BCS 323 - Honoring Adrian Ulsh

In this deeply personal tribute episode of Business Coaching Secrets, Karl Bryan and Rode Dog reflect on the legacy and lessons of Adrian Ulsh, Karl's business partner and "big brother" of 17 years, who recently passed away. They discuss the principles, temperament, and business philosophies that defined Adrian's impact on their company, their clients, and the entire coaching industry. Karl shares invaluable insights into the operating system Adrian helped create, actionable strategies for growing and coaching small businesses, and practical approaches to prospecting and retention—all inspired by Adrian's stoic focus and unwavering dedication.

Key Topics Covered

The Legacy and Principles of Adrian Ulsh

• Karl Bryan shares heartfelt stories about Adrian Ulsh's influence, describing Adrian as the true "man, myth, legend" and the stabilizing force behind their partnership.

• Family first: Adrian's definition encompassed team members, clients, and the broader community.

• Wild loyalty, consistency, and frugality as core values that drove business and personal success.

Building and Installing a Business Operating System

• The "Jumpstart 12" framework: Twelve core areas for incremental business improvement and profit acceleration.

• How small, strategic changes (2-5% gains in multiple areas) compound to produce powerful growth.

• The importance of standards over goals and repeating proven stories for impact.

Real-World Example: Coaching a Landscaping Business

• Step-by-step, Karl details how Adrian would apply the Jumpstart 12: controlling costs, defining a market-dominating position, bundling services, creating compelling offers, joint ventures, upselling, and cross-selling.

• Emphasis on practical, low-friction implementation—no magic pills, expensive hires, or complicated training.

The Magic of Incremental and Compounding Growth

• Why professionals focus on what could go wrong, systematize improvements, and avoid "hopium."

• Operating by numbers: using math and real metrics, not emotions or wishful thinking, to guide decisions.

Client Prospecting and Scripting Mastery

• Adrian's approach to outreach: short, personalized, authority-driven messages sent consistently.

• Leveraging connections (Chamber, BNI, local hangouts), offering value, and asking for opinions to initiate real conversations.

• The importance of sending multiple messages daily, not expecting instant results, and using results—not emotions—as a barometer.

Notable Quotes

"He didn't have goals. He had standards. Create standards for yourself." — Karl Bryan

"You want to build a great company, you want to build a great product—consistency and focus over talent all day long and twice on Sunday." — Karl Bryan

"Don't get too up. Don't get too down… Warren Buffett doesn't walk into a boardroom all hopped up on hopium." — Karl Bryan

"Send it out 50 times a day. If you w