How the Balance and Scale Method

Works
KR Consulting is a performance-based marketing agency.

We absolutely HATE retainers and that's why we like to get a piece of the pie
by partnering on a revenue sharing basis.

What does this mean though? It means that we’d get paid based on the results
of what we brought to the table.

Different right?

(for context, retainers are a specific amount of money you pay someone no
matter what results they bring you)

We prefer to have a piece of the pie because we’re really good at what we do.

So what do we do?

We partner with the coaches, creators, and consultants on a revenue share basis
to bring them clients and we get 5-8% of that total revenue that we specifically
brought to the table for them.

So what are we doing?

We’re looking for coaches, creators, and consultants to partner with.

But here's the deal…

Not every company is qualified to work with us on a rev share basis.

Here’s why.

When we are looking to partner with someone, we want to make sure that they
are a good fit. We don't want headache clients.

Here are the 2 things we’re looking for when it comes to partnering:

1. Leveraged Sales:

Does the company have an existing, repeatable sales process? A process that
can close deals, without the founder being involved.
 If our team created you with more opportunities tomorrow, is there a systematic
way of closing those deals - specifically that are NOT referrals.

2. ICP Attention

a.k.a. Your ability to book appointments with People who ARE your ICP but Who
Don’t Know You.

Say tomorrow.. we turned on the very systems & frameworks we have

successfully used to scale other companies, with YOUR EXISTING market
definition & value proposition… would potential prospects even be excited to
hop on a call with you.

If they don't have these 2 things in their business, they’re automatically not a
good fit for a revenue share partnership. As a setter, you do not need to let the
prospect know this.

But the relationship between us and the prospect doesn't end there.

We actually create our ideal clients...

We do this by helping them build those 2 things in their business so that we can
partner with them on a revenue share in the future.

There’s a few different ways we do this.

1. We complete the work for them

 This is perfect for a business that is doing 100k/month or more for us to step in
and set up various systems to help them close more deals.

2. Access to the Scaling Suite

 this program is priced at $20k but, we don’t require them to put it all up front. We
ask them to put down a deposit of $9800 and we recoup back the remaining
investment through revenue share. YOU DO NOT TALK ABOUT THIS ON CALLS -
this is only for sales reps to speak on, we’re simply letting you know what do.
Within these different programs, there are different levels of support and we only
pitch or offer the programs if we believe that they are a good fit for it based on
their current income & goals.

YOUR FRAME - READ ME

As an alignment specialist, knowing too much about what our company does can
actually damage your ability to book calls.

When you're a setter, you technically shouldn't know anything about our offers.
But we choose to share them with you so that we are fully transparent with you
+ you're able to get a better idea of what we do.

Picture this:

You work at KR Consulting in the United States, and Kara came up to you and
said ”I need you to contact this person and see if they got my email about the
rev share partnership.”

She then tells you to send a text & call this person. You are only the assistant
and ONLY know that Kara sent them an email and she just hasn't heard back
about it and wants to know if they are open.

You know NOTHING else other than that.

As you're on this call, the person continues to ask you questions that you don't
necessarily know how to answer.

No need to fear, tell them you're just Kara's assistant and she asked you to
reach out about the email. You know nothing more.

Sales Development Representative

(SDR) Earnings Manifesto
🎯 Monthly Earnings Target:** $3,000

☎️Daily Dial Commitment: 800 Dials

To reach our monthly earnings target, we must adhere to a routine of disciplined

and consistent effort, making no fewer than 800 dials every day. Each dial is a
stepping stone to our goal, and each conversation is an opportunity to refine our
communication and sales acumen.
📚 Continuous Learning and Adaptation: A commitment to continual learning and
adaptation is crucial in our dynamic sales environment. We will:

1. **Engage in Daily Training:** Regularly participate in learning activities to

sharpen our knowledge and skills.

2. **Master Product Knowledge:** Attain a profound understanding of our

products to articulate their value effectively.

3. **Stay Updated on Industry Trends:** Regularly acquire knowledge about the

latest trends and innovations in our industry to maintain our competitive edge.

Mastery in Objection Handling: Becoming adept at managing objections is

critical for our success. We will:

1. **Study a Range of Objections:** Regularly analyze and refine our responses

to various objections.

2. **Engage in Objection Role-Playing:** Regularly practice handling objections

in simulated scenarios to improve our response strategies.

3. **Compile an Objection Handbook:** Create and continually update a

comprehensive guide of objections and effective responses.

🏆 Pursuit of Excellence: Striving for excellence in all we do is non-negotiable. We

will:

1. **Set and Pursue Clear Goals:** Clearly outline and relentlessly chase our
daily, weekly, and monthly targets.

2. **Maintain High Levels of Energy:** Develop the mental and physical

resilience needed to perform optimally every day.

3. **Seek Improvement Continuously:** Regularly review our performance,

learning from every interaction, and constantly enhancing our skills.

💪 Commitment to the Process: Achieving $3,000 a month demands dedication,

hard work, and resilience. We acknowledge this challenge and are committed to
putting in the required effort. We will:

1. **Manage Our Time Proactively:** Optimize our schedules to maximize

productivity every day.

2. **Maintain a Balanced Lifestyle:** Develop a healthy balance between work

and life to sustain high levels of performance.

3. **Maintain a Positive Outlook:** Approach every challenge with optimism and

view difficulties as opportunities to grow.
💡 Upholding Ethical Salesmanship: Integrity and ethical conduct are the
foundations of our journey. We represent not just our products, but our values,
ensuring every interaction is conducted with respect and honesty. We pledge to:

1. **Maintain Ethical Standards:** Uphold the highest standards of

professionalism and integrity in every sale.

2. **Build Trusting Relationships:** Develop relationships based on trust,

transparency, and mutual respect.

3. **Provide Genuine Value:** Prioritize the needs and challenges of our clients
and offer solutions that truly benefit them.

---

🌟 Conclusion: This manifesto is our guide, our blueprint to achieving our

ambitious monthly target of $3,000. We are more than just sales representatives;
we are conveyors of value, solution providers, and relationship builders. Through
unwavering commitment, ceaseless effort, continual learning, and strict
adherence to ethical standards, we will surpass our goals and set new
benchmarks in sales excellence.

ABOUT THIS LESSON

1) Head to this google

doc: https://docs.google.com/spreadsheets/d/17DTxnni0mTxLtaXEcotN0F0SxznI-
lbkNCu1VuS--So/copy?usp=sharing

2) Make a copy for yourself titled "Invoice for KRC Template"

***Store this as a saved page in bookmark

3) Commissions are paid out on the 5th for days 1-15 of the month, and days 16-
31 are paid on the 20th of each month. Your invoice is due the day after pay
period ends (16th and 1st) to allow for processing time.

5) Please make sure we have editor access to the invoice. No need to check the
"Notify via email" box.

6) Download a copy of your invoice to your laptop/desktop and upload here for
processing: https://docs.google.com/forms/d/e/1FAIpQLSfoph5aSULQ1As6hoZzhS
fP2W9ruDPLisZDkNCtlYMA3SWmxg/viewform

ABOUT THIS LESSON

### Welcome New Employee!

Welcome to our vibrant company! We are thrilled to have you on board. To help
you understand our environment and our client base better, here’s a brief
overview focusing on the coaching and consulting clients we serve, the pain
points often encountered by them, and how they as a person:

Who is an ideal client:

Business to Business Coaches & Consultants who want to get out of the 1 on 1
time trap and deliver high-ticket programs that can scale (group coaching)

Successful Coaches & Consultants with testimonials

Course or Program creators that want a more profitable and leveraged delivery
model that they can command high ticket fees for

Has a product matrix of (Low Ticket offer) Course, Flagship Program or DWY
(High Ticket), Mastermind or DFY (Ascension Offer)

They Must Have…

A success story

A successful business model

A unique sales model

A passion for something they know how to do

Authority & credibility in their niche to monetize

If their flagship offer is new, we cannot do DFY offers. They must prove product
market fit for the DFY offer FIRST.

But what makes a prospect qualified to get booked for a Strategy Scaling
Appraisal Call?🏼

If the prospect is making more than $10K+ per month and has been consistent,
book them on the Strategy Call.

ABOUT THIS LESSON

Click Here For Most Up To Date Version Of The Script.

1. Download the script - memorize this word for word.
2. Watch the video above
3. Watch this video from Jeremy Miner.
4. Watch this video from Jeremy Miner
5. Watch this video from Jeremy Miner

Cold calling is all about:

 Using the confused & curiosity frame
 Not speeding up - you control the pace of the conversation
 You are just there to followup, that's it.

 ABOUT THIS LESSON

 When you set a strategy call for the company, the lead will receive an
email confirming the appointment with our CEO Kara and in the email they
will also be given a link to this page with a video explaining our
methodology:
 Video Sales Letter - Our Methodology
 Watch this video and carefully review all the information on that page.
 Some of the calls that we book for you on calendar will have already
watched this video before you speak with them.


Cold Calling Setter Mindset & Mission

Framework
Who We Are
As cold-calling setters, we are the bridge between potential customers and the
solutions our company offers. We represent the first interaction many people will
have with our organization and therefore hold a significant role in shaping their
perception of our brand. We are not just callers, we are relationship builders,
explorers, and conduits of value.

Our Job
Our primary task is to reach out to potential clients via telephone, connecting
with them on a personal and professional level. Our conversations are not mere
sales pitches; they are meaningful dialogues aimed at understanding the client's
 needs, challenges, and goals to determine if the lead would be a good fit to work
with.

We:

 Discover new opportunities by identifying potential customers who might benefit

from our products or services.
 Engage with potential customers in a respectful, empathetic, and professional
manner, ensuring they feel valued and heard.
 Introduce our company's products or services, aligning the value they provide
with the customer's needs.
 Arrange meetings for the sales team to dive deeper into the benefits our
company can offer.
 Uphold the company's values, mission, and culture in every interaction.

Our Mission
To foster productive conversations that will lead to long-lasting business
relationships. We strive to create positive experiences for each potential
customer we contact, to add value to their business and pave the way for a
successful partnership. We're not just calling to sell; we're calling to solve
problems, create opportunities, and build trust.

Operative Guidelines

1. Empathy and Respect: Always approach each call with empathy and respect,
understanding that the person on the other end is a human being with unique
needs and challenges. Remember, you're not interrupting their day; you're
providing them with a potential solution.
2. Listening: This is our most powerful tool. By genuinely listening to what
potential customers have to say, we gain insights into their needs, concerns, and
aspirations. This enables us to align our offerings effectively.
3. Clarity and Conciseness: Be clear, concise, and articulate in your
communication. Your ability to convey our value proposition quickly and
understandably is key to capturing interest.
4. Positivity: Bring positive energy to each call. Positivity can be infectious, and it
can set the tone for the entire conversation.
5. Resilience: Rejection is a part of the process. Do not take it personally. Instead,
view each rejection as an opportunity to learn and improve.
6. Accountability: Hold yourself accountable to the highest professional and
ethical standards. This means honoring commitments, respecting confidentiality,
and always striving for excellence.
 Call Cadence and Language
You are calling to "follow up on an email Kara sent you about a potential rev
share partnership". You do not know intimate details about the product or offer,
Kara will be able to take the prospect through that on another call. You are just
reaching out to see if the lead is interested (and qualified) to get on a call with
her.

Remember, each call we make is a reflection of our company and our values. We
have the opportunity to leave a lasting positive impression on every person we
connect with. Let's make every conversation count.

ABOUT THIS LESSON

How to Qualify a Prospect

Who is an ideal client:

 Business to Business Coaches & Consultants who wants to get out of the 1 on 1
time trap and deliver high ticket programs that can scale (group coaching)

 Successful Coaches & Consultants with testimonials

 Course or Program creators that want a more profitable and leveraged delivery
model that they can command high ticket fees for

 Has a product matrix of (Low Ticket offer) Course, Flagship Program or DWY
(High Ticket), Mastermind or DFY (Ascension Offer)

They Must Have…

 A success story

 A successful business model

 A unique sales model

 A passion for something they know how to do

 Authority & credibility in their niche to monetize

 If their flagship offer is new, we cannot do DFY offers. They must prove product
market fit for the DFY offer FIRST.

But what makes a prospect qualified to get booked for a Strategy Scaling
Appraisal Call?🏼

If the prospect is making more than $10K+ per month and has been consistent,
book them on the Strategy Call Calendar:

Link:

MINIMUM TO QUALIFY = $150K ANNUAL

Our Ideal Prospects + Background

Information
1. Introduction: The Coaches' Conundrum

Many coaches and consultants find themselves in a cycle where they're

exchanging time for money. While this can be lucrative initially, the model hits a
ceiling pretty quickly. The desire for increased revenue is there, but the time-
restriction means limited growth opportunities.

2. Our Solution to the Problem

We identify the challenges faced by coaches & consultants and provide

solutions:

 Breaking the 1-on-1 Time Trap: We educate about the limitations of this model
and show how to transcend it.
 The Power of Group Coaching: The concept of coaching multiple clients
simultaneously to optimize time and expertise.
 From Hourly Rates to Value-Based Packages: We guide the transition from hourly
fees to comprehensive packages, such as 3-month, 6-month, and 12-month
programs.

3. Coaches & Consultants Catering to B2B: A Different

Approach

Coaches & consultants working with businesses, especially entire departments,

have a unique pricing structure. Their approach differs in the following ways:
 Variable Pricing: Offers are tailored based on the total number of individuals in a
department.
 Per-Person Charges: While a coach might price their services at, for example,
$5,000 per person, for a department of 30 people, this becomes a $150K deal.
 Real-World Success: One of our clients in leadership coaching secured a deal
worth $166K, coaching an entire department in a firm. This showcases the
potential of such arrangements.

4. The Financial Transformation

 Current Rates: Coaches & consultants generally charge between $100-$500 per
hour.
 High-Ticket Offers with KRC: Coaches & consultants are guided to package their
expertise into offers that can command prices upwards of $5,000.

5. Who is the Perfect Fit for KRC?

Our strategies yield the best results with specific partners:

 Knowledge Conversion: Coaches & consultants who've translated their expertise

into structured offerings.
 Team-Oriented: Openness to building or expanding a team is crucial.
 Ambitious Scaling: A tangible desire to grow and expand.
 Pricing Adaptability: Existing high-ticket offers are a bonus. Otherwise, a
readiness to significantly up their pricing game is vital.
 High Commitment Level: They need to be wholly invested.
 Full-Time Dedication: Coaches & consultants who dedicate themselves full-time
to their craft yield the best results.
 Openness to Group Coaching: Adaptability to group coaching is essential.
 A Solid Track Record: Proven success, backed by case studies and testimonials.

6. Conclusion

Selecting the right coaches ensures mutual growth and success. With a clear
understanding of their challenges, our solutions, and ensuring the proper fit, we
can achieve unparalleled growth and success together.

Our Ideal Prospects + Background

Information
 1. Introduction: The Coaches' Conundrum

Many coaches and consultants find themselves in a cycle where they're

exchanging time for money. While this can be lucrative initially, the model hits a
ceiling pretty quickly. The desire for increased revenue is there, but the time-
restriction means limited growth opportunities.

2. Our Solution to the Problem

We identify the challenges faced by coaches & consultants and provide

solutions:

 Breaking the 1-on-1 Time Trap: We educate about the limitations of this model
and show how to transcend it.
 The Power of Group Coaching: The concept of coaching multiple clients
simultaneously to optimize time and expertise.
 From Hourly Rates to Value-Based Packages: We guide the transition from hourly
fees to comprehensive packages, such as 3-month, 6-month, and 12-month
programs.

3. Coaches & Consultants Catering to B2B: A Different

Approach

Coaches & consultants working with businesses, especially entire departments,

have a unique pricing structure. Their approach differs in the following ways:

 Variable Pricing: Offers are tailored based on the total number of individuals in a
department.
 Per-Person Charges: While a coach might price their services at, for example,
$5,000 per person, for a department of 30 people, this becomes a $150K deal.
 Real-World Success: One of our clients in leadership coaching secured a deal
worth $166K, coaching an entire department in a firm. This showcases the
potential of such arrangements.

4. The Financial Transformation

 Current Rates: Coaches & consultants generally charge between $100-$500 per
hour.
 High-Ticket Offers with KRC: Coaches & consultants are guided to package their
expertise into offers that can command prices upwards of $5,000.

5. Who is the Perfect Fit for KRC?

Our strategies yield the best results with specific partners:

 Knowledge Conversion: Coaches & consultants who've translated their expertise
into structured offerings.
 Team-Oriented: Openness to building or expanding a team is crucial.
 Ambitious Scaling: A tangible desire to grow and expand.
 Pricing Adaptability: Existing high-ticket offers are a bonus. Otherwise, a
readiness to significantly up their pricing game is vital.
 High Commitment Level: They need to be wholly invested.
 Full-Time Dedication: Coaches & consultants who dedicate themselves full-time
to their craft yield the best results.
 Openness to Group Coaching: Adaptability to group coaching is essential.
 A Solid Track Record: Proven success, backed by case studies and testimonials.

6. Conclusion

Selecting the right coaches ensures mutual growth and success. With a clear
understanding of their challenges, our solutions, and ensuring the proper fit, we
can achieve unparalleled growth and success together.

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