Contingency Fees, Lead Gen, and Workshop Wins

Key Points:

1. Recent Wins & Workflow Updates (00:01:00) – Coaches share client closes, workflow automations, and new partnerships.
2. Landing Pages vs. Website Edits (00:05:00) – Discussion on using external landing pages versus FBS for niche outreach.
3. Lead Gen & Salesperson Experiences (00:15:00) – Real-world results from hiring lead gen agencies and salespeople, including costs and conversion rates.
4. Workshops as a Client Engine (00:25:00) – Why workshops consistently outperform other lead gen tactics for high-ticket coaching.
5. Structuring Contingency Agreements (00:32:00) – How to set baselines, handle seasonality, and protect against force majeure in revenue-share deals.
6. Guaranteed Minimums & Deferred Payments (00:38:00) – Models for combining minimum fees with upside sharing, and how to reconcile at year-end.
7. Nonprofit Coaching Challenges (00:42:00) – Strategies for pricing and demonstrating ROI to nonprofit clients.
8. Tracking & Proof of Results (00:46:00) – The importance of evidence, reporting, and client access to financials in performance-based agreements.
9. Risks of “Free Until Results” (00:48:00) – Why working for free can backfire and how to keep clients accountable.
10. Final Q&A and Wrap-Up (00:50:00) – Open discussion on contract language, client selection, and next steps.

Key Takeaways:

• Workshops are the most reliable source of high-ticket coaching clients—double down on them for growth.

• Contingency and revenue-share agreements require clear baselines, minimums, and contract protections.

• Guaranteed minimums keep clients accountable and protect your time—avoid “free until results” models.

• Lead gen agencies and salespeople can be hit-or-miss; track ROI and be ready to pivot.

• Track and prove results with access to client financials and clear reporting.

Notable Quotes:

• “If you want to grow this business, you’ve got to do workshops.”

• “Guaranteed minimums keep clients accountable and protect your time.”

• “If you’re not willing to sign up for a results-based deal, you’re voting against your own plan.”

Action Steps from the Call

1. Review your client agreements—add or update minimum guarantees and contingency language (see 00:32:00).
2. Schedule and promote at least one workshop for the coming quarter (00:25:00).
3. Audit your lead gen spend and results—double down on what’s working, cut what isn’t (00:15:00).
4. For nonprofit clients, prepare a clear ROI case and consider phased or deferred payment models (00:42:00).
5. Set up systems for tracking client results and reconciling performance-based fees (00:46:00).

Resources & Tools Mentioned:

• FBS (Focused Business Suite): For workflows, landing pages, and automations.

• LinkedIn & Sales Navigator: For targeted outreach and lead generation.

• Lead Gen Agencies: Real-world feedback on costs, results, and pitfalls.

• Workshop Templates: For filling and converting workshop attendees.

• Contract Templates: For contingency, revenue-share, and minimum guarantee agreements.