Create Clients Through Real Conversations

Key Points:

0:00 – Opening and Call Setup
Karl opens the Joint Ask the Expert call with Zoe joining as co-host.

0:41 – Scott’s Small Wins
Scott shares that he landed two $97 trial clients with a path toward $997 and then $1,497 per month.

1:11 – Electrician Prospect
Scott shares that he had a call with an electrician who appears ready to move forward.

1:27 – Trial Offer Structure
Scott explains the offer: 30 days of coaching with a small payment to cover software hard costs, then stepping into a larger monthly coaching engagement.

2:32 – Ten Calls, One Client
Scott shares that after being challenged to make 25 to 50 calls, he called 10 people and landed one client.

2:47 – Diesel Mechanic Follow-Up
Scott shares that another prospect, the diesel mechanic, is also expected to come through on a similar offer.

3:20 – Action Creates Momentum
Karl highlights that Scott’s results came from taking action quickly.

3:47 – Calling From a Sincere Place
Scott explains that when he calls authentically, business owners often respond positively and even thank him for calling.

4:33 – Coffee Shop Business Cards
Scott describes one strategy: calling business owners whose cards he finds in local coffee shops.

5:06 – Local List Strategy
Scott also uses ZoomInfo to build a list of business owners in his town and reaches out using the local connection.

5:37 – Affinity Lowers Resistance
Zoe points out that Scott is creating common ground, which makes the outreach feel less cold.

6:08 – Framework, Not Script
Scott explains that his calls have a framework, but they are not fully scripted, which helps them feel more natural.

8:12 – Mark’s Knee Replacement Update
Mark shares that he is eight weeks out from knee replacement surgery and starting to feel more optimistic.

8:45 – Neighbor Prospect
Mark shares that he met with a prospect across the street who owns a new excavation, grading, and tree service business.

9:19 – Showing the Simulator
Mark explains that he showed the prospect the simulator and has already identified several opportunities.

10:26 – Research Before the Next Call
Karl recommends running the prospect’s business through the Coaching Dojo or a modified PAS-style preparation process.

11:47 – Randy’s Client Wins
Randy shares that he has five solid clients, including an eye doctor who is up 39% since they started working together.

12:24 – Landscaping Client Challenge
Randy explains that one landscaping client took a full-time job due to financial pressure at home, even though his business is already doing around $500,000 with no website.

13:26 – Hidden Profit Opportunity
Randy says the simulator found around $150,000 in opportunity, though he is trying to make the numbers realistic.

14:32 – Hardscapes vs. Mowing
The group identifies that the landscaping client likely needs to shift toward higher-value hardscape work instead of being stuck in mowing crews.

16:08 – Google Business Profile
Zoe suggests starting with a free Google Business Profile, especially because the client has no website or digital presence.

17:37 – Good Neighbor Strategy
Karl introduces the Good Neighbor strategy: when working on one property, knock on nearby doors and let neighbors know the company is already working in the area.

18:06 – Yard Signs and Local Visibility
Karl recommends getting permission to place a sign in the customer’s yard while the work is being done.

19:39 – Truck Signage Matters
The group discusses making sure the company’s name, contact information, and website are visible on trucks.

19:59 – Nursery Partnerships
Zoe suggests looking for local nurseries or related businesses that could become referral or partnership sources.

20:39 – Pricing and Margin Issues
Randy shares that the landscaping client is likely undercharging and operating around a 10% to 15% margin.

21:29 – Half a Million With No Website
Karl highlights that a business doing $500,000 without a website clearly has major growth potential.

22:00 – Job vs. Business Reality
The group discusses whether the landscaping owner should keep the full-time job or focus on growing the business.

23:10 – Networking Creates Clients
Randy shares that several of his clients came from networking groups and past franchise connections.

23:34 – Tony Robbins Event Client
Randy explains that one client came from a Tony Robbins Business Mastery event after they discovered they lived near each other.

24:45 – Ask Better Questions
Randy explains that he keeps conversations low-pressure and asks questions like, “If there’s one thing you could change about your business, what would it be?”

25:51 – Marathon, Not Sprint
Randy says networking is about developing relationships over time, not trying to sell immediately.

27:34 – Three Bombs Framework
Karl introduces the idea of having three “bombs” ready for networking, outreach, live events, or sales conversations.

28:13 – Bomb Examples
Karl shares examples such as “you want to build a business you could sell tomorrow but don’t want to” and “profit is the domino that knocks over all the other dominoes.”

30:44 – Sean’s Succession Planning Question
Sean asks how to position a coaching and succession planning engagement for a $10 million company run by two sisters who want to step back.

32:52 – Why Businesses Don’t Sell
Karl explains that businesses often do not sell because they lack profit, lack systems, or are too owner-reliant.

33:29 – Profit Creates Options
Karl explains that profit is the domino that makes it possible to hire leadership, step back, and create a more sellable business.

33:59 – Bring the Kids in Early
Karl explains that passing a business to children works best when they are brought in early and grow into leadership roles.

34:30 – Exit Regret
Karl shares that many owners who exit later regret it because the net proceeds are often much less than the headline sale price.

35:01 – Sale Price vs. Net Proceeds
Karl walks through how a $5 million sale can shrink after taxes, debt, broker fees, and other costs.

37:04 – Sellable But Not Wanting to Sell
Karl reinforces the stronger frame: build a business you could sell tomorrow but do not want to.

37:16 – Hire the Number Two
Karl explains that one path is to bring in the number two person from the top competitor and have them help grow the business.

38:19 – Automatic Buyers
Karl explains that the first places to look for a potential successor or buyer are often the number one client or number one staff member.

42:07 – Business Curb Appeal
Karl compares preparing a business for sale to preparing a house for sale. The marketing assets, website, positioning, and presentation all need to look clean and consistent.

43:21 – Staging the Business
The business should be “staged” so a buyer can see themselves owning it, similar to removing personal photos when selling a house.

44:51 – Marketing Turnkeys as Foundation
Karl explains that marketing turnkey language can be used across websites, ads, business cards, phone scripts, and other assets.

47:37 – Build to Sell From the Start
Randy shares that he built his business with selling in mind from the beginning.

48:16 – Owner Independence Drives Value
Randy says buyers were attracted to his company because they could remove him and the business would still run well.

48:42 – Three Years of Clean Financials
Randy advises business owners to prepare three to five years before selling so they have clean, attractive financials.

49:05 – Pay More Tax to Look Sellable
Karl points out that preparing for a sale may mean not over-minimizing taxes so the business shows stronger earnings.

51:23 – Lindy Effect
Karl explains the Lindy effect: the longer something has been around, the more likely it is to keep being around.

52:00 – Buying vs. Starting a Business
Karl explains that buying an existing business can sometimes be stronger than starting one because the company has already survived the danger zone.

54:00 – Silver Tsunami Opportunity
Karl explains that Baby Boomer business owners are thinking about succession, exit, or stepping back, creating a major coaching opportunity.

55:00 – Always Be Ready for Sale
Sean shares a document around reasons a company should always be ready to sell, even if the owner does not plan to sell immediately.

57:02 – Retail Inventory Question
A coach asks about inventory management systems for a retail client using Square for both brick-and-mortar and online sales.

58:44 – Lori’s PAS Session
Lori shares that she had a PAS session with a reluctant prospect who initially said he was already doing everything.

59:15 – Pricing Stair-Step Offer
Lori explains that she offered $1,997 per month, then created a ramp-up structure to help the prospect get started.

1:00:15 – $97 Hard Cost Frame
Karl suggests framing the first month as free coaching with a $97 charge to cover software hard costs.

1:01:29 – RJ’s Strategic Advisory Update
RJ shares that he spent two days in person with a strategic advisory client who pays $10,000 and receives in-person support every 90 days.

1:02:04 – Coaching and Coach Recruiting Pipeline
RJ shares that he has several coaching prospects and around 10 coach recruiting prospects in the funnel.

1:03:27 – Calling Warm Contacts
RJ explains that much of his outreach comes from calling through the 12,000 contacts in his phone.

1:04:33 – Old Clients and Employees
RJ shares that old clients and employees are often good prospects for coaching or licensing.

1:05:15 – Serving at Networking Events
RJ explains that at chamber events, he focuses on serving people, making introductions, and helping even when someone is not a direct prospect.

1:06:05 – Use Your Phone Contacts
Karl reminds coaches that most people have hundreds or thousands of contacts in their phones and should not overlook that warm network.

1:07:08 – Consistency at Networking Events
RJ explains that being consistent at networking events is better than showing up once like a firecracker and disappearing.

1:08:08 – Closing and Next Steps
The call closes with encouragement to keep building businesses, use the shared resources, and keep taking action.

Five Key Takeaways

• Client acquisition does not have to start with a complicated funnel. Coffee shop cards, local lists, neighbors, networking groups, old clients, and phone contacts can all create opportunities.
• Authenticity matters. Coaches are getting responses because they are calling from a sincere place, creating affinity, asking questions, and offering help.
• Small entry offers can create momentum when they are clearly positioned as trial coaching plus hard software costs, with a planned path into full coaching.
• Business owners preparing for succession or sale need profit, systems, reduced owner reliance, clean financials, strong marketing assets, and business “curb appeal.”
• Coaches should keep three “bombs” ready so they can create memorable moments in outreach, networking, events, and sales conversations.

Notable Quotes

“Small wins add up.”

“Just make the calls.”

“I just want to thank you for calling me.”

“You and I go to the same coffee shop.”

“You’re creating a common thing that you both have in common.”

“I ask a lot of questions.”

“It’s a marathon, not a sprint.”

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

“A real mentor can tell you what not to do.”

“Businesses don’t sell for three reasons: profits, systems, owner reliant.”

“Build a business you could sell tomorrow, but don’t want to.”

“Think about the curb appeal.”

“You should probably start thinking about it three to five years before you actually want to sell it.”

“Three meaningful conversations a day.”

“Just look to serve.”

Action Steps from the Call

1. Call business owners from local coffee shop cards.
2. Build a local list of business owners in your town or area.
3. Use affinity in outreach, such as shared location, shared coffee shop, shared group, or LinkedIn connection.
4. Use a framework instead of a rigid script.
5. Offer a simple trial structure when appropriate.
6. Frame the first month as free coaching plus a small hard-cost software payment.
7. Create a clear path from a small trial into full coaching.
8. Research a prospect’s website before the next call.
9. Use the Coaching Dojo or PAS to prepare for business-specific conversations.
10. Use Google Business Profile for local businesses without a strong digital presence.
11. Use the Good Neighbor strategy for local service businesses.
12. Put yard signs in front of active job sites when allowed.
13. Make sure trucks show the business name, contact information, and website.
14. Look for referral partners such as nurseries, suppliers, or related service providers.
15. Help clients identify whether they are undercharging.
16. Ask business owners, “If there is one thing you could change about your business, what would it be?”
17. Prepare three “bombs” you can use in conversations.
18. For succession or exit clients, diagnose profit, systems, and owner reliance.
19. Help owners build a business they could sell tomorrow but do not want to.
20. Improve a business’s “curb appeal” before it is positioned for sale.
21. Encourage owners to prepare three to five years before selling.
22. Use warm phone contacts for outreach.
23. Aim for three meaningful conversations per day.
24. Go to networking events consistently and look to serve first.

Resources & Tools Mentioned

• Joint Ask the Expert
• PAS / Profit Acceleration Software
• Profit Acceleration Simulator
• Coaching Dojo
• Deep Dive 40
• Virtual MBA
• ZoomInfo
• Coffee Shop Business Cards
• LinkedIn
• Facebook
• Google Business Profile
• Google My Business
• Good Neighbor Strategy
• Yard Signs
• Truck Signage
• Nursery Partnerships
• Canvassing
• Tony Robbins Business Mastery
• Three Bombs
• Business Coaching Secrets Podcast
• Episode 339
• Succession Planning
• Exit Acceleration Software
• Silver Tsunami
• Marketing Turnkeys
• Market Dominating Position / MDP
• Business Curb Appeal
• Retail Inventory Management
• Square
• Strategic Advisory
• Chamber of Commerce
• BNI
• FBS
• Warm Phone Contacts
• Licensing Program