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6 Steps To Growing Your Coaching Business

How to grow a coaching business.

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6 Steps To Growing Your Coaching Business 

I am a coach. And I’m passionate about helping coaches win.

This article is intended to help you win if you are a coach.

Trending on PolitiCrossing.com: The Dead Do Tell Tales

I know that you want to be a confident and successful coach. In order to do that, you need to grow your coaching business. The problem is, you’re not sure how to do it, which makes you feel anxious and question if you have what it takes. 

I believe you don’t have to do this alone. You deserve help from someone who’s been there. 

I understand that you’re doing everything you know how to grow your coaching business, which is why I have an approach that’s has helped me and many other coaches I have shared it with make $250,000 + a year as a coach, versus 1% of all coaches attaining that level on their own.

This article will help you stop being stuck with no growth in your coaching practice. Share it with other coaches, it will help them, too. 

Step 1: It’s Not about You

This isn’t original to me. It’s something one of my mentors taught me in a private coaching session a few years ago.

But I have really taken it to heart, and so have many of the people I have shared it with, and the results have been incredible.

Before I learned about this concept, and began applying it, I have been stuck at the low six figures in income several years in a row. I made more money every year, but not much more, maybe $3000-$5000 a year more.

The main reason was I sucked at asking for the sale. I had great rapport during the conversation with my prospect, and I really understood their problem, and how to help them. But I was focused on myself for the entire time we were together.

And as a result, I was nervous and uncomfortable, and in my head about getting the sale, and not present with the person in front of me and focused on serving them.

My conversion rate was not a high as it should have been. There were lots of people that needed my help, desperately, but I could not close the sale, because I could not get past my fear of what they would think of me.

They picked up on this, and naturally, may were put off by it, without necessarily knowing why, and they did not buy.

This hurt them, because I had the ability to solve their problem, and did not get to make that difference, so they stayed stuck. It hurt me, because I was less able to fulfill my purpose or fill my bank account. And that took away from the sum total of happiness the world.

If this is happening to you, you need to get:

IT’S NOT ABOUT YOU.

IT’S ABOUT THEM.

All of your messaging, all of your marketing, all of your sales efforts need to be about them, your customer, and not about you and your terrific process. They couldn’t care less what you do, or how you do it, until they are clear you understand them and their pain, and have a solution that solves it.  All your messaging should follow this sequence:

  1. Your customer
  2. Their pain
  3. Your understanding of their pain
  4. Your authority as someone who can solve it
  5. Your solution
  6. How great life will be when they solve it, versus how terrible it will be if they don’t 

Step 2: Commit

I have worked with a lot of successful coaches, who have made anywhere form $200,000 to $1 million a year in income.

One thing I learned from working with them is that at some point in our work together, they all became COMMITTED to their success and their specific financial and fulfillment goals.

One coach, for instance, started out making less than $20,000 a year. He was failing at his business, and he was worried he would have to give up his dream of being an independent personal trainer and go back to working at a gym.

He was INTERESTED in making more money, but at the time, he wasn’t COMMITTED to it.

Another loved what he was doing, and he did ok at it, but not well enough to take care of his family at the level he always dreamed of. When I asked him if he wanted to make $1 million, he said “Sure, I would. But how?”

The way he answered that question showed me he was interested, but not committed.

Both these men made a DECISION to COMMIT to their dream, and choke off their excuses.

When I asked them what was the key to them doing this, without hesitation both said it was because I helped them find the belief in themselves that they previously lacked.

That was what gave them the CONFIDENCE to DECIDE and COMMIT.

When it comes to making the next level of income this year, have you been INTERESTED or have you been COMMITTED?

Have you sought to find a mentor and peer group with a proven track record of helping others achieve this, or are you trying to do it alone, just like you did the last several years of your business alone, with no one to help, encourage, and guide you when the going gets tough?

Are you happy with your business income growth so far, or are you stagnating and stuck on a plateau that seems comfortable, but is really sucking your soul inside out?

Are you living a life of purpose and fulfillment, or is your belief being choked out by stagnation and a failure to grow?

Is your dream alive, or is it slowly dying?

Are you INTERESTED or are you COMMITTED?

If you really want your business to grow, commit. 

Now.

Step 3: Resources versus Resourcefulness

11 years ago, I was in the lowest point of my life. My then wife had left me, and I took it so hard that my world fell apart. My income went from $175,000 to $5000 a year. I was devastated and depressed. If not for the grace of God and the help of my family, I would be destitute and living on the street.

Can you relate?

I was at a conference and I saw a man speak. He seemed to be speaking to me. His message made sense to me, and I thought if I had his help, I would be able to turn things around.

At the end of his talk, I approached him and said “I want to hire you.”

“Ok. First you have to pay me. My fee is a minimum $5000 for 5 hours of Coaching.”

His words hit me hard. That was my whole year’s income!

“I don’t have that kind of money right now.”

He looked at me quizzically for a moment, and then gave me the best Coaching I ever got “I had a feeling you would say that. I’m going to do you a favor and give you some powerful Coaching. It’s not about how much resources you have, it’s about how resourceful you can get. If you don’t have the resources, and you want to turn that around, you need to get resourceful. You need to find a way. Otherwise, you’ll say stuck at where you at for a long time.”

Those were hard words to hear. But they were the truth.

I asked him to give me 48 hours.

He agreed.

I got into action. I called two prospects and offered them a hell of a deal if they signed and paid on the spot.

They took the deal.

I paid this coach, and my income went up to 6 figures in 6 months. Let me tell you, this was not going to happen on my own. On my own, my business would have plodded along, and I would have probably been forced to give up my dream and go get a job. Nothing wrong with getting a job, but that wasn’t my dream.

What about you? Are you letting your current resources or lack thereof determine your success, or are you resourceful and finding a way?

Step 4: Decisive versus Dabbler

In the previous Step, I told you the story of how I hired a coach whose fee was equal to my ENTIRE YEAR’s income.

What he taught me helped me earn 20X what I paid him in less than a year.

Be decisive. Don’t be a dabbler.

A dabbler is a professional seminar junkie. It’s someone who always takes the next course. A dabbler is looking for answers in a $20 book, or the next free event. They dabble in a lot of things, but they aren’t decisive, and they take forever to make a decision. They don’t really know what they want, and so they don’t know how to get their, or evaluate whether a program is going to get them there, because for them, there is no there, there. Their pain is real, and massive, but they keep distracting themselves from feeling it with happy talk, the next book, the next seminar, and social media and Netflix binging. They are the ones that MOST internet marketers say you want to NURTURE along, because they ‘might’ someday be ready to buy.

What a crock!

These folks are NEVER going to be ready to buy your big-ticket solution to their major league problem. They are not interested in solving it, they are simply interested in limping along and distracting themselves from the problem. If by chance they do buy, they are not a good for your program, because they are more trouble than they are worth, they won’t do the work and they will complain that you didn’t get them any results.

You want clients who are decisive. You want clients who are clear what their pain is, and are ready to confront it and vanquish it, with your expert help. They are not looking for bandaids, they are looking for solutions.

Are your prospects decisive or dabbling? If they are dabbling, is that because YOU are dabbling? If you want decisive clients, you need to be one! Like attracts like. If you can’t be decisive, you won’t attract decisive clients.

I have a No Dabbler Rule. The first person who adheres to it is me. 

Step 5: Raise Your Rates

It’s amazing to me how many people in our industry undervalue their expertise and their solution and don’t charge enough for it.

Let me give you an example.

I have a client, let’s call him Stephan. He’s a relationship coach, and he works with men whose marriages are in crisis.

He is one of the top Thought Leaders in the world when it comes to helping men deal with this acute problem.

When we started working together, he was struggling to find clients. He had 2-3, and he charged very little to work with them. They were in desperate need of his help, but they weren’t respecting his wisdom, so they didn’t take his coaching, and they went getting the results they said they wanted.

The first thing I coached him to do was to raise his rates. He resisted me — at first.

But I am persistent and relentless, and so he eventually did as I asked. He doubled his rates.

Three amazing things happened.

One, he doubled the number of clients he had, and then doubled that number again, in about 2 weeks.

Two, they started to respect his wisdom and take his coaching, and get better results.

That led to him to being known for knowing how to help men with their marriages in distress to turn that around, which according to the great Matt Church, is the very definition of a Thought Leader. And lo and behold, clients started to SEEK HIM OUT.

And last, but not least, he became a better coach when he charged more.

Why? Because when you get what you should get, you’ll give what you should give. 

When you don’t, you won’t.

And … he’s still undercharging!!!!

Are you charging enough? Are you valuing your offer? Or is something holding you back? Are you afraid prospects will not buy if you charge what you really want to charge?

Step 6: Ask For The Sale!

It’s stunning how many people in our industry do NOT ask for the sale, or do so in a wimpy, wishy-washy way.

If you do NOT have what the great Chris Widener calls a Direct Call To Action, aka asking for the sale, you are never going to make an extra 6 to 7 figures a year. NEVER.

You may be the best at solving a particular client’s problem. You may have the most amazing solution.

But clients are like people you want to date. If you don’t ask them out, someone who does ask them out will go out with them instead of you.

And that person may not have as good a solution as you. They may not be as good a person as you. They may not have their client’s best interests at heart. But they asked for the sale and you didn’t.  

Ask for the freakin’ sale!

What about you? Do you ask for the sale, or do you make excuses and shy away from it? 

We'd love to hear your thoughts about this article. Please take a minute to share them in the comment section by clicking here. Or carry the conversation over on your favorite social network by clicking one of the share buttons below.


Nicky Billou is a serious knife nut! He is one of PolitiCrossing’s roving correspondents, writing about politics, family, culture, and masculinity. He is the #1 International Best Selling Author of the book: Finish Line Thinking™: How to Think and Win Like a Champion, and The Thought Leader’s Journey: A Fable of Life. He is also the host of the #1 podcast in the world on Thought Leadership, The Thought Leader Revolution (www.TheThoughtLeaderRevolution.com), featuring guests such as Chris Widener, Scott Adams, John Maxwell, Seth Godin, Marie Forleo, Barbara Corcoran and Mark Victor Hansen. He is an in-demand and highly inspirational speaker to corporate audiences such as RBC, Lululemon, Royal LePage, and TorStar Media. He is an advisor and confidante to some of the most successful and dynamic entrepreneurs in North America. He is the co-founder of eCircle Academy (www.eCircleAcademy.com) where he runs a yearlong Mastermind & Educational program working with successful Entrepreneurs, Coaches, Consultants, Corporate Trainers, Clinic Owners, Realtors, Mortgage Brokers and other service-based Entrepreneurs, positioning them as authorities in their niche. He is the creator of the Thought Leader/Heart Leader™ Designation.



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Business

Wrongly Imprisoned Real Estate Broker Demands Investigation of Ohio Prosecutors

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The Obama administration targeted sole proprietors and small businesses in the real estate industry after the crash of 2008, while letting the big banks off the hook with bailouts. One of most horrific cases involved Republican real estate broker Tony Viola, who served nine and a half years in prison as a juicy target of Ohio Democratic prosecutor Dan Kasaris. He was convicted of supposedly tricking banks into offering mortgages with no money down. But in reality, the banks were knowingly offering those loans — evidence the prosecution withheld from him. 

Viola only got out of prison due to an employee of the prosecution, Dawn Pasela, becoming so disgusted with the suppression of evidence showing the banks weren’t tricked and other corruption such as missing computers full of evidence that she changed sides, helping Viola conduct a successful appeal pro se from prison.   

But nothing happened to Kasaris or the federal prosecutor involved, Mark Bennett. Pasela’s parents, Edward and Karen Pasela, who have remained fairly quiet until now, are so outraged that they participated in a a press conference with investigative journalist Brian Douglas last month exposing what happened in Viola’s case and how bad corruption is in the Ohio criminal justice legal system. 

Trending on PolitiCrossing.com: The Dead Do Tell Tales

Douglas put together Viola’s story in a two-part series which included former colleagues of Viola’s testifying to his impeccable character. For his efforts, Douglas was threatened with a lawsuit by Kasaris’s attorney, which Douglas included in his investigation so people are aware of the intimidation. Douglas has been forced to hire his own attorney.

Pasela was threatened by several FBI agents with prosecution if she did not leave the state and avoid testifying. They said they would bring charges against her for violating an NDA — but she never signed an NDA.

Pasela was found dead the day she was supposed to testify in court in Viola’s defense for the first time, and it was blown off as alcohol poisoning with no real investigation. The parents of Pasela want a full investigation into their daughter’s death. 

Kelly Patrick, who was married to John Patrick, the brother of Kasaris, revealed how she discovered that Kasaris intervened as county prosecutor to prevent his brother from being prosecuted for domestic violence against her and for a marijuana growing operation. She also has evidence that Kasaris was having a longterm extramarital affair with the prosecution’s key witness, Kathryn Clover, documented by over 100 pages of Facebook messages with his wife Susan. Bennett admitted that Clover, who was a paralegal for the prosecution, not really much of a fact witness as she was portrayed, had committed perjury but would not let her recant her testimony on the witness stand, even though she wanted to. 

Elsebeth Baumgartner also spent several years in prison due to legal corruption in Ohio. She discovered $1.4 million being misspent related to schools, and, as a lawyer, initiated federal racketeering lawsuits against those responsible. Kasaris got her indicted for intimidating a judge with the lawsuits — even though no federal judge ever ruled that her lawsuits were without merit. 

She believes she was targeted because she ran a blog exposing all the corruption. She said the corruption and cover-ups are so bad she’s been unable to get any justice, “There is no place to go to bring public corruption charges against a public official.” 

Brenda Bickerstaff, a private investigator, explained how as part of her job, she tried to talk to a witness in a high-profile case, and Kasaris threatened to have her indicted if she did. 

Bob Grunstein, who wrote “Bad Minds, High Places” about how powerful people in the criminal justice system in Ohio misused the system to attack him after he dared to criticize an Ohio judge, relayed how common the corruption in Viola’s case is. He said the problem is the corrupt are untouchable. “Any new rules and laws don’t matter since they won’t follow them, and no one will hold them accountable. No one will come forward because they’re terrified of what they’ll do to them. The federal courts protect their friends in the lower courts, because that’s where they came from.” 

Viola said his case comes down to four key facts: First, the prosecution has never turned over the $20 million it collected as “restitution” to the “victims,” big banks. Instead, it’s been used as sort of a “slush fund” for prosecutors, buying laptops, hotel rooms, etc. Viola calls it money laundering. Second, the FBI admitted it did not know about 10,000 documents in its possession — many that exonerated him — for 10 years. 

Third, the judge in his case, Federal District Court Judge Donald Nugent, sealed the records regarding Clover so Viola and others cannot use the evidence of her role to expose prosecutorial corruption in his case and others. And fourth, Kasaris used a Yahoo email account with his official signature on it to conduct official business, using it as a backchannel way to communicate with criminal defense lawyers. 

Mariah Crenshaw of the criminal justice reform organization Chasing Justice said the laws can be changed to stop this kind of abuse. She is proposing legislation that will allow prosecutors to be charged with criminal negligence for withholding potentially exculpatory evidence, and wants to allow defense attorneys to present their side to grand juries instead of leaving it exclusively to prosecutors.  

Viola wants Ohio Attorney General Dave Yost to suspend Kasaris and conduct a full investigation into his wrongful prosecution, as well as a DOJ investigation of Bennett. U.S. Sen. Sherrod Brown (D-Ohio) asked the FBI in November to enlist the Inspector General to investigate the FBI’s actions in Viola’s case, but so far there’s been no response. 

Maybe Viola will finally get somewhere because he’s gotten such a broad spectrum of people interested in his case. Even Black Lives Matters is involved. When you have people all across the political spectrum expressing outcry over a criminal case, perhaps the corrupt players

responsible for putting an innocent man in prison will finally be investigated — and exonerate over a thousand others in the real estate industry who were likely also wrongly prosecuted.

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Business

Doing Our Best in Handling What Was Unforeseen

Despite obstacles, there is a way to proceed and still feel good about all that you accomplish

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By now, everyone has mentally marked 2021 as one strange year. (Actually with Biden and Harris ‘leading’ the United States of America, it was already marked to be a disastrous year).

While we can’t guard against the unknown, we can do our best with what we have. Each day when you compose your to-do list and begin proceeding merrily down it, do you take into account what is likely to occur in the course of a day?

No matter how well we organize our lists and how productive we are in handling the tasks, unexpected obligations, interruptions, and other developments arise that still could throw us off.

Trending on PolitiCrossing.com: The Dead Do Tell Tales

How do you react when you are humming along, and all of a sudden, you get an assignment from out of left field? Perhaps your boss has asked you to jump on a task or project immediately. Maybe a client calls and needs something ASAP. Maybe something gets returned to you that you thought was complete.

Stymied No Longer

If you are like most people, you might become flustered. The intrusion on your time and your progress means that you are not going to accomplish all that you set out to before the end of the day.

Is there a way to proceed and still feel good about all that you accomplish?  There is, and it involves first making a miniature, supplemental to-do list that accurately encapsulates the new task that you need to handle.

Why create this supplemental to-do list? It gives you focus and direction, reduces anxiety, and increases the probability that you will remain buoyant at the time of its completion and be able to turn back to what you were doing before the task was assigned.

If you don’t compose such a list, and simply plow headlong into the unexpected challenge that has come your way, you might not proceed effectively, and you might never get back to the to-do list on which you were working.

Anticipating the Unexpected

Unforeseen issues and tasks that arise represent more than intrusions on our time; they represent intrusions on our mental and emotional state of being. Some people are naturally good at handling unexpected situations. Most of us, however, are not wired like this. Interruptions and intrusions on our workday take us off the path that we wanted to follow, and tend to be at least momentarily upsetting.

Hereafter, when executing the items on your to-do list, proceed with the mindset that there will be an interruption of some sort. You don’t know when it is coming or how large it will be, but it will pull you off course. The key question is ‘Can you develop the capacity to maintain balance and equanimity in the face of such disruptions?’

The good news is that you can, and it all starts with acknowledging that the situation is likely to happen, devising a supplemental checklist to handle the new task, and as deftly as possible, returning to what you were doing.

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