Malcolm Reid Sr. is the founder of ProGlobal Business Advisors, a business-in-a-box model that has helped over 1,000 coaches worldwide build profitable, values-driven practices over the past 12 years. Malcolm provides coaches with everything they need to run a thriving business — positioning, systems, enrollment processes, delivery frameworks, software, and long-term operational support — all branded to the coach.

In this episode, Jess and Malcolm get into a conversation that's been brewing since Malcolm joined Interview Connections earlier this year. When Jess's salesperson left, it was Malcolm who had planted the seed that the best closers aren't salespeople — they're the coaches themselves. That insight changed the way Jess runs her business, and in this episode they unpack why.

What we cover:

• Why Malcolm's company doesn't have a sales team — and how the people doing the fulfillment are also the ones doing the enrollment
• The difference between a sales call and a selection process (and why it matters for client quality and retention)
• The "business in a box" model — what it means, how it works, and why it's modeled after a franchise but branded entirely to the coach
• How Malcolm helps coaches get clients through a diagnostic tool that finds six figures of hidden revenue in under 60 minutes — before asking for the business
• The power of strategic alliances and JV partnerships as a low/no-cost client generation strategy
• Malcolm's origin story: growing up in Baltimore, a conviction, and the turning point that led him to help small business owners build the lives they dreamed of
• Why both Jess and Malcolm believe that money is a result — not a motivation — and how leading with genuine care builds businesses that last

Connect with Malcolm:

Grab Malcolm's book, Massive Action, which outlines the 22 strategies he uses with his clients: 100KLeak.com