Build Your Coaching Team Faster

Key Points:

0:00 – Opening and Check-In
Karl opens the Licensing Mastermind with a casual check-in and welcomes the group.

0:17 – Mike’s Three New Coaches
Karl congratulates Mike for bringing in three new coaches and asks what he is working on.

0:24 – AI Dynasty System
Mike shares that he is working on AI and trying to build a system that does what he needs it to do.

0:50 – AI Tools Coming
Karl notes that AI is powerful but can be a monster, and mentions new tools coming soon.

1:14 – Wendy’s Appointments
Wendy shares that she has several appointments set before and after her July vacation.

2:15 – John Falls Off a Ladder
John shares that he fell off a ladder, leading to a safety reminder around ladders, fireworks, and holiday travel.

5:30 – John’s Coach Experience
Karl asks John Moore how many coaches he has worked with, and John estimates around 250.

5:31 – Do What BJ Teaches
John says the biggest needle mover is simple: do what BJ teaches on Thursday and keep coaches inside the First Three Clients portal.

5:42 – Run Toward 100 Nos
John reinforces that new coaches need to run toward 100 nos because confidence and skill improve through repetition.

6:14 – Get Coaches Certified
The call reinforces the need to get coaches certified, get them talking to business owners, and build their mojo.

6:36 – Bike Trail Metaphor
Karl explains that the bike trail does not change, but the rider does. Repetition makes the hard thing easier.

7:02 – Studying vs. Training
Karl explains that studying is learning the material, while training is doing it repeatedly until it becomes instinctive.

7:28 – Twenty Seconds of Courage
BJ explains that the first outreach often only takes a short burst of courage to get started.

7:45 – Someday Isle
BJ warns that many people delay action by living on “someday aisle.”

8:16 – Imperfect Action
BJ reinforces that imperfect action helps people sharpen the saw and get better faster.

8:41 – Fear of Judgment
John says coaches are not usually afraid of posting, cold calling, or public speaking. They are afraid of being judged.

9:33 – Big Focus for 2026
BJ explains that the rest of 2026 will bring major innovation and new tools for Partners and coaches.

10:07 – Ideas Becoming Real
BJ says several things that have been in ideation for years are beginning to take shape.

10:47 – Super Beta Concept
BJ explains that some tools will be released in a “super beta” format so Partners can access and use them while improvements continue.

11:35 – Exit Planning Software Preview
BJ announces that Exit Planning Software is coming as part of the Focused.com toolset.

11:50 – Exit Acceleration Operating System
The new tool is positioned as an Exit Acceleration Operating System designed to help business owners prepare for sale or transition.

11:57 – Silver Tsunami Opportunity
BJ explains that many Baby Boomer business owners want or need to sell, but most are not ready.

12:10 – Owner Reliance Problem
Many businesses are difficult to sell because they rely too heavily on the owner.

12:39 – Sellability Gaps
The tool will help show gaps around owner reliance, team issues, lack of SOPs, weak profits, and other issues that make businesses hard to sell.

13:51 – 80% Will Not Sell
BJ explains that many business owners will not be able to sell because they do not know what to fix before seeking valuation.

14:05 – Business Brokers as JV Partners
The Exit Acceleration tool will create natural opportunities for coaches to partner with business brokers.

14:25 – Certified Exit Acceleration Program
BJ explains that the new tool will come with certification, similar to Profit Acceleration.

14:48 – More Tools Coming
BJ hints that another major tool or program will be shared soon, but the team is not ready to reveal it yet.

15:03 – Turks and Caicos Contest
BJ reminds Partners about the summer contest, where top performers can earn a spot at the Turks and Caicos mastermind.

15:27 – Innovation Over the Next 18 Months
BJ frames the next 18 months as an innovation period for Focused.com, with new tools built on top of the existing system.

16:21 – Silver Tsunami Explained
Karl explains the Silver Tsunami as older business owners who expected family succession but now need a different exit plan.

17:08 – Increase the Valuation
The real work is helping owners improve business value before trying to sell.

17:16 – Freedom Is the Real Outcome
Karl explains that when owners want to exit, the deeper outcome they want is freedom.

17:33 – Build to Sell, But Don’t Want To
Karl reinforces the stronger frame: build a business you could sell tomorrow but do not want to.

17:49 – EAX Certification
Karl explains that coaches will eventually be able to earn an Exit Acceleration Expert distinction.

18:24 – More Coming Soon
BJ says another upcoming piece will work in harmony with Exit Acceleration and the rest of the system.

19:00 – Tools and Where They Live
BJ transitions into helping Partners understand where tools, funnels, and social assets live so they can use them properly.

20:00 – Brochures and Presentation Dashboard
Torie shares that updated brochures are being finalized and the presentation dashboard will be added to the Builder Circle in super beta.

21:00 – Social Media and Digital Audit
Torie begins a training on auditing your digital presence so prospects see a consistent, credible message when they search for you.

22:00 – Prospects Will Google You
Torie explains that when someone books a call or considers working with you, they will likely search for you online.

23:00 – Motorcycle Marketplace Example
Torie shares an example of researching a motorcycle seller and how updated online information changed the trust level.

24:00 – Online Presence Builds Trust Before the Call
Your digital presence can help someone like you, trust you, and feel excited to speak with you before the call even happens.

25:00 – Clear, Not Clever
Torie explains that the goal is not perfection. The goal is clarity around who you help, what you offer, why people should trust you, and what to do next.

26:00 – Consistent Message Everywhere
Your website, Facebook, LinkedIn, Instagram, YouTube, podcast, and other platforms should feel consistent.

27:00 – Use Current Photos
Torie warns against using old profile photos that no longer look like the person someone will meet on Zoom.

28:00 – Cover Images and Bios
Profiles should include clear bios, strong cover images, consistent branding, and direct messaging to the right audience.

29:00 – Links and Calls to Action
Every platform should have a relevant link or offer, not just a generic homepage.

30:00 – Use Low-Commitment Offers
Torie recommends using offers like the simulator or calculator in addition to a book-a-call link.

31:00 – Pinned Content
Pinned posts, featured videos, and highlighted content should point people toward the most important message or offer.

32:00 – Google Yourself
Partners are told to Google themselves, review the first page, and see what a prospect would see.

33:00 – Fix Broken Links and Old Assets
If old websites, outdated images, or broken links appear, update, redirect, or replace them.

34:00 – Searchable Bios
Bios should include keywords like business coaching, consulting, and the person’s name so platforms and search engines can find them.

35:00 – Avoid Cliché Bios
Torie warns against generic language like “speaker, entrepreneur, helping people reach their dreams.”

36:00 – Lead With the Current Focus
If the Partner’s main focus is growing a coaching team, their profiles should lead with that rather than burying it.

37:00 – Business Strategy as the Bridge
BJ suggests using “business strategy” as a bridge if someone works with business owners and is also building a coaching team.

38:00 – Use the Coaching Dojo for Messaging
BJ recommends using the Coaching Dojo to help wordsmith bios and messaging.

39:00 – Personal Details Still Matter
Torie explains that personal details like hockey, Jeeps, military background, or fitness can stay because they create connection.

40:00 – First Impression Happens Fast
People make quick judgments in a few seconds, so profiles need to be clear and credible.

41:00 – Digital Trust Questions
Your online presence should answer whether people trust you, want you to lead them, and believe you have a process.

42:00 – Audit Checklist
Torie lists items to audit: profile photo, cover image, bio, messaging, offer, links, pinned content, and recent posts.

43:00 – Always Have an Offer
Every platform and piece of content should give someone a next step.

44:00 – Recent Posts Matter
Posting at least occasionally helps prove you are active, real, and not a scammer or inactive profile.

45:00 – What If Nothing Comes Up?
If nothing comes up when you Google yourself, Torie explains that it is an open slate and a chance to build the presence you want.

46:00 – What If Bad Stuff Comes Up?
If outdated or negative content appears, create more relevant content to push better results higher.

47:00 – Phone a Friend
If you cannot judge your own profiles clearly, ask someone else to review them and tell you what is confusing.

48:00 – Audit Action Plan
The action plan is to fix essentials, connect offers, audit profiles, and publish a clearer message.

49:00 – BJ’s Search Results Example
Torie reviews BJ’s search results and shows where his messaging is strong and where some profiles could be improved.

50:00 – Podcast Description Opportunity
Torie points out that podcast descriptions should include an offer or link so listeners have a next step.

51:00 – Old Pinned Post Example
Torie notes that an old pinned post on X could be refreshed if it is still important.

52:00 – YouTube Branding Example
Torie explains that YouTube may not appear strongly in search if the channel name does not include the person’s name.

53:00 – Coach Joe Austin Example
Torie explains how adding “Coach” before a common name can help someone show up more clearly in search results.

54:00 – Images Are Search Assets
Images posted on websites and social platforms can rank in image search, giving Partners more control over what appears.

55:00 – RJ and Karl Examples
Torie reviews RJ and Karl’s online presence and shows how consistent business coaching language helps search results.

56:00 – Competing With Same-Name People
The group discusses competing with people who have the same name, including other coaches, authors, actors, or unrelated professionals.

57:00 – Use More Content to Drown Out Noise
The solution is to publish more relevant content and build a stronger digital footprint.

58:00 – Funnel Links Inside Licensee Snapshot
Torie shows where Partners can find the licensing funnel links inside the licensee snapshot.

59:00 – Coaching Program Calculator Link
The calculator opt-in link can be used as an offer on social profiles and content.

1:00:00 – Business Coaching Opportunity Folder
Torie shows the folder that contains the business coaching opportunity assets and funnels.

1:01:00 – Freedom Funnel
Torie points out the Freedom Funnel landing page and suggests customizing copy with the Dojo if needed.

1:02:00 – Making Copies Before Editing
If Partners want to heavily edit a funnel, they should ask support to make a copy so future updates do not overwrite it.

1:03:00 – Simulator Opt-In
Torie shows where to find the simulator opt-in link so prospects can enter their information before accessing the tool.

1:04:00 – Calculator and Simulator Campaigns
The calculator, simulator, and other opt-ins have built-in email sequences designed to move people toward booking a call.

1:05:00 – Software Demo and Program Demo Links
Additional funnel assets include software demo and program demo pages.

1:06:00 – Record This Training for Future Reference
BJ asks that this section be earmarked in recordings so Partners can revisit where the tools live.

1:07:00 – Use the Tools Before Customizing Everything
BJ encourages Partners not to over-customize right away. Use the assets, then refine over time.

1:08:00 – Next Week Preview
BJ previews that next week will cover how to use these assets in the wild through LinkedIn, Facebook, email, and conversations.

1:09:00 – Conversations in the Right Order
BJ explains that friction often happens when Partners start the conversation in the wrong order.

1:10:00 – Digital Presence Can Make or Break Deals Silently
BJ shares that prospects may judge silently based on what they find online, and they may never tell you.

1:11:00 – One Post a Day Helps
BJ suggests that even one relevant post per day can improve visibility and credibility.

1:12:00 – Thursday Calls for Prospects
BJ explains that Thursday calls can be used for brand-new coaches, re-engaged coaches, and sometimes prospects who need exposure to the community.

1:13:00 – Invite Prospects Carefully
Partners can invite strong prospects to observe a Thursday call, but they should not make it an automatic part of the process.

1:14:00 – Action Coach URL Question
A Partner asks about an old Facebook URL that still includes Action Coach, and Torie explains it may be okay if the current page content is updated.

1:15:00 – Builder Circle Question
Cheryl asks what the Builder Circle is, and Torie explains that it is the community for Partners building teams.

1:16:00 – Presentation Dashboard in Builder Circle
The drag-and-drop presentation dashboard will be posted in Builder Circle in super beta.

1:17:00 – Avoid Over-Communicating
BJ explains that prospects can get overwhelmed if Partners explain too much at once.

1:18:00 – Chunk the Message Down
The demo and presentation process should use clear steps and white space so prospects can process the opportunity.

1:19:00 – Balance Belief and Features
Partners need to help prospects believe they can do this while also showing enough of the tools to build confidence.

1:20:00 – Presentation Skills Improve With Practice
BJ notes that persuasion and communication can be learned over time through repetition.

1:21:00 – Use the Dashboard for Goals
Partners are reminded to use the dashboard to reverse-engineer how many conversations are needed to hit recruiting goals.

1:22:00 – Invite Prospects as Observers
Karl and BJ clarify that prospects invited to calls should observe as flies on the wall, not participate as prospects.

1:23:00 – Use Prospect Call Access Strategically
Do not invite every prospect. Use it when someone is close to saying yes and needs extra social proof.

1:24:00 – Closing
The call closes with excitement about what is coming next and a reminder that more will be shared soon.

Five Key Takeaways

• Partners should keep new coaches focused on certification, the First Three Clients portal, and real conversations with business owners.
• Focused.com is preparing major new tools, including Exit Acceleration software, to help coaches solve higher-value business owner problems.
• Your digital presence matters. Prospects will Google you, review your profiles, and silently judge whether you seem credible, clear, and active.
• Every profile, podcast, page, and piece of content should include a next step, such as the simulator, calculator, demo, or call link.
• Recruiting conversations need to be clear, simple, and well-paced. Do not overload prospects with every tool and detail at once.

Notable Quotes

“Do what BJ says on Thursday.”

“Run head first towards 100 nos.”

“The bike trail doesn’t change. You do.”

“Studying is listening and doing the training. Training is doing it over and over until it becomes instinctual.”

“They’re not scared of posting on social. They’re scared of being judged.”

“Somebody is going to Google you.”

“Be clear, not clever.”

“Always have an offer.”

“You can control more than you think.”

“Your online presence can build trust before they even get on the call.”

“Don’t over-customize right away. Use the tools.”

“People are making decisions in silence.”

“Don’t make it an automatic part of your process.”

Action Steps from the Call

1. Get new coaches into the First Three Clients portal.
2. Help new coaches get certified.
3. Encourage coaches to run toward 100 nos.
4. Keep coaches focused on real conversations with business owners.
5. Watch for upcoming Exit Acceleration software and certification.
6. Start thinking about business brokers as JV partners.
7. Use the Silver Tsunami conversation with business owner prospects.
8. Join and use the Builder Circle if you are building a coaching team.
9. Google yourself like a prospect would.
10. Review the first page of search results.
11. Update outdated bios, photos, links, and old pages.
12. Use a current profile photo instead of a logo.
13. Make your cover images and banners clear.
14. Make sure your profiles explain who you help, what you offer, why people should trust you, and what to do next.
15. Add keywords like business coach, consultant, or strategy when appropriate.
16. Decide whether your profile should lead with coaching business owners or building a coaching team.
17. Use the Coaching Dojo to improve bios and messaging.
18. Add an offer to every major profile or platform.
19. Use the calculator, simulator, software demo, or program demo as lower-commitment offers.
20. Review and update pinned posts.
21. Add links to podcast descriptions and video descriptions.
22. Publish relevant content consistently.
23. Create more content if negative, outdated, or irrelevant results appear.
24. Use the licensee funnel links inside FBS.
25. Ask support to copy a funnel before heavily editing it.
26. Use the dashboard to calculate the conversations needed to hit recruiting goals.
27. Invite strong prospects to Thursday calls only when useful.
28. Tell invited prospects to observe quietly as a fly on the wall.

Resources & Tools Mentioned

• Licensing Mastermind
• First Three Clients Portal
• Get Your First Client Thursday Call
• Builder Circle
• Presentation Dashboard
• Drag-and-Drop Demo Tool
• Exit Planning Software
• Exit Acceleration Operating System
• Exit Acceleration Expert / EAX
• Profit Acceleration Expert / PAX
• Silver Tsunami
• Business Brokers
• Turks and Caicos Mastermind Contest
• PAS / Profit Acceleration Software
• FBS / Focused.com Business Suite
• Coaching Dojo
• Case the Converter
• Licensee Snapshot
• Licensing Funnel
• Coaching Program Calculator
• Business Coaching Opportunity Funnel
• Freedom Funnel
• Results Funnel
• Leverage Funnel
• Simulator Opt-In
• Software Demo
• Program Demo
• Built-In Email Sequences
• Facebook
• LinkedIn
• YouTube
• X / Twitter
• Spotify
• Podcast Descriptions
• Google Search
• Google Images
• Meta / Facebook Page URL
• Action Coach
• Support Team