Build the Start-Grow-Exit System

Key Points:

0:02 – Opening and Music Banter
Karl opens the call with light conversation about music, heat waves, and the group’s energy.

2:08 – Launch Factory and Exit Access Check
Karl asks everyone whether they have requested access to Launch Factory and Exit Acceleration Software.

2:28 – Request Access Through Support
Torie explains that Partners can request access directly in the chat or by emailing support at Focused.com.

3:16 – Scott Proposky’s Launch Factory Win
Karl highlights Scott Proposky, who used Launch Factory around photography and got two people in the first week.

4:08 – Product for the 95%
Karl explains that only 5% of people start a company, meaning Launch Factory is built for the 95% who have not.

4:55 – Step-by-Step Business Launch System
Launch Factory gives new business owners ABC, 1-2-3, paint-by-numbers instructions with website and marketing assets included.

5:22 – TAM on Steroids
Karl connects Launch Factory to total addressable market, saying the opportunity expands dramatically when coaches can serve people who want to start a business.

5:56 – Exit Acceleration and the Silver Tsunami
Karl introduces Exit Acceleration through the lens of retiring baby boomer business owners.

6:19 – Three Reasons Businesses Do Not Sell
Businesses do not sell because they are not profitable, not systematized, or too owner-reliant.

6:34 – Jumpstart 12 as the Foundation
Karl explains that Launch Factory, PAS, and Exit Acceleration all still rely heavily on the Jumpstart 12 operating system.

7:34 – Peter Baptiste Welcome Back
Karl welcomes Peter Baptiste, who has been around since 2009.

8:30 – Partner Updates Begin
BJ explains that the call will walk through several upcoming updates so Partners can communicate them to their coaches.

8:51 – Sales Form Update
Torie explains that the sales form now includes a clearer place for notes from the licensee or sales rep.

9:10 – Add Background Notes on New Coaches
Partners are encouraged to add information about the coach’s strengths, history, goals, and anything relevant.

9:26 – Permanent Coach Record
Those sales form notes become part of the coach’s permanent record, visible to the advisor, support, Karl, BJ, and Torie.

10:02 – Why Notes Matter
BJ explains that better notes help advisors start stronger conversations and personalize support.

11:14 – Use the Bio Conversation
BJ suggests asking new coaches for a short background bio so the team can better serve them.

12:40 – Launch Factory Kit Update
Torie shares that the next release will be a general service-based business kit.

13:00 – Low Startup, Service-Based Focus
The general kit will still focus on low-startup businesses that do not require a degree.

13:22 – Home Organization Kit Coming Next
Torie says Home Organization is planned as the next specific kit after the general service-based business kit.

13:31 – Partners Can Request Kit Priority
Partners can message Torie if they have specific industries they want moved up the list.

14:38 – Redesigned Onboarding Portal
BJ explains that a redesigned onboarding portal is going live the next day.

14:55 – Existing Progress Will Be Saved
Coaches already in onboarding will not lose their work.

16:06 – New Onboarding Flow
The onboarding portal will now be organized into clearer sections such as kickoff, foundations, FBS setup, Profit Acceleration mastery, standards, and first three clients.

16:40 – Master the Simulation Tool
BJ emphasizes that new coaches need to master the simulation tool because everything gets easier when they do.

17:34 – Tell Coaches About the Update
Partners can message coaches in onboarding to let them know the portal is being improved.

18:11 – Email and Facebook Announcement
Torie says Focused will also email coaches and post in the Facebook group about the onboarding update.

18:31 – Good Time to Reactivate Silent Coaches
BJ notes that the redesigned onboarding portal may be a good reason to reconnect with inactive or quiet coaches.

18:51 – Payment Portal Update
Torie says the payment portal is in testing, with the goal of releasing it soon once everything is working properly.

19:08 – Get Your First Three Clients Redesign
BJ introduces the redesign of the Get Your First Three Clients area.

19:29 – Ground Zero for New Coaches
This section is positioned as the core activity and training area for brand-new coaches.

20:02 – Simulation Tool Is Everywhere
The simulation tool remains heavily emphasized because it is essential for new coach momentum.

20:17 – Magnetic Factor Training
BJ highlights the Magnetic Factor training, including explaining what you do, asking great questions, creating curiosity, and having an invite ready.

20:43 – Foundational Client-Getting Skills
These four core areas matter regardless of which lead generation strategy a coach uses.

21:59 – Coaching Revenue Model
BJ explains that the coaching revenue model helps coaches understand the activity required to hit their income goals.

22:36 – Curse of Knowledge
Partners understand the model, but new coaches need help thinking through the numbers and activity required.

23:34 – Walk Coaches Through the Model
Partners are encouraged to walk new coaches through pricing, client goals, close rates, and required conversations.

25:00 – Weekly Conversation Target
The model shows how many new conversations are required each week based on the coach’s goals and conversion assumptions.

25:39 – Guessing Is Not a Goal
BJ warns that too many coaches guess instead of planning their activity.

26:36 – Use Opportunities in FBS
BJ says it may be useful to train coaches on the Opportunities area in FBS so they can track numbers and pipeline.

27:00 – Know Your Numbers
Coaches who know their numbers have a much better chance of success.

27:23 – Gut Means Gave Up Thinking
Karl jokes that “gut” stands for “gave up thinking,” reinforcing the need to use data.

27:46 – Focus on Client Number One
New coaches should focus first on client number one, then clients two and three.

28:29 – Momentum Over Perfection
BJ says he would rather see coaches scabbed and bruised on the way to success than stuck waiting for perfect.

29:10 – Visual Guide Resources
The Get Your First Three Clients area includes visual guides coaches can download and use with coaching prospects.

30:39 – Thursday Call Private Podcast
Torie explains that Thursday Get Your First Client calls are available as a private podcast so coaches can listen on the go.

31:53 – Invite Hot Prospects to Thursday Calls
Partners can invite serious prospects to Thursday’s Get Your First Client call as a guest for extra social proof.

32:40 – Use the Invitation Carefully
BJ recommends inviting prospects when they are close, not too early.

33:10 – Ground Zero, Not Onboarding Replacement
The Get Your First Three Clients area does not replace onboarding. It helps coaches focus on clients one, two, and three.

34:06 – Exit Acceleration Section Begins
BJ moves into Exit Acceleration and encourages Partners to request access if they do not have it.

35:15 – Exit Acceleration Brochure
Torie shows the Exit Acceleration brochure, which follows the same format as the Profit Acceleration brochure and can be customized.

36:10 – What Beta Means
BJ explains that Exit Acceleration currently lives in its own area while contacts, assessments, and coaching model functionality are being tested.

37:23 – Exit Software Tutorial Videos
Tutorial videos will be available in the Exit Acceleration area to show coaches how to use the software.

38:05 – Ready to Use Now
BJ says Exit Acceleration can be used start to finish now, even while it is still in beta.

38:19 – See Something, Say Something
Partners are asked to report issues, bugs, confusing spots, or needed improvements.

39:06 – 11 Exit Factors Training
BJ says training on the 11 Exit factors is being created and should be ready soon.

39:51 – Exit Certification Will Require a Score
Exit Acceleration certification will be different from PAS because it will include a guided AI assessment and require a passing score.

40:10 – 85% Passing Standard
The certification is expected to require a score above 85%.

41:31 – Launch Brochure Coming Later
Torie says the Launch brochure is also coming, after the Exit brochure.

41:55 – Karl on Exit Magic
Karl says the Exit Acceleration tools and materials look strong and reinforce the start-grow-exit direction.

42:31 – Start, Grow, Exit Does Not Mean One Client Does All Three
Karl explains that coaches may help one person start, another grow, and another exit, though there can be overlap.

43:01 – Using Exit Assets With PAS Clients
A coach working with a growth client may still use Exit tools to help that owner build a more sellable company.

43:31 – Build a Business You Could Sell Tomorrow
Karl repeats the higher-level frame: build a business you could sell tomorrow but do not want to.

44:31 – Use Specific Exit Modules as Needed
BJ explains that coaches may use one Exit module, such as key person risk, with a PAS client without running the full Exit process.

45:23 – Avoid Overwhelming Coaches
BJ warns Partners to be careful when introducing all three toolsets so newer coaches do not get confused.

45:45 – Business Acceleration OS as Umbrella
Business Acceleration OS will become the umbrella concept, but coaches may not always use that language externally yet.

46:02 – Future Brochures for Each Lane
Focused will create multiple brochures so coaches can request the marketing asset that fits their conversation.

47:09 – Tools Added Without Extra Coach Cost
BJ notes that Focused is creating additional products and tools and giving them to coaches without making them a separate add-on.

48:07 – Launch Solves a Real Market Problem
BJ explains that the business formation market is large, with many people wanting to leave corporate work and start something of their own.

48:37 – Launch Is About Hot Button Issues
Launch Factory addresses the pain point of people wanting to start a business but not knowing how.

49:13 – Exit Market Opportunity
BJ explains that many retiring business owners will want to sell, but most are not ready.

49:50 – Not Enough Buyers
Because so many businesses may come to market, sellers will need to be better prepared to attract buyers.

51:23 – Launch Bridges to PAS
Launch is designed as a 90-day process, and the natural next step after launch is helping the owner grow through PAS.

52:13 – PAS Bridges to Exit
Coaches should not wait until a business owner suddenly wants to sell. They should help them build toward exit readiness earlier.

53:29 – Broker Perspective From Eric
Eric says roughly 75% to 80% of businesses he sees are not sellable.

54:14 – Exit as a Coaching Engagement
Karl explains that Exit Acceleration can be positioned as a consulting or coaching engagement.

55:40 – Exit Pricing Range
Eric suggests a minimum of $2,000 per month, with larger businesses possibly paying $5,000 per month.

56:45 – Tailor Exit Work to the Timeline
BJ explains that a business owner wanting to sell soon needs different help than someone planning three years out.

57:43 – PAS Is Embedded Inside Exit
Exit Acceleration includes PAS because profitability issues often still need to be solved.

59:02 – Business Not Selling Recap
Karl repeats the three reasons a business will not attract a buyer: not profitable, not systematized, too owner-reliant.

59:37 – Acquire Added to the Frame
Karl responds to Gary’s idea of adding “acquire” and discusses how acquisition can fit.

1:00:13 – Buy Past the Danger Zone
Karl explains that if acquiring a business, buying one that is five or six years old can help avoid the early failure danger zone.

1:01:12 – Lindy Effect
Karl explains that the longer something has been around, the longer it is likely to keep going.

1:02:01 – Apple and Acquisition
Karl gives examples of major companies acquiring instead of building from scratch.

1:03:21 – Second Business Should Feed the First
Karl shares his father’s frame: the second business should feed the first.

1:04:13 – Starter Businesses and Launch Factory
Karl describes Launch Factory industries like cleaning, detailing, painting, and landscaping as starter businesses with serious income potential.

1:05:49 – Exit Factors Training Uploads
BJ says the team may upload the Exit factor training videos as they are completed.

1:06:42 – Self-Guided Interview Process
Exit includes a self-guided interview process to make factor discussions more conversational.

1:07:46 – Phil’s Exit Pricing Perspective
Karl asks Phil how he prices a 12- to 18-month exit-readiness engagement.

1:08:30 – $30K Flat Fee Under $5M
Phil says he charges a flat $30,000 for businesses under $5 million, which can be split into payments.

1:08:52 – Why Phil Uses a Fixed Price
Phil positions it as a year-long program rather than something to try for a few months.

1:10:09 – Closing
Karl and BJ close the call with appreciation for the group and the updates.

Five Key Takeaways

• Launch Factory and Exit Acceleration are now part of the broader start-grow-exit direction.
• Partners should add stronger background notes when enrolling new coaches so advisors and support can serve them better.
• The redesigned onboarding and Get Your First Three Clients areas are meant to reduce overwhelm and help new coaches focus on momentum.
• Exit Acceleration is usable now in beta, with tutorial videos, factor training, certification, and brochures rolling out.
• Coaches should learn to position Launch, PAS, and Exit as connected tools inside Business Acceleration OS without overwhelming newer coaches.

Notable Quotes

“Product for the 95%.”

“ABC, 1-2-3, paint by numbers, step-by-step instruction.”

“Businesses don’t sell for three reasons: not profitable, not systematized, too owner-reliant.”

“The foundation is Jumpstart 12.”

“Don’t be sheepish there. Take some time and really go through.”

“Ground zero for brand-new coaches.”

“Guessing is not a goal.”

“Gut stands for gave up thinking.”

“Momentum, momentum, momentum.”

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

“We broadened one dimension to three dimensions.”

“Launch bridges to PAS.”

“PAS bridges to Exit.”

“The second business should feed the first.”

Action Steps from the Call

1. Request access to Launch Factory if you do not already have it.
2. Request access to Exit Acceleration if you do not already have it.
3. Explore both tools and provide feedback.
4. Use Launch Factory as a product for people who want to start a business.
5. Position Launch Factory as a franchise-level system without franchise-level upfront cost.
6. Watch for the general service-based business kit.
7. Watch for the Home Organization kit.
8. Message Torie with Launch Factory kit requests or priority industries.
9. Use the updated sales form notes area when enrolling a new coach.
10. Add meaningful background information about the coach.
11. Include the coach’s strengths, history, goals, and any useful context.
12. Tell new coaches that the onboarding portal has been redesigned.
13. Encourage new coaches to move through onboarding efficiently.
14. Reinforce the importance of mastering the simulation tool.
15. Direct coaches to the redesigned Get Your First Three Clients area.
16. Encourage coaches to attend Thursday’s Get Your First Client call.
17. Share the private podcast option with coaches who cannot attend live.
18. Walk new coaches through the coaching revenue model.
19. Help coaches calculate how many weekly conversations they need.
20. Encourage coaches to track Opportunities in FBS.
21. Remind new coaches to focus first on client number one.
22. Invite hot prospects to Thursday’s Get Your First Client call when appropriate.
23. Request the Exit Acceleration brochure if you want it customized.
24. Use Exit Acceleration with beta clients and report issues.
25. Watch the Exit software tutorial videos.
26. Watch for the 11 Exit factor trainings.
27. Prepare for Exit certification requirements.
28. Use individual Exit factors with PAS clients when relevant.
29. Avoid overwhelming newer coaches with all three toolsets at once.
30. Start using the start-grow-exit language carefully.
31. Think about Launch as a bridge into PAS.
32. Think about PAS as a bridge into Exit.
33. Consider Exit as a 12- to 18-month consulting engagement.
34. Consider pricing Exit work based on business size and scope.
35. Position a fixed-fee annual engagement when appropriate.

Resources & Tools Mentioned

• Licensing Mastermind
• Launch Factory
• Non-Franchise Franchise
• Exit Acceleration Software
• Profit Acceleration Software / PAS
• Jumpstart 12
• Business Acceleration OS
• Start, Grow, Exit
• General Service-Based Business Kit
• Home Organization Kit
• Sales Form
• Licensee Sales Rep Notes
• Coach Permanent Record
• Advisor Support
• Support at Focused.com
• Redesigned Onboarding Portal
• FBS Setup
• Profit Acceleration Mastery
• Standards Checklist
• Get Your First Three Clients
• Simulation Tool
• Magnetic Factor
• Coaching Revenue Model
• Opportunities in FBS
• Private Podcast
• Thursday Get Your First Client Call
• Exit Acceleration Brochure
• Exit Tutorial Videos
• 11 Exit Factors
• Exit Certification
• Guided AI Assessment
• Self-Guided Interview Process
• Key Person Risk Module
• Launch Brochure
• Business Broker Perspective
• Silver Tsunami
• Lindy Effect
• Acquisition Strategy
• Starter Businesses