I’m sure during your certification training as a coach you learned everything – from effective communication, to breaking your clients’ belief patterns.
But what about…
❓ Landing clients?
❓ Creating a consistent income?
❓ Building a sustainable, profitable business?
Here’s the thing, I don’t care how good of a coach you are, you can’t seriously expect to make a real impact and change your clients’ lives…
..unless you know how to get people to want to work with you in the first place!
And contrary to what all the lead generation experts would tell you, to build an incredibly successful coaching practice…
👉 You DON’T need to be an internet sensation
👉 You DON’T need marketing funnels
👉 You DON’T need to “dominate Instagram”
👉 You DON’T need to figure out Facebook ads
While I do have a strong marketing background, I do know a lot of successful, world-known coaches know absolutely nothing about marketing or sales. Zero. Zilch. Nada.
Yet, they’ve managed to…
✅ Create a fully booked practice without pressure, manipulation or sleazy techniques
✅ Find the right clients that make their enrollment process smooth and effortless
✅ Create and execute a coaching business plan that keeps them motivated and keeps them moving forward
Are these successful coaches any special? NO
Do they have any secrets? NO
What they have is a simple 5-step system that works for new as well as experienced coaches, every single time.
It is the system I used to create 4 new clients last month, and 3 so far in the month of May.
𝗛𝗲𝗿𝗲 𝗶𝘁 𝗶𝘀, 𝗺𝘆 4-𝗦𝘁𝗲𝗽 𝗖𝗹𝗶𝗲𝗻𝘁 𝗖𝗿𝗲𝗮𝘁𝗶𝗼𝗻 𝗦𝘆𝘀𝘁𝗲𝗺
The goal here is to (re) connect with people you already know, and then ask them to an interview which will ultimately lead to them having an experience of your coaching, and finally deciding to become a client of yours – all in a smooth and stress free way.
If you would much rather begin your practice by connecting with people you don’t have a prior relationship with, I have a special offer for you at the end of this post. I invite you to take me up on it.
Here we go:
𝙎𝙩𝙚𝙥 1. 𝙍𝙚𝙖𝙘𝙝 𝙊𝙪𝙩 & 𝘾𝙤𝙣𝙣𝙚𝙘𝙩
This should seem obvious considering that coaching is a people business. Yet, I am amazed how many people spend time doing everything else but actually connecting with real human beings who will benefit from their coaching.
Let me ask you a question:
How much time did you spend building/creating relationships with people in the past thirty days without having any agenda?
I’m talking about doing things like calling up a colleague or old friend, sending a personal heartfelt email or actually having a deep and meaningful conversation on messenger.
It is quite likely that if you connected with people it was to gist on the latest covid-19 topic, or something like that. And if you connected with strangers on Social Media, did you simply connect with them to begin a relationship, or your primary motive was to turn them into a client?
As coaches, our job is to powerfully serve our people. And to do that, we must be genuinely interested in who people are, and what they’re up to. A person may not be a fit for you as a client, but they may connect you to a client, and inspire you to reach out to someone who you were not considering as a client.
Here’s how I teach my mentees to properly connect with people
It begins with asking the people in your network for help. And you can say something like this:
Whether or not you have a personal relationship with a person with whom you’re trying to connect, look them up on, LinkedIn and Facebook. Read their blog, their website or their book. Figure out what they’ve been up to. These will serve as conversation points for you.
Have they shared a new video of their kid? Did their cat do something weird? Did the wife just post some lock-down modeling pictures?
Begin your connection along those subject lines. Bring you sense of humor. Get into the service mode. Become curious.
Simply connect with them. Ask them how they are. Ask about their life, ask about their business, ask about their relationships. Don’t get too intense if this is a first conversation, just be genuinely curious. And with what’s going on in the world, what a perfect time to reconnect with folks.?
At some point during the conversation, they’re going to ask you about what you have been up to as well (hopefully). This is when you say, “Well, I’ve been using the time to train as a professional Life Coach” OR “I’ve been using the time to sharpen my life coaching skills since there’s so much going on in the world and some many people are going to need professional coaching help for a long time to come.
From this point, the following conversation is likely to ensue:
THEM: “Oh nice, and how is that going?”
YOU: “It’s going really well, actually. I’m learning a lot about myself, and about people. As a matter of fact, my trainer (or mentor.. Whatever you’re comfortable with) has given me an interesting assignment, maybe you can help me:
THEM: Oh really? What is the assignment?
YOU: He’s asked me to conduct a 90 min interview with at least one person a day for the next 90 days. This way, I get to learn more about the real issues people deal with in their lives, careers and businesses.
THEM: “Wow, that’s a big one”
YOU: I know; this is like the equivalent of my thesis project so I AM committed to getting it done.
THEM: So what will the interview be about ?
YOU: “Three things really: What Inspires them currently, What Challenges they currently face in Life , career or business, and What their vision is for the future.”
THEM: “This is serious” OR “hmm”
YOU: Yea.. so listen. It will be of the utmost help if you were to to be one of my interviewees; I promise it will be a fun interview.
THEM: OK, when do you want to do it?
YOU: How about tomorrow at 1:30pm?
𝙎𝙩𝙚𝙥 2 – 𝙄𝙣𝙩𝙚𝙧𝙫𝙞𝙚𝙬
The purpose of this step of the process is to truly get to know the person. PLEASE DO NOT be attempting to sell your coaching services here. As a matter of fact, I NEVER SELL COACHING.
If you do this step of the process right, you will form a deeper bond with your prospective clients, and you will become more in tune with the issues people are dealing with in their lives, careers or businesses. Treat this process as an interview because it is. I can not say this enough.
Begin by informing your interviewee that you’re taking notes. You can use Zoom to record the interview as well this way you can watch it over to learn where you can improve next time. Assure them of them of confidentiality, and get going
There are really only 4 questions you will be asking in the interview. PLEASE MAKE THEM YOUR OWN. Do not try to copy mine word for word. You want it to be natural
So tell me, what inspires you, what motivations inspire you to live the way you do, or to be who you are?
Make sure to listen and learn. You may ask followup questions as need be; but please resist the temptation to coach here.
What Challenges have the most profound effect on you?
Here also, you want to listen. A followup question could be: Hdid those challenges (or a particular one) contribute to make you who you are today?
Question number 3 is what sets you up for the coaching conversation. It should go something like this:
When it comes to the visions we have for our lives, there are generally 7 areas to consider. Let’s look at your 10 years vision for each of these 7 areas of your life.
(spend as much time as necessary on each area, asking “What else” at least 3 times on each area
– Friends and Community
– Spirituality and Personal Growth
– Work or Career
– Impact in the world
Try to go as deep on each area as time would permit.
I see you have some serious vision based goals for the person you wish you to be 10 years from now; What systems or strategies do you have in place to make sure you are the person you desire to be 10 years from now?
As always, listen and take notes.
Now, this is key: ONLY TAKE PEOPLE TO THE NEXT STEP IF YOU FEEL THEY’RE RIGHT FOR YOUR COACHING.
If a person doesn’t show through the interview that they’ve given much thought to life in the future, meaning they’ve got no vision, or goals, they’re probably not going to be right for the next step, In that case, you thank them for their time. If you however think you can help them experience a mind-shift, go for it.
𝙎𝙩𝙚𝙥 3. 𝙎𝙝𝙖𝙧𝙚 𝙩𝙝𝙚 𝙀𝙭𝙥𝙚𝙧𝙞𝙚𝙣𝙘𝙚
If during your interview, you find that person is right to be a client, you should invite them by saying something to the effect of:
YOU: I really appreciate you taking your time to open up to me; it means the world to me. You know, as a Life Coach, my strength is helping people create the results they desire in their ____________ (Area of Life).
As my way of saying a BIG thank you, I’d like to invite you to experience 2 hours of powerful coaching on _____________________(area of life). I promise you will leave that conversation with a greater sense of clarity, and at least one key strategy and action step you can begin implementing in as little as 24 hours to begin creating ______________________________ (restate their vision for that area of their life). When would you like me to schedule that conversation for? (Pull out your calendar and set a date and time)
During that appointment, make sure to work your coaching magic. This is where you get to show up powerfully.
Dig even deeper to discover what they really, really want in that area of their life.
But more importantly draw out their BIG WHY.
Hold nothing back.
Get vulnerable with them in order to draw out their own vulnerability.
Give them the best coaching experience they have ever had.
Look for what they cannot see.
And be bold enough to say to them what no one else will say.
𝙎𝙩𝙚𝙥 4. 𝙀𝙭𝙩𝙚𝙣𝙙 𝙔𝙤𝙪𝙧 𝙊𝙛𝙛𝙚𝙧
If you have got to the end of that initial coaching session and they have had a powerful insight or breakthrough, SLOW DOWN. Don’t rush it. It may be awkward for you in the beginning, but sometimes the very best thing to do is to sit in absolute silence and wait for them to speak first. There is power in that. If you have really rocked their world, this can last from five to ten minutes. Say nothing. Allow them to process If the silence has lasted long enough or they say, “Thank you” or “What next?” then you can say, “Would you like to hear a little bit about what it could look like for us to work together?”
If they are ready to hear more, you then go ahead and present your offer.
Here’s something to consider: If you’re going to earn between $8,000 and $10,000 per month which is what it takes to do $100,000 or more per year, you cannot be charging $25 or $50 for hourly sessions.
The minimum you will need to charge is $3,000 for a 3 month program where you work with your clients 1-on-1 for once a week in a 2-hour session. Assuming you do 2 clients a day five days a week, that’s 10 clients. At $3k each for 3 months, that’s $30k for 3 months, which is $10k per month.
When you shall have run 2 cycles of this, you would be well grounded and confident in your abilities as a coach to further raise your prices,and streamline your offer as you will be in the position to help your clients create their desired results in much shorter periods of time.
As you’ve seen above, this system works well with people you’ve known in the past already. It’s stress free and super effective. But there are times when you’re better off not reaching out to folks you’ve known. Sometimes because they’ll only try to talk you down, or maybe you just don’t want anyone in your immediate circle knowing about your business. I get it.
For this, you need a different strategy. I call it the Expert Authority Strategy.
I’d like to invite you to join my Expert Authority Program
The program involves working closely with me one-on-one (and in a group of no more than 10 new coaches) for 2 months on the following issues:
Getting complete clarity on the ideal client who will pay you the most, right now, for the work that you do; and the amazing outcome that you can be confident they will get if all conditions are right. I’ll take you through my Ideal Client Worksheet.
Understanding what your Message Personality Type is, and how you can use it to provide this transformation, as well as how to share your message and copy on social media to get the right leads reaching out to you and getting on your calendar like clock work.
I will give you my proven message framework and help you to apply it to your particular offer.
I’ll Show you how to Establish Leadership & Authority beginning with the thought process for writing content that proves you’re an expert.
You will learn to create content that filters through your audience to call forward the ones who actually have the problem you help solve, and pre-sells your offer so you don’t get objections once you’re in a conversation with a prospect. And don’t worry, I will also go over your content with a detailed eye.
The ideal participant of this program is one who has had some success as a coach, and is quite confident in his/her coaching ability. Ideally, you would have had at least 3 positive clients results as well as generating some income from their coaching practice, and committed to ramp that income up to 10K per month in the next 2-3 months.
Clients who have taken me up on this offer in the past have usually recovered their investment within the first 3 weeks. So, if you’re ready to take your coaching business to the next level, go ahead and leave me a comment asking me to reach out to you, and we’ll take up the conversation from there.