“Teaching knowledge focuses on information delivery, while getting client results focuses on actual transformation from their current pain or problem to their desired outcome. The responsibility shift from knowledge to results creates a domino effect that improves your overall teaching effectiveness.”
About Client Results
Client Results are achieved through designing experiences that create transformation on multiple levels - presence, processing, insight, commitment, and action - while focusing on solving customer problems rather than selling expertise. The approach emphasizes guiding clients to self-generated insights and verbal commitments, then rewarding action-taking regardless of outcomes to build ongoing relationships that naturally generate referrals through storytelling.
Real estate agents using his referral methods walk out of listing appointments with both signed contracts and referral commitments. His five-star coaching framework creates sessions where clients consistently report 'I got a lot of value' through structured transformation processes.
Misconception
“Praise clients for successful results and outcomes”
Always praise implementation and action-taking regardless of results, focusing on what clients can control
Relevant Clips53
- How-To
How to Take Responsibility for Client Results -- A framework for adopting the right mindset to ensure coaching clients achieve their desired outcomes
- Teaching
Knowledge Delivery Versus Transformation Responsibility
Teaching knowledge focuses on information delivery, while getting client results focuses on actual transformation from their current pain or problem to their desired outcome. The responsibility shift from knowledge to results creates a domino effect that improves your overall teaching effectiveness.
- Teaching▶ 5:57
Risk Reversal Guarantees With Specific Conditions Get More Clients
Coaches can offer risk reversal guarantees by promising specific results with clear conditions, like guaranteeing a client will launch their business in 3 months if they show up for sessions and take weekly action, with a money-back guarantee if conditions are met but results aren't achieved.
- Teaching
Evaluate Knowledge Workers by Results Not Activity Metrics
Focus on results they can deliver rather than technical skills or activity metrics. Knowledge workers create value through thinking and problem-solving, so evaluate their intrinsic motivation, aspirations, passion, and track record of delivering outcomes.
- Teaching▶ 1:34
Give Customers What They Need to Convince Themselves
Give customers what they need so they can convince themselves to buy. Allow them to feel the success of finding a solution, solving a problem, or fulfilling a passion, rather than trying to push or convince them.
- Teaching▶ 16:27
Experiential Authority Beats Credentials
Modern authority comes from personal experience solving the same problem your customer faces, not from credentials or fame - sharing your transformation story is more powerful than having letters after your name
- Teaching
Client Success Stories Beat Technical Content
Client success stories focus on outcomes people want to achieve, while technical content focuses on boring details. People are motivated by seeing results they desire, not learning technical processes.
- Teaching
Using Testimonials and Instant Access to Convert Attendees
Use effective testimonials to build credibility and offer instant access to higher-tier programs. Structure your event content to validate success and demonstrate proven results.
- Teaching▶ 2:48
When a True Transformation Vision Makes Price Almost Irrelevant
When clients have a true transformation vision, there's almost nothing more valuable than achieving it - they would trade nearly everything except perhaps saving a family member
- Teaching▶ 1:20
Mentor's Proof: Seeing Someone Say You Can Do It Too
The emotional impact of seeing someone who has achieved what you want and hearing them say 'you can do that too' is intrinsically inspiring and fires you up to take action
- Teaching▶ 12:34
Under-Promise and Over-Deliver — People Penalize Unmet Promises
Under-promise and over-deliver consistently - people heavily penalize you for the one thing you promised but didn't deliver, even if you delivered nine other things
- Teaching▶ 14:20
Map Transformation Across Every Life Area
Spend time mapping out how the transformation affects every area - health, relationships, business - doing 'the math' with clients over the life of the relationship
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- Teaching
Five Things Every Powerful Coaching Session Must Accomplish
Five-star coaching sessions must accomplish five specific things: presence, processing, insight, commitment, and action to create transformation on multiple levels
- Teaching▶ 7:40
Billionaire Built Empire Taking Fortune 500 Complaint Calls
A billionaire built his empire by taking customer complaint calls for Fortune 500 companies because complaints are the biggest hassle businesses want to outsource
- Teaching▶ 9:39
Building a Virtual Business Team Around Results
The business friendship model focuses on getting customers to trade value with you long-term, treating them as important friends rather than nameless data points
- Teaching▶ 2:11
Design Is Where Company Meets Customer
Design is the interface where your company, products, and marketing meet the customer - it's the critical touchpoint that determines customer experience
- Teaching▶ 0:31
Customers Want Outcomes, Not Products
Customers don't want products - they want specific outcomes and results, with value being the abstract driving force behind all purchasing decisions
- Teaching▶ 16:19
Emphasize the Breakthrough in Your Origin Story
The breakthrough and result portion of your story is what you really want to emphasize—the specific outcome you got when the insight started working
- Teaching▶ 7:02
Coaches Use Past Research Instead of Blank Canvas Thinking
Most coaches use old-world filters based on past experience and research rather than starting with a blank canvas of what the client wants to create
- Teaching
Solve Customer Problems — They Buy Solutions Not Your Expertise
Focus on solving customer problems rather than selling your expertise - people don't want to buy you, they want to buy solutions to their problems
- Teaching
Create Specific Timeframes for Customer Level Progression
Create specific timeframes for customer progression rather than leaving advancement to chance - predict when they'll be ready for the next level
- Teaching▶ 10:39
Customers Want Observable Tangible Physical Results
Customers want specific, tangible, physical results that can be observed and verified by others, not abstract improvements like 'feeling better'
- Teaching▶ 3:41
Anchor Information Products to the Real, Tangible, and Measurable
When selling information products, you must anchor everything to the real world and make it tangible, specific, external and measurable
- Teaching▶ 1:45
Let Customers Experience Finding the Solution Themselves
Allow customers to experience the pleasure and success of finding a solution, solving a problem, or fulfilling a passion themselves
- Teaching
Modern Reality Rewards Results Not Credentials
Modern reality isn't about credentials or qualifications - it's about being able to get results and show others how to do the same
- Teaching
Service Stories Multiply When Employees Have Care and Freedom
Service excellence stories multiply organically when employees have genuine connections with customers and freedom to express care
- Teaching▶ 2:02
Selling Results Instead of Products — The Pricing Leap
Selling results instead of products dramatically increases pricing potential from $20-50 to hundreds or thousands of dollars
- Teaching
Coaching on Controllable Actions Not External Results
Focus coaching praise on what clients can control - their implementation and action-taking rather than external results
- Teaching▶ 4:02
Keep Persuading After the Sale to Prevent Buyer's Remorse
To prevent buyer's remorse, keep persuading after the sale by adding value, surprises, and bonuses to customers' lives
- Teaching
Reward Action-Taking Regardless of Outcomes
Reward action-taking regardless of results - acknowledge implementation efforts rather than just successful outcomes
- Teaching
Questioning Formula That Inspires Action From Within
This questioning formula inspires people from the inside by connecting their action steps to their desired outcomes
- Teaching
People Refer Through Storytelling Not Direct Recommendations
People refer through storytelling, not direct recommendations - they share experiences within natural conversations
- Teaching▶ 10:16
Talk About Real Tangible Results — Not Product Features
Talk about real tangible results your customer will enjoy rather than falling in love with your product's features
- Teaching
Risk Reversal Guarantees to Overcome Client Hesitation
Use risk reversal guarantees to overcome client hesitation by guaranteeing specific results with clear conditions
- Teaching▶ 0:52
Take Responsibility for Customer Results Not Just Knowledge Transfer
Take responsibility for your customer getting their result, not for teaching them knowledge or impressing them
- Teaching▶ 8:54
Automating Daily Customer Feedback Collection
Set up automated customer feedback systems that collect product improvement data daily
- Teaching▶ 14:56
Ask Systematically for Feedback to Improve Service
Ask systematically for feedback to continuously improve customer service delivery
- Teaching▶ 2:25
Client Stories Beat Dry Technical Content
Client success or failure stories are more engaging than boring technical content
- Answer
Coaching Five-Step Presence-to-Action Framework
The five steps are: 1) Presence - helping clients get mindful and present, 2) Processing - letting clients be heard to build rapport and trust, 3) Insight - guiding them to new perspectives using frameworks like achieve-avoid-act, 4) Commitment - getting verbal commitments to action steps, and 5) Action - ensuring they take action between sessions.
- Answer
Use Specific Numbers to Make Your Story Results Credible
Focus on specific, measurable results you got when your insight started working. Use concrete numbers and before/after comparisons. For example, 'lost 27 pounds in 90 days with before and after pictures' or 'went from zero calls to dozens of calls with one ad change.'
- Answer▶ 1:54
Power People Traits: Cause vs Effect Mindset
A product is general material with no impact, while a proven system is a specific methodology with action steps that delivers guaranteed results. Instead of saying 'buy my book,' you say 'invest in my proven system that takes you from here to your desired result.'
- Answer▶ 13:10
Your Transformation Story as the Core Authority Proof
Share your personal transformation story - how you went from having the same problem your customer faces to solving it successfully. This experiential authority is more powerful than credentials because it proves you've actually done what you're teaching.
- Answer▶ 3:58
Customers Want Concrete Outcomes, Not Internal Concepts
Customers want tangible, observable outcomes in the real world that they can verify actually happened. They're not looking for internal concepts or abstract ideas - they want something concrete that changes their external situation in a measurable way.
- Answer▶ 1:45
Achieve Avoid Act for Client Clarity and Action
It's a method to help coaching clients get clarity by identifying what they want to achieve, what they want to avoid, and determining their next action step. This framework guides clients to their own insights about what they need to do.
- Answer
Drivers Own Results Not Just Paychecks
A driver takes ownership of delivering results rather than just working for a paycheck. They take personal responsibility for outcomes and have developed the ability to motivate themselves and get back on track every time.
- Answer▶ 7:01
Focus on Concrete Outcomes Judges Could Verify
No, focus on tangible, concrete outcomes your customers can visualize. Instead of abstract concepts like 'love' or 'security,' address specific real-world results that judges standing around could verify actually happened.
- Answer▶ 1:31
Guide Clients to Their Own Insights — Don't Just Tell Them
Guide clients to their own insights rather than telling them what to change. When clients come to realizations themselves, the change is much more powerful and longer lasting than when they're simply told what to do.
- Answer▶ 3:03
Gratitude — The Enlightened Emotion
Always praise the implementation and action-taking, regardless of results. Say 'great job implementing' whether they got great results or no results, because you can only control what you do, not external outcomes.
- Answer▶ 1:55
Schedule a Live Training Event to Force Completion
Verbal commitments create accountability and increase follow-through. After guiding clients through the achieve-avoid-act process, ask 'will you do it' and have them commit out loud to their action step.
- Quotable▶ 2:07
Teach Until Customers Change Behavior, Not Just Understand
don't teach your concepts, your techniques, your systems, your ideas until your customers know them in their heads, teach them until your customers change their behavior
- Quotable▶ 3:28
We Can Only Control What We Do
we can't really control what other people do you know we can just control what we do and so we need to implement
- Quotable▶ 26:02
Buyers Want Outcomes and Benefits Not Your Knowledge
people don't want to buy you and your knowledge they want to buy a solution or an outcome or a benefit
- Quotable▶ 1:40
Client-Driven Realizations Produce Lasting Change
the change is much longer lasting it's much more powerful when they come to the realization