so I'm working like three or four jobs and I'm trying to feed my family and pay rent on nothing supposed to go to the supermarket on the way home and I don't know how to pay for it then I come home and carry me my wife goes hey babe I've got to use them in my brain I'm like oh I love news and she goes they were you know I'm pregnant big hug and oh that's amazing and then she leaves and I'm like oh yeah I honestly thought we were going to go under you are the guy who taught me how to build my coaching company I was about to stop coaching and you were the one that showed me a completely different way the delivery model is the big unlock for a lot of people one-on-one coaching can I help clients yes can I make good money yes can it scale no okay of course you know that's the other big model can I make great money yes can I scale it yes do clients win hell no three percent of people even finish the freaking course let alone get the results so then how do we design a group coaching program that gets clients even better results that they get with you one-on-one how do we get coaches to feel comfortable charging what they're worth well you realize that your worth has nothing to do with it as coaches who think way higher than themselves than they should and coaches think way less of themselves than they should either way they're making a mistake you think about yourself the reason we had an amazing year and got 50 coaches to a million bucks a year the hackers you're the Yoda behind all these other coaches I've walked into rooms and seen people like Ryan dice Jason capital or Mosey who I first met in your room all paths seem to lead back to Taki talking more what's up man hey man it's good to be here dude well it's good to have you in the house uh even better to have you in Kelowna so fun it's been uh years well a couple years since most of the group moved here and we've been talking about getting you here yeah you had to trick me into coming to speak at an event well at first it was the Croatia trip which was like step one phase one get them closer to Canada phase two I know one of our kids actually no asked me that this morning goes is Croatia a lot closer to Australia and I was like I don't think so so once you leave you kind of already left yeah once you're on the plane um Taki I've shared this publicly with many people but you are the guy who taught me how to build my coaching company there would be no Dan the coach if there wasn't a talkie I know this you don't like compliments so I'm going to give you the biggest compliment um I had the fortune uh the I was fortunate to have Jason gaynard sit us together at a mastermind talk yeah if it's not dinner yeah like seven years ago would it be something like that and um I was about to stop coaching and you're the one that said oh mate why are you doing it that way and I was like I don't know any better and you showed me a completely different way to build companies um especially coaching organizations and you've worked with some of the coolest folks yeah you know and I know you again you're not gonna brag but I'm gonna brag for you I think at this point my guess is you've worked uh over 5 000 coaches yeah so you've been doing this for a long time yeah I've walked into rooms and seen people like Ryan dice Jason Capital uh I mean because all of our friends taught Herman et cetera but like all these other coaches it's like you're the you know you're the the the Yoda behind all these folks that are a lot louder and run you know lots of ads but we you know all paths seem to lead back to Taki and there's something epic about watching them on social and seeing your thumbprint or your DNA in their stuff I was like okay we we did that oh dude a lot of my stuff anybody that follows me uh hopefully they come into your world they'll see that that thumbprint I mean even the event that I ran yeah you know the way a structure of the days that's all from your Frameworks um but I want to go back and I remember one time I was watching you share a story there's only one place I ever saw it was a Facebook live you did and you were talking about not being able to get groceries because most people don't know I think is it seven six kids you have how many kids you have six kids three grandkids there you go three Takis a grandfather and you're sharing the story about like where it was do or die yeah where you had to make it happen yeah so I'm working like three or four jobs I'm in a how old would you have been at the time I don't know araha's 14 now so 15 years ago 30. okay yeah working a bunch of jobs I think at the time I was taking home like 60 Grand a year my son's in it so you take out tax and there's half of that left or whatever and then my son's in a private school which is 20 grand and I'm trying to feed my family and pay rent on nothing wow I'm talking about mate Sam was this Ethan in school I was at this performing arts high school doing dance yeah and uh yeah I was talking to my buddy Sam and he's like how you going I'm like honestly dude I'm really struggling supposed to go to the supermarket on the way home and I don't know how to pay for it and he lent me 200 bucks thank God and so I get the groceries I come home and carry marry my wife goes hey babe I got some news I'm in my brain I'm like oh I love news yeah and she goes oh you might want to sit down I'm like oh I hate sit down news so I'm sitting down and she goes babe where you know I'm pregnant how's you know like big hug and oh that's amazing and like and then she leaves and I'm like oh like how are we gonna survive I was desperate man I was like yeah I honestly thought we were going to go under and uh I figured that if we could get to like eight grand a month by the time the baby was born would be okay and uh so stressed like just desperate what were you doing was it all sorts of stuff man I was I was um working at a working at a job I was doing intro seminars for my mate Dan who was in Melbourne I was doing the it was like study skills memory techniques for high school kids okay uh I was doing I'd like done a little bit of Consulting with my uh best met Mike I'd do the copy I'd get the clients to do the copy and he'd do the the you know the layout and some strategy stuff as well there was enough work for both of us but not enough money like he had five kids as well there's enough work for both of us and not enough money for kind of either of us really yeah um yeah so I had one guy who I'd helped who you know he was like it was a part of a coaching franchise and every month they'd publish a an email just within the names of all the franchisees from like making the most to making the least he was at the bottom it was two weeks before Christmas and he was like super desperate I would head office a bunch of money another dude with five everyone's got five kids in the story there's a lot of kids and uh I'm like man I don't know if I can help or not he's like I've got to pay head office back I've got 30 days to pay back or I'm out I've signed a non-compete and uh I'm like well I don't know what like what's your plan he's like well if I can put on a two-day seminar like a weekend seminar thousand bucks ahead 50 people that'll pay the head office back and 20 grand for me and my family will be okay I'm like okay but two weeks before Christmas like who's gonna show up nobody um he's got no money I'm like well how big is your list he goes well I've never really kept the list I've got seven clients I've got seven past clients but they don't all not all of them still love me like I don't know if I can help you man but anyway so we came over to the house and we made a plan I just talked to him every day for 30 days you know five minutes in the morning 10 minutes in the morning what'd you do yesterday okay today do this we'll check in tomorrow he went from like last to number two in the franchise in in our region in 87 days paid all the money back and now everyone's like how'd you do that yeah wanting a piece of the talk store and then we got this business kind of accident um made of my grant introduced me to a dude who had a group of licensed Consultants like marketing consultants I referred to you know he asked me to do an interview on his Tuesday Morning Call did that too scared to make an offer it was just terrified got good at marketing because I was scared of selling and he goes afterwards he goes Taki that was a mate like mind-blowingly great you just forgot to ask yeah I'm like yep I didn't think I should and don't know he's like what are you doing can you write me an email so it wrote this email at a time here and where he's like super super pregnant and saw her at this email that he sent and uh got 48 people wanting to join my thing in like an hour it's like holy crap so then I had to call all the 48 people so I didn't have I didn't know how to get money on the internet anyway some credit cards and away we go so you know went from nothing to something real fast wow yes kind of changed my life what did you fall in love with in that process of helping people like why I mean is there I love coaches because they they're the good guys yeah yeah I just love helping the good guys win it's the it's epic yeah um I love their heart I love their creativity I love that I love how hungry they are and and grateful they are um I love that like it's one of the few businesses on the planet where you can you know where income and impact are so closely related it's kind of rad it is and the person that you get to become allows you to give more to the people yeah that's kind of cool yeah so I've never said like a business goal yeah except once you and I talk about vision and goals all the time yeah so uh So reading this thing it was the end of the year a few years ago and we're kind of setting the goals for the year to come and I was like you know the question was like what's the number that if you hit it this year you'd know you've done a good job or something like that and I was like well if we if we can get 50 coaches to a million bucks a year this year then this will be a great year and like marketing will take care of itself and sales will as well and so that was the goal we set it's the only goal I've in my bones cared about apart from like let's get to a grand a month so we don't die yeah so we vlogged ourselves all year to hit this goal like we just is all I could think about you're like where's the next million dollar coach yeah and we get to the November event and people are reporting their numbers and we're at like 38. I was like okay well 38 is great yeah it's huge yeah but it's not 50 and it's the last big event of the year what are we going to do and so you know over the next few weeks they came in Bit by Bit by Bit um Alex sharpen and Ari Mizell were two of the last ones and then it's the it's the second last day of work from December the 19th or something like that and I was exhausted you know I got on the beach Facebook live and the headline was I tried and we failed and I told the story of how we almost made it and friends are like Tucky that's almost better because like you can try harder going next year or whatever and wake up the next morning I'm sitting on the toilet on my phone like a schmuck and I get this text from you know Sylvia McCracken for sure got a text from Sylvie I love Sylvie she's like hey ducky I just talked to the accountant we just hit a million bucks and I just burst out on the toilet 50. she was number 50. oh man so I got Snoop Dogg to shoot a cameo for her and I was just like bawling my eyes out it was just like I felt like so honestly relieved mostly yeah I'm like so proud of you know me and the team and the clients and yeah it was amazing where did people I want to give people a lot of value we'll come back to Taki the the person that I've gotten to know because and I've shared this with you like you share 10 of you and I think the other 90 is actually super fascinating just as a as a father and a friend but if we talk about coaching and coaches what are some of the moves that coaches that get feel stuck and this is the part that for me is sad is like they have the most to give other people yet they make decisions about how their business Works earlier on that can hold them into a place where it doesn't feel good and then they just stop yeah what are those what are those those decisions that you think man I wish I could get to like Day Zero and help you avoid I think um like if you you can make an impact broad or deep and so that's kind of correlates to like a one-on-one or group and they're both super amazing models yeah um but I think there's these incredibly talented people who are who care a lot who have got a ton of value to share and they sign themselves up for a model that holds them back you know it caps you know they Market manually they sell one-on-one they deliver time for money it's like that's just a bad trade yeah um yeah I think maybe less so now with business coaches but in the early days it was you know mindset's the answer to everything and you know dude if mindset the only tool you've got and coaches do more mindset than kind of anybody else on the planet except for maybe athletes like well how come is that more million dollar coaches yeah how come like 87 of you guys are broke and gone back to your job in three years what's that all about so I think mindset's awesome and you're better than me so we all play the cards with like the tools we've got I don't have those tools so I'm I'm All tactics little of that um but I'm like great you've got your mindset you can keep doing that let's talk about model like how do we Market how do we sell how do we deliver in a way that you know that we can have more fun we can help more people we can make more money yeah so I would say model first what do you mean by model um well and I know the answer I just yeah so like if you go I'm going to design a coaching program What's My outcome uh can I make the money I want yeah can it does it help clients win yeah and can I scale it yeah this is literally the conversation we had first time yeah because I was gonna stop because I made this mistake yeah and so if you go well one-on-one coaching can I help clients yes can I make good money yes can it scale no okay course you know that's the other big model the other end of the spectrum okay well can I make great money yes can I scale it yes do clients win hell no three percent of people even finish the freaking course let alone get the results yeah so then how do we design a group coaching program that gets clients even better results that they get with you one-on-one yeah because you've got you know a pack now yeah even the you know even the athletes who are in individual sports they all train in squads squads dude I train all my ultra I don't like training by myself yeah yeah because when you're low somebody also lift you up yeah anyway this and you can like think about how many iterations it takes to get great at something and you can maybe let's say you test one new thing a month but if you've got like 300 people testing one new thing a month and Reporting about holy crap man it's amazing yeah yeah I forgot the question well that that's the model so people understand the model part and then the marketing one right A lot of people get into this like you know referrals only their business there's no marketing system no there's not so referrals are amazing but if I said hey could we get 100 more clients tomorrow most people can't yeah so the the marketing piece is how do we bring people into your world and then warm them up to the point they're an eight nine or ten in terms of likeliness to say yes to working with you yeah the right people the sales process it could be one-on-one it could be grouped doesn't really matter um but the most important thing is it could even be chat it could be chat I love chat um how do we deliver it like I think if we the delivery model is the big unlock for a lot of people yeah because then there's no fear I always say to people if growth equals pain in your life you'll never do it you won't do it and most people if they 10x their client base tomorrow yeah they die yeah especially coaches because they're selling one to one yeah but even on the marketing side because this is the some of the unlocks you shared with me earlier on is just even the idea of like putting your best stuff out there yeah talk about that because what most people don't know if they're they're watching my stuff is I literally share everything when I say everything you've seen me do this I'll teach it at my event to my clients and then go give it away on my YouTube for free of course including the workbook yeah and the workbooks are great yeah yeah so people are worried about like if I teach my best stuff then people don't need me the truth is your best prospects you know the content is just a reference check oh can this dude help me yeah they're not looking to go like implemented all themselves the best people go they're looking for a who not a not a how or a who with a how yeah and so there's this great quote I think it was um Justin Roth Marsh I first heard him say it and I was telling you about it the other day when you give freely of your information you earn the right to charge a premium for implementation so good and so if you think about any great training I wish I had a pen dude yeah with my fingers right now um think about any great training it's got like four chord chunks uh why it matters because you know we've all taught stuff to people who weren't ready for it yeah and so the why is about getting people you know thirsty for the stuff what you need to know which is kind of mindsets and how to think about it how to do it and then uh what to do now yeah uh came from Bernice McCarthy she's a primary school teacher um but why what how now is the is a great training and so if you go well what's my marketing look like I had this Epiphany a few years ago going well if I'm delivering this delivering this great stuff to my clients and I want my marketing to bring me more people just like these guys if the content was great for my clients surely it'll be perfect for these guys I mean yeah it would attract the people perfect clients right and so here's the thing I think a lot of coaches are running solo or very small team and so you don't have like unlimited resources or time yeah and so we're like we're making content for our clients and then we're making like sales content for our funnel and then we're making marketing content like we're making a lot of stuff a lot of stuff and so if we can just take that kind of that format model of why what how now and we get a pair of scissors and just cut down the middle and in public we get we give the wine the what and the how and the nails for clients done and so we make too much we make more than we need to I think most coaches create too much and Market too little oh so good and so if we can just take the stuff we've already given to our clients I've seen you do this I do the same uh you know every week there's a there's a show and it's the Y stack from our training and the five key points from the training and then we offer a Content upgrade like a lead magnet which is just the worksheet from the training that if they watch the video they'll have a better idea about what to do with and then you cut down your creation Time by Miles and you're adding actual value to your prospects it's kind of cool I think you're like your marketing will change more lives than your coaching ever will so good yeah it's good if you do it right if you do it Ryan and the people that are scared to give that away talk to those folks like the ones are like lit I don't even know what was happened this morning but somebody said that to me they're like what what if I give away my best like do I keep the best stuff though like Taki that five percent and I'm like no give it away what happens if you don't that's the nobody knows that you got it too that's the crazy part right it's just like they say like what if I train out my my team and then they leave I'm like what if you don't train them and they say it's the same game so if you don't give away your best stuff no one's going to go well that was like you're giving your media well that was pretty crap but maybe on the other side of this Bay wall it's good somehow it's going to be better no I do that's not how it works um and they're they're paying for you you talk about the speed implementation accountability yeah the the sequencing talk about that yeah so I think in a coaching program people join for the stuff the content the tricks that you've got yeah it's the chocolate right but so people join for the content but if it was just the content would all be billionaires with perfect ABS right yeah um and so it's not enough so what makes people actually win well what people what makes people win is coaching and the coaching is you know give me a problem I'll look at it through my Frameworks while you're explaining a problem I'll pick which framework maps to it and I'll be able to teach you the solution so I'm just like looking at your situation Through My Lens and I can give you the the custom perfect tweak so there's a there's a customization piece yeah there's an implementation piece there's a whole bunch of support that goes on like half the stuff is giving people permission and so if people join for the content and they win because of the coaching but they stay for Community um and so as a coach you don't just have one asset you've got these three but the the prospects don't care about the community they care about the stuff because it promised to solve a you know a bleeding neck problem and so you lead with that always give them that and then I've heard you share with people that um we get bored with our marketing before the market does or something that I mean that's another part is they're creating too much and or they're moving on too quick yeah we get bored you know I've seen the same stuff answering the same questions again and again and again yeah but you're not talking to the same person again and again and again oh yeah and so like sell by chat we were teaching that you're talking about that the other day yeah dude it's like nine years old in my world I know but every person this is a high level seven eight figure coaches in that room and they were all like frothing of course like they're like oh teach it again again it's sometimes we have to be reminded not taught new right yeah true not new true not new yeah agreed so marketing the same way we just got to keep yeah yeah it's like parenting you have very few rules and you repeat them a lot very few rules yeah it's like he's the 19 principles well no kid's gonna remember 19 principles but if there's like six like on your wall I can remember that yeah so that we get the marketing out of the way so that we we create the content we're already teaching becomes the stuff we give away for free yeah that takes care of a big hurdle for a lot of coaches and then how do we get coaches to feel comfortable charging what they're worth asking for the order yeah this is essentially yes this is so good because this was my challenge I was she's scared of and you're asking for money and all this stuff so I got good at marketing so that because great marketing makes sales easy a lot easier maybe even unnecessary in some cases um so how do you get comfortable charging what you're worth well you realize that your worth has nothing to do with it so like my self-esteem has got nothing to do with my value to a client um nobody wants a Taki if they could do it without me they would I'm a necessary evil this is how I think about it that's a good frame yeah so my self-confidence irrelevant like I could be uh you know useless to people but have incredibly High self-esteem I'm I'm not that helpful yeah I could be the most coaches the other way around really great and no confidence so your confidence is irrelevant uh the way we think about this is um is to price based on the cost of not hiring you and so if you think about let's let's go to a client that you've worked with who's got an amazing result yeah it's like okay well if they hadn't have got this transformation where would they have ended up and not just like okay well let's say you got someone to a million bucks well they wouldn't have got to a million bucks that's cool what else wouldn't have happened there's all these like processionary effects how would their family have changed Etc so the cost of not hiring you is really expensive yeah um I think most coaches their self-esteem gets in the way and I like I don't have mindset skills so I just do what I call the confidence bypass which is like your confidence doesn't matter we're just going to focus on the value and the value is the cost of not hiring you and the return that they get when they do and so in a in a chat conversation we ask you know what's your monthly income up to right now where do you want to be and let's say someone's at 20 grand a month and they want to be at 50. well that's costing them 30 grand a month not to know this stuff yeah okay so my two and a half Grand a month is cheap yeah and that's how your price your stuff okay I think I saw I think it was today hermosi who I first met in your room Alex and Layla you invited them to come speak they're incredible yeah and uh he said something he said if your potential is a million a month but you're only making 50. then your costs of not knowing is 950 yeah yeah and it's brutal like and we're all paying it right now yeah it's a beautiful frame because it does take the the confidence out but then then how do you recommend because you have a different ways like sell by chats than you like it's not new it's all free you've been doing it forever but like a lot of people still are doing it so like what's what's the different ways people could think of selling and how do they queue up the conversation so that it is easy as where do you want to go from here and the answer is let's work together yeah so so just so unclear is that about how do we get the conversations or how do we have the conversations no let's do have like because it doesn't matter if it's sell by chat or on on in a group or one-on-one there's still a flow yeah so I think the first thing you want to do is if our value is predicated on the the problem they've got then we need to be in diagnosis mode yeah and so Dr frame doctor frame exactly so my job is kind of clipboard in hand how long has this been going on yeah first do you work with ideal customer yeah yeah like qualify them yeah so our our flow is basically five or six questions um is it really hard for you to talk without drawing because you're like yeah I've never had a conversation for this long without a pain I can see the visual models that you're thinking through because I've seen your teachers so many times Awesome by the way if you're watching this I apologize for the hand gestures I'm not Italian I don't really know which one you're going to yeah I just want to draw so much yeah um okay so we have to start a conversation that's an opener yeah uh and the opener like if it's an inbound lead we're just like what kind of clients do you work with yeah um because I want to know are they in our market and it's an easy soft easy to reply to question yeah then uh you know assuming that they're in our Market will continue it also sets the frame see I think people spend too much time asking questions to build friendship no right like even the question is like which clients do you coach I'm not asking like what city do you live in correct I'm not asking like did you see the game on the weekend no I'm going this or that yes correct and he's the here's the frame around that is uh you know what they're trying to do with the Friendship questions is build rapport yeah Rapport is is defined as a relationship of trust and responsiveness and what they're trying to do is earn trust and kind of create responsiveness but leaders don't do that now leaders assume trust and demand responsiveness so that's what I'm doing yeah um so what kind of clients do you work with one-on-one or a group fascinating uh what's your monthly income up to right now and where do you want it to be yeah that stretches the Gap that stretches the Gap it just gives me a sense of like what's the you know what's the goal here are they crazy right yeah right I'm at six dollars Yeah by Friday okay that's probably not gonna happen yeah I mean maybe but I don't have those yes um and then it's just a question of okay so if this is the gap what are the two or three things you need most right now to bridge it and they'll tell you they're kind of buying criteria would you like some help I know it's kind of great when you can actually have them tell you what then you need to just yeah if they want some help it's like yeah and it's good well we have a thing and then you just map yeah 100 thing to your thing because the other mistake that we make a lot uh in coaching is we've got a let's say we've got a group program we'll be doing it for a while we've got a lot of training a lot of videos and there's a Facebook group and there's events and all the stuff yeah we want to give them a doll yeah and they don't need it all no I mean it's I'm happy for them discover that it's better than they expected but to get somebody to go from Curious to committed I just need to like show them that the stuff they care about is in my thing yeah you don't have to overwhelm them with all the I used to do that a lot oh same yeah I was like oh we got all these we got 14 things that we do and they're like okay well now it's time to feel like hard work totally yeah and and I don't know well now I don't I feel a little confused should I go see if other people have other stuff that's different because I didn't even know that there was all these other stuff yeah or that sounds like a lot maybe let's go to someone who's got just the piece I want and not all the other stuff and then you do this really cool thing with the objections where you ask you know as they come up you answer them but then you add them to the FAQ to like the yeah you know so it just helps yeah so uh in a Cell by chat scenario usually we've got some kind of document that we send people yeah Google doc or just and just to get people contacts you have clients doing a million just on sell by chat yeah so some people that have not even sold on chat you have people selling big things little things yeah I used to believe that you could only sell like a two thousand dollar listing by chat it's so stupid yeah beliefs yeah beliefs I just I hadn't seen it and then one of my clients was like I don't like sales calls why don't we try it and next thing you know they've sold a 48 000 thing on channels like holy crap Charon yeah Sharon saw like a million dollar deal on text message Chat yeah that's pretty rad um so if you've got a an offer document with you know like here's how the program works yeah and after sending it to people they come back with questions and if the if it happens once fine no big deal answer the question and move on but if it comes up again and again well then clearly there's something missed or us people wouldn't be asking the question yeah so let's just take the thing and turn it into an FAQ at the bottom so that now you can handle the objection beforehand yeah or even like seed it in the presentation if it's a webinar correct or my favorite is using the Q a seed the Q a from some client or whatever on the call to ask you the questions you wish people would ask to deal with the objections yeah because like at the end of the day if I know I can help somebody I'm trying to help them get themselves out of their own way because we all have these like weird things about delaying stuff putting it off Etc and um creating the environment where you can answer those questions is like the thing we can do it's almost like our responsibility if we want to serve is to help them where what I see people do talking and I know you teach this is they start coaching in the sales process right yeah so conversation that's a sales process then the client and they're not good at coming back from that frame so all of a sudden now they're like coaching in the DMS or coaching on a on a sales call yeah my job is to create an awareness of a problem and an awareness that the solution exists that's it yeah and my job on ourselves in a salesperson isn't even the cell it's still like I got this from a guy right at the early days arigalpa it's like um you know this is on phone sales it's like my job's not to sell is to work out if we're a fit or not and if we are a fit of course we'll work together if we're not of course we won't and so I'm not attached to a damn thing uh I don't like I don't have to answer objections because they're just questions and I respond and if it makes sense we do it it's kind of elegant easy yeah yeah I love it it's the uh it's the selling from the heels not the toes right exactly not having that commission breath commission breath things stinks and people know they they can feel it especially if you're like you know you're too needy in that sales conversation which makes a weird setup for them being a coach anyway a client yeah yeah yeah anyone who was like what do they say a man convinced against its will is of the same opinion still like you can push someone over the line so good yeah it's probably from Lincoln or something sounds like doctors it's hard to tell one of those guys um but yeah if you have to like push someone across the line to be a client that's not going to be it's not a great start to be a working relationship no they're going to be quick to cancel and give your team a bunch of grief yeah um let's talk about models because obviously you know you're sitting here doing this because you're you're like trying to drip in right now and and before the our conversation I reached out to friends of ours and your wife that know you well and I say what are some of the things that you admire and that was the you know it's unanimous it's like talking you've got this incredible skill to hear pain under and and then also interview for Solutions and deconstruct and then visualize it and then also teach it in a way that just lands yeah where did that come from I don't I don't know that I kind of know I kind of know kind of now yeah let's pull on that thread okay so the first guy I saw do this there's two people I saw do it well um first introduction to I like online marketing is dude Evan Pagan yeah I love Devon yeah the rest of them are like very like Sleek sales dudes and Evan was like the first like thinker I was like okay this guy teaches in circles and triangles and squares I can get that and then um so I really resonated with his teaching style personality wise we're super different but his teaching style I really liked um and then uh it's a guy in Sydney called Matt Church who YOLO solidified circles triangles and squares for me in a way that no one else had um but just like now we were at your event talking to someone who's like never taught anything that anyways like I'd love to learn to teach in models I'm like okay what's that maybe we're getting ice cream yeah what's something online yeah what's something you want to teach and it took him a while to even figure out he didn't even know what he would teach and then it was about driving costs down yeah I'm like okay well just gut feel does that feel like a circle or a triangle or a square and he thought about it for a while and he said a triangle 100 it's a triangle because it's got some direction to it and so you're part of its direction you know like uh part of it is like if there's three things you want to teach that's going to naturally do a triangle or three circles that overlap or something but but what I love about it is the ability to like draw a picture that sets context yeah there's no disagreement of context everyone like so like when you see a good model you project yourself into it and it creates a whole bunch of meaning oh that's interesting so you're creating a container for the conversation which is sets the context exactly and then the how-to can follow from there ah yeah there's no it's not then everybody can still be I don't know if I agree yet right but the moment I've seen myself in a shape yeah I know where I am I know what's missing I can see what's important okay now you lean in exactly it draws them in that's really cool yeah and then but you also because I remember one time we were doing a session for your group and I was unpacking something it might actually early days of the book maybe just as you book launched yeah and and as I'm talking you're you're putting it into a model yeah and at the end I sent you a voice note I was like dude do you have a training on how did you just do that you're like not really mate let me let me do something yeah and then you shot and I was just like wow so just there's more to it than the shape 100 yeah how do you like I really want coaches listening to this to maybe walk away with like their first quadrant or like so what else would you give them as like how do you label things yeah you're looking for um let's let's go quadrant because yeah it's easy yeah a quadrant before any of the fancy stuff around it it needs what's this line called and what's that line called yeah so the first thing I'm looking for is why X Y so yeah in this it's about money up and time down yeah right yeah as an example and so this is money and that's time everybody knows that the top right of a quadrant is the good bit and the bottom left is the battery yeah and so it's going to be high money low money lots of time not much time and so the first thing we need to get the axes right then we get to um then we go what are the quadrants yeah what are these so basically goes awareness distinctions like what's what's in the overlap between these two lines distinctions and then prescriptions prescriptions is so what do I do with this that goes on the outside that goes on the outside yeah uh and then then we kind of come back and we look at language palette yeah and language palettes we've all got different styles my palette is generally pretty casual and action oriented so all of my not all a lot of my stuff is like verb noun yeah you know pick up the pen it's like very I know what to do you know Drive sales yeah so you use that as your label in the quadrant or the action yeah exactly right so I'm just if you but if you think about like awareness like what are the angles which makes sense distinctions if I have this and that what do I get if I have this and that what do I get yeah or if I have those but I don't have this what you know what's missing yeah and then prescriptions is like okay what are the three things I should do about it yeah all of a sudden you've got a useful shape and then we do otherwise we've got a list in a square yeah well and that's the thing I think I did that for a long time until yourself and Simon Bowen you know model of cells yeah yeah brilliant but then there's the if you don't do these things you get this yes that's the red stuff on the correct yeah and then you can add color so like yeah greens are good Reds are bad blues that do these things I guess for me um yeah yes it's really weird not being able to drive yeah we're talking about a picture man it's so weird it's like describing radio to people who are describing TV to people on the radio you'll get it that's weird but and then to just put the bow on it it's the the naming because that's another thing people are like how do you name all these stuff well I was like Taki taught me yeah right the product handle yeah so like because because for me if I don't give it a name then there's no container yeah there's the difference between like a concept and something really concrete yes the moment it's got a name a Model A worksheet it's a thing now it's such a thing I always think about my stuff like um it wants to sound like the sort like something so solid and so like an object that Batman would strap on his utility belt yeah and so it's always the something something um the product handle is you go through a little activity where you go kind of um what is it what's the benefit of it yeah the metaphor yep a metaphor and then that'll give you some like raw ingredients and then there's a list of like describing words you know it's it's this blueprint it's process focuser I know them all by heart because that's a maximizer yeah whatever it is and then you just play you you pick two or three uh from each column yeah and then you just you know match them up and do you find one that sounds that kind of sings and the key for me is I always have to go to what do I naturally want to call it because I've definitely made the mistake of calling it something else because maybe it sounded cooler on paper yeah but then when later for recall right they're like what is it well it's and then they're like no it's not it's called this I'm like I really should have called it the da duck if that's the thing yeah that my brain goes to yeah right there's sometimes we can get a bit clever yeah clever instead of like what someone would search for a new website totally yeah yeah and then we TM it because it's talking more we do tmdm my team gives me crafter at all time um so that that is all like if coaches are listening to this we've just given them a clear like don't do these things consider this understand how to unpack a little bit of Ip yeah but even in your world that's like six percent of what you do I know it's so small like there's there's everything around even you know orchestrations of events and understanding the team structures and the content creatives and all that I want to go back to to the Taki I know I asked Karen Marie about you know your wife what she admires of you she had a long list it was really beautiful listening to her just be a fan of Taki but she mentioned um a moment recently in Paris where there was a guy in a wheelchair oh did she yes and she said that's the kind of stuff I love about Taki yeah what was that about so we'll come back we found this great coffee shop coffee in Paris is historically difficult if you care about a lot about coffee and we found a coffee shop run by three guys two Aussies in a Mexican so my first day I'm like I don't know about Paris I'm not sure about this get there and meet the Barista he he's given me directions to some local restaurant to his Croatian so we were chatting about Sasha says what makes the best coffee in Australian all this nerdy stuff then we're walking back out and uh I see this guy and he's in a wheelchair it's hot it's like 32 degrees this is hot and he's not using his arms he's just like foot walking a wheelchair really slowly and I've done a bunch of wheelchair pushing you've seen me yeah Ethan uh she's like hey man do you want to push and he looked at me and obviously he speaks French and I don't and I'm like do you want me to bushes wait and we got chatting and I said Polly vongle not and for some reason he said Portuguese I speak Portuguese I lived in Brazil for a year so we had this great chap uh trying to remember his name started with started with g and we had this long conversation all the way up the street pushing this guy got into the station and said ciao and walked off and didn't really think I didn't even remembered until now yeah but he was just a guy on a hot day who needed a hand and but that that that's that's you talking yeah and like I remember when we started working together I was in San Diego you have you were downtown you're like let's get together and you like jumped in and Uber met me at the hotel in Del Mar and we designed my whole program yeah SAS Academy dude like dude it's crazy I actually did an event recently back at that same hotel as almost like a to where it all started but I've seen you do this where you go way above and beyond for your clients that anyone I care about really 100 yeah how much of that did your D was always there or or even having so many kids and you know obviously raising Ethan who's also in a wheelchair and yeah I think with eighth I got the when we found out Ethan had cerebral palsy like we found out one morning and that day we were catching up with two friends I talked to my friend Costa who I love and he had some physical challenges himself and he just broke down in tears and he said like who do you blame and I just couldn't he was like what do you mean yeah what do you mean everyone's got their own race he's running his and I'm not going to compare him to anyone else and I was chatting with my other friend Carl the same day and we said you know apparently something like one in 100 or 100 000 kids gets or whatever the number was he said isn't that amazing I'm like what he goes isn't it incredible that out of all the parents he got you I'm like oh I'm gonna latch onto that and so I've always been really aware of kids with different needs and I think um early stage I worked with kids because I was scared of grown-ups turns out grown-ups are just kids with bigger excuses um I don't know man I think um where does the Ethan taught you oh so much he's a cool dude man he's a cool dude he's so funny yeah uh he's taught me um he's taught me that it's okay to be different he also taught me I think that um like everyone's disabled like just like his is obvious and external yeah yeah but I've got stuff we've all got stuff yeah they say what do they say um everyone's fighting a battle you know nothing about or something like that I think that's true and so a little bit of um I'm not perfect with this by any stress in that but a little bit of a little bit care goes a long way totally yeah if somebody's listening to this and they're three four five years into their coaching company and you know maybe their client called the last client canceled yesterday and yeah and they're just like why am I doing this yeah talk to them so I think you you chose coaching for a reason like you care about people a lot and you you know that like I mean there's three things you can get you know money and meaning and freedom money's awesome some people are really motivated by it um I think it's a byproduct of doing meaning really well but if you care about clients then quitting is really stupid because you're robbing them and you're rubbing yourself with a Chance of meeting and helping them uh so you know first thing back on the horse there's always you know you're going to be doing this hopefully for a long ass time you know every client you ever have eventually will probably I don't wanna sound negative but eventually your clients will leave even team members will come and go you're the company and by design it should be yeah 100 we had this great conversation the other day about alumni and honoring alumni totally we've got a thing we've been wanting to for bordering for a while you know when like an NBA player like a star retired the Jersey Jersey up on the ceiling I want to do that with boardroom yeah um so if you've just had your client leave well then you know you can grieve for you know 24 hours I think 24 hours is completely okay but after that let's get back on the game um and the the Secret's the same as it's always been like you're probably a bit low on confidence right now fix nervous with service it's not about fixed nervous with service yeah anytime like if I'm gonna give a speech even coming to this freaking interview thing this is look at two cameras on me I'm talking to you and Sam's here but I'm like okay well how can I help um and so if you care about people and you do then um find someone who needs help and help them it's about as simple as that just reset yeah it's hard to feel down on yourself when you're helping other people you can't at the same time it's impossible yeah yeah it's such a great life hack if you can actually default to that type of action yeah when you start to feel that way yeah so there's coaches who like back to the conversation we had about pricing it's coaches who think way higher than themselves than they should and coaches who think way less of themselves than they should either way they're making a mistake you think about yourself hmm and so the the hack is you think about others like the reason we had an amazing year and got 50 coaches to a million bucks a year yeah we did great financially out of that year yeah but we only did great because we cared about the 50 coaches to a million bucks we set an impact goal not an income goal and it was life-changing yeah last question Taki who have you needed to become to be the person that gets to lead this tribe of incredible coaches over the years I think I've needed to become more may than I was say more like if you met me today and you met me when I was six I'm kind of at my Essence the same kid I'm more skilled obviously but um you know I've always been super curious and really enthusiastic a fast friend a a hungry learner and a share of you know simple truths probably at six I wasn't a share of simple truth wow see all the truth super humble um I think I think I've my skin is thicker yeah you know like I've had to pick myself off the floor a few times um but I who I've had to become really is somebody who can who can see magic in ideas and people and connect people and ideas together that's kind of really what it's about yeah allowing yourself to just be that kid fully expressed yet fully expressed and like they've been dumb stuff like I hate shoes as you know yep and so for like for years and years and years I haven't worn shoes like if I go to a restaurant I'll put shoes on um but only for them or a plane but the rest of the time I'm Barefoot but I should always hide in your what do you call them flip-flops no you don't call them flip-flops thongs yeah I don't know how did my flip-flops in a bush and they got stolen yeah um but like for years I'd like I'd be barefoot and then I'd go run our events and I put shoes on because I thought you were supposed to I'm like this is three events I grabbed I was like dude so then I took the shoes off I was like oh this is amazing so I think like for me more than anything else it's about expression it's like how do I I see myself as an artist more than a business guy to be honest yeah and how do I express and so part of that is like who do I get to co-create with and who do I get to share this with and then how do we just make a little bit of magic I love it yeah Taki super grateful for um you deciding to lean into the challenge that you face when you couldn't buy groceries yeah me too create what you created man because not only when I look back the impact you had on my life on just like taking all this stuff putting it out there you know 100 000 Subs on YouTube which isn't a lot but I was so pumped I know your kids were pumped oh yeah I was so pumped yeah and and but then just it wasn't that long ago that it was 20 and before that it was so dude it went it just went but it was the consistency but you know the the people I've met at your events that literally become some of my best friends you know you know I just think of Kevin rest in peace like I just I'm super grateful for you and I know there's been hardship and there will always be that you just keep being Taki yeah we've always sorry man I just had an idea and I've got go for it yeah think in a sales situation we've always come from the place of like we're not here to sell a program we're here to build a community and that makes who we let in who we don't really easy yeah because if you're going to run a workshop and clients are going to hang out together it only takes one idiot to ruin it for everybody so we've all been there right that one guy being the guy if there's nobody in the room it's you yeah that's right but yeah man I'm just grateful that you um you kept pushing you kept creating created the space for everybody to learn and um I just appreciate you being here bro cheers bro Taki thanks man thank you foreign