Host the Profit Shift Workshop

Key Points:

0:00 – Opening and Welcome
Karl opens the call with BJ and John Moore, welcoming everyone to Thursday’s Get Your First Client call.

0:40 – Launch Factory and Exit Acceleration Reminder
Karl reminds coaches that two new beta products are available by request: Launch Factory and Exit Acceleration.

1:00 – Launch Factory Explained
Launch Factory is described as a franchise-level business system without the traditional franchise fees, non-competes, royalties, and exit penalties.

1:35 – Product for the 95%
Karl explains that only a small percentage of people start businesses, so Launch Factory is built for the much larger group who want step-by-step help starting one.

1:55 – Exit Acceleration Explained
Exit Acceleration helps business owners become exit-ready by addressing profitability, systematization, and owner reliance.

2:15 – Request Access Through Support
Coaches can email support at Focus.com to request access to Launch Factory, Exit Acceleration, or both.

2:40 – Scott’s Launch Factory Momentum
Karl opens Scott and notes that Scott has already taken action with Launch Factory and posted a cold call video in the Facebook group.

3:00 – Scott’s Update
Scott says he is digging into Launch Factory daily and looking for ways to make it his own.

3:45 – Make the Tools Your Own
Scott emphasizes that the tools are there, but coaches should connect them to their own positioning and background.

4:20 – Scott as an Action Taker
Karl highlights Scott as someone who takes action quickly, without waiting for every detail to be perfect.

5:00 – Party Invitation Frame
Karl frames the call around hosting the party instead of trying to get invited to the party.

5:30 – Create the Invitation
The higher-level frame is that coaches should create the room, invite business owners into it, and become the person people want to hear from.

6:15 – BJ Sets the Stage
BJ explains that this will be a two-part training, with the second part coming next Thursday.

6:45 – Beta Product Clarification
BJ explains that Launch Factory and Exit Acceleration are in beta for user feedback, but they are ready to use with clients.

7:30 – Community Reminder
BJ reminds coaches that the Focused community is a key part of the experience and encourages them to stay active in the Facebook group.

8:30 – Small Workshop Training Introduced
BJ explains that this training will teach coaches how to conduct a small workshop using only the Profit Simulation Tool.

9:00 – Little Brother to Live Event Mastery
The small workshop is positioned as the “little brother” to Live Event Mastery, just as the simulation tool is the little brother to PAS.

9:45 – Why Workshops Work
Being in front of people helps build rapport, leadership, thought leadership, and local visibility.

10:30 – Designed for Newer Coaches
This strategy is especially helpful for newer coaches or coaches who feel overwhelmed by planning a larger workshop.

11:00 – Overthinker Check-In
BJ asks coaches to identify whether they tend to overthink, making the point that this strategy is designed to reduce complexity.

11:45 – Micro Workshop Format
The workshop can be held with a small group in a restaurant back room, office, roundtable setting, or other intimate venue.

12:30 – Momentum Is the Goal
BJ emphasizes that the point is to help coaches get momentum.

13:00 – Biggest Workshop Mistake
The group guesses common mistakes, but BJ explains that one of the biggest is planning only one workshop.

13:45 – Repetition Builds Mastery
Coaches should plan multiple workshops because repetition improves delivery and gives no-shows another chance to attend.

14:30 – Graduate Into Live Event Mastery
The goal is for coaches to eventually graduate into the full Live Event Mastery approach.

15:00 – Workshops Can Become the Main Strategy
If done well and consistently, workshops can become the primary client acquisition strategy.

15:30 – Karl on the Flywheel
Karl explains that live events can become a flywheel: events, attendees, client experience, status, quality, conversions, referrals, and more events.

16:30 – Karl’s Live Event Background
Karl shares that he built a multi-million-dollar coaching business through live events, eventually doing as many as three per day.

17:15 – Referrals as the Main KPI
Karl says the number one KPI for events should be referrals, because attendees can help fill the next event.

18:00 – Filling the Next Event
If 10 attendees provide 20 referrals, even a few of those referrals attending the next workshop can keep momentum going.

18:45 – Simplicity First
BJ returns to the importance of simplicity, especially for coaches who need an easy starting point.

19:30 – Psychology of Small Workshops
BJ explains that he wants coaches to understand why being in front of a small group works psychologically.

20:15 – Confidence Creates Trust
BJ explains that confident communication, steady eye contact, and a steady voice signal safety to the listener’s brain.

21:00 – Oxytocin and Trust
Confidence can trigger oxytocin, the trust chemical, which helps the audience perceive the coach as an expert.

21:45 – The Crowd Becomes Evidence
When people see others paying attention, the crowd itself becomes social proof.

22:30 – Borrowed Judgment
The brain borrows the group’s judgment instead of forming it from scratch.

23:00 – Imposter Syndrome Check-In
BJ asks who has experienced imposter syndrome and reminds coaches that they are not alone.

23:45 – Perceived Credibility Matters
Tools, structure, and group attention can help the coach be perceived as credible even if they are still building confidence.

24:30 – Vulnerability Creates Bond
When attendees share challenges out loud, it creates connection and trust.

25:15 – The Workshop Environment Matters
Because the coach created the room, the trust and connection generated in the room attaches to them.

26:00 – Repetition Improves Skill
The first workshop may not be great, but by the fifteenth, the coach will be much stronger.

26:45 – Build Your Invite List
BJ gives coaches a task: start writing down people in their sphere who could be invited.

27:30 – In-Person Is Better
Online can work, but BJ strongly recommends in-person workshops when possible because they create stronger connection.

28:30 – Sample Invitation Email
BJ reads a sample email inviting a business owner to the 100K Profit Shift workshop.

29:30 – Workshop Promise
The email frames the workshop around uncovering $100K or more in potential profit without spending more on marketing or advertising.

30:15 – Keep It Small and Personal
The invitation says the workshop will be intentionally small, practical, personal, and interactive.

31:00 – Why “Profit Shift” Matters
BJ explains that “shift” is intentional because the simulation tool helps shift the business owner’s mindset.

32:00 – Simulation Tool as Business Growth Theory
The simulation tool teaches the theory of profit acceleration in a lower-friction way.

33:00 – Do Not Reveal Too Much Too Soon
The invitation creates curiosity by referring to a little-known strategy rather than giving away every detail.

34:00 – Slide Deck Walkthrough Begins
BJ begins walking through the eight-slide workshop deck.

34:45 – Collaborative, Not Classroom Style
The workshop should feel like a collaborative roundtable, not a traditional lecture.

35:15 – Slide One: 100K Profit Shift
The title slide introduces the 3% strategy that could unlock $100K or more hidden in plain sight.

36:00 – Let the 3% Strategy Create Curiosity
BJ warns coaches not to gloss over the title or explain too much too quickly.

36:45 – Slide Two: The Core Idea
The core idea is that more revenue does not automatically mean more profit.

37:30 – Financial Literacy and Profit
BJ references that many small business owners lose profit because they lack financial literacy.

38:15 – Revenue vs. Profit
Making money is about revenue and sales activity, while keeping money requires margin, cash flow, and profit understanding.

39:00 – First Shift: Look Closer
The first shift is not thinking bigger, but looking closer and more strategically.

39:45 – Slide Three: Where Margin Hides
Profit leaks can hide in pricing, conversions, frequency, costs, and margin.

40:30 – Small Leaks Add Up
Small profit leaks may not feel expensive individually, but they become significant when added together.

41:15 – Get Them to Engage
BJ encourages coaches to ask whether attendees have felt those profit leaks before.

42:00 – Timeboxing Matters
Coaches need to facilitate the conversation without letting one person dominate the room.

42:45 – Slide Four: Natural Instinct Is More Customers
Most business owners instinctively think they need more leads, more marketing, and more ad spend.

43:30 – What If 3% Better?
The workshop reframes the issue around getting 3% better in leads, conversions, average sale, frequency, and margin.

44:15 – Compound Effect
The point is not that 3% looks impressive by itself. The power comes from the compounding effect across multiple areas.

45:00 – Slide Five: Same Business, More Profit
The goal is not a massive overhaul. It is the same business, same marketing budget, and better economics.

45:45 – Prepare for the Simulation Tool
The first few slides build anticipation before showing the actual Profit Simulation Tool.

46:15 – Karl on Delivery and Belief
Karl explains that communication is more than words. Tonality, speed, confidence, and belief matter.

47:00 – Transfer of Belief
The person with the higher level of belief influences the other person.

47:45 – How to Build Rapport
Karl gives three ways to build rapport: compliment, relate, and say no to something.

48:30 – Curiosity Is Critical
Karl emphasizes that curiosity is a major driver in getting people to attend, stay engaged, and move forward.

49:15 – Memorize Key Profit Examples
Karl encourages coaches to memorize a few powerful profit examples so they can deliver them naturally.

50:00 – $500K Business Example
Karl gives the example of a $500K business with 10% net profit and how small 2% improvements across the system can create major new profit.

51:00 – Have Three “Bombs” Ready
Coaches should have three strong ideas or examples ready that make the prospect think, “I’ve never heard it explained like that before.”

52:00 – Profit Is the Domino
Karl repeats that profit is the domino that knocks over the other dominoes.

52:45 – Typo and Compound Math Clarification
The group catches a typo in the 3% example, and BJ clarifies the point about compounding.

53:30 – Next Week Preview
BJ says next week will cover the simulation tool and the coach playbook.

54:15 – Keep It Simple
The setup is simple: invite a few people by email and text, use a small venue, and keep the room intimate.

55:00 – Venue Size Matters
The room should fit the group. A huge room with only a few people will feel awkward.

55:45 – Community Banks as Venues
Community banks may offer conference rooms because they like having business owners on-site.

56:30 – Do Not Call It Lunch and Learn
BJ cautions against overused labels like “lunch and learn” because they sound generic.

57:15 – The Ask Matters
Coaches must make the next ask confidently, inviting attendees into a full Profit Acceleration assessment.

58:00 – Who This Is For
This strategy is especially useful for coaches with a lot going on, coaches who overthink, and coaches dealing with imposter syndrome.

58:45 – Do Not Do Just One
BJ repeats that doing only one workshop kills momentum.

59:30 – Resources Will Be Uploaded
The recording will include the slide deck, corrected typo, coach playbook, email templates, text messages, and social posts.

1:00:15 – Karl on Fit
Karl says this strategy is not for everyone, but it is a strong fit for coaches who like the idea of throwing a party every week.

1:01:00 – Venue Matters
Karl emphasizes that the venue should be chosen because it is a good atmosphere, not just because it is free.

1:01:45 – Examples of Strong Venues
Examples include a bank, chamber, golf course, nice restaurant, or other place people would actually want to visit.

1:02:30 – Local Legends Frame
Karl references the old Local Legends program and explains that running these events consistently can make a coach known locally.

1:03:30 – Atmosphere Over Venue Label
BJ clarifies that atmosphere matters more than the venue category. A great library could work. A tired, dark room may not.

1:04:30 – Closing and Community Reminder
Karl and BJ close by reminding coaches that Focused is their community and encouraging them to lean in, show up, and inspire others.

Five Key Takeaways

• Small workshops can be a simple way to get in front of business owners without running a full live event.
• The Profit Simulation Tool is the centerpiece of the 100K Profit Shift workshop.
• The goal is to create curiosity, credibility, conversation, and momentum before inviting attendees into a full assessment.
• Do not plan only one workshop. The strategy works best when repeated consistently.
• Venue and atmosphere matter because the room shapes how people feel, engage, and perceive the coach.

Notable Quotes

“Host the party.”

“This is your community.”

“This is the little brother to Live Event Mastery.”

“Momentum.”

“Repetition is the bedrock of mastery.”

“The crowd’s attention becomes the evidence.”

“The brain borrows the crowd’s judgment.”

“Confidence creates trust.”

“The 100K Profit Shift.”

“More revenue does not automatically mean more profit.”

“Small leaks do not feel expensive until you add them together.”

“The first big shift is not thinking bigger. It is looking closer strategically.”

“The ask is the part you’ve got to lean into.”

“The venue matters.”

“Atmosphere matters.”

Action Steps from the Call

1. Request access to Launch Factory and Exit Acceleration if you want to explore the beta tools.
2. Watch Scott’s cold call video in the Facebook group.
3. Start thinking about who you could invite to a small workshop.
4. Make a list of people in your phone, LinkedIn, Facebook group, chamber, local network, and referral base.
5. Choose whether your first workshop will be in person or online.
6. Prioritize in-person if possible.
7. Look for a small, intimate venue.
8. Avoid oversized rooms that make a small group feel awkward.
9. Consider restaurants, bank conference rooms, chambers, golf courses, co-working spaces, or nice local libraries.
10. Choose the venue based on atmosphere, not just cost.
11. Use the 100K Profit Shift workshop deck.
12. Keep the workshop collaborative, not lecture-style.
13. Use the invitation language provided in the resource pack.
14. Keep the workshop intentionally small.
15. Build curiosity before revealing the 3% strategy.
16. Do not overexplain in the invite.
17. Open with the idea that profit is often hidden in plain sight.
18. Use the slides to shift the owner’s thinking from revenue to profit.
19. Discuss profit leaks in pricing, conversions, frequency, costs, and margin.
20. Let attendees engage and share their own experience.
21. Timebox discussions so one person does not dominate.
22. Use the simulation tool to show the math.
23. Memorize a few strong profit examples.
24. Prepare three “bombs” or powerful insights before the workshop.
25. Practice your delivery, tone, pacing, and confidence.
26. Build rapport by complimenting, relating, and saying no to something.
27. Make the next ask confidently.
28. Invite attendees into a full Profit Acceleration assessment.
29. Schedule more than one workshop.
30. Use repetition to improve your skill and build momentum.

Resources & Tools Mentioned

• Get Your First Client
• Launch Factory
• Non-Franchise Franchise
• Exit Acceleration Software
• Profit Simulation Tool
• Profit Acceleration Software / PAS
• Live Event Mastery
• 100K Profit Shift
• 3% Strategy
• Coach Playbook
• Slide Deck
• Email Templates
• SMS Templates
• Social Posts
• Facebook Group
• Focused Community
• Profit Acceleration Assessment
• Magnetic Factor
• Curiosity Trail Framework
• Coaching Dojo
• Local Legends
• Bank Conference Rooms
• Chamber of Commerce
• Golf Course Venue
• Restaurant Back Room
• Co-Working Space
• WeWork-Style Spaces
• Community Library
• Profit Leaks
• Pricing
• Conversions
• Frequency
• Costs
• Margin
• Compound Effect
• Referrals
• Flywheel
• Oxytocin
• Social Proof
• Imposter Syndrome
• KPI Tracking