It’s Not Me-It’s You – Simplicity, PAS Calculations & MDP Focus

Call Date

Jun 25, 2025

Primary Topics

Client Retention, Mindset + Productivity, PAS

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Call Description

The session focused on demystifying PAS (Profit Acceleration Software) calculations, emphasizing the importance of simplicity, conservatism, and trade secrets in both client conversations and software design. Howard provided a high-level overview of GAAP compliance, cost apportionment, and why PAS focuses on profit, not just revenue. The group discussed how to handle client objections, the outsized impact of incremental change, and why not every prospect is a fit. Breakout rooms covered role play, the six-question script, MDP as the “one thing,” franchise fulfillment, and the importance of focusing on money-making activities.

Why this call matters

  • Equips coaches to confidently explain PAS calculations and address skepticism.

  • Reinforces the value of simplicity and conservative estimates in client conversations.

  • Shows how to use the 80/20 rule and MDP focus for business growth.

  • Shares practical advice for onboarding, fulfillment, and franchise work.

  • Encourages community, continuous learning, and peer support.

Key Points:

  1. Wins & Strategic Alliances (00:01:16) – Coaches share JV and alliance wins, simulator setup, and fulfillment questions.
  2. PAS Calculations & Simplicity (00:11:37) – Howard explains why PAS is conservative, GAAP-compliant, and focused on profit.
  3. Trade Secrets & IP Protection (00:24:06) – Why PAS algorithms are proprietary and how this protects coaches’ MDP.
  4. Handling Client Objections (00:30:23) – How to respond to skepticism and why not every prospect is a fit.
  5. Incremental Change & Compounding (00:33:02) – The outsized impact of small improvements on profit.
  6. Not Every Prospect is a Fit (00:31:30) – When to walk away from overly skeptical prospects.
  7. Role Play & Six-Question Script (00:45:14) – Practicing discovery, pivots, and deeper questioning.
  8. Sales Strategy & MDP Focus (00:48:13) – Why MDP is the “one thing” that drives all other results.
  9. Fulfillment, Franchises & Live Events (00:53:39) – Tips for onboarding, franchise constraints, and market-dominating positions.
  10. 80/20 Rule & Focus (00:50:09) – How to narrow your focus for greater impact and avoid distractions.

Key Takeaways:

  • Keep it simple: Focus on profit, not technical details, when explaining PAS to clients.

  • Use conservative, proven estimates: PAS is built on 50,000+ engagements and GAAP principles.

  • Leverage trade secrets: Proprietary algorithms protect your market-dominating position.

  • Not every prospect is a fit: Walk away from those who can’t accept the model.

  • Focus on the “one thing”: Use the 80/20 rule and MDP to drive business growth.

Notable Quotes:

  • “Simplicity scales and sells.”

  • “If someone’s going to get all tripped up in their shorts over this, I’m not so sure I want them as my client.”

  • “Focus on the one thing—your market-dominating position.”

Action Steps from the Call:

  1. Practice explaining PAS calculations simply and confidently to clients.
  2. Use the 80/20 rule to focus on money-making activities and avoid distractions.
  3. Test your simulator, onboarding, and fulfillment processes before using them with clients.
  4. Walk away from prospects who are overly skeptical or not a fit.
  5. Focus your coaching on helping clients develop a strong MDP.

Resources & Tools Mentioned:

  • PAS (Profit Acceleration Software) – Conservative, GAAP-compliant, and proprietary.

  • Simulator & FBS – For demos, onboarding, and client engagement.

  • Six-Question Script – For discovery and deeper client conversations.

  • 80/20 Rule & “The One Thing” – For focus and business growth.

  • Franchise & Fulfillment Best Practices – For onboarding and client success.

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