Short Summary:
In this episode of Business Coaching Secrets, Karl Bryan discusses a restaurant case study that offers 50 ways to increase profits, emphasizing the importance of coaches and mentors in guiding business owners. He recommends raising prices by 5% and reducing expenses by 5% to double profitability and distinguishes between growth and scale. Bryan highlights the significance of self-mastery and personal development in leadership, advocating for influencing others rather than impressing them. He also explores the potential benefits of incorporating elements of stoicism into coaching practices and shares insights on selling coaching services by appealing to individuals’ emotional factors. Successful brands create strong emotional connections with consumers, leading to investment in high-margin products or services.
If you’re interested in becoming a high-paid coach and consultant, contact us today at Focused.com and learn more about this exciting opportunity.
Also, check out the podcast on Spotify to hear it for yourself!
Main Article:
In this episode of the Business Coaching Secrets, Karl Bryan discusses a restaurant case study he wrote earlier in his career that provides 50 ways for restaurants to increase profits. He emphasizes the importance of coaches and mentors guiding business owners towards profitability and offers a solution of raising prices by 5% and reducing expenses by 5% to double their profitability. He distinguishes between growth and scale, explaining that growth involves expenses increasing alongside the business, while scale involves expenses staying relatively the same. He suggests that if expenses grow by more than 5%, it signifies a shift into growth mode rather than scale mode.
In the same conversation, the focus then shifts to leadership secrets for small business coaching clients. Karl Bryan emphasizes that leadership begins with self-mastery, as one cannot lead others without first leading oneself. He highlights the importance of personal development and distinguishing between impressing people and influencing them, with true leadership changing what others do rather than just what they think. Asking the right questions and defining problems correctly are essential in guiding and mentoring business owners. Cooperation is more effective than competition, and establishing clear rules is crucial for fostering a positive company culture. Turning vision into reality is the mark of a leader, but the journey is challenging and non-linear. It requires dedication, perseverance, and sometimes taking breaks for self-care. Leading involves a balance between strategy and tactics, with the aim of playing chess rather than checkers in business.
Another question that was posed by RodeDog in this episode was if it is more effective to adopt the personality of a stoic when coaching. Karl Bryan responds by emphasizing the importance of being true to oneself and not forcing a stoic persona if it does not come naturally. However, they acknowledge that incorporating elements of stoicism, such as inner strength and outer calmness, can be beneficial for coaches. Stoic figures like Tim Ferriss, Bill Belichick, Elon Musk, and Warren Buffett are mentioned as examples of influential individuals who have achieved success through a stoic approach. Karl highlights the idea that planning for what could go wrong, accepting failure as a part of life, and learning from it is essential in coaching. They caution against getting overly emotional or engaging in unproductive arguments, urging coaches to focus on their own growth and consistency.
Before ending this episode of the Coaching Business Secrets, Karl Bryan discusses the different approaches to selling coaching services to businesses of varying sizes. He emphasizes that when selling, it’s crucial to remember that you are selling to individuals, not companies. People make decisions based on emotional factors, such as envy and greed, rather than fear. Karl shares his experience with Tony Robbins’ infomercial, which created the impression that successful people were already benefiting from his coaching program, generating a sense of being left behind. He advises coaches to make prospects feel like they are racing to catch up and highlights the emotional factors that affluent individuals possess, including insecurity, fear of losing their wealth, and the desire for recognition and purpose. Karl concludes by stating that successful brands make consumers feel like better parents, closer to a higher power, or higher-status individuals. He suggests incorporating these emotional elements into coaching sales strategies to elicit strong emotional responses and drive clients to invest in high-margin products or services.
In conclusion, in this episode of the Business Coaching Secrets about Growth vs Scale and Stoic Personality, Karl Bryan shares valuable strategies for increasing business profitability. Using a restaurant case study, he presents 50 ways to boost profits, with a specific emphasis on raising prices by 5% and reducing expenses by 5% to double profitability. He also highlights the role of coaches and mentors in guiding business owners, emphasizing the importance of self-mastery, personal development, and influencing others rather than impressing them. He also explores the benefits of incorporating stoicism into coaching practices. Additionally, Karl discusses effective sales techniques, emphasizing the significance of appealing to individuals’ emotions and creating a sense of urgency and aspiration. By implementing these insights, business coaches can drive positive change and facilitate their clients’ growth and success.
If you’re interested in becoming a high-paid coach and consultant, contact us today at Focused.com and learn more about this exciting opportunity.
Also, check out the podcast on Spotify to hear it for yourself!
Transcriptions:
Intro 00:02
Welcome to Business Coaching Secrets with Karl Bryan. If you want to attract new high-end coaching clients fill live events and build a wildly profitable coaching practice where business owners pay, stay and refer, you’ve come to the right place. In this podcast, Karl provides his keys to the kingdom for finding and signing high-paying clients and building the coaching business of your dreams. Here we go.
RodeDog 00:43
Ladies and gentlemen, boys and girls, coaches around the world. Welcome to another episode of business coaching secrets. It’s your host, the RodeDog with none other than the magic microphone man, Karl Bryan. Shoots, welcome to the program.
Karl Bryan 01:00
We had a few, we had a few microphone issues today shoots, so those listening there…
RodeDog 01:08
Oh my god, a few microphone issues this like at least just had a few years of not making it past the first round. Come on.
Karl Bryan 01:16
Exactly, exactly. And by the way, on that note, I am not using a microphone. So if the audio is not up to the standard that you have become used to, I will apologize right here. But here we are.
RodeDog 01:28
Any tone that they can hear your voice, and I’m sure they’re just happy to learn from it. How about that? Oh, that’s probably one of the nicer things I’ll say to you. Buddy. Should we dive in or look for like, I know we try to keep these. Not too specifically dated, but it is Stanley Cup playoffs. And that’s pretty exciting times especially for you right now. So I’m not sure if you want to tell us who’s going to win the Stanley Cup this year other than the Toronto Maple Leafs because we all know that. Even though it’s my new favorite
Karl Bryan 01:58
You know who the Stanley Cup favorite is?
RodeDog 02:01
I did hear that? Yes. I want to cry about it. But yeah, yeah.
Karl Bryan 02:05
The Toronto Maple Leafs shoots, Boston Bruins, Kraken. So you heard it here first, the Leafs, it’s their year.
RodeDog 02:06
And how about the Kraken? Good for them, by the way, not..
Karl Bryan 02:11
Very good. And by the way, the Ducks member last week I you know, my, you know, somebody, who nobody else was talking about and who I think has a good shot that was Stars that are on their way.. they.. they their goalie is insane. So I can tell you.
RodeDog 02:32
Well, my bigger question is, are you going to be moving back up to Canada and possibly to Calgary. I hear that the Flames now have a coaching vacancy.
Karl Bryan 02:41
No. Hard no. Hard no.
RodeDog 02:45
Hey, just real quick, before we get into our first question, one of our insiders just actually wrote in and said I’m looking for an article from KB about the top 50 things restaurants should do to increase profits. Where would.. where would you find that?
Karl Bryan 03:01
Just I think it’s.. so it’s basically when I started my one thing you know, like my daily email. Very early on, I wrote, might have been day 7.. 8.. 9.. 6..7..8. And that, like really early. I just wrote like 50 ways that a restaurant could profit. Or you could guide a restaurant towards profitability and more successful business. If you just googled Karl Bryan restaurant case study, it will absolutely pop up. And it’s two, I’ve been asked this. So it’s two different days. So you click on both of them. It’s not poetry in motion, you’re going to have to adlib a little bit, but it’s there.
RodeDog 03:38
Okay. Beautiful. Now to see kind of, I guess, you know, restaurants, small..
Karl Bryan 03:46
Real quick right there, just where that comes from, is that if you.. and again, those that have been, you know, watch, listen to the podcast for yonks, you’ve heard this, but those that are new or haven’t followed us, this will be good. I think if you introduced me to a coach with a lack of leads, and that would be most, I say, I will introduce you to a coach with a lack of confidence. Because believe me, there’s no shortage of business owners out there looking for a little bit of direction, look and become a little bit more profitable, looking for some good advice and mentorship that they can actually rely on. So, a solution that we recommend with consistency is that rather than again, you make a list of 50 business owners to go to should absolutely do that. But what I would do is get a pen, get a piece of paper, I believe that significantly more powerful than you know your iPad, your phone or your computer, your laptop and write down with a pen and paper 50 ways to help and then just a landscaper, a painting company, a construction company, butcher, baker, candlestick maker, and you will find that.. and again read the restaurant case study you’ll see that it’s not you know, goal setting, it’s not time management, although those things should come into it. They’re very important. More like really hard, you know, tactical make money really soon. Like, if you go into the average business owner, then the, you know, you google this, but the average business in North America has net not gross, but net margins of 10%. So they make 100, they keep 10, they make 1,000, they keep 100, etc, etc. So if you go and increase their prices by 5%, and then you decrease their profits or decrease their expenses by 5%, you don’t hire anybody, you know, learn anything new, you don’t do any courses you don’t.. you know what I mean, form all kinds of partnerships, you don’t build a funnel, what you do is you raise your prices and lower.. raise their prices, lower their expenses, you pretty much and there are a couple little nuances that I’m not going to bore you with but you double their profitability. Right. So go in. And the question is, could you do that, you know, and no such thing as a bad student, there’s only a bad teacher, it’s just a matter of whether you influenced them in the way because believe me, they will all be able to do that in some way, shape, or form. But you have just doubled. He didn’t.. remember the software that we created. It’s not revenue, profit. It’s not revenue acceleration software, its profit acceleration software, there’s a reason profit, profit, profit. Businesses are trying to, you know, grow so that they can become, you know, the business owner, you know, fill his bank account. And the truth is that very seldom happens, companies fall over from growth and success, more or certainly as much as they do failure and lack of action, right? To the absolute fact. And then, if you were to press me on why, because they don’t follow their margins as they grow, and you’ve got this business, again, let’s just use net margins of 10%, which are not impressive by any measure. And then they grow. How do you grow, you hire somebody, you buy Facebook ad, just spend the money on this, you spend money on that, you have a couple of jobs to go sideways, by the way, which is going to happen. What does that do that eats into your margins, and suddenly 10 becomes nine becomes eight becomes seven, and then you’re growing, growing, growing, and then a staff member leaves, your top sales guy, and they take a bunch of work from you, or what have you, do you know what I mean? And then you become vulnerable. When you have a business at a million dollars with X margins, and then you go to 3 million with slimmer margins, what happens is the company becomes vulnerabl. At 3 million, you’re way more vulnerable than you are at one. More staff ,more jobs, more that could go wrong. So anyways, I just want to make sure, so writing down 50 ways to help a landscaper and again, outside of just goal setting and time management. Getting a little more granular, I think is an excellent exercise for every business coach, every consultant, especially the new.. newbies trying to find their way. So..
RodeDog 07:57
On that real quick, too, because we all seem to interchange grow and scale. Right? You hear that a lot. And I think that might be a good little nugget for somebody to have up their sleeve, sort of in their back pocket when they’re talking to a prospect or somebody. And when you’re like, well hang on, are you looking to grow? Are you looking to scale? Well, isn’t that the same thing? Karl, isn’t it?
Karl Bryan 08:21
no gag literally wrote this on Facebook this weekend. So which I wouldn’t normally do. But it was just somebody that just was felt like it was important in the spirit of what they were saying, as a quote unquote influencer type, right? But anyways, growth is when you grow and your expenses come with you. Scale is when you grow and expenses stay relatively the same, example, Facebook could throw in a million people today into Facebook, and they don’t need to hire a bunch of people, right? The same way that we can go to where software and I could plug in, you know, you know, countless people today into the software. And there’s.. you know what I mean? There’s.. there’s not a massive amount of expense and each incremental user. So scale is when you grow and expenses stay relatively the same, super important, and people don’t understand that. And I think I agree with you RodeDog. It’s a very important lesson, and I should.. if I’m a coach and mentor, something that I wish somebody would have told me, so there you go.
RodeDog 09:17
So when you say the expenses, you know, relatively stay the same. Is there a sort of like a rule of thumb? Is it 20%? Is it 10%? Or is there a point where it’s like, no, no, no, now you are in growth mode, not scale.
Karl Bryan 09:29
I mean, again, you know, you know.. I’m sure there’s people that are way, you know, more advanced than me, but I’m just gonna say 5% as a frame, let’s just use 5% right? Your, you know, your expenses can grow by 5%. But if they’re growing like 20% You’re.. you’d fall into growth.
RodeDog 09:48
Got it! Shifting gears a little bit here because again, coaching is.. especially small business owners, it’s.. your.. it’s all about leadership, right? And I’m just wondering, can you share some of your secrets to leadership? And again, I guess to set a frame for you, then it would be working with small business coaching clients.
Karl Bryan 10:16
Yep. Okay, secrets to leadership. That’s it?
RodeDog 10:19
Yeah. For small. And again, specifically because I’m sure, working with larger corporations and all that stuff. That’s a whole different animal, because now you’ve got many more egos and personalities involved, let’s just stay.. because, again, the bulk of, you know, our audience will be small business coaches. So let’s stick to that frame of just specifically, secrets to leadership for small business coaching clients.
Karl Bryan 10:43
Yeah, so a company doing 500 grand gross, right? Okay. Well, all leadership begins with Self Mastery. You can’t lead others if you can’t first lead yourself. So I would introduce you to something called personal development, I think is important. It might sound a little platitudinal but I think there’s magic in that. You know, like, you get to know the difference between impressing people and influencing them. And again, this is literally, you know, like I see it on Facebook, just so consistently, right? Like, again, you know, there’s a difference between impressing people and influencing people. Impressing them changes.. Okay, so how would I? How would I describe.. Okay, impressing them changes what they think like, oh, wow, cool car, influencing them changes what they do right? So again, impressing them changes what they think, influencing somebody correctly will change what they do. Think about that as your, you know, guiding, coaching, mentoring, you know, a Sherpa for business owners. You know, and influence and inspiration come from the person, not the position again, in the past leaders are those who know the right answers, today, leaders are those that know the right questions. Again, if you.. if you ask the right question, if you define the problem correctly, the way you do that is by asking the right questions, the answer becomes borderline obvious. Do you know what I mean, like, it becomes like, Oh, of course, right? But that sounds good. That sounds easy. Are you sure you.. that is more difficult. And that is why again, our software, the entire.. the foundation of it is based on a Q and A process. And, and by the way, and so you know, Tony Robbins, if you listen to Tony Robbins talk, he basically is asking questions for the entire time. Because thinking is nothing more than asking and answering questions yourself, but if I’m direct, if I’m throwing questions your way, I’m actually directing your thinking, right? And, you know, you’ll always accomplish more cooperating with people than you do competing with them might sound like you know, in a leadership position, but I could show you a lot of leaders, a lot of bosses, a lot of managers where there is a little bit of, you know, like a competing element to it. It doesn’t need to be explicit, doesn’t need to be like, you know, Rodedog and I competing, it can be think of like an.. think of culture that overtop, people talk about culture in business. Again, it’s like oxygen, you can’t see it, you can’t touch it, you just know that it’s very, very important. If you want to have good culture in a company, you need one thing, and that is rules. And then what do most people push back on? What do they think that they don’t want? They don’t want rules, but the truth is, you know, the richest people in the world, the most successful people in the world, the people with the happiest lives in the world, generally speaking, they they abide by, they have, they’ve created a set of rules for themselves. They’ve created a set of rules for their family, and they abide by them. And some.. and that doesn’t mean that like a military style to be clear, because, you know, I can just picture somebody that ooh, that really pushes back on their, you know what they believe? But doesn’t.. you know what I mean? Rules don’t necess.. sometimes it’s that there are no rules around this individual, you know, situation dynamic, what have you, anyway, you know, the definition of a leader. And I tell you, this is my.. this is my opinion, this is my definition, not gonna find this in a dictionary. But what I think is that taking vision and turning it into reality, that is the making of a leader and then how do you do that? And the answer is it’s complicated, it’s difficult. There’s exactly no.. you know, point A, point B, straight line. It is a horrific set of you know, ups and downs, up and down, ups and downs. And you know, in managing psychology we talked about earlier here like Managing Oneself. It’s like you know the goal if you really.. if you want to take vision and turn it into reality, like your best, again, don’t do your best, it’s just not good enough. The job is to do what it takes, and that might be a 16-hour day, that might be a 7-hour week, once in a.. 7-day week once in a while, that might be 66 months without a holiday, that might be a one month holiday, on an island with no phone so that you can totally decompress, that might be going to a 7-day retreat with total silence and you know, meditating and not speaking for like seven days, because that’s what you need, you know what I mean? But the.. you know, vision into reality is anything but a straight line. I get.. actually somebody put this on my personal profile, but I put this, when you’re happy you hear the music, when you’re sad, you hear the lyrics, you know, and I don’t know, how is that relevant, I just think, being able to rise up 30,000 feet and look down and like see that, do you know what I mean? And I think, you know, we’re speaking to people and they have heard that we’re like, oh my gosh, I remember when I was really, really down really, really out. You know, it’s a breakup, it’s a death, it’s a loss, it’s a bankruptcy, it’s a business issue. And like, all of a sudden, you’re listening to the songs, you know, like, Oh, my God, and you’ll know this RodeDog, right? With two young girls. I tell you one thing, I drive my daughter to school, like every day, right? We have a thing. So we’ll.. we’ll practice, you know, spelling and some math. And then when she gets done, right, we hit the music, right? Boom. And as soon as she’s done, we hit the music, but we don’t get music until she does you know.. you know what I mean? Like, gets 10, like, say it’s a spelling test 10 out of 10 on her words, the lyrics of the songs, right, like, every lyric of everything.. my daughter sitting there talking about champagne, this, that and the other. I’m like, all these lyrics are completely inappropriate for my nine year old daughter, like what the hell was going on? Anyway, so maybe as a father, you start hearing the lyrics, maybe that’s what I’m trying to say. Anyways, and leading, leading, you’re following strategy, when you’re following your following tactics. And if I were to just frame that up, think checkers versus chess, you want to be playing chess, not checkers in business, you want to be seeing that entire playing field. But that sounds good. Sometimes you get to get into the weeds and you get highly, highly tactical in order to take a step back and, you know, get back to strategy. But anyway, so that’s, you know, you if you’re not following overarching strategy, you’re gonna get yourself into trouble. But that’s my answer shoots. I don’t know. What do you think leadership for small businesses?
RodeDog 17:22
Yeah, like it. We also kind of had a almost, uh, oh, if it’s similar question, but a question that came in. I’ll just read it to you here. Is it more effective to take on the personality of a stoic when coaching? What do you think of that?
Karl Bryan 17:39
Yeah. More effective. Okay, first of all, I love the question. But I would encourage anyone to be them. So let’s start with that. Do you know what I mean? So, are you a.. do you know what I mean? Are you naturally like a stoic? If the answer is a hard no to that, then I would say this is a terrible strategy. You know what I mean? You need to be you. That being said, I think that everyone could do with a little bit of stoicism, right. So that.. like Tim Ferriss, Bill Belichick, Elon Musk, Warren Buffett, what I’m trying to do is name like some really influential people that have accomplished really, really cool things in kind of a cool way. Those I just list.. those are all celebrated Stoics and then, okay, so what is stoicism? And by the way, I don’t, I am not the expert on stoicism, certainly something that I think about and try to bring into my own world. But that being said, I’m so far from perfect. It is scary in this regard. Outer.. so inner.. outer, if you oppressed me definition, or to describe it outer calmness and inner strength, wouldn’t be a stoic. And then if I counter that, it’s like, okay, well, what isn’t a stoic? And that’s someone that will say they wear their heart on their sleeve, right? So, which is a way of saying that, you know, I’m emotional and I show people that. So, but again, if you’re a real emotional person trying to be hardcore, stoic, I think it’s a bad idea. But that being said, Should you maybe wear your heart a little bit less on your sleeves, and maybe take a step back and be a little bit more cautious or strategic, or, you know, pause before you react? And I would dare say, that might be a good idea. I gotta ask you, you gotta ask your client, right? And, like amateur CEOs plan for what could go right and then professional CEOs plan for what could go wrong. Think about that, right? And again, that is a stoic and what do I say.. the best, like the best teachers will tell you where to look. But not what to see, right? Like again, I don’t know. Like, you know, less than emotional type of.. a more emotional person might be more inclined to say RodeDog, it’s right there. I don’t I don’t see how you don’t see X, Y and Z, do you know what I mean? Like this person’s stealing from you. This person is not working, this person is, you know, charging you for their nine hour day and you are getting three and a half hours, it’s right there in front of you. Anyways, rather than, you know, come up with a way to, you know, show data, like Time Doctor or something like that dependent upon the dynamic right, then it’s okay, well, it’s right there, right? And I’d encourage any coach to not underestimate the difficulty of getting people to move out of their comfort zones. And what do they say your new life is going to cost you your old life, your clients new life that you’re trying to guide them towards? And they’ve told you that they want is going to cost them their old one, right? They will fight for comfort. And remember, comfort zone that is the most addictive drug in the world, they will say, you know, like it’s caffeine and sugar, or whatever. I’m going to say that it’s comfort, right? But actually, I read a quote on the weekend and it said, What did it say? What did it say? It said, Don’t fear failure, you should be fearing comfort. Don’t fear failure to get at something like this, right? I don’t even know who it was just like something on Facebook, a business coach wrote that and I thought that was very clever. But yeah, don’t fear, failure, fear, comfort, and I was like, Oh, that’s really, really good. So anyways, translation, inner strength is important in the game of coaching. So I do think that stoicism is something, if you’re a natural stoic, high five and congrats. I think that’s really good. But that being said, and by the way, should you just be all like, you know, stoic on everything. There’s a flip side of that too, right? Where you should be, you know, super positive and thinking about what could go right. You know what I mean? Look, there’s a, there’s a little bit of both, you know, look stoicism here, maybe. Okay, so stoicism, like failure is part of life. And you got no choice over it, RodeDog doesn’t, I don’t, you don’t, nobody does, right? Warren Buffett, right? Learning, learning from failure is an option. And then the question is, are you accepting? Are you trying to avoid it? You know what I mean? You’re trying to avoid change, trying to avoid failure? Are you dancing with it, and I’m going to suggest that you should just be accepting failure is going to happen when Bill Belichick designs a play. He doesn’t expect the running back to go through the two hole and run straight to the end zone, do you know what I mean? He’s not unrealistic that and by the way, that does happen one in every 100 times, right? But that’s not what he’s sitting there. He’s thinking about what’s going to go wrong. What happens if he drops the ball? What happens if he gets smoked straightaway? What happens if he, you know what I mean? He gets knocked back a little bit, how do they adjust the play, right? So be thinking about, you know, what, again, professional CEO’s, plan for what could go wrong? And amateurs plan for what could go right. I think there’s also a little bit of a balance there, of course. So and you.. here’s the question, do you learn more when you fail? Or do you learn more when you win? I think we all know the answer to that. So this is what I’d be thinking about. So should you be.. if you will learn more when you fail, clearly, that’s absolutely your answer. Should you be avoiding it, do you know what I mean? Like, is that a good idea? The answer is hard No. I’d also just say like, like, like, my thing is, I take a walk, I walk a lot, I think maybe Steve Jobs might have influenced that he was very, he was well well known if you had a meeting with Steve Jobs, and it was an important one, and he would often take you for a walk in a park. So that’s just something that I personally, like, I’ve got something big to think about. I’m not like real meditating is something that just doesn’t work as well for me as it does for others. Maybe that’s an indication that I have got to just dig in and become better at it. I do a little bit and I whatever, but I’m just not good at it. I am much better at having a cover the big problem, something I want to think about, something I gotta deal with. I’ve got something, there’s something I think about it and then I go for a long walk and it works really well for me, and I believe in stoicism that that is actually part of I believe that’s like a thing right? And, and what about like stoicism would to say you’re on Facebook, right? And you know, like, you and I have a friend right? RodeDog and if you notice, what happens is there’s somebody and like, all they’re doing is cheering against everybody. And then like you’re not completely clear who they’re cheering for. You know what I mean? And I’m like, You know what? Personally, I’m not yet, you know what I mean? I’m good with you know, people come in and go, do you know what I mean? There is no doubt on who I am cheering for and my personal opinion is maybe that’s a good thing. Right? And so what am I getting at? Oh, think dispute over teams winning in the NFL, teams winning the Super Bowl, a refer.. you know, a bad call that the referee makes way probably better example for those listening but a political dispute, a personal disagreement. Some clients screwing you over or you know, whatever hard conversation like, should you be spending a lot of time, A.killing brain cells over something. Let’s assume that that was a thing on Facebook, right? That you read and a friend of yours has a very different political persuasion from you. And you just can’t believe it and feel slighted like my heavens, right? Is that something you should be doing? Killing brain cells? And then also, should you be engaging in it? And then what if you have said something and maybe made a mistake, right? Do you think you should be beating yourself up on it and stoicism would dictate that that would be a horrific idea. You know, how you handle minor adversity might not seem like a big deal at the time or as a frame. But the truth is, if you listen to Warren Buffett, the way you do small things, just the way you do big things. So you should really be cautious, to you know, let those things become runaway. So we both seen it, at least I’ve seen people literally disliked them was on fire metaphorically, right? Like just over too crazy stuff. Think about like election time. So whatever, stoic would say, my heavens don’t.. inner strength, you know what I mean? Outer calm. What do you think? Should you be going and worrying about that stuff? Hard No. But again, you got to hold yourself.. like, how would you get there, you got to hold yourself to a higher standard, but also shoots like very important, not to an impossible one, right? Perfection is the lowest standard on Earth. Anybody trying to.. if you introduce me to a perfectionist, I’ll introduce you to somebody doesn’t get a lot done, right? So like.. you’re on your deathbed, you are going to wish that you were more forgiving of yourself. So I want to invite you to start doing that now, instantly, right? And here’s something that I’ve learned, you know, from, you know, hockey and playing in some pretty big hockey games with some, you know, big, you know, whatever on the line. You got to be careful, like, so I have a full word right? Like I play when I play hockey, I generally play center, Moses, I play center, it’s important that I go.. if I have a bad winger or somebody that I don’t trust on the wing, trying to play his position, and my position is just what we can both of our positions, my job is to do my job today, if you’re in a company and that, you know, defenseman might be a better example, you got a defenseman who’s a little bit weak. So then you forego your offensive versus like your offense, like the ability to score goals, to stay back and help him like, again, in the grand scheme of things is that going to be a good idea to win the hockey game and generally, and there’s always nuances to this type of thing. That’s going to be a horrific idea. So what they will say what Bill Belichick is famous for saying is just do your damn job. Don’t worry about anybody else’s doing, they’re talking about good, bad, different. That’s my problem. I’m the coach showing leadership, you just worry about what you’re doing, right? So, okay.. so shoots, okay, it’s slightly different direction. Those that pick things up really quickly, tend to be notorious for skipping the basic lessons and the fundamentals. And then so what do we say on this podcast, cons.. like all the time, talent wins over consistency, right? So you got to be consistent. A best thing is to be consistent, like be talented, but be consistent. But if you give me the option to consistency over talent, I’m looking for consistency. Remember that the superpower of a successful entrepreneur like really successful multiple, seven, eight figures, nine figures, one word conscientiousness. A conscientious individual, somebody can have.. can basically accomplish good, you know, good and big things, somebody without conscientiousness. And I would dare say that without meeting the two individuals, but you introduced me to a stoic and then somebody who wears their heart on their sleeve, the stoic is generally going to be more conscientious generally speaking, right? So maybe, shoots, back to coaching and mentoring when, when a good coach sees potential, they want it to be fully realized, right? Truly great coaches also will know that natural ability and quick comprehension can be dangerous, right? Apathy sets in. So it happens in sport constantly, where the elite get overtaken by somebody who was inferior to them either a short time or you know some time ago and then what do they do? My question is do they fight for it? Do they go that’s not happening screw that. I’m better than that individually, you know, I’m better than that guy. I’m better than that player. I’m better than XYZ or did I cry in their Cheerios like people you know, fighting on Facebook over politics ridiculously and start, you know, going in the other direction, and I think and by the way, and then sometimes to make them feel a little better about themselves because of what they do, they hit some booze at 6..7..8 o’clock, how does that work out the next day, right? And it becomes a psychosomatic, you know what I mean? Like this, you know, negative spiral. And the next again, because small towns are filled with players that were better, quicker, stronger, etc, then the guys that made the NFL, the NHL, the PGA, Major League baseball, etc. And winning in anything shoots, psychology, it’s a one Oh, bloody one. So what I just described is one person managing their psychology and digging in, and then the other person not managing their psychology and letting the negative spiral kind of takes shape. So but stoicism is great as a frame for a coach coming back to the question, but what’s really important is that you are you, RodeDog is unapologetically himself, I’d like to think that I am unapologetically myself. That’s what I think you got to be doing. You got to, you know, but then there’s also, you know, you’re, you’re good enough, quote unquote, but you’re nowhere near good enough, right? Think about that, like, you’re good enough, but you’re nowhere near good enough. What, so if you have no stoicism in you whatsoever, I’m going to challenge you to say that that might be a really, really good thing. If you’re too much of a stoic and too pessimistic and do black and white, there’s probably a little bit of you know, you could probably let people in a little bit closer and a little bit of.. Man, I don’t know, like a little bit of emotion might be a good thing for you so and expect Expect Greatness expect great things have high ex.. high expectations and those guided by you if that’s a good thing. So. So shoots at stoicism, I think is a wonderful thing. It’s just the nuts and bolts of it.
RodeDog 31:44
And a bit of a rabbit hole. Perfect. So I’m going to ask you one more, one more. And then we’ll we’ll wrap it after that. But we get this one, I think a fair amount. And that is do you approach selling? And again, all we have to do is change the numbers for the basic questions that we get. But in this particular one, do you approach selling coaching to a $10 million business differently than you would to a $350,000 business?
Karl Bryan 32:12
Yes. And yeah, I think that’s important shoots, I don’t think anybody.. there are a lot of people, a lot of coaches listening are not going to $10 million companies are going to $1 million companies. So when I go to a, you know, $1 million company differently than a $350,000 gross revenue business, or would I go differently to a $5 million business than I would, you know, $1 million business? And the answer is yes. But I would, I would have my frames, then I would have my frameworks, then I would have my game plan. So remember, you don’t sell to companies, you sell to individuals, right? Companies don’t make decisions, people do that’s critical. And and by the way, people buy things for what? People buy things for emotional reasons, right? So and fear doesn’t rule the world, what does? We’ve said it many a times on the podcast, I’ve said it on Facebook gazillion times, I’ve said it in my emails, countless. Fear doesn’t rule the world, envy does, right? Or actually, and actually that should say.. that should or sorry, that… Greed is also something that I think if we line up 100 people they would they would think that greed was there, right? Envy over greed all day long, twice on Sunday. You know what, like okay, so you sell to individuals, not companies. I get a saying like, I have a saying no doubt, the saying is, you know, you’ve heard this a million times, no doubt different reasons. But no one wants to get left behind, right? As an exercise and influence. There’s a.. so, Tony Robbins, they talk about Tony Robbins all the time, but I really think he has the best content in the industry. I’m not like in love with Tony Robbins and I think that there’s a lot of people that you should also learn from in very different ways. But I do think Tony Robbins has some great content if you are a coach and I can tell you that he has an infomercial and it is just the first it’s personal power, right maybe personal power one, but the first personal power. So that infomercial that’s what it is infomercial, right? It’s a sales thing that he played over and over and over on TV, but it took Tony Robbins effectively from a nobody to $100 million coaching brand. You know, again, Andre Agassi, Tom Brady, Wayne Gretzky, Oprah, you name it basically got him access to, you know, the elite of the elites and into billionaires’ homes and offices, etc. And I dare say that it did it at record time. I want to.. you know, I’ve watched it, you know, well and truly a number of times what I saw is the many ways that he manufacture the impression that you as the person watching that hasn’t already purchased his thing in this sense since it’s personal power, had totally missed out on what everyone else, more specifically the celebrities that you saw in the video and the superstars and the pro athletes, again like Andre Agassi, etc, the elites and basically every person you admire, were already participating in, right? Remember this sage advice, nobody wants to be left behind, and again, I’ll encourage you even write it down and maybe revisit it a few times, as you’re thinking about influencing people. And if you’re listening to this, you’re a coach. It’s our job, right? So when trying to influence you know, let’s just say a prospect as a frame, make them feel like they’re getting left behind, right? Even the alpha males, the elite of the elite, the guys driving the Porsches, and the Lamborghinis. You know, definitely the $10 million companies, they’ll wilt under this kind of social slash emotional.. pressure is the right word, right? But they really want it, you know, like, again, it’s it’s envy, right? And let me tell you, when done correctly, high end coaching clients will literally whip out their credit card, rather than ask how much. That can just be an afterthought. So I think, you know, practicing this, understanding that your, this is new to you, that frame is new to you, you’re probably going to suck at it, but you will get better over time, right? And you want to have them, you know, quote unquote, kind of racing to catch up. Right. So and by the way, back in the day, I used to sell $100,000 coaching programs, way back when in the early to mid 2000s. And this is a big part of what I was, you know, back then, that was a lot of the framework. And that’s how I got the six figure coaching deals done, right? And by the way, in addition to emotional factors, right, that everybody has and what are those, you know, think greed, envy, wrath, pride, the lust in there, anger, fear, certainly love and hate. I’m picturing the.. you know, the criminal with the the knuckles, shoots, right? Love on one knuckles and hate on the other, right. But, you know, the the affluent, the successful, the rich, the ones that you really want to, you know, quite possibly the ones you really want to sell to, they’ve got a particular set of emotional factors. And I think some of them, like might surprise you, and you might want to delve into this something. There’s a Dan Kennedy book that I believe I got, learned some of this, Dan Kennedy is very good at doing what I’m describing again, better than I will ever be. But like, insecurity, fear of being found out as a faker, desperate, what is it like a faux pas, desperate desire not to commit a faux pas, wanting to be in vogue, like they want to be today, rather than yesterday, right? So again, think artificial intelligence in there, feeding.. sometimes when somebody becomes really successful, there’s a bit of an emotional emptiness there. Like, again, you know, you think that somebody, if you have not achieved wealth, you might find that as somebody becomes, you know, rich and buys that car and buys that house, that they have a lot more friends, right? I can tell you, categorically that somebody who has gone on to achieve a lot of wealth has less friends than they did before they had the wealth, right? So that, can.. think about that, that might create a little bit of what emotional emptiness and you dare be correct, right? And then not to mention, they want to kind of give themselves gold stars. And I believe that that language would come straight out of Dan Kennedy’s mouth, but they want to give themselves gold stars and they want to know, like, what’s the point of being rich? Like they’re kind of trying to answer that what’s the point of all of this work? What’s the point of you know, they again, you go and buy that, you know, the Porsche, and the Ferrari, and the Lamborghini ,and the Lotus, and the big house and I’m going to tell you that after the cheque clears and whatnot, there’s a very.. is this all like.. Tony Robbins talks about this, is that all there is like is that it, do you know what I mean? I got the car you know, it’s just, it’s actually not that fun to drive. Or, or there’s some other factors that come into it. But anyways, so the affluent are insecure in many ways. It’s part of how they earned the money, understand what I just said, the affluent are insecure and the reason they become an affluent, wealthy, successful by financial measures is that they were insecure, right? So that does not go away. And they.. I’ll tell you also shoots, they worry about going backward about losing their money, losing the status, losing the privileges that come with the bigger house and the cooler car and maybe the membership to the Yacht Club and the boat etc. So, yeah, that’s.. that’s what I want to say shoots and you know they’re actually aware of the like, the aggra.. okay, so the wealthy are aware of the aggravations, the inconveniences, the financial difficulties that are endured daily by ordinary people, right? Because they used to be one, right. And they they lose a few winks every night worrying about waking up, being, you know, back there again, right? So, and.. The best brands in the world will make you feel right? Like Coke makes you happy, Mercedes makes you successful, Disney makes you proud, right? Just finished going on a seven day cruise right with my family. And like, there’s no question that that, you know, I thought about that when I was actually there and kind of thinking and it’s just, there’s no question. There’s a.. Disney makes you proud. Just take that. So some of the best marketers in the world can do what they pull on your heartstrings, right? And I’ll tell you in closing, that if you.. okay, so if you introduce me to a high margin product, Rolex, Louis Vuitton, Ferrari, Burberry you name them, there’s lots of them, right? Apple, right? They do one of three things, there might be a fourth, but I can’t think of it. They make you feel like a better parent. If you buy this, you’re a better parent, make you feel like you’re closer to God. Or they make you feel like a higher status individual. So introduce me to a company with a.. yeah, just write down the top 10 brands in the world by your estimation, right? I trust you that you’re going to be spot on. And by the way, the list that you make is going to be similar to the list that RodeDog is going to make, which is going to be similar to the list that I’m going to make. Because we know what brands these are and again, I just listed a few what they do, and they have what’s referred to as luxury margins, right? Which not a lot of companies .. do you think about what Apple has done, Apple have like, produced a Ferrari of phones. And then they do Toyota tight volume, like Apple gobsmacking, what they have managed to do in and around branding, they’ve broken every frame, do you know what I mean? That was ever written that they’ve ever created, right? But But forget that. So we don’t look at anomalies in business, we always look at percentages, if you want to help your client build something really, really special with massive margins. And remember Warren Buffett, he wants to buy something for $1 or wants to buy something for a penny that he can sell for $1 that is habit forming, okay. So if you have a high high high margin product, it makes you feel like a better parent makes you feel closer to God. Or you’re you know, you know, it might not be God for you. But you know, it’s your thing, make you more feel significantly more spiritual maybe is the way it should be wording that for some, and then make you feel like a higher status individual. And I would encourage you to really think about what I just said, I think that there’s a massive, massive, massive, massive marketing lesson in that, that I still, by the way, I’m trying to, you know, I haven’t worked it all out. But power in that shoots power in that. So that’s my answer, bud, that’s my answer.
RodeDog 43:28
Okay, so just to put a bow on this episode, because you covered a lot like if somebody was to pull one thing out, implement that into their practice today, what do you think would be the one thing?
Karl Bryan 43:46
Shoots, you know, I feel like we talked a lot about strategic, like, what’s the, like the ultimate competitive advantage, again, something we’ve covered in the past we’ll cover in the future, what’s the ultimate competitive advantage right? Most people by opening them up, they’re gonna say communication and it’s going to be lowest prices, and it’s going to be the best margins.. all kinds of different you know, tactical, like, you know, some things that they think you know, hungry audience, the ultimate competitive advantage is the ability to see the entire playing field, right? So, we, you know, we talked to like, should you be a stoic when coaching and the answer is, you know, maybe you should, there should absolutely be an element of stoicism that goes into a coaching relationship I think absolutely. But if you are super emotional person that wears their, you know, their heart on their sleeve, becoming a hardcore stoic is just going against who you are and just that’s not going to work well, right? So like that’s like strategy. What was the first question shoots? Its was leaders something.. like leadership, you know, what are the some of the, you know, leadership begins with what self-mastery, right? If you can’t lead yourself, you’re not going to be able to lead others. Just think of that, you know, you see this in families all the time. Um, you know, like mum or dad, or they, they’re not managing themselves, they’re struggling to manage their kids, right? Kind of a 101. And then what else was it shot? And so it’s selling a higher or, no, when you go to a business owner, do you sell differently to a small guy small potatoes, then a larger one? Still not sure I answered that shoot. But anyways, you know what, again, but high-level strategic thinking and I think that’s, that’s always you, look, you want to play chess, you’re playing checkers, and I’m playing chess, I’m going to destroy you. That’s an important part of business coaching of your client. And then your.. so it’s not just you know, you as the coach, consultant, the Sherpa but you got to help your business owner do the exact same thing. But remember what I said earlier at some stage, they’re completely addicted to what their comfort zone, so do not.. you’re like you happen to be.. so like, you know what I mean? You’re gonna.. so the restaurant case study, right? Like, it’s like going.. Do you know what I mean? Here’s the tactical step. Here’s what I’m gonna do. This is what I’m gonna do. Why won’t they bloody do it, right? and it’s kicked in the comfort zone, man, people don’t people want to avoid change, and they need to learn to dance with it. They’re fearing failure when in actual fact that’s where all the lessons are. That’s where the magic is, right? So anyways, shoots I think that that strategic approach was kind of what’s standing out in my head. Hope that helps.
RodeDog 46:33
Perfect. Perfect. Well, everybody thanks for tuning into yet another episode of Business coaching secrets with none other than the man, the myth, the Maple Leaf Legend King Karl if you’re not on the inside getting ash to the pre-show, or you’d like more information on Prop acceleration software, or on lash coaching, visit Focused.com and learn more and subscribe today and again, if you enjoyed the podcast, please share, like, review, do all the things that you can do to show us some love and we’ll see you in the next episode. Remember, buddy, progress equals happiness. Take care.
Outro 47:11
Karl Bryan built profit acceleration software 2.0 to train business coaches how to find any small business owner more than $100,000 in 45 minutes without them spending an extra dollar on marketing or advertising. This becomes a business coaches superpower. So as a business coach, you’ll never again have to worry about working with business owners that can’t afford your high end coaching fees. Check us out at Focused.com