Closing Over $150K In Contracts With ONE Workshop

Kirk:
Hey buddy.

Karan:
My man. How you doing?

Kirk:
I'm great. I just closed another 30k.

Karan:
All right, we'll just, we'll just end this right here. Tell me more about this.

Kirk:
So when I first started in August, he was one of my first clients and he was, hes honestly tough to get ahold of. So his first month, like he paid in full. And that was back when I was just like, hey, its ten k for my four month program and if you pay in full, its 8500. And like, hey, hes like, okay, cool. Im like, okay, great. Yeah. Well, after the first month, you know, I didn't hear from him for like three or four weeks and I was texting him religiously like usual and just doing my due diligence. And after two months, yeah, two months of not hearing from him, I was just like, look, hey man, I know we're going into the holidays like it was towards November. We're going into the holidays right now. I want you to be able to focus on your family. Like you paid for four months. We did work that first month. Um, let's put a pause on it for now. Let's get back together in January and start like we would have second month and, you know, how's that sound? He was like, sounds great, man. I appreciate it.

Karan:
It's been crazy. I'm like, yeah, that's fine. So we've been working, he's increased his revenue. He was averaging about five or six k a day and he's averaging eight to ten k now. And so I was able to just anchor that like, hey, you know, since we've been working together, you've averaged three k a day extra, not a month. A day. You know, doesn't it make sense to continue investing in yourself and your practice for 2500 a month? He was like, yeah, sounds great.

Karan:
Yeah, but what type of people do you work with? What are the problems that you solve and what do you offer?

Kirk:
Sure. So I work with dentists that, you know, have a practice that own a practice that really are trying to figure out things because they've spent half a million dollars learning the clinical side and now I'm pairing the business side because they, like, that's what every single one of them is like. I don't know anything about business. I'm just throwing spaghetti noodles at a wall and hoping it sticks. And some of them figure it out, but most of them don't. And they don't know why things are going on in their business the way they are. So I'm trying to highlight those things and put systems in place that really allow them to hit their goals easier and front load that process so that way on the backend, they can get to the actual vision of what they want to do. With their personal life, which is their why. So that's what we were doing today, was nailing down a client's why. Like, she was like, I want my dentistry to be my hobby. I'm like, okay, well, why? Well, because when I do have kids, I want to be able to spend time with them.

Kirk:
Okay. Why? So you want more time with your family, but in order to do that, you need to have a decent income. And so let's maximize. Let's break stuff. Let's make imperfect actions or take imperfect actions, and then we can optimize and make things super efficient. But I'm selling time freedom. That's what all these. These doctors really want, is time freedom. And ultimately, their teams want the same thing. They just don't know it yet, because they don't know what that looks like. Because the conventional way of doing dentistry is working four to five days a week and just putting something on the schedule and then working what's on the schedule. So I'm coming in with a very non traditional way of, like, look, you can create a seven figure practice only working three days a week where it doesn't feel crazy. And, sure, like, there are struggles. Everybody has struggles. We have struggles. But it's a much different struggle than having team drama, than having a hygienist that doesn't want to actually present the treatment that is there. Assistant that never sets up the room properly, a front desk that never schedules efficiently. Um, because they don't want to learn.

Kirk:
Well, I would argue that there are no bad teams, just bad leaders. So I help them create a better leader in them, so that way, they can create time freedom and ultimately create the lifestyle practice that fits what they want, whether that's working five days a week or two days a week.

Karan:
That's incredible, man. And how long have you been in business?

Kirk:
Eight months.

Karan:
Eight months? Dude, you're crushing it. Are you kidding me?

Kirk:
Well, August. August, I think. Yeah. Yeah.

Karan:
So, I mean, since our good buddy doctor Avi introduced us, you've been. You've been one of my favorite people. Just good energy, good perspective. You're a fast decision maker, which I love, and not everyone is.

Karan:
And you've invested in multiple programs, not just mine, but I know you're investing in other programs. You're trying to get better. You're trying to learn more. It's incredible. Prior to us meeting, what were you doing to grow your business? What was really dialed in, what was working, and what was maybe not so clear and maybe not working as well as you had hoped.

Kirk:
So I knew how to build a solid foundation, but not really how to have a better lead nurture to get people to calls so I could close them. I think that was probably the disconnect there, because I could get people, you know, messaging me. I could get people, like, in the DM's, but I could. It was a lot more difficult to get them from the DM's to, in a very simple way, anyway, to an actual call. Um, and so I think, really, what has been the biggest revelation, which, even now that I have a team helping me with the messaging, is having that very simple, straight to the point, but next step structure of, okay, here's where we want to lead this person. Here's where we want to lead this person. Here's where we want to lead this person to eventually highlighting where their pitfalls are and showing them that we can help them avoid that and getting them to a curiosity call, which I like, that word, versus a discovery call. Everybody knows what a discovery call is. Everybody knows that we're selling to them. So to be able to have a simple, you know, message of, hey, here's what I'm thinking.

Kirk:
Let's hop on a 15 minutes call to where we can look at your flow, look at your systems, and get a game plan that works for you. How's that sound? Super chill, straight to the point. But it gets the point across. Like, hey, I just want to help you. You give them some information. You let them see that, like, what you do works, and then, like, man, I want more. Like, they want more. So it's easy to close. I honestly. I know you don't like this, but I close on the 15 minutes every time.

Karan:
Yeah. You're not my only client who loves closing on the 15 minutes call. Yes. I like creating a little bit of tension, a little bit of space, and again, you know, whatever works for you. Awesome. But, dude, that's incredible, man. And it doesn't have to be complicated. Sometimes the more complex the system, the more variety there is of error, the more complexity, the more moving pieces. Moving parts. It's brutal.

Karan:
So, I do seek to create things, whether it's programs or trainings or just in my conversations, I like to speak in simplicity. And sometimes people question the simplicity as some of the things that I offer or that I recommend. But people like you always prove me right. So I appreciate that. I'd love to talk to you about this workshop that you did, because you recently did a workshop which I like to call winning workshops, but I was. I was kind of worried about you. I was. And I'll tell you why. And I didn't tell you this. I was like, man, I've told Kirk this workshop idea for, like, a month. I haven't seen anything about it publicly. He's telling me he's working on it, but I don't see anything that would show me otherwise. I don't see IG story, a Facebook post. He hasn't shared any updates with me. Is this workshop even happening? He's telling me it's happening, but I haven't seen it. Walk me through the workshop in terms of, like, the inception, like, your ideation of it, what happened? The follow through and the results. So inception, follow through, results, sure.

Kirk:
So I. I kept going down this road of, this is what I'm trying to do. And of course, like, I kept kicking the can down the road, but to do things in the background.

Kirk:
I had to set a date. Like, I. That's why I set a date. And I publicly announced setting that date, but a lot of it was in the. Inception was polling my audience because I wanted to see what they truly wanted, not something that I'm just thinking that is important to them. That is really not important at all. So a lot of the waiting was trying to figure out what they really wanted and making sure that that is what they wanted. So that's what took about a good month, because in my stories, like, I was constantly pulling them in different ways to see what the engagement was then building the ten day plan of content like you have, which was so simple, like, so easy to plan it out that way, and then just putting the PowerPoint together and then obviously the follow up like we were talking about. So my goal was to have 25 doctors on the workshop. I had 28 actually register for it.

Karan:
And just to be clear, this was a free workshop, right? This wasn't a paid workshop.

Kirk:
Yeah, it was just free. It was complimentary, not free. It was complimentary. So, yeah, so it was a complimentary workshop that I just wanted to help docs and. And really be able to give them so much value that they were guilty not paying me for it. I am. I love being generous. I love being generous with my time and my resources and my knowledge, but I know they won't implement it, so without me, so I will give it to them for free. And I did. I worked very hard on going through it and, like, okay, yeah, that didn't work. Going through it again. Okay, yeah, that didn't work. The night before the workshop, I knew what was on the line? And I went through it and I recorded it and I told my wife. She was asleep. She was half asleep. She had no clue. But I was like, if it goes like that just did, tomorrow I'm going to be fine. I will feel proud of myself. I'm like, okay, great. So morning comes workshop. One person is in the waiting room. I'm like, oh, no, oh, no, it's time. And there’s one person.

Kirk:
Here we go. So I let them in. Of course, I did the, hey, we're going to wait five minutes, see how people come in. I think maybe two or three more people trickled in in those five minutes. And, uh, three more people trickled in like maybe ten or 15 minutes later. I let them in while I was still going. There was honestly not, there's one person communicating in the chat, what? The whole time? And I was like, oh, man. And that's tough. As, like, coming from the music industry and a performer. Like, I love instant feedback. So to be able to look at a screen and not tell if anybody's even listening is so hard. But I just kept the course. I'm going to keep going, I'm going to push through even as defeating as it felt. And I got to the close, nobody did anything. I was like, okay, great. You know, five of the six fell off, right? As soon as I got to the close, I knew that was going to happen. One person actually stuck it out through the end. I had a good Q and A at the end with that one person and at the end I was like, okay, you know, and I gave him a complimentary coaching call.

Kirk:
So I sent out the emails on the back end and like, we were discussing, like, not doing a 14 day but doing an everyday follow up for the next seven days. So on the back end, I had a few emails already scheduled, but then I went in and built out that everyday follow up and me and my messenger were messaging all of them, following up every single day, like, hey, did you register for your complimentary coaching call? Like, let's do that. We scheduled seven coaching calls from that and I have closed. We've had four so far and I've closed three of them.

Karan:
Four of the three calls? Yeah, three of the four calls.

Kirk:
Three of the four calls. And one was one that I didn't want to work with. So it wasn't like me. Like, it was just, I didn't want to work with that person because I didn't think it was going to be.

Karan:
A good fit at an average close price of you close three. Yeah, I'm not really that good at math, but that sounds pretty good to me.

Kirk:
90,000? Yeah, it's not bad, dude.

Karan:
Incredible is, um. And then here's the thing. You still have more people to follow up with.

Kirk:
Yep. I have a call this afternoon and three calls next week.

Karan:
Incredible. Optimistically, if next week goes like this week, it could have been 180K workshop. Fingers crossed that it is. That would be incredible. And this is your first workshop using these frameworks, let alone the one you'll do hopefully this month or next month or even six months down the road. Now you've got the system, you know that it's not about, and I hope I made this clear in the training, it's not about who shows up on the call, it's about the people who register.

Kirk:
Yeah.

Karan:
And then what you do with the people that register, aka follow up.

Kirk:
Yep.

Karan:
And most people just get defeated when they see one person in the waiting room. I've done webinars or trainings or workshops, as I call them, because they're not webinars. I've done trainings with one person who closed on the call on the webinar, and then I follow up with people that registered and I get more people who close. So it's never been about, but when I was starting out, I was basing my self worth on who was showing up. What was the call to action? Is the chat busy or not? Like, I was looking at some of those metrics that excite us in the moment. But I also have to understand that the busiest people are the people that I want to work with. They might not have time to jump on a 1 hour workshop. They might have just signed up just to catch the replay that they'll watch in their own time. And when they're ready, if you've nurtured them enough, it's going to result in at least a conversation. And if you can get the conversation, that's the real prize. Anything greater than the conversation, congrats. You did it and you converted a client.

Karan:
Super happy for you, man. You've been, you. You put in the work and the results are showing.

Kirk:
Thanks, man. Yeah, it's been fun.

Karan:
So if someone is watching this video right now and they're like, man, I'm a dentist who I'd like to have a seven figure practice and only work two or three days a week, how do they get in touch with you?

Kirk:
Yeah, Instagram is the easiest. I mean, you can email me, do all the stuff, but Instagram is the easiest. @kirkteachout because that's where I am. That's where I live. I breathe. I double down on Instagram. So that's what I like.

Karan:
I've been asked if teach out is your real last name. People have asked me, and I said, I don't know.

Kirk:
Really?

Karan:
Yeah.

Kirk:
Wow. I don't know.

Karan:
It's. It's a cool. It's a different. It's a very unique last name. Teach out.

Kirk:
It is. You should Google Edward teach.

Karan:
Okay. I'll take care of that today.

Kirk:
Yeah.

Karan:
Well, dude, congrats again, man. Appreciate you coming on for a couple minutes and just sharing that when you're gonna hopefully keep getting wins. So please keep me updated and always in your corner, man.

Kirk:
I appreciate it, man.