How To Get A Grip

Other People's Audiences

When you’re looking for clients, there are a lot of ways to go about it. One of the simplest, most effective ways is to go to other people’s existing clients. If you can get someone else’s endorsement, their client base can become your client base. Today, I look at this strategy: why it works, what’s the best way to capitalize on it, and how it relates to the analogy of the money tree. I talk about why you should put yourself in front of other people’s audiences for free, how to do it most...

How Coaches Should Measure Return On Investment

Everybody knows about return on investment, and everybody knows you need it. But not everybody knows about the different areas of ROI your client may be looking for. Being able to identify the right area for a given situation can mean the difference between success and failure for your marketing strategies and your coaching business. Today, I list the four types of return on investment and explore them all, giving examples of each and explaining how you can use them to turn your relationsh...

Your Why You Do It Statement

Everyone talks about the importance of developing your values, your purpose, and understanding your direction, etc. While it may not seem very important, having this understanding of your values is vital when you're developing a personal brand business, because it helps attract people to you. It doesn't have to be something on a global scale like world peace or ending world hunger; you just have to know what's important to you. In today's episode, I look at why you want to develop your "Wh...

How To Launch New Coaching Product Ideas

Do you need to develop a new program over 9 months? We do need to workshop new products with clients, but many believe that the only way to perfect it is through working with those clients at a cheap rate for an exceptionally long period. However, I've found that if you develop a product over several months, you're more likely to lose momentum, and quit. So why workshop a program to exhaustion when all you need is a weekend? In today's episode, I talk about launching new products and why y...

12 Years and 12 Months of Book Yourself Solid®

Today marks the one-year anniversary of relaunching my Book Yourself Solid program. Therefore, I wanted to take a few minutes to celebrate our wins and take a look back at my 12-year journey with Book Yourself Solid. This is also a shout-out to everyone who has listened to this podcast, joined our Facebook group, taken a free master class, or supported us in other ways. Our future is bright and booked solid! In today's episode, I take some time to reflect on my 12 years working as a Book Y...

Deadlines and Constraints For Coaches

Do you have a list of things that should get done, but you never feel motivated to finish them? We like to spend time and money on things that we value, but even when we work on a personal project if there are no consequences for missing a deadline we continue to push this work off forever. What’s funny is that there are certain tasks that we dislike doing, such as paying bills or going to the dentist, but we still prioritize them because there are heightened consequences for missing those d...

Five Coaching Clients And A Telephone

Do you have a coaching business or a coaching job? Everyone aspires to have a well-paid and stress-free job, but it's very rare to get both. If you have a business, specifically a coaching one, then that allows you the freedom to work as much or as little as you want. So, if you feel like you're chasing a million-dollar business or don't want the stress of a million-dollar business then all you need is Five Clients and a Telephone! In today's episode, I explain the Five Clients and a Telep...

Business Problems Are Personal Problems In Disguise

90% of business problems are personal problems in disguise is a wonderful quote you've heard me use multiple times on this podcast by my business partner Michael Port. Most of our business problems are direct results of the amount of work we put into the business. So the real question you need to ask is what is the personal problem you have that makes writing emails, making sales calls, or growing your business so difficult? In today's episode, I unpack how our personal problems can affect...

How To Manage Overwhelm

Are you feeling overwhelmed? As coaches, we are usually running the coaching, sales, marketing, and every other aspect of our business. The amount of never-ending work can certainly feel overwhelming! While some people can motivate themselves through it, others can become paralyzed and not get any work done. When you feel overwhelmed it's important to stop guessing what the solution may be and start relying on a proven system that helps walk you out of it, one step at a time. In today's ep...

Proposals for Coaches

Do you even need to send proposals? While they are important for the corporate markets that need everything on paper, I see proposals as a limiter on a coach's ability to sign new clients. In my ideal world, coaches would not use proposals, but if you live in the real world there are still some steps you can take to make sure your clients agree to your proposals. In today’s episode, I talk about ways to improve your proposals. I share why I think coaches should not send proposals. I teach ...

How To Beat Distraction And Avoid Idearrhea

What is keeping you distracted from your work?  I'm not just talking about social media feeds or a shiny object in front of you, but there are so many distractions that just come from your mind in the form of ideas. Every idea seems like an opportunity that we cannot miss, but in truth, we just need to put on some blinders and focus on our one path. In today's episode, I break down the concept of "idearrhea" and what happens when you have too many ideas. I talk about what it means that ent...

How To Make Selling Your Coaching Services Easier

Why is selling someone else's product easier than selling your services? So many people approach me asking for advice about this particular problem. While I am no psychologist, I find that many people tend to have personal problems disguised as business problems. The good news is that there are ways to overcome these personal struggles; you just need to know how to disassociate your own identity from the role you provide. In this episode, I look at why it's harder to sell your services ins...

Guidance On The Subject of Drug Abuse

Is the company you keep affecting your professional reputation? Business can be just like grade school in that you can be judged harshly by the people you associate with. If you hang out with business professionals who never deliver on their word, you may develop that reputation by association. It's vital to be aware of how others can tarnish your reputation in a personality-based business. In this episode, I share a cautionary tale from my boarding school days about why I was selected for...

Be More Magnetic By Creating A Common Enemy

Do you have a common enemy that your audience can rally behind? We often hear the term magnetic personality to describe someone that attracts all the clients, but no one seems to remember that magnetic personalities must also repel. If you are willing to share your strong opinions about something or someone you hate, this can help you stand out as a rallying point for your audience. In this episode, I share how to make your personal marketing brand more magnetic. I talk about how you show ...

How Much Should You Give Away For Free?

Is there a point to joining a coaching program if all the information is freely accessible? It may seem that there is no need to pay a coach if all the information is freely available, but no one is paying for information. What truly makes a coach valuable is their perspective and insight that cannot come from passively reading information. In this episode, I talk about why it’s better to give away your highly valuable information. I clarify why a coach’s services are still valuable despit...

Clubhouse for Coaches - Yes or No?

Do you really need to be on Clubhouse? Everyone is talking about how it's a must-have marketing tool. In fact, some people are already crushing it on Clubhouse, but that doesn't mean that this will be a great fit for your business. Having a great marketing platform does not always equal business development. What is more important is that you think about how you spend your time, energy, and attention. In this episode, I share my thoughts on Clubhouse, and why I am not jumping on it just ye...

Money for Coaches

Are you in control of your money or is your money in control of you? Many people can maintain a balance sheet, but that doesn’t necessarily mean they know if they’re on track to hit their meeting their sales goals, or where their cash flow will be in the future. It’s vital for you to be aware of how your money is working for you, and more importantly, make sure you don’t run out of it! In this episode, I share some tools that I use and recommend to clients to help manage your budget. I dis...

The Coaching Industry In Crisis? Ruth Kudzi Weighs In

    Ruth Kudzi is a business coach who helps her clients leverage their leadership skills and build their resilience, so they have businesses that represent them. In addition to her own successful coaching business and as a former Deputy Head Teacher and accredited trainer she wanted to create her own academy to support people in becoming coaches. Her coaching certification program combines a variety of approaches including neuroscience, positive psychology, personality profiling, normat...

Get Uncomfortable To Grow Your Coaching Business

    Does this episode make you uncomfortable? Comfort is a dangerous place to be in your business. When coaches get comfortable, it makes it hard to accomplish the tasks they dislike which can halt the growth in their business. Even if you're not looking to grow, as a coach you very rarely have one client that will take care of you forever. The only way to move through that is to work through what makes you uncomfortable and keep doing it.   In this episode, I discuss why it's import...

Valuable Actionable Nonsense

    Is there a correlation between valuable and actionable content? Everyone is trying to provide content that provides value to everyone, but it's difficult to create it when everyone has a different set of values. Instead, I want you to focus your energy elsewhere, and develop a magnetic personality that attracts clients that will want to work with you.   In this episode, I talk about why actionable and valuable content are not so important to your business. I explain how making a ...

How To Get Your Family To Support Your Coaching Business

    Does your family support you and your business endeavors? Some entrepreneurs and coaches are fortunate to have spouses that support them 100% of the way, but that doesn't mean their family can’t pressures of finances, quality family time, and responsibility. Communication is the most important part of balancing your work and your family to help them support you, but also to make sure that you are there for them when they need you.   In this episode, I talk about the family dynami...

Coaching Business Project Planning 101

    Have you figured out your business goals for 2021? The new year is right around the corner, so now's the perfect time to map out what you want to accomplish with your business in the next 365 days. It may seem daunting but by developing a plan, your sales, marketing, and system goals will feel much more manageable.   In this episode, I talk about the importance of planning out your goals on a quarterly basis. I share a method I use in the Book Yourself Solid Advisory Board to map...

Gratitude For Your Coaching Business?

    Are you counting your blessings? It has been a hard year for everyone, but that doesn’t mean we don’t have anything to be grateful for. As coaches, we are very lucky that we can work for ourselves, and that sometimes are hardest struggle is “What’s the best background remover for my Instagram stories?” Even just taking 15-minutes out of your day will help you not only shift your focus, but help you develop a more positive mindset.   In this episode, I talk about why we should spe...

Crushing It Sucks

    Do you really need to “crush it” at your business? Aggressive language seems to be used more and more to try and convince everyone that they need to not just grow, but to dominate and get everyone into your program. Well, what if people don’t want to grow, but just sustain? Everyone is interested in making an impact, but there are so many factors to consider, and maybe you’re just not interested in crushing it, which is perfectly fine!   In this episode, I share with you my thoug...

Endless Content Ideas For Your Coaching Business.

    Didn't I just talk about being content free in the previous episode? I still stand by my previous statements that coaches shouldn't also be in the publishing business, but it's always good to have some content prepared because it is more than just subject matter for your courses and tips you share with your clients. In fact, content can help you engage potential clients, stay current, and even developing content can be useful as a disciplinary practice.   In this episode, I share...

How To Run A Content-Free Coaching Business

    Are you ready to get off the content hamster wheel? There is a mindset that the only additional income stream is by constantly generating new content, however that’s not always the most valuable service. Whether you are a curriculum-based coach or take a more extemporaneous approach, you don’t need to be the publisher and administrator on top of being the coach. There are other options to generate income.   In this episode, I share with you a couple ideas on how to develop value ...

Do You Need To Be An Expert To Be A Coach?

    Is there a direct correlation between expertise and coaching? As self-employed coaches, it’s easy to let yourself feel trapped in the cycle of not getting clients because you have no experience, but you can’t get experience without actually working with new clients.    In this episode, I talk about how to start your coaching or shift your focus to a new field when you don’t have experience. I discuss some of the ethical things to consider when trying to determine what you can tea...

Why You Do Anything At All In Your Coaching Business

    Why do people do what they do in their business? As self-employed coaches, it’s easy to get bogged down and distracted with the unimportant stuff and forego the tasks that will actually progress your business.   In this episode, I talk about the benefits of directing your energies toward the important tasks, which will help to grow your business. I discuss the different needs of different clients and how to channel your sales toward them. I explore the differences between the sal...

Why Dumb Coaches Do Better Marketing

    Who would think that self-awareness could prevent your coaching business from reaching its full potential? It’s true that people who are less ‘book-smart’ are more likely to see results and getting out of your own way could help you market your business more effectively.  As a self-employed person, it’s time to put aside your cerebral tendencies and embrace the ‘dumb’.   In this episode, I talk about the benefits of taking a dissociative approach between you, the individual, and ...

Huge Impact From Tiny Results

    Imagine being able to help a select group of clients achieve specific results, rather than helping a wide range of clients achieve broader, less impactful results.  Sometimes small, necessary results are more important and more impactful than monumental, unnecessary results.   In this episode, I discuss the benefits of offering a specialist service, in order to achieve a single big result, or even a single, tiny result that has a huge impact. I illustrate how having a very carefu...

The 10 Commandments For Your Coaching Business

Sixty days ago I gave up drink for a week or two. Now I feel I’m caught in a virtuous cycle and I’m reticent to start again even though I had no intention of giving it up forever, so this week I’m going to get all biblical on you and give you the ten commandments for a booked-solid coaching business. In this episode, I offer ten commandments that are essential for your coaching business and explain how to get results that are greater. I talk about the effects of having a clearly defined ta...

How and When To Set Rules For Your Coaching Business

Why Coaches Are So Incredibly Lazy ... And How To Fix It

Picture this: it’s a rainy day outside and you’re lying comfortably on your sofa, watching reruns of your favorite TV shows or your Netflix series of choice, enjoying a cup of hot cocoa. When you’re in a very comfortable position, it’s hard to get up and motivate yourself to achieve your goals in life or business. But we can’t expect our coaching business to grow by itself: leads won’t generate themselves nor will our target markets barge in our doors like a deus ex machina and sign a contra...

Should You Buy A Business Coaching Franchise?

    If you can tell that I am a huge fan of coaching as a profession, then I assume it shouldn’t come as a surprise that I believe anything that enables people to become coaches is a force of good in the world. I wholeheartedly believe this, despite not going forward with a coaching franchise I considered years ago. A coaching franchise is an enormous commitment that has various advantages and setbacks that you need to consider: whether it’s the right avenue for you will depend on severa...

Productivity for Coaches: How To Motivate Yourself

    Despite all the productivity hacks that we know and the dozens of productivity apps that occupy our phones, it’s difficult for many of us to motivate ourselves and be productive, even if we wanted to. This can be somewhat of an issue if you’re a coach; after all, part of our job is to motivate clients towards whatever they want to achieve. So, when your bed’s too comfortable for you to not hit the snooze button, how do you motivate yourself?   Today, I share a nugget of wisdom th...

Should Coaches Do Affiliate Marketing?

    Affiliate marketing can be a beneficial revenue stream for any kind of business. However, too many people who claim to be coaches spend so much of their time, energy, and effort in affiliate marketing that it makes you wonder whether they’re actually a coach or an influencer. Such is the case of coaches who enter launch partnerships: do they have their own businesses or are they just salespeople for others’ coaching services?   But if affiliate marketing can indeed be beneficial,...

How To Be More Confident When You're Selling Your Coaching Services

    For many of us in the industry, the picture of a successful coach is that of a radiant person brimming with vibrance and enthusiasm for their message and services. One could even say that confidence is a critical part of a coaching business and, if you don’t naturally have it, you should look for it “within” you. But this could be a discouraging thought for anyone who doesn’t think they have it in them in the first place. My take on the confidence piece is that you can practice it by...

How To Avoid "Everything Creep" In Your Coaching Business

    Throughout my years in the industry, I’ve noticed that coaches exponentially increase their expenses as soon as they see a degree of success in their business. This is understandable, of course, especially if they’re investing their money and other resources into tools that could make business operations smoother and more efficient. But there’s something great about keeping things simple, light, and lean: it avoids the “everything creep” that could easily swamp your business.   T...

Why "Always Be Closing" is Terrible Sales Advice For Coaches

    There is a sales aphorism amongst marketers that I have been hearing forever and ever in my career: always be closing. It means always trying to make prospects buy your services, preventing them from having the space to consider what you offer as a coach. And when the picture that pops in everyone’s head every time they read “sales and marketing” is that of an insurance broker cornering a hapless passerby into buying a retirement product, it’s understandable that too many coaches are...

The Single Biggest Result You Give Your Clients

    Whenever you meet somebody at a cocktail party, how do you introduce yourself and explain what you do in your coaching business? Do you tell people that you’re someone who helps “people who are tired of thinking small and guide them into unleashing their fullest potential”? Or do you say you’re a management consultant who “helps executives increase stakeholder engagement through increased inter-departmental synergy”? How would you feel if a complete stranger introduced themselves tha...

Marketing Doesn't Get You Clients

    You got that right: marketing doesn’t get you clients. That may be a little odd, if not entirely ironic, to read. After all, this is the “Marketing for Coaches” podcast. While it’s true that new coaches need to put 100% of their attention into client acquisition, retention, and revenue if they would love to live to see another day in business, far too many coaches focus too much on marketing themselves. But if it’s not marketing and branding upon which you should put your focus, what...

Disaster-Proofing Your Coaching Business, Part Two

    After overcoming a challenging chapter in my family’s story, I have become prepossessed with the idea of disaster-proofing my coaching business. Because when you’re a business coach, you are essentially running a trade. When you’re running a trade, all sorts of revenue-depleting shockers could happen: an accident, a disaster, or a pandemic. It is a scary thing to think about, but it’s also the reality for all of us. Yet, it’s okay to be terrified. After all, fear can be a productive ...

Disaster-Proofing Your Coaching Business, Part One

    Seven years ago, Mrs. Kimberley gave birth to our son Edward, a bouncing baby boy with curly hair and a big, bright smile. We enjoyed the first three months with him, wallowing in his brilliance and beauty, as all parents do, as he did things for the first time. Then, a visit to the pediatrician disrupted our world and turned it upside-down: we had to move from Malta back to the UK, stay there for a few months, and I - distraught as my child’s life hung in the balance - couldn’t show...

The Alternative To Content Creation For Coaches

    In the days of yore, coaches, consultants, and thought leaders established their credentials by publishing an essential piece of content, whether it’s a book, research papers, or a speech. Then, they’d take their ideas with them and repeat it over and over again. Today, coaches are expected to be prolific content creators who consistently produce fresh ideas and novel perspectives. They do regular Facebook lives and Instagram streams—in addition to getting an article out on Medium or...

Should You Sell A Low-Priced Membership Program?

    It’s a question as old as time: should I offer low-priced membership programs or subscriptions for my coaching business? The quick answer is, it depends. It’s not the worst idea in the world; having the membership or subscription program as a business model is profitable - if and when it’s feasible. But, there are several factors you need to assess to see if it’s a viable approach for you. What kind of investments will need to successfully launch a low-priced membership program? What...

How To Sell Coaching Services

    Many coaches open their doors, hang their shingle, and wait for people to make inquiries about their coaching services. But in the earlier days of my career as a self-employed coach, I learned right away that it’s a bad idea to wait for people to give you their money. There’s nothing wrong with going out to the world to sell your coaching services - to let people know how you can help them and the solutions you have to offer.   In this episode, I go way back to the dawn of time t...

How To Properly Qualify Your Coaching Prospects

    Sales is something slimy and sleazy for many coaches. The bad news is you need to close deals to make money as a coach, which makes sales and marketing inevitable. The good news? There is an absolutely easy route to landing sales with your prospects. No, you don’t have to bang your head against the wall trying to convert people you don’t need to convert - and you don’t have to feel like a fraud, either. The secret? Qualifying prospective clients before working with them.   In thi...

How To Get Paid To Do Market Research For Your Coaching Business

    What if I told you that you could profit from doing your market research for your coaching business? It’s possible; I’ve done it myself. Understanding your target market is crucial if you are to find success in the coaching world. By using a simple, sneaky trick that marketers wouldn’t want you to know about, you can gain key information, get under your clients’ skin, and be in an incredibly advantageous position to meet your clients’ needs.   In this episode, I reveal how you ca...

How To Get Corporate Coaching Clients

    If you’re in the coaching market, chances are you’re not afraid of having direct sales conversations with business owners and entrepreneurs. But closing a deal with corporate coaching clients can be a little confusing, if not a tad daunting, for the first time. After all, coaching a group of enthusiastic entrepreneurs is strikingly different from coaching a group of corporate employees taking mandatory training. And, in an organization made up of several departments, who do you even ...

How to Get a 90% Open Rate with Your Email Marketing

MFC011 - How to get a 90% open rate with your email marketing In the world of email marketing, a lot of people get worried about their open rates and click-throughs. After all, if no one’s opening your emails - let alone reading them - you wouldn’t be able to close a deal with a prospective client, right? But If you’re one of those people, you might be focusing on the wrong metric.  Your open rates shouldn’t be the foundation of your email marketing strategy. Instead, I propose a different...