Plan the Partner Growth Path

Key Points:

0:01 – Opening and BJ’s Shirt
Karl opens the call with banter about BJ’s shirt and gets the group started.

0:08 – Joe’s New Coaches
Karl checks in with Joe, who has a couple of new coaches getting started.

0:22 – Bill Pfister Update
Rebecca shares that Bill Pfister is excited, has a finance background, and is working with John.

1:27 – Advisor and Licensee Flow
Karl asks how the flow works when Rebecca supports the coach and John supports them as the advisor.

1:30 – Keeping Advisors in the Loop
Rebecca says she emails the advisor, shares a synopsis, and keeps communication flowing so the coach feels supported.

2:51 – Reinforcing the Advisor Role
Rebecca explains that she reiterates what the advisor says and supports their direction with the coach.

3:39 – John on Advisor Responsibilities
John explains that advisors help coaches become capable with all the Focused systems and resources.

4:39 – Advisors as Accountability Partners
BJ explains that the advisor role is increasingly focused on accountability, next actions, and helping coaches stay focused between meetings.

5:30 – Next Steps Matter
BJ emphasizes that coaches who stay on top of next steps and next actions have a much higher chance of success.

6:00 – Partners Should Reinforce Accountability
Partners should tell coaches that advisors are there not only to train them but also to help hold them accountable.

7:15 – Join the Calls
Karl encourages Partners and their coaches to attend the Tuesday, Wednesday, Thursday, and Monday group coaching calls.

7:43 – Phil’s New Coach
Karl opens Phil, who signed up a new coach from LinkedIn.

7:57 – Simple LinkedIn Outreach
Phil says he reached out as a fellow engineer and suggested they get coffee. The simple conversation turned into a new coach opportunity.

8:22 – Exit Acceleration Interest
Karl notes that the Exit Acceleration rollout had strong attendance, with around 120 people on the call.

8:39 – Marie’s Exit Clients
Karl shares that Marie Temby already has two Exit Acceleration clients before the platform is fully out of beta.

9:00 – Request Exit Access
Karl encourages Partners to make sure Exit Acceleration is live in their software and to use the access link Torie shared.

10:00 – Exit as Another Feather in the Cap
Karl positions Exit Acceleration as another strong tool business coaches can use to guide owners.

10:30 – Get Your Head Around the Methodology
Partners should understand the Exit Acceleration methodology, step-by-step process, and how to explain it to coaches.

11:57 – Exit Acceleration Beta Status
BJ explains that Exit is still in beta, with feedback being implemented in real time.

12:30 – Client Side Is Coming
BJ clarifies that a client-facing side will come later, but the team is first tightening the core functionality.

13:00 – Feedback Is Needed
Partners and coaches are encouraged to continue sending functionality feedback as they use the software.

13:39 – Exit Is Not About Being the Broker
BJ explains that the goal is not to provide an ironclad broker-style valuation.

14:15 – The Story Is the Gap
Exit Acceleration is about showing the owner the gap between where the business is now and what is possible.

15:00 – Opportunity Over Valuation
BJ warns against focusing too much on valuation alone. The better story is the opportunity the owner is missing.

15:45 – Owner Reliance, Profitability, and Process Gaps
Owners often already know they are too owner-reliant, not profitable enough, and lack strong systems or teams.

16:30 – JV With Brokers
BJ encourages joint ventures with business brokers for full valuations and related exit conversations.

17:20 – Three Reasons Businesses Do Not Sell
Karl repeats that businesses do not sell because they are not profitable, not systematized, or too owner-reliant.

17:45 – Exit Still Points Back to the Operating System
Karl clarifies that Exit does not replace PAS or Jumpstart 12. It builds on the same operating system.

18:15 – Build a Business They Could Sell Tomorrow
The higher-level frame is helping owners build businesses they could sell tomorrow, but do not want to.

18:45 – Profit Restores Energy
Karl explains that when profitability improves and overwhelm drops, owners often regain motivation.

19:23 – Launch Factory Announcement Reminder
Karl reminds Partners that the Launch Factory announcement is scheduled for September 17 at 3 PM Eastern.

20:00 – Rotating Launch and Exit Calls
BJ explains that upcoming calls will rotate between Exit and Launch for now.

20:30 – Business Acceleration OS Messaging
BJ cautions Partners not to overwhelm prospects with every detail of Business Acceleration OS.

21:00 – Start, Grow, Exit Simplicity
Torie’s chat comment is referenced: Partners have the tools necessary to help businesses start, grow, and exit.

21:30 – Listen for Prospect Language
BJ encourages Partners to write down the words and phrases prospects use, then put those phrases back into emails, marketing, and conversations.

22:30 – Do Not Share Everything at Once
BJ says the risk is wanting to explain every piece of PAS, FBS, books, trainings, advisors, Launch, and Exit all at once.

23:00 – Leave Them Wanting More
Partners should say the most powerful things clearly and stop before they create word salad.

23:39 – Choose the Right Path for the Prospect
BJ explains that Partners should listen for whether the prospect fits a profit conversation, simulation, assessment, Launch path, or Exit path.

24:00 – Financial Services Prospects and Exit
For financial services prospects, Exit may be the natural conversation because it aligns with what they already do.

24:52 – Stack Your Skills
Karl says Exit Acceleration is a skill stack. Partners do not need every granular detail immediately, but they should understand it conceptually.

25:30 – Understand the 11 Exit Areas
Partners are encouraged to dive into the 11 Exit areas and understand why each matters.

27:00 – Summer Training Cleanup
BJ explains that the team has been refining Partner training, removing outdated legacy training, and adding new Business Acceleration OS training.

28:00 – Partner Planning Tool Introduced
BJ introduces a simple planning tool inside Builder Circle to help Partners track coach-building activity.

29:00 – Consistency Beats Raw Skill
BJ says the most skilled coaches are not always the most successful. The more consistent ones with the right plan often win.

29:12 – More At-Bats Create Learning
The group discusses the value of more at-bats: learning, confidence, experience, comfort, and understanding what works.

30:00 – Stop Waiting for Perfect
BJ says many people wait until they have everything figured out, which slows progress.

30:37 – Get Active to Find the Right Strategy
All strategies can work, but the right fit becomes clearer when Partners take action.

31:44 – Sean Payton Practice Example
BJ shares how detailed preparation, like simulating the opponent’s environment, shows the kind of intensity needed to win.

35:00 – Track the Numbers
BJ explains that if you are not paying attention to your batting average, you cannot improve the right part of the process.

36:00 – Builder Circle Dashboard
BJ points Partners to the Team Builder Dashboard inside Builder Circle.

37:11 – The Dashboard Is a Planning Zone
The dashboard helps Partners center themselves around the activity needed to hit their goals.

38:06 – Moving From Whiteboard to Traction
BJ explains that the planning sheet takes high-level goals and turns them into trackable activity.

39:39 – Write It Down
Writing down the strategy and decision date creates a kind of agreement with yourself and improves follow-through.

40:30 – No One Best Strategy
BJ explains that the best strategy depends on the Partner’s strengths, skills, personality, and comfort level.

42:29 – Next Actions Section
The sheet includes a place to write the most important next actions for the week.

43:00 – Use the Same Style With Coaches
Partners should encourage their coaches to use a similar planning system so everyone stays aligned.

43:45 – Accountability With Coaches
Partners can ask coaches what they are doing this week, how they can be supported, and what needs to be done before the next check-in.

44:24 – Rejection Proof Mentioned
BJ recommends Rejection Proof as a useful book for shifting how people think about rejection.

45:00 – First Three Clients Checklist
BJ reminds Partners to understand and encourage coaches to use the First Three Clients checklist.

45:40 – Sphere of Influence
The planning tool includes a place to list people in your network and Rolodex.

46:30 – Track Conversations and Prospects
The sheet includes tabs for general conversations, prospects, and discovery calls.

47:10 – Build Muscle Memory Before Tech Complexity
BJ says the CRM version will come later, but for now the goal is building the muscle memory of tracking conversations and conversion rates.

48:40 – Do Not Keep It in Your Head
BJ says keeping this information in your head is dangerous because the brain is not designed to hold every detail.

49:42 – Work Your Existing Network
BJ says many people in your sphere may be thinking about their next chapter or know someone who is.

50:30 – Ask Who They Know
Partners should ask people in their network who they know that may be thinking about their next chapter or next thing.

51:30 – Do Not Sleep on Your Network
BJ reminds Partners that their contacts already know, like, and trust them.

52:30 – Consistency With Network Outreach
Partners should decide whether they will reach out to 5, 10, 25, or another number of people each week.

53:26 – Next Steps and Next Actions
BJ says next steps and next actions should be the banner over the computer.

54:00 – Stub Your Toe and Swing More
BJ encourages Partners to stop waiting, get some scabs, and create opportunity through more activity.

56:32 – Karl on Step-by-Step Ferocity
Karl connects BJ’s message to Jeff Bezos’s “step by step ferociously” idea.

57:03 – 25 Reach-Outs a Day
Karl says 25 reach-outs per day is a strong frame for many Partners, even if it stretches them.

57:45 – Decision Fatigue
Karl reinforces the need to reduce decision fatigue by eliminating unnecessary daily decisions.

59:00 – Momentum Is a Force Multiplier
Karl explains that more at-bats create compounding skill growth over time.

59:26 – Rejection Is Often Misnamed
BJ says people often label silence, no response, or missed calls as rejection when it really is not.

1:00:53 – Set a Stretching Number
BJ says the right reach-out goal should stretch you enough that your brain has to search for a better plan.

1:01:30 – 10X Thinking
Karl connects this to 10X Is Easier Than 2X and the need to drop lower-value activities.

1:02:50 – Sales as Transformation
BJ says he wants to reduce the traditional “sales process” language and think instead about a transformation process.

1:03:30 – Coaching Changes Lives
BJ explains that when Partners talk to a potential coach, they should see the transformation available for that person and the clients they will help.

1:04:52 – Business Owner Transformation
BJ connects transformation to business owners who need help feeding families, creating jobs, improving exits, or launching dreams.

1:06:19 – Transformation Is Not Improvement
Karl adds that transformation is not simple improvement. It is turning a square into a cube.

1:07:57 – Closing and Launch Reminder
Karl closes by reminding everyone that the Launch Factory announcement is on September 17 at 3 PM Eastern.

Five Key Takeaways

• Partners and advisors need to stay aligned so new coaches get training, support, and accountability from both sides.
• Exit Acceleration should be positioned around the opportunity gap, not just the valuation number.
• Business Acceleration OS should be explained simply as the ability to help businesses start, grow, and exit without overwhelming the prospect.
• Partner growth depends on more at-bats, better tracking, clear next actions, and consistent outreach.
• The goal is not traditional “sales.” It is helping people see the transformation available to them, their families, their clients, and their communities.

Notable Quotes

“Abs and flow.”

“Keep me in touch with your advisor.”

“Their opportunity rate is going to improve.”

“Always be networking.”

“It’s a scorecard. The story, however, is the gap.”

“Opportunity, opportunity, opportunity.”

“Not profitable, not systematized, too owner-reliant.”

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

“Start, grow, or exit a business.”

“Leave them wanting more.”

“You get more protein in your word salad.”

“More at-bats.”

“Don’t wait another day.”

“Your next actions need to be a banner over your computer.”

“Don’t sleep on your network.”

“Momentum is a force multiplier.”

“Step by step ferociously.”

“Transformation is not improvement.”

Action Steps from the Call

1. Check in with your coaches’ advisors.
2. Share notes or summaries with the advisor after you meet with a coach.
3. Reinforce what the advisor tells your coach to do.
4. Encourage coaches to meet with their advisor consistently.
5. Explain to coaches that advisors provide training and accountability.
6. Push coaches to attend the weekly Focused calls.
7. Encourage coaches to attend Monday group coaching.
8. Review the High Ticket Tuesday call.
9. Review the Wednesday Workshop.
10. Review the Thursday Get Your First Client call.
11. Make sure Exit Acceleration is active in your software.
12. Share the Exit Acceleration access link with coaches who need it.
13. Walk through the Exit Acceleration methodology.
14. Learn the 11 Exit areas.
15. Understand that Exit is currently in beta.
16. Send functionality feedback as you use Exit.
17. Position Exit around the owner’s opportunity gap.
18. Avoid making valuation the whole story.
19. Build JV relationships with business brokers if you are not a broker.
20. Use the three reasons businesses do not sell: not profitable, not systematized, too owner-reliant.
21. Keep PAS and Jumpstart 12 as the foundation.
22. Use “build a business you could sell tomorrow, but don’t want to” as the higher-level frame.
23. Attend the first weekly Exit call on September 16 at 3 PM Eastern.
24. Attend the Launch Factory announcement call on September 17 at 3 PM Eastern.
25. Prepare coaches for the Launch Factory rollout.
26. Practice explaining Start-Grow-Exit simply.
27. Avoid overwhelming prospects with every tool and feature.
28. Listen for prospect phrases you can reuse in marketing.
29. Write down repeated phrases you hear in coach conversations.
30. Choose the right conversation path based on the prospect.
31. Use financial services prospects as a natural entry point for Exit conversations.
32. Use business-startup prospects as a natural entry point for Launch conversations.
33. Use existing business-owner prospects as a natural entry point for Grow/PAS conversations.
34. Review the Builder Circle Team Builder Dashboard.
35. Use the planning sheet to track partner-building activity.
36. Set your coaching team growth goal.
37. Choose your primary strategy.
38. Write down your strategy decision date.
39. Write down your next actions for the week.
40. Track general conversations.
41. Track prospects.
42. Track discovery calls.
43. Pay attention to your conversion rates.
44. Build the muscle memory of tracking before worrying about advanced CRM setup.
45. Create a sphere of influence list.
46. Write down people in your network who may know potential coaches.
47. Reach out to people already in your phone, LinkedIn, Facebook, and personal network.
48. Ask who they know that may be thinking about their next chapter.
49. Decide on a weekly or daily reach-out number.
50. Stretch yourself with a number that forces a better plan.
51. Do not treat no response as rejection.
52. Read Rejection Proof if rejection slows you down.
53. Use the First Three Clients checklist with your coaches.
54. Help coaches tighten their questions, explanation, curiosity-building, and next-step invitations.
55. Remove unnecessary decisions from your daily life to reduce decision fatigue.
56. Use momentum by taking more at-bats.
57. Treat the coach-building conversation as transformation, not a traditional sales process.
58. Connect the opportunity to life change, family impact, business owner impact, and community impact.

Resources & Tools Mentioned

• Licensing Mastermind
• Builder Circle
• Team Builder Dashboard
• Partner Planning Tool
• Coach Planning Tool
• PAS / Profit Acceleration Software
• FBS
• Advisor Support
• Book with Advisor
• High Ticket Tuesday
• Wednesday Workshop
• Get Your First Client
• Monday Group Coaching
• Done-for-You Group Coaching
• Exit Acceleration Software
• Exit Acceleration Operating System
• EA OS
• Exit Acceleration Beta
• Exit Client Portal
• 11 Exit Areas
• Business Acceleration OS
• Start-Grow-Exit
• Launch Factory
• Launch Factory Announcement Call
• Weekly Exit Call
• Jumpstart 12
• Operating System
• Business Brokers
• Valuation
• Scorecard
• Opportunity Gap
• LinkedIn
• Coffee Meeting
• Sphere of Influence
• Top 100 List
• General Conversations
• Prospects
• Discovery Calls
• First Three Clients Checklist
• Gas Station Test
• Curiosity
• Questions
• Next-Step Invitations
• Rejection Proof
• 10X Is Easier Than 2X
• Jeff Bezos
• Steve Jobs
• Albert Einstein
• Denver Broncos Example
• Kansas City Chiefs Example
• Sean Payton Example
• 56 Corvette Example