BCS 296 - Interview Michael Clift - How He Signed 22 High-End Clients

In this episode, Karl Bryan sits down with longtime client and business coach Michael Clift. Michael shares the true story behind rapidly signing 22 high-end coaching clients in a year, the strategies that really work for growing a profitable coaching practice, and practical ways to retain clients over the long haul. He dives into his personal experiences on overcoming early business mistakes, leveraging technology and outsourcing to avoid burnout, and the importance of serving before selling. Whether you’re a new or seasoned coach, this honest conversation provides hands-on tactics, mindset shifts, and proven methods for winning, keeping, and scaling a highly-profitable client roster. Key Topics Covered How to Rapidly Grow a Coaching Client Base Michael reveals the power of persistent networking, building up a referral pipeline, and using targeted content on social media to stay visible and top of mind for potential clients. He emphasizes the importance of being seen in relevant business groups like BNI, chambers of commerce, and behind-the-scenes organizations for business owners. Understanding the Sales Cycle High-ticket clients can sign up within a week or after nearly two years of nurturing. Consistent follow-up is crucial. Building Trust and Communicating Value Using Profit Acceleration Software (developed by Karl Bryan) live with prospects to demonstrate value instantly, making the buying decision real and tangible. Michael offers a conditional 10x ROI guarantee to overcome objections and build trust. The Tiered Pricing Model Inspired by Karl’s advice, Michael starts new clients at lower rates ($500/month) and incrementally increases to his main fee ($2,500/month) as value is delivered and results manifest. Scaling Without Burnout Efficient systems are key: Michael uses Fathom AI to instantly generate meeting notes and action steps, freeing up mental bandwidth and reducing prep time. He delegates admin and employs an executive assistant to manage his calendar and emails, saving roughly 15 hours weekly. Outsourcing marketing, IT, and content allows focus to remain on client delivery. Long-Term Client Retention Secrets Only working with hungry, growth-minded clients willing to be accountable. Clear, structured onboarding—including transparent values, expectations, and even firing protocols if commitments aren’t met. Maintaining tough accountability to get real results, boosting both client loyalty and cash flow. Lessons from Mistakes Early on, Michael wasted months perfecting programs and marketing funnels, instead of talking to real prospects. His advice: skip the busy-work, get out from behind the screen, and relentlessly help people first. What Michael Would Do Starting Over in 90 Days Target one ideal client with one clear solution and one crisp outcome. Immerse in networking, offer short problem-solving calls, and focus immediately on providing value, not perfecting behind-the-scenes assets. Stop spending excessive time talking to other coaches—focus on serving prospects and building real-world trust. Serve Before You Sell Michael regularly offers 15-minute calls to help prospects with immediate challenges (like pricing, cash flow, or sales conversion strategies) without obligation. This builds authority, case studies, and word of mouth. Live Events to Accelerate Growth Hosting group workshops and putting prospects “in the play” as real case studies dramatically increases conversions and creates referral opportunities. Notable Quotes “The gold is in the follow-up… not everyone’s going to sign up straight away.” “I run with a 10x ROI guarantee: If I don’t generate 10 times what you pay me, I’ll work for free—conditional on you showing up and doing the work.” “Start small; tier them up. That’s the cheapest way I’ve found to buy myself a client.” “You don’t have a client or money problem, you have a refusal to help people before they pay you problem.” Actionable Takeaways Network Relentlessly: Attend business events and always add people to your contact and social media lists. Nurture Relationships over Time: Organic content and personalized follow-up keep you top of mind. Leverage Technology: AI tools and executive assistants help you scale further without sacrificing client attention. Set Crystal-Clear Expectations: Structure your onboarding, set boundaries, and ensure accountability on both sides. Serve First: Offer genuine help before expecting payment. Trust and respect are built by focusing on delivering value. Launch Quickly, Adapt As You Go: Test offers fast, gather feedback, and tweak, rather than waiting for perfection. Resources Mentioned: Profit Acceleration Software (by Karl Bryan) Fathom AI for AI-driven session notes Networking groups: BNI, local chambers of commerce If you enjoyed the episode, please subscribe, share with a fellow coach, and leave a review. See you next week on ...