1. Tom shares how “selling with heart” helped him rebuild after going broke.
2. You’ll learn why health and wellness businesses struggle with lead conversion—and what to do about it.
3. Discover the ONLY four questions you need to ask to get a prospect to buy.
4. Find out why storytelling is your best tool for connection and conversion.
5. Hear how AI can boost your productivity and help close more deals.

Tom's Valuable Free Resource (VFR):

https://go.tomjackobs.com/script-training

Sales and storytelling expert Tom Jackobs reveals how he turned failure into success by selling with heart. In just 7 minutes, he shares how health and wellness pros can better convert leads, use storytelling to build trust, and boost productivity - with help from AI and his signature 4-question script.

02:35 Ideal Client: Tom works with service-based entrepreneurs, focusing on health and wellness practitioners like chiropractors and functional medicine doctors.
03:40 Problem Solved: Tom helps convert warm leads into paying clients using appointment-setting services and heart-based sales training.
06:04 Valuable Free Action: Don’t sell the “thing”—sell the result. Tom explains how to guide prospects with smart questions so they realize their need for change.
07:30 Valuable Productive Action: Tom shares how he uses the AI tool Motion to prioritize and schedule tasks based on his personal productivity patterns.
08:52 Bonus Material
10:25 Valuable Free Resource: Tom offers a free script training video on the only 4 questions you need to ask to close a sale

(Note, this was transcribed using transcription software and may not fully reflect the exact words used in the podcast)

Welcome to the Goalbusters Expert Peak Productivity Tips podcast, where top business experts get just seven minutes to answer five rapid fire questions about what they do and how they stay productive.

Each episode is packed with actionable insights to help boost your efficiency and achieve your goals. Let's dive in and unlock the secrets to peak performance.

00:22 ROBIN

Well, hello, everyone. My name is Robin J. Emdon, and I'm the creator and author of the GetResultsology system and a dedicated accountability coach. My mission is to empower solopreneurs to unlock their true potential, boost their income, and achieve extraordinary success by maximizing productivity, streamlining their businesses, and aligning their goals with their authentic vision and purpose.

If you're ready to turn ambition into action and transform your goals into reality, you're in exactly the right place.

And speaking of being in exactly the right place, I am delighted to welcome Tom Jackobs. Now Tom is a storytelling and sales strategist who helps service based entrepreneurs sell more by connecting more.

After going broke within six months of buying his first fitness studio, Tom discovered the power of selling with heart and the magic of personal storytelling.

He went on to grow that business fivefold, then spent years flying around the world, literally, teaching others how to do the same. Now based in Taipei, Tom trains business owners to craft compelling stories that build trust, spark connection, and boost conversions without ever feeling pushy or fake.

Tom, welcome to GoalBusters!

TOM
Well, thanks for having me, Robin. It's good to be here.

ROBIN
You're very welcome. We've already established that you're in Taiwan. What time of day is it for you there?

TOM
It is, eight o'clock. So we're, twelve hours ahead of eastern time US.

ROBIN
Oh, fantastic. And I think we've established you’re about seven hours ahead of us. We're on British summertime here in, it is now sunny South Devon. And, of course, you can tell that I'm British because commenting on the weather is obviously a British, thing.

So…

TOM
Exactly.

ROBIN
I'll shut up, shall I?

Shall we do the questions?

TOM
Let's do it.

ROBIN
Alright. I'll get the clock up on the screen, and we'll make a start.

And there it goes. Tom, could you please tell us more about who is your ideal client?

02:35 TOM – Ideal Client
Yeah. I mean, in your introduction, you said, service based entrepreneurs, and that is absolutely true. However, I I go a little bit more niche down into that, and we're really work with health and wellness practitioners, practitioners, so chiropractors, functional medicine doctors, HashPay, medical practices as well, and help them sell their services because they need to do that because they work outside of insurance and, help them appoint you know… really maximize the leads that they're already getting into their business. But that's who I love to work with. I came out of the health and wellness industry, and so I love working with, with those practitioners. And they and myself included, I needed the help drastically. And so I'm happy to kinda return that favor to them as well.

ROBIN
Yes. Of course. We always we always teach what we've learned from first-hand much more effectively, don't we?

So what exactly is… the I always think the question is phrased wrong… What is the problem you solve? If only if it was one problem, what are the problems you solve?

03:40 TOM – Problem Solved
The main problem is so a lot of cash pay practices and health and wellness practitioners, like I said, they work outside of insurance, so they have to do their own marketing.

And so they do their own marketing. I do none of that. I don't do lead generation. But once they get those leads, that's where I step in. And many times and I had the same problem in my fitness studio, is once those leads came in, what do you do with them? So, generally, you have some automation set up, send some emails, send some texts, hope that they respond and book an appointment. But what if they don't?

Does anybody actually pick up the phone and call those leads? And, generally, nobody does. So I have a service for appointment setting. So we solve that problem. If they don't have the staff or the staff doesn't have the capabilities to call and book leads, then I have a staff, and we also use some AI, tools as well-to-do the booking of appointments.

So, we get that done. Now they have the appointment sitting in front of them. They have a great hot prospect ready to buy, but they don't know how to sell. They feel pushy, feel salesy. They feel like they're begging somebody to buy their program. And so I work with them on a methodology that I created over the last twenty years of trial and error, and I call it selling with heart.

And it's all about making that connection, not trying to get somebody to do something that they don't want to do, but getting them to realize that they need to make a change in their life for the better. And so that's what, you know, selling with heart is. And, you know, that and the those are the two main problems that, I solve and I see a lot. And it's, you know, quite frankly, Robin, it's not just the health and wellness industry that struggles with connecting with leads and selling those leads into their programs.

ROBIN
Absolutely. It's multipurpose. It goes across everything, doesn't it? And also it's music to my ears.

I love working with people like you. It's what I call natural selling… The area of the marketplace… because it you don't good sales doesn't need to be pushy. It just needs to come from the heart, and you and you encapsulate that in what you're saying.

I love that. So what is one valuable free action, Tom, that the audience can implement that will help them to solve these problems?

06:04 TOM – Valuable Free Action (VFA)
So number one is so many people sell the thing, and that thing is whatever their program is. For me, when I was doing health and wellness or I was doing personal training and nutrition, I was selling the workouts.

And how many people in the world love to work out?

Not too many. So it was a struggle. I was selling the workout. So when I say don't sell the thing, don't sell the thing that you are doing. Nobody really cares about what you do. They care about the result that what you do gets them. They care about themselves.

So when you flip that around and now you focus on, how can I help this person realize that they have a problem that's big enough for them to solve and to solve with my program?

Now we're making a sale, and we're asking them really good questions to help them realize that they need to work with you and need to work with you now.

Yeah. The more you say, the more I respect the fact that everything that you're saying, it makes absolute perfect sense.

It's really interesting to hear coming from someone with so much experience as well. So now we have a much better understanding of what you do, Tom. Let's dive quickly into GoalBusting, which is focusing on how to maximize productive time to achieve your general business goals. So could you share any tips or advice for someone looking to improve their productivity habits?

07:30 TOM – Valuable Productive Action (VPA)
Probably the last person in the world to ask for productivity advice. However, I have some hacks that that I've implemented. I actually have this new program.

It's called Motion, motion.AI But, basically, it's an AI tool task management tool that figures out what tasks are the most important for you and when you are best able to attack those tasks, and then just gives you the task list for the day. So I used to just write down what do I need to work on today, and that was okay. But now I just follow what the AI is telling me. And, one, I get a lot more done because I'm more productive at the times that it knows I'm productive to do that type of task. So it's, it's that's actually the little hack that I use. I use AI to help me.

ROBIN
Yeah. And despite all the bad press that you read about AI, as I often say to my son, he's very anti it and very worried about it, I say, look, we can't uninvent it, we don't control it, but we can use it. And you and you've described there a very useful application. I completely see where that's coming from and how valuable that is.

So thank you. That's actually a really good productivity hack, which I really respect. Alright. So finally, what is one question that I didn't ask you today, Tom, that I should have done?

And your answer, please.

08:52 TOM – Bonus Material
How does storytelling come into sales? So, that's the other piece. So I do storytelling when it comes to sales. And, really, the story is so important in sales, whether it's your own personal story or it's a story of somebody that you've helped, because we relate better to stories than we do to facts and figures.

You've been I'm sure everybody's been to those lectures where the professors write down on chalkboard and just goes over your head in one ear out the other. But when they wrap that whatever they're talking about, the theorem or whatever they're teaching in a story, and when you wrap your sales into a story, now that prospect is relating a lot better to you and a lot better to the result that they wanna actually achieve by working with you. So write those stories in with your sales.

ROBIN
Yeah. I'm so glad that you did actually pick up on the fact that I hadn't asked you that, and yet that is exactly what you're all about. I think that's really important that we got that covered. And that and absolutely, the power of storytelling in marketing…

I don't think there is a more powerful tool, in fact I'm certain of it. All right, so, thank you. We are out of time for the questions but I have one more question I always ask at this point which is how can people reach you? And also Part B of that question is, is there like a valuable free resource they could get from you?

Which is a really, I think it's a really good way of getting to get a flavor of what you do, and connecting with you so that people can find out more.

10:25 Valuable Free Resource (VFR)
Yeah. Absolutely. So I'm, I play usually on YouTube and Instagram. Those are kind of my social media platforms of choice. So YouTube is just my name, Tom Jackobs, t o m j a c k o b s. So we slip an extra letter in there for everybody.

And then, on Instagram, it's Impact Pilot, all one word, and that's my handle there. So I put up lots of reels, and you can send me a DM. I have an AI that does respond to DMs and get through the crazies for me, but, you know, I do respond to serious inquiries on there.

And then also just going to my website, tomjackobs.com as well. Lots of, free resources on there, and tools that people can, look at and learn more about selling with heart, scripting with heart and speaking with heart as well….

And then the free resources that are the one free resource I think everybody needs, especially in the health and wellness industry… it's a script training program that I have. So it's a quick, video course, but it goes through the four the only four questions that you need to ask to get a prospect to buy. And that's at go.tomjackobs.com/script-training.

ROBIN
Alright. Okay. Talk about saving their best till last. That sounds brilliant. Thank you. That's a very generous that's a very generous free resource.

Thank you so much. Before I go, before we go, I just wanna ask you, is that your book behind you there, or is that just a poster? I can't quite make it out.

….

It's a book. Please tell us, how can we get your book?

TOM
So Selling Heart is I'm sorry. It's Selling with Heart, and heart is an acronym. So you have to type it out, h period, e period, a period, r t period. It's, available on Amazon and also on Audible.

ROBIN
Perfect. And you've been a gentleman. You didn't mention it. I didn't even realize you had a book, but I did, and I wanna know.
And I think that if there's a book, I'm there in an instant. Thank you so much. Tom Jackobs, it's been an absolute pleasure. Thank you so much for agreeing to do the podcast with us today.

I completely understand where you're coming from and the value of it in marketing terms and in changing. And also, you know, you point out it's not about what you do, but it's about why you're doing it. And that's, you know, you tell your story because it's changing people's lives.
TOM
Exactly. Well, thanks, Robin, for having me on the show. I really enjoyed it. I love this format. It's quick and dirty. Love it.

ROBIN
Quick and dirty. Yeah. Quick and dirty. Oh, yes. I can use that in my marketing, can't I?

Yeah. Thank you so much. Tom Jackobs, it's been a pleasure. And remember, keep goal busting. Make your future self proud, and bye bye.

OUTRO
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Robin J. Emdon is the creator of GetResultsology®: The Science of Getting Stuff Done!, a research-backed system that helps solopreneurs beat procrastination, build momentum, and follow through on what matters most.

Robin was one of a small, invitation-only group selected for an intensive life-coach programme taught by Tony Robbins* and his faculty in 2001. The training was meant to prepare them for roles at his organisation in San Diego, but when that opportunity changed Robin stayed in the UK, launched his own life-coaching practice, and later stepped back to raise his two young sons.

Known to clients today as The Procrastination Slayer, Robin had a face-palm moment in 2019 when he realised it had taken him ten years to finish a six-year degree. That wake-up call launched his mission to master procrastination.

During the Covid lockdowns in 2020 he discovered that researchers had published more than 900 studies on procrastination in a single decade and pulled the most practical lessons from the strongest research and leading books to shape his momentum formula:

Do it today, Profit tomorrow, Repeat.

Peer-reviewed research from the Dominican University of California shows that working with an accountability partner can raise goal-achievement rates by up to 33 percent, a finding woven into every GetResultsology® plan.

Robin hosts The GoalBusters Podcast, now past 100 episodes, where he talks with fellow solopreneurs and uncovers the real-world productivity tactics behind their success.

From South Devon, England, he coaches clients worldwide, helping solopreneurs, creatives, and other no-boss professionals turn scattered effort into consistent progress and profit.

Want an engaging guest who sparks action or an accountability coach who keeps you on track? Book Robin for your show or request coaching details.

*Tony Robbins and Robbins Research International are not affiliated with, and do not endorse, GetResultsology® or its services.

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