It’s Not Me-It’s You – Simplicity, PAS Calculations & MDP Focus

Key Points:

1. Wins & Strategic Alliances (00:01:16) – Coaches share JV and alliance wins, simulator setup, and fulfillment questions.
2. PAS Calculations & Simplicity (00:11:37) – Howard explains why PAS is conservative, GAAP-compliant, and focused on profit.
3. Trade Secrets & IP Protection (00:24:06) – Why PAS algorithms are proprietary and how this protects coaches’ MDP.
4. Handling Client Objections (00:30:23) – How to respond to skepticism and why not every prospect is a fit.
5. Incremental Change & Compounding (00:33:02) – The outsized impact of small improvements on profit.
6. Not Every Prospect is a Fit (00:31:30) – When to walk away from overly skeptical prospects.
7. Role Play & Six-Question Script (00:45:14) – Practicing discovery, pivots, and deeper questioning.
8. Sales Strategy & MDP Focus (00:48:13) – Why MDP is the “one thing” that drives all other results.
9. Fulfillment, Franchises & Live Events (00:53:39) – Tips for onboarding, franchise constraints, and market-dominating positions.
10. 80/20 Rule & Focus (00:50:09) – How to narrow your focus for greater impact and avoid distractions.

Key Takeaways:

• Keep it simple: Focus on profit, not technical details, when explaining PAS to clients.

• Use conservative, proven estimates: PAS is built on 50,000+ engagements and GAAP principles.

• Leverage trade secrets: Proprietary algorithms protect your market-dominating position.

• Not every prospect is a fit: Walk away from those who can’t accept the model.

• Focus on the “one thing”: Use the 80/20 rule and MDP to drive business growth.

Notable Quotes:

• “Simplicity scales and sells.”

• “If someone’s going to get all tripped up in their shorts over this, I’m not so sure I want them as my client.”

• “Focus on the one thing—your market-dominating position.”

Action Steps from the Call:

1. Practice explaining PAS calculations simply and confidently to clients.
2. Use the 80/20 rule to focus on money-making activities and avoid distractions.
3. Test your simulator, onboarding, and fulfillment processes before using them with clients.
4. Walk away from prospects who are overly skeptical or not a fit.
5. Focus your coaching on helping clients develop a strong MDP.

Resources & Tools Mentioned:

• PAS (Profit Acceleration Software) – Conservative, GAAP-compliant, and proprietary.

• Simulator & FBS – For demos, onboarding, and client engagement.

• Six-Question Script – For discovery and deeper client conversations.

• 80/20 Rule & “The One Thing” – For focus and business growth.

• Franchise & Fulfillment Best Practices – For onboarding and client success.