Newsletter # 9

Get Results - RaaS Versus SaaS

Published on: June 7, 2026

Way back in newsletter #5 “Atoms Versus Electrons” I talked about how Software-as-a-Service companies, frequently referred to as SaaS companies, have taken a financial beating this year.

The unsubscribe rate by consumers looking to save money, or do-it-themselves, has been astronomical in 2026.

Companies that were used to exponential growth have flat-lined, and in many cases have seen overall subscriber counts decrease.

With the rise of AI, and consumers feeling like they can “Vibe Code” their own software, SaaS products (think CRMS, social media scheduling platforms, data-base tools, email services) have become much less profitable.

The subscriber base is evaporating for many of these platforms & companies!

Sales professionals are evaluating what results these various monthly subscriptions are actually providing!

If you didn’t get a chance to read that newsletter - go back and check out newsletter #5 on my website here: www.ScottsThoughts.com

This has me thinking about “WHY do we use software and pay for these in the first place?”

Why do all sales professionals seem to fall into the trap of paying for various softwares & services that may or may not be working?

Why do we have a CRM?

Why do sales people have a myriad of tools to help improve their business & their sales process?

Do they really work?

Why do we pay money for technology platforms to stay in touch with clients, who we should probably just be calling and connecting with on a personal level?

Are these platforms even giving us a financial return on our monthly spend?

Sales professionals shouldn’t be spending money on services or software, what they should really be spending money on are RESULTS!

If your CRM, or those various other $129 a month subscription-services are truly making you more efficient in your business, if they are generating quality leads, or helping you deepen relationships with clients & referral partners… GREAT, keep spending the money! Keep digging into those tools and make them even more effective and valuable to you and your business.

However, if you’re paying for something just because your competitors are, or because you feel stuck with a piece of software… just cancel it!

I’ve struggled with this concept of services versus results in regards to how I market my OWN Coaching Company.

I’ve owned Consolidated Coaching for over eleven years, and have gotten amazing results for my clients.

However, I struggle with finding a consistent message or marketing tool that attracts new clients or converts cold traffic.

I watched all the training videos. I know how to run the Russel Brunson style webinar where I effectively ‘trick’ people into signing up for coaching

[Spoiler Alert - those clients never seem to stick around or get the results I want for them].

I could be bombastic and make absurd claims to scare people into taking action and enrolling in coaching.

I could make myself less available to the public (and my own coaching clients) to create an aura of exclusivity so I can charge more.

I could lie and say that coaching is a ‘done-for-you service,’ instead of what it really is: a process of YOU having to actually do the work and improve yourself with my guidance.

But I can’t bring myself to do it. I won’t do it. I don’t have the gene in my DNA.

If I’m going to run a ‘free’ coaching webinar as a lead magnet for loan officers, Realtors, or financial advisors, I want to actually give attendees something of value.

I want to coach them towards getting results, not just sell them on a product.

I don’t want to play the game of offering tid-bits of knowledge, and then explain how the real value is right behind the paywall… “so go ahead and pull out your credit card and give me $15,000 so I can give you the real secret-sauce!”

My brain just doesn’t work that way. I can’t bring myself to be that salesy.

Because of the fact that I know my coaching clients who are paying money are getting the results they signed up for, it feels inauthentic to ‘sell’ coaching as a service.

If you believe in your product or service, I’m guessing you feel the same way.

I think I’m more of an idealist, and much less of a salesman than I once thought.

Maybe I watched Field of Dreams one too many times as a kid and this framework is seared into my brain: ‘Build it and He will Come!’

*** Pro-Tip: If it’s been a while since you watched Field of Dreams with Kevin Costner, it’s worth a rewatch ***

That brings me to an idea I’ve been playing around with a lot. I think you should too! What about framing my coaching as a RaaS product?

“Results As a Service!”

Think about your industry and your journey as a sales professional! What is the RESULT that your clients want? Not what product or service you sell, but what result do your clients desire above all else?

Are you a Loan Officer who sells mortgages? Are people excited to go into debt for 30 years? Or do you sell the RESULT of becoming a homeowner & being more financially secure?
Are you a Realtor who sells homes? Are people excited about buying a home that feels expensive & needs some work? Or do you sell the RESULT of someone being more deeply connected to their community, ending the trap of being a renter, and becoming more financially secure by locking in their housing costs for a lifetime?
Do personal trainers sell packages of 1-hour time-blocks of lifting weights? Or do they sell the RESULTS of their clients being more fit, happier, and better looking?
Do I sell coaching as a service that provides systems, documents, workflows and the newest AI tool? Or do I sell the RESULT of doing more business with less stress?

Over my decade-long career of running a coaching business, I’ve seen competitors pop-up who were world class at advertising their services. I’m thinking of four of them specifically.

They were flashier, better at building a sales funnel of prospects, and aggressive in their sales pitch (usually by using age-old scare tactics or scarcity pitches).

I lost marketshare and some of my own coaching clients to these competitors.

But as of today, none of them are still around… and Consolidated Coaching still is.

I believe this is because, without even thinking about it or being able to conceptualize it for marketing purposes, our coaching program focuses on RESULTS!

This realization helps me understand why we have a very loyal customer base, but also gives me some framework on how we could market our results going forward.

Not our services, our RESULTS!

So, this week I would ask you to think about this in your own business:

How would you like to position your business & advertise the RESULTS that your product or service provides to your client?

I’m keeping it short today as I’m still under the weather with some allergies due to the weather change here in Henderson.

Don’t forget to share this newsletter with someone who might be interested, preferably a sales person who is interested in RESULTS!

Connect with me on social media if you want to see what’s up with me personally and professionally. Instagram is probably best www.Instagram.com/ScottLGroves

If you got forwarded this email, you can subscribe at www.ScottsThoughts.com

My invitation to you is this: If you’re feeling like you need to dig-in to a framework of how to get results for your clients & turn that into marketing (instead of just pitching a product or service), HIT REPLY to this email and give me your thoughts.

Maybe we will do a training on this in the next couple months!

I personally read each and every response. Hearing from you would not only mean the world to me, but it would also help me shape the upcoming issues of this newsletter.

And as a bonus, I will be doing my best to individually respond to each email I receive to “Scott’s Thoughts” newsletter!

Till the next time I have 2 hours to think,

Scott :-)

P.S. - None of this was written by AI, my assistant, or a ghostwriter. Just me, a real person who probably made a few typos in the newsletter above. Please forgive me!