Title: Build Smarter in 2026: The Business Breakthrough Workshop
In 90 minutes, you’ll diagnose the real bottleneck in your education business and leave with a
focused action plan – so you can power up your business plan for clarity, alignment and growth
in 2026.
DATE: December 2nd, 2025
Script Outline
Pre-Webinar (5 minutes before start)
Slide 1: Countdown to start of workshop
● Workshop Title “Build Smarter in 2026: The Business Breakthrough Workshop”
Script:
Alright, we are officially live! Welcome, welcome, welcome to the Build Smarter in 2026
Business Breakthrough Workshop.
I’m Sunny Lenarduzzi, founder of Authority.io, and of course we may be pretty familiar with each
other but I’m so excited to dive deeper in this next 90 minutes
Opening/House Keeping (0-5 minutes)
Welcome & Opening
Slide 2: Take a Breath
Script:
{REPEAT}
Alright, we are officially live! Welcome, welcome, welcome to the Build Smarter in 2026
Business Breakthrough Workshop.
I’m Sunny Lenarduzzi, founder of Authority.io, and of course we may be pretty familiar
with each other but I’m so excited to dive deeper in this next 90 minutes
“Before we dive in, I want to take a moment to help you shift gears — from whatever you were
juggling today… into the kind of presence that actually allows you to receive what you’re here
for.
So if you’re comfortable, go ahead and close your eyes.
Imagine you’ve just arrived at the base of a mountain. You’ve made it through the noise and
motion of everyday life, and now you’re standing at the trailhead — where everything gets
quieter, clearer, more grounded.
We’re going to take two intentional breaths together.
Inhale through your nose for a count of 4…
Hold at the top…
And then a slow, long exhale through your mouth for a count of 8 — like you’re releasing the
weight you’ve been carrying up and out of your body.
Again — breathing in for 4…
Holding…
And breathing out for 8… letting your shoulders drop, letting your nervous system settle, like
the dust that drifts down when the wind finally calms on a mountain ridge.
Here’s why we do this.
These longer exhales activate the parasympathetic nervous system — the part of your body
responsible for safety, clarity, and receptivity. When that system switches on, your brain literally
opens the doors for focus, learning, and insight.
So this is your moment to arrive.
To set down whatever you’ve been climbing through today.
And to step into this workshop clear, grounded, and ready for the next trail ahead.”
Slide 3: Welcome
● Welcome (Yes, We Can See You
Script:
Now, here’s what makes today different: We’re doing something brand new. This isn’t a typical
workshop where you sit back and watch. This is a live, interactive workshop. So turn your
cameras on, grab yourself a tea or coffee and get ready to actively participate. We’re going to
be working together in real-time to remove your business bottlenecks so you can head into 2026
with clarity, priorities and focus. Sound good?
Slide 4: Opening Question
● “If you’re sitting here on December 2nd, 2026, what are 3 things you want to be different
in your business that aren’t currently happening today?”
Imagine you’ve just arrived at the base of a mountain. You’ve made it through the noise and
motion of everyday life, and now you’re standing at the trailhead — where everything gets
quieter, clearer, more grounded.
We’re going to take two intentional breaths together.
Inhale through your nose for a count of 4…
Hold at the top…
And then a slow, long exhale through your mouth for a count of 8 — like you’re releasing the
weight you’ve been carrying up and out of your body.
Again — breathing in for 4…
Holding…
And breathing out for 8… letting your shoulders drop, letting your nervous system settle, like
the dust that drifts down when the wind finally calms on a mountain ridge.
Here’s why we do this.
These longer exhales activate the parasympathetic nervous system — the part of your body
responsible for safety, clarity, and receptivity. When that system switches on, your brain literally
opens the doors for focus, learning, and insight.
So this is your moment to arrive.
To set down whatever you’ve been climbing through today.
And to step into this workshop clear, grounded, and ready for the next trail ahead.”
Slide 3: Welcome
● Welcome (Yes, We Can See You
Script:
Now, here’s what makes today different: We’re doing something brand new. This isn’t a typical
workshop where you sit back and watch. This is a live, interactive workshop. So turn your
cameras on, grab yourself a tea or coffee and get ready to actively participate. We’re going to
be working together in real-time to remove your business bottlenecks so you can head into 2026
with clarity, priorities and focus. Sound good?
Slide 4: Opening Question
● “If you’re sitting here on December 2nd, 2026, what are 3 things you want to be different
in your business that aren’t currently happening today?”
Script:
Ok – now, I want you to imagine it is 12 months from now. It’s December 2026 and I want you to
answer this question – “What is the single biggest business goal that you will hit by the end of
2026 that changes everything for you?
For example – $100,000 in profit, 40 new ideal clients enrolled in your program, working only 4
days a week, hiring a coach to support inside your community.
Slide 5: Ground Them In Hope
● What are the top 3 things that are standing in your way to get there?
Script:
Now, what are the top 3 things that are standing in your way to get there? Really think about it
and take a moment to put them in the chat or even feel free to come off mute and say them out
loud.
I want you to keep those answers you just shared in the chat top of mind. Because by the time
we wrap up today, you’re going to have a much clearer understanding of how to overcome
those obstacles, what the real problems are and a focused plan to attack reach your goal in the
next 12 months.
Quick housekeeping before we dive in – this is going to be 90 minutes that could genuinely
change the trajectory of your business. Here’s what I need from you….
Slide 6: (Housekeeping checklist)
● (Workbook icon with checkmark) – Have workbook ready to go
● (Distraction-free icon) – Turn off distractions
● (Writing implement icon) – Grab something to write with
● (Q&A icon) – We’ll have Q&A and live coaching at the end
Script:
First, make sure you have that workbook open and ready. We’re going to be filling it out
together. The link for it is being dropped in the chat now.
Second, I need you to turn off distractions. Close those other tabs. Put your phone on do not
disturb. This only works if you’re fully present.
Ok – now, I want you to imagine it is 12 months from now. It’s December 2026 and I want you to
answer this question – “What is the single biggest business goal that you will hit by the end of
2026 that changes everything for you?
For example – $100,000 in profit, 40 new ideal clients enrolled in your program, working only 4
days a week, hiring a coach to support inside your community.
Slide 5: Ground Them In Hope
● What are the top 3 things that are standing in your way to get there?
Script:
Now, what are the top 3 things that are standing in your way to get there? Really think about it
and take a moment to put them in the chat or even feel free to come off mute and say them out
loud.
I want you to keep those answers you just shared in the chat top of mind. Because by the time
we wrap up today, you’re going to have a much clearer understanding of how to overcome
those obstacles, what the real problems are and a focused plan to attack reach your goal in the
next 12 months.
Quick housekeeping before we dive in – this is going to be 90 minutes that could genuinely
change the trajectory of your business. Here’s what I need from you….
Slide 6: (Housekeeping checklist)
● (Workbook icon with checkmark) – Have workbook ready to go
● (Distraction-free icon) – Turn off distractions
● (Writing implement icon) – Grab something to write with
● (Q&A icon) – We’ll have Q&A and live coaching at the end
Script:
First, make sure you have that workbook open and ready. We’re going to be filling it out
together. The link for it is being dropped in the chat now.
Second, I need you to turn off distractions. Close those other tabs. Put your phone on do not
disturb. This only works if you’re fully present.
Third, grab something to write with – whether that’s digital or pen and paper, doesn’t matter. Just
make sure you can take notes quickly.
And fourth, we’re going to have Q&A and live coaching at the very end, so if questions come up
during the workshop, jot them down and we’ll tackle them together.
Sounds good? Awesome.
Slide 7: (Credibility Slide)
● Photo of Sunny, Sunny with family and Sunny with the whole team
● Key stats: “$211M+ in combined client revenue”
● Logos/icons representing “4000+ experts served”
● Personal tagline: “Build a peaceful, purposeful, and profitable Business”
Script:
So a little background context on me and what brings us here today.
Over the past 7 years, we’ve helped thousands of experts turn their knowledge into scalable
businesses. Our clients have generated over $211 million in combined revenue. But here’s what
actually matters for you today: I’ve lived this.
I’ve gone from being a completely burnt-out business owner – barely scraping by, working
around the clock, feeling like I was drowning – to building a business that fully aligns with the life
I actually want to live. As a mom, as a wife, as a daughter, as a friend, as a teammate, as a
human being. And that is always our north star and goal for all of you.
And as most of you have seen over these last couple of months, I have made some big and
tough decisions to create something stronger, more powerful and even more effective in terms
of supporting and serving you in achieving your goals. I will be completely honest with you, it
has been an incredibly challenging season but I’ve always committed to evolving when
necessary and it was time for an evolution.
Slide 8: “The BIG lesson…”
● Photos of Sunny working with clients at Elevate Events
Script:
Because at this point – we’ve had the privilege of working with thousands of business owners
over the years — across every niche you could imagine. My team and I have been in the
make sure you can take notes quickly.
And fourth, we’re going to have Q&A and live coaching at the very end, so if questions come up
during the workshop, jot them down and we’ll tackle them together.
Sounds good? Awesome.
Slide 7: (Credibility Slide)
● Photo of Sunny, Sunny with family and Sunny with the whole team
● Key stats: “$211M+ in combined client revenue”
● Logos/icons representing “4000+ experts served”
● Personal tagline: “Build a peaceful, purposeful, and profitable Business”
Script:
So a little background context on me and what brings us here today.
Over the past 7 years, we’ve helped thousands of experts turn their knowledge into scalable
businesses. Our clients have generated over $211 million in combined revenue. But here’s what
actually matters for you today: I’ve lived this.
I’ve gone from being a completely burnt-out business owner – barely scraping by, working
around the clock, feeling like I was drowning – to building a business that fully aligns with the life
I actually want to live. As a mom, as a wife, as a daughter, as a friend, as a teammate, as a
human being. And that is always our north star and goal for all of you.
And as most of you have seen over these last couple of months, I have made some big and
tough decisions to create something stronger, more powerful and even more effective in terms
of supporting and serving you in achieving your goals. I will be completely honest with you, it
has been an incredibly challenging season but I’ve always committed to evolving when
necessary and it was time for an evolution.
Slide 8: “The BIG lesson…”
● Photos of Sunny working with clients at Elevate Events
Script:
Because at this point – we’ve had the privilege of working with thousands of business owners
over the years — across every niche you could imagine. My team and I have been in the
trenches with real founders, seeing people go from no audience and no business… to multi-
million-dollar companies and becoming the go-to authority in their space. We’ve also witnessed
the other side: incredibly talented people build something beautiful, only to sabotage their own
success and burn it down just as quickly.
And here’s what that volume of experience has taught us:
There are no new business problems.
In the healthiest companies, the challenges — and the solutions — are repeatable. They show
up in patterns. They come back to the same 7 crucial elements every single time.
So today isn’t about my story. You’ve heard enough of that.
Today is about taking nearly a decade of hands-on work with online education business owners
and helping you identify your next right move. The thing that will actually move the needle —
without the noise, without the guessing, and without burning yourself out in the process.
Slide 9: (Workshop Promise)
● “In the next 90 minutes, you will:”
● Bullet 1: “Diagnose your real bottleneck”
● Bullet 2: “Stop the feast-or-famine cycle”
● Bullet 3: “Get a focused action plan”
● Visual: Path from chaos to clarity
Script:
Here’s exactly what we’re doing today: In the next 90 minutes, you’re going to diagnose the real
bottleneck that’s stopping your business from being sustainable and consistent right now.
If you’re experiencing feast-or-famine in your business – where revenue feels inconsistent,
where you feel like you’re throwing spaghetti at the wall without knowing what to focus on –
we’re going to solve that today.
Our goal isn’t to work harder. It’s to work smarter. And we’re going to game plan exactly how to
do that.
Slide 10: (Base Camp Teaser)
● “Base Camp” logo/branding
● Text: “Opening doors this week”
● Visual: Mountain base camp concept
● Subtext: “More on this later…”
million-dollar companies and becoming the go-to authority in their space. We’ve also witnessed
the other side: incredibly talented people build something beautiful, only to sabotage their own
success and burn it down just as quickly.
And here’s what that volume of experience has taught us:
There are no new business problems.
In the healthiest companies, the challenges — and the solutions — are repeatable. They show
up in patterns. They come back to the same 7 crucial elements every single time.
So today isn’t about my story. You’ve heard enough of that.
Today is about taking nearly a decade of hands-on work with online education business owners
and helping you identify your next right move. The thing that will actually move the needle —
without the noise, without the guessing, and without burning yourself out in the process.
Slide 9: (Workshop Promise)
● “In the next 90 minutes, you will:”
● Bullet 1: “Diagnose your real bottleneck”
● Bullet 2: “Stop the feast-or-famine cycle”
● Bullet 3: “Get a focused action plan”
● Visual: Path from chaos to clarity
Script:
Here’s exactly what we’re doing today: In the next 90 minutes, you’re going to diagnose the real
bottleneck that’s stopping your business from being sustainable and consistent right now.
If you’re experiencing feast-or-famine in your business – where revenue feels inconsistent,
where you feel like you’re throwing spaghetti at the wall without knowing what to focus on –
we’re going to solve that today.
Our goal isn’t to work harder. It’s to work smarter. And we’re going to game plan exactly how to
do that.
Slide 10: (Base Camp Teaser)
● “Base Camp” logo/branding
● Text: “Opening doors this week”
● Visual: Mountain base camp concept
● Subtext: “More on this later…”
Script:
And… holy smokes, I’m so excited about this. For those of you who are tired of trying to fix all of
this on your own — who want ongoing support beyond today’s workshop — we’re officially
opening the doors to Base Camp this week.
NEXT SLIDE
Script:
It’s something truly special. It’s a completely new experience we’ve built from the ground up,
and it’s unlike anything we’ve ever created before. I’ll share more about it later in the workshop.
But for now, let’s stay fully here and focus on what you came for today.”
Training Groundwork (0-5 minutes)
Frame the Problem
Slide 12: (The non-negotiable)
● Question on screen: “What’s the #1 non-negotiable for long-term business success?”
Script:
Ok – we’re going to get started with a little POP quiz! Let’s make this fun. I want you to guess
something. In the chat, tell me – what do you think is the number one non-negotiable thing for
building a business that’s successful in the long run?
[Pause for chat responses]
Great answers! And you know what? A lot of you got it right. The answer is: a PROVEN offer.
That’s what we help you with when we teach the Profitable Offer Prototype – or POP method.
This is where everything starts. Because without a proven offer that gets results, nothing else
matters. You can’t market something that doesn’t work. You can’t scale something that doesn’t
deliver.
Slide 13: (Bold statement)
● Large text: “An Offer ≠ A Business”
Script:
And… holy smokes, I’m so excited about this. For those of you who are tired of trying to fix all of
this on your own — who want ongoing support beyond today’s workshop — we’re officially
opening the doors to Base Camp this week.
NEXT SLIDE
Script:
It’s something truly special. It’s a completely new experience we’ve built from the ground up,
and it’s unlike anything we’ve ever created before. I’ll share more about it later in the workshop.
But for now, let’s stay fully here and focus on what you came for today.”
Training Groundwork (0-5 minutes)
Frame the Problem
Slide 12: (The non-negotiable)
● Question on screen: “What’s the #1 non-negotiable for long-term business success?”
Script:
Ok – we’re going to get started with a little POP quiz! Let’s make this fun. I want you to guess
something. In the chat, tell me – what do you think is the number one non-negotiable thing for
building a business that’s successful in the long run?
[Pause for chat responses]
Great answers! And you know what? A lot of you got it right. The answer is: a PROVEN offer.
That’s what we help you with when we teach the Profitable Offer Prototype – or POP method.
This is where everything starts. Because without a proven offer that gets results, nothing else
matters. You can’t market something that doesn’t work. You can’t scale something that doesn’t
deliver.
Slide 13: (Bold statement)
● Large text: “An Offer ≠ A Business”
Script:
Okay, let me be really clear here – many of you here have done something that most business
owners only dream about. You’ve created an offer. Many of you have enrolled clients.
Generated revenue. Some of you have have been running your business for a while.
That is genuinely amazing. That takes guts, clarity, and action. But the cold, hard truth is this –
an OFFER is NOT a Business. Period.
Deliver the Solution
Slide 14: (The 8 Pillars)
● Visual: Mountain with 8 distinct sections/camps labeled:
○ OFFER
○ ICA (Ideal Client Avatar)
○ MESSAGING & MARKETING
○ LEADS
○ SALES
○ TEAM
○ OPS
○ FINANCE
● All interconnected and they should all look like they are holding up the base of the
mountain in one even line
Script:
Once you have a proven offer, here’s what most people don’t realize:
A business isn’t built on one thing. It’s built on seven interconnected pillars – all sitting on the
same bedrock, all affecting each other.
Your Offer.
Your Ideal Client Avatar.
Your Messaging & Marketing.
Your Lead Generation.
Your Sales Process.
Your Team.
Your Operations and Finances.
These aren’t separate mountains you climb one at a time.
They’re the infrastructure beneath your entire business — just like you can see in this visual.
Every pillar is connected through the same foundation.
And when one pillar weakens, it doesn’t stay isolated.
It creates a crack in the bedrock that impacts everything other pillar around it.
owners only dream about. You’ve created an offer. Many of you have enrolled clients.
Generated revenue. Some of you have have been running your business for a while.
That is genuinely amazing. That takes guts, clarity, and action. But the cold, hard truth is this –
an OFFER is NOT a Business. Period.
Deliver the Solution
Slide 14: (The 8 Pillars)
● Visual: Mountain with 8 distinct sections/camps labeled:
○ OFFER
○ ICA (Ideal Client Avatar)
○ MESSAGING & MARKETING
○ LEADS
○ SALES
○ TEAM
○ OPS
○ FINANCE
● All interconnected and they should all look like they are holding up the base of the
mountain in one even line
Script:
Once you have a proven offer, here’s what most people don’t realize:
A business isn’t built on one thing. It’s built on seven interconnected pillars – all sitting on the
same bedrock, all affecting each other.
Your Offer.
Your Ideal Client Avatar.
Your Messaging & Marketing.
Your Lead Generation.
Your Sales Process.
Your Team.
Your Operations and Finances.
These aren’t separate mountains you climb one at a time.
They’re the infrastructure beneath your entire business — just like you can see in this visual.
Every pillar is connected through the same foundation.
And when one pillar weakens, it doesn’t stay isolated.
It creates a crack in the bedrock that impacts everything other pillar around it.
Most business owners keep trying to fix the symptoms — but the real question is:
Which pillar is creating the bottleneck in your business right now?
That’s exactly why we’re doing something we’ve never done before.
We’re going to walk you through the Business Bottleneck Self-Assessment — step by step —
so you can get absolute clarity on which pillar is creating the most friction, and what your next
right move actually is.”
Cautionary Tale
Slide 15: (Cautionary tale)
● Text: “The $200K Launch That Led to Broke”
● Warning icon
● Subtext: “Real story. Real lessons.”
Script:
Before we get into the assessment, let me share a cautionary tale with you. And I’m not here to
shame anyone – but it’s important to understand that even when things are going incredibly well,
not focusing on a truly sustainable business structure will destroy everything you’ve built.
I had a client who did a $200,000 program launch. Incredible, right? They were on cloud nine.
This was it – they’d made it.
Six months later? They were broke.
NEXT SLIDE
What happened? Well, they thought the solution to growing was to focus on lead generation – so
they hired a social media agency to “do their Instagram.” They paid them $3,000 a month. For
six months. They spent the rest of the entire $200K on similar random things.
But here’s the problem: They weren’t generating any new leads. The agency was creating
beautiful content, sure, but it wasn’t connected to their actual business model and most
importantly, the messaging was way off so tt wasn’t converting into actual leads to fill their
pipeline.
NEXT SLIDE
They ran out of money because they focused on the wrong thing at the wrong time.
Which pillar is creating the bottleneck in your business right now?
That’s exactly why we’re doing something we’ve never done before.
We’re going to walk you through the Business Bottleneck Self-Assessment — step by step —
so you can get absolute clarity on which pillar is creating the most friction, and what your next
right move actually is.”
Cautionary Tale
Slide 15: (Cautionary tale)
● Text: “The $200K Launch That Led to Broke”
● Warning icon
● Subtext: “Real story. Real lessons.”
Script:
Before we get into the assessment, let me share a cautionary tale with you. And I’m not here to
shame anyone – but it’s important to understand that even when things are going incredibly well,
not focusing on a truly sustainable business structure will destroy everything you’ve built.
I had a client who did a $200,000 program launch. Incredible, right? They were on cloud nine.
This was it – they’d made it.
Six months later? They were broke.
NEXT SLIDE
What happened? Well, they thought the solution to growing was to focus on lead generation – so
they hired a social media agency to “do their Instagram.” They paid them $3,000 a month. For
six months. They spent the rest of the entire $200K on similar random things.
But here’s the problem: They weren’t generating any new leads. The agency was creating
beautiful content, sure, but it wasn’t connected to their actual business model and most
importantly, the messaging was way off so tt wasn’t converting into actual leads to fill their
pipeline.
NEXT SLIDE
They ran out of money because they focused on the wrong thing at the wrong time.
NEXT SLIDE
So, they knew their offer converted but their messaging was weak because they didn’t actually
pay close attention to who their true ideal client was and that led to a broken lead generation
system, no sales and the entire business crumbling.
NEXT SLIDE
So, I repeat – just because you have an offer that launched well or brings in some sales here
and there, does not mean you have the elements required for a strong business. Make sense?
Slide 20: (Common traps)
● “Being busy ≠ building a business”
● “Content everywhere, no leads”
● “Hiring before consistent revenue”
● “Adding offers instead of optimizing one”
● “Flying blind financially”
● “Constantly guessing”
● “Suffering from analysis paralysis & complete overwhelm at the same time”
Script:
And she’s not alone. These are the most common traps I see:
Being busy putting out the next biggest fire and the next and the next…
Creating endless content, but not really generating leads…
Hiring team members before hitting consistent revenue in your business…
Adding more offers instead of making sure your ONE is the best it can be…
Not really knowing your financial bottom line…
Constantly guessing what you should be working on next – instead of KNOWING…
And suffering from analysis paralysis and overwhelm at the same time…
Sound familiar?
Success Story
Slide 21: (Success story)
● Photo of Kirby
● Text: “$25K POP Launch $1M+ Business”→
● Tagline: “By staying focused”
So, they knew their offer converted but their messaging was weak because they didn’t actually
pay close attention to who their true ideal client was and that led to a broken lead generation
system, no sales and the entire business crumbling.
NEXT SLIDE
So, I repeat – just because you have an offer that launched well or brings in some sales here
and there, does not mean you have the elements required for a strong business. Make sense?
Slide 20: (Common traps)
● “Being busy ≠ building a business”
● “Content everywhere, no leads”
● “Hiring before consistent revenue”
● “Adding offers instead of optimizing one”
● “Flying blind financially”
● “Constantly guessing”
● “Suffering from analysis paralysis & complete overwhelm at the same time”
Script:
And she’s not alone. These are the most common traps I see:
Being busy putting out the next biggest fire and the next and the next…
Creating endless content, but not really generating leads…
Hiring team members before hitting consistent revenue in your business…
Adding more offers instead of making sure your ONE is the best it can be…
Not really knowing your financial bottom line…
Constantly guessing what you should be working on next – instead of KNOWING…
And suffering from analysis paralysis and overwhelm at the same time…
Sound familiar?
Success Story
Slide 21: (Success story)
● Photo of Kirby
● Text: “$25K POP Launch $1M+ Business”→
● Tagline: “By staying focused”
Script:
Now let me show you what happens when you DON’T fall into these traps.
This is Kirby. Kirby started with a $25,000 POP launch. Solid. But here’s what he did differently:
He committed to his process. He simplified his system. He stayed focused on what mattered
most in his business.
Since then, he’s raised his prices four times, his business has generated over $1 Million in
revenue, and he’s never had a refund request.
But here’s what I love most: He’s working fewer hours than he ever did before. He has time for
his growing family – they just welcomed their 4th child. His business is calm and sustainable. He
built something that actually works.
The difference? Kirby knew what to focus on and when to focus on it. And that’s exactly what
we’re going to figure out for you today.
Slide 17: (Bridge Slide)
● Open Your Workbook
Script:
So how do YOU know what to focus on? How do you stop guessing?
That’s what we’re about to do right now. We’re going to walk through your Business Bottleneck
Self-Assessment together. We’re going to score each of those 8 pillars. And the one with the
lowest score? That’s your bottleneck. That’s where you start.
Pull up that workbook. If you haven’t pulled it up yet, the link is in the chat. Everyone with me?
Good.
Let’s do this.
The Business Bottleneck Self-Assessment (30-40 minutes)
Assessment Walkthrough
Slide 23: (North Star)
● Text: “Where are you headed?”
Now let me show you what happens when you DON’T fall into these traps.
This is Kirby. Kirby started with a $25,000 POP launch. Solid. But here’s what he did differently:
He committed to his process. He simplified his system. He stayed focused on what mattered
most in his business.
Since then, he’s raised his prices four times, his business has generated over $1 Million in
revenue, and he’s never had a refund request.
But here’s what I love most: He’s working fewer hours than he ever did before. He has time for
his growing family – they just welcomed their 4th child. His business is calm and sustainable. He
built something that actually works.
The difference? Kirby knew what to focus on and when to focus on it. And that’s exactly what
we’re going to figure out for you today.
Slide 17: (Bridge Slide)
● Open Your Workbook
Script:
So how do YOU know what to focus on? How do you stop guessing?
That’s what we’re about to do right now. We’re going to walk through your Business Bottleneck
Self-Assessment together. We’re going to score each of those 8 pillars. And the one with the
lowest score? That’s your bottleneck. That’s where you start.
Pull up that workbook. If you haven’t pulled it up yet, the link is in the chat. Everyone with me?
Good.
Let’s do this.
The Business Bottleneck Self-Assessment (30-40 minutes)
Assessment Walkthrough
Slide 23: (North Star)
● Text: “Where are you headed?”
● Four key questions
○ Your 12-month revenue goal
○ WHY this number matters (what changes in your life when you hit it?)
○ Your lifestyle goal (time, freedom, balance – what does that look like?)
○ Your day-in-the-life snapshot (when you hit this goal, what does a typical
Tuesday look like?)
Script:
Ok, please open up to page 2 of the workbook. First things first – we need to know where you’re
headed. Don’t pick a random revenue goal. This is about what actually matters to you.
So in your workbook, I want you to fill out:
● Your 12-month revenue goal
● WHY this number matters (what changes in your life when you hit it?)
● Your lifestyle goal (time, freedom, balance – what does that look like?)
● Your day-in-the-life snapshot (when you hit this goal, what does a typical Tuesday look
like?)
Take 90 seconds and write this down. Be specific. Be honest. This is your North Star –
everything else follows from this.
Slide 24: (Current reality)
● Title: “Current Reality Snapshot”
○ Monthly cash collected
○ Monthly expenses
○ Runway calculation
○ Revenue pattern
Script:
Okay, now let’s get real about where you are right now. No judgment here – we just need the
truth.
In your workbook, write down:
● How much cash are you actually collecting each month? (Not what you’ve sold – what’s
actually hitting your bank account)
● What are your monthly business expenses?
● Calculate your runway: How many months can you operate at your current burn rate?
● And finally, be honest about your revenue pattern: Is it consistent? Inconsistent? Or did
you just launch your P.O.P.?
Again, 60 seconds. Write this down.
○ Your 12-month revenue goal
○ WHY this number matters (what changes in your life when you hit it?)
○ Your lifestyle goal (time, freedom, balance – what does that look like?)
○ Your day-in-the-life snapshot (when you hit this goal, what does a typical
Tuesday look like?)
Script:
Ok, please open up to page 2 of the workbook. First things first – we need to know where you’re
headed. Don’t pick a random revenue goal. This is about what actually matters to you.
So in your workbook, I want you to fill out:
● Your 12-month revenue goal
● WHY this number matters (what changes in your life when you hit it?)
● Your lifestyle goal (time, freedom, balance – what does that look like?)
● Your day-in-the-life snapshot (when you hit this goal, what does a typical Tuesday look
like?)
Take 90 seconds and write this down. Be specific. Be honest. This is your North Star –
everything else follows from this.
Slide 24: (Current reality)
● Title: “Current Reality Snapshot”
○ Monthly cash collected
○ Monthly expenses
○ Runway calculation
○ Revenue pattern
Script:
Okay, now let’s get real about where you are right now. No judgment here – we just need the
truth.
In your workbook, write down:
● How much cash are you actually collecting each month? (Not what you’ve sold – what’s
actually hitting your bank account)
● What are your monthly business expenses?
● Calculate your runway: How many months can you operate at your current burn rate?
● And finally, be honest about your revenue pattern: Is it consistent? Inconsistent? Or did
you just launch your P.O.P.?
Again, 60 seconds. Write this down.
Slide 25: (Key point)
● Bold text: “Just launched your P.O.P.? Focus on OFFER first”
● “Inconsistent revenue? Keep going – we’re about to find out why”
Script:
Quick note here: If you circled “Just launched P.O.P.” – if you’re in those first 90 days – your first
pillar to focus on should be on strengthening your OFFER.
That’s it.
Refine and optimize, package it into the evergreen version, enhance your curriculum and client
experience based on the real feedback from your clients thus far, and continue to prove it works
with real client results. But if you’re past that launch phase – let’s keep going… and this will still
be helpful to understand even if you did just launch your POP..
.
Slide 26: (Scoring)
● “How to Score Each Pillar”
● Scale shown: 0, 1, 2
○ 2 = Consistently true
○ 1 = Partly true/inconsistent
○ 0 = Not true yet
● “Be brutally honest”
Script:
Alright, now we’re getting into the meat of this. Turn to Page 3 in your workbook.
Here’s how we’re going to score each pillar. You’ll see three statements under each pillar.
For every statement, you’re going to circle one number:
2 means it’s consistently true – like, you could confidently say yes to this all day long.
1 means it’s partly true or inconsistent – sometimes yes, sometimes no.
0 means it’s not true yet – you’re not there.
Then you’re going to add up those three numbers to get your pillar total. The max total for all of
the pillars would be 6.
● Bold text: “Just launched your P.O.P.? Focus on OFFER first”
● “Inconsistent revenue? Keep going – we’re about to find out why”
Script:
Quick note here: If you circled “Just launched P.O.P.” – if you’re in those first 90 days – your first
pillar to focus on should be on strengthening your OFFER.
That’s it.
Refine and optimize, package it into the evergreen version, enhance your curriculum and client
experience based on the real feedback from your clients thus far, and continue to prove it works
with real client results. But if you’re past that launch phase – let’s keep going… and this will still
be helpful to understand even if you did just launch your POP..
.
Slide 26: (Scoring)
● “How to Score Each Pillar”
● Scale shown: 0, 1, 2
○ 2 = Consistently true
○ 1 = Partly true/inconsistent
○ 0 = Not true yet
● “Be brutally honest”
Script:
Alright, now we’re getting into the meat of this. Turn to Page 3 in your workbook.
Here’s how we’re going to score each pillar. You’ll see three statements under each pillar.
For every statement, you’re going to circle one number:
2 means it’s consistently true – like, you could confidently say yes to this all day long.
1 means it’s partly true or inconsistent – sometimes yes, sometimes no.
0 means it’s not true yet – you’re not there.
Then you’re going to add up those three numbers to get your pillar total. The max total for all of
the pillars would be 6.
And here’s the most important part: BE HONEST. This only works if you’re honest with yourself.
No one else can see your worksheet. This isn’t about looking good – it’s about getting a
breakthrough.
Make sense? Ready? Let’s do this together.
Slide 27: (OFFER Pillar)
● Title: “Pillar 1: OFFER”
● Icon: Package/gift box
Script:
We’re starting with OFFER because everything flows from this. This is about whether your
program actually delivers what you promise.
Look at the three statements under OFFER:
Statement 1: “My offer consistently delivers the promised transformation.”
Statement 2: “Refund or complaint rate is 5% or less.”
Statement 3: “I could enroll 100 clients tomorrow without adding any additional work,
customization, or time to my plate.” In other words, is it truly scalable?
Now add up those three numbers and write your OFFER Score. Maximum is 6.
Slide 28: (ICA Pillar)
● Title: “Pillar 2: ICA (Ideal Client Avatar)”
● Icon: Target/bullseye
Script:
Next up: ICA – your Ideal Client Avatar. This is all about how well you understand who you
serve.
Three statements under ICA:
Statement 1: “I know exactly who my offer is NOT for and could describe my anti-ICA in less
than 5 seconds.” Do you have clear boundaries?
Statement 2: “I know my ICA’s top 3 pains and desired outcomes in their words.” Not in your
words – in theirs.
Statement 3: “At least 70% of my booked calls feel like a perfect ICA fit.” Are you attracting the
right people?
No one else can see your worksheet. This isn’t about looking good – it’s about getting a
breakthrough.
Make sense? Ready? Let’s do this together.
Slide 27: (OFFER Pillar)
● Title: “Pillar 1: OFFER”
● Icon: Package/gift box
Script:
We’re starting with OFFER because everything flows from this. This is about whether your
program actually delivers what you promise.
Look at the three statements under OFFER:
Statement 1: “My offer consistently delivers the promised transformation.”
Statement 2: “Refund or complaint rate is 5% or less.”
Statement 3: “I could enroll 100 clients tomorrow without adding any additional work,
customization, or time to my plate.” In other words, is it truly scalable?
Now add up those three numbers and write your OFFER Score. Maximum is 6.
Slide 28: (ICA Pillar)
● Title: “Pillar 2: ICA (Ideal Client Avatar)”
● Icon: Target/bullseye
Script:
Next up: ICA – your Ideal Client Avatar. This is all about how well you understand who you
serve.
Three statements under ICA:
Statement 1: “I know exactly who my offer is NOT for and could describe my anti-ICA in less
than 5 seconds.” Do you have clear boundaries?
Statement 2: “I know my ICA’s top 3 pains and desired outcomes in their words.” Not in your
words – in theirs.
Statement 3: “At least 70% of my booked calls feel like a perfect ICA fit.” Are you attracting the
right people?
Add up those three numbers for your ICA Score.
Slide 29: (MESSAGING & MARKETING Pillar)
● Title: “Pillar 3: MESSAGING & MARKETING”
● Icon: Megaphone
Script:
Pillar 3: MESSAGING & MARKETING. This is about how you communicate your value and
attract the right people.
Three statements:
Statement 1: “I have one clear, jargon-free transformation statement.” Not five different ways
you describe what you do – one clear statement.
Statement 2: “I publish content that attracts new, cold leads – not just nurtures existing
followers.” Is your content bringing in new people?
Statement 3: “I have at least one trust-building asset” – a webinar, lead magnet, or VSL.
Something that bridges the gap between discovering you and booking a call.
Add those up for your MESSAGING/MARKETING Score.
Slide 30: (LEADS Pillar)
● Title: “Pillar 4: LEADS”
● Icon: Funnel or pipeline
Script:
Pillar 4: LEADS. This is all about your pipeline – how consistently you’re getting qualified
prospects into conversations with you.
Three statements:
Statement 1: “I consistently track which content or platform drives the best-quality leads.” Not
just which gets the most views – which gets the best leads.
Statement 2: “At least 50% of new leads come from cold or evergreen systems.” Are people
finding you automatically, or are you constantly hustling?
Statement 3: “I track and know exactly how many qualified leads I get each month.” Do you
have that number?
Add those up for your LEADS Score.
Slide 29: (MESSAGING & MARKETING Pillar)
● Title: “Pillar 3: MESSAGING & MARKETING”
● Icon: Megaphone
Script:
Pillar 3: MESSAGING & MARKETING. This is about how you communicate your value and
attract the right people.
Three statements:
Statement 1: “I have one clear, jargon-free transformation statement.” Not five different ways
you describe what you do – one clear statement.
Statement 2: “I publish content that attracts new, cold leads – not just nurtures existing
followers.” Is your content bringing in new people?
Statement 3: “I have at least one trust-building asset” – a webinar, lead magnet, or VSL.
Something that bridges the gap between discovering you and booking a call.
Add those up for your MESSAGING/MARKETING Score.
Slide 30: (LEADS Pillar)
● Title: “Pillar 4: LEADS”
● Icon: Funnel or pipeline
Script:
Pillar 4: LEADS. This is all about your pipeline – how consistently you’re getting qualified
prospects into conversations with you.
Three statements:
Statement 1: “I consistently track which content or platform drives the best-quality leads.” Not
just which gets the most views – which gets the best leads.
Statement 2: “At least 50% of new leads come from cold or evergreen systems.” Are people
finding you automatically, or are you constantly hustling?
Statement 3: “I track and know exactly how many qualified leads I get each month.” Do you
have that number?
Add those up for your LEADS Score.
Slide 31: (SALES Pillar)
● Title: “Pillar 5: SALES”
● Icon: Handshake
Script:
Pillar 5: SALES. This is about your conversion process – how you turn conversations into clients.
Three statements:
Statement 1: “25% or more of qualified calls convert to clients.” What’s your close rate?
Statement 2: “I’ve documented top objections and have responses or assets ready.” When
someone says “I need to think about it,” do you have a plan?
Statement 3: “I follow a structured follow-up cadence; few leads ghost or cancel.” Do you have a
system for following up, or are you winging it?
Add those up for your SALES Score.
Slide 32: (TEAM Pillar)
● Title: “Pillar 6: TEAM”
● Icon: People/group
Script:
Pillar 6: TEAM. Even if you’re solo right now, this matters. This is about leverage and support.
Three statements:
Statement 1: “Core processes are documented – marketing, sales, delivery – and a stranger off
the street could complete a job or task in my business without needing any further instruction.”
Are things in your head or on paper?
Statement 2: “I spend 50% or more of my time in CEO or high-leverage work.” Or are you stuck
in the weeds?
Statement 3: “I know my next hire or contractor role and its success metrics.” Do you have a
plan for getting help?
Add those up for your TEAM Score.
Slide 33: (OPS Pillar)
● Title: “Pillar 7: OPS (Operations)”
● Icon: Gears/cogs
● Title: “Pillar 5: SALES”
● Icon: Handshake
Script:
Pillar 5: SALES. This is about your conversion process – how you turn conversations into clients.
Three statements:
Statement 1: “25% or more of qualified calls convert to clients.” What’s your close rate?
Statement 2: “I’ve documented top objections and have responses or assets ready.” When
someone says “I need to think about it,” do you have a plan?
Statement 3: “I follow a structured follow-up cadence; few leads ghost or cancel.” Do you have a
system for following up, or are you winging it?
Add those up for your SALES Score.
Slide 32: (TEAM Pillar)
● Title: “Pillar 6: TEAM”
● Icon: People/group
Script:
Pillar 6: TEAM. Even if you’re solo right now, this matters. This is about leverage and support.
Three statements:
Statement 1: “Core processes are documented – marketing, sales, delivery – and a stranger off
the street could complete a job or task in my business without needing any further instruction.”
Are things in your head or on paper?
Statement 2: “I spend 50% or more of my time in CEO or high-leverage work.” Or are you stuck
in the weeds?
Statement 3: “I know my next hire or contractor role and its success metrics.” Do you have a
plan for getting help?
Add those up for your TEAM Score.
Slide 33: (OPS Pillar)
● Title: “Pillar 7: OPS (Operations)”
● Icon: Gears/cogs
Script:
Operations and Finance are deeply interconnected, which is why they sit under one pillar in the
Base Camp framework. In a healthy business, those two areas work together like a single
system — one affects the other, always.
But for the purposes of this assessment, we’re going to separate them so you can score each
one clearly. That way, you can see exactly where the friction is coming from.
So we’ll start with Operations — the systems, processes, and day-to-day mechanics that
determine how efficiently your business actually runs.
Three statements:
Statement 1: “Client onboarding is smooth, automated, and repeatable.” Do new clients know
exactly what to do, or is there confusion?
Statement 2: “I have systems for consistent content, lead tracking, and sales tracking.” Are you
flying blind or do you have visibility?
Statement 3: “I review key metrics weekly and know all of the data points that drive results in my
business.” Are you checking your dashboard regularly?
Add those up for your OPS Score.
Slide 34: (FINANCE Pillar)
● Title: “Pillar 8: FINANCE”
● Icon: Dollar sign or chart
Script:
Great — now that you’ve scored your Operations, we’re going to move into Finance.
Just like I mentioned earlier, Operations and Finance live under one pillar because they’re two
sides of the same foundation. Your systems determine how money flows… and your money
determines how well your systems can support growth.
But for this assessment, we’re isolating Finance so you can see clearly whether the friction is
coming from how you run the business or how you resource the business.
So let’s move into Finance — this is about cash flow, pricing, margins, and the financial
structure that keeps your business healthy and sustainable.”
Pillar 8: FINANCE. This is about your financial clarity, runway, and profit discipline.
Three statements:
Operations and Finance are deeply interconnected, which is why they sit under one pillar in the
Base Camp framework. In a healthy business, those two areas work together like a single
system — one affects the other, always.
But for the purposes of this assessment, we’re going to separate them so you can score each
one clearly. That way, you can see exactly where the friction is coming from.
So we’ll start with Operations — the systems, processes, and day-to-day mechanics that
determine how efficiently your business actually runs.
Three statements:
Statement 1: “Client onboarding is smooth, automated, and repeatable.” Do new clients know
exactly what to do, or is there confusion?
Statement 2: “I have systems for consistent content, lead tracking, and sales tracking.” Are you
flying blind or do you have visibility?
Statement 3: “I review key metrics weekly and know all of the data points that drive results in my
business.” Are you checking your dashboard regularly?
Add those up for your OPS Score.
Slide 34: (FINANCE Pillar)
● Title: “Pillar 8: FINANCE”
● Icon: Dollar sign or chart
Script:
Great — now that you’ve scored your Operations, we’re going to move into Finance.
Just like I mentioned earlier, Operations and Finance live under one pillar because they’re two
sides of the same foundation. Your systems determine how money flows… and your money
determines how well your systems can support growth.
But for this assessment, we’re isolating Finance so you can see clearly whether the friction is
coming from how you run the business or how you resource the business.
So let’s move into Finance — this is about cash flow, pricing, margins, and the financial
structure that keeps your business healthy and sustainable.”
Pillar 8: FINANCE. This is about your financial clarity, runway, and profit discipline.
Three statements:
Statement 1: “Pricing supports my revenue, profit, and lifestyle goals.” Are you charging enough
to actually build the life you want?
Statement 2: “I know my monthly revenue, expenses, and profit margin.” Do you know these
numbers off the top of your head?
Statement 3: “I have at least 2 months of runway and have a plan to extend it.” Are you building
reserves or living paycheck to paycheck?
Add those up for your FINANCE Score.
Slide 35: (Score summary)
● Title: “Add Up Your Totals”
● Visual: 8 boxes for totals shown
● “Circle your LOWEST score”
Script:
Okay everybody, flip to page 6, now the moment of truth. Add up your scores for each pillar and
write the total in your workbook.
Your ICA total… your OFFER total… all the way through FINANCE.
Now circle your lowest score. That’s your current bottleneck.
And remember, this is not about discouraging you, this about empowering and equipping you to
focus on the right thing at the right time to keep your entire business foundation strong.
Slide 36: (Tie-breakers)
● “If you’re tied between two pillars:”
● Priority order shown:
○ OFFER ICA MESSAGING/MARKETING LEADS SALES OPS→ → → → → →
TEAM FINANCE→
● “Everything flows downstream”
Script:
Now, if you’re tied between two pillars, here’s your priority order. Everything works downstream:
OFFER comes first – because without a proven offer, nothing else matters. Then ICA – because
you need to know who you serve. Then MESSAGING/MARKETING – because you need to
to actually build the life you want?
Statement 2: “I know my monthly revenue, expenses, and profit margin.” Do you know these
numbers off the top of your head?
Statement 3: “I have at least 2 months of runway and have a plan to extend it.” Are you building
reserves or living paycheck to paycheck?
Add those up for your FINANCE Score.
Slide 35: (Score summary)
● Title: “Add Up Your Totals”
● Visual: 8 boxes for totals shown
● “Circle your LOWEST score”
Script:
Okay everybody, flip to page 6, now the moment of truth. Add up your scores for each pillar and
write the total in your workbook.
Your ICA total… your OFFER total… all the way through FINANCE.
Now circle your lowest score. That’s your current bottleneck.
And remember, this is not about discouraging you, this about empowering and equipping you to
focus on the right thing at the right time to keep your entire business foundation strong.
Slide 36: (Tie-breakers)
● “If you’re tied between two pillars:”
● Priority order shown:
○ OFFER ICA MESSAGING/MARKETING LEADS SALES OPS→ → → → → →
TEAM FINANCE→
● “Everything flows downstream”
Script:
Now, if you’re tied between two pillars, here’s your priority order. Everything works downstream:
OFFER comes first – because without a proven offer, nothing else matters. Then ICA – because
you need to know who you serve. Then MESSAGING/MARKETING – because you need to
communicate clearly. Then LEADS – because you need people to talk to. Then SALES –
because you need to convert those conversations. Then OPS – because you need systems to
scale. Then TEAM – because you need leverage. And finally FINANCE – because you need
profit discipline to create long term security and maintain a proactive not reactive approach to
decision making.
Does that make sense? Each pillar builds on the one before it.
Slide 37: Discussion
● What are your scores telling you?
Script:
Ok what is coming up for you in seeing your scores?
(DISCUSSION)
Slide 38: (The revelation)
● “Your lowest score = Your current bottleneck”
● “This is WHY you feel stuck”
● “You’ve been trying to fix the WRONG thing”
Script:
Can I ask an question? Who here feels like if they just work harder their business will someday
feel super easy? Please hear this – one of the biggest challenges as a business owner is not
hard work, we’re wired for hard work, it’s to prioritize and only focus on the most important thing
to fix right now – NOT fixing everything at once. Maybe you’ve been working on marketing when
you actually need to fix your lead generation. Or you’ve been trying to hire people when you
actually need to nail your sales process first.
Your lowest score just revealed your truth. And now you know exactly where to focus.
Share in the chat – where is your current bottleneck?
[Pause to read answers and encourage participants]
Slide 39: (Special considerations)
● Four boxes:
○ “Lack of Runway”
○ “Leads vs. Sales”
because you need to convert those conversations. Then OPS – because you need systems to
scale. Then TEAM – because you need leverage. And finally FINANCE – because you need
profit discipline to create long term security and maintain a proactive not reactive approach to
decision making.
Does that make sense? Each pillar builds on the one before it.
Slide 37: Discussion
● What are your scores telling you?
Script:
Ok what is coming up for you in seeing your scores?
(DISCUSSION)
Slide 38: (The revelation)
● “Your lowest score = Your current bottleneck”
● “This is WHY you feel stuck”
● “You’ve been trying to fix the WRONG thing”
Script:
Can I ask an question? Who here feels like if they just work harder their business will someday
feel super easy? Please hear this – one of the biggest challenges as a business owner is not
hard work, we’re wired for hard work, it’s to prioritize and only focus on the most important thing
to fix right now – NOT fixing everything at once. Maybe you’ve been working on marketing when
you actually need to fix your lead generation. Or you’ve been trying to hire people when you
actually need to nail your sales process first.
Your lowest score just revealed your truth. And now you know exactly where to focus.
Share in the chat – where is your current bottleneck?
[Pause to read answers and encourage participants]
Slide 39: (Special considerations)
● Four boxes:
○ “Lack of Runway”
○ “Leads vs. Sales”
○ “Shaky Offer”
○ “No Tracking”
Script:
Before we move into action planning, let’s talk about a few special considerations and you can
see this laid out on page 7 of your workbook.
Lack of Runway: If you have less than 2 months of runway, that’s your emergency. You need to
focus on immediate revenue generation – which usually means improving your SALES process
and closing the deals in your current pipeline.
Leads vs. Sales: If both scored low, start with LEADS. You can’t practice sales without people to
sell to. But if you have plenty of conversations but aren’t converting, focus on SALES first.
Shaky Offer: If your OFFER scored low and you’re past your POP phase, this is critical. You
might need to pause other fixes and go back to strengthening your core program. Get more
testimonials. Refine your curriculum. Make sure it actually delivers the transformation you
promise. Most importantly, ensure that it is structured to be scalable and doesn’t require 1:1
work or a customized plan for each client.
No Tracking: If you don’t know your numbers – your conversion rates, your lead sources, your
actual profitability – that’s a FINANCE issue even if other areas seem okay. You’re flying blind.
Make sense?
Slide 40: (Price increase math)
● Title: “Could a Price Increase Solve Your Problems?”
● Calculator visual
Script:
Here’s something I want you to consider: Could a price increase solve some of your problems?
Let’s do some quick math together. If you’re currently serving 10 clients at $1,000 each, you’re
making $10,000. But what if you doubled your prices and served only 5 clients at $2,000 each?
You’d make the same revenue with half the workload. Typically if you can close at $1K, we see
close rates remain around the same up to $5K, before the higher investment requires a stronger
closer to stay on track.
You could deliver better results. You could have more margin. You could actually breathe.
A lot of people are undercharging because they’re afraid no one will pay more. But the truth is,
the right people will gladly pay premium prices for premium transformation.
Something to think about as we move into your action plan.
○ “No Tracking”
Script:
Before we move into action planning, let’s talk about a few special considerations and you can
see this laid out on page 7 of your workbook.
Lack of Runway: If you have less than 2 months of runway, that’s your emergency. You need to
focus on immediate revenue generation – which usually means improving your SALES process
and closing the deals in your current pipeline.
Leads vs. Sales: If both scored low, start with LEADS. You can’t practice sales without people to
sell to. But if you have plenty of conversations but aren’t converting, focus on SALES first.
Shaky Offer: If your OFFER scored low and you’re past your POP phase, this is critical. You
might need to pause other fixes and go back to strengthening your core program. Get more
testimonials. Refine your curriculum. Make sure it actually delivers the transformation you
promise. Most importantly, ensure that it is structured to be scalable and doesn’t require 1:1
work or a customized plan for each client.
No Tracking: If you don’t know your numbers – your conversion rates, your lead sources, your
actual profitability – that’s a FINANCE issue even if other areas seem okay. You’re flying blind.
Make sense?
Slide 40: (Price increase math)
● Title: “Could a Price Increase Solve Your Problems?”
● Calculator visual
Script:
Here’s something I want you to consider: Could a price increase solve some of your problems?
Let’s do some quick math together. If you’re currently serving 10 clients at $1,000 each, you’re
making $10,000. But what if you doubled your prices and served only 5 clients at $2,000 each?
You’d make the same revenue with half the workload. Typically if you can close at $1K, we see
close rates remain around the same up to $5K, before the higher investment requires a stronger
closer to stay on track.
You could deliver better results. You could have more margin. You could actually breathe.
A lot of people are undercharging because they’re afraid no one will pay more. But the truth is,
the right people will gladly pay premium prices for premium transformation.
Something to think about as we move into your action plan.
Slide 41: (Next-step guide)
● Title: “How to Tackle Your Bottleneck”
● “Specific action steps by pillar”
● Mountain climbing visual
Script:
Alright — now we’re getting into the good stuff.
You just identified your bottleneck, and now I’m going to walk you through some simple, clear,
and actionable steps you can take to start addressing it. These are the exact moves we’ve seen
create momentum the fastest, regardless of niche.
Now — I want to be really transparent here.
What I’m about to share are the first steps. They’re powerful, they’re effective, and they’ll
absolutely get you moving… but they’re not the full roadmap. Think of them as the trail markers
at the start of your climb — they show you the right direction so you’re not wandering from
problem to problem or trying to climb every mountain at once.
As we walk through each pillar, you might feel tempted to fix everything. Don’t.
The fastest path to growth is choosing one priority and staying focused on that climb until you
reach the next ridge.
So find the pillar you scored lowest on in your workbook, stay locked in on that one, and let’s
walk through the moves that will create the biggest shift for you right now — without spreading
your energy across all of the pillars.
Slide 42: (OFFER Action Steps)
● “If OFFER is your bottleneck…”
Script:
If OFFER is your bottleneck:
First, tighten the promise and outcome. What’s the exact transformation your offer provides?
Make it crystal clear.
Second, audit your curriculum to create a more efficient path from zero to hero. Cut the fluff.
What’s the shortest path to results?
Third, collect 3 fresh pieces of social proof. Get new testimonials, new case studies, new
validation that your offer works.
● Title: “How to Tackle Your Bottleneck”
● “Specific action steps by pillar”
● Mountain climbing visual
Script:
Alright — now we’re getting into the good stuff.
You just identified your bottleneck, and now I’m going to walk you through some simple, clear,
and actionable steps you can take to start addressing it. These are the exact moves we’ve seen
create momentum the fastest, regardless of niche.
Now — I want to be really transparent here.
What I’m about to share are the first steps. They’re powerful, they’re effective, and they’ll
absolutely get you moving… but they’re not the full roadmap. Think of them as the trail markers
at the start of your climb — they show you the right direction so you’re not wandering from
problem to problem or trying to climb every mountain at once.
As we walk through each pillar, you might feel tempted to fix everything. Don’t.
The fastest path to growth is choosing one priority and staying focused on that climb until you
reach the next ridge.
So find the pillar you scored lowest on in your workbook, stay locked in on that one, and let’s
walk through the moves that will create the biggest shift for you right now — without spreading
your energy across all of the pillars.
Slide 42: (OFFER Action Steps)
● “If OFFER is your bottleneck…”
Script:
If OFFER is your bottleneck:
First, tighten the promise and outcome. What’s the exact transformation your offer provides?
Make it crystal clear.
Second, audit your curriculum to create a more efficient path from zero to hero. Cut the fluff.
What’s the shortest path to results?
Third, collect 3 fresh pieces of social proof. Get new testimonials, new case studies, new
validation that your offer works.
Slide 43: (ICA Action Steps)
● “If ICA is your bottleneck…”
Script:
If ICA is your bottleneck, here’s what you do:
First, write your “NOT for” line. Get incredibly clear on who you do NOT want to attract. This
creates boundaries and clarity.
Second, identify the common denominators between your best clients – the ones who get the
best results. What do they have in common? Attract more of them.
Third, list the top 3 pains and desires of your most ideal ICA – in their exact words, not yours.
Then align all your messaging around those.
Slide 44: (MESSAGING & MARKETING Action Steps)
● “If MESSAGING & MARKETING is your bottleneck…”
Script:
If MESSAGING & MARKETING is your bottleneck:
First, update your transformation statement based on your most ideal client. Make it as clear as
possible – no jargon, no confusion.
Second, commit to weekly compounding content that works for you. For most of our clients,
that’s YouTube. Pick one platform and own it.
Third, identify your strongest lead generation system and drive all traffic to that system. Stop
spreading yourself thin.
Slide 45: (LEADS Action Steps)
● “If LEADS is your bottleneck…”
Script:
If LEADS is your bottleneck:
First, choose 1 discovery engine plus 1 funnel. That’s it. One way people find you, one path they
take to book a call.
Second, track the booked calls you’re attracting each week. How many? And how many of them
are actually a match for your ICA?
● “If ICA is your bottleneck…”
Script:
If ICA is your bottleneck, here’s what you do:
First, write your “NOT for” line. Get incredibly clear on who you do NOT want to attract. This
creates boundaries and clarity.
Second, identify the common denominators between your best clients – the ones who get the
best results. What do they have in common? Attract more of them.
Third, list the top 3 pains and desires of your most ideal ICA – in their exact words, not yours.
Then align all your messaging around those.
Slide 44: (MESSAGING & MARKETING Action Steps)
● “If MESSAGING & MARKETING is your bottleneck…”
Script:
If MESSAGING & MARKETING is your bottleneck:
First, update your transformation statement based on your most ideal client. Make it as clear as
possible – no jargon, no confusion.
Second, commit to weekly compounding content that works for you. For most of our clients,
that’s YouTube. Pick one platform and own it.
Third, identify your strongest lead generation system and drive all traffic to that system. Stop
spreading yourself thin.
Slide 45: (LEADS Action Steps)
● “If LEADS is your bottleneck…”
Script:
If LEADS is your bottleneck:
First, choose 1 discovery engine plus 1 funnel. That’s it. One way people find you, one path they
take to book a call.
Second, track the booked calls you’re attracting each week. How many? And how many of them
are actually a match for your ICA?
Third, optimize based on that data. If you’re getting lots of calls but they’re not qualified, fix your
messaging. If you’re not getting enough calls, increase visibility.
Slide 46: (SALES Action Steps)
● Title: “How to Tackle Your Bottleneck”
● “Specific action steps by pillar”
● Mountain climbing visual
Script:
If SALES is your bottleneck:
First, look at your application. Do you need to simplify it to get more volume? Or add more
friction to filter out unqualified leads? Depends on your lead quality and quantity.
Second, add 1 proof asset in the nurture process before the call. A case-study video, a VSL,
something that builds trust before you ever get on the phone.
Third, document your top 3 objections and your responses. When someone says “I need to
think about it” or “I can’t afford it,” what do you say? Script it out.
Slide 47: (TEAM Action Steps)
● “If TEAM is your bottleneck…”
Script:
If TEAM is your bottleneck:
First, record and document 1 process this week. Use a tool like Scribe or just Google Docs. Get
it out of your head and onto paper.
Second, delegate or delete 1 task. What’s on your plate that someone else could do, or that
doesn’t need to be done at all?
Third, define your next hire with 3 KPIs. What role do you need? What are the 3 key metrics that
define success in that role?
Slide 48: (OPS Action Steps)
● “If OPS is your bottleneck…”
Script:
messaging. If you’re not getting enough calls, increase visibility.
Slide 46: (SALES Action Steps)
● Title: “How to Tackle Your Bottleneck”
● “Specific action steps by pillar”
● Mountain climbing visual
Script:
If SALES is your bottleneck:
First, look at your application. Do you need to simplify it to get more volume? Or add more
friction to filter out unqualified leads? Depends on your lead quality and quantity.
Second, add 1 proof asset in the nurture process before the call. A case-study video, a VSL,
something that builds trust before you ever get on the phone.
Third, document your top 3 objections and your responses. When someone says “I need to
think about it” or “I can’t afford it,” what do you say? Script it out.
Slide 47: (TEAM Action Steps)
● “If TEAM is your bottleneck…”
Script:
If TEAM is your bottleneck:
First, record and document 1 process this week. Use a tool like Scribe or just Google Docs. Get
it out of your head and onto paper.
Second, delegate or delete 1 task. What’s on your plate that someone else could do, or that
doesn’t need to be done at all?
Third, define your next hire with 3 KPIs. What role do you need? What are the 3 key metrics that
define success in that role?
Slide 48: (OPS Action Steps)
● “If OPS is your bottleneck…”
Script:
If OPS is your bottleneck:
First, build or refine your tracking dashboard for leads and sales. You need visibility into what’s
working.
Second, automate at least one manual system in your business. What are you doing repeatedly
that could be automated?
Third, create a weekly review ritual where you actually look at your metrics and make decisions
based on data, not feelings.
Slide 49: (Next-step guide)
● “If FINANCE is your bottleneck…”
Script:
If FINANCE is your bottleneck:
First, map cash collected versus expenses clearly. Know exactly what’s coming in and what’s
going out.
Second, set a profit margin target percentage. This allows you to build a runway instead of
constantly operating on the edge.
Third, identify 1 expense to cut or 1 price increase opportunity. Where can you trim fat or charge
more?
Slide 50: (The principle)
● Bold text: “Only one climb at a time”
● “Doing less, better, gets you there faster”
Script:
Here’s the principle that ties all of this together:
Only one climb at a time.
Doing less, better, gets you there faster. Every single time.
Don’t try to fix all 8 pillars at once. Pick your bottleneck. Do these 3 moves. That’s it.
Slide 51: (30-Day Action Brief)
● Title: “Your Next Climb”
First, build or refine your tracking dashboard for leads and sales. You need visibility into what’s
working.
Second, automate at least one manual system in your business. What are you doing repeatedly
that could be automated?
Third, create a weekly review ritual where you actually look at your metrics and make decisions
based on data, not feelings.
Slide 49: (Next-step guide)
● “If FINANCE is your bottleneck…”
Script:
If FINANCE is your bottleneck:
First, map cash collected versus expenses clearly. Know exactly what’s coming in and what’s
going out.
Second, set a profit margin target percentage. This allows you to build a runway instead of
constantly operating on the edge.
Third, identify 1 expense to cut or 1 price increase opportunity. Where can you trim fat or charge
more?
Slide 50: (The principle)
● Bold text: “Only one climb at a time”
● “Doing less, better, gets you there faster”
Script:
Here’s the principle that ties all of this together:
Only one climb at a time.
Doing less, better, gets you there faster. Every single time.
Don’t try to fix all 8 pillars at once. Pick your bottleneck. Do these 3 moves. That’s it.
Slide 51: (30-Day Action Brief)
● Title: “Your Next Climb”
● Four components with checkmarks next to them:
○ Target Metric
○ 3 Moves
○ First Calendar Block
○ Accountability
Script:
Now turn to Page 8. This is your 30-Day Action Brief. This is where everything comes together.
Based on your bottleneck, you’re going to:
Define your Target Metric: What’s the ONE number you’re trying to move in the next 30 days? If
your bottleneck is LEADS, maybe it’s “10 qualified sales calls booked.” If it’s SALES, maybe it’s
“3 new clients enrolled.” Write that number down.
Choose 3 Moves: Based on what we just walked through for your bottleneck, what are the 3
specific actions you’ll take? Write those down.
Schedule your First Calendar Block: When – EXACTLY when – are you going to do move #1?
Pull up your phone or your computer right now. Block the time. Put it in your calendar. Make it
real.
Set up Accountability: Who’s going to hold you to this? A business partner? A friend? A peer?
Write their name down. And then text them right now and tell them what you’re committing to.
[After 2-3 minutes paused]
Engagement: Ok who’s excited for the next 30 days? Which bottleneck are you tackling?
Slide 52: (Re-run rhythm)
● Title: “This Is Not One-and-Done”
● Visual: Cycle/loop showing from Page 8:
○ “Re-run every 90 days”
○ “30-Day Refuel check”
○ “Move to next climb only after finishing current one”
Script:
Here’s something most people don’t realize: you never ‘conquer’ a pillar.
Not one of them.
There is no finish line where your Offer is perfect forever…
or your Marketing never needs adjusting…
or your Sales process magically runs itself for the next decade.
Every pillar evolves as you evolve, as your clients evolve, and as your business climbs to the
○ Target Metric
○ 3 Moves
○ First Calendar Block
○ Accountability
Script:
Now turn to Page 8. This is your 30-Day Action Brief. This is where everything comes together.
Based on your bottleneck, you’re going to:
Define your Target Metric: What’s the ONE number you’re trying to move in the next 30 days? If
your bottleneck is LEADS, maybe it’s “10 qualified sales calls booked.” If it’s SALES, maybe it’s
“3 new clients enrolled.” Write that number down.
Choose 3 Moves: Based on what we just walked through for your bottleneck, what are the 3
specific actions you’ll take? Write those down.
Schedule your First Calendar Block: When – EXACTLY when – are you going to do move #1?
Pull up your phone or your computer right now. Block the time. Put it in your calendar. Make it
real.
Set up Accountability: Who’s going to hold you to this? A business partner? A friend? A peer?
Write their name down. And then text them right now and tell them what you’re committing to.
[After 2-3 minutes paused]
Engagement: Ok who’s excited for the next 30 days? Which bottleneck are you tackling?
Slide 52: (Re-run rhythm)
● Title: “This Is Not One-and-Done”
● Visual: Cycle/loop showing from Page 8:
○ “Re-run every 90 days”
○ “30-Day Refuel check”
○ “Move to next climb only after finishing current one”
Script:
Here’s something most people don’t realize: you never ‘conquer’ a pillar.
Not one of them.
There is no finish line where your Offer is perfect forever…
or your Marketing never needs adjusting…
or your Sales process magically runs itself for the next decade.
Every pillar evolves as you evolve, as your clients evolve, and as your business climbs to the
next altitude.
That’s why this assessment isn’t a one-time event.
It becomes part of your rhythm.
Every 30–90 days, you’ll come back, re-score your pillars, and recalibrate. Because when you
strengthen one pillar, it naturally reveals the next one that needs your attention.
You improve LEADS… and suddenly SALES becomes the new bottleneck.
You tighten up SALES… and now DELIVERY or OPERATIONS feel the pressure.
This isn’t backtracking. It’s growth.
Think of your business like a mountain structure:
you’re not building eight pillars once — you’re reinforcing them continuously as you climb
higher.
You don’t master the mountains.
You maintain them.
You revisit them.
You strengthen them at every new level.
And that’s exactly how healthy, scalable businesses operate. Does that make sense?
Slide 53: (The pattern)
● Bold text: “Do less. Do it better. Get there faster.”
● “ONE thing at a time”
● “ONE climb at a time”
Script:
The pattern here is simple:
ONE thing. ONE climb at a time.
Not five things.
Not everything at once.
Most entrepreneurs assume that doing more makes them more successful.
But the data tells the opposite story.
Cognitive science shows that when you split your focus, your effectiveness drops by up to 40%.
(That’s from Stanford’s research on task switching.)
And McKinsey found that teams who prioritize one key initiative at a time move 2–3x faster and
complete more projects overall than teams juggling multiple priorities.
So the truth is this:
That’s why this assessment isn’t a one-time event.
It becomes part of your rhythm.
Every 30–90 days, you’ll come back, re-score your pillars, and recalibrate. Because when you
strengthen one pillar, it naturally reveals the next one that needs your attention.
You improve LEADS… and suddenly SALES becomes the new bottleneck.
You tighten up SALES… and now DELIVERY or OPERATIONS feel the pressure.
This isn’t backtracking. It’s growth.
Think of your business like a mountain structure:
you’re not building eight pillars once — you’re reinforcing them continuously as you climb
higher.
You don’t master the mountains.
You maintain them.
You revisit them.
You strengthen them at every new level.
And that’s exactly how healthy, scalable businesses operate. Does that make sense?
Slide 53: (The pattern)
● Bold text: “Do less. Do it better. Get there faster.”
● “ONE thing at a time”
● “ONE climb at a time”
Script:
The pattern here is simple:
ONE thing. ONE climb at a time.
Not five things.
Not everything at once.
Most entrepreneurs assume that doing more makes them more successful.
But the data tells the opposite story.
Cognitive science shows that when you split your focus, your effectiveness drops by up to 40%.
(That’s from Stanford’s research on task switching.)
And McKinsey found that teams who prioritize one key initiative at a time move 2–3x faster and
complete more projects overall than teams juggling multiple priorities.
So the truth is this: