Build Coaches With Better Follow-Up

Key Points:

0:00 – Opening and Phil’s Exit Work
Karl opens the call by talking with Phil about exit planning opportunities and mentions that Tom Madsen had complimented Phil’s work in that space.

1:28 – Wendy’s LinkedIn Outreach
Wendy shares that she has been reconnecting with LinkedIn contacts and already has seven or eight appointments booked for reconnection-style conversations.

2:26 – Response Rates From LinkedIn Outreach
Wendy explains that most people do not respond, but when she reaches out to about 25 people, two or three often respond.

3:17 – Keep Messaging Anyway
Karl tells Wendy to keep reaching out to people she has spoken with, people she has not spoken with, people she knows, and people she does not know.

3:58 – Networking Event Opportunity
Wendy shares that a man from a networking event wants to talk with her and may become a participant or contributor to her Trusted Advisors Initiative.

5:00 – More Won’t Than Will
BJ reminds the group that in any touchpoint plan, more people will not respond than will. That is part of the process.

5:18 – Track What Works
BJ encourages Partners to track outreach responses so they can improve messages and see what is actually creating replies.

6:10 – Consistency and Frequency Win
BJ explains that consistency and frequency together are what win in marketing and follow-up.

6:43 – Curiosity Trail Framework
BJ explains that the goal is to create curiosity so the prospect thinks, “Wait, what was that again?”

7:36 – Advisor Support Shift
BJ introduces a shift in how advisors are working with new coaches, with a stronger focus on helping them create early momentum.

8:07 – First Three Clients in 90 Days
The goal is to help new coaches land their first three clients around the 90-day mark, while recognizing that every coach’s situation is different.

8:35 – Avoid Endless Consumption
BJ explains that coaches can spend months consuming training without taking action, so advisors and Partners need to encourage imperfect action early.

9:04 – Partners Should Stay Involved
Partners are encouraged not to simply hand new coaches off to advisors, but to collaborate with the advisor and coach to help the coach win early.

9:34 – Help Coaches Close Their First Client
BJ references Adrian’s advice that Partners should help their coaches close their first client if they want long-term success.

10:07 – Done With You Support
BJ describes the support model as “done with you,” meaning the coach feels supported by a team rather than left alone.

11:05 – Tactical Before Strategic
Karl explains that with new coaching clients or new coaches, the first 60 to 90 days should be more tactical than strategic because the goal is to get early wins.

11:50 – Progress Equals Happiness
Karl emphasizes the importance of getting runs on the board early because progress builds belief and momentum.

12:50 – Getting Clients Is Easy and Fun
Karl repeats the Virtual Business Coaching Mastery homework: say “getting clients is easy, getting clients is fun” repeatedly to shift psychology around outreach.

13:20 – Reach Out to Help, Not Because You Need a Client
Karl explains that the worst reason to reach out is because you need a client. The better reason is that you have something helpful to show, give, or solve.

13:52 – Loneliness Is Soul-Crushing
BJ reminds Partners that many new coaches feel isolated, and the support structure should make it difficult for them to feel alone.

14:39 – Sing the Same Song
BJ explains that when Partners, advisors, and the team all reinforce the same support message, new coaches feel the strength of the whole system.

15:02 – Sales Call Review Offer
BJ offers to review Partners’ sales call transcripts using a tool that identifies gaps and opportunities.

15:39 – Report or Editorial Feedback
Partners can either receive the report only or ask BJ for additional editorial comments and strategic feedback.

16:39 – Use Transcripts From Zoom or AI Note Takers
BJ explains that he needs the sales call transcript to run the review properly.

17:26 – Upcoming Hot Seat Sessions
BJ announces that next week they will begin hot seat sessions where Partners can walk through what they are doing to build their coaching team.

18:08 – Group Feedback on Recruiting Strategy
The hot seat will review outreach, messaging, responses, sales calls, follow-up, conversion rates, and other team-building activity.

19:01 – Strategy Works Better in a Room
BJ explains that group strategy sessions help Partners see things they may not notice when they are working alone.

19:42 – Ask for Help When Stuck
Partners are encouraged to reach out if they keep running into the same wall with recruiting, messaging, follow-up, or sales conversations.

20:54 – Builder Circle Dashboard
BJ shares the Building Your Coaching Team dashboard inside the Builder Circle community.

23:02 – Team Building Dashboard Location
The dashboard can be found in the Builder Circle community under Team Building Dashboard.

23:27 – Goal Setting Dashboard
The goal setting dashboard helps Partners calculate the conversations needed based on closing ratio, time frame, and team-building goal.

23:59 – Clarity on Activity Level
BJ explains that one of the biggest reasons people miss their goals is lack of clarity around the right activity level.

24:16 – Weekly Minimum Activity
The dashboard includes weekly minimum activity targets based on team-building goals.

24:44 – Top 100 Relationships
BJ reminds Partners not to step over their existing relationships, including past colleagues, coworkers, clients, community connections, faith connections, and social connections.

24:58 – Phone Contacts Matter
Partners are reminded that people in their phone may know someone going through a career or life change where coaching could be a strong option.

25:31 – Define Your Niche and Recruiting Strategy
BJ encourages Partners to review the Curiosity Trail Framework, define their niche, and choose one or two core recruiting strategies instead of spreading too thin.

26:10 – Money-Generating Activities
BJ introduces the idea that not all activities are equal, and Partners need to know which activities are actually tied to building the coaching team.

26:56 – Six Core Recruiting Activities
The core activities include general conversations, follow-up, qualified sales conversations, referral requests, JV outreach, and team-building posts.

27:20 – Social Content Supports Recruiting
BJ explains that social media is part of the backbone structure because prospects will research Partners before deciding whether to engage.

27:49 – Prospects Are Researching You
People who receive outreach often check LinkedIn, Alignable, Facebook, Google, and other public profiles before responding.

28:42 – No Online Presence Creates Doubt
BJ shares that a past prospect declined because they looked him up and could not find anything credible online.

29:27 – Activity vs. Money-Generating Activity
BJ distinguishes general activity from activities that directly generate money or move recruiting forward.

29:40 – What Feels Productive But Isn’t
Examples include checking email, excessive meeting prep, tweaking logos or websites, consuming training, cleaning up the CRM, and planning without executing.

30:39 – Repetition Builds Mastery
BJ explains that repetition is the bedrock of mastery and that confidence improves with frequent execution.

30:52 – Activity Sorting Exercise
The dashboard includes a simple gamified exercise to help Partners sort activities by importance.

31:25 – Weekly Planning Checklist
The dashboard also includes a checklist to help Partners plan the highest-value activities before email, admin work, or distractions.

32:48 – Follow-Up Creates Opportunities
Michael shares that strong follow-up after a first meeting led to two meetings and another opportunity.

33:49 – Conversations Are the Main Driver
BJ brings the focus back to generating conversations as the core activity for building a coaching team.

34:19 – Des Asks About Follow-Up
Des asks for advice on following up after a good introductory call without sounding needy or pushy.

35:03 – Avoid “Just Following Up”
BJ warns that “just following up” or “checking in” is overused and lacks emotional connection.

35:42 – Ask Specific Follow-Up Questions
BJ recommends asking about something specific, such as how the prospect felt about a video, tool, PDF, or concept they reviewed.

36:18 – Connect Follow-Up to Their Situation
Follow-up should connect back to what the prospect shared earlier, such as their goals, past experience, or desired next chapter.

37:37 – Make It Human, Not Manipulative
BJ explains that follow-up should create a real conversation without feeling generic, slimy, or overly sales-driven.

39:02 – Karl Troubleshoots Des’s Process
Karl asks Des to describe the original call frame and begins helping him improve the structure.

39:42 – Use “See If You Qualify”
Karl suggests adding the phrase “see if you qualify” to create an inbuilt takeaway and a stronger frame.

40:41 – Book the Next Appointment Immediately
Karl and BJ both explain that the next appointment should be scheduled on the first call, not left to chance.

41:14 – Push Gently for the Calendar
BJ suggests saying something like, “Let’s get something on the calendar. If we have to move it, no worries.”

42:04 – Ideal Follow-Up Timing
BJ recommends aiming for 48 hours to three days for the next call when possible, with some flexibility for real scheduling conflicts.

43:09 – Human Touch Beyond Automations
Even if automated reminders are in place, BJ recommends sending personal texts or emails so the prospect feels a real human connection.

44:23 – Des Explains the First Call
Des shares that his first call is usually 20 to 30 minutes and positioned around exploring their interest in the business coaching opportunity.

45:11 – Some Want a Job, Not a Business
Des explains that many people from Indeed are looking for a coaching job rather than a business opportunity.

45:34 – Why Start a Business Instead of Get a Job?
Karl challenges Des to prepare three strong reasons why starting a business is more attractive than getting a job.

46:38 – Tax as a Business Ownership Advantage
Karl explains that $100,000 as an entrepreneur can be more attractive than $100,000 as an employee because of tax and opportunity differences.

47:28 – Selling Opportunity
Karl reframes the offer as selling opportunity, not just selling business coaching.

48:07 – Education Moves Future Buyers
Karl reminds the group that education is what moves future buyers into the now-buyer category.

49:04 – Build Three Objection Bombs
Karl recommends identifying common objections and building three “bombs” to educate prospects through them.

49:35 – AI and Job Risk
Karl suggests that concerns about AI and job security can support the argument for taking control through business ownership.

50:20 – Semi-Retired for Life
RJ shares his frame of being “semi-retired for the rest of my life,” which Karl connects to the lifestyle opportunity of coaching.

52:33 – Disqualification Over Qualification
Karl encourages Partners to frame the conversation more as a disqualification process than a qualification process.

53:08 – 10% Above, 10% Below, 80% Equal
Karl explains a selling frame where the coach spends 10% of the conversation in authority, 10% in humility, and 80% as an equal.

53:54 – Make Hard Decisions Quickly
Karl suggests framing successful entrepreneurs as people who make hard decisions quickly, then referencing that when it is time for the prospect to decide.

55:16 – Voice of the Prospect
BJ explains that sales calls and message responses can be used to build the “voice of the prospect,” revealing the language and patterns prospects use.

56:31 – Messaging Summary From Call Patterns
With enough calls or responses, Partners can identify repeat themes that improve messaging, follow-up, and sales language.

57:17 – Speak the Prospect’s Language
When Partners use the prospect’s own words and pain points, prospects are more likely to feel understood.

58:13 – Show a Clear Path Forward
BJ explains that if prospects do not see a clear next step, they stall. Features and benefits alone are not enough.

59:19 – Prospects Have Heard Other Sales Calls
BJ reminds the group that prospects have likely been on many discovery calls, so Partners need to sound different and create a real connection.

1:00:02 – Fall in Love With Transformation
BJ encourages Partners to focus less on selling and more on helping prospects see a path to transformation.

1:00:55 – Keep First Calls Tight
Karl recommends keeping the first call to around 15 minutes, making it structured and focused on selling the next call.

1:01:14 – Use Lips and Eyes
Karl says not to explain PAS only with words. When the time comes, show it visually so prospects can see it.

1:02:19 – Ideas Get Calls Booked
Karl shares that a simple line like “I have a couple of ideas for you” can be a powerful way to get someone back on the phone.

1:03:42 – First Call Framework Requested
The group asks for a recording or framework for the 15-minute call, and BJ says he can provide a framework in the Builder Circle.

1:04:35 – Good Calls Can Run Longer
Des notes that his best calls often run closer to 30 minutes, but he will test a tighter 15-minute structure.

1:05:15 – More Touches Build Rapport
Karl explains that multiple one-on-one conversations build rapport and can increase conversion rates.

1:06:23 – Future Sales Call Best Practices
Karl suggests future sessions on sales call best practices, especially around avoiding too many features and benefits.

1:07:16 – Do Not Overexplain the Tools
BJ explains that too much detail can confuse prospects. The PDF and collateral can cover features, while the call should build curiosity, emotion, and clarity.

1:08:39 – Daily Outreach Reminder
Karl closes by reminding Partners to send outreach every day because the work done now creates results weeks or months later.

1:09:23 – Builder Circle Follow-Up
Torie confirms that resources will be added to the Builder Circle and reminds Partners to take advantage of BJ’s sales call review offer.

Five Key Takeaways

• Partners need to help new coaches create early momentum, especially around landing their first three clients in roughly 90 days.
• Consistency and frequency matter more than one perfect message. Most people will not respond, so follow-up must be expected, tracked, and repeated.
• Money-generating activities should come before busywork. Conversations, follow-up, sales calls, referrals, JV outreach, and team-building posts matter most.
• Better follow-up is specific, personal, and connected to what the prospect already shared. “Just checking in” is too generic.
• Sales calls improve when Partners study the voice of the prospect, create curiosity, show a clear path forward, and avoid drowning prospects in features.

Notable Quotes

“More won’t than will.”

“Consistency and frequency together wins the ballgame.”

“The goal always is to draw in curiosity.”

“We want to help them win early, so they’ll stay longer.”

“This is done with you.”

“Progress equals happiness.”

“Getting clients is easy. Getting clients is fun.”

“The worst reason to reach out to somebody is because you need a client.”

“We’re here to support you through it all.”

“All activities are not equal.”

“You want to track that kind of stuff.”

“Just following up is easy to ignore.”

“Don’t be generic. Get specific.”

“Book the next appointment on the calendar right there.”

“We’re selling them opportunity.”

“Speak the prospect’s language.”

“If we don’t show them a path forward, they will stall every time.”

“Fall in love with transformation.”

Action Steps from the Call

1. Keep daily outreach going, even when replies are low.
2. Track which outreach messages create responses.
3. Follow up consistently and frequently over time.
4. Help new coaches stay focused on landing their first three clients.
5. Collaborate with advisors instead of simply handing new coaches off.
6. Help your coaches take imperfect action early.
7. Encourage new coaches to say “getting clients is easy, getting clients is fun.”
8. Use the Builder Circle Team Building Dashboard.
9. Set your team-building goal and calculate your required weekly conversations.
10. Review your Top 100 relationships.
11. Reach out to people in your phone, LinkedIn, past network, faith community, social network, and client base.
12. Choose one or two primary recruiting strategies instead of spreading too thin.
13. Prioritize money-generating activities before busywork.
14. Post consistently in a way that supports coach recruiting.
15. Use social content to create credibility when prospects research you.
16. Avoid overinvesting in logos, websites, email cleanup, and endless training before outreach.
17. Use the weekly activity checklist to plan your week.
18. Replace “just following up” with a specific question tied to the prospect’s goals or materials reviewed.
19. Book the next appointment before ending the first call.
20. Keep the first call tight and focused on selling the next call.
21. Use “see if you qualify” to create a stronger frame.
22. Build three “bombs” for common objections.
23. Use sales call transcripts to study the voice of the prospect.
24. Send transcripts to BJ if you want help reviewing calls.
25. Attend the next hot seat session to learn from real recruiting examples.

Resources & Tools Mentioned

• Licensing Mastermind
• Builder Circle
• Team Building Dashboard
• Goal Setting Dashboard
• Weekly Minimum Activity
• Top 100 List
• Curiosity Trail Framework
• Money-Generating Activities
• LinkedIn
• Alignable
• Facebook
• Google Search
• Social Media Posting
• Advisor Support
• Sales Call Transcript Review
• AI Note Takers
• Zoom Transcripts
• Voice of the Prospect
• Hot Seat Sessions
• Indeed
• PAS / Profit Acceleration Software
• Builder Circle Community
• 15-Minute Call Framework
• Focused.com Team
• Partner Outreach
• JV Outreach
• Referral Requests
• Weekly Activity Checklist