Episode Title: The 3 Scariest Questions in Sales That Close 75-80% of Deals

Episode Summary: Ryan Lang and Brook Bishop reveal the three most feared questions in sales that most people avoid—yet these same questions are what separate top closers from everyone else. Learn the permission-based sales framework that builds trust, creates energetic momentum, and allows you to coach prospects to a "yes" rather than pushing them toward a decision. This isn't about manipulation; it's about serving at the highest level.

Key Takeaways:

• (04:05) The coaching frame that gives you permission to ask hard questions: "Does a good coach tell you what you need to hear or what you want to hear?"
• (13:36) The bridge question that transitions from discovery to solution: "If I could show you a way to remedy this today, would you be interested?"
• (27:34) The tie-down close that creates certainty before your offer: "Do you see why so many people get incredible results by leveraging our systems?"
• (19:00) Why identity shifts are crucial in sales—people hold onto stories as neural pathways that must be disrupted through vocalization(
• (31:47) The neuroscience of opening and closing loops in sales conversations to create natural momentum toward a decision
• (35:23) How to build an energetic crescendo that leads prospects to say "this is exactly what I need" instead of feeling pressured

Notable Quotes:

• "We will always do the activities of who we truly believe we are. If you believe you're lazy, guess what? Here you go." - Brook Bishop (19:00)
• "People don't buy because they like you. They buy because they think you understand them." - Ryan Lang (Referenced)
• "Being heard means being held. I cannot tell you how many people on the planet have never had somebody hold space for them." - Brook Bishop (16:16)
• "Don't assume that they want what you have. You must qualify and you've got to get them to vocalize it." - Brook Bishop (21:17)
• "When you do this the right way, you can literally coach people to a yes." - Brook Bishop (38:59)

Resources Mentioned:

• Empire Partners 7-Step Sales Framework - empirepartners.net/script

Stop avoiding these three questions and start implementing them in your sales process. Download the complete 7-step sales framework at empirepartners.net/script—it's 100% free and contains the exact system Ryan and Brook use to close 75-80% of their prospects. Practice these questions this week and watch how they transform your sales conversations from pushy to powerful.

Connect with Empire Partners: Ready to master sales conversations that feel authentic and get results? Subscribe to The Coaching Equation Podcast and grab the free sales script framework. Your prospects are waiting for someone who knows how to ask the right questions—make sure it's you.

Episode 56: Want vs Need: The Freedom Formula Every Coach Must Master

Episode Summary:

In this transformative episode, hosts Ryan Lang and Brook Bishop explore the critical difference between optimizing for want versus need, revealing how this mindset shift is the key to true entrepreneurial freedom. They challenge coaches to examine where they're still building their own prisons by focusing on scarcity instead of abundance, and share the uncomfortable truth about what you must let go of to get what you actually want.

Key Takeaways:

• (02:48) The paradigm shift from looking in the rearview mirror to dreaming big like when you were a kid
• (10:06) Want equates to freedom while need equates to constraint - understanding this fundamental difference transforms your approach to goals
• (22:35) The massive cost of apologizing for what you want and how it leads to inevitable self-sabotage
• (25:16) The power of vision boards and getting clear on what you want without timeline constraints
• (35:23) The uncomfortable truth: getting what you want has more to do with what you let go of than what you do
• (38:59) Three critical questions to audit where you're optimizing for scarcity instead of abundance

Notable Quotes:

• "When we're optimizing based on need, I believe we just build ourselves another prison. Because literally a focus on need is an immediate no to what you want." (10:06)
• "There is a massive cost for apologizing for what you want. Because every time you do it, you tell yourself that you're wrong." (22:35)
• "Getting what I want has way more to do with what I'm not gonna do, with what I'm gonna let go of, with what I'm gonna say no to." (35:23)
• "Why am I not worthy of wanting something that big? Because I'm the one who's deciding that." (33:35)

Resources Mentioned:

• Dan Sullivan's "want vs. need" framework from Strategic Coach - Strategic Coach
• Ed Mylett's lifestyle and business approach - The Ed Mylett Show
• Sarah Blakely's (Spanx founder) childhood story about failure conditioning - Spanx
• Heritage Profile personality assessment (formerly at Buffini and Company)
• John Assaraf's vision board story from The Secret documentary - The Secret
• Tony Robbins' wealth-building principles and paradigm work - Tony Robbins

Do the Work:

Ready to stop optimizing for scarcity and start claiming your freedom? Grab a pen and work through the three audit questions from this episode: Where are you optimizing for need instead of want? What becomes possible when you stop apologizing for what you want? What do you need to let go of to get what you actually want?

Connect with Empire Partners:

Enjoyed the episode? Subscribe, leave a review, and share with a coach who's ready to break free from the employee mindset and build a business based on abundance, not scarcity.

Episode 55: Stop Existing and Start Living: The 700,000 Hour Audit for High-Performers

Episode Summary:

In this powerful episode, hosts Ryan Lang and Brook Bishop dive deep into Ed Mylett's concept of "quality time remaining" and challenge high-performers to audit whether they're truly living with intention or just going through the motions. Discover four critical questions to assess your life, identify the silent killers stealing your time, and learn how to shift from surviving to thriving as both a person and a profitable coach.

Key Takeaways:

• (02:39) Where are your best hours actually going? The shocking reality of screen time vs. intentional living
• (10:18) Who elevates you versus drains you? Auditing relationships and environments that fuel or deplete your energy
• (16:37) Legacy impact: Are you building something meaningful or just maintaining the status quo?
• (25:39) Achievement versus satisfaction: The science of achievement coupled with the art of fulfillment
• (32:37) Silent killer #1: Hanging out too much in the comfort zone where "good enough" becomes the enemy of greatness
• (35:50) Silent killer #2: Being a people pleaser and living reactively to others' priorities instead of your own vision
• (39:07) Silent killer #3: "When then" syndrome - the someday mentality that kills more dreams than fear

Notable Quotes:

• "We will always do the activities of who we truly believe we are. If you believe you're lazy, guess what? Here you go." (06:55)
• "The ultimate failure is achievement without fulfillment." (26:46)
• "We cannot live out a mission if we're playing comfortable." (17:04)
• "When you do hard shit, you feel amazing. When you don't, you feel depressed." (22:25)

Resources Mentioned:

• Ed Mylet's concept of "quality time remaining" - The Ed Mylett Show Podcast
• Chad Cooper's book: Time Isn't the Problem: Four Strategies to Transform Stress Into Success and the Rule of 168
• Tony Robbins' framework: The science of achievement vs. the art of fulfillment
• Cell phone screen time audit exercise (03:06)

Call to Action:

Ready to stop existing and start truly living? Grab a pen and work through the four audit questions from this episode. Then ask yourself: what's one hard thing you can do today to break out of your comfort zone? Your future self is counting on the decisions you make right now.

Connect with Empire Partners:

Enjoyed the episode? Subscribe, leave a review, and share with a coach who's ready to build a profitable, mission-driven business without sacrificing their values.