Contingency Fees, Lead Gen, and Workshop Wins

Call Date

December 4, 2025

Primary Topics

Client Retention, Lead Generation, Sales + Closing

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Call Description

In this advanced mastermind, coaches reported recent wins—closing clients, building workflows, and landing new partnerships—before diving into a lively discussion on structuring client agreements. The group explored contingency and revenue-share models, including how to set baselines, handle seasonality, and protect against non-performance. Lead generation strategies, the value of workshops, and the realities of hiring salespeople or agencies were debated, with practical advice for both group and one-on-one coaching. The session wrapped with tips for nonprofit coaching and the importance of tracking results.

Why this call matters

  • Provides real-world frameworks for contingency and revenue-share agreements.

  • Shares proven tactics for filling workshops and converting attendees into clients.

  • Highlights pitfalls and best practices in hiring salespeople or lead gen agencies.

  • Offers actionable advice for coaching nonprofits and structuring minimum guarantees.

  • Equips coaches to protect their time and revenue while maximizing client results.

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.

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