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KARL GOODMAN

FOUNDER ATHLETES AUTHORITY

BUSINESS STRATEGIST

MARKETER

NEWSLETTER PUBLISHER

  • Founder of Athletes Authority
  • Marketing Maverick
  • Business Strategist
  • Newsletter Publisher

How to deal with problem prospects

I got this from Dan, one of the subscribers today: 

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I have a quick question for you when you have a moment. I’ve been dealing with people who seem to be just looking for free advice and not genuinely interested in my services. They book a free call, ask a bunch of questions, but then come up with excuses not to proceed further.

For instance, someone booked a call to join my 6-week challenge, but after the call, they insisted on online coaching, which I don’t offer. It felt like they were using it as an intentional excuse. I’m curious to know how you handle these situations. Any tips or strategies would be greatly appreciated!

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Given how well this relates to this month’s topic on advanced prospect bonding, I thought I’d share my opinion with everyone, rather than just this individual.

So here are my thoughts:

Well unfortunately Dan, some people are just assholes like that.

These are the types of people who buy a nice dress from a boutique Mom n’ Pop dress shop, wear it for a night out with the tag on, take 500 photos for socials, then bring it back smelling like stale champagne asking for a refund because they ‘changed their mind’. They’re also the type of people that if you push back and say well sorry madam, you’ve worn this because it smells like white trash, they’ll call Fair Trading and make your life living hell even though you’ve done nothing wrong.

I’ve learned that you simply can’t help people like this. They are who they are and they’ll always smell like stale champagne, burning bridges left and right, and NEVER making the progress they want to make (free will only get them so far)…

And when Karma finally comes full circle and gives them a bit of their own medicine, you won’t be able to miss them because they’ll play the victim card and make a song and dance about it.

But, and I mean this Dan, you can’t get so bitter either that you don’t serve wholeheartedly and completely to your prospects. You can’t get jaded in this game.

Don’t let one bad apple spoil the bunch…

Most prospects genuinely want and need your help (so do it for them, and ignore the asshole).

In saying that, you can protect your time in the future by never opening the door to dropkicks like that again.

Shut the door and let them be someone else’s problem. Ultimately, they’ll continue to exploit until there is nothing left, and then they’ll learn their lesson.

I give you this advice:

Continue to show up, honour your prospects, and serve them so completely that you’re considered the only viable solution to your prospect’s problem.

And remember this:

Show up for the prospects you wished you had, rather than standing down for the prospects you wished you didn’t. While the former might get you burned every so often, the latter will kill you.

Hope that helps Dan.

– Karl Goodman

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Lachlan Wilmot

DIRECTOR OF COACHING & PERFORMANCE

Qualifications:

  • Bachelors of Exercise and Sport Science
  • Honors in Rate of Force Development in Team Sport Athletes

Lachlan began his professional sports coaching career as the second ever employee at the GWS Giants in 2010-11 season prior to entering the AFL in 2012. Over 7 seasons, Lachlan grew a team of talented young men into back-to-back preliminary finals contenders. As the head of strength and power, his role was to turn teenagers into physically dominant men, developing their strength, power, speed and most importantly, their resistance to injury.

In 2018, Lachlan’s success afforded him the opportunity to shift codes, having been offered the role of High Performance Manager for the NRL’s Parramatta Eels.

In as little as one rebuild season, he had taken the wooden spooners of 2018 to the finals in 2019, where they inflicted the greatest defeat of the Brisbane Broncos in NRL history. By 2019, it was time for Lachlan to go ‘all-in’ on his other baby, Athletes Authority.

Now, Lachlan leads the performance program, designing the programs for all the athletes here. He works closely with the sports medicine team, just like he did in pro sport, to help athletes achieve more and reach new heights with their athletic careers.

Karl Goodman

FOUNDER & DIRECTOR OF BUSINESS DEVELOPMENT

Karl began his career in coaching as a Personal Trainer back in 2007. After competing for NSW as a Baseballer, and then competing at an elite standard as a cyclist throughout university,  Karl received the opportunity to work with Gordon Rugby in the Shute Shield competition. From there, he found a way to marry his passion in sports and competition with coaching; selling his investment property to start Athletes Authority in early 2016.

Starting from humble beginnings, the facility vision was taken to another level when Lachlan and Karl partnered up in 2017 and Athletes Authority was incorporated. It was no longer just a gym training athletes; Athletes Authority was committed to becoming a brand athletes worldwide could rely on for quality coaching, advice and service.