Ep 23 – Three Ways to Quickly Build Confidence As a Coach

This episode is all about confidence. And, it’s part of the Smart Mindsets & Habits series.

If you’re struggling with your mindset, there’s help for you in this series.   And soon, I’ll be focusing on the habits part because smart mindsets and habits are the dynamic duo for leaping forward in your coaching business.

A shout out to Mona, a listener, who said: I have been enjoying listening to your podcast. I find it a very genuine-inspirational resource.  Thank you for offering such AMAZING content! I always look forward to the next episode!

Thank you, Mona! I appreciate you for your classy note to me.

And a quick request for everyone listening, please help other coaches find my podcast. It’s easy to share any episode whether you’re listening on my website or on a podcast app. I appreciate you for being a resource to other coaches! Let’s help each other on this journey.

Elusive and Much Sought After

Confidence is kind of a squishy and sometimes elusive thing. Especially when you’re a new coach, just starting to build your business. Or if new to any type of undertaking.

Building your coaching business from the ground up is a marathon not a sprint. It really take time and brain power and creativity. It can feel like a roller coaster and the Imposter Syndrome is in your face a lot. You’re alternately elated then stuck then overwhelmed.

I totally get it.

I’ll tell you, I’ve only been podcasting for 5 months. The learning curve is super steep. I’m still a bit green, learning how to improve audio quality, plan well, get it all done, content upgrades, getting more people to my show… on and on.

So my confidence level is like the tides, ebbing and flowing. And sometimes it ebbs so far out so that I cannot hardly feel it at all! And then I get a high tide where I’m feeling pretty good. You know, I think I’m doing pretty well.

I’m really lucky to be a part of a support group that keeps me going.

And by the way I just launched Prosperous Coach Club, which is a Facebook support group for new coaches. We’d love to have you join into the excellent conversations there about how to get clients, accomplish weekly goals, technology recommendations — all sorts of topics. It’s a place that you can be vulnerable and gain confidence!

So confidence comes and goes.

Do you know what comes before confidence? The pre-cursor if you will?

Courage Is the Precursor to Confidence

See, you can summon courage anytime. It’s there in a deep reservoir within you.

And courage is what motivates you, keeps you moving, keeps you growing.  It helps you cross the thresholds of all the firsts.

My first podcast episode was terrifying. And now I’m 23 episodes in. Still feeling a bit squidgy about certain aspects of it. But I’m doing it! Courage is what helps me do this thing.

With courage over time confidence arrives.

So I promised you in this episode 3 things to quickly build your confidence … the first is summon courage.

And when you bravely take those first steps, you’re willing to do what’s difficult, what’s scary … your confidence is then born out of that.

One of my current clients is in the Market Research phase of developing her coaching business. I talked about market research in my last episode. If you haven’t heard that yet, it’s worth a listen.

I’m so proud of her because it can feel a bit daunting doing the interviews.

But even though she confessed to not feeling confident, she dove in.

Within a week she’d done 5 interviews and a lot of really valuable information that’s going to assist every aspect of her business — from what copy is on her website, to what her program is all about, to how she’ll market — is coming from that market research. So it’s really critical.

Then we made a little adjustment to her approach and she’s off and running with her next interviews.

To complete that task my client had to raise her courage because there was no basis yet for confidence on that particular task. So see, you can’t have confidence about something you’ve never done before.

But she could draw on confidence from her skills. So we spent a little time in a session talking about her assets that she brings to this task. She’s articulate, open and accessible, deeply caring and curious about people. So I knew that she’d put her interviewees at ease very quickly.

I knew she’d ace it.

I was totally confident in her abilities. Which is easy for me, right? Because I’m on the outside looking in seeing her brilliance. But she couldn’t immediately see it.

And that’s the second thing that quickly builds your confidence … realizing your gifts.

Remember Your Gifts

Sometimes human beings forget who they are. Lack of confidence is often about forgetting or refusing to acknowledge all that you are.

Even though I’ve been an entrepreneur for 20 years, which alone is a huge feat. And that I’ve been financially successful helping other coaches build their businesses for 17 years … I sometimes forget my gifts, my skills and expertise.

But then I remember. Or someone helps me remember.

You know when people say “YOU’VE GOT THIS!” Well, that’s encouragement  for you to remember your gifts — all that you bring to the table.

And confidence is there.

Here’s a little exercise for you.

Put aside 30 minutes of quiet time and do nothing else in that time except remember.

  • Remember how you got to where you are now.
  • Remember all the things you’ve learned and accomplished. Start early in childhood. There’s so much.
  • And, most importantly, remember your essence.

If you strip away all the training, all the education you’ve gotten in the school of hard knocks — your wisdom …

Even if you take away all the friends, the beloveds that surround you …

Even if you take away the things in your life — your home, your clothes, your car — which you earned …

What’s left is your essence. That precious, singular substance that is your gift to the world. You came here with it. No one gave it to you. You own it. It’s yours and it’s never going away.

Write it all down. Remember who you are, what you’ve done, how you got here. There’s loads of confidence in there and if you don’t think so, get a friend to help you with this exercise.

Something in you is trying to deny it but, darlin’, you are innately valuable. And you have also earned tremendous value in this life.

So when I’m not feeling confident, I remember who I am and how I got here. And by the way, I’m no saint. I make mistakes all the time. I wasn’t a straight A student. I’ve experienced failures and set backs. But that doesn’t matter. Because I’m innately valuable AND I’ve done a fork-load of amazing things in this life.

You have too.

Knowing Your Audience and Offering Them What They Know They Want

What’s the 3rd way to quickly build confidence?

I’m going to bring this in to the circumstances you’re in right now. You’re building your coaching business. How can you specifically build confidence for that?

I have this honored role with my clients. You have it too with your clients. And that is that I get to watch them go from alone, confused and lost to — in ever widening circles — become more clear, more confident and more competent in what their doing.

And I know that one source of that confidence is knowing well who my clients serve, what their audience wants and what inspires that audience to buy what they’re offering — which by the way is far more than coaching. It’s knowing that the program they’re offering is custom made for their audience and it’s priced to bring the coach a satisfying income without having to have 100’s of clients every year.

So what I’m saying here, is that you can reach for and gain a ton of confidence in building and having a solid foundation for your business. And it’s something so many coaches step over.

So this my mission, ya’ll, to help more and more of you get that solid foundation so that you can spring from that into the world and attract clients that you’ll love and who will pay you well.

Every now and then I open the door to a few new coaches to have a free ON AIR COACHING session with me. In that session we’ll help you niche down by figuring out a viable narrow audience for you and starting the process to isolate what they want.

So that door is now open for a short amount of time.

You’re a good candidate for that free On Air Coaching Session if you are just getting started and don’t feel solid about your niche just yet.

The Next Episode is an On Air Coaching Session where you get to listen in as a I coach a coach to choose a viable target audience. Fun! It’s called Choosing a Viable Target Audience for Your Coaching Business

Ep 22 – Why Should A Coach Do Market Research?

This episode is part of the series called Smart Mindsets & Habits.

Mindset is a huge driver of success. When you have powerful mindsets motivating you AND you’re taking strategic actions — that combo will get you anywhere you want to go in life.

This episode is about market research — an often skipped over strategic action that helps you attract clients who want what you offer.

I’m also going to cover 2 mindsets related to market research that will literally make the difference in whether you’ll have a thriving coaching business or not.

So let’s start with 2 mindset shifts that I encourage you to make, if you haven’t already. These mindsets help you to embrace the idea of market research and other strategic actions.

Act Like the CEO of Your Coaching Business

When I finished coach training, I launched a coaching practice rather than a business. I hung my shingle as a coach and I was open for clients.

That mindset kept me from what I really wanted for nearly 3 years — to be serving clients masterfully while earning well.

I spent all day every day chasing my next coaching client. My website was all about coaching. My marketing efforts sold coaching. I didn’t target a specific audience, I had no niche, no strategy, no focus.

I had lots of practice clients. People who were more or less doing me a favor because they could see how enthusiastic I was about coaching and so they hired me for a month or two at low prices. We did some good work but it wasn’t deep lasting work. They weren’t wholly committed to the process because they didn’t really buy into the idea of coaching — which is what I was selling.

Then, realizing that what I was doing wasn’t working, I shifted to acting like the owner of a business. I started doing what all business owners do.

That shift in the way I thought about my time, my energy and my actions changed the way others perceived me too.

When you step fully into the role of CEO in your own business you’re no longer just floating and hoping.

Instead your day-to-day is all about building traction, leveraging your efforts, becoming a recognizable brand and offering something that’s truly wanted.

You’re attracting clients and profits, not just for today, but for your future too.

What can you do right now to take ownership of your coaching business? Here are 3 suggestions that fit the start up phase. Maybe you’ve done some or all of these.

1. Create a home office. You need a door, a desk, wifi, a computer.

When you make a physical place for your business, it signals to yourself and the world that you are in this for the long run and not just playing about.

2. Set work hours.

When you give your business significant time, it will grow. If it’s only squeezed in to whatever time you have left over, it may never really get off the ground.

3. Set your business up for success.

Do the things that business owners do to build a solid foundation before launching:

  • Target a viable audience.
  • Conduct market research.
  • Then tailor make everything accordingly.

Yeah, these things can feel a bit scary because you’ll make decisions that set a strong course for your business.

This way of doing things give your business a fighting chance of making it. And it builds your confidence because you’ll know what to do to attract clients.

What is Market Research?

It’s gathering an understanding about what your target audience wants and will buy. First you need a specific target audience to research.

Imagine feeling confident that what you’re offering is wanted. To know that your audience is likely to invest in your services because they are out there searching for solutions that you can help them achieve.

When coaches find me one of their most common laments is “Where are the coaching clients who get the value of coaching enough to invest in it?”

My answer to that might be a bit shocking.

Which brings me to mindset shift #2 …

Coaching is a Tool, Not an Outcome People Buy

One of my most popular podcast shows is Episode #7, which is called – Why is Coaching a Hard Sell?

Have you ever noticed that coaching isn’t easy to sell?

That’s because coaching is a tool in your toolbox, not an outcome people know they want.

So I have this metaphor to help you with this mindset shift …

Let’s say you’re remodeling your kitchen and you want custom cabinetry. What do you go looking for? Well that’s obvious isn’t it. You look for cabinets that fit your vision of what you want your kitchen to look like.

But you could care less about the tools that actually made those cabinets. You don’t care about the sanders and lathes. It’s the OUTCOME you want, it’s the outcome you’ll search for.

Coaching is not an outcome. And it’s not a solution to a specific problem. Coaching is part of your toolbox. It’s a valuable skill set among other skills and knowledge that you have that will be helpful to your clients once they’ve hired you.

But people don’t search for coaching. At least it’s very rare.

So that’s why it’s not all that effective to put up a website about your type of coaching and start chasing coaching clients. That approach often ends with you giving up on your business and going to get a job.

But a sea change happens when you stop trying to sell coaching and instead think of how to apply your skills to help a specific audience reach a specific outcome they really want.

Suddenly you’re thinking like a business owner and creating a pathway or system — steps and milestone to help your audience achieve their goal.

Everything comes into focus, both for you and for your target audience. They see you because you’re speaking to them and what they care about instead of talking about coaching. And you build a community of future clients rather than enrolling one person at a time.

And market research is what gives you the insight to speak their language, to attract them into a community.

Who is Your Target Audience and What Do They Want?

So, first, here’s some relief for you … market research is not asking people whether they’ll buy your coaching services. Not even close!

When I teach my clients how to do market research they’re always glad to know that the spotlight is completely off of them and on the people they’re interviewing.

Interviews are the best way to conduct market research because it’s a real time conversation.

It’s the unrehearsed, candid words that your target audience uses in those off guard moments that are most powerful to use in messaging, web copy, social posts and emails.

If you are or have been your target audience then having someone interview you might also be helpful. But hearing from people in your audience that you don’t know is an important confirmation that you’re on the right track.

The information we most want to uncover in market research is called psychographics. Have you heard of that word before?

Psychographics ultimately reveal what your audience wants and will buy. A useful thing to know, right?

Market research helps you to fully understand:

  • what are their driving values
  • what makes them tick
  • what specifically do they want
  • what specifically do they NOT want
  • what’s causing them acute pain or frustration
  • what keeps them up at night
  • what are their spending habits
  • what motivates them to buy
  • where do they go to find what they want

You can see how knowing the psychographics of your audience helps you create branding, messaging and offers that will strike a resonant chord and inspire investment.

Now, you won’t ask them these questions directly but rather craft questions that have to do with your coaching track, areas of interest, and your likely niche that will elicit this information in a friendly, connective way.

And by the way, people you interview for market research very often become your first paid clients in your business. You develop a warm connection and their curious about how their input will help you.

Demographics is another important set of data. It’s things like gender, age, stage of life, marital status, household income, where they live, children and more.

Knowing those things also helps you create effective marketing. But the great thing is, when you choose a specific enough target audience, you’ll automatically understand most of the critical demographic points.

For example if you are a health coach and you’ve targeted menopausal women it gives you a strong sense of the circumstances of their life that you’ll help them affect or change for the better.

It’s also helpful to create an AVATAR. This is a description of the type of person you most want to serve that gets into even more details. Then when you’re designing your programs, coming up with pricing and more, you’ll have a picture in your mind of this person that represents your target audience.

So just to review, the two powerful mindsets I spoke about today are:

  • thinking and acting like a business owner
  • realizing that coaching is not what people buy

With those mindsets to guide you, I hope you can see why market research would serve you beautifully and set up you up for long term success in your coaching business.

If you’ve already put up a website and you’ve realized that you’re selling coaching, even a specific type of coaching, consider taking the time to target an audience, conduct market research and recalibrate your website and offers to align with what you discover. It’s not that hard, especially with guidance. And you know I’d love to help you with this.

Grab a Strategy Session with me. It’s a great way to start making the shift to being the CEO of your business. And I can help you with research, messaging and offers you audience will buy.

The Next Episode is: 3 Ways to Quickly Build Your Confidence As a Coach

Ep 21 – How to Spot the Right Opportunities for Your Coaching Business

I’m grateful to all the regular and new listeners. You have been helping me rock this podcast by sharing comments about the topics you like and the new things you want me to talk about.

To keep the conversation going, I’ve just started a Facebook community for subscribers of my podcast called Prosperous Coach Club. It’s a safe place to share wins or challenges — anything about you and your coaching business. We’re a friendly, supportive, non-promotional group. Join us! Go to prosperoucoach.com/fb to join.

This episode is in the Smart Mindsets & Habits series, and it is Part 2 about how to selectively and wisely decide when to say ‘yes’ to coaching business opportunities. It’s about teaching yourself to stand in your power and answer from your highest self.

Part 1 was about how to breakthrough the bright shiny object syndrome so that you’re not wasting money on webinars, online programs or masterminds that you’re not ready for yet. That’s probably because your business foundation isn’t solid yet. I know that’s frustrating and it’s a good time to stop and get that all nailed down before getting into advanced business programs.

Many of you have been letting me know that that episode hit the mark. Thank you for reaching out. I love hearing from you.

Ellen wrote to me: I’ve taken many courses and been part of many mastermind groups and webinars but it’s all come to naught because I haven’t converted that learning into practical actions. That’s because I’ve been struggling to figure out who I’m called to serve and what pain point or problem I’m trying to solve.”

As it turned out, Ellen grabbed a strategy session with me and we quickly figured out her ideal target audience plus the problem she’ll help them solve. At the end of the session she said: “Rhonda, that was amazing! I can’t believe what we came up with. I came in confused about my niche and wanted a plan of what to do next. And I got all of that!”

Ellen, that makes me so happy!

So if you want to solidify any aspect of your business foundation — your audience, your niche, your business model — don’t struggle and try to figure that out on your own. Grab a Strategy Session and let’s nail that down for you. You can find that on today’s show notes at prosperouscoach.com/21

Distraction Slows Down Your Coaching Success

Today we’re digging into other types of offers you might be getting as a coach. For example, let’s say someone emailed offering you:

  • a radio show program
  • a feature in a magazine
  • promising to get you leads
  • another coach wants to collaborate with you

When offers like this come in, it’s elating. There’s this sense of “I’m not having to do everything myself!” Someone is saying they’ll pave the road for you. And it’s really tempting to say ‘Yes’.

But are these opportunities right for you? Especially for the stage of business you’re in.

If you’re in startup mode — that’s the first 18 months or so of your business — it’s all about solidifying your business foundation. You are:

The learning curve is high and while you’re doing all of this you’re also figuring yourself out as a coach, as a business owner.

And for that reason it’s a vulnerable time too.

The potential for distraction and getting pulled off course is high. Some diversions will muddy your vision, waste your resources and set you back.

But what if do feel you’re ready and one of these offers is your breakthrough moment?

How can you discern between the good opportunities and the right opportunities?

Early on in my business I was endlessly distracted. Do you know what I mean?

There was so much stuff in my inbox, my head would spin.

One national radio program courted me saying they wanted to put my business on the map. I was so thrilled! I got so excited I told everyone about it even before I did the due diligence to see if it was legit.

But I’ll admit something didn’t feel quite right.

And it turned out it was only going to cost me $5000. Well, at least I said ‘no’ to that one.

I was offered spreads in online magazines. And there were all sorts of business clearing houses offering a listing on their site for coaches that supposedly had hundreds of thousands of web hits every month. Organizations asked me to speak at their lunch and learn groups and at association meetings.

And I’m truly embarrassed now at how many of these thing I jumped at.

I poured my heart into them. Most of them took me off track. And no clients or sales came out of any of those “opportunities”.

In retrospect none of them truly aligned with my business. They didn’t help me build credibility with my target audience and they didn’t help me build my list.

The organizations were just filling their slate. I helped them but they did not help me.

I finally realized that I needed to set some guidelines for myself. I call them Success Criteria.

Smart Success Criteria

It’s sort of a checklist. Before I say “yes” to any opportunity I ask myself a set of questions. And it starts with 3 anchor questions.

Do I have a good feeling about the people offering this?

Does it align with my integrity and values?

Does it put me in front of my target audience?

If ‘no’ to anything above then I say ‘No’ to the opportunity.

If ‘yes’ I ask myself:

If there’s a financial investment can I easily offset that with 1 enrollment?

Does it allow me to point people to my website for a valuable download?

If ‘no’, I say ‘no’.

If ‘yes’, I consider my current profit margins and also ask myself:

Will doing this build my credibility and brand?

Will I create things for this that I can repurpose elsewhere?

If ‘yes’ and profit margins look good, I say ‘YES!’

Be True to Your Coaching Business

When I put this success criteria in place I also made an agreement to let it guide me 100%. I stuck with it. And that paid off for me.

Not only did I stop having indecision and regret but I also found that it really set my business up for success every time.

Everything I said no to, I ended up feeling I dodged a bullet. Everything I said yes to, returned high value to me.

And then I started get better opportunities. It’s as if I trained the Universe.

I’m an old hand at this now and come to most decisions by simply checking in with my body.

Pressure Means No

If I ever feel uncertain, I take my time. I let a couple of days pass then check in again.

I never make a snap YES decision because I only have so much time and I want to maximize the return for that time.

The reality is that any quality organization or person will give you time to make a smart decision. If you’re feeling pressured, then your answer is ‘NO’.

Now I want you to make your own Success Criteria. And then stay true to them!

And, feel free to share your Success Criteria with me.

I’ve just started a Facebook community for subscribers of my podcast called Prosperous Coach Club. It’s a safe place for coaches where you can share things like this plus any wins or challenges. We’re a friendly, supportive, non-promotional group. Join us! Go to prosperouscoach.com/fb to join.

The Next Episode is: Why Should a Coach Do Market Research?

Ep 20 – How to Stop Saying ‘Yes’ to Bright Shiny Objects

This episode is in the Smart Mindsets & Habits series. And, it’s part 1 about how to selectively and wisely decide where and when to invest your time, energy and money in opportunities that come your way as a coach. Opportunities such as:

  • more skills training
  • how-to programs that teach a marketing tactic
  • offers to send you leads or promote you
  • offers to partner with another coach or expert

Today, we’ll dig into the bright shiny object syndrome. That’s a powerful impulse to invest money in training, apps, all sorts of bells and whistles that are supposed to help your business grow.

But have you ever taken expensive training or a mastermind and, though you enjoyed it, you didn’t move forward in your coaching business or you just could apply what you learned?

There’s a simple reason for that … you may not have been developmentally ready for that program yet.

Spending like that is eating up your profits! So I have tips and mindset mastery coming your way here.

Before we dive in, I want to thank you.

With your support, Prosperous Coach Podcast has surpassed 4000 downloads with just our 20th episode. A shout out to Kate in Basel, Switzerland. Kate said:

“I’ve really been enjoying your podcast and want to thank you for the really helpful, clear, and good vibes content that you are sharing. I always look forward to hearing your intro music!” Thank you, Kate!

Coaches need clear guidelines. Very soon I’m launching a Facebook group for subscribers of the podcast. All coaches are welcome. More on that next week.

Okay let’s breakthrough the bright shiny object pattern …

Why does this syndrome exist?

When your coaching business is new and you’ve not yet filled your time serving clients, you’re in a vulnerable place.

You’re vulnerable because you are yearning — for more coaching clients, for higher revenues, for recognition that you’re valuable — and you’re looking outside yourself for answers.

So you go surfing and get on a bunch of lists or click a bunch of ads.

All manner of offers and opportunities are dangling like glittering diamonds in front of you.

And your credit card is in hand. Maybe you’ve even memorized it.

I’ve been there. Much less than I used to thanks to the tips I’m going to share, but it still snags me occasionally.

I’m Not Skilled Enough

As a coach, sometimes there’s this voice saying “I’m not skilled enough yet” that has you reaching for more training to learn different types of coaching skills, get more certifications, to pile up credentials.

There’s a learned belief under that, that what you know now isn’t enough for where you are now developmentally. And that’s where the deepest wisdom is — where you are now.

Obviously, there are times when learning more skills will be right for your current situation.

But I wonder … how many purchases for more skills training are driven by a rational decision?

Think about it this way, if you are endlessly in student mode, how are you ever going to succeed in your coaching business?

Learning is a lot like breathing. The breath in is followed by the out breath. It’s a natural rhythm.

But if you breathe in and hold your breath, your lungs start to wither. And eventually the organism that is you forces your lungs to let out the CO2 so you can breathe in again.

So the metaphor is this … Information in needs to be followed by integration and action. That’s a healthy rhythm.

And that’s how we develop … as coaches, as business owners, as human beings.

Kids learn by doing. They are in their bodies and in their spirit, not so much in their heads.

As a new coach, you’ll also integrate learning best by doing.

What I’m Doing Isn’t Working!

Sometimes, the voice inside is saying “What I’m doing isn’t working!”

That might true. Maybe it’s the way you’re doing something that isn’t working. Or maybe it’s how frequently you’re doing it.

I remember saying to my coach in the first year of my business: “Nothing is happening! I’m not getting enough clients.”

And my smarty pants coach said: “Rhonda, what exactly have you done in the last 6 months to make that happen?” Busted!

So when you feel like nothing is working, pause to ask yourself :

Am I doing enough consistently to gain ground, become known, build relationships of trust and enroll coachng clients?

There’s another reason why what you’re doing may not be working and that’s that your business isn’t on a solid foundation. I’ll cover more about this in a minute.

No One Escapes the Developmental Path and Hard Work

In the past, instead of reflecting that way, you might have gone searching for a tactic out there that will save you. Stuff like:

  • How to write better email subject lines or Facebook ads that get clicks.
  • How to launch evergreen webinars so you can earn while you sleep.
  • How to create your own online program to earn passive income.

You read testimonials of amazing financial gains for participants. Stuff like:

“I had my first $25,000 day!”

You hear that and your heartbeat speeds up. You want $25,000 days too. And you’re buying, almost without thought.

The bright shiny object syndrome has you in it’s grips!

But what if instead you stop to wonder about the likely massive investment of time and money the person made before that $25,000 day and whether they will ever replicate it again.

I’m not saying that kind of thing isn’t possible.

We so want to believe there’s a magic bullet and with it you can avoid the hard work.

But any financially successful coach or any type of business owner, if they’re being honest, will tell you the massive hard work that went before their big win.

The bright shiny object syndrome is only powerful if there’s a place of scarcity inside of you wanting, wanting, wanting and believing you won’t succeed without that tactic, without that group, without that panel of experts who are going to show you all their secrets for just $10,000 and a few days of work.

Now, don’t get me wrong. I believe most programs out there do deliver tips that you couldn’t possibly know without expert support and they are sharing valuable approaches that can work.

But here’s the KICKER! And this is really important …

Few of those programs are geared for new coaches.

Developmentally, new coaches are not ready for what will be thrown at them in those programs.

You are already behind in the program, when you enroll, from the people who are developmentally ahead of you.

Do you get me here?

Everything living thing has a developmental path. It’s unavoidable.

Anything worth learning requires fundamental steps.

Children learn to walk by doing the hard work. They see you walk and they want to. Just like you see these $25,000 days and want it for yourself.

Kids have no option. They have to build muscle strength and coordination before they can walk well much less sprint.

You have to do that too.

Solid Foundation Before Advanced Tactics

If your coaching business is grounded in a solid foundation then you can apply the advance tactics in all those programs.

But if you haven’t done that foundational work, those tactics have nothing to apply to for leverage.

There’s nothing wrong with you if you don’t yet know who your target audience is and what they want and how you can apply your skills and passion to help them get what they want.

And that is the first step in the foundation.

If you spend time and money on those programs before your time, you’ll have to wait until your foundation is in place to integrate that learning.

Stop Spending Your Coaching Profits

Most of the coaches who find me tell me they’ve spent over $20,000 in training, masterminds, and online programs. For some, it’s over $50,000.

That means that even if they had a $25000 day they’d still be in the red $25,000.

And with each new thing they’ve heard in those programs, they don’t feel lighter, they feel heavier. Their belief in themselves is dimmed. Their energy is drained. And frustation is piqued to the max.

That just breaks my heart and it reminds me of my own painful experiences with this …

A couple of years into my coaching business … I had some clients, some income but I had no real sense of direction. No niche, no specific target market. I was selling coaching and few were buying.

And I was regularly investing money and time into everything that came my way trying to breakthrough.

I remember this sense of desperation, trying to figure it all out by myself really because most of the programs I bought into had no personalized support.

The desperation is a big clue. Something is off balance and unconscious. Bring it into consciousness. Choose mindfully and wisely.

Turn Off the Firehose of Information

The best tip to stop the bright shiny object syndrome is … only reach for the specific help/information that you need for your next single step.

And when you do reach out it doesn’t mean you should invest in an expensive program or app unless your higher self affirms it’s a great fit for you where you are now. If you are tempted to buy out of anxiety, don’t!

What is your next single developmental step?

Also, consider following no more than 2 experts or mentors at a time because much more than that will have your head spinning.

Over the years, I’ve turned the faucet of information off many times.

Right now, I’m a newbie Instagrammer. I’m reading a lot of articles and observing what other successful instagrammers are doing. I’m putting things into practice.

Yes there’s loads of training about how to do ads and videos on Instagram. But I’m not jumping for those because I’m not developmentally ready for that. First, I need to put into practice what I’ve learned already about how maximize the profile, the posts, the follows — the beginning stuff.

Maybe next week or next month I’ll be ready for a training program to help me do ads and videos. But I’ll be very choiceful if I do invest in anything.

So, turn down the faucet of information to a manageable trickle. I promise you won’t miss being pummeled by the firehose. And then, reach out for only what you need now then integrate what you learned by putting it into practice. Once you’ve mastered it you’ll be ready for another bite of knowledge.

In Part 2 of this topic, we’ll talk about how to create Success Criteria — that’s a set of guidelines that will keep you from wasting your time on actions and opportunities that aren’t true to your brand and foundation.

Ep 19 – How to Enroll More Coaching Clients Without Being Salesy

This is the first episode in a new series that I’m doing called Smart Mindsets and Systems. There’s a ton of juicy stuff that’s going to be in this series. 

Now, in this session we’re going to dig into something that I know is critical and also difficult for a lot of people — how to actually enroll clients.

How can do enroll coaching clients in a way that doesn’t feel like you’re selling?

How can you enroll authentically while standing in your power with ease and grace?

When I shifted to this method of enrolling, it improved my enrollment success rate. I’ve taught this to every coach that I worked with. It takes a little bit of practice, but it’s not hard.

It’s much easier than giving a free sample coaching session!

We’re going to get down into it in just a minute. This session is sponsored by my own free offer to you. 

I want you to have this cheat sheet that walks you through 10 Steps to Enroll More Clients Fast!

You’ll find this cheat sheet really helpful and it also includes some of the secrets I’ll share with you in this episode.

Have you ever choked when it came time to tell a potential client your fees?

This is where discovery sessions often go astray because you’re shifting a conversation that’s more connective with your potential client to suddenly trying to tell them what you charge and why it’s worth it. 

Have you spent hours delivering your best sample sessions only to hear “Thanks, but I can’t afford you”?

Those two problems are big for new coaches. You’re not alone in that. I struggled mightily at this once upon a time. 

If you want to dramatically improve your enrollment into coaching programs, there’s a different that inspires prospects to say YES and hire you. 

3 Shifts to Enroll More Coaching Clients

There are three shifts you can make right now that will ease the money conversation and the whole enrollment process in your discovery sessions.

Shift from:          Over delivering in introductory or sample session

Shift to:               Having more effective enrollment conversations

Shift from:          Stumbling into your pitch at the end of the session 

Shift to:               Being transparent from the get go that you’re enrolling

Shift from:          Timidly asking for the sale

Shift to:               Confidently owning your worth

Something clicks internally when you believe in yourself. It seems hard to do, but it is something you can control. 

A Powerful Mindset Shift

I’m sure you’ve heard how important it is in life — in business with your clients, with your friends and family — to stand in your power. 

This is something I’ve been challenged with in my life. So I’ve made a study of it. That’s my Teacher Archetype coming in there.

Everyone fears rejection when asking for significant fees. You start wondering, “Who am I to think that I can help this client and why would they pay me well for coaching?” 

That thought form can take over your mind.

The trick is to notice your feelings and thoughts, then take a moment to notice it and turnaround your thinking. 

Those types of fears stem from two main things.You’re forgetting to own your innate gifts. It’s as if you haven’t taken ownership of all the talents and gifts you bring to the table.

If you’re a new coach who might be thinking: “Well, I’m new, so that means I’m not that good.” But that’s just not true.

Own everything you bring to the table!

Flip Your Mindset

Blow off that mindset about being a new coach.

Instead of looking for the proof of your worth in other people, know that you are inherently valuable. You wouldn’t be listening to me if a part of you didn’t already know that.

Decide right now to own your gifts!

And please know I am not talking about arrogance here. I’m not talking about strutting around thinking you’re better than everyone. It’s about being at peace with who you are and living the power of your essence, your integrity and your humanity.

It’s super magnetic.

The Power Pose

A quick tip to be able to access your personal power at any time. It’s a little physical exercise and here’s what you do:

Stand up

Feel your feet

Sense your spine

Find your center

Breathe

Try it now. Just stand up, spread your feet apart a bit and access your personal power in connection with everything else.

Let’s say you’re about to get onto a call with a prospect, why not just take a moment and do the power pose? Then have your enrollment call.

Feeling powerful in your skin goes a long way to helping you become a master at enrolling your clients.

Seeding Co-Creativity and Choice in Your Potential Coaching Clients

So now let’s talk about how to empower your potential clients and detach from outcome.

Now that you’re in connection with your personal  power, simply enjoy the human being that you’re talking to. I feel so honored that I get to meet amazing human beings in my discovery sessions.

When you put your focus on enjoying them, it’s as if the spotlight comes off of you.

The other thing that seeds co-creativity and empowers your prospects is to set fees that pay you well and then stand firm in them.

I find that a lot of my new coaching clients are charging subsistence fees that are never going to help them make a good living as a fulltime coach.

What about you? Are you charging subsistence fees?

My guess is that you are thinking that that’s all you’re worth. Or, because you haven’t done something — certified, coached a lot — you feel that you have to keep low fees.

The truth is you haven’t started enrolling clients at higher fees yet because you haven’t asked for them.

$50 to $100 US per hour (convert to your currency) may seem like a lot if you’re working for a company with benefits. But as a entrepreneurial coach, you have marketing and website expenses plus health insurance and higher taxes to pay all out of your own pocket.

All of these considerations should go into how you set your fees. And I don’t even want you to think in terms of dollars per hour for your fees. (I’ll cover fees in more depth in another episode.)

Right now, if you know you’re charging too little, double, triple or even quadruple your fees. Just do it and then stand firm. The more that you charge higher fees, the easier it’ll get for you to attract excellent clients.

Trust that your IDEAL clients will afford your fees.

An interesting thing happens when you show up this way — enjoying the human being you intend to enroll, having set fees that pay you well and trusting that your ideal clients will afford you … clients feel that power and they step into their own power.

And so, for the highest good of all, your prospects feel at choice and choose from their highest self.

If you make concessions to enroll a client, you unwittingly disempower yourself and your prospect.

Take that in.

If your prospect does hire you because you discounted a fee for them, then your professional relationship begins out of balance. It is not co-creative.

Anytime that I have done that in the past, the client ends up becoming a burden.

Have you ever felt that a client has become a burden? It’s not a good feeling, right?

They’re not showing up enough because you’re carrying them and then you will resent the relationship and how hard you have worked for so little.

So you see that your fees are not just a pragmatic choice. And it’s not a choice about how experienced a coach you are or your money issues. This is really about integrity. It’s about the health and wellbeing of your relationship with your clients.

Attachment Stunts Your Growth

Attachment stops the flow of prosperity.

Let’s say you become attached to enrolling a potential client. Your expectation builds. And then if you don’t reach that outcome, then disappointment breeds and becomes toxic.

Detachment is seeing what is as perfection and that is freeing.

Do set intentions to achieve the things that you want. While you’re enrolling a potential client, if you feel they are a good fit, think to yourself: “For the highest of all, I’d really like to work with this client.”

Then, let it go.

Literally, open your hands and let go of attachment. Let the energy dissipate. Acknowledge what went well and aim for continuous improvement in your enrollment skills.

Whether potential client says ‘yes’ or ‘no’ neither diminishes nor elevates you.

Just bless their decision and bless yourself and move on. That signals the Universe that you’re serious about your success and it pays off in the short run.

Hold Back the Goods During Discovery Sessions

Do not coach or problem solve during enrollment conversations. That muddles what the discovery session is meant to be.

Why? Primarily, because they have not paid you yet.

If you were taught to do sample coaching sessions by your coach training school, know that the reason schools have you do that as a student is to get you out there having coaching experiences.

Now that you are not a student anymore and you are the CEO of your own coaching business, enroll clients in a professional way.

Sample coaching sessions are not set up well for enrolling clients at fees that pay you well. Here’s why:

  • They don’t uncover what prospects want in the long term that would inspire deeper investment for real value.
  • They tend to focus in on one bite size issue and they leave prospects feeling complete without the desire for more. Prospects are not hooking on because they don’t perceive a longer arc in what you can help them achieve.
  • Lastly, giving free sample sessions keeps you in the newbie frame of mind and offering session by session or monthly services for low fees.

So what do you do in a Discovery Session to enroll a client? That’s where my free cheat sheet comes in …

These steps will keep you out of the coaching role with prospects. They set you up for success because you are transparent from the get go about what’s going to happen in the session.

There’s no shock when you get towards the end of the session and tell your prospect about your program and your fees. They’re ready for it. They know it’s going to happen.

This step by step enrollment process works for any coach.

How to Earn More and Work Less

This enrollment process and the mindsets that go with it work beautifully with higher ticket programs.

But you’ll need to set your business up with a strong foundation for it to work for you:

  1. Target one unique viable audience that fits your specialty or build your niche around that audience and what they want so much, they’ll pay you well to get your help to achieve it. (This is your coaching niche!)
  2. Make your brand, messaging, marketing, website and offers congruent with your niche.
  3. Stop selling coaching. (Listen to Episode called Why is Coaching a Hard Sell?)

Your business could look like mine if you take these 3 steps. And that’s what I teach my clients.

  • I only need to work with 20 – 30 clients per year to earn really well.
  • I market very little to attract all of my clients.
  • I earn a lot because I deliver high value in a longer term package
  • My overhead is very low.
  • I only work with clients 3 days each week.
  • Most months I have a whole week off

If you’d like VIP handholding to become a coach in high demand with a business model like this, let’s work together. Try me out with a Strategy Session and we’ll go from there.

The Next Episode is called How to Stop Saying Yes to Bright Shiny Objects.

Ep 18 – What’s Holding You Back From Your Coaching Niche?

This episode is another departure … I’m doing this unedited, so I hope it comes off well.

Also, this is the last episode in the current season called Smart and Profitable Niches.

Even though I’m moving on from my favorite topic – coaching niches – I can tell everybody’s really liking the On Air coaching sessions I’ve been doing with coaches. So I’ll keep doing those. They’re really fun, aren’t they?

Unless you’re in coach training you don’t get to hear other coaches coach. It’s a meta world, where you get layers of information.

  • You get to hear how someone else coaches, which is always interesting.
  • You get to hear how someone like you, a coach, is being coached.
  • And it’s inspiring to hear people go from confusion to illumination on a topic that you may be challenged by — choosing your niche.

Also I will continue to look for and interview other coaches who have chosen a unique and narrow niche and who are well into their business. So you can see what it’s like, four years, six years, 10 years in or 20 years. As in my case.

The Big Mindset Shift

#7 was a popular episode. I think I know why. It’s about a critical mindset shift that I encourage all coaches to make.

And when you make the shift, your eyes are opened to how business and marketing works.

It comes down to this … that even though we as coaches love coaching with every fiber of our being … most other people do not. They either don’t know what it is or they have a preconceived notion about coaching — believing it’s expensive or elitist or ridiculous because of how media spins the idea of coaching.

So, if you are selling coaching, that’s what your website is all about and that’s what your posts are about, you’re going to miss the mark most of the time.

Change your mind about what you’re selling and about what coaching actually is. It’s an amazing skillset but not an outcome people will buy.

Sell Outcomes Not Coaching

What successful coaches really sell is outcomes.

You’ve heard this, but somewhere deep in the heart of you, you may not have really gotten this on the level that you need to. People invest in programs and experiences when they believe that it is going to get them where they want to go.

And that’s why you need to target an audience and to build your niche around what they want instead of the type of coaching you offer.

There’s a misunderstanding about what a coaching niche is and in Episode #8 I busted that myth.

Your Coaching Track is Not Your Niche

Your niche is NOT the over arching area that you want to coach about. That’s a track.

When coaches hire me many have already chosen what I call their track. By itself, it is not enough to help you attract a steady flow of clients.

If you know that track, then it gives you an idea of how to narrow your target audience.

Some people try to choose all the tracks. I see this on coaching websites where there’s a services tab and a menu beneath that with 4 or 5 different coaching tracks.

There’s no doubt that you are capable of coaching around every topic. But you are not capable of adequately marketing all of those areas.

Not choosing indicates that you don’t know really what you’re doing.

Business and marketing is all about choices.

Marketing needs to be clear, congruent and consistent. The 3 C’s. And that’s why you focus it on one audience.

Your Niche Doesn’t Limit You

But … GOOD NEWS… if a person wants to hire you that doesn’t fit your target audience and you want to work with them, you get to say yes!

There’s never a time where you have to say no just because it’s not your niche.

And, if you want to stand out in the crowd, if you want to be well known, if you want to be able to attract people online then you must become a brand with congruent marketing.

The easiest way to stand out and grab attention is to narrow your audience and speak to a specific, acute pain point or urgent goal that group has. People go: “Wow, she’s talking to me. He really gets me. She really understands me.” And that’s why they pay attention to you.

The broader your messages, the less likely it is that anyone will pay attention.

Doesn’t it make sense that the cornerstone of our business would be centered on a unique group of people?

Solve Acute Not Chronic Problems

The 2nd part of the niche is what that audience wants so much they’ll invest in your help to get it.

This is usually a major problem you help them solve or a major goal you helped them achieve. Or both.

It’s NOT a chronic issue floating around in the background.

For example, stress is generally not an acute enough issue to build your niche around because we all experience stress pretty much all the time.

Instead, focus in on a problem your target audience has that’s acute for them. They are highly motivated to solve this problem NOW!

Your Niche Is Like The Front Door Of Your Home

News flash, choosing that one problem or goal that you help your audience with does NOT mean that that’s the only thing you’ll coach around!

You’re not niching for the sake of limiting yourself and what you’re going to coach about.

You niche so that you can stand out in the crowd, grab attention and create a pipeline of clients coming to you pre-sold on hiring you.

With your niche you are showing your target audience the front door and inviting them to walk through it.

Using myself as an example I help COACHES — my target audience — to market less and earn more by choosing a profitable niche they’ll love.

Nailing down their niche is the front door I invite them to walk through because it’s an acute problem they want solved now.

But I help coaches with every aspect of their business from the ground up. And while we’re working on that I’m helping them build confidence, forge better mindsets and habits, learn how to write and market. It’s a big world of support.

Human beings are complex. And we serve the whole human being.

Your Signature System Is Part of Your Niche

The 3rd essential part of the niche — after you’ve narrowed to one unique audience and found that hot button issue they want to solve — is YOUR savvy solution or the pathway that you have pulled together that leads your audience to their desired outcome.

It’s what I call a Signature System. It takes a little forethought to put this together because it is audience specific but incorporates your gifts and skills.

The wonderful thing about a Signature System is that you’ll never again fumble around when you tell a prospect why working with you will help them.

Include Your Zone of Genius

Episode 15 is about this wondrous thing.

One of my super powers is helping people realize their zone of genius. And it’s a huge clue to their ideal niche.

What are the kinds of conversations, the kind of situations that really spark you? What are the moments when you lose your ego, your self consciousness and your mind is set free? When is it that time stops and your body tingles with connection? When is your intuition thrumming and the loudest voice?

It’s usually something rather singular. Your zone of genius is something you plugin to your audience and their top challenges and goals.

Recently a client of mine said that after a year of feeling lost in her coaching business, now she feels both relief and confidence that she knows what her business is, what her value is to her clients.

You may have glimpsed your zone of genius, but you may not have wrapped your arms around it yet.

I’d like to help you wrap your arms around your Zone of Genius and then package it. That’s your niche!

Click on the Certainty Button Already!

In Episode #11 I coached Marshall Stern and this phrase, clicking on the certainty button became a watch phrase. It meant something to him because he realized that he’d been holding himself back by not deciding.

If you haven’t clicked on the certainty button yet but you sense you’re so close, it may be that you have a belief that there is only one right niche for you. There is only one right target audience for you.

Sifting through to find that needle in the haystack has exhausted you and left you feeling hopeless or failing to truly launch your business.

I saw that with Marshall and I see the same thing with many coaches.

I’m here to tell you there isn’t just one right one for you, but it is important that you make a choice.

Your Niche Gives You Lift Off

Choosing a narrow target audience now and crafting your niche around their pain or goals gives you incredible leverage to launch with power.

Down the road, you might pivot. Business is a very organic kind of a liquid thing. Here’s a couple of metaphors …

It’s kind of like riding a horse. You want to give it its reigns, let it find it’s feet and pick it’s way. But ultimately you hold the reigns. You get to decide, stop, turn, backup.

Clicking on the certainty button for one target audience and, and really build your niche around is like the rocket on the spaceship. It helps you liftoff and get a solid trajectory.

In Episode #17, I interviewed Tami Stackelhouse, because I wanted to illustrate for you what it is like to be 10 years into your coaching business when you have niched narrowly.

For Tami, being a general health coach was okay but it was only when she narrowed her audience and specialty that her business really took off.

Episode #12 was hugely popular. I heard from many coaches that they listened multiple times.

Your archetype is a clue to your business model — a piece that fits alongside your niche.

When I work with my own clients, I find out what skills they bring to the table. When I hear what they’re good at, what they don’t ever want to do, and what they would be willing to learn to do, that’s a great clue to their audience and niche.

For example, if you hate networking that will rule out certain tracks and audiences. If teaching is something you love to do, certain audiences will be a good fit. If you’re willing to learn how to write, that opens up options.

Why Not Coach People Like You?

Sometimes your past or present story is the biggest clue to your audience and niche.

Episode #16 was a coach the coach session with Casey, who, as it turned out, came from a family who was very ambitious. She was driven to get a Phd and pursue a professional field that really did not sing for her. She also travelled widely and had a passion for helping Americans change their perspective on what success and work means.

So my suggestions was for her to combine that passion and her personal story into a unique audience/niche high achieving professionals from ambitious families.

When I asked her how she’d feel about working with that audience there was a lot of energy when she said “Yes, I’d love to work with that group!”

Sometimes choosing your niche is as simple as having someone, like me, reflect back to you who you are in a core way that fits with your passions and interests.

Right after I did the On Air session with Casey I was contacted by a woman who’d been a lawyer for four years and hated it. She was exactly Casey’s audience!

Target An Audience of Seekers

Episode #10 explained why some niches fail. There is a fairly large sector out there of people who do NOT invest money in their own professional or personal growth.

There’s nothing wrong with them, it’s just the way they’re built. They are self sufficient and not that interested in evolving with the help of others.

Be sure that the audience that you choose is full of seekers.

If you’d like help to string your own pearls into a beautiful, strong and viable niche for you. Grab a strategy session as a first step and we’ll set your business onto a firm foundation so you can take off!

The Next Episode is: How to Enroll More Coaching Clients Without Being Salesy

 

Ep 17 – Ten Years Into Coaching and Going Strong with Tami Stackelhouse

In this episode I interview my first guest on Prosperous Coach Podcast — a coach who is 10 years into her unique and narrow coaching niche.

And her business is going strong.

Tami and I, 10 years and 20 years into our coaching business respectively, both targeted a unique audience and build our coaching niche around their top problem. It’s the main reason for our focus, longevity and financial success. Not to mention great joy!

Tami is a great example of the Teacher Archetype because she turned her personal and professional challenges into solutions for others with the same challenges.

Listen in as Tami effortlessly shares words of support and wisdom to all coaches.

We want to see YOU reach 10 years of success and more!

Tami Stackelhouse dreams of a day when all fibromyalgia patients have access to the care and support they need to thrive. She is doing all she can to make that dream come true. A fibromyalgia patient herself, Tami has gone from disabled to thriving. Her compassion, gentle support, and fun coaching style have helped fibromyalgia patients all over the world take back control of their lives. She is the Founder of the International Fibromyalgia Coaching Institute, where she teaches thriving patients to coach other fibromyalgia patients. And she is author of The Fibromyalgia Coach and Take Back Your Life.

A stressful customer service job brought on Tami’s fibromyalgia —a chronic condition — and she had to quit.

Three years in and about to apply for disability, she was talking to her doctor about the downhill trajectory of her life.

Then her doctor referred her to a health coach who helped her come up with a healing strategy.

Six months later Tami decided to become a health coach herself.

After being a general health coach, which was okay but not particularly thrilling, a friend encouraged her to niche more narrowly around what she knew best.

Smart friend!

Tami’s “burning bush moment” came around in her first conversation with another fibromyalgia patient.

It’s a magic moment, when your background, your story, your experience coalesce into clarity about how to pivot your niche and business model for greater satisfaction and success.

But here’s the thing … don’t wait for your own burning bush moment to happen.

It will happen by staying in action and allowing, not pushing for answers to come.

I always suggest that you narrow to one viable audience and niche around their top challenges as a way to open yourself to those magical moments.

How Does a Coach Make it To Their 10th Year Business Anniversary?

Now Tami is 10 years in and very successful.

Like a true entrepreneur, Tami has shifted and pivoted her business to align with what’s going on with her and her audience.

One major pivot came when Tami had a wait list of clients and realized she simply could not help all the fibromyalgia patients that were coming her way.

A wonderful, but still troubling, problem to have!

Fibromyalgia affects one in twenty women. MDs don’t have a clear treatment for the condition, which can be quite debilitating.

In the manner of a Teacher Archetype Coach, Tami decided to create her Fibromyalgia Coaching Institute. (The Teacher Archetype responds to a problem by creating a viable solution for others.)

She felt she needed to duplicate herself.

But instead of finding

Let Your Journey Tell You What To Do

Be open to letting your journey inform you instead of staying stuck in how you think things should go.

Tami’s clients were so enthusiastic about the idea of helping others that instead of finding existing coaches to coach the patients, Tami decided to train her own clients in coaching skills specific to helping fibro patients.

Now she has 40 coaches in 5 countries who have graduated from Fibromyalgia Coaching Institute and who are helping to fill the gap.

http://ifcinstitute.com

Tami says it’s so rewarding to hear how her coaches are making a positive impact with their clients. Those are people she would never have been able to touch.

What Gets You There Is What Is What Will Take You Home

All of the things you learn on your personal and professional journey as a coach are the exact same things that will help you maintain and grow your business.

Start with a clear next step and keep taking next steps.

It’s not like instantly you snap your fingers and all is manifested. It’s taking one action followed by another.

Two Books Attract Most of Her Clients

Tami’s most recent book is called Take Back Your Life. It’s how most of her clients find her.

And that’s one way in which having a stand-out, narrow audience to serve around a specific problem (niche) is such an advantage.

You can get the book for free here: http://takebackyourlifebook.com

Your Niche Tells You How to Be Successful

Tami said that without a narrow and viable niche she wouldn’t be where she is today.

“Everything comes out of your niche. It’s foundational to know who it is you’re going to serve. If you don’t know who you’re talking to, you don’t know what you should say to attract them, you don’t know where to advertise, what to offer, what your website says. Everything grows out of that seed.”

Since meeting, I’m honored that Tami has started sharing Prosperous Coach Podcast with her coaches to emphasize the importance of a niche.

She has her coaches narrow even more than targeting fibromyalgia patients because she wants them to succeed and not have to compete directly with each other.

And she’s sharing Episode 7 – Why Is Coaching A Hard Sell? because it’s such a critical lesson in succeeding financially as a coach.

Thanks Tami!

Tami will have her own podcast soon. Look for Fibromyalgia Podcast in your favorite podcast app in the next few weeks. Or go to http://fibromyalgiapodcast.com

Down the road I’ll have more guests to share with you — coaches who have targeted a narrow and unique audience and created a stand-out niche to become successful and reach more people with their gifts.

The next episode is: What’s Holding You Back From Your Coaching Niche?

Mentioned in This Episode:

The Fibromyalgia Coaching Institute http://ifcinstitute.com

Tami’s free book Take Back Your Life http://takebackyourlifebook.com

Fibromyalgia Podcast http://fibromyalgiapodcast.com

Episode 7 of Prosperous Coach Podcast – Why is Coaching a Hard Sell?

Episode 12 of Prosperous Coach Podcast – What Coach Archetype Fits You?

Ep 16 – Why Not Coach People Like You? with Casey Onder

In this episode, I’m doing another ON AIR COACHING Session (where I coach the coach) with Casey Onder. We’re going to determine her ideal target audience for her coaching business.

A Better Definition of Success

Casey is an industrial organizational psychologist by training. A year ago she left a job in leadership consulting to pursue a career as a coach.

Her life’s work from here on has to do with reforming what success and work could look like in the US because she’s done a lot of traveling and seen how different it can be in other countries.

Too Many Ideas = Stuck on the Niche

When choosing a target audience it really helps to eliminate as many choices as possible so there’s just one or two left to discuss and then only one to refine.

Casey came to our session feeling like she had a bunch of disparate ideas about potential target audiences for her coaching business.

  • She is interested in people who are in a similar state that she was in career-wise — “hating what you’re doing and knowing that it is not you.” These people have invested so much time and money learning to do one thing. Now they feel stuck there.
  • Another idea Casey has was to work with, what she called thinkers. The technical people. Similarly things haven’t fallen into place for those people. They are either overworking or want to make a switch.

They have lost themselves in demanding occupations, feeling like they sold out for what they thought success was in the past.

Casey had several concerns about this group so it was easy to just take this option off the short list.

  • Casey also is interested in women who are very bright. Again they are following a prescribed notion of success in their career.

I suggested that her audience could include this group by simply using the word ‘women’ in her audience description. And we’ll pull in how bright they are with language.

Teasing Out the Common Themes

As Casey spoke, what seemed like a big ball of confusing ideas to her, emerged as a set of clear themes to me.

I could see a way that she could pull those themes together into one audience.

What really jumped out was the idea of people feeling burdened by their professional career choice. And Casey affirmed that.

Casey’s Coaching Audience Discovered

Prior to our session Casey had sent me answers to a few questions. In those answers were clues.

I mentioned the phrase “high achievers” to Casey. And also the idea of people who come from successful families where there’s an assumption they will go into a professional career track.

I asked Casey if she comes from a family like that. And she said she did.

So when I strung that altogether as a potential audience for Casey — high achieving women from ambitious families — and asked her what she thought of working with that group, she said:

“Oh yeah, I would love to work with that group!”

Hey Coaches … I’m breaking into this episode for a minute to ask you a question …

Do you know where to find clients

who GET the value of coaching

enough to pay you well for it?

Most people don’t know they want coaching. So it’s up to you to show that you solve a real problem that’s worth their investment.

That starts by knowing your zone of genius and aligning it to an audience who does invest in their own transformation.

I’d like to help you get this right because your niche is what helps you stand out, grab attention and engage clients.

From there we can go on to make everything in your business powerful and congruent from your brand, to messaging, to web copy and a free offer that shows off your gifts while pre-selling people into your signature program.

I’ll teach you how to enroll clients that pay you well without being salesy.

If you’ve tried group business building programs and found it hard to apply what you learned, you are NOT alone.

Personalized support will set you on a successful path with confidence. Take a first step with me. Grab a strategy session.

Refining the Audience

Isn’t it great that as coaches we can develop a business that serves people like ourselves?

Casey said that these people would be in a relatively prestigious role. So we discussed doctors, lawyers and other types of professionals.

With doctors and lawyers she felt she would be too much of an outsider. And normally I would agree, but in this case where they are burdened by their choice of profession and potentially wanting to get out, I think they’d be open to working with a person who had not been a doctor or lawyer.

Casey also mentioned Management Consultants and it was clear she had a lot of personal attraction to this audience. She said it would be exciting to work with them because they are so talented and a bit stuck in their left brain.

But at the same time she felt like they would be very difficult to reach.

I encouraged Casey to not drill down yet to a particular profession but rather to launch her business focusing on high achieving women professionals from ambitious families.

It’s narrow enough to help her stand out. And it allows her to explore groups like Lawyers and Management Consultants without having to gear all her messaging specifically to them.

I have personally met a number of lawyers and other types of professionals who — just as Casey said — are not happy with their career choice but the investment they made in higher learning keeps them stuck. Many take the leap.

Ideal Words Attract Ideal Coaching Clients

A critical next step for Casey is to do some light market research. That helps coaches get crystal clear on the psychographics of the audience — identifying what inspires them to invest in professional support to reach their goals.

From there we can create highly relevant and effective messaging as well as creating a signature program that attracts the audience.

Market research is a step a lot of coaches miss. Without it, web copy, emails, blogs can all miss the mark.

Congratulations to Casey on clearing out all the cluttered options that were keeping her from moving forward! She now has a viable audience to pursue and that will guide every choice she makes for her business making everything easier and more congruent.

The Next Episode is: 10 Years Into Coaching and Going Strong with Tami Stacklehouse