Ask More, Sell Better

Key Points:

0:00 – Opening and Gary Check-In
Karl opens the call by checking in with Gary and asking him to share advice based on mentoring many coaches.

0:44 – Gary’s Biggest Advice
Gary says the biggest thing is to never quit because coaches will get more no’s than yeses.

1:03 – Baseball Batting Average Analogy
Gary compares coaching to baseball, where a good hitter succeeds only part of the time but still keeps swinging.

1:31 – Race to the No’s
Karl reinforces the idea of racing toward no’s and using smaller daily targets to create movement.

2:22 – Smaller Targets Can Work Better
Karl explains that a smaller daily target, such as three no’s, can make people move faster than a larger target.

3:23 – Gradually and Suddenly
Gary recommends the book Gradually Then Suddenly and explains that success often feels slow until momentum appears.

4:24 – Swing as Often as You Want
Karl explains that in business, unlike baseball, you can keep swinging as many times as you want.

4:55 – Three Meaningful Conversations a Day
Karl reiterates his long-standing advice: have three meaningful conversations every day.

5:19 – Steve Jobs Asked for Help
Karl shares the Steve Jobs example of reaching out to the CEO of HP at age 14 and getting help, parts, and eventually a job.

6:19 – Airplane Metaphor
Karl says coaches need to know whether their airplane is on the ground, in the middle, or at 10,000 feet because each stage requires different activity.

6:57 – Reach Out to Three People
Karl encourages coaches to reach out to people already in their phone and ask for help.

7:37 – Tell the Truth
Karl says to be honest with people about where you are, what you are building, and what kind of help you need.

8:11 – Make the Conversation Valuable
Karl says asking for help is still a sales conversation, so coaches need to drop useful “bombs” that make people think.

8:34 – Gary’s Trade Show Story
Gary tells a story about asking to share a booth at a mining show, which led to an introduction to Dave Turin from Gold Rush.

9:35 – Ask and Opportunities Open
Gary explains that he asked to film on Dave Turin’s mine site and received permission, showing that opportunities appear when you ask.

10:08 – Don’t Ask, Don’t Get
Gary summarizes the lesson: you do not know what will happen until you ask.

12:04 – Ask for Help Three Times a Day
Karl says asking for help three times a day can create assessments, referrals, and momentum.

12:25 – 10 Calls Before 10
Karl mentions his older aggressive rule of making 10 calls before 10 AM.

12:39 – Compounding Takes Time
Karl compares outreach momentum to compounding, where the early days feel slow before the snowball grows.

14:20 – Linda Check-In
Karl opens Linda and asks what she has been working on.

14:31 – Solar Company Support
Linda shares that she has been helping a solar company through a rough time and even stepped in to run parts of the company.

15:50 – Linda’s Business Advice
Linda says the key advice is to organize internal operations so everyone knows what is going on.

16:51 – Communication and Tracking
Linda explains that she focused on accounts receivable, billing, collections, ordering, inventory, field communication, and office communication.

17:06 – Operating System and P&L
Karl connects Linda’s operational work to the operating system, upsells, downsells, cross-sells, and improving the P&L.

17:26 – Best Kept Secret
Karl says coaches who are not out talking to people become the best kept secret.

18:41 – Jessica Check-In
Karl opens Jessica White, noting that she is an accomplished coach and strong networker.

19:55 – Document the Journey
Jessica says that if she were starting over, she would document every day through journaling or video because the highs and lows matter.

20:33 – Keep It Simple First
Jessica says she would keep the business simple, get a few clients first, and then build from there.

21:10 – Networking Advice
Jessica says networking is relationship building. The goal is to demonstrate who you are and provide value.

22:05 – Follow-Up Matters
Jessica emphasizes that networking success comes from follow-up, social connections, sequences, and asking permission to stay in touch.

22:46 – Before, During, and After
Karl compares networking to trade shows and says the magic is in preparing what happens before, during, and after the event.

23:59 – Prepare Before Networking
Karl says coaches should research attendees, look at LinkedIn profiles, review websites, and have follow-up ready before attending.

24:33 – Presence in the Room
Karl encourages coaches to move slowly, stay grounded, avoid commission breath, and be present in conversations.

25:29 – Three Wows
Karl says coaches should have three memorable “wows” ready, such as profit is the domino, build a business you could sell tomorrow, or your greatest successes come through other people.

26:18 – Say Something Memorable
Karl says the goal is to say things other people are not saying, in a way that makes the prospect think.

27:54 – Rich Check-In
Karl opens Rich and asks what is happening in his business.

28:05 – Planning Is Essential
Rich says this is a sales job and that planning is essential to success.

29:08 – Professionalism Matters
Rich says coaches need to be professional, know their business, learn every aspect of it, and come across as believable.

30:21 – Research Before the Conversation
Rich says his best sales advice is to know who he is talking to before stepping into the conversation.

30:47 – Research the Person, Not Just the Business
Rich says coaches should understand the individual, not only the company, and find natural warm-up points.

31:30 – Do Not Fear the No’s
Rich reinforces that coaches need to be willing to hear no and keep moving.

32:25 – Defining Sales
Rich defines sales as professionally getting in front of people and persuading them to buy.

33:51 – Gary Reframes Sales
Gary clarifies that coaches are not trying to convince someone to buy something they do not need. They are helping people move from where they are to where they want to be.

34:32 – Direct Their Thinking
Karl says high-level selling is directing the prospect’s thinking through questions.

35:25 – Sell Me This Pen Example
Karl explains that to sell a pen, car, or coaching, you do not start with the product. You start by asking questions.

37:01 – Jaco on Coaching as Non-Commodity
Jaco says coaching is not a commodity, so the conversation should focus on value and need rather than traditional sales.

38:33 – Charging for Assessments
Jaco shares that he is now charging for the assessment and simulator because they are valuable diagnostic consultations.

39:22 – Payment Creates Commitment
Jaco explains that once people have paid for the diagnostic, they are already inside the process and stay more engaged.

39:53 – Flash Coaching Offer
Jaco says he is also offering flash coaching for $250 to $300 after seeing common patterns at events.

40:37 – Sell Yourself First
Karl says the first person a coach has to sell is themselves. Belief in the operating system matters.

41:07 – Use the AI Business Coaching Dojo
Karl recommends spending time in the AI Business Coaching Dojo to build belief and fluency.

41:27 – John on Practice Clients
John encourages coaches to find a family member or pro bono client to practice with and see the system produce results.

41:53 – Sales Training Inside PAS
John reminds coaches that newer sales training is available under Business Fundamentals inside PAS.

42:24 – John’s Best Advice
John says coaches need to master using the simulator as a sales demonstration.

42:39 – Simulator Creates the Wow
John says the simulator can amaze prospects by showing what is possible through profit acceleration.

43:06 – Magnetic Factor Training
John recommends mastering the Gas Station Test, Curiosity Trail, Park Bench, and Three Doors.

43:30 – Three Conversations and 25 No’s
John reinforces three meaningful conversations a day and rushing toward 25 no’s.

44:02 – Reps Build Skill
Karl says each repetition makes the coach a little better.

44:24 – Simulator as the Presentation
Karl compares the simulator to a Costco sample demonstration. It is the powerful demo that moves the sale forward.

44:51 – The Further You Go, the Further You See
Karl explains that repetition with the simulator helps coaches develop trial closes, better language, and stronger confidence.

45:38 – Practice to Improve
Karl says not to just practice for the sake of practice. Practice to improve.

46:18 – Use a Scoreboard
Karl explains that serious improvement requires tracking, just like sports need a scoreboard.

47:00 – Scrimmage With Prospects
Gary adds that training includes talking to prospects, just like sports teams train through scrimmages and preseason.

47:41 – Manufacture Game Three Intensity
Karl tells coaches to manufacture the intensity of a critical playoff game when approaching outreach and conversations.

49:34 – Rapport and Belief
Karl says when rapport exists, the person with the strongest belief influences the other person.

49:52 – Three Rapport Steps
Karl gives three rapport steps: compliment, relate, and say no to something.

50:27 – Say No to Something
Karl says defining who you do not help creates clarity and confidence.

51:25 – Tom’s Reflection Questions
Tom shares three reflection questions: What happened? Why did it happen? What can we do to improve the result?

52:13 – Reflection Is the Teacher
Tom shares that experience is not life’s greatest teacher. Reflection on experience is.

52:46 – RJ on Challenging Prospects
RJ says he tries never to have a conversation without challenging the prospect about something.

53:56 – Challenge Reveals Fit
RJ explains that if a prospect gets defensive, they may not be ready for coaching. If they respond well, trust increases.

54:17 – Ideal Clients Want Truth Tellers
RJ says ideal clients want someone who will tell them the truth.

54:32 – A Players Want to Be Challenged
Karl adds that A players want to be challenged, and that strong teams are built with A-grade people.

55:35 – Party or Ponder
Karl says when you succeed, you party. When you fail, you ponder. The magic is in the pondering.

56:35 – Invest in Yourself
Karl expands on Jaco’s chat comment that coaches should invest in themselves first.

57:10 – Invest in Skills
Karl says sales training, operations training, management training, and leadership training are some of the best investments.

58:29 – Upcoming Calls and Launch Reminder
Karl reminds coaches to attend Thursday’s special announcement and mentions the upcoming “non-franchise franchise” product for helping people start businesses.

59:43 – Monday Group Coaching Reminder
Karl says he will be presenting group coaching on downsells and encourages coaches to attend.

59:55 – Closing
Karl closes the call.

Five Key Takeaways

• Coaches need to ask more, follow up more, and stop hiding as the best kept secret.
• Three meaningful conversations a day can create referrals, assessments, and momentum.
• Networking works best when coaches prepare before the event, provide value during it, and follow up quickly afterward.
• The simulator is the strongest sales demonstration. Coaches need to practice it until they can create a clear “wow” moment.
• High-ticket coaching requires belief, professionalism, reflection, and the ability to challenge prospects without becoming pushy.

Notable Quotes

“Never quit.”

“You’re going to get more no’s than you’re going to get yeses, and that’s okay.”

“Just get over it and get out there and be successful.”

“The closer you get to the finish line, the faster you go.”

“Don’t ask, don’t get.”

“Three meaningful conversations a day.”

“You don’t want to be the best kept secret.”

“I would document every day.”

“Keep it really simple and work on getting a few clients first.”

“Networking is relationship building.”

“The magic isn’t in the plan. The magic is in the planning.”

“Have three wows in your back pocket.”

“Success doesn’t just happen, you make it happen.”

“Know what I was stepping into beforehand.”

“We are out there to help people go from where they are to where they want to be.”

“What we have is not a commodity.”

“The first person you’ve got to sell is you.”

“Master the simulator.”

“Rush towards 25 no’s.”

“Practice to improve.”

“You need a scorecard.”

“Experience is not life’s greatest teacher. It’s the reflection on that experience.”

“Our ideal clients want truth tellers.”

“When you succeed, you party. When you fail, you ponder.”

Action Steps from the Call

1. Set a daily goal for meaningful conversations.
2. Start with three meaningful conversations a day.
3. Ask people in your phone for help.
4. Call instead of only texting when possible.
5. Be honest about what you are building and where you need help.
6. Ask for introductions, referrals, or people who may need help.
7. Use each conversation to drop a valuable idea.
8. Do not become the best kept secret.
9. Get visible in your market.
10. Keep showing up even when no’s outnumber yeses.
11. Use smaller targets if large goals create resistance.
12. Read Gradually Then Suddenly.
13. Remember that ebbs often come before flow.
14. Document your journey through notes, journaling, or video.
15. Keep your business simple while getting the first few clients.
16. Avoid building things too early that may not be needed.
17. Prepare before networking events.
18. Research attendees when possible.
19. Review LinkedIn profiles and websites before events.
20. Set up follow-up sequences before you attend.
21. Schedule time the next day to follow up.
22. Connect with people on the platforms they care about.
23. Ask permission to stay in contact.
24. Move through the room with presence and calm.
25. Avoid commission breath.
26. Do not get stuck in one conversation all night.
27. Have three memorable “wow” ideas ready.
28. Make your ideas specific and non-vanilla.
29. Research both the prospect and the person before a sales conversation.
30. Look for natural rapport points.
31. Ask questions before presenting a solution.
32. Direct the prospect’s thinking through questions.
33. Stay professional and believable.
34. Learn the business well enough to speak with confidence.
35. Do not fear the no’s.
36. Consider charging for assessments or diagnostic consultations.
37. Consider a lower-cost flash coaching offer when you see a common need.
38. Spend time in the AI Business Coaching Dojo.
39. Find a family member or pro bono client to practice with.
40. Use the simulator until you can demonstrate it smoothly.
41. Review the newer sales training inside PAS.
42. Master the Gas Station Test.
43. Master the Curiosity Trail.
44. Master Park Bench Theory.
45. Master the Three Doors.
46. Practice the simulator as your primary sales demonstration.
47. Use trial closes during the simulator.
48. Ask what impact each strategy would have on the prospect’s business.
49. Track your progress like a scoreboard.
50. Practice to improve, not just to repeat.
51. Treat prospect conversations like scrimmages.
52. Manufacture intensity before outreach.
53. Build rapport by complimenting, relating, and saying no to something.
54. Define who you do not help.
55. Reflect after every important conversation.
56. Ask: What happened? Why did it happen? What can we do to improve?
57. Challenge prospects when appropriate.
58. Watch how prospects respond to being challenged.
59. Look for clients who want truth tellers.
60. Invest in yourself through sales, operations, management, and leadership training.
61. Attend the Thursday special announcement.
62. Request Exit Acceleration access if you do not have it.
63. Attend Monday group coaching on downsells.

Resources & Tools Mentioned

• High Ticket Tuesday
• Three Meaningful Conversations
• Contacts / Phone Outreach
• Referrals
• Networking Events
• Trade Shows
• Follow-Up Sequences
• Social Media Follow-Up
• LinkedIn
• Instagram
• Drip Campaigns
• PAS / Profit Acceleration Software
• Simulator
• Profit Acceleration
• AI Business Coaching Dojo
• Business Fundamentals
• Sales Training
• Gas Station Test
• Curiosity Trail
• Park Bench Theory
• Three Doors
• Operating System
• P&L
• Accounts Receivable
• Billing
• Collections
• Inventory Tracking
• Upsells
• Downsells
• Cross-Sells
• Proper Upfront Offer
• Flash Coaching
• Diagnostic Consultation
• Group Coaching
• Exit Acceleration Software
• Launch Factory
• Non-Franchise Franchise
• Monday Group Coaching
• Steve Jobs
• HP
• Four-Hour Workweek
• Dave Turin
• Gold Rush
• Costco Demo
• Warren Buffett
• Charlie Munger
• Mark Cuban
• Michael Jordan
• Ray Dalio
• John Maxwell
• John Wooden
• Sun Peaks
• Gradually Then Suddenly