Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Lee Kantor: Lee Kantor here. Another episode of High Velocity Radio, and this is going to be a good one. Today on the show we have Vibha Chawla and she is with FocalPoint Business Coaching. Welcome.

Vibha Chawla: Thank you very much.

Lee Kantor: Well, I am so excited to learn about your practice. Tell us a little bit about how you’re serving folks.

Vibha Chawla: Yeah. So my business is about helping businesses increase their revenues and profits. But this year, in 2025, I have been focusing more on helping them increase revenues 10 to 30% with a ten session programs that have come up with.

Lee Kantor: So talk about that ten session program. How’d you land on ten sessions as kind of the sweet spot, you know, in order to, uh, show impact and growth.

Vibha Chawla: Yeah. So focal point Business Coaching is actually a global organization. We have 260 coaches across the globe and we have more than 250 strategies. And I’m trying to remember if it’s 50 or 70 number of modules. And what I was observing with my clients is that there were ten specific things that we were talking about over and over, over and over again that helped them increase their revenue 10 to 30%. So I was like, okay, it seems like all these businesses are struggling with similar things. Why don’t we just, uh, compact that ten session program and call it out as increased business revenue? If they went through that, they are pretty much prepared to increase their revenues 10 to 30%. So, uh, you know, most businesses, they don’t need more effort, right? They need more alignment. So that’s what this ten session system focuses on small strategic shifts to make sure we get the compounded results. So we are bringing clarity to goals, communication and execution. It’s kind of a structured growth. Uh, not necessarily guesswork. So that’s what, uh, the clients start to see the measurable results. Sometimes we have to go a little bit deeper into other things, depending on, you know, what the business is doing. Um, but this ten sessions gives them a framework that will help them increase their revenue.

Lee Kantor: So how long does it take to go through the ten sessions? Is that a weekly rhythm or is it a couple times a week?

Vibha Chawla: Yeah, most people and that’s how I prefer as well. We basically try to do one hour per week over the zoom and um, you know, one hour they have to apply it on their business. So they are changing business, they’re changing things in their business, etc..

Lee Kantor: And then what is, uh, kind of that ideal prospect look like for you? Do you have kind of a, um, idea of the persona of a good client for you?

Vibha Chawla: Yeah. So some of these small businesses, I will put them into the group coaching program. Um, and large businesses basically have their own, uh, group sessions. We group them into ten participants each, if you know what I mean. So it’s all over the range. But whoever wants to increase their revenues, they are stuck. They are trying to grow. Um, I think will be the ideal client. My primary focus has been in technology, manufacturing, pharma and, um, law firms. So those are the four things. But we have had other companies as well that are participating, like a franchise consultant, a leadership coach. Uh, but ideal client would be, I think, um, technology law firm manufacturing and, uh, pharma.

Lee Kantor: Now, how did you get involved in coaching.

Vibha Chawla: Oh, yes. So I was working for pharma, biotech and technology for really long time, I think two decades. And, um, there was quite a lot of strategy planning, technology roadmap planning, budget management, etc. I wanted to get into more, uh, marketing sales aspect of business too. So, I mean, I wanted to help small businesses as well as big businesses. So I wanted to be all spectrum of the businesses. So that’s how I was like, okay, I want to help businesses increase their revenues. What’s the best way? You know, and this is where I met with some people in the focal point, uh, through a franchise consultant. And I really like the culture. And, uh, you know, there are multiple things that we cover in the business. Uh, today I’m just talking about specifically revenue increment, but there are multiple things we do. So that’s how I got in, Um, I left my former job to become a full time, uh, business coach.

Lee Kantor: Had you, when you were working in corporate, did you have the opportunity to work with a coach or is coaching? Was you actually being a coach the first time you got involved with coaching?

Vibha Chawla: No, that’s a good question. No, that’s, uh. That’s right. I hired a coach when I was working for corporate because I was feeling stuck in my career, and, uh, that started to change me a lot more, started to pivot my direction. And we started talking about where do I want my career to be at the end of my, you know, retirement, uh, as I start my retirement. So, yeah, I did work with the coach during the corporate time, and then we pivoted on to, okay, I can make a difference in so many others lives. Uh, that’s how I started. Did.

Lee Kantor: So you saw the impact that a coach can make?

Vibha Chawla: Yes.

Lee Kantor: And was that, um, when you when you first started working with the coach, was that kind of a leap of faith, or did you feel like, okay, this is exactly what I need? Um, because some people are hesitant to, um, you know, hire a coach or use a coach.

Vibha Chawla: Yeah, I think I took I started, uh, in corporate with my internal mentors. Okay. So I think I went through probably ten internal mentors. And one of them then said that. What are you expecting? Do you see that we are going to give you a different perspective. And she kind of opened up my mind. I’m like, yeah, actually everybody is saying almost similar things within the company, right? If I go outside, I may get a different perspective. So she referred me. She was like, I believe you need help. She was my mentor, and she referred me to an outside coach saying that she would provide the outside coach would provide a different perspective. From there, I also hired a business coach. So I went into executive coach. It was a leap of faith, but I was this was coming from my mentor to go look outside coach to get a different perspective. So I kind of believed in it it. I wish I had done that route seven years ago. Right. I would have been at a much faster pace in my career, much faster pace in my business. So yeah.

Lee Kantor: I find that a lot of people wish they had started coaching earlier. That’s a common theme that once they’ve had a coach and they found the right one for them, it’s something they said they a lot of them say that I wish I would have done this sooner than than I did is, um. How did you go about vetting a coach? Like, how do you know when you have the right coach?

Vibha Chawla: Yeah, that’s a great question. For me, I mainly went with whoever my mentor had recommended. I did go out and do some research to see which one would fit my style, but I believe, um, the right coach for me right now. Also, I guess I have a coach now too, with Focal Point, right? I want to work with the person whose style will match with mine. Right. So that’s. And plus they have the expertise. They have produced the results themselves. Or even if they have not produced the results, I guess, uh, they have they match my style and I can trust them. I think those were the two things. Can I communicate with them honestly? Can I talk to them about my ambitious goals. That’s how I had looked at selecting coach for me, and I still continue to do that. I always go with somebody who will match my style, who will work with me nicely, who will fit with me.

Lee Kantor: Now let’s talk about your ten session program regarding revenue growth. When they when your clients come to you and they, um, are are seeking more revenue growth, how do you begin the conversation to kind of create that baseline to see where they’re at so that you can develop a plan that’s going to help them get to where they want to go.

Vibha Chawla: So the first thing we do is, uh, the sales assessment. So I figure out where the gaps are in their skill set. There are about, um, I guess ten criterias. We look at that, we look at also their emotional intelligence. We look at their communication style. So you figure out the gap. It’s a it’s called disc sales assessment. I don’t know if you’ve heard of it, but but that’s what tells us the gap. And based on that we are putting them into, uh, you know, sessions that will help them increase their revenue. But what I’ve seen over and over and over again is these ten sessions are what has helped them increase their revenue. But we still do the communication assessment. We figure out the gaps and continue to emphasize that during those sessions to close those gaps.

Lee Kantor: So it sounds like you’re starting more with a mindset than what a given market opportunity looks like. So you’re starting kind of where they’re at just from a mindset standpoint, before you even address kind of the nuts and bolts of the business.

Vibha Chawla: Yeah, mindset is big as well, right? Because your business cannot outperform your current mindset. So that’s where things start to change. Yes. Mindset is also one aspect of things. It’s not all of it, but we are. We are looking into communication. We are looking into their emotional intelligence. Uh, we are looking into all of their skills, how good they are in the, you know, first impression, how good they are in terms of qualifying, closing. Uh, but yes, we do cover that mindset too.

Lee Kantor: Because if you don’t get that right, that could be a limiting, uh, issue going forward. Right? If they can’t, if they don’t really believe then that how can they achieve?

Vibha Chawla: Yes, yes. Mindset is definitely before any process or method because that’s where actually real growth begins. I was actually talking to my coach yesterday and he said the same thing too. He’s like mindset, confidence, competence. Those are the key factors, right? Without that, there is uh, it’s impossible to achieve your results.

Lee Kantor: So now once you kind of help them and coach them up when regarding their mindset, where do you kind of find these maybe untapped opportunities or places where they’re they’re not maximizing some of the things that they have going on currently?

Vibha Chawla: Yeah. So untapped opportunities are generally being invisible. Uh, sometimes they forget about their client side is the where we had seen the gaps, where the neglected clients unasked referrals and, uh, not tracking the results. So one of my clients actually grew revenue 400% by systemizing the referrals and following up consistently. So hidden revenue is not just in the market, right? It’s inside the business, but it needs to be more organized and structured.

Lee Kantor: So you find that a lot of times maybe, um, I don’t want to say they forget, but maybe they take for granted some of the existing assets they have or relationships they have, and they’re just not kind of reminding folks enough about what they do or some new thing they do, and that there’s a lot of kind of opportunity just in your current situation.

Vibha Chawla: Yes, yes. I mean, yeah, some of the clients are either we are not asking for referrals and sometimes there were some issues about the customer experience and we had to improve that customer experience level. That was a little bit deeper dive and we went sideway from those ten sessions. But we found out that there were some gaps in the customer experience. So we had to cover that to make sure that customers are feeling satisfied and then asking them for referrals. Does that make sense?

Lee Kantor: Yeah, absolutely. Because I mean, I think that a lot of times people are always searching for the new instead of just Delivering a surprise and delight service with their existing clients. Like if you just ask your existing clients, what would you like us to do more of? Or do you know anyone else that can help that we can help? You might be surprised that that’s a lot easier to, um, to get some wins that way as opposed to, you know, running Facebook ads and hoping some stranger is going to try you out?

Vibha Chawla: Yeah, absolutely. So in this specific program, we are not talking about any advertisements at all. It’s mainly without spending any marketing expense. So it’s mainly through I mean there are multiple other sessions, but one of the sessions talks about, uh, you know, how to get referrals from champions.

Lee Kantor: So now do you mind sharing some advice when it comes, like you talked a lot about communication and the importance of clear communication. How would a business owner or entrepreneur use clear communication as a way to increase revenue?

Vibha Chawla: First of all.

Vibha Chawla: I think a lot of customers of ours, they don’t speak client language, right? When we start working on and looking and hearing a little bit more, uh, client speak, you can use that same language to be clear about. Yes. This is the exact problem we are trying to solve. Sometimes they speak their own language and there comes a disconnect. Although in the implementation of things there is not disconnect. But, um, that’s where I believe we need to align more in client’s language. So being clear.

Lee Kantor: So how do you help them kind of get the language right. Like do you, do you, um, recommend they talk to clients, you know, record it so you can hear the words the clients are using. Like, how do you help them? Because they might think they are talking the client’s language. But a lot of times, to your point, they’re talking their own language and the clients kind of going along for the ride, but they’re not using the same words maybe that the client is using.

Vibha Chawla: Yeah, absolutely. Uh, they basically we help them figure out what’s their ideal client like. Right. And we recommend them go out and speak to your ideal clients and get some feedback. And yeah, they can record it. I’m not sure if they’re allowed to record it, but regardless, I think the process is the same. They are interviewing their ideal clients to get the feedback, understand their pain points at least 5 to 10 of them so they can understand the language, depending on, I guess, how big is their client. Sometimes the clients are really big too, but we definitely recommend meeting with 5 to 10 ideal clients and come up with that language and hear them more often. And this this is a process, right? It takes sometimes a long time as well. But being clear, um, when I was talking about the communication, it was more about matching your style with others. It’s about the disc. Um, you know, some people are highly driven, some people are high influencer. They are steady compliance. That’s what I meant by, um, matching your communication style and being clear about your goals. That makes sense.

Lee Kantor: Yeah, it makes sense. And, um, but to get back to the maybe the disconnect between what an owner might think a client is saying and what they are actually saying, there might be a way to improve clarity there, because I, I’ve met with a lot of owners where they when they started the business, their client was one thing and had a certain need, but maybe over time that shifted. And then the owner is still communicating as if things didn’t shift. And they’re not really kind of on top of how the market has changed or the needs of their clients have changed.

Vibha Chawla: Yeah. Interview your clients. I think that’s the best way to get across that right. Continue to get that feedback. Um, in the customer experience also, we ensure that every time you’re delivering a service, every time you’re delivering a product, continue to get the feedback and at the same time continue to hear from your clients, continue to interview them and see what are their pain points and how can you solve them.

Lee Kantor: Now, is there a story you can share that maybe illustrates what it’s like to work with you? Um, don’t name the name of the client, but maybe share the challenge that they had before they started working with you, and how you were able to help them get to a new level?

Vibha Chawla: Yeah, absolutely. So I’m thinking about one of the clients, and they were running the business for about three years. Um, the business owner came to me and said that I am. I’m not sure if I can continue with this less revenue forever. Right. So the revenue was kind of stuck. They were growing, but not at the pace that they can survive or be happy about it. So what we did there is we did the assessment of the overall business and then figured out there were some gaps in the sales in their closing skills. So I put them into the group coaching program where they learned, uh, the, you know, the overall sales skills. They went through the ten sessions and, uh, the business owners started to see increment in their revenue. I think he went, uh, up to 400% or even more. It was mainly, I think, the gap that we were finding out was in terms of conducting a sales, um, she was going out and, uh, trying to close the sale versus figuring out or identifying the problem. So how we shifted that is, instead of going out and selling, mainly determine the problem of the client, determine their pain point, and then talk about your product or services instead of just talking about your services. So that shift made quite a lot of change in the sense that, uh, overall closing skills went up very high and she was able to thrive that business. And now she can continue on for a long time. Right. So so that was an example of, uh, where the business owner saw the increment in 400% revenue, mainly by changing and shifting their thinking to identifying problems, solving those problems. Secondly, you know, working on their sales process, sales script and asking for referrals. I think those were the three things that we had close the gaps on. And, um, yeah, the business was thriving very successfully there. It is more about discipline, right? Discipline, focus, follow through, discipline, about discipline, of asking the problems rather than just continue to say, hey, my service is great, just buy it. Just buy it. That makes sense.

Lee Kantor: Yeah, I think that when it comes to sales, a lot of people well, maybe subconsciously really don’t enjoy sales or don’t feel good about sales and that style where you’re asking questions and you’re trying to see if you can help and lead with service. I think that makes people feel less icky when it comes to selling. And then if you can reframe selling to helping and then just trying to be useful. Um, I think that everything improves. Now, you don’t feel bad. You look forward to it. You want to help people, and then you are really just trying to help them, and hopefully it’s with you. But if it’s not, that’s okay too. You’re just trying to help. Yeah.

Vibha Chawla: Absolutely.

Lee Kantor: Now, is there something you can recommend? Is there a small first step that a listener can take right now to start seeing results? Is there something that comes to mind that a listener right now could do that might be beneficial?

Vibha Chawla: Yeah, absolutely.

Vibha Chawla: I think, uh, one thing that has helped, uh, my clients over and over again and again is systemize your referrals. A lot of people meet a lot of contacts and a lot of connections, a lot of friends, but they don’t systemize how to reach out to the referrals, how to make sure they are staying on top of their head. So I would say build a power team 5 to 7 strategic partners who your ideal clients, but don’t compete with you, and then continue to build that network and continue to ask for referrals and give referrals to right. It’s a givers gain. Give referrals. Ask for referrals and continue to build that team. But do not forget them, right? If they are your strategic partners, if they are your referral partners, continue to work with them. Definitely systemize. How often are you going to do it? How often are you going to meet? How regular are the are the meetings going to be, or how regular are the emails going to be? So that’s what I would recommend. Systemize your referrals.

Lee Kantor: Systemize measure, and then make sure everything’s you have to check in to make sure everything’s going as you planned.

Vibha Chawla: Yeah, absolutely.

Lee Kantor: Now, if somebody wants to learn more and have a more substantive conversation with you, what is the website? What’s the best way to connect?

Vibha Chawla: Yeah. So my website is.com, or you can even go to dot sales or they can contact me on my phone (847) 916-7230. So yeah, they should be able to get that information.

Lee Kantor: And your name is spelled v I b h a h a w l.

Vibha Chawla: That’s right.

Lee Kantor: Well, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Vibha Chawla: Thank you so much for having me. I really appreciate it.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on High Velocity Radio.

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.