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KARL GOODMAN

FOUNDER ATHLETES AUTHORITY

BUSINESS STRATEGIST

MARKETER

NEWSLETTER PUBLISHER

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

The Power Of Prescription

A couple of weeks ago, my wife was sick as a dog.

She woke up saying that it felt like Metallica was inside her head playing Master of Puppets on max volume.

She was running a serious fever even though she couldn’t get warm. Despite wearing PJs and a dressing gown, and covered in two blankets with the AC cranking…

It sounded like she was tap dancing with her teeth.

Every time she swallow, she’d cry out in agony. Razor blades were dicing up her throat.

“I need to get to a doctor,” she said.

She called ahead and booked the first available appointment.

Later that morning, we finally made it into the Doctor’s office.

He sat my wife down and started asking clarifying questions:

“When did you start feeling like this?”
“Are you noticing any other symptoms?”
“Have you felt like this before?”

After getting a subjective appraisal, he checked her vitals.

Breathing. Blood Pressure. Heart Rate.

Assessment by assessment, he collected the data he needed to diagnose the problem.

Thankfully for me (my wife is the MVP at home), it was just a really bad case of the flu.

After telling us we had nothing to worry about, he wrote her a script… more for relief than anything else.

He explained what she needed to take when she needed to take it, and in what dosage. He outlined what to expect, how long she was likely to be out of action, and when she was going to start feeling better.

After leaving the Medical Centre and paying $70 for a 10-minute appointment, we went straight to the pharmacy.

We bought whatever the Doc ordered us to without second-guessing the bill.

At that point, my wife was in such a state she was willing to do anything for some relief.

The whole experience reminded me of something we do at AA, that goes against the grain of common practice…

It’s how we sell without ever needing to sell.

Here’s what I mean.

If you were in my wife’s situation, what’s the likelihood that at any point in time, you would have felt like you were being sold to?

Chances are, it would never even cross your mind.

Despite paying the Doc and paying the Pharmacist, you would have probably parted with your hard-earned without a second thought.

Why is that, do you think?

I like to think of it as ‘Prescriptive Selling.’

Think of it this way.

The moment my wife walked into the Doc’s office, she yielded to his authority.

He was the ‘expert.’

In a way, she was telling the Doc, “tell me what’s wrong, and tell me what to do about it.” Even though she didn’t use those words… it was implied.

She had given Doc free reign to do his thing and give her the answers.

Whether you realise this or not, your prospects invite you to do the same thing with them.

When they come to you with a problem, they’re inviting you to be the expert, telling them exactly what’s wrong, and what to do about it.

The only difference is you more than likely don’t think of it this way.

And unless you already do this, failing to prescribe is a sure-fire way of leaving money on the table.

And it’s so easy to fix, too.

All you have to do is act as a doctor would…

Listen first.
Diagnose second.
Prescribe third.

Then incite action. 

As long as you don’t mess these steps up, the quality of your conversations will improve… guaranteed.

Try it, and let me know how you go.


– 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.