Choose the Right Client Strategy

Key Points:

0:00 – Opening and Craig’s First Event Recap
BJ opens the call and checks in with Craig about his first in-person event, encouraging him that the first one is now out of the way and each one gets better.

1:20 – Purpose of the Thursday Call
BJ explains that the Get Your First Client call is designed to help coaches choose the strategies that will help them get clients one, two, and three.

3:10 – Strategy Flyover Setup
BJ sets up the call as a high-level review of several client-getting strategies, with deeper dives planned for future calls.

4:53 – Get Clear on Your Message First
Before choosing a strategy, coaches need to know what they do, who they help, and how to say it clearly.

5:30 – Use the Coaching Dojo
BJ points coaches to the Coaching Dojo, especially the elevator pitch area, to sharpen their message and avoid sounding vague.

7:31 – Vague vs. Clear Messaging
BJ compares a weak, wordy coaching pitch with a sharper statement focused on established business owners, profit leaks, bottlenecks, and scaling without more hours.

9:02 – Karl’s Elevator Pitch Example
Karl shares his clear pitch: he can find any business owner $100,000 in 45 minutes without them spending more on marketing or advertising.

10:17 – Give Yourself Permission to Refine
Coaches are reminded that their message may evolve over time, but they still need to start practicing it now.

11:22 – Message Feedback Matters
If people are confused by your pitch, write that down and improve it. Clear feedback helps sharpen the message.

12:30 – Leon’s First Client Win
Karl shares that Leon used the AI Business Coaching Dojo, clarified his messaging, and landed his first $2,000/month coaching client.

13:13 – Match Strategy to Bandwidth
BJ explains that coaches must be realistic about their time and activity level before choosing a strategy.

14:00 – No Dabbling Allowed
Coaches are warned not to dabble in a strategy and then blame the strategy when the activity level was too low.

15:00 – Choose With Your Advisor
BJ encourages coaches to work with their advisor to choose the right strategy for their season, bandwidth, and goals.

15:30 – Sphere of Influence Strategy
BJ introduces Sphere of Influence as people who already know, like, and trust you, including bankers, insurance agents, neighbors, board members, dry cleaners, and local connections.

16:30 – Two Sphere of Influence Questions
Coaches are encouraged to ask: “Who in your network should I get to know?” and “Who do you know who owns a business that could use help?”

17:51 – Make a Hit List
Before chasing a new strategy, coaches should list the people already in their phone and network who could help them expand conversations.

18:30 – Confidence and Pride
BJ explains that hesitating to reach out to people who already know you may reveal that you still need to build confidence in what you do.

19:30 – The Fix Is Action
The best way to overcome hesitation is to do the outreach, even if it feels awkward at first.

20:30 – Cindy’s Network Question
Cindy asks how to approach high-level contacts from a previous industry now that she has shifted into business coaching.

21:00 – Life Update Outreach
BJ recommends starting with a life update that explains what you are doing now, who you help, and why you are focused on business profitability.

22:00 – Asking for Introductions
BJ models how to ask contacts who they know that the coach should meet and whether they know business owners who need help scaling or getting out of the ditch.

24:00 – Karl’s Test Drive Example
Karl explains how to approach warm contacts and ask for introductions to $1–$4 million trade businesses that may be open to a coaching test drive.

27:00 – Stair-Step Test Drive Pricing
Karl describes a test drive approach where a client can step into coaching at a lower first-month fee, then increase toward the regular monthly rate.

29:00 – Paint the Problem Clearly
BJ reminds coaches to explain the real problems they solve so referral partners can recognize who needs help.

30:00 – Use Truth Bombs in Conversations
Karl explains how to use short, memorable “bombs” about profit, margins, and business growth to make people rethink what matters.

32:00 – Mentorship Challenge Overview
BJ introduces the Mentorship Challenge as a simple, low-barrier strategy for reaching out to business owners and solving one problem.

33:00 – Where to Find Prospects
Coaches can find prospects through Facebook advertisers, billboards, Valpak, home magazines, and other places where business owners are already spending money.

34:00 – Biggest Reason Strategies Fail
BJ asks the group why a strategy fails and explains that the most common issue is not enough repetition.

35:00 – Activity Level and Expectations
If coaches reach out to only two or three people, they cannot fairly say the strategy does not work. Volume and consistency matter.

36:37 – Networking Strategy
BJ moves into networking and explains that it works because of the human relationship element.

37:00 – AI Does Not Replace Relationships
BJ notes that AI is useful, but long-term business coaching growth still depends on relationships where people know, like, and trust you.

37:30 – Own the Networking Room
Coaches need charisma, consistency, and preparation when they walk into networking rooms.

38:43 – Use Your Book as a Business Card
BJ explains how bringing a physical book to networking events can make coaches more memorable than handing out a standard business card.

39:30 – Make the Book Feel Personal
BJ suggests writing your name, phone number, and email inside the book like an autograph to create a stronger impression.

41:39 – Choose Networking Rooms Strategically
Coaches should not go to every possible event. They should choose rooms strategically and show up consistently.

42:28 – Who Is Connected to the Room?
Networking is not only about who is in the room. It is about who those people know.

43:00 – Avenue’s Book Question
Avenue asks whether coaches should walk in with a large stack of books. BJ explains that he would bring books for the right conversations, not force them on everyone.

44:34 – Use the Book to Point to a Strategy
BJ models how to give someone the book and point them to a relevant strategy based on their business challenge.

45:30 – Speaking at Networking Events
When invited to speak, BJ recommends using the Profit Acceleration Simulator as the main talking point because no one else in the room has that tool.

46:30 – The Compound Effect Presentation Angle
Coaches can use the simulator, the Coaching Dojo, and the concept of compounding improvements across multiple business areas as a strong presentation topic.

48:00 – Karl’s Simulator Talk Track
Karl models how to explain the simulator using a $500,000 business example and show how small improvements create major profit gains.

49:00 – Speak on the Requested Topic, Then Pivot
Cindy shares that she is often asked to speak on different topics. Karl recommends covering the topic, then tying it back to profit acceleration and compounding improvement.

51:20 – Use Business Stories
BJ recommends using familiar companies like McDonald’s, Blockbuster, Kmart, Sears, Circuit City, and Best Buy to show business strategy in story form.

53:00 – Do Not Rush the Strategy Review
BJ decides to continue the remaining strategies on the next call so the group can go deeper instead of rushing.

54:02 – Work With Your Advisor
Coaches are encouraged to bring strategy questions to their advisor so the team can help refine the right approach.

55:00 – Avoid Loneliness and Isolation
BJ reminds coaches not to sit alone trying to figure everything out. Use your advisor, calls, and support.

56:27 – Consistency Helps Diagnose Problems
If a coach consistently uses a strategy, advisors can help identify where the breakdown is happening, such as getting to the assessment or closing from the assessment.

57:28 – Studying vs. Training
Karl explains that studying is hearing the strategy, but training is doing it over and over until it becomes instinctive.

58:30 – Installing the Operating System
Karl encourages coaches to use language like “installing the operating system” because it sounds valuable and clear to business owners.

59:25 – Solve Any Business Problem
Karl explains that most business problems fall into four categories: systems, staff, sales, and marketing.

1:00:00 – Networking Attendees Want Shortcuts
Karl explains that people at networking events are often looking for leads, but what they really need is an operating system and margin protection.

1:01:00 – Change the Conversation From Leads to Profit
Coaches should be contrarian and help business owners see that more leads will not solve weak margins, missing upsells, poor offers, or lack of systems.

1:02:00 – Relationship Recognition Example
BJ shares a story of running into someone at a hockey game who introduced him as someone who coaches people all over the world, showing the power of consistent positioning.

1:04:00 – Belief Transfers
Karl closes by reminding coaches that they cannot transfer belief they do not own. They need to believe deeply in the simulator, the operating system, and the math behind the strategies.

1:05:16 – Closing
The call wraps with encouragement to return next week and continue the strategy conversation.

Five Key Takeaways

• Before choosing any lead generation strategy, coaches need a clear, confident message that explains who they help and what problem they solve.
• Sphere of Influence is broader than family and friends. It includes everyone who already knows, likes, trusts, or regularly interacts with you.
• The Mentorship Challenge works because it gives coaches a simple reason to contact business owners and offer real help.
• Networking is not about collecting cards. It is about becoming memorable, building relationships, and accessing the networks behind the people in the room.
• Strategies fail when coaches dabble. Repetition, consistency, and enough activity are what make a strategy work.

Notable Quotes

“Message matters, message matters, message matters.”

“I practiced it until I couldn’t forget it.”

“If you dabble, you need to expect dabble-like results.”

“Give yourself permission to muck it up.”

“People love to help people.”

“Paint the problems of what you’re solving.”

“Quantity and consistency matters.”

“You can’t throw arrows at the strategy when you don’t own the strategy.”

“It’s not really always about who’s in that room. It’s who are the people connected to the people in the room.”

“Studying is what we’re doing here today. Training is doing it over and over and over again until it becomes instinctual.”

“You can’t transfer something you don’t own.”

Action Steps from the Call

1. Write a clear version of your elevator pitch.
2. Use the Coaching Dojo to improve your message and make it more specific.
3. Practice your message until it feels natural and you can say it without thinking.
4. Share your message with your advisor and ask for feedback.
5. Match your chosen client-getting strategy to your current time, bandwidth, and goals.
6. Stop dabbling. Choose a strategy and commit enough activity to test it properly.
7. Make a list of people already in your Sphere of Influence.
8. Reach out with a simple life update explaining what you do now and who you help.
9. Ask warm contacts who they know that you should meet.
10. Ask who they know who owns a business that could use help growing, scaling, or getting out of the ditch.
11. Review the Mentorship Challenge training and use it to start simple business owner conversations.
12. Look for business owners already advertising through Facebook, billboards, Valpak, magazines, or local media.
13. If networking, choose rooms strategically and show up consistently.
14. Bring a few books to networking events and use them as a more memorable business card.
15. When speaking, use the Profit Acceleration Simulator and the compounding effect as your core talking point.
16. Use familiar business stories to explain Jumpstart 12 strategies in a way prospects understand.
17. Work with your advisor to diagnose where your strategy is breaking down.
18. Build belief in the system by using the simulator, Dojo, and operating system until you can speak with conviction.

Resources & Tools Mentioned

• Get Your First Client call
• Coaching Dojo
• Elevator Pitch Agent
• Advisor support
• Conversion Summit
• AI Business Coaching Dojo
• Jumpstart 12 Operating System
• Profit Acceleration Simulator
• Sphere of Influence strategy
• Mentorship Challenge
• Facebook advertisers
• Billboards
• Valpak
• Home magazines
• Networking events
• Physical book strategy
• The Profit Factor book
• Business Academy
• Market Dominating Position
• Compelling Offer
• Truth Bombs
• McDonald’s
• Blockbuster
• Kmart
• Sears
• Circuit City
• Best Buy