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The Story Of Business Mastery

Tony Robbins Cornerstone Offering… was almost a failed project.

What he did that allowed a losing division to generate over $50M in 4 years time.

Tony Robbins, the world’s leading life coach and personal development guru, philanthropist and owner of 100+ companies, saw a unique opportunity to pivot his business model and serve a business sector where most had failed; the small to medium sized business owner. Tony founded Robbins Research International 40 years prior at the young age of 18 and over 4 decades built the largest personal development company in existence.

The Power of Playing Big

While most coaches are happy to have full calendars and pay their bills, Tony went HUGE- at the time of writing this Tony’s companies do in excess of $10 billion in revenue per year. Yes you read that right… billion with a B. That being said, he struggled to break into the marketplace of the small to midsize business owner. Anyone working in B-2-B sales knows this is the most challenging market to tap into, but if you can, it is the holy grail of clientele. For 3 years the company was unable to crack the code on how to reach, convert and support this market.

From Speaker to Authority Figure

In 2013 Tony hosted an event titled Business Mastery with a crowd of 200 attendees. Most of which came from enrollments via his other live events. In essence, to fill the event he was most focused on required him to be successful in 5 other events. This model would take forever to fill an event for Business Owners. Tony knew there had to be another way, but he lacked the leadership or creative minds to solve this challenge.

2014: Over 1,000% Growth

After bringing on a new division leader in 2013 (Brook Bishop), their team went from $286,000 in revenue to over $3 million in under 9 months. How was this possible when for the prior 3 years the team struggled to breakeven? Quite simply. Brook understood the power of 3 key business components.

In addition to these 3 core components, Brook focused heavily on the quality of the team recruitment, topgrading, and a heavy emphasis on building a winning culture. What Brook didn’t know at the time was that Tony had all but given up on this goal of being the de facto small/medium business expert. Once these numbers started rolling in it gave Tony a renewed confidence that this was the best focal point for the company moving forward.

Then what happened?

THE 4 tenants of success:

Step 1: Get Clarity with where you are, and where you are going.

Knowing where you are going is a critical factor. Most have no clue where they currently are, which makes creating a map very challenging. Imagine putting into your GPS a destination and the GPS doesn’t know where you are standing. You’ll never get accurate directions and thus never reach your desired destination. For most in the coaching business this is the struggle. Most are trading hours for dollars and have capped out on their earning potential. The great news is there is a better way. A way to scale. A way to grow your impact without having to grow your hours at the same pace.

Step 2: Drive the RIGHT prospects to the RIGHT team

What Brook discovered when he got under the hood of the Business Mastery Division was that all roads lead to nowhere. More specifically, all inbound leads were routed to the wrong places, had the wrong pre-frames and expectations, and the team was not effective with the leads they were given. After documenting each step in the client journey, it became clear that things had to change in order to drive the desired outcome. This stage of the process took 90 days to discover, document, diagnose, and re-design. This recalibration created a new foundation ripe for geometric growth!

Step 3: Convert and keep what you catch

The next challenge was the training and ability of the sales team. Most were using out dated and old school sales tactics. Sure they converted at a 12-15% clip. But they faced a new challenge… they had a 30-40% cancellation rate. This meant that nearly half of the people they enrolled would jump out of the boat and never get in front of Tony and more importantly they never received the guidance and value that Tony would bring. What did Brook and the team do? First– trained up or trained out. Those that took the training and applied it– converted over 30% of the sales engagements they participated in. Additionally, those same team members reduced their cancellation percentage to below 4%. Those that didn’t take too– were top graded and moved to different roles or out of the company all together. Very quickly the top producers calendars were filled, they were happy, they produced at triple the bottom producers and thus massive growth.

Step 4: Optimize the Client Experience

Once you have the key pieces in place, you must have a process for continued growth. Otherwise your business will stagnate and you’ll get stuck in the loop of lose a client get a client. While Tony’s goal was 20% growth year over year, Brook and his team asked better questions and implemented better strategies that led to growth on another level! If you don’t have a system you implement annually that guarantees your business grows, you are missing a simple piece to the puzzle. This starts with enhancing your clients' experience. Giving more value than is expected, and building out a simple 5 step process to guarantee revenues increase.

What’s Next?

It’s crazy to think that 96% of businesses will fail over a 10 year period of time– and for the remaining 4%, it does not necessarily mean they succeed, it means that they’ve survived. Like Tony’s Business Mastery Division, they went from nearly closing the doors to thriving and being one of the most profitable divisions in the company in a very short window of time. If you are looking to radically grow your coaching business over the next 9-12 months know there is a better way to do things and there is a team of people at your disposal that have paved the way before.

Want to create this type of success in your Coaching Business?

Book a discovery session today to see if you and your business are ready to catapult to the next level. If you have been stuck, plateaued or plain frustrated with the results you’ve been getting, apply now and implement tried and true systems that will transform your business and allow you to reach more clients.

"This is crazy! Everyone says YES!"

Melissa Von Musser Relationship Coach

"My conversion rate tripled after implimenting the 7 Steps! Game changing for my coaching business!"

Shasheen Shah Life Coach

"Implementing these strategy into my coaching business has forever changed my ability to influence and enroll."

Jessie Torres Limitless Life Strategist

"We just enrolled $275k in the last 30 days using this system"

Travis Houston founder of Heal at Scale

"This sales strategy is like velvet."

Matt Millen President of regie.ai

What are the details?

HOW do I find out more?

Step 1

Schedule Your Complimentary 1:1 Business Strategy Session

Step 2

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Step 3

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