Do you actually have a sales process — or are you just winging it? If you can't explain your sales process step by step, you're leaving money on the table. Control in your business starts with a clear, defined, and repeatable sales process — one that's been written down, tested, tracked, and measured. Whether you're a solopreneur just getting started or you've been at this for years, this episode will challenge you to get honest about where your process stands and give you the tools to improve it starting today.

Highlights

• If you don't have a sales process, you don't have control — and most business owners mistake a process problem for a sales problem
• Every business, regardless of size, needs a consistent and documented sales process to get consistent results
• You must track every step of the sales process — not just total sales — so you know exactly where things are breaking down
• Your process will evolve over time, and that's a good thing — but you can't improve what you haven't defined
• The real shortcut in sales is completing the sales process, not skipping steps in it
• A real estate company with a 33-step sales process shows just how powerful a thorough follow-up system can be
• A documented sales process makes it possible to coach a new salesperson and pinpoint exactly where they need help
• Marketing and sales are not the same thing — marketing brings people to the door, sales takes them through it
• You already have a sales process; it just hasn't been written down yet

Chapters

0:34 — Welcome and Big Question

1:47 — Why Sales Needs Process

3:01 — Track Every Step

3:46 — Evolve and Follow the System

6:13 — Real Estate 33-Step Example

7:47 — Scale With Coaching and Systems

8:33 — Define Your Process

10:35 — Sales vs. Marketing

12:22 — Final Challenge and Wrap

Want to get more help from Lee with your business? Visit her website: https://leegray.actioncoach.com/

This show is part of the ICT Podcast Network. For more information, visit ictpod.net.

What's actually stopping you from starting your business? For most second act entrepreneurs, it isn't the idea — it's the paperwork. Specifically, that one question: What entity should I form? In this episode, we break it all down so you can stop overthinking it and start moving.

We walk through the five most common business structures for new entrepreneurs — Sole Proprietorship, C Corporation, Partnership, LLC, and the S Corporation tax election — in plain, simple language. No legal jargon, no overwhelm. Just the essentials you need to have an informed conversation with your CPA or attorney. Plus, I share a real-world story about a consulting business owner named Amy who saved thousands of dollars a year simply by making the right tax election at the right time in her business growth.

The bottom line? Your business structure can evolve. Don't let it stop you from getting started.

Highlights

• The five most common business structures every second act entrepreneur should know
• Why a sole proprietorship may be fine to start — and when you should move beyond it
• How a C Corporation works and one niche reason a second act owner might choose it (hint: it involves rolling over 401k funds)
• Why partnerships require a written operating agreement — no matter how strong the friendship
• What makes the LLC the most popular structure for small business owners
• The difference between an LLC and an S corporation (spoiler: the S corp isn't a structure, it's a tax election)
• Amy's story: how electing S corp status saved her several thousand dollars in taxes when her consulting business hit $120,000 in profit
• Why you should talk to your CPA about the S election no later than year two — or sooner if your first year is highly profitable
• How to form an LLC: articles of incorporation, operating agreement, EIN, and filing fees — most of it doable online
• The reminder that business structure is important, but it is not what makes your business successful — creating value and serving people is

Chapters

0:34 — Choosing Your Entity

1:19 — Keep It Simple

2:36 — Sole Proprietorship Basics

3:30 — C Corporation Overview

4:40 — Partnership Pros and Cons

5:42 — LLC: Why It Works

6:25 — S Corp Tax Election

7:33 — Amy's S Corp Story

9:55 — When to Switch

11:36 — Forming an LLC: Steps

12:25 — Final Takeaways

13:11 — Reviews and Support

14:18 — Don't Overcomplicate It

Resources Mentioned

• IRS — For obtaining an EIN (Employer Identification Number): https://www.irs.gov/businesses/small-businesses-self-employed/apply-for-an-employer-identification-number-ein-online

Want to get more help from Lee with your business? Visit her website: https://leegray.actioncoach.com/

This show is part of the ICT Podcast Network. For more information, visit ictpod.net.

Note: This episode does not constitute legal or tax advice. Consult a licensed CPA or attorney before making any decisions about your business structure.

What if the thing holding you back from your second act isn't a lack of ideas — it's a blank Word document waiting to become a business plan?

That pressure to write a formal, polished business plan before you've even started is real — and it's stopping a lot of people in their tracks. The truth is, when you're just getting started, all you might need is a napkin and a pen. We dig into why the traditional business plan is overrated for second act beginners, what questions actually matter at this stage, and why clarity doesn't come before action — it comes because of it.

Highlights

• The belief that you need a formal business plan could actually slow you down from starting your second act
• A "back of a napkin" plan may be exactly the right starting point
• Your second act is about designing a life that makes you happy — not filling out spreadsheets
• Money matters, but "what would energize me?" is a more powerful first question
• Your second act doesn't have to be big or dramatic — it can be simple, sweet, and completely your own
• A real story about starting an ActionCOACH franchise without having everything figured out
• The three questions that fit on a napkin: What do I like to do? Who do I want to help? How will I earn income?
• Momentum creates clarity — not the other way around

Chapters

1:15 – Why Business Plans Stall You

1:57 – The Napkin Plan Mindset

2:31 – Design a Happy Second Act

3:33 – Money, Legacy, and Energy

4:21 – Second Act Options & Mythbusting

5:27 – Minimum Steps to Start

6:03 – My ActionCOACH Origin Story

8:25 – Simple Questions to Clarify

9:52 – Action Creates Clarity

11:03 – Napkin Reminder and Wrap Up

Want to get more help from Lee with your business? Visit her website: https://leegray.actioncoach.com/

This show is part of the ICT Podcast Network. For more information, visit ictpod.net.