Episode 78 – He Closes 91% of Sales Calls (Here’s How) | Austin Medlin

Austin Medlin joins Bo DePaoli for a tactical conversation on high-ticket sales, business leverage, and why most entrepreneurs stall out—not because their leads are bad, but because their communication is. Known for specializing in online high-ticket coaching sales, Austin breaks down the psychology behind closing, how to run discovery the right way, and the objection-handling frameworks that turn “I need to think about it” into committed action.

In this episode, Austin shares how he went from running a low-margin landscaping company to becoming a top performer in the coaching sales world, taking 7,000+ calls and helping generate $100M+ in client revenue using his systems. He explains what “demonstration marketing” looks like through strategic partnerships, what healthy close rates should actually be, why coaching businesses can scale with lean teams, and how to build a profitable lifestyle business without the ego-driven traps that sink most people.

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Guest Resources

Instagram: theaustinmedlin

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Value Bombs

• People buy faster when they feel seen, heard, understood, and valued—ask better questions before you pitch.
• Statements don’t make you sound smart; the quality of your questions does.
• “Bad leads” are often a cover story for bad sales skill.
• A strong discovery phase gives you the exact language to close using their own words.
• High-ticket sales isn’t a gimmick—it’s human psychology applied consistently.
• “When they pay, they pay attention”—free attracts spectators; paid creates commitment.
• Coaching scales because you’re selling speed and clarity, not just information.
• Build lean if you want freedom: profit + control beats vanity scale.

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Sponsors

Grit Fitness
Elevate your fitness with cutting edge training and expert coaching.

D3 Capital
Unlock sophisticated investment strategies designed to protect and grow your wealth.

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Show Notes

00:00 — Bo welcomes Austin and how Austin’s name came up on a mastermind call
00:45 — Austin’s background: 6 years in high-ticket coaching sales + what he actually does
01:25 — Numbers: 7,000+ calls, $9M collected, $100M+ generated with clients
02:05 — How Austin got into the space (landscaping business to coaching)
03:05 — “Closer” explained + why CEOs don’t take all the calls
03:45 — Brian Mark mention: Austin confirms he’s a client
04:15 — Coaching economics: why $1M/month isn’t “unfathomable” in this space
05:10 — Profit margins: coaching vs landscaping/construction (and the “one mistake kills profit” story)
06:20 — Can Austin’s framework work in other industries? Yes, but execution differs
07:35 — The psychology: people want to feel seen/heard/understood + questions over statements
11:05 — Why “coach the coaches” creates a bigger ripple effect
13:35 — Gym owners mastermind idea + how to structure coaching so people actually show up
17:00 — Team size at $1M/month coaching businesses (sales, setters, fulfillment, ops)
24:10 — Why Austin’s ads haven’t worked well + “demonstration marketing” through partnerships
27:45 — Close rates: what “good” looks like (40–60% expectation; why his is higher) + lifestyle business vs exit strategy

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Killer Resources
D3 Capital eBook: Master tax reduction and long term wealth strategies.
Grit Fitness Blog: Training, recovery, and performance insights from elite coaches.

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Performance & Wellness Picks

Discovery First: Asking better questions creates trust and makes selling feel natural instead of pushy.
Lean Business: Keeping overhead low increases freedom, profit, and long term sustainability.
Consistency Over Motivation: Building routines and discipline beats relying on hype or short term energy.

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