In this deeply personal tribute episode of Business Coaching Secrets, Karl Bryan and Rode Dog reflect on the legacy and lessons of Adrian Ulsh, Karl's business partner and "big brother" of 17 years, who recently passed away. They discuss the principles, temperament, and business philosophies that defined Adrian's impact on their company, their clients, and the entire coaching industry. Karl shares invaluable insights into the operating system Adrian helped create, actionable strategies for growing and coaching small businesses, and practical approaches to prospecting and retention—all inspired by Adrian's stoic focus and unwavering dedication. Key Topics Covered The Legacy and Principles of Adrian Ulsh Karl Bryan shares heartfelt stories about Adrian Ulsh's influence, describing Adrian as the true "man, myth, legend" and the stabilizing force behind their partnership. Family first: Adrian's definition encompassed team members, clients, and the broader community. Wild loyalty, consistency, and frugality as core values that drove business and personal success. Building and Installing a Business Operating System The "Jumpstart 12" framework: Twelve core areas for incremental business improvement and profit acceleration. How small, strategic changes (2-5% gains in multiple areas) compound to produce powerful growth. The importance of standards over goals and repeating proven stories for impact. Real-World Example: Coaching a Landscaping Business Step-by-step, Karl details how Adrian would apply the Jumpstart 12: controlling costs, defining a market-dominating position, bundling services, creating compelling offers, joint ventures, upselling, and cross-selling. Emphasis on practical, low-friction implementation—no magic pills, expensive hires, or complicated training. The Magic of Incremental and Compounding Growth Why professionals focus on what could go wrong, systematize improvements, and avoid "hopium." Operating by numbers: using math and real metrics, not emotions or wishful thinking, to guide decisions. Client Prospecting and Scripting Mastery Adrian's approach to outreach: short, personalized, authority-driven messages sent consistently. Leveraging connections (Chamber, BNI, local hangouts), offering value, and asking for opinions to initiate real conversations. The importance of sending multiple messages daily, not expecting instant results, and using results—not emotions—as a barometer. Notable Quotes "He didn't have goals. He had standards. Create standards for yourself." — Karl Bryan "You want to build a great company, you want to build a great product—consistency and focus over talent all day long and twice on Sunday." — Karl Bryan "Don't get too up. Don't get too down… Warren Buffett doesn't walk into a boardroom all hopped up on hopium." — Karl Bryan "Send it out 50 times a day. If you want results, don't just do it once." — Karl Bryan (on outreach) Actionable Takeaways Focus on Incremental Improvements: Apply the Jumpstart 12 framework and aim for small (2-5%) gains across multiple business areas to produce exponential results. Systematize Everything: Build clear standards, document your operating process, and repeat proven stories and tactics for better client outcomes. Be Relentlessly Consistent: Don't chase perfection or get lost behind the screen—take steady, focused action daily on outreach and client delivery. Eliminate Distractions: Legendary business success comes from eliminating everything except your one core focus—whether it's live events, lead generation, or client retention. Outreach with Authority and Value: Use short, confident messages that reference known connections or groups. Focus on ideas and feedback to open doors. Let Results Be the Guide: Track progress by cash in the bank, referrals, and new clients—not emotions or subjective feedback. Serve the Fat Middle: Target the mass market of SMB "newbies," not just the 4% of $1M+ businesses, for scalable growth and reduced risk. Resources Mentioned Profit Acceleration Software™ (by Karl Bryan): Core tool to implement the Jumpstart 12 and Deep Dive 40 operating systems, delivering instant value to small business clients. Focus.com: Business coaching platform and software hub. Networking Groups: BNI, local Chambers of Commerce, Yacht Club, Golf Club—where coaches can build authority and prospect for clients. Group Coaching Software: For scaling to more clients with higher efficiency. Six Figure Coach Magazine: Free coaching industry resource: Get it here If you enjoyed the episode, subscribe, share with fellow coaches, and rate the show! Join our thriving community and level up your coaching business at Focused.com. Ready to implement these strategies? Karl Bryan helps business coaches get clients, period. His software and frameworks show you exactly how to accelerate profits for any small business owner—no guesswork, just math and proven process. Visit Focused.com and start building your dream coaching practice today. Rest in peace, Adrian Ulsh. Your legacy continues through every coach and business owner touched by your example.