Use AI to Convert Better

Key Points:

0:00 – Welcome and Call Setup
John welcomes everyone to Workshop Wednesday and introduces the training topic: how to use the AI Coaching Dojo.

0:45 – Florist Prospect Example
John explains that he has a motivated prospect call with a local florist and will use that business as the live example throughout the training.

0:57 – Objective of the Training
The goal is for coaches to learn how to use the AI Coaching Dojo to prepare before a call and demonstrate authority during a PAS assessment.

1:46 – Choose a Business to Analyze
Coaches are asked to find a business in their target market and use it as their working example during the call.

2:06 – Opening the AI Coaching Dojo
John walks coaches through where to find the AI Coaching Dojo inside the Profit Acceleration Software training area.

3:24 – Wagner’s Flowers Background
John shares the background of the florist he is using as his example, including his personal connection to the town and business.

4:00 – Where to Find AI Training
John shows coaches where the AI training and specialty agent training live inside the software.

4:54 – Overview of Specialty Agents
The call introduces agents including Nadia the Networker, Oscar the Objection Handler, Argo the Answer, Alliance Arena, Vera the Validator, Case the Converter, Dom the Dominator, Lev the Lead Magnet, and Sal the Social Scribe.

6:00 – Why the AI Coaching Dojo Matters
John describes the AI Coaching Dojo as one of the top innovations he has experienced during his time with Focused.com.

6:25 – Using Vera the Validator
John demonstrates how to paste a website URL into Vera the Validator and ask her to evaluate the site.

6:48 – Website Feedback Using the Conversion Equation
Vera evaluates the florist’s website using categories like interrupt, engage, educate, and offer.

7:10 – Rewriting the Headline, Offer, and Opening Paragraph
John asks Vera to rewrite the headline, offer, and opening paragraph to create a stronger conversion-focused website message.

8:02 – Why Focused AI Is Different
John explains that the AI tools are trained in Focused.com’s intellectual property, including PAS, Jumpstart 12, and Jumpstart 40.

8:57 – Using Website Feedback in Prospecting
John connects Vera’s feedback to Wally’s door-to-door prospecting strategy, where coaches can show a prospect what a stronger website could look like.

9:39 – Coaches Test Vera on Their Own Businesses
Participants use Vera to evaluate websites for businesses in their own target markets and share insights in the chat.

10:09 – AI Memory Question
A coach asks whether the AI remembers previous conversations, and John confirms that it does.

10:54 – Generic Calls to Action
The group discusses how many websites rely on weak or generic calls to action instead of curiosity-driven, benefit-focused offers.

12:18 – Setting Up PAS for the Example Business
John shows the PAS setup for the florist example and explains that the available numbers are estimated.

12:52 – Choosing Market Dominating Position First
Because the florist’s website does not clearly differentiate the business, John chooses Market Dominating Position as the first area to explore.

13:34 – Using Dom the Dominator
John opens Dom the Dominator to create potential Market Dominating Position ideas based on the website feedback from Vera.

14:11 – How to Discuss the Website With a Prospect
John models how to acknowledge what is good about the website while pointing out that it does not clearly show why the business is the best choice.

15:17 – Feeding Vera’s Feedback Into Dom
John copies Vera’s website feedback into Dom and asks for three potential MDPs for the florist.

15:53 – Florist MDP Examples
Dom creates positioning ideas around local roots, handcrafted flowers, trusted service, same-day delivery, and community connection.

17:27 – Clarifying How to Prompt Dom
A coach asks whether the MDP prompts assume client insight, and John explains how to use Dom for preparation rather than final answers.

20:17 – Outside-Looking-In vs. Discovery
John clarifies that the AI helps coaches prepare ideas before the call, but the business owner’s answers still matter in discovery.

21:06 – Using MDP Ideas to Convert
John explains that being able to talk clearly about the website, what works, and what could improve helps the coach convert.

22:09 – Coach Example: Real Estate MDP
Ryan shares a “local loyalty guarantee” idea for a real estate firm, including a promise to resell a buyer’s home for free if they are not happy within 12 months.

23:07 – Using the PAS MDP Questionnaire
John shows how to work through the Market Dominating Position questionnaire while the prospect sees the PAS summary screen.

23:52 – Estimating MDP Impact
John enters conservative impact estimates for creating an MDP and having the team articulate it consistently.

24:13 – Showing Financial Results
John shows how the MDP estimate adds nearly $90,000 in revenue and almost $54,000 in profit.

25:09 – Moving to Compelling Offer
John shifts to Compelling Offer because the website does not clearly present an offer that moves visitors to take action.

25:10 – Using Case the Converter
John takes the MDP ideas from Dom and asks Case the Converter to create five compelling offers.

25:55 – Offer Examples for the Florist
Case creates offers such as a freshness guarantee, same-day delivery offer, local loyalty perk, and mini arrangement bonus.

26:53 – Coaches Test Case on Their Own Businesses
Participants use Case the Converter to generate offers for their chosen businesses and share examples.

27:52 – Manufacturing and Specialty Business Example
Daniel explains a drum handling equipment business and the group discusses offer ideas for a specialized B2B company.

29:16 – Real Estate Offer Example
Ryan shares a first-time buyer offer for a Delaware real estate firm using a confidence guarantee.

31:15 – Adding Compelling Offer Impact in PAS
John enters an 8% estimate for Compelling Offer and shows how it adds more than $60,000 in revenue and over $36,000 in annual net profit.

32:01 – Moving to Cost Cutting
John shifts to cost cutting as the third strategy area for the florist example.

32:57 – Using Kai the Cutter
John prompts Kai to identify costs a florist can consider cutting, including supplier costs, floral supplies, packaging, software subscriptions, card processor fees, and banking charges.

33:25 – Waste as a Margin Killer
John points out that unused flowers are a classic margin leak for florists.

34:44 – Coaches Test Kai on Their Own Businesses
Participants ask Kai for cost-cutting opportunities in their example businesses, including roofing and manufacturing.

34:46 – Adding Cost Cutting Impact in PAS
John adds estimated improvements for cost of goods sold and overhead, showing another $55,000 in potential profit impact.

35:35 – Three Areas Create Major Profit Impact
With MDP, Compelling Offer, and Cost Cutting, the example business moves from $107,400 in net profit to more than $256,000.

36:48 – Connecting Financial Pain to Emotional Pain
John explains the importance of moving from business numbers to personal impact by asking questions about family, vacations, time, and freedom.

38:31 – Coaching Compresses Time
Daniel shares that coaching can help clients compress years of progress into a shorter period by increasing accountability and follow-through.

38:55 – Creating an Infographic
John suggests turning Daniel’s coaching value statement into an infographic.

39:51 – NotebookLM Mentioned
Rob explains that NotebookLM can help create an infographic draft from a statement or written source.

40:55 – Roofing Cost Audit Example
Mark shares how auditing a client’s material overages and supplier invoice errors created strong results and helped close a client quickly.

42:12 – Showing Up as Advisor, Not Salesperson
John explains that coaches can show up with commission breath or as a trusted advisor who diagnoses the root problem.

42:25 – Diagnosis Before Prescription
John shares the principle that prescription without diagnosis is malpractice, then explains how coaches should diagnose first and then recommend solutions.

43:39 – Framing the Coaching Fee as an Investment
John compares a bank CD return to the ROI shown inside the software, helping coaches frame their fee as an investment.

44:32 – Courtney on Full Diagnosis First
Gary asks Courtney whether coaches should prescribe when a prospect has acute pain, and Courtney emphasizes that the full diagnosis comes first.

45:27 – Why MDP May Not Be the First Fix
Courtney explains that creating a stronger MDP before diagnosing the full business can magnify operational problems if the business is not ready for more demand.

47:19 – The Danger of Solving the Wrong Problem
Courtney explains that many business owners ask for marketing when deeper problems may exist in operations, product fit, culture, or leadership.

48:12 – Acute Pain and Masking Symptoms
Gary asks about helping with immediate pain, and Courtney explains that giving a quick painkiller can mask the real issue and prevent proper diagnosis.

49:00 – Quick Start Programs and Solutioning
The discussion turns to quick start programs, and Courtney warns that jumping straight into pre-selected solutions is still solutioning unless it follows diagnosis.

50:59 – Building a Business Health Industry
Courtney explains that Focused.com is helping create a new business health approach where the coach focuses first on the health of the organization.

52:21 – Closing and Next Call Reminder
John wraps the call and reminds coaches about the upcoming Get Your First Client call with BJ.

Five Key Takeaways

• The AI Coaching Dojo can help coaches prepare for prospect conversations before they ever get on the call.
• Vera the Validator can evaluate a website through the lens of the Conversion Equation and identify weak headlines, offers, and calls to action.
• Dom the Dominator, Case the Converter, and Kai the Cutter can help coaches prepare MDP ideas, compelling offers, and cost-cutting opportunities.
• Coaches should use AI as preparation and support, not as a replacement for discovery or diagnosis.
• Strong coaching starts with diagnosis. Jumping straight to a solution can create more problems if the real issue is somewhere else in the business.

Notable Quotes

“Everybody is a beginner at the beginning.”

“Curiosity converts.”

“The difference is our AI has been steeped in our products, our intellectual property, the PAS, the Jumpstart 12, the Jumpstart 40.”

“I want to be prepared with some ideas when I describe market dominating position.”

“You can show up as a salesperson with commission breath, which stinks, or you can show up as an advisor.”

“Treatment or prescription without diagnosis is malpractice.”

“You’re not there to get their credit card number. You’re there to help them.”

“The PAS is there to help us. And it’s how we use it.”

“First do no harm.”

“If you’re giving them more business while they’re broken, you’re just gonna break them worse.”

Action Steps from the Call

1. Choose a real business in your target market and visit their website.
2. Open the AI Coaching Dojo inside the Profit Acceleration Software.
3. Use Vera the Validator to evaluate the business website.
4. Ask Vera to rewrite the headline, offer, and opening paragraph.
5. Copy Vera’s feedback into Dom the Dominator and ask for three potential MDPs.
6. Use the MDP ideas to prepare for the conversation, not to skip discovery.
7. Take Dom’s MDP ideas into Case the Converter and ask for five compelling offers.
8. Use Kai the Cutter to identify cost-cutting opportunities for that industry.
9. During the PAS assessment, keep the prospect focused on the summary/results screen while you work through the questionnaire.
10. Use conservative estimates to show how small improvements can create large profit impact.
11. Move from financial pain to emotional pain by asking what the extra profit would mean for their family, freedom, time, or future.
12. Use AI to help you show up prepared, but let diagnosis guide the actual recommendation.
13. Avoid selling pre-packaged solutions before understanding the full business problem.

Resources & Tools Mentioned

• Workshop Wednesday
• AI Coaching Dojo
• Profit Acceleration Software / PAS
• AI Coaching Assist
• Vera the Validator
• Dom the Dominator
• Case the Converter
• Kai the Cutter
• Nadia the Networker
• Oscar the Objection Handler
• Argo the Answer
• Alliance Arena / Bridge the Builder
• Lev the Lead Magnet
• Sal the Social Scribe
• Jumpstart 12
• Jumpstart 40
• Conversion Equation
• Market Dominating Position
• Compelling Offer
• Cost Cutting
• Wally’s Door-to-Door Prospecting Strategy
• Lead Generation Training
• NotebookLM
• International Coaching Federation
• Get Your First Client Call