Use the First Client System

Key Points:

0:00 – Opening and Purpose of the Workshop
John opens the call by asking who has attended BJ’s Thursday Get Your First Client calls and explains that the session will review what BJ has taught so far.

0:29 – Focused.com Has Come a Long Way
John shares that he started with Focused.com in 2013 when it was LPW, and compares the older tools to the current system coaches have today.

1:29 – First Three Clients Dashboard
John shows where coaches can find the Your First Three Clients tab inside PAS under Get Started.

1:57 – Ground Zero and Certification
The first section of the dashboard focuses on getting through the first five steps, getting certified, launching the website and business suite, and becoming comfortable with PAS basics.

2:53 – Master the Simulator
John explains that coaches need to master the Profit Acceleration Simulator because it is a powerful demonstration of profit acceleration and exponential growth.

3:35 – Know the Problem You Solve
Coaches need to understand the business owner challenges they solve and how the Jumpstart 12 strategies connect to those challenges.

4:07 – First Three Clients in 90 Days
John reinforces the aspirational goal of helping new coaches land their first three clients within 90 days.

4:42 – Feedback From Coaches
The techniques and tactics from BJ’s Thursday calls are producing positive feedback, with more coaches starting to sign clients.

5:02 – Explaining What You Do
John previews upcoming training around explaining what you do, using the curiosity trail, and applying the park bench theory.

5:04 – Coaching Revenue Model
The dashboard includes a revenue model that helps coaches understand their financial goal, client target, pricing, and required activity.

5:38 – Three Clients at $2,000 Per Month
John uses the example of three one-on-one clients at $2,000 per month in the first 90 days.

5:59 – 30/30 Model
The model shows that a coach may need general conversations, 30% of those becoming prospects, and 30% of assessments becoming clients.

6:56 – Where to Find Recordings
John shows coaches where to find the Get Your First Client recordings and slides under Weekly Call Recordings.

7:43 – April 23 First Training
The first Get Your First Client training began on April 23, and each week’s recording includes both video and slides.

9:01 – Confidence in the Framework
John says that if he had this system, simulator, and software in 2013, his coaching business could have grown much faster.

9:36 – Curiosity Trail Framework
The Curiosity Trail helps coaches create brand awareness and generate curiosity through social posts that show activity and invite people to lean in.

10:02 – Demonstrate Real Activity
The goal of these posts is to show that the coach is actually doing the work they say they do.

10:35 – Selfie Video Connection
John reviews the selfie video strategy where coaches send a short personal video to their sphere of influence explaining the new journey they are on.

11:37 – Sphere of Influence
The warm network includes friends, colleagues, family, business owners, church contacts, organizations, BNI, chambers, dinner groups, and other existing relationships.

12:07 – Ask for Help
The strategy works because when you ask people for help, human nature often makes them want to help.

12:36 – Referral Ask
After explaining what you do, coaches can ask who in the person’s network they should know or who owns a business that is flat or struggling.

13:10 – Why New Coaches Struggle
John explains that coaches who have sales, marketing, podcasting, or consulting experience often sign clients more easily, while others need to build those skills.

13:48 – Imposter Syndrome
Many coaches struggle because they are learning something new and have not yet built confidence through successful repetition.

14:06 – Back Into the Math
BJ’s 30/30/30 thinking helps coaches understand activity levels instead of guessing.

14:43 – Clear and Concise Messaging
The April 30 training focused on creating clear messaging that generates authentic, qualified leads.

15:13 – Confusing Coaches Lose Trust
Prospects do not hire coaches they find confusing. They hire coaches they trust, and trust begins with clear communication.

15:40 – Build Authentic Relationships
The first pillar is authentic relationship building, not “commission breath” or sales-heavy conversations.

16:01 – Position Yourself as a Strategic Guide
The second pillar is confidence and strategic guidance, which the simulator helps create.

16:19 – Understand Their Challenge
In discovery, coaches should understand the prospect’s challenge, the obstacles it creates, and the emotional impact on their business and family.

16:48 – Use the Simulator to Show Impact
The simulator helps show what solving a challenge can mean in terms of numbers and added profit.

17:25 – Facilitate Real Understanding
The third pillar is creating a conversation where both sides understand the problem, the solution, and why the coach does what they do.

18:10 – Park Bench Theory
The May 7 training focused on the power of great questions and how they create meaningful business conversations.

18:21 – Where the Magic Lives
The moment after asking a strong question and staying quiet is where the prospect processes and begins to think differently.

18:44 – Questions Create Authority
People judge coaches less by their answers and more by the quality of the questions they ask.

19:27 – Ten Power Questions
John reviews how the first five questions are more cognitive, while the second five go deeper into the person and their emotions.

20:47 – Imperfect Action
The May 21 training focused on taking imperfect action and not waiting until everything feels ready.

21:12 – You Do Not Need to Know Everything
Many coaches believe they must know everything before they can help anyone, but that belief slows them down.

21:40 – Stumbling Is Human
John explains that stumbling in a conversation does not ruin the opportunity. It makes the coach human.

22:24 – Rush Toward 100 Nos
Karl’s advice is to rush toward 100 nos because skill and confidence grow through repetition.

22:38 – Confidence Comes After Action
Coaches often think confidence must come first, but confidence usually comes from taking action.

23:10 – Choosing the Right Strategy
The May 28 and June 4 trainings focused on choosing the right strategy, getting clear on the message, and matching activity to bandwidth.

23:11 – Vague vs. Clear Messaging
Coaches need to move from vague, clumsy messaging to tight, clear messaging.

23:35 – Bandwidth Matters
Coaches must be realistic about how much time they can spend on networking, social media, live events, JV outreach, and other strategies.

24:13 – Expectations Must Match Reality
If the goal is bigger than the available time, the issue is often not the strategy but unrealistic expectations.

24:34 – Core Strategy Options
The system includes sphere of influence, mentorship challenge, networking, joint ventures, workshops, and live events.

25:09 – Three Invitations
The June 18 training focused on having three invitations instead of trying to create a new script for every situation.

25:26 – Three Skills to Learn
The three skills are asking great questions, having three invitations for readiness levels, and using a repeatable system across every channel.

25:49 – Readiness Levels
Prospects can be curious but cautious, casual with low commitment, or engaged and ready.

26:05 – Ask and Shut Up
The rule is to ask the question and then stop talking so the prospect has room to answer.

26:35 – Three Invitation Questions
John points coaches back to the questions and slides from the training rather than going too deep during the review.

27:01 – Mentorship Challenge Location
John shows where to find the Mentorship Challenge inside PAS under Training and Acceleration Paths.

27:06 – Specialty AI Agents
The Mentorship Challenge uses the AI Coaching Dojo and Argo the Answer to help coaches practice solving random business problems.

27:48 – Argo Example
John demonstrates asking Argo for three solutions for a roofer losing market share to competitors who advertise.

29:36 – Study and Train the System
John tells coaches to go back to the April 23 training, study the calls, and train on the techniques.

30:11 – Finding Argo
Sean asks where Argo is located, and John explains that it is in the Dojo under the specialty agents.

31:17 – John’s Takeaway
John shares that the Thursday calls give him a structured approach because his thinking can otherwise move in many directions.

32:30 – Dojo for Elevator Pitches
John explains that he uses the Dojo to improve networking pitches and avoid saying the same thing every week.

33:42 – BNI Cost and Commitment
The group discusses the cost of BNI and the weekly commitment, including membership fees and lunch costs.

34:24 – Five-Minute Challenge Idea
John says if he could do BNI again, he might challenge the room by saying he can provide a solution to any business owner challenge in five minutes.

35:01 – HVAC Example
John explains that an HVAC company’s biggest issue may not be leads. It may be hiring and retaining good technicians.

35:35 – More Leads Do Not Fix a Leaky Bucket
The group discusses that more leads do not help if the business cannot convert or fulfill properly.

36:58 – Market Dominating Position Example
John shares seeing an HVAC banner that said, “We’re on time or you don’t pay a dime,” which he recognized as a strong MDP.

38:00 – Tom’s Live Event Experience
Tom shares that he did one live event presentation and it went well despite a short preparation window.

38:33 – Chamber Strategy
Tom joined the Palm Beach Chamber and used available calendar, event, podcast, and press release opportunities.

39:50 – Live Event Attendance
Tom had three people attend, including two competitors in the testosterone clinic space, and one became a client.

41:37 – What Tom Would Do Differently
Tom says he would give himself more than a week and a half to prepare next time.

42:01 – Easier Door-to-Door Invitation
Tom explains that inviting people to a meeting felt easier and more natural than walking in cold to pitch them.

42:55 – Sharing in Social Media Helps Others
John encourages Tom to keep posting about his experiences because other coaches learn from seeing the process.

43:35 – Imperfect Presentations Build Skill
John reminds the group that imperfect action and repetition naturally improve future presentations.

44:04 – Explaining MDP With Authority
John explains that once coaches can explain Market Dominating Position naturally and clearly, they will create stronger follow-up interest.

44:45 – Study the PowerPoint
Tom says he would study the presentation slides more deeply because the case studies and math become clearer with repetition.

45:17 – Presentation Experience Helps
Tom shares that his past presentation experience helped reduce nerves, even though the content was still new.

45:47 – Leon’s Networking Client
Leon explains that his first one-on-one client came through a networking group that had broken away from BNI.

46:04 – Multiple Meetings Built Trust
Leon met with the business several times and focused on asking questions, hearing what kept the owner up at night, and keeping the conversation going.

47:02 – Digital Visibility Downsell
Leon shares another client from a local chamber who started with a downsell focused on Google Business Page listings and digital visibility.

48:08 – Accountability Line That Worked
Leon tells a contractor client that if he catches him doing something stupid, he will call it out instead of placating him, which helped create trust.

48:49 – Finding the Right Groove
Leon says the challenge is choosing the right channels and organizing days around business-building work.

49:46 – Education as Promotion
Leon shares that he enjoys educational content, blog posts, and Substack as part of getting the word out.

50:09 – Networking Fit Matters
The group discusses choosing networking environments that actually fit the coach’s personality, market, and goals.

52:19 – The System Works When You Work
Courtney reinforces that the most important takeaway is that the system works when consistently applied.

52:27 – Do Not Break the System
Courtney warns coaches not to abandon one strategy too quickly just because they see another strategy.

53:27 – Stack Strategies Over Time
The strategies compound when coaches keep working them rather than constantly switching.

54:34 – Networking Resource Shared
John shares a LinkedIn contact who helps connect people to different networking groups, many of which are free or low-cost.

55:15 – Go Forth and Prospect
John wraps by encouraging coaches to go prospect.

55:40 – Simulator on Your Phone
John shares that the Profit Acceleration Simulator can be pulled up on a phone by emailing yourself the link and bookmarking it.

56:20 – Have Prospects Use the Simulator on Their Phone
Courtney says he teaches the simulator by having prospects pull it up on their phone and enter the information themselves.

57:13 – Closing
The call ends with a reminder to use the simulator and continue building client conversations.

Five Key Takeaways

• The First Three Clients dashboard gives coaches a practical roadmap for getting certified, mastering the simulator, choosing a strategy, and building toward the first three clients.
• BJ’s Thursday training is cumulative. Each week builds on the previous one, from curiosity posts and warm network outreach to clear messaging, strong questions, imperfect action, and three invitations.
• The Profit Acceleration Simulator is one of the most important tools coaches can master because it demonstrates profit acceleration in a simple, visual way.
• Coaches should not keep jumping from one strategy to another. Strategies compound when they are worked consistently and stacked over time.
• Imperfect action matters. Coaches build confidence by having conversations, doing presentations, asking better questions, and practicing repeatedly.

Notable Quotes

“The heart of the system that BJ is presenting to us week after week.”

“Mastering your profit acceleration simulator.”

“Our mission is to achieve that aspirational goal for each coach to get their first three clients in 90 days.”

“The framework BJ is teaching us is absolutely effective.”

“Prospects don’t hire coaches they find confusing.”

“Trust begins with clear communication.”

“Commission breath or sales breath stinks.”

“The moment where magic lives is when you say something and you go silent.”

“When you ask them a powerful question, you are no longer a stranger.”

“You don’t have to feel ready to be ready.”

“All you need is 20 seconds of insane courage, not a year of confidence.”

“The first person who speaks after a powerful question loses.”

“The system works when you work.”

“Do not stop that one to start another one.”

“Go forth and prospect.”

Action Steps from the Call

1. Open PAS and find the Your First Three Clients tab under Get Started.
2. Review the Ground Zero certification steps.
3. Master the Profit Acceleration Simulator.
4. Understand how Jumpstart 12 solves common business owner problems.
5. Set a target for your first three clients in 90 days.
6. Use the coaching revenue model to calculate required conversations, assessments, and clients.
7. Watch the Get Your First Client recordings starting with April 23.
8. Study the slides that accompany each recording.
9. Use the Curiosity Trail to create social posts that show activity and build interest.
10. Send a short selfie video to your warm network.
11. Ask your sphere of influence who they know that owns a business that is flat or struggling.
12. Practice clear, concise messaging.
13. Build authentic relationships before asking for a sale.
14. Use the simulator to position yourself as a strategic guide.
15. Practice the Park Bench questions.
16. Ask powerful questions and stay quiet after asking.
17. Take imperfect action before you feel ready.
18. Choose lead generation strategies that fit your time and bandwidth.
19. Use the three invitations based on prospect readiness.
20. Practice with Argo the Answer inside the AI Dojo.
21. Use the Dojo to improve networking pitches.
22. Test live events or chamber presentations when they fit your strategy.
23. Keep sharing wins and lessons in the community.
24. Avoid abandoning one strategy too quickly for another.
25. Bookmark the simulator on your phone.
26. Have prospects use the simulator on their own phone when appropriate.

Resources & Tools Mentioned

• Workshop Wednesday
• Get Your First Client Call
• PAS / Profit Acceleration Software
• First Three Clients Dashboard
• Get Started Tab
• Ground Zero
• Certification
• Profit Acceleration Simulator
• Business Suite
• Website Launch
• Flash Coaching
• Group Coaching
• Done-For-You Group Coaching
• Digital Acceleration Software
• Jumpstart 12
• Coaching Revenue Model
• 30/30 Model
• Weekly Call Recordings
• Training Slides
• Curiosity Trail
• Selfie Video Connection
• Sphere of Influence Strategy
• BNI
• Chamber of Commerce
• Park Bench Theory
• Power Questions
• Mentorship Challenge
• AI Coaching Dojo
• Argo the Answer
• Hall of Impact
• Elevator Pitch Agent
• Market Dominating Position / MDP
• Live Events
• Palm Beach Chamber
• Google Business Page
• Digital Visibility
• Substack
• LinkedIn
• Simulator Mobile Link