Use Your Assets to Get Clients

Key Points:

0:00 – Opening and Courtney’s Birthday
Karl opens the call with birthday wishes for Courtney and a little bit of classic Karl humor around singing happy birthday.

2:13 – Courtney Honors Adrian Altsch
Courtney dedicates the call to his mentor, Adrian Ulsh, who helped bring him into Focused.com and encouraged him to step onto a bigger platform.

3:43 – The Goya Strategy
Courtney introduces Adrian’s “Goya” phrase, reframing it as “get off your assets” and using the call to talk about the assets coaches are sitting on.

6:40 – What Assets Are You Sitting On?
Courtney asks coaches to think about the skills, experience, systems, relationships, and tools they already have but may not be fully using to get clients.

7:15 – Rob on Systems and Tools
Rob shares that Focused.com already provides assets like Jumpstart 12, the simulator, and the tools to help business owners see their business differently.

9:06 – Communicating the Assets Better
Rob explains that his challenge is presenting those assets in a way smaller business owners can absorb and act on without feeling priced out.

10:50 – Entry Point Offers
Rob discusses creating a lower entry point so smaller business owners can begin the process without feeling like they have to commit to a large engagement immediately.

12:41 – First Bite Delivery
Rob shares that he is already running this approach and is preparing to deliver the first part of the process to a prospect.

13:19 – Scott on Thinking Bigger Again
Scott shares that he had built a large photography business in the past, then started thinking smaller, and is now refocusing on bigger opportunities.

14:22 – Scott’s Business Background
Karl highlights Scott’s history building a multimillion-dollar photography business, working with major clients, and photographing high-profile people and events.

16:38 – Using Visual Awareness as an Asset
Courtney points out that Scott’s photography background gives him a natural eye for details, aesthetics, and business environments that many owners miss.

17:42 – Walk In Like You’re Buying the Business
Scott explains that he can walk into a business as if he were buying it, notice what others overlook, and use those observations to start better conversations.

19:13 – Personal Assets Plus PAS
Courtney explains that coaches can start with what they naturally see, then connect that insight to the simulator, PAS, and profit acceleration.

20:07 – Ryan’s Real Estate Asset
Courtney uses Ryan’s real estate background as another example of how a coach can walk into a business, notice curb appeal and physical-space opportunities, then connect that to profit.

21:00 – The 522 Strategy
Courtney introduces the simple idea of showing a business owner in under five minutes how two strategies can double their profits.

22:34 – Your Spark
Courtney asks each coach to identify the personal “spark” they can use as their starting point before connecting it to the Focused.com system.

23:43 – Jim Faddick’s Disney Experience
Jim shares his background with Disney, strategic marketing, disaster recovery, and poverty work, then explains how he is using his Disney experience as an asset.

24:40 – Marketing Like a Mouse
Jim shares that he is building a live event called “Marketing Like a Mouse,” using Disney-style service, marketing, and experience principles for local businesses.

25:44 – Disney’s Real MDP
Courtney asks what Disney really sells, and Jim explains that Disney sells magical family memories, not just tickets, rooms, or attractions.

26:57 – Jim Kaspari’s Coaching Experience
Jim shares that he has coached for 21 years, written five books, coached more than 600 clients, and still struggles at times with belief and pricing.

28:23 – Moving Upmarket
Jim explains that he has mainly coached smaller businesses and sole proprietors, but needs to move toward larger companies that can support stronger packages.

30:09 – Pricing Challenge
Karl challenges Jim to raise his pricing and explains that his current rates are far too low for his level of experience and ability.

31:32 – Scale Pricing Example
Karl shares the Michael Clift example and explains a stair-step pricing approach that can turn a low entry point into a high-value coaching client.

33:08 – $497 to $1,997 Stair Step
Karl models a pricing path that starts at $497, then moves to $997, $1,497, and $1,997 ongoing.

34:43 – Group Challenge to Raise Prices
Karl asks the group to support the challenge for Jim to increase his pricing, and the chat responds with strong encouragement.

35:47 – Shannon’s High-Ticket Client Example
Courtney shares how Shannon started a client at $10,000 per month and increased the engagement to $15,000 after identifying additional value she could provide.

36:35 – Master the Tools to Build Confidence
Courtney explains that the more coaches understand PAS, the simulator, and the Focused.com tools, the more confidence and competence they build.

37:45 – Fulfillment Creates Evangelists
Courtney explains that strong fulfillment creates satisfied clients who become ambassadors and referral sources.

38:43 – The MDP Flywheel
Courtney describes the flywheel of assets, competence, confidence, attraction, fulfillment, satisfaction, and referrals.

40:56 – Jim Meyer’s Full Stack Opportunity
Jim Meyer shares that he wants to return to existing customers and offer them the full stack instead of only being their Linux migration or technical replacement person.

42:08 – Stacking Skills
Karl connects Jim’s approach to “stacking,” using Elon Musk as an example of someone who stacks multiple skills, systems, and advantages.

44:16 – Automate or Die
Jim explains that many small to medium-sized businesses need help learning how to grow, scale, automate, and remove constraints.

45:01 – Find and Remove the Constraint
Jim connects the Jumpstart 12 and Deep Dive 40 to the idea of identifying the business constraint and removing it.

47:06 – Karl’s Asset: The Launch Factory
Courtney asks Karl what asset he is working on, and Karl shares a preview of the Launch Factory concept.

47:35 – AI Displacement and Opportunity
Karl explains that many executives and mid-level managers are concerned about AI displacement and may be looking for a structured path into business ownership.

48:42 – Non-Franchise Franchise Concept
Karl describes the Launch Factory as a “non-franchise franchise” designed to provide step-by-step business startup support without traditional franchise costs, rules, and restrictions.

49:22 – Why People Buy Franchises
Karl explains that people buy franchises because they want ABC, 1-2-3, paint-by-numbers direction, even though traditional franchises can be expensive and restrictive.

51:11 – Startups Need Structure
Karl references the large number of new businesses launched each year and points out that many need structured guidance, not just more information.

54:57 – Creation and Elevation
Karl shares two powerful words: creation and elevation. Elevation helps existing business owners grow, while creation helps new owners start correctly.

56:09 – Why Franchises Sell to Career Changers
Karl explains that franchises usually sell best to people moving from corporate life into business ownership, not to established business owners already operating similar companies.

58:03 – Integrate Your Experience With PAS
Courtney summarizes the call by reminding coaches to combine their personal experience and expertise with the Focused.com tools and systems.

59:32 – You Cannot Transfer What You Do Not Own
Karl closes by explaining that coaches cannot transfer belief in the system unless they own that belief themselves.

1:00:17 – Practice With the Dojo and Simulator
Karl encourages coaches to use the AI Business Coaching Dojo, PAS, and the simulator until they believe deeply in the math and the operating system.

1:01:15 – Closing
The call ends with a final reminder to get off your assets, use the tools, and take action.

Five Key Takeaways

• Coaches already have assets they can use to get clients, including their experience, relationships, knowledge, credibility, tools, and personal perspective.
• The best starting point is often what comes naturally to you, then connecting that strength to PAS, the simulator, and profit acceleration.
• Confidence grows when coaches master the tools and understand the value they can deliver.
• Pricing should reflect the value created, not the coach’s fear or past habits.
• Strong fulfillment creates satisfied clients, and satisfied clients become the referrals, ambassadors, and evangelists that drive future growth.

Notable Quotes

“Goya. Get off your assets.”

“What are the assets that you have that you’re sitting on?”

“Start here. What do we mean? You already have some natural things in you.”

“Profit is the domino that knocks over all of the dominoes.”

“I’m a profit accelerator. In under five minutes, I can show you two strategies that will double your profits.”

“It is kind of selfish to sit on all those assets, all that value, and keep it yourself.”

“Your biggest asset is between your ears.”

“Client one removes fear. Client two builds belief. Client three builds swagger.”

“The more comfortable you become with the tools, your competence boosts your confidence.”

“Your next big client is not going to come from your next greatest promotion. It’s going to come from how well you fulfilled on your last client.”

“You can’t transfer that which you don’t own.”

“If it’s installed, it is inevitable.”

Action Steps from the Call

1. Make a list of the assets you are currently sitting on.
2. Include your experience, past career, industry knowledge, relationships, tools, credibility, stories, and natural strengths.
3. Identify your “spark,” meaning the thing you naturally see, understand, or notice that others may miss.
4. Connect that spark to PAS, the simulator, or a Jumpstart 12 strategy.
5. Practice explaining how your personal experience helps you diagnose business problems differently.
6. Use the simulator to show how small improvements can create major profit impact.
7. If you are undercharging, create a stair-step pricing path that moves clients toward a stronger monthly engagement.
8. Review your current client base and look for where you can add more value through the full Focused.com stack.
9. Use the AI Business Coaching Dojo to build belief in the system and test client scenarios.
10. Practice the 522 strategy: show two strategies in under five minutes that can double profits.
11. Use fulfillment as a growth strategy by creating results that make clients want to refer you.
12. Ask yourself what you need to believe more deeply before you can transfer that belief to prospects.
13. Stop waiting to feel fully ready and take action using the assets you already have.

Resources & Tools Mentioned

• Get Your First Client call
• Goya Strategy
• Adrian Ulsh
• Jumpstart 12
• Deep Dive 40
• PAS / Profit Acceleration Software
• Profit Acceleration Simulator
• AI Business Coaching Dojo
• Coaching Portal
• MDP Flywheel
• Market Dominating Position / MDP
• 522 Strategy
• Flash Coaching
• Group Coaching
• Done-For-You Group Coaching
• Focused.com Tools and Systems
• Michael Clift Interview
• Scale Pricing
• Stair-Step Pricing
• McKinsey-style Roadmap
• Disney
• Marketing Like a Mouse
• Dan Sullivan
• Strategic Coach
• Elon Musk
• First Principles
• Launch Factory
• Non-Franchise Franchise
• AI Displacement
• Franchise Model
• Creation and Elevation