Sell Higher, Deliver Deeper

Key Points:

0:00 – Opening and Zoe Check-In
Karl opens the first High Ticket Tuesday call by checking in with Zoe.

0:05 – Chamber Partnership Launch
Zoe shares that her chamber partnership officially kicks off that Thursday.

0:17 – Done-for-You Group Coaching as the Play
Zoe explains that she is offering Done-for-You Group Coaching to chamber members as a simple funnel to nurture trust and bring members into her system.

0:45 – Chamber Add-On Revenue Stream
The chamber charges a $99 yearly add-on for 52 weeks of weekly group coaching and keeps the revenue.

1:25 – One-to-One Assessment Included
As part of the add-on package, members also receive one full business assessment with Zoe.

2:08 – Win-Win for the Chamber
The chamber gets a revenue stream and member value, while Zoe gets access to business owners and one-to-one assessment opportunities.

3:21 – Upsell Into Higher-Level Coaching
Zoe confirms that she will use the one-to-one assessments and engagement tracking to identify good-fit members for higher-level coaching.

3:39 – Group Coaching as a Nurture Funnel
Zoe explains that Done-for-You Group Coaching has always worked well as a nurturing funnel because it provides value without taking much coach time.

4:06 – Workshop Wednesday Resource Mentioned
Karl points coaches back to Zoe’s Workshop Wednesday training on the chamber strategy.

5:07 – Use the Model Beyond Chambers
The group discusses using the same model with BNI groups, banks, local banks, credit unions, Rotary clubs, and other organizations with an audience.

6:24 – Optional Add-On Clarification
Zoe clarifies that in her case, the chamber is charging the group coaching as an optional add-on and keeping the money.

6:40 – Free Chamber Membership
Zoe shares that she negotiated a free chamber membership as part of the value exchange.

6:56 – Avanice’s Chamber Question
Avanice asks whether Zoe was already a member and how she started the conversation with the chamber.

8:12 – Zoe’s Chamber Angle
Zoe explains that she did not originally want to join her local chamber because it was more social than business-focused.

8:33 – Saying No to Quarterly Workshops
When the chamber asked for quarterly workshops, Zoe said no because it was not enough education to create real value.

8:51 – Lead With the Community Pain
Zoe says the key is starting with the pain business owners in the community are facing.

9:06 – Weekly Workshops as Community Value
Zoe positioned weekly coaching workshops as a way to help the chamber provide more value to members.

10:06 – Chamber Offered Membership
After Zoe framed the value, the chamber offered her a membership in exchange.

10:46 – Invite Chamber Leaders Into Group Coaching
Zoe recommends inviting chamber leaders into the group coaching experience so they can see what members will receive.

10:55 – Not a Webinar
Zoe emphasizes positioning it as a business workshop, not a webinar.

11:09 – Community and Training Value
The offer includes training, prep work, community, and learning from other business owners.

11:34 – Add-On Pricing Is Chamber-Specific
Zoe explains that each chamber will require its own pricing conversation based on its structure and member tiers.

12:11 – Karl on Rapport
Karl explains three ways to build rapport: compliment, relate, and say no to something.

12:57 – Saying No Builds Authority
Karl points out that Zoe saying no to quarterly workshops actually helped build her authority and strengthen the offer.

13:18 – Zoe’s Local Business Credibility
Zoe explains that she owns a local fishing and dive business in Key Largo, which gives her added credibility with chamber members.

13:39 – Marriott Partnership Example
Zoe shares that her fishing and dive business partners with Playa Largo Marriott, where the chamber kickoff luncheon is being held.

14:33 – Group Coaching Tracking
The group explains that group coaching tracks attendance, video progress, quiz scores, downloads, and engagement.

15:01 – Follow Up With Engaged and Disengaged Members
Highly engaged members may be good prospects for higher-level coaching, while disengaged members are also worth reaching out to.

15:34 – Chamber Presentation Deck
Zoe shares that the Workshop Wednesday deck can help coaches present the chamber strategy.

16:24 – Do Not Use Internal Language
Zoe clarifies that coaches should not say “Done-for-You Group Coaching” to chambers. That is internal language.

16:41 – Brand It to Your Business
Instead, coaches should brand it as their own weekly business workshop series.

17:24 – Bill Pfister Introduction
Bill introduces himself as a new coach just getting started with the training.

17:54 – Bill’s Background
Bill shares that he was employed full-time until May 30 and had already been developing content before joining Focused.

18:16 – Trading and Coaching Background
Bill explains that he trades financial markets, wrote two books, and originally thought he was building a trading coaching business.

18:40 – Shift Toward Business Coaching
After being introduced to Focused by Rebecca, the business coaching model brought his background together.

19:17 – Employee Retention and Customer Service
Bill says former coworkers suggested he coach local businesses on employee retention and customer service.

19:34 – Profit as the Domino
Karl tells Bill to lean into the idea that profit is the domino that knocks over all the other dominoes.

20:07 – First 90 Days: Free Up Cash
Karl says high-level coaches often focus on freeing up cash and improving the P&L in the first 90 days.

20:30 – Install the Operating System
Karl connects early profit wins to installing the operating system, upsells, downsells, cross-sells, proper upfront offers, and cost control.

21:01 – Expense Reduction Math
Karl explains that reducing expenses by 10% in a business with 15% net margins can create a 57% bump in profitability.

21:30 – Bill’s Business Owner Reflection
Bill says he has 20 years of previous business ownership experience and wishes someone had shown him this system earlier.

22:07 – Jason Check-In
Karl opens Jason and asks what is happening in his world.

22:17 – Plugging In With Zoe
Jason shares that he had a call with Zoe and is focused on getting new clients.

22:44 – Jason’s Advice: Have Conversations
Jason says the biggest advice is to start having conversations with the target market.

23:09 – Diagnose Before You Prescribe
Jason emphasizes asking the right questions and diagnosing before offering a solution.

23:36 – Three Biggest Challenges Question
Karl adds that one of the first questions should be: “What are the three biggest challenges or obstacles you currently face in your business?”

24:19 – Chamber as Guidance Provider
Karl says chambers are looking for revenue, but more deeply, they are tasked with providing guidance.

24:34 – Education Is the Gap
Karl explains that the gap between a failing business owner and a successful business owner is education.

24:56 – Running in the Wrong Direction
Karl says many owners enthusiastically lower prices, add products, and add services without strategy.

25:31 – Apple and Nike Examples
Karl uses Apple and Nike to show the power of focus, premium positioning, and cutting weak products.

27:41 – Tuesday Call Direction
Karl explains that High Ticket Tuesday will focus on higher-level topics, client strategy, joint ventures, and moving the needle with clients.

28:04 – $100K in 100 Days Frame
Karl shares that one of his goals was to put $100,000 into a client’s bank account within the first 100 days.

28:24 – Tactical Before Strategic
To do that, Karl says he was often more tactical than strategic early in the engagement.

28:57 – Reinstall What Used to Work
Karl suggests asking clients what lead generation worked when they started and whether they are still doing it.

29:51 – Turn Old Lead Gen Back On
If the strategy worked before, it may be worth turning back on instead of inventing something brand new.

30:30 – Cover Coaching Fees Quickly
Karl says Sashietta can often find enough profit in the first 30 to 60 days to cover her high-end coaching fees.

30:58 – Expense Reduction as Fast Profit
Karl repeats the example that reducing expenses can dramatically increase profitability without new sales or ads.

31:46 – Use the P&L or Credit Card Statements
If the client does not have a clean P&L, Karl recommends going through credit card statements.

32:04 – Two Expense Questions
For every line item, ask: “Does it get a client?” and “Does it keep a client?”

33:27 – Two Rules of Business
Karl says the two rules of business are: get clients and keep clients.

34:08 – Cut or Negotiate Expenses
Not every line item must be cut, but many can be removed or negotiated.

34:20 – Rent Negotiation Example
If rent drops from $5,000 to $4,000 per month, that creates $12,000 per year straight to the bottom line.

35:05 – Tactical Wins Before Strategic Work
Karl says staffing and operations matter, but in the first 100 days he would start with more tactical profit wins.

35:48 – Upsells and Cross-Sells
Karl says he would also focus on adding upsells and cross-sells at the point of purchase.

36:13 – One in Three Is a Home Run
For upsells, Karl says if one in three customers says yes, that is a major win.

37:04 – Tuesday Call Theme Restated
Karl says Tuesday calls will cover high-level strategy, joint ventures, working with clients, and moving the needle.

37:23 – High Ticket Tuesday Time
Karl confirms High Ticket Tuesday is locked in at 12 PM Eastern / 9 AM Pacific.

37:49 – RJ Check-In
Karl opens RJ, joking about calling him the “king of high ticket.”

38:17 – RJ’s High-Ticket Background
RJ has closed $10,000/month clients and has offers at multiple levels, including $1,000/month, $5,000/month, and higher.

39:16 – Price Juxtaposition
RJ introduces “price juxtaposition” as a way to make high-ticket offers easier to understand.

39:17 – Show $120K in Profit Growth
RJ likes to show at least $120,000 in profit growth in the top three strategies before discussing pricing.

39:52 – Strategic Advisory Level
When the client reacts to $10K/month, RJ says he does have a strategic advisory level at that range.

40:17 – Make $60K Feel Smaller Than $120K
RJ explains that anchoring the higher number makes the lower high-ticket option feel more manageable.

41:08 – Identity and Asking Bigger
RJ says coaches need to become comfortable asking for bigger numbers when the prospect’s problems and goals are big enough.

41:39 – Delivering at Higher Fees
RJ says his confidence to deliver at $5K or $10K came from the Focused team, strategies, and support.

42:17 – RJ’s Client Retention
RJ shares that he has not lost a client, except for an early beta client who was probably not a fit.

42:47 – Contractor Growth Example
RJ shares that one general contractor grew from $7.1M to $9.7M and could reach $12M after working together.

43:27 – If I Can Do It, You Can Do It
RJ says he shares examples not for praise, but to show others what is possible.

43:50 – Level Five Leadership
RJ says a level five leader makes others walk away believing they are a big deal.

44:06 – Move Clients Up and Down
Karl notes that RJ has moved clients from $5K to $10K and also from $10K down when needed.

44:42 – Handling a Client Pause
Karl gives an example of offering a lower-cost $497/month option for three months when a client wants to pause.

45:08 – Do Not Lose the Momentum
The point of a temporary lower option is to maintain the relationship and prevent the client from fully stopping.

45:42 – Step Up When Clients Pause
Karl says when a client wants to pause or cancel, the coach should step up, not step down.

46:23 – RJ’s “Coach for Life” Frame
RJ says he tells clients his goal is to coach them for life or until they sell their business.

46:53 – Build a Business They Could Sell
RJ reinforces the idea of helping clients build businesses they could sell for millions but choose not to.

47:28 – Expanding Into Sales Team Coaching
RJ explains that one client relationship expanded from coaching the owner to coaching the sales team, marketing, and customer service.

48:05 – Communication Is More Than Words
Karl points out that RJ’s tone, conviction, and passion are a major part of why his message lands.

48:46 – Fall in Love With Your Clients
RJ says coaches should genuinely care about their clients and want what is right for them.

49:46 – Accelerate Profit, Reclaim Time, Amplify Impact
RJ explains that his three pillars are about making more profit so owners can reclaim time and amplify their impact.

50:27 – Treat Clients Like the Beginning of the Relationship
Karl compares client relationships to marriage and says coaches should continue treating clients the way they did early in the relationship.

51:16 – Clients Stay Because They Like You
Karl says clients stay because they like the coach, in addition to getting results.

52:07 – Build the Personal Relationship
Karl encourages coaches to learn about the person behind the business and build a real relationship.

52:47 – Zoe on Treating Their Business Like Yours
Zoe says she treats each client’s business like her own and takes their success personally.

53:41 – Move Clients Up by Creating Value
Karl says if coaches want clients to buy up from $2K to $5K/month, they should follow RJ’s advice on relationship, value, and positioning.

53:53 – Closing of High Ticket Tuesday
Karl closes the first High Ticket Tuesday by inviting coaches to bring questions and ideas next week.

54:21 – Small Business Failure Reminder
Karl returns to the two questions that have driven his coaching career: why 90% of small businesses fall over and what the successful 10% have in common.

55:21 – Profit Acceleration Is the Foundation
Karl closes by emphasizing that Focused built Profit Acceleration Software, not Revenue Acceleration Software.

Five Key Takeaways

• Done-for-You Group Coaching can be positioned as a partner benefit and nurture funnel for chambers, BNI groups, banks, and other audience holders.
• High-ticket coaching becomes easier to sell when the coach can quickly show profit opportunity and make the fee feel small compared to the upside.
• Early in an engagement, tactical wins matter. Cost control, P&L review, old lead generation, upsells, and cross-sells can create fast cash.
• Coaches should not let clients pause without offering a lower-touch continuity option that protects momentum.
• Long-term retention comes from results, but also from relationship. Clients stay when they like, trust, and feel genuinely supported by the coach.

Notable Quotes

“Done-for-you group coaching all day long.”

“Use other people’s audience.”

“There’s three levels of coaches: hiders, wingers, and installers.”

“This is not a webinar. This is a business workshop.”

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

“Diagnose first before you prescribe.”

“The gap between failing and succeeding is education.”

“Running in the wrong direction enthusiastically is a bad idea.”

“I wanted to put $100,000 into their bank account within the first 100 days.”

“It works so well, I stopped doing it.”

“Does it get a client? Does it keep a client?”

“Two rules of business: get clients and keep clients.”

“Price juxtaposition.”

“Your coach is now free.”

“If I can do it, you can do it too.”

“When a client wants to pause, when a client wants to cancel, you’ve got to step up, not step down.”

“My goal is to coach you for life.”

“You should be falling in love with your clients.”

“They stay because they like you.”

“Accelerate profit, reclaim time, amplify impact.”

“When profits go, passion erodes.”

Action Steps from the Call

1. Consider using Done-for-You Group Coaching as a nurture funnel.
2. Approach chambers, BNI groups, banks, credit unions, Rotary clubs, or other audience holders.
3. Position group coaching as a business workshop, not a webinar.
4. Let the partner organization create a revenue stream from the offer if it helps them say yes.
5. Include one one-to-one assessment as part of the partner benefit.
6. Track who attends, watches videos, downloads resources, and completes quizzes.
7. Follow up with both highly engaged members and disengaged members.
8. Brand the group coaching offer under your own business name.
9. Avoid using internal language like “Done-for-You Group Coaching” with prospects.
10. Build rapport by complimenting, relating, and saying no to something.
11. Use your own local business experience or proof when it helps establish credibility.
12. Have more conversations with your target market.
13. Ask deeper questions before offering a solution.
14. Ask prospects about their three biggest business challenges.
15. Use those answers to identify the right offer.
16. In the first 90 to 100 days, look for tactical profit wins.
17. Ask what lead generation strategy worked when the business first started.
18. Ask whether they are still doing it.
19. Reinstall old lead generation strategies that previously worked.
20. Review the client’s P&L or credit card statements.
21. Go line by line through itemized expenses.
22. Ask whether each expense gets a client or keeps a client.
23. Cut or negotiate expenses that do neither.
24. Look for rent, vendor, software, and subscription savings.
25. Use cost savings to cover your coaching fee quickly.
26. Add upsells and cross-sells at the point of purchase.
27. Track upsell acceptance rates and improve over time.
28. Use price juxtaposition when presenting high-ticket offers.
29. Show the profit opportunity before discussing your fee.
30. Get comfortable saying bigger numbers.
31. Build belief that you can deliver at higher fee levels.
32. Use the Focused team, advisor support, and frameworks to strengthen delivery.
33. If a client wants to pause, offer a lower-touch continuity plan.
34. Avoid letting momentum fully stop.
35. Build a relationship where clients do not want to imagine the business without you.
36. Expand value by coaching the owner, team, sales, marketing, and customer service when appropriate.
37. Treat client relationships with the same care you had at the beginning.
38. Learn the person behind the business.
39. Help clients accelerate profit so they can reclaim time and amplify impact.
40. Come to future High Ticket Tuesday calls with questions, client scenarios, and ideas.

Resources & Tools Mentioned

• High Ticket Tuesday
• Done-for-You Group Coaching
• Chamber of Commerce
• BNI
• Banks
• Credit Unions
• Rotary Clubs
• Group Coaching Portal
• Weekly Business Workshops
• One-to-One Business Assessment
• Workshop Wednesday Chamber Training
• Chamber Presentation Deck
• PAS / Profit Acceleration Software
• Profit Acceleration Diagnostic
• Jumpstart 12
• Operating System
• P&L Review
• Credit Card Statements
• Cost Control
• Cutting Costs
• Expense Negotiation
• Upsells
• Downsells
• Cross-Sells
• Proper Upfront Offer
• Point of Purchase
• High-Ticket Coaching
• Strategic Advisory
• Price Juxtaposition
• $60K Coaching Program
• $120K Coaching Program
• $10K/Month Client
• $5K/Month Client
• $497 Continuity Option
• Exit Acceleration Software
• Business Coaching Secrets
• Wednesday Workshop
• Thursday Get Your First Client Call
• Steve Jobs
• Apple
• Nike
• Phil Knight
• Warren Buffett
• Mark Cuban
• Michael Clift
• Sashietta Client Example
• RJ Contractor Example
• Expert Edge Coaching Network