Build Your Weekly Client Plan

Key Points:

0:00 – Opening and Welcome
Karl opens the Thursday Get Your First Client call and welcomes the group.

0:40 – Sashietta’s New Client Win
Sashietta shares that she signed a new client right before the call.

0:48 – $15K 90-Day Engagement
Sashietta explains that the new engagement is $15,000 over 90 days.

1:20 – Advisory Client Count
Sashietta shares that she now has multiple advisory clients.

1:51 – Client Background
The client is the one Sashietta had previously picked up the phone to call, and they were thankful she reached out.

2:00 – Cleaning Up the Books
Sashietta’s first step is helping clean up the client’s messy books.

2:33 – Cash Flow Clarity
While the books are being cleaned up, she will help the client get clarity on cash flow.

2:52 – Profit Acceleration Diagnostic
Sashietta plans to run the Profit Acceleration diagnostic and start with cost control.

3:11 – Control Costs First
Karl reinforces that controlling costs can create fast wins and help the client get into the black quickly.

3:27 – $15K Is a Small Trade-Off
Sashietta says based on past experience, she can often find $15K to $100K-plus in the first three months.

3:35 – Beyond the First 90 Days
The client will likely need ongoing help with processes, restructuring, and operations after the initial engagement.

4:18 – “I’m Free for the Rest of the Year” Frame
Karl explains that once a coach finds enough profit to cover their fee, they can show the client they are effectively free for the rest of the year.

5:37 – AJ Checks In
AJ shares that he has been in low-profile mode recovering from serious eye transplant issues.

6:02 – Chamber of Commerce Reminder
AJ says he attended a Chamber of Commerce meeting and sat near two people who had been on his list for a long time.

6:13 – Show Up and Follow Up
AJ reinforces the importance of committing, showing up, and following up.

7:29 – AJ Appreciation
AJ thanks Karl, BJ, and the team for the work they do behind the scenes.

8:13 – Remembering Adrian Olsh
Karl references Adrian Olsh and his classic “Goya” message, reframed as “get off your assets.”

8:34 – BJ Sets Up the Training
BJ begins the main teaching portion of the call.

8:50 – Upcoming Special Announcement
BJ reminds coaches about a special announcement happening the following Thursday.

9:15 – Exit Acceleration Reminder
BJ tells coaches to look for the email about the new Exit Acceleration Operating System and request access if interested.

9:42 – The Need for a Plan
BJ introduces the main topic: the importance of having a simple plan and executing it.

10:20 – Execution Beats Skill Alone
BJ says many successful coaches are not necessarily the most skilled, but they have a plan and follow through.

10:56 – Strategy Matters Less Than Execution
The specific lead generation strategy matters less than choosing one and executing it consistently.

11:14 – Planning Tool Preview
BJ says he will show a tool coaches can use to plan and track weekly client-getting activity.

11:45 – Understanding the Why
BJ explains that knowing why a plan works helps coaches use it with more leverage.

12:56 – Decision Fatigue
BJ explains that people make thousands of decisions daily, and every decision draws from limited mental energy.

13:15 – Late-Morning Overwhelm
He asks coaches whether they often feel scatterbrained or overwhelmed before noon.

14:01 – Hidden Cost of No Plan
Without a plan, decisions create fatigue, uncertainty, and anxiety.

14:24 – Most People Lack a Planning System
BJ says many people do not have a real system for planning their time.

15:14 – No Plan Creates Threat Response
A lack of planning can make the nervous system feel uncertain and threatened.

16:09 – The Problem Is Not Always the Strategy
BJ says coaches may think the strategy is not working, but the real issue is often that they lack a plan.

16:40 – Small Daily Planning Helps
Even 10 to 12 minutes of daily planning can create a meaningful lift in performance.

17:18 – Some People Struggle to Follow a Plan
BJ acknowledges that following a plan is hard for many people, but it can be built through small daily practice.

18:32 – Two Morning Brains
BJ compares waking up with no plan versus waking up already knowing the first move.

19:28 – Plan Equals Focus
A plan creates direction, energy, focus, and forward movement.

20:11 – Momentum Loop
A plan executed creates quick wins, dopamine, confidence, and more energy for tomorrow.

20:45 – Client Number One Creates Momentum
BJ explains that client number one matters because momentum is the win.

21:30 – Get Client Number Two Next
After signing client number one, the best next step is to ride the energy and go after client number two.

22:46 – Karl on Energy
Karl explains that wildly successful people usually have very high energy.

23:18 – Airplane Metaphor
Karl compares starting a coaching business to getting an airplane off the ground. The hardest part is takeoff.

24:13 – Zero to Four Is Harder Than Four to Eight
Karl shares that his daughter’s cleaning business hit $4K/month and explains that going from zero to four is harder than going from four to eight.

24:48 – The Magic Is in the Planning
Karl says the plan matters, but the real magic is in the planning process.

25:37 – Reduce Personal Decision Fatigue
Karl references Steve Jobs and Mark Zuckerberg wearing the same thing daily to reduce unnecessary decision-making.

26:42 – Planning Tool Introduced
BJ begins showing the planning tool that will be added to the Focused system.

27:10 – Profit Workshop Training Added
BJ notes that the recent Profit Workshop training using the simulation tool is now inside the lead generation training area.

28:23 – Weekly Client Goal Planning
BJ explains that the tool helps coaches answer: what do I need to do this week, next week, and next month to hit a specific goal?

29:00 – Sprint Style Planning
The tool is set up like a sprint, especially useful for coaches focused on client number one.

29:31 – Weekly Activity Categories
The plan tracks general conversations, next-step conversations, and PAS assessments.

30:00 – 30% Conversion Assumption
The tool uses 30% as a default planning number for moving people through the funnel, but coaches can change it.

30:32 – Three Doors Connection
The planning categories connect to the Three Doors training inside the Your First Three Clients area.

31:25 – General Conversations
A general conversation is a relationship-building conversation that may come from networking, referrals, events, or outreach.

31:51 – Profit Simulation Before Assessment
BJ says the Profit Simulation conversation usually makes the assessment go much better.

34:15 – Example: One Client by Year-End
BJ shows that if a coach wants one client by the end of the year, they may only need a few general conversations per week.

35:15 – Do Not Overfocus on Assessments
Many coaches focus too much on the Profit Challenge or assessment and not enough on top-of-funnel conversations.

35:33 – Top-of-Funnel Work Matters
Networking, referrals, workshops, and other general conversations drive the rest of the pipeline.

35:56 – Example: Two Clients
BJ changes the goal to two clients and shows how the required number of weekly conversations increases.

36:17 – Five People Per Week
He asks whether reaching out to five people in a week feels doable.

37:15 – Planning Makes It Feel Possible
Seeing the numbers visually makes the activity feel more manageable.

38:00 – Revenue Projection Connection
BJ explains that the planning tool connects to the revenue projection thinking inside the Three Clients area.

38:45 – Example: Three Clients
BJ shows that reaching three clients by the target date may only require around seven weekly conversations.

39:17 – Track Your Conversion Rates
Coaches should pay attention to how many conversations move to prospects, then to assessments, then to clients.

40:00 – Improve the Metrics
As coaches improve their conversion rates, they need fewer top-of-funnel conversations.

40:59 – Improve Assessment Close Rate
BJ encourages coaches to move beyond a 30% close rate toward 50% or more over time.

42:07 – Why Simulation Matters
Skipping the simulation can make the assessment feel heavier because the prospect has not yet been exposed to profit acceleration thinking.

42:44 – Karl on Profit Acceleration
Karl reminds coaches that Focused built Profit Acceleration Software, not Revenue Acceleration Software.

43:00 – Profit Solves the Other Problems
Karl explains that profit helps solve sales, marketing, systems, and people problems.

43:53 – Curiosity Must Increase
BJ explains that the whole client-getting process should increase curiosity.

44:17 – Simulation Teaches Business Growth Theory
The Profit Simulation Tool teaches business growth theory in a way that makes the assessment easier.

44:46 – Strategy Plan Section
BJ shows where coaches choose their lead generation strategy and set a decision date.

45:15 – Next Actions Section
The tool includes a place to write next actions for the week.

45:45 – Advisor Accountability
BJ explains that advisors can use the tool to follow up on what the coach said they would do.

46:00 – Written Goals and Accountability
BJ says writing down a goal increases the chance of hitting it, and accountability increases it even more.

47:09 – First 25 Nos Training Preview
BJ previews an upcoming training on the first 25 nos.

47:22 – Elevator Pitch Section
The tool includes a place to write and refine the coach’s elevator pitch or Gas Station Test language.

47:50 – Sphere of Influence List
The planner includes a place to log the coach’s top 100 or broader sphere of influence.

48:22 – Pipeline Dashboard
The tool also includes sections for general conversations, prospects, and PAS assessments.

48:58 – Simple Place for New Coaches
BJ says the planner is especially useful for newer coaches still learning FBS.

50:00 – Execute the Plan
BJ says the color, format, or sophistication of the plan does not matter. Execution matters.

50:24 – Choose and Do
Coaches should choose one or two strategies and go do them.

50:40 – Data Points Build Skill
Consistent conversations create data points, which help the coach improve.

51:41 – Do Not Plan Monday Morning
BJ says the weekly plan should be created the prior Thursday, Friday, or Sunday, not Monday at 10 AM.

52:06 – Get It Out of Your Head
Writing the plan down frees the coach mentally to have better conversations.

53:00 – Tracking Shows the Real Problem
When coaches know where prospects are falling off, they can fix the right part of the process.

54:12 – Go Do It
BJ reinforces that the work will not do itself.

54:22 – Impact, Not Just Numbers
The goal is not just numbers. It is helping business owners and their families.

55:07 – Britoni Appreciation
Karl asks the group to recognize Britoni and the behind-the-scenes team.

55:33 – Karl on Client-Getting Mindset
Karl reminds coaches to repeat: getting clients is easy, getting clients is fun.

56:02 – Manufacture Intensity
Karl encourages coaches to create the intensity of a playoff game when approaching client-getting work.

57:23 – Remove Decision Fatigue
Karl says reducing unnecessary decisions helps coaches bring more energy to the work that matters.

58:45 – Small Targets Build Action
Karl explains that BJ says five people instead of 50 because closer finish lines help people move faster.

59:47 – Ask for Help
Karl references Steve Jobs and encourages coaches to call five people and ask for help.

1:00:28 – Lead With Impact
BJ closes by reminding coaches that the numbers represent real lives, jobs, salaries, kids, and families.

1:01:39 – Five Meaningful Conversations
Karl reinforces the idea of having five meaningful conversations, ideally each day if possible.

1:02:06 – Slides and Planner Available
BJ says the slides and planning document will be available in the resources.

1:02:28 – Brandy’s First Client Win
Brandy shares that she got her first client and is excited.

1:02:40 – Launch Factory Question
Brandy asks when the Launch Factory offer becomes available for people she has lined up.

1:03:03 – Launch Factory Date Clarification
Karl clarifies that the Launch Factory rollout is on September 17, not the following week.

1:03:39 – Brandy’s Organic Gas Station Test
Brandy shares that she met the client naturally at a farmer’s market by expressing genuine excitement about their business.

1:04:14 – Finding Your People
Brandy says that when you find your people, it feels natural to serve.

1:04:41 – Organic Version of the Gas Station Test
BJ explains that Brandy’s story is the organic version of the Gas Station Test.

1:05:19 – Closing
Karl and BJ close the call.

Five Key Takeaways

• A simple weekly plan reduces decision fatigue and helps coaches take consistent action.
• Getting clients is often less about choosing the perfect strategy and more about executing the chosen plan.
• Coaches should track general conversations, profit simulation conversations, PAS assessments, and close rates.
• The Profit Simulation conversation makes the PAS assessment smoother because it builds curiosity and teaches business growth theory first.
• Momentum matters. After getting one client, the next best move is to use that energy to pursue client number two.

Notable Quotes

“I just signed one client before the phone call.”

“$15K engagement for 90 days.”

“Control costs.”

“I’m free for the rest of the year.”

“Get off your assets.”

“A lot of coaches that have been successful are not necessarily the most skilled coaches. It is the coaches who had a plan and they executed the plan.”

“The hidden cost of no plan.”

“Clarity creates capacity.”

“Momentum is the win.”

“The magic is not in the plan. The magic is in the planning.”

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

“The Profit Simulation Tool teaches business growth theory.”

“Write it down.”

“Getting clients is easy. Getting clients is fun.”

“Manufacture intensity.”

“The numbers are people’s lives.”

“When you finally find your people, it’s so natural to serve.”

Action Steps from the Call

1. Download or copy the weekly client-getting planner.
2. Add your advisor’s name to the planner.
3. Set a clear client goal.
4. Add a target date for that goal.
5. Focus on client number one if you are still getting started.
6. Use the planner to calculate weekly general conversations.
7. Track how many general conversations move to profit simulation conversations.
8. Track how many simulation conversations move to PAS assessments.
9. Track how many assessments become clients.
10. Start with the default 30% conversion assumption if you do not know your numbers yet.
11. Adjust your conversion percentages as you collect real data.
12. Use the Three Doors training to understand each next step.
13. Use the Profit Simulation conversation before the assessment when possible.
14. Choose one or two lead generation strategies.
15. Set a date by which you will commit to the chosen strategy.
16. Write down your next actions for the week.
17. Bring the planner to your advisor call.
18. Let your advisor hold you accountable.
19. Write out your elevator pitch or Gas Station Test language.
20. Build your sphere of influence list.
21. Start with your top 100 people if needed.
22. Move people into general conversations, prospects, and PAS assessments as they progress.
23. Plan the upcoming week before Monday morning.
24. Use Thursday, Friday, or Sunday to prepare the next week’s activity.
25. Keep the plan simple enough to execute.
26. Do not obsess over the tool format.
27. Execute the plan.
28. Create data points by having more conversations.
29. Identify where prospects are falling off in your process.
30. Fix the right part of the process instead of guessing.
31. Celebrate getting client number one.
32. Use the momentum to go after client number two.
33. Call five people and ask for help if your plane is still on the ground.
34. Approach outreach with energy and intensity.
35. Remember that the goal is transformation, not just activity numbers.
36. Watch the Exit Acceleration video and request access if you missed it.
37. Watch for the Launch Factory rollout on September 17.
38. Be ready for organic opportunities when you meet people in public.

Resources & Tools Mentioned

• Get Your First Client
• Weekly Client-Getting Planner
• Google Sheet Planning Tool
• Advisor Support
• Three Doors
• Gas Station Test
• Profit Simulation Conversation
• Profit Challenge
• PAS / Profit Acceleration Software
• Profit Acceleration Diagnostic
• Cost Control
• Cutting Costs
• Cash Flow Clarity
• Book Cleanup
• Exit Acceleration Operating System
• Launch Factory
• Lead Gen Training
• Profit Workshop Training
• Simulation Tool
• Your First Three Clients Area
• Revenue Projections Planning Area
• Sphere of Influence
• Top 100 List
• Elevator Pitch
• FBS
• Chamber of Commerce
• Networking
• Referrals
• Workshops
• First 25 Nos Training
• Britoni
• Steve Jobs Example
• Mark Zuckerberg Example
• Dwight Eisenhower Planning Quote
• Mike Tyson Planning Quote
• Farmer’s Market Example