In this episode, Ken Freire sits down with Justin Janowski, founder of Faith to Influence, to unpack how solopreneurs, coaches, and consultants can master high-ticket sales without resorting to sleazy tactics or pressure-based strategies. Justin shares how he grew his business to $250K in his first year without ads or a big audience, using relational selling rooted in service and integrity. Together, they dive into how to reframe sales as service, overcome limiting beliefs, and create a transparent sales process that feels good for both seller and client.
Resources Mentioned
Timestamps
- 00:20 – Justin’s story: growing to $250K in year one without ads or a big list
- 01:37 – Why 82% of coaches fail and the fear of sales
- 02:16 – The illusion of progress: hiding in marketing instead of selling
- 04:21 – Rewriting the old story of sales: from pushy to service-oriented
- 06:57 – Doing it scared: why repetition builds sales confidence
- 09:19 – Breaking the “one-call close” myth and the power of booking the next call
- 12:04 – Transparent pricing and rejecting manipulative sales tactics
- 16:05 – Justin’s 10-step sales process (pre-frame, discovery, vision, offer)
- 22:03 – Coffee chats vs. sales calls: how to handle both with integrity
- 23:10 – The importance of language: why “decision” works better than “investment”
- 25:15 – Why safety and trust matter in sales conversations
- 28:20 – The balance of assertiveness: avoiding both passivity and aggression
- 31:30 – Practice and repetition: how to gain mastery in sales calls
- 31:43 – Free resource: Justin’s 10-step sales process PDF
- 33:24 – Final encouragement: there is a better way to sell with integrity
