeah, that’s road dub. That’s my that’s my answer shoots bottom line is we kind of listed five problems for the chiropractor, and then we went to five solutions, but really important.

They need to have a business model shoots. And I, I think that a lot of people are missing that. What do you think? So. 

[00:41:22] Christian: Before I even go any further. If you walked into my office and close the door and dimmed the lights, I’d be very nervous. That’s a fact. And then you take off your jacket. I’d be like, oh my God, I don’t.

Maybe it’s the intimidation factor. Listen, the two, two Hootsuite things. You mentioned the the Friday party thing. So I actually when I had my financial advisor office down in Yaletown in Vancouver, I used to do a beer Fridays. I worked with a bunch of voice actors and stuff, and every Friday afternoon I would have beer in my fridge and then they would show up and they’d bring their buddies and just get to know me.

And next thing you know, I was getting referrals, right? Like it’s just, it’s, it’s a brilliant casual way. Yeah, for them to get to know me without any sort of pressure on anything. So that was, and I had a blast doing it, by 

[00:42:09] Karl: the way. I was going to say that it was your personality, like to have, you know, like you could teach yourself about being an introvert, but you like you know room 10 people, beers and laps and you know, all that stuff, you know, like, that’s your, you know what I mean?

Like you’re very comfortable in that environment. Whether you say you are, you’re not obscene you and your, you know what I mean? That’s your, so you were having a good time building your business because again, it’s, it’s not just about how much money can you make and how many clients can you get? What about building a business?

Like what we have. We have a lot of guys that do like one of our guys. Michael Greger. He’s got a, a fishing. He takes people out fishing and teaches them about business. And he’s got a podcast and it’s got like a, a cool name about fishing. Right? We got another guy that gets everybody together with them.

Cigars. We get another guy. He he does bourbon. I think it’s bourbon, bourbon in business, something like that. And he’s drinking bourbon. The guy clearly loves bourbon. He’s getting business owners together on a Friday. Sometimes it’s the same people. Sometimes it’s newbies, but importantly, Again, calling this a growth loop is a gross exaggeration, cause it’s not, but I want you to think if you had an event every Friday with cigars and bourbon, or maybe it’s it’s, whatever your stick is, right.

Like it doesn’t have to be, you know, w just whatever your thing is. Right. But like, get people together, you know, wine and cheese as an example, right. Or whatever, it doesn’t need to be all the time either just get people together on a Friday night. How much easier is it for me, for road dog, for your friends, for your other business owners to refer somebody to you now.

Right. And just make sure when they come that you put on a show and remember they want to be educated and they want to be entertained, make it fun. You know? So I love that. 

[00:43:50] Christian: The other piece I want to harp on as well, because you talk about recurring revenue, which I love, and I realize we’re going long, but just suck it up for a minute here, folks.

This will be worth it for you. You know, it’s funny, right? Cause I go and see speak it. Like I got to get my haircut this week, but it’s like, I always say to her, right. I’m just like, okay, Amanda, I’ll see you in three weeks. When do I come back? Four weeks? Like, it’s just, it happens every freaking time.

Imagine if she just said, you know what, I’m just going to book you in right now. Right? So just the frequency over a year. It’s the difference between going 13 and 17? Right. That’s four extra times and let’s call it 40 bucks a pop. So it’s $160 more from one customer per year. And now you multiply that out.

Even if you had a hundred clients, that’s an extra $16,000 a year, but the reality is with their schedules, I would probably guess they could probably have a full book of about, I don’t know, 400 clients like you’re, you’re, you’re talking 50, 60 grand a year. 

[00:44:54] Karl: Profit profit. Cause it doesn’t cost anything.

Right. Road, dog. It’s it’s so obvious. It’s so painfully obvious and they’re not doing it. Then the question is why not psychology? You know? And by the way, shoot sporty bucks. You’ve got great hair. You’re getting, you’re getting that. You’re getting those locks cut up for 40 bucks shoots. Listen, bud. 

[00:45:15] Christian: You know, I’ve got glorious hair.

I’ve got a proceeding hairline that is making its way down. My forehead, bud. Don’t you worry about. Alright on that note, now that we have gone along, do you want to close us out with the one I think the best, most important thing that they can take from today’s episode and put into place with practice?

[00:45:37] Karl: I don’t know. Maybe we’d like we started with the emotions, you know, again, emotion versus logic. Again, they’ll, they’ll make an emotional decision and then back it up with logic. I think that’s important understanding that. Is envy. The reason you got a car you can’t afford or shouldn’t have afforded, or was more than you probably should have afforded.

However you want to word that. And maybe the house a little more expensive to do, to do, to do, and then the NBN BNB, which by the way, good, bad indifferent, you can fight it or profit from it. You know, you’re not going to change humanity here. So understanding. And then, I don’t know. And then I think what we just talked about though, and we talked about this in the past, but I just challenge coaches because I know that we do these podcasts and we get the feedback and it’s like, my gosh, this is great.

And that was good. And would have never heard that before, whatever they’re saying, right. It was unbelievable. It was really good direction having a PR again, because it’s not about like, sure. Again, if you guys, you want to make 200. 10 clients at two grand a month, right? It’s $240,000 of revenue per year.

Yes. There’s some expenses and whatnot, but one of the reasons you want to become a business coach or a business consultant, or do what we do is we have 80% margins, right? So most of that is going to stick and you’ll be happy having a great lifestyle with 10 darn clients. You get 20 at two grand, that would be 480 grand.

So. What I’m trying to get at is that, you know, maybe it’s, it’s, it’s that tactical strategic, and then principle-based like, principle-based like, let’s build a business that you really genuinely like and really make a difference. So I want to challenge you on the parties. Cause I just kind of like that and we, this is not something we haven’t talked about in the past, but like every Friday at your house, get business owners to get.

Right. And then it’s call it whatever you want to call it. Right. You know, wine and wine, cheese and business, business, and bourbon, cigars and bourbon or cigars, cigars in business, whatever you’re going to call it, right? Like work out your shtick and get a, but I would have a theme of some description.

You could do golf. If you love golf. We talked about that in the past, you know, do get people together and go golfing. The problem with that is you got like a foursome. So you got your with three people and then people really spread. Oh, he’s got a bit of a captain body and she’d be able to do way better with it.

And just have it in your living room or have it down at the chamber. How about down? Like find a venue, you know, go do it at the accountant’s boardroom. Go do it. Yeah. You know, the, the virtual working space or whatever you call it and just do it every, and by the way, just try it. If you only get five people there you ever, you know, had a couple of glasses of wine and a couple of wines, or a couple of bourbons, or maybe some, some high-fives and jokes and whatnot with five people, it can be a lot of fun.

And, and by the way, other people are looking at. For these types of opportunities, they like they’re sitting there bored in their own life. Right. And it’s just the usual, you know, mundane, like, gosh, a whole month has gone by and I haven’t, you know, and I haven’t got together socially with my budget.

Maybe poker by the way would be a really good one. And again, but the poker can be distracting. And I kind of, if I’m doing that, I want to have the capacity to be able to be the show quote unquote. And I’m not, that’s not for, as in, I want to be able to educate them is what I’m saying. Right. Super important.

Cause that’s where the preeminence comes and that’s where the, Hey, so you helped me with XYZ. Even if you just set up a mastermind on Friday nights, that would work as well. But I just want to challenge you to build a business that you really enjoy from a principle base. Standpoint and just get people together in a low passive don’t hard sell them.

Certainly don’t get on your hands and knees and beg, oh my gosh, I need clients. Like, don’t be that guy or gal, just put on a dealio where, you know, you’re just educating business owners and introducing other bits. So it’s a bit of a very loose informal networking group, I guess, is what I’m thinking.

Describing or mastermind and just watch what happens, but what Rodel, here’s the problem. So some people are they’re listening and they’re like, gosh, I’m going to do that. That’s a really good idea. What’s the problem. What’s going to happen. You’re going to do it for three weeks and you’re not going to get a good turnoff.

And then you’re going to give up. Well, you got to do what you got to go all in. We talked earlier in the pre-show road, though. We opened up Dino and he’s just new with us. Right. But he’s just, he’s on every, like, you know what I mean? I feel like Dino has been with us for three years. Like I see every call we do internally every Q and a call he’s right there.

And then that was not surprisingly, guess what? He’s having great results. He’s not even through the onboarding process. And, you know, he’s already, you know, going gangbusters and doing well and meeting with, you know, meeting with clients and prospects and converting folks. And he’s just like all in, right.

And that’s the secret guys. The secret is there is no secret. You just gotta, you gotta go all in. So if you’re going to do this Friday, principle-based business. That you’re going to really enjoy and it’s going to provide more clients than you’ll ever be able to count. Certainly the 20th, two grand a month.

No problem. You gotta be able to push through a little bit of uncomfortableness, right? Like you’re not going to get 10 to 50 people there on the first night, except that only two people show up two people show up. Just promise me, you’ll do it next week. Next week, next week, maybe it’s you got to go all in for 90 days, right?

So for three months, every Friday or Saturday, or you could do it in the morning. Over breakfast, which is what we recommend through live event mastery, by the way. But this is a different frame. Just get some business owners in a room on a weekly basis and educate them, entertain them and just watch what happens.

That’s what I’m getting at shoots. So, all right. I already come up with 

[00:51:08] Christian: three equals rambling on there. So how, how about you? Could you partner up with a golf pro and you go to a driving range and you just have him take turns and you can just schmooze with the people in between. Oh, there’s. How about you get a magician, you do a, 

[00:51:28] Karl: oh, keep going, sorry, shoots.

Keep me on. I was going to 

[00:51:30] Christian: say profits and playtime. How about you? You invite them to bring out their kids. You have a magician there, you have whatever, right? The balloon guy, something like that. Like why, why not? Why not switch it up and have some fun 

[00:51:42] Karl: with this stuff. Principle-based what’s your, what’s your thing?

You know what I mean? Like go build a business around that. And like, make it work and your kids are going to be playing and their kids are gonna be playing. So you’re looking for families with young kids and you got young kids, right? Like, Yeah. 

[00:51:59] Christian: There’s so much out there today. It doesn’t have to cost money.

Like how about you? How about a Saturday morning walk and talk. You get a group of guys out just to go for a walk. Cause we know we can all use a little bit more exercise 

[00:52:11] Karl: and I wrote down earlier, I’m like, all these ideas have booze and then I came up with poker and I’m like, that’s no better. There we go.

Road dog. 

[00:52:22] Christian: It’s no problem. Listen. Apparently loves the booze loves the sauce. You saw that video. I sent you by the way, that was beauty right there, like a hype video on drinking. It was ridiculous. Anyways, let’s do it folks. Thanks for tuning into another episode of business coaching secrets with the man, the myth, the legend himself, the king of the castle, the king of Colona, Dr.

Carl brine, not a real doctor. If you don’t on the inside and getting asked to the. Or you weren’t getting those daily emails from Carl, or just want more information on the profit acceleration software, the group coaching software visit focused.com and subscribe today. And again, if you enjoyed the podcast, please share, and please leave a review.

As we know that all the streaming services love that and we’ll bump us way up in the ranking. So please go ahead and do. We’d greatly appreciate that. And that is it for another week, another week. Holy smokes. Whole another week folks, we will see you on the next episode. And remember progress equals happiness.

Take care, everybody. Carl 

[00:53:21] Karl: Brian built profit acceleration software. 2.0 to train business coaches, how to find any small business owner more than $100,000 in. Five minutes without them spending an extra dollar on marketing or advertising. This becomes a business coaches, super power. 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.

SFC 150
[00:00:00] Karl: Welcome to Business Coaching Secrets with Karl Bryan. If you wanna 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 dreams. Here we go.
[00:00:42] Christian: Ladies and gentlemen, boys and girls, coaches around the world. Welcome to another episode of Business Coaching Secrets. It’s your boy road dog with none other than the man. The man who didn’t retire in Come Outta Retirement because he will never retire. No, he’s not a PR Madonna. His name is Karl Bryan Shoots Welcome to the show.
Yo.
[00:01:04] Karl: Yo. Yo. How you doing? Road dog. Tom Brady is back.
[00:01:08] Christian: There you go, my boy. Yeah. You know what? I’m just so thankful that you are not as attention seeking as Tom Brady, that you would not just tease the business coaching community by saying, I’m retiring, and then two weeks later you come outta. So there you are, bud.
There you go. That’s one thing you have on Tom Brady. That’s probably the only thing you have on Tom Brady.
[00:01:27] Karl: But you know, that would be about the only thing that would be it, js. But like
[00:01:32] Christian: I would, I would even say, He is the only person on the planet that rivals your chicklets. Like that is .
[00:01:42] Karl: You think, dang, listen, there, you, you go, dude, you’re,
[00:01:45] Christian: you’ve got a million dollar smile.
And you know what? I don’t care what anybody else, especially Adrian has to say about it. I love your smile. Okay bud. So you just take that.
[00:01:54] Karl: Anyways compliment, ladies and gentlemen. That might have been a compliment you just heard.
[00:01:57] Christian: No, don’t worry. I’ll make up for it later. Have no, have no fear. I’m still going to rattle your cage as best as I can later, bud.
So I’ll get, listen, we you and I were just having a, a conversation before even the, the, the pre show began. It was like, The Reho and KB show before the pre-show, before the big show. This is like, how many more shows do we need to have here? We were talking about success and, and elevation into new levels of success and all that sort of stuff.
There’s actually a question that came in that’s very similar to that and I’d like to start on that tone if, if I may. And it’s. The coach, somebody wrote in here and said, look, I’ve always coached smaller businesses, which as you and I both know, that’s sort of a great starting point, but just landed a whale last week doing 25 million.
So well done. Congratulations, by the way. But yeah, that can be a bit intimidating. And so the question is, do I use a different approach? Like do you have any, any tips for somebody who. Traditionally just work with smaller businesses and now all of a sudden, boom, lands a whale at 25 mil and is probably feeling, you know, a little little bit of the, what do they sell?
What do they call the alter ego sort of thing, right? The what’s the word I’m looking for? What is it? What am I looking for, bud? Help me out.
[00:03:22] Karl: I dunno. You go in Sigmund Freud on us here. Is that what’s going
[00:03:25] Christian: on? No, no, no. You know when, like, when you feel out of your, outta your depth and imposter syndrome?
That’s the imposter syndrome.
[00:03:34] Karl: Thank you. Holy smokes. You almost left me. Hang in there. Anyways, ,
[00:03:38] Christian: what do you recommend to somebody now coaching a big dog versus just a small traditional type
[00:03:44] Karl: business? What, what, what’d you say? Was it, how much was it? 25 million. 25. Yeah. Okay, so look, and this is not, you know, when you, you go from small to big, understand that 96% to businesses don’t make it to a million dollars.
That’s gross revenues, that’s not profit. That might surprise some of you, but when you meet a coach who says he’s going to 10 million, 20 500 million companies only, that’s fine. But do understand that’s you’re going to a 1e-05% of the population if that. And then if you were to have a different conversation with me and talk about scale, I would say that if you’re only gonna go to 10 to 25 million plus companies, you’re never gonna scale that business given this small audience.
And that’s slight exaggeration, but I’d be pretty close. If you wanna scale a coaching business, you want to go after the little guys. And I just say that as a pre-frame that just cuz you landed a 25 Schmill client, which is awesome. I don’t know, do you wanna stay? You know, do you only want to do that?
A question I can’t answer. You’d have to but look the difference between small and large. Is really, I guess the game that I’d call, I’d call it human capital. Your greatest successes will always come through. Other people said that many a times, and I’ll say it many more times in your future.
And that’s big, like big earth, small, right? Most people don’t get it. And you, you can’t work your way from a 1 million to a hundred million dollar. Right. The only way that you do it is through leverage. And that’s for road dog. And that’s for me. And that’s for you, and that’s for this specific client.
And that’s for, you know, Coca-Cola back in the day and any other large company wanna talk about human you, you can’t work your way, you can only leverage your way to those types of numbers, right. And again, if you introduce me to a hundred million company, we just said this in the pre-show, ironically enough I’ll introduce you to an HR company, right?
They’re really in the human resources business. But the problem is most people don’t realize that. So they are in the business of attracting talent and attracting staff members that are gonna basically stick around, right? So yeah, critical relationship between hr How do I wanna say it? Like continued success above small enterprise, because they’re so 25 million, that’s probably, I, I dare say that threshold where they go from 25 million towards 250 million or they come crashing back down to earth.
What’s the gap? A lot of knowledge and approach, but again, I, I just go to, you know, human. Capital. So if they stop growing again, you just look at their people, think of people as resources you know, oil, gas, et cetera. Talented, talented people are better resources. Okay? So, you know, even like in my company, which is a little nothing burger in the grand scheme of things, but you know, we’re an eight figure business.
And I’ll tell you that we treat our staff as best we can and we’re not perfect by any stretch, but we treat ’em like family. We’ve lost almost nobody who we wanted to. All staff I personally speak to new hires or the, you know, I, I speak to all higher level new hires and I put every nine, almost everybody on a three year agreement.
And we’ve had, I think seven, seven staff members with us for just under a decade. And in fact, shout out to Big Al, who just passed 10 years with us over the weekend. My number one sales guy, he’s been with us for over a decade. My bookkeeper’s been with us for, I’m gonna say eight, nine years. I could go on Bottom line is that, that you gotta take that very, very seriously.
And I think this client, a lot of clients that hover around 25 million, they don’t, they’ve never had somebody say it to them that, you know explicitly like you’re in the business of attracting staff. Right? So, You know, and so then it’s like, okay, well that’s what you gotta help ’em with. Managing staff is hard and it needs time, it needs attention.
You know, it needs growth. The person that’s managing those folks, you’d better have them, you know, doing, you know, training around leadership. Cuz very few people are just natural born leaders. Like you hear about I was talking to somebody about a trucking company, literally just the other day. Staffing will always be a huge, the question was like, why can’t they keep good staff?
Why do they have this challenge with staff? And I’ll tell you, they will always have this challenge with staff, right? Why just the quality of the people that you’re going to attract is just gonna be a lower level. Do you wanna drive a truck for the rest of your life? You know what I mean? Or, or, you know, day in, day out, you know, five to seven days a week, be away from your family.
And in a. Here in a truck. I gotta tell you, bad news, you’re probably going to be solo. So maybe with this work, let’s think about incentives. Like how could you do it in an industry that’s really difficult to grow in that space? And it’s like place a plaque on the wall for the drivers. And then duplicate that same plaque that they can take home and then put the plaque on the office wall with the number of miles that they’ve driven and deliveries that they’ve made.
Given this example in the past, but I just happened to be speaking to somebody on the weekend top of mind, super, like they hit a hundred thousand miles, boom plaque. They hit a thousand deliveries. Boom plaque, they hit 500, 250,000 miles, 500 thousand miles. They hit a million miles. They get a party.
Right. Do you think they would start taking pride in accomplishing those milestones and brag about it a little bit? Right. Would, would their wife and kids have something to brag about about their dad, right. With their friends and, you know, families and dinner parties, et cetera. You know, would, would they be showing, where would the plot go?
Is they gonna go in the cupboard or is it gonna go up on the, the wall in the office? You know, you’re dealing with a guy who doesn’t have an mba. General, generally speaking, I’d be amazed. Right? So I dunno. And then every six months, if the driver performs at a certain level, and that would be in, you’re driving a truck, that’s gonna be sick days, that’s gonna be on time deliveries, that’s gonna be keeping the truck in a tidy you know, good condition cuz then it’s gonna last longer.
You know, they send the driver on a four day trip to Vegas with $500 of gambling money. Actually might need to, might need to say a thousand given the state of inflation. I don’t know how far you’re gonna get in Vegas with 500 bucks. But anyways you know, with that, you know, Would that change the dynamic?
Would that, you know, you understand like the HR components here, we’re not working out how much more money we’re gonna make him. Right? We’re making it, you know, more of an environment. Right. And also create like a friendly relationship with those staff members and make sure that they’re coming over to your house a couple times a year.
Right? That changes. It, it creates a personal relationship. It gets everybody together. It’s absolutely critical. You should also be doing that with your clients, but that’s a different topic. But just like attracts. And then those drivers, if they’re getting treated in that manner and going to Vegas, do you think they might be able to recruit some excellent new drivers for them?
Right? Like they’re at the bar and the guy asks, how are you going to Vegas again? Like, you were just in Vegas, it feels like just a few months ago. Says, my boss sends me every six months when I do a good job and I achieve certain milestones. That’s what he does. All right. Like what do you think the guy like, like a track, like, so the guy that’s sitting across from him probably isn’t an B that’s on average.
He would probably be the kind of guy that thinks, you know what, driving a truck wouldn’t be that bad. Right? So and, and the guy’s thinking, my boss hasn’t done this. You know, I’ve worked with a guy for the last six years lifting heavy stuff, wrecking my. Hey, are, are you guys looking for people and just curious, right, well, what, what I just described, like what that would be would be an inbuilt staffing growth loop.
And again, do you think staffing might be a good idea for a companies that’s su you know, 20, what did we say? 25 million trying to get towards 50 million. A hundred million. It will be done. They won’t do it by working hard. They won’t do it. You know, getting an MBA when they didn’t have an mba, they’ll get it through leverage.
Their greatest successes will always come through other people, right? So a and by the way, when I refer like Road Dog and I are working in the same place, what we do, there’s an in-built holding one another accountable, right? So again, you tell me in that environment, that’s a good thing, right? Like, and some of the, like think of a moving company, a trucking company, a construction company, which is very popular, a roofing company, a concrete business where staffing is always going to be tough, right?
You, you can’t, so it’s not. You can’t succeed at the highest level without surrounding yourself with not just people, but talented people. Understand that one A plus what I refer to as a first round draft pick, but an A plus employee is worth nine B. Let’s say B employees, okay, one A plus employee is worth nine of the, you know, B.
You know, beast. I dunno, if I, you know, like whatever, my daughter’s in grade school. I’m thinking abs and C’s right now, right? So just so bottom line, this company, I’d be helping them with recruiting, training and development. And I’d be helping them do it in a serious and very real and tangible way.
This is more strategic. I wouldn’t necessarily do this on day one, but certainly you gotta know where you’re going. And you know, I, I just daresay most companies and certainly a 25 million company, which is not huge amount of revenue in the grand scheme of things. You know, they, they just assume cuz they’re paying everybody.
They should just be happy. Oh, I gave this guy a raise, you know, a 2% raise of whatever, you know, number of rays, he should be happy. That’s not the way the world works. Four things that motivate people. Rank recognition, prizes money, rank recognition, prizes money. Money is the last one by design. You know, not by happenstance that that’s where it belongs.
And that being said, you gotta assume that they’re making a good living. But believe me, the other stuff will motivate ’em significantly further. Like that inbuilt ro loop, the trip to Vegas plaques high five you know, kind of oversimplified. But you know, that something like that is the way I’d be thinking.
So, so answer is of course, you do it differently but this is just kind of top of mind from the pre-show. You know, and it would just make a big impact for you know, staff. So whenever you’re dealing with a client, they’re doing a hundred grand, a million, 10 million, 25 million, 250 million, three steps.
Little red arrow, you are here. Okay? We built software to establish that. What are you looking like? Where are you at? Right? If you’re on, where does that come from? If you’re on a ski hill and you’re lost or you’re looking for, you know where to go, or you’re at a national park you’ve never been to, you see a map.
The only part of that map that matters is the little red arrow you are here. The rest of it is completely useless if you can’t establish that. Right. And then clearly define the the goal and the outcome, you know, like coach them. So little redder you are here clearly define the goal, the outcome, where we’re looking to get.
And then coaching is basically the line in between. So, so that’s it. Road dog, that’s what I’d so yeah, the answer is definitely that’s what I’d say.
[00:14:13] Christian: Bud, what do you think? Well, the, the, the, the one thing I do wanna add to that real quick is I talked about imposter syndrome before, and, and as much as no matter what, I think it’s just moving commas around, right?
Like, I think, I just wanna just touch on that point real quick. Is, It doesn’t matter what the numbers are. The numbers are just the numbers. It’s, it’s the formulas behind the numbers that move things. So it’s no different than when I was managing ad accounts 30 bucks a day and then now upwards of $10,000 a day per client.
Like the, it’s just, yeah. Was it intimidating when I went from 30 to a hundred to a thousand to 10 gr Of course. But the fundamentals don’t. Right. And I think that’s an important thing there too. Like, you know what I mean? Like if you’re looking at the financial statements, if you’re looking at the way that you coach, that doesn’t change because of the number that they make.
And I think that’s sort of an important point
[00:15:10] Karl: there too. The choke. Yeah. Hundred percent. Rod, the choke Hold on. Any business. I believe this is straight outta Tony Robbins’s mouth, but I just, the choke hold on. Any business that’s yours, mine, Coke, Pepsi, Ford, Louis Benon, Ferrari, whatever. Rolex is basically it’s the choke hold.
The, the, sorry, the choke hold is the psychology of the owner. How big can they think? And you just said you gotta see it. It’s just, it’s math. Big, you know, big business, little business, successful business, bankrupt business, just, it’s math. So there you go. Shoots.
[00:15:43] Christian: Well, yeah, especially for you, you always, you’re preaching about, you know, you don’t need to know how to create a financial statement.
You just have to know how to read it. Yep. It’s just, it’s just the commas in a different space, right? Like the, the fundamentals of what you’re suggesting and what you’re coaching them on. The other thing that really came to mind as you said it right at the end there is you, like you, dude, you always say, little Red arrow, you are here.
Like , like, we get it, dude. Like, frick, you say it every fricking show 10 million times, but you know, how, how true is that of fundamental when like we all, we all preach, But how many coaches actually have a legit plan in place for their client, which A first identifies the starting point, and then B identifies the target?
Like I, I would, I would, I would venture to guess it’s, it’s less than 1% of of coaches that legitimately have a plan in place, and a lot of them are just shooting from the hip going into a meeting. They’re not prepared. They’re not taking the. I, I’m just, that, that hit me right there when you said that.
And I, I’m pretty sure that that’s pretty
[00:16:55] Karl: damn accurate. Hundred. And by the way, this is why we just created the coaching portal, which I was just playing with the staging. It’s on a staging server right now, but we’ve, we’ve created, you know, like again the, you know, the coaching framework as in you’re doing a weekly coaching lesson and you know the notes that you take and where you put them and then at archives and at archives notes that you send them, notes that they send you.
So anyways, yes, road dog, agreed buddy, it’s little Red arrow, you are here, what are you looking to accomplish? And then it is intersecting those two points. The same way that you look at a map and you’re trying to get from LA to new. You draw a straight line, right? You just follow the highways. But the problem is, along the way, what are the chances of there not being a car accident?
Not being a storm, not having a storm, not having, you know, a roadblock or road construction. You’re, you’re gonna have to be flexible, but you dogmatic with the destination, but you’re flexible on the way. And hence, we’re a coach. So what happens is they, they, they, they, they hit a car accident and they end up going towards, And they don’t realize that they’re going in the wrong direction for what they originally wanted.
Right? This is why they need a coach. You know, Kobe Bryant couldn’t see himself, shoot, tiger Woods couldn’t see himself swing. This is why they have coaches, you know, the end. Love it. Now with
[00:18:11] Christian: the, you know, you talk about, you know, the workplace and stopping and everything else, which. Public smokes for anyone that’s ever had a team or staff, like, what a freaking nightmare, right?
Like , hey, some people would resign for it, right? Some people are are built for that. I’m just not that guy. I, I avoid people pretty much like, listen, best thing to come outta Covid is social distancing. Like, I hate people in my space begin with. And now it just became okay for me to tell them to just back up.
Like, it’s beautiful, right? Anyways, without
[00:18:40] Karl: being, he’s not joking folks, by the way. Not
[00:18:42] Christian: joking. Like seriously. People in my space, like seriously, it still reminds me. Okay, side tangent here. Now why am I going down rabbit holes? So I don’t, the best commercial dude is so I c BBCs the Insurance Corporation of British Columbia.
They had this perfect commercial years ago, and it’s somebody walking on the sidewalk and there’s somebody literally like almost on their back, walking right behind. And it just says, you wouldn’t walk like this. Why are you driving like this? And I’m like, that is just beautiful. Right. Just fricking perfect.
Cuz I hate people in my stress Anyways. People workspace, I’m, I’m back on track. How would you suggest or what you said about determine the strength of the workplace? Like how do you determine the strength? Like what do you, what do you mean by.
[00:19:32] Karl: Yeah. So well, okay, little red arrow. You were here again, like road dog just said.
You know, what kinda leadership do you have, right? So if you plan to help your client grow and maybe exercise, you know, huge returns, maybe on your contingent agreement. Cough, cough, good idea you know, go to their staff and ask some questions. Just say, look, permission to interview your. Freely and anything that they tell me to keep confidential, I’ll be keeping confidential.
Which is not, that’s not the goal. But I, I wanna, I need to establish this little red arrow. You are here. Your greatest successes will come through other people. So let me look at the other people you’re currently surrounding yourself, right? So that, that exercise will go in a long way and establish, you know, establishing that red arrow and determining, I guess, yeah, the.
Of the workplace, which critical. So what would you do? I would come, you’re, you know, you’re working at a, a job and I’m interviewing. It’s like, are you crystal clear on your job description? Okay. So if I interview 10 people who just left this particular place or any place of work and I say, why did you leave?
What will come out of their mouth? Amongst some other things, no doubt, but I wasn’t entirely sure of. Was expected of me is what they’ll tell you. Right. So job description is it defined the roles and response, you know, roles and responsibilities, et cetera, articulated. And could you show me a document? Are you crystal clear on, and again, I’m speaking to a staff member.
Are you crystal clear on the outcomes and results expected of your role? Right. Can you tell me like we always talk about you need to have a mission with the company. Well, I would go to somebody and say, can you tell me the mission of the company? There’s a really good chance they. And it’s either that they don’t have a mission that’s a bigger problem, but equally good chance that they have a mission, but then they’re not telling anybody.
Right? So it’s in, you know, it’s the, you know, the owner and a few select you know, higher ups that are kind of discussing it. So that’s a question I’d ask in, okay, so now once you’ve established that mission, then I guess maybe a follow up that would make sense would be like you know, to call him Dave.
Dave, is the, the mission of this company a meaningful one, right? Like, as in is it just meaningful to the owner of the company or is it meaningful to everyone? And I, you know, it would be a good idea that you’re, especially your key staff, but that everybody, you know, believes in the the game plan. Do you have the opportunity?
Okay, so I’m talking to an individual and I want him individually or her individually to be working to their strengths. Like, do you have the opportunity to do what you’re best each you’re best at each day? Okay. Thinking about this, you, you’ve probably, you’ve heard me say this before, probably if you followed or podcast and whatnot, but it’s like if you wanna make a lot of money, what is people all the time?
Do what you love and you’ll never work another day of your life. Right? That is categorically untrue. Cuz if you’ve ever done what you love, you quickly can’t stand what you used to love. Right? Kind of a 1 0 1. So therefore what you really, oh, assume that your goal is to crush it. And the goal is to take this company from a 25 million to, you know, what do we say, you know, 50, a hundred, 250 million.
You want your best people doing what they’re good at, and then staying out of the way. Like what Road? Dogg just said, look, you don’t wanna take Road Dog and put ’em in a room with like, you know, nine other staff members on a daily basis. I don’t, and by the way, I don’t think, and what we need to do is measure that.
And by asking him, road dog, are you getting the opportunity to do your best each day? AE says no because he has to, you know, he, he wants to social distance and these guys wanna come up and, you know, give him a bear hug, you know. In this, you know, meeting, whatever bad example, you get the idea need to be doing your best each day and they need to have the ability to do so.
You know, like what about price, rank recognition, prizes, money rank? That’s, you know, hopefully, you know, senior you know, senior consultant, senior constable, senior, this senior. Not but more rank recognition. Have you been given a pat on the back? Over the last, let’s say, week. Certainly if they say no to that, then in the last month.
But have you been praised for doing good work or something you’ve done by a superior? And the answer to that’s probably going to be no. Do you have, like, what else do you like? Okay. I was talking to somebody in like, they have this old ratty tat laptop, right? Like, do you have the tools, the materials, and the equipment to do your work in an effective manner?
Okay, well, what do you think’s gonna happen if you take a hockey player who’s unreal and you put ’em in skates that aren’t sharpen? There’s a lace missing out, one of ’em. How’s that gonna work out? Right? It’s kind of a one-on-one. Some of these, this, this might sound possibly even in the Platitudinal area, but far from, far from You know, do your superiors care about you as a person?
Getting a little bit personal, you might wanna, I mean, yeah, like, just, but I’d be interested in that answer. And I gotta tell you, if the answer is no, we got a bit of a challenge here. Do you feel like your opinions matter might be a, you could go A and B there, you could combine those two questions, maybe.
But that you’re gonna get some, you know, good data, good information you know, from the staff member there. And if they don’t feel like they. You get your greatest successes from. From other people? Well, if they don’t feel like their opinions matter and that they’re, you know, my superior, my manager, my boss, the guy owns the company, doesn’t care about me as a person, I don’t know.
Is that, you think that company’s go without knowing who these people are, do you think this company’s going from 25 million to 250 million, or do you think they might be at risk of going from 25 million back towards 10? Which is more common, right? Like what about on the per, we’re all coaches, right?
Like no doubt we all understand the power of coaching, but like, are you encouraged to develop as a person? There are a lot, and as I say that you might be like, oh gosh, that’s. Surely they are. There’s a lot of people who don’t believe in personal development, okay? And I know a lot of people that have made a lot of money drive really cool cars and live in big houses and fly private, and they couldn’t give a rat’s backside about anybody bloody but themselves.
So, so don’t just assume cuz somebody’s really cracked it. They’ve got these things, right. And then by the way, they, they do tend to digress. So have you ever met somebody who had, had a big company and no longer has a big company? Possibly. These are the types of challenges. These, if you go deep, these are some of the things that they might is look fundamentals 1 0 1 as coaches.
But I would say that this 25 million company, are they doing it? I don’t know. What else would I ask? You know, what about like road Dog and I are working. Hey, road dog. Are your coworkers committed to excellent. What do you think? It’s like the growth loop that I mentioned earlier. Well, when somebody’s working really hard they’re gonna push me.
We’ve all look, think of the government. Okay, what’s the government literally famous for? You do not go work. And if you don’t know this, this is absolutely categorically true times a million. And that is that if you show up and you get a job at the government and you work too hard, you will end up getting poo-pooed by.
You know, by your, you know, the staff around you, you’ll be told, you’ll be grabbed into a little room and said, look, we don’t do things like that around here. This isn’t private enterprise. We don’t want you working too hard. All you’re gonna do is make everybody else look bad. Right? Well, how’s that working out?
So the exact opposite is what we’re looking for in private enterprise, and we want people to be striving and looking to take on more leadership and higher level roles and just generally doing a great work. Right. What about like, do you have friends at. That’s again, like what happens is you, you know, you spend a lot of time there.
Do you consider these people to be friends? Well just go into your little crystal ball and do a little prediction. Prediction for me. If you don’t, they don’t feel like others are doing excellent work and that they’ve got friends at work, what, are they gonna stick around a long time? Are they gonna go above and beyond?
And, you know, places like Zappos were like famous for this. Like where, you know, they just make it so much fun, right? They just, just make it fun to work there. So I don’t know, like no doubt you could, you could pull some other questions. You know, in the last years you have you grown as a person?
How many people worked? Like a lot of people, you know, they have 10 years of experience, but they really have one year of experience, 10 times. Is that the kind of person you want working for you? Is that the kind of person that is gonna help you take a company from 25 million to 250 million? We know the answer, but are they, and they know the answer too, if we ask ’em.
My question is, if I look at the day-to-day activities, the staff meetings, the personal development seminars, the coaches that they’re bringing in, the coaches that they’re not bringing in, you know, the questions, like I said, very common to speak to somebody who has had. A really big company and they no longer have, and that’s not to say that this is always the case.
Sometimes there’s, you know, political climate and economic climate like 2008 and that sort of stuff. But I don’t know, is that you know, are you, are you encouraged to grow as a person, you know, from the leaders of the company, from the owners of the company, from your superiors, from your managers? You know, that’s, so I would just daresay that and there’s a bunch of others and no doubt you know, you could think of a bunch more and maybe there’s a few that you’d leave off, which is totally fine.
But look, staff that respond positively to the questions and you know, many more and maybe a few less are no doubt. This is the kind of business that’s gonna be successful. And then you define, okay, well, what is success? If you do all those things right, what’s gonna happen? It’s gonna be, are they gonna become more profitable or not?
Answer’s obvious, right? Well, generally speaking, higher levels of productivity when everybody’s encouraged to grow and working together. And you’ve got these, you know, this inbuilt motivation, staff retention. Do people wanna leave when they feel comfortable in their work rank, recognition, prizes and money?
All those four getting looked after. Customer satisfaction. Are they gonna, Zappos was famous for not just a good, what do you call it, like staffing environment, but for their customers getting like, unbelievable people jumping in a car and driving three hours to drop off a pair of shoes. And then the owners of the company giving them a high five when they got back.
You know, in Las Vegas there’s stories of It was Steve Wynn, one of the, you know, the, the bus boys. He drove to California to pick up some medication for an olderly gentleman staying there for his diab to manage his diabetes or his, his, his, his blood pressure or something like that. Right. And he’s, and he gives him a high five.
That’s, you’re not gonna do that if you’re not feeling really motivated. You know, buy your company. And then rodda, what I’d also go into is I’m kind of like force multiplier. Like what? Li Cuz you’re gonna go there again, you’re not gonna go from one to 10 million, 10 to a hundred and a hundred to a billion without leverage.
That’s the way it, it were, you don’t work harder and then magically go from one to 10 million, 10 to a hundred million. You do it through leverage. So what, what little hinges are gonna swing big doors? Like, have you ever tried to twist a screwdriver with a bare hand and then somebody gives you a screw?
That’s a force multiplier, right? Or you ever tried to rip a sheet sheet of paper like perfectly in half you know, and then given a pair of scissors, right? Like the scissors are a force multiplier. A bottle opener for a beer. Maybe Rod Doug and I like to have a beer, right? So a bottle opener. I could use Rod Doug’s eye, which he does once in a while, but you know, here’s a bottle opener on the bottom.
You know, my flip flop and let’s rock and roll, right? Like a, a ramp for wheelchairs or a forklift that lifts you packets in the, you know, what am I trying to say? Like in the warehouse, a front end loader and a construction site. So, so all of those are front look, a screwdriver is a force multiplier.
Okay, so there’s your, cause you, I go force multiplier. You’re thinking, what is it? Well, in business, what is it? It like use was Amazon user generated testimonials and reviews through the. Right through the roof. You go to pick a particular book, you know, think and Grow Rich. And then there’s like five books below that says people that bought that book also, like this boom force multiplier, online calendar.
Somebody wants to make an appointment, you send me your online calendar, saves an enormous amount of time, focus, energy, et cetera. You know, CRM for automated emails, personal development. Remember the chokehold of any business is. Psychology of the owner. So, you know, basically personal development is I, I believe to be absolutely a force multiplier for me.
Business knowledge, like, you know, educating business owners, that’s a killer force multiplier that I’ve used for years and years and years and years. Very seldom have I ever taken on a client in the last close to Duke, two decades that hadn’t been educated by me before working with my. Right. So again, think that’s, that’s absolutely a force mal multiply education and knowledge around accounting principles.
Rodda and I talked about that for literally years accountability. So think of a sales board, regular staff reviews. What I just said a minute ago is having like rank recognition, prizes and money, like having a reward system, formalized signing a three year contract with a staff member. I have found that within, like, raises built in, if you’re with us in year two, you’re with us in year three.
I’ve already got the raises built in. Right. I sign ’em to work and they, they don’t sign it. They don’t start right. I sign it, they sign it. We’re off to the races. There’s a legendary story force multiplier. Rockefeller somebody came to him. A young guy wanted money for a startup, right? Rockefeller?
Rockefeller. He declined cuz he thought they were better mentors and investors for him. But he said, look, I’m gonna do something better. The guy’s like what? He goes, I’m gonna walk you through the New York Stock Exchange up and. And by association people are gonna take an enormous amount of interest. So you’d be ready with your elevator pitch and you’d be ready to accept some money.
Did exactly that. And all of a sudden he created a little bit of a, this famous story, ended up with a little bit of a bidding war and absolutely got the money and not from Rockefeller. So it was association, that was the, the force multiplier rock. If he’s good enough for Rockefeller, he is good enough for me.
Right. Force multipliers, like a screwdriver. What is the force multiplier for you and your business? You know, who is it in your business? And then of course, who would it be for your for your clients? So, and by the way, on a personal level, which might be relevant here just for our coaches, at the end of the day at a long conversation about this with a guy this weekend.
You know, we’re just sitting down chatting, do, do, do, do. And like I was like, man, he was doing what? I had a mistake I had made in the past. And then he was optimizing for the wrong thing, like, you know, the word hundred million. Okay. This is successful guy, by the way, right? So this isn’t beyond him, but he just, hundred million.
He was totally set up or what do you call it? Like he was hung up on. What is it like? Location dependence. He wanted to be able to move wherever he wants, whenever he wants, and he wants to be able to work from wherever he wants, right? Like as if that’s new, right? I’m like, okay, you and everybody else, all good.
But the other thing was a hundred million bucks. And I just said to him, and I, I think when he went away you know, we were done, we were buddies, right? This wasn’t a client, just a buddy. Over a coffee type of thing. And and, and he went away and I think he was possibly thinking a little bit differently afterwards where it’s like, you know what?
And I’m like, a hundred million. Do you really careful what you wish for here shoots, right. A hundred million company. Do you, you want, you know, you, you talk about lifestyle and then you talk about a hundred million company in the, in in the next breath. I’m like, these things, there’s a price to pay a very large one for building a hundred million dollar company.
And, and that’s just the way it is. So I don’t know. For, you know what I mean? As you’re listening to this for your clients, be careful because they s Okay, here’s what I’m trying to say. I sat with somebody who said they wanted to build a hundred million company, and then with less experience, maybe I would’ve went, okay, I gotta help this guy build a hundred million company.
Well, no, I pushed back. And I said, and, and he might have pushed back and said, no, I wanna build a hundred million company and I’m willing to make those sacrifices. And then the conver, the second half of the conversation would’ve gone very differently. But you see how the little red arrow you are here, don’t think that you’re establishing it, just cuz you’re asking some questions and getting some answers.
You gotta, you know, you gotta be willing to push. And you, and you, yeah, you, you gotta be willing to go deep. Put a magnifying glass over the answers, maybe, is what I’m trying to say there. But, but bottom line, on a per personal note, optimize for the right stuff. I don’t know if that’s a force multiplier, but it certainly would be for like happiness, but living from a place of gratitude that I personally am working on, you know, on a daily basis.
Cuz again, I’m very driven individual. If given the opportunity, I would just work, you know, 20 hours a day sleep for four. Well that’s an exaggeration. I, you know, it’s love spending time with my family, but I’m. I work too hard, the end, but, but it also gives me juice and it, it makes me a better father and a better husband, and a better guy, and a better friend.
So that, that’s my opinion. And by the way, and I might be delusional on that, but that’s what I’m going with. But you guys go into the gym, stretching meditation, all force multipliers. So look, bottom line. Road dog. Bigger the company, the bigger the impact of the decisions. So if you get a one, you know, a one ton truck and you have a peterbuilt building, massive cargo, if the one ton truck makes a wrong turn, it’s probably easily recoverable.
If a peterbuilt does it with a massive trailer and massive cargo makes a wrong move. It’s gonna be really difficult. You’re not gonna be able to go do a u-turn in the local, in the driveway, right? You know, if you’re riding a tricycle, not much happens. If you, you know, fall over, you’re driving an F1 car a hundred miles an hour on a racetrack, not so good.
So need to, if you’re helping a 25 million company, you’ve gotta think at a higher level. You’ve gotta go way more strategic than tactical. Human in, like human components of progress equals happiness will not go away. So you’ve gotta get some runs on the boards, ideally some early runs on the board. So I’d encourage you to be thinking along those lines.
But when you guys make a decision and it’s the wrong one, not the end of the world by any stretch, cuz I, I don’t wanna make, you know, anybody all of a sudden all cautious to make a, make a move. But understand that this is a peterbuilt at, you know, on its way to a peterbuilt at 25. You know, versus the tricycle.
So, you know, maybe be cautious and just always remember this road dog. For everybody listening, your greatest successes will come through who? And the answer is, other people, you know, staff, joint ventures, a personal assistant is a force multiplier for sure. I didn’t have somebody managing my emails, managing my calendar.
Reminding me of things that I’ve forgotten or have to do, et cetera, I wouldn’t be anywhere near as productive. So just thinking about, you know, there’s, there’s, there’s all those types of things in your business, but surround again, everybo so many people out there as a one man show, you know, it just, It’s, and one gal show.
I, I’d be very cautious with that. Anyways. Road dog. I’m not sure if I uh, . . I’d have done a rabbit hole there on your shoots. But strength of the workplace, I think those are the questions that I would ask. These are the things that I’d be thinking about, and as I’m asking those questions, I’m look okay how I got there.
When I’m asking those questions, I’m looking for force multipliers. If they don’t have, this guy hasn’t been given a raise, that means probably everybody else hasn’t been given a raise. And this might you. Come in if in built properly, or they don’t have a rank recognition, prizes and money platform, let’s call it like a way to motivate people in those four ways, and you help them build that, that’s gonna be a force multiplier.
That’s kind of where I was going. That’ll be like a screwdriver. So there you go. Shoots. What do you think? Okay. Wow.
[00:38:22] Christian: Rabbit hole. You’re right. Listen, I, I, I just want, I just wanna say I love that. Oh, I just wanna make a hundred million a year. Really, like, really? Yeah. Like, you know, I, I love how people these days are just like, I saw Gary V talking about it.
Like everyone talks about, I wanna make a million bucks. Like, do you actually know how many people make a million bucks in the United States? 0.1%. So like, it just, it amazes me that when, if you are, what is it? Like, make it more than 400 grand like you are in the top. That’s it. What 1%
[00:38:54] Karl: probably. Right? What else do you need?
It’s just above that road dog. Right? It’s more staff, it’s more headaches, it’s more logistics, it’s more meetings, it’s more staff meetings. It’s more payroll’s bigger. There’s more risk. You know? And you, when, when you help your cl, let me say this, okay? We gross profit margin. Okay? If you don’t understand that, just shame on you.
You gotta like, you can’t follow this podcast and not know what gross profit margin is in the future, okay? We’re banging over your head for a long time. We’ll continue to, okay? So if you help your client grow, From one to 10, 10 to 25, 25 to 50, and you don’t do it with one eye on those three little magical words, gross profit margin, you are putting your client in harm’s way.
Make no mistake about it, and I don’t think that you, and by the way, By accident, right? Like I, you’re, you’re a great person, you’re a great coach. You love your client, your client loves you, and you send them into harm’s way. Do you wanna be responsible for that? I know the answer is no. So just, you know, like, Gross profit margin, understanding like the importance that that would be a force multiplier.
Make sure like there’s a force multiplier on bloody steroids. You understanding gross profit margin and starting to think about it and understanding and look for it. And yeah, just understanding it and then understanding how to deploy it with your clients is like force multiplier on bloody steroids.
And by the way, if you’ve got contingency agreements in place, That would be a good idea. And our software checkoff, cough, cough you know, works out the contingency agreement for you. But that, you know, these, this is something that I would be thinking about all day long. Twice on Sunday. Most definitely shoots.
[00:40:35] Christian: Never missing an opportunity to plug your products, my friends . That’s twice, but who’s counting? Listen, I, I, I, I gotta say though, it is the whole, the million dollar thing is just like, it, it’s like it’s a cultural thing, just like the whole. You know, do what you love and just follow your passion. I sent you that Simon Sinek video.
Hey, what do you, and I, I love his, his response basically saying that that’s a bunch of bs. That that passion is the result. It’s not the thing that you start with, it is the result. I, I was like, whoa, what a very different perspective. So I thought that was pretty, pretty darn cool. I’m not sure. Did, did you get a chance to see.
[00:41:19] Karl: I did shoot. So just, but I did amongst multiple others. But I, I wanna make sure you define. So what, what is Simon saying? He’s saying that the end passion is the
[00:41:27] Christian: end. Listen, what did you say? What Simon says is, are we playing? Simon says, so. So, right. This is where we touch your head and rub your slippery, slippery slope that we’re going down right now.
So Simon Sinek said that that passion is the byproduct. It is the. It is not the thing that you start with. It is what you finish
[00:41:50] Karl: with. Yeah. That is contrarian on steroids, folks, so, so think about, and by the way, so road dog, somebody might be listening to this and you might say, Simon Sinek and therefore road dog and me are wrong.
And by the way, I would say, Okay. And I would say like, show us, cuz you might think that they’re starting with passion, but I think I said it earlier, right? Do what you love is a really good way to stop doing stop loving what you’re, you’re doing right. I used own a hockey rink, by the way, right? Nobody loves hockey as much as me, I gotta tell you.
I wanted to take my skates and lit light them on fire on many a Tuesday night. Okay, so actually, and by the way, road dog. Tonight I’m going to play hockey with a few boys and I’m playing goal. I get a bit of a sciatic nerve, although I’ve been going to the gym like a mad man, loving it. Kind of forgotten the, the sciatic nerves is gonna
[00:42:37] Christian: happen.
The fact that it took you this long in your career to figure out that you in fact are a goalie. Cause like, you know, goalies are just right. Talking to their posts. Like that’s the type of guy that Yara shoots. Like, you just gotta, I’m, I’m so glad you finally discovered. Who you are. It’s, it’s wonderful.
I’m so happy to hear it. I,
[00:42:54] Karl: yeah, I look, I was a goalie when I was a kid, so I so goalpost into,
[00:43:00] Christian: there’s, there’s a couple other things I really quickly wanted to touch on, cuz I know we’re, we’re up against the clock here. But you mentioned Zappos did, I’m sure you know, you went to Tony’s Business Mastery, all that sort of stuff.
He always talks about Tony Shay’s pizza story where he was, Tony Shay was at a party in San Diego or something. And they were out sort of wherever, and it was impossible. Nobody was gonna deliver. And then he overheard somebody say, oh, I’m gonna call my Zappos guy. And he was like, oh, I can’t wait to see where this goes.
So they just think of that they had such a relationship, Zappos, their agents, their reps, whatever they are with their clients that this guy, it’s like they can do anything like that. That’s, that’s the attitude, the mentality. That these people had with their clients that my, my Zappos guys is gonna get it done.
Like, that’s, that’s incredible. Right?
[00:43:54] Karl: And they were empowered to do that. And he would’ve gotten, he, he was celebrated for doing something so ridiculous. And look at the story. You’re talking about it. Tony Robbins is talking about it. And if somebody calls your, and I mean, again, let’s get a little bit realistic here, but if somebody’s calling your client’s 25 million company, the theme of the day and asked for a pizza.
You know, again, a would that have happened? The answer’s gonna be a no. And would he be empowered to do something outside the box like that? And that might be a fabulous idea. Understand Zappos’s, you know, multi-billion dollar company. They didn’t start there. But they. That happened early. They, they’re not doing it because they’re a multi-billion dollar company.
They’re a multi-billion dollar company because they started doing that kinda stuff. So, yeah. I love it, bro. Doug,
[00:44:38] Christian: I love it. The, the other thing is the recognition piece. Dude, when I first started Curling Ice, I curled with this, this old school legend of a guy. Shout out to the Tunnel town Curling club in Towas.
And cute old Ken Mackenzie. You always knew you had a great shot when all you heard down the sheet was, ah, a boy. If you didn’t hear that, however, you knew that perhaps there was some room for improvement. But last thing I wanna ask you is you talk about the, the, you know, it’s like we always talk about you are the sum of the five people that you hang out with.
You were talking specifically inside of the business like, you know, who are the people that are inside of your organization. What about on a personal level? Like how would you, I guess, do a self audit? If you will, on or am I hanging out with the right people if growth is on my mind? Do you know what I mean?
[00:45:27] Karl: Yeah. Is that a stupid question? Nope. Look, I’d go to questions, you know what I mean? You gotta frame it up like, first of all, define like what do you think a quality person is like You’re, you know, more introverted and I’m more extroverted, right? So we’re not gonna pick the exact same five people. We have a lot in common.
And I would dare say there would be a little bit of overlap cuz there’d be things more important than just introverted, extroverted. You know, to factor, but like, you know, look, one guy is a, you know, you and I joke about drinking beer and all that stuff, but we’re both, you know, it’s not like we’re pounding beers on Tuesday by any stretch of the imagination.
And we get together. It’s a Saturday night, it’s, you know, we have four pops and we Dr. You know what I mean? Again, and we, like, we don’t drink enough that we couldn’t drive type of thing. Right? And it’s over a number of hours cuz we’re having laughs and giggles and watching tv. But you know what I mean, like, so, Clearly defined.
Little red arrow. You are here. Road dog, right? Like what kind of person are you? Where are you going? And you might just be, ha, you might have, look, if I’ve got a newborn, a two-year-old and a four-year-old. There’s a pretty good chance that I’ve gotta choose, you know, in this season of my life, I’ve gotta choose some different people you know, than I’m going to, once I’ve, you know, my kids are in college and that’s not to say that I can’t hang out with somebody whose kids are in college cuz I got a newborn, but no doubt you could see how assessing my little red arrow you are here.
Looking at what am I looking to accomplish? You and I are looking to be, you know, high performing entrepreneurs, and that’s not gonna change anytime soon, no matter what. It’s not like, you know, we buy an airplane and we stop, or we do whatever, and then we stop as it’s not, it’s not. But you know what I mean, it’s not happening.
So Little Red arrow, you are, it’s the same process, mate. Little Red Arrow, you are here. And then it’s what are we looking to accomplish? And then it’s the line in between the two, you know, bingo, bango, bongo and I. How do you get there? By asking questions like I asked them earlier, like, you know, you crystal clear on, you know, what the, you know, the results expected of your role in the company.
What’s the, what was, what did I say? The mission of the company is? The mission a meaningful one, right? Like again, if, if somebody, you know, if somebody does, ironically, maybe this could go against, you know, my daily emails in the way I like to joke around. But if, if someone’s in my life and they drink too much and certainly somebody touches the little stuff, we’ll call drugs.
I got exactly zero time for that. I, I don’t say, Hey, I don’t re stop returning their phone calls. I don’t stop returning their. I absolutely water down my relationship with that individual because they’re not on the same path as I am. And when I go out with Road Dog and we stop at four and somebody else is moving towards 14, there’s, there’s a conflict there, right?
So I gotta. I gotta define what it is that I’m trying to you know, what, what do these people look like for Meg? You following, you’re picking up and I’m,
[00:48:14] Christian: we saw that guy at the pub watching the Super Bowl, so
We saw that guy. He, he would
[00:48:19] Karl: not be in nearly, put him in a headlock, be anywhere near us. .
[00:48:24] Christian: I forgot what, well, I dunno how that dude was a legend. Like, anyways, so there you go. Anyways okay, well there you go. Like, it’s, it, it is interesting, right? That that’s all, it’s, it’s almost like a self-audit because, At the end of the day, you want, you gotta be around other growth-minded people if you want to grow, like that’s just the, the, the long and short of it, right?
[00:48:44] Karl: But, but road dog again, you got a little ritter. Cause some people don’t wanna grow. We know that, that guy, you get what I mean? He’s probably not looking to grow right now. What he’s, you know, he’d probably do pretty well to hit aa is my guess. And go hang out with some people that have been there, done that, had a drinking problem and then stopped and they support one another like that probably.
You know, very different. This, this guy growing a successful business. I don’t know, by the way, that could be exactly what he needs and could be, you know, get a mud of whatever that was he was going through. But I dare say not
[00:49:15] Christian: so, so, and stay tuned. Then the next episode, ladies and gentlemen, where Carl will be donating a hundred dollars to Operation Underground Railroad.
Every time he says, little Red Arrow, you are. I think that would be beautiful. You’d be like, dude, if we did that over a year, like you’re, you’re, you’re broke. You’re found like bankruptcy. It’s amazing. Alright, close us out, my friend. What’s one thing that people can implement today in their coaching
[00:49:43] Karl: business?
What’s one thing? You know what I’m gonna say? You know how I, I mentioned like you got a one ton truck and then you got a Peter. And when you make a decision for the one ton truck and you make a decision for the Peterbuilt, very different. You know, like you, you can do a u-turn in the driveway for the one ton and the Peterbuilt isn’t gonna quite have that same privilege.
Right. So when you’re looking, maybe what we were just describing is, you know, like we’re, you know what I mean? Like you’re trying to create a big. Big revenues. Big revenues for your clients. I dare say that you gotta, you know, those road dog mentioned like the five people I’m hanging out with. Cuz you’ve got people in your circle that, you know, you should water down that relationship a little bit.
But they’re, they might be related to you, they might be high school friends, they might just be this Friday group that you’ve been doing freight just so you just keep doing it. I’m gonna say that, you know, It’s gotta take on more meaning than that. If you’ve got peterbuilt type goals, a big truck, okay. You gotta, you know, you, you, you gotta strategically make that decision cuz you’re not making it for you.
You’re making, it could be a generational decision for your kids and for your grandkids. And don’t think for a second, a small little decision. What did, mother Teresa, I believe said, never underestimate the love, the impact that one person’s love can have on the world. I remember reading that and I was just like and I’m probably making a meal with it.
But that’s absolutely the premise. It’s like, you know, one decision in your life. Don’t underestimate what kind of impact that that can have. You know, again, Peter built, you know here’s another metaphor you probably heard, but you, you’re, you jump in a plane and you’re going to New York, right? Well, you, you know, you gotta go to the bathroom and your co-pilot accidentally takes you off route by 2%, right?
You were going, what did I say, New York to LA or la, New York, whatever that semi straight line. Well, with a 2%. You know, the mean deviation, where do you end up on the other side of the country? And I’m gonna tell you, you’re gonna end up in the West Indies in the Caribbean. You, you’re not gonna, you’re not gonna be anywhere near New York if you’re going LA to New York, right?
So that, that’s you know, you, you, a small little decision can make a massive impact. And it can happen too early. And the five people you hang out with, if you’re a coach and. Been hanging around this world, forget road dog and I just this world at all. You know that those people you, you spend time with have a massive impact.
But see, not on you. The, the peterbuilt metaphor is that it, it’s your kids, it’s your friends, it’s your husband, it’s your wife, it’s your sister, your auntie, your mom, your dad. It’s your entire family. It’s your entire circle. So you. Get some kanas and, and make a hard decision, you know? And then how do you get there?
Ask yourself some questions. What do you define what you’re looking to accomplish? What are the, I gave you some questions for a 25 million company. You give me some questions for you and where you’re looking to get to. And if you don’t like the answers, make a not a massive change. Make a small change, and you.
You know, could very positively impact a lot of people, but don’t, don’t do it for you, do it for others, and then it’s gonna have significantly better chance of getting done. So that’s what I’m gonna say. Shoot. All right. So the funny
[00:52:53] Christian: thing is, so for those of you that are listening to the podcast, we do have our insiders, which I’m gonna talk about in a second.
You know how hard it was for me not to create a poll for them right here. And the poll question was going to be, if Carl was driving a Peterbilt, would he reach the pedals? Like I’m just. Because I, if you talk about it and I’m like, I just don’t think that you could reach those pedals like it’s. All right everybody.
Thanks for tuning into another episode of Business Coaching Secrets with the Peterbilt driver himself, king Karl. And if you’re not on the inside and getting access to the pre-show, there you are, folks. This is it. Or you aren’t getting Karl’s daily emails. Just, you know, go to focused.com, subscribe today, and he can give you.
Great day eight great daily emails, number one, but definitely all the other info that you need to to build your business. If, again, if you enjoyed the podcast, please share it. Obviously, we’d appreciate that. And if you wouldn’t mind leaving a review, we would greatly appreciate that as well. And that is it for another week, ladies and gentlemen, boys and girls, and remember, progress equals happiness.
Take care, everybody.
[00:54:03] Karl: Karl Bryan built profit Acceleration software 2.0 to train business coaches. How to find any small business owner, more than $100,000 in. Five minutes without them spending an extra dollar on marketing or advertising. This becomes a business coach’s superpower. 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 at focused.com.