Ep 57 – Coach, Is It Time To Give Yourself a Raise?

This episode is the 5th in the series called Money Mastery. 

The last episode called Are You Turning Away Coaching Clients with Your Pricing explained a more strategic approach to pricing than charging by the session or a package of sessions. I highly recommend that you listen to that.

In this episode, I’ll focus in on the mindset and simple mechanics of how to give yourself a raise, no matter what approach you’re using to charge right now.

Shift Your Money Mindset

If you’re a new coach chances are you’re not thrilled with your income yet. And there may be conflicting ideas in your head about taking money for coaching.

First there’s the idea “Well, I’m a new coach so I shouldn’t charge much.”

But totally at odds with that is the desire “I want to be financially successful at this.”

And then, there’s this other idea that can come with the helping professions “Money isn’t that important to me.”

It’s like mental whiplash.

So first … compassion. I feel ya, because as a new coach I was thinking those same things. One of the coaches in my Facebook group — Prosperous Coach Club —said it so clearly:

“As someone new to the field you desire to earn a good wage but setting fees is like the taboo topic. It is uncomfortable. You feel your skill set and knowledge is worth it but fear your lack of experience being newly in the field doesn’t warrant it.”

Exactly. Thank you for that Jenny.

Most new coaches charge fees that will keep them earning below the poverty level. The strange thing is that if you applied for a job you’d never say ‘yes’ to the rates you’re paying yourself!

You deserve to earn more. Period. And deciding to own your worth is all you need to do. 

Rather than thinking that you should charge as a newbie, own your life and work experience. Charge to sustain yourself.

Be a good boss and pay yourself well. Everyone wins. You, your family, your clients – everyone!

Let’s take a more pragmatic and dispassionate look at this.

Do the Math

Think from the get go like a business owner and do the math.

What I mean by doing the math is to actually figure out what you want to earn and then play with the number of clients and fees per client you’ll need to earn that much.

Now to demonstrate this I’m going to keep things simple. In the last episode I suggested there’s a much better way to price than by the session or a package of sessions.  And I stand by that. But to make doing the math easier to understand I’m going to talk about pricing by the single session.

Let’s say you want to earn $100,000 annually and you’re charging $100 per one-hour session. 

To earn $100K, you’ll need to have 1000 paid client hours each year.

Let’s take this a step further and divide 1000 paid client hours by 50 weeks. That’s assuming you’ll take 2 weeks off each year and work the other 50. 1000 divided by 50 = 20. 

You’ll need 20 active clients paying $100 for their weekly session.

Does have 20 paying clients each week sound doable?

When I first started as a coach, I would have said ‘yes’. I had the illusion that enrolling coaching clients would be easy. Every one wants a coach, right?

But 20 years in I now know that it takes a lot of marketing and enrolling to have 20 clients. And serving 20 clients per week is a big client load! 

The largest number of 1:1 clients I’ve worked with is 15 and I found that to be far too many clients for me. I’m more comfortable with 10 one-to-one clients at time.

Consider how much work it would be to find, enroll and maintain 20 active clients every week.

Sure, you might leap to the idea of doing group coaching or having an online membership program, and you could do that eventually. 

The reality is filling those groups and building that membership program is a big endeavor fraught with challenges. It’s something that fits better later on once you have a leads list and know better what you’re doing.

As a new coach, to keep your overhead and labor low consider offering only 1:1 coaching for a while. Build up your leads list and your reputation. Later, you can try group programs.

I talk about this in my episode called The Simplest Coaching Business Model.

Now let’s give you a raise to make it easier to earn 6 figures.

Let’s say that you decide to increase your fees to $500 per session but still aim for $100,000 annually. You deserve that raise. Make your life easier.

At that rate you only need 200 paid client hours per year. Divide that by 50 weeks. 

You need only 4 one-to-one paying clients each week. 

Now, that’s more enjoyable and sustainable than 20 each week.

Decide To Raise Your Coaching Fees

But you might be thinking, well, Rhonda, how can I charge $500 for one session? Who would pay for that?

You’d be surprised. I’ve seen a lot of coaches charge much more than that.

But know this … they have put a lot of strategy behind their pricing. It starts with:

These are all the things I teach new coaches how to do.

It’s not just about throwing up a website selling life coaching or some other type of coaching and enrolling people by the session.

This doing the math exercise was simply to illustrate how to think about paid client hours and how as you price higher you make earning well a more realistic scenario.

I suggest that you do not charge by the session at all. If you haven’t heard my last episode, go back and listen to understand this. It’s at prosperouscoach.com/56

In any case, you can’t begin to earn well until you charge more.

Decide to give yourself a raise.

Two years into full time coaching, I distinctly remember feeling so frustrated with my income. I couldn’t figure out how to break through the blocks I had about it.

And then I had a mental break through. How did I do that?

One day I simply decided to raise my fees. In fact, I challenged myself to raise my fees by 25% with each new client I enrolled.

And that’s what I challenge you to do now. With each new client you enroll, increase your fees by 25% or more. You’ll be amazed how you take a leap in the way you position yourself and own your value.

My preferred method for raising fees is simply to charge higher fees for new clients. 

You can also raise fees across the board with existing clients by giving them notice. Tell them that as of a specific date your fees go up to a new amount.

Increasing Your Fees Helps Your Coaching Clients Too

Sometimes we don’t consider the effect that low fees have on our prospects and clients.

As I increased my fees, my client took bigger leaps.

They were more invested both financially and emotionally in the work so they showed up more fully, put more into their actions. And because of that, they were more ideal clients for me so I enjoyed the work more.

  • As I increased my fees my confidence grew.
  • As I increased my fees I was able to be more choosey about clients and opportunities.
  • As I increased my fees I developed better marketing, enrolling and coaching skills.
  • As I increased my fees I relaxed.

And relaxing had a profound effect on every aspect of my life, especially my ability to enroll clients. I had fewer ‘no thank you’s’.

My conclusion? If you really want to do the meaningful work possible with coaching and get paid well, charge higher fees

Now everyone has their glass ceiling. I’ve hit a new one over the years and had to work with my mindset to get through it.

There came a time for me where earning more was no longer my goal. Serving more people and living my life the way I want to are the reasons I charge the way I do.

Here is my recommendation for you:

  • Don’t be about money, be about value and sustainability.
  • But, do be a smart business owner.
  • Set revenue goals.
  • Do the math to plan how you’ll achieve those. 
  • Take smart actions.
  • Keep making incremental improvements in your mindset and habits.

In the Next Episode: Why It Pays to Plan Your Revenue As A Coach

Ep 54 – Awaken Your Money Making Mojo

A quick announcement … Have you been stuck on something that’s holding you back in your coaching business? It could be something small but critical, such as:

  • choosing a narrow and viable target audience so you stand out
  • discovering the big problem you help your audience solve
  • crafting your compelling core message
  • branding your company
  • brainstorming an irresistible free offer
  • planning your transition to full time coaching
  • developing or pricing your program
  • or working on a mindset issue that’s been blocking you

These are all perfect topics for a 90 minute Strategy Session with me.

If you’ve been stuck on some aspect of your business, give yourself an early New Years gift of a Strategy Session. In 2020, fees for my sessions increase $200 but you can still get them now for the original price. Learn more and sign up here:

Now to the episode …

This episode is part of my new Money Mastery series in which I’ll be talking about money mindset, charging what you’re worth, profits, pricing and revenue planning.

In the last episode, I talked about gratitude practices and the concept of what goes around comes around. If you haven’t heard that episode it’s a great lead in to this one.

Gratitude primes the pump for attraction. When you appreciate your privilege and all that you already have in your life, you’re waking up your manifestation potential or what I’m calling money mojo.

It really should be wealth mojo because it’s far more than just numbers in your bank account. It’s about flow of all positive energy. But the alliteration in money mojo is more fun.

Also just about every coach I know has some money issues and it can be a key limitation to success. Money mindset challenges are easier to overcome than you might think. For some of my client a quick mindset shift and improved charging practices open the flow of income and profits.

What Is Money Making Mojo?

I consider “money mojo” to be an unshakeable belief in your ability to create the life you want.

Maybe right now you have a fledgling coaching business and what you really want is a steady stream of clients and a robust income from coaching. Maybe enough to transition from your day job to full time coaching.

Do you believe you have the ability to create that for yourself?

You might be thinking …

“Well, Rhonda, how can I have unshakeable belief in my ability

if I’ve never achieved those results in my coaching business so far?”

I feel you. When you want something so much, but as time passes and it doesn’t fully materialize, discouragement sets in. And then belief in self suffers.

It doesn’t help that friends and family are watching you. They might even be skeptical that the money you’ve invested in your coach training and business development are ever going to pay off. A lot of people don’t realize that entrepreneurship is always an initial investment and it takes time to get out of the red.

But what’s most important here is what you tell yourself. How you think of your own abilities.

Everyone struggles with belief in self. Everyone. So if you’ve ever felt like there’s something wrong with you and everyone else has this all figured out, that’s not true.

It’s a HUGE myth we all perpetuate that we are alone in our struggles. Let’s bust that myth once and for all! That’s part of what being willing to be both vulnerable and supportive in community is for.

Your growth opportunity every day begins with bolstering your faith in your abilities. And, as a coach and a fellow human being, it’s also a growth opportunity to help others bolster their faith in themselves. That’s part of what brought you to coaching.

You need to do the work that you ask your clients to do. Shuck those limiting beliefs.

But, contrary to a fear some coaches have, you don’t have to have it all figured out before you coach. Just be actively growing yourself.

Now, imagine for a second, that you are living your life from unshakeable belief in yourself despite not yet having everything you want? What would that be like?

Well, first, you would free up so much energy because you’re not living your life with the gas pedal to the floor and the emergency brake on. Seeing yourself as not capable is like an emergency brake that you forgot to take off when you started.

Releasing that constriction in perception frees up your potential too. And yes, it’s totally okay if it takes a while to fully release those false perceptions. Incremental growth rocks and it’s sustainable.

Also, positive beliefs are like pontoons on a boat. Everything flows more smoothly as you travel.

Stop Casting Spells on Yourself

So how can you awaken your money mojo – or your ability to create what you want in your life?

Begin by monitoring what you think and say.

Do you have a mean streak about yourself?

Do you talk to yourself as if you were lecturing?

Are your thoughts full of self-deprecation and bitterness?

Do you default to boredom, victimhood or sarcasm?

Negative thoughts and spoken words about yourself can cast a spell on you. Give yourself a fighting chance and stop casting those spells.

It’s easy to slip into unconscious beliefs about the way it is – as if your past has forever sullied your future or what’s presently happening will always be so.

I invite you to begin a new habit now where you adjust what you think to yourself and say about yourself to more accurate words.

“I’ve never achieved the results I want in my coaching business.”

becomes

“Some of my goals haven’t manifested yet.”

Feel the difference? The spell stops anchoring you to disappointment through your words.

5 Powerful Questions to Check Why the Coaching Business You Want Hasn’t Manifested Yet

Looking back at my own coaching business journey, I’ve tracked 5 reasons why I hadn’t yet manifested what I wanted at any given point in time:

  1. I let my previous failures mean that I wasn’t smart enough to make this happen.
  2. I hadn’t cleared enough space and time for the thing I was calling in.
  3. I didn’t actually create a full vision for what I want and then put an action strategy plan in place.
  4. My heart wasn’t fully into it as evidenced by my lack of focus and consistent action.
  5. My impatience made me miss the true value of the journey and opportunities available.

I’m much more sanguine about the ebbs and flows of my coaching business now. I know that while I don’t have complete control over my results, I have responsibility for generating my results. It’s actually very freeing to know that.

If your money mojo is flagging take a quick look at each of these areas to see what needs a shift. Ask yourself:

  1. Do I need to bolster my belief in self?
  2. Do I need to secure more time and attention for my goals?
  3. Am I patient and open minded enough to receive what’s coming to me?
  4. Is my vision and strategy complete enough?
  5. Am I taking consistent enough action?

I think you’ll find the key to the shift that wants to happen there.

In the Next Episode: Is What You Love to Coach About Marketable? This is ON AIR Coaching with Alexia Mellor

Ep 53 – Get Prosperity Thinking Working for Your Coaching Business

This is the first episode in the new series called Money Mastery. In this series I’ll dig into pricing strategies, revenue planning and liberally sprinkle in money mindsets and prosperity thinking, which make all the difference in attracting coaching clients who pay well.

After all, success is part mindset, part strategy and part right action.

First for a bit of gratitude …

Prosperous Coach Podcast has just hit 20,000 downloads and that’s because you have been generously passing forward this podcast to your coach friends and colleagues. Thank you!

Every day I hear from another coach how much this podcast has meant to them and I feel so grateful. That fills me with joy.

Speaking of gratitude … are YOU feeling it?

I ask because I’ve seen a direct relationship to gratitude and financial success for coaches. For one thing, gratitude is attractive in the most literal sense of the word.

And it goes both ways. When you’re grateful, you feel better. When you feel better, other people feel better. It’s a beautiful circle.

Attitude and Practice

You’ve heard of an attitude of gratitude.

Gratitude isn’t just an attitude. It’s a practice that goes beyond counting your blessings. Although, naming what you’re grateful for is the centerpiece of prosperity.

Not many people know this, I started my coaching business as a spiritual coach and prosperity building was my focus. No wonder I branded my company Prosperous Coach.

I ended up helping coaches choose a profitable niche and launch their business with confidence because I found myself surrounded by coaches who wanted my help to get their business models set up powerfully.

Well, how did that happen? The usual way. Angels and Surprises.

In my 3rd year of coaching I was on the board of the Denver Coach Federation and the President at that time, Will Craig, was starting a coach training company called Coach Training Alliance.

He invited me to be a trainer and after a year asked me to help him rewrite the curriculum and design a Certified Coach Program.

Talk about gratitude. If not for Will, the opportunity he gave me, and his trust in me I’m not sure I’d still be in business.

Will, if you’re listening, I love you, man. Our partnership has taken me places and brought me in connection with more wonderful people than I ever dreamed possible. I mean who knew?

What’s wonderful is Coach Training Alliance is still going strong 18 years later. They’re still using my curriculum and certification program. And many of the trainers are the original bunch of the best coaches I know.

Do you ever wonder what opportunities might be around the corner for you? What angels — real people — will show up and give you grace?

Anyone you meet could be that person for you. Any opportunity you have could be one that catapults you to a better place. In fact, this happens every day.

So, one powerful gratitude practice is to be grateful for ALL of your connections. Even the ones that don’t feel great.

Here are some other gratitude practices you might not of thought of as gratitude or prosperity building:

Share the Good Stuff

If you get value out of something share it with others. Pass it forward.

I’ve noticed something that worries me in the coaching community. Sometimes coaches get competitive. They are out there only for themselves and their clients. They build their business then put their head down in isolation and strive and strive. They write their blogs, put out their posts but that’s it.

That makes for a lonely business. But it’s also shut down the flow of prosperity.

This is how gratitude ties into integrity.

What Comes Around Goes Around

That can work both ways, you know.

What do you want to have happen in your coaching business? Are you doing for others what you wish people would do for you?

  • If you want people to engage with your social posts, be sure you’re engaging (more than a LIKE) with other people’s posts. Do it purely to help someone and without attachment. I guarantee you that energy comes back to you.
  • If you want people to engage in your groups, be engaged in other people’s groups. If you say you’ll do something, do it.
  • If you want people to show up for appointments they book with you, show up to appointments that you book.
  • If you want excellent testimonials and referrals, write excellent testimonials and recommend others.

What comes around goes around.

Show Gratitude for the Good Stuff

Send a hand written card or heart felt email of thanks to someone who helped you.

Praise people generously, especially online because it flows out to a bigger circle.

Give people a boost. It will give YOUR a boost.

Show Gratitude for the Hard Stuff

Teachers come in many forms. Recognize that something difficult might be a call to open your mind and learn something new.

Looking back in my life I can think of dozens of people and circumstances that felt hard but that woke me up. And that was a real gift to me.

Give People Social Love

One of the best things about social media is the way it can be a force for good. Liking is okay but you’d like more than that on your own posts, wouldn’t you?

Comment. Engage. Share what you know and what’s challenging for you. Both of those things help others immensely. And then you get helped.

See how this works? Prosperity wants to circulate.

When you make gratitude into a way of being every day, prosperity flows to you, through you, around you.

Keep that energy flowing. It’s a positive force. And we need more positive forces in our lives.

In the Next Episode: Awaken Your Money Making Mojo

Ep 52 – Listeners’ Choice 2019 – How to Enroll More Coaching Clients Without Being Salesy

Last week I shared the Listeners’ Choice #1 Best Episode and again it had record plays!

A shout out to Susan who wrote:

“So much truth. It was like a choir of angels harmonized in the background as I understood. Happy Anniversary to you and Prosperous Coach Podcast. You’ve helped me get to someplace new and exciting in my business, thank you.”

I love that, Susan!

Today, is another Listeners’ Choice Best Episode in 2019 — How to Enroll More Coaching Clients Without Beings Salesy.

I’m not surprised that this episode was super popular. For one thing who wants to be salesy? But also this episode also has a content upgrade – a downloadable guide you can get for free that walks you through my step by step questions to ask coaching prospects during your Discovery Session.

The questions actually inspire people to hire you.

Here we go with Listeners Choice for 2019 …

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.

In the Next Episode: Get Prosperity Thinking Working for Your Coaching Business
Did you ever think about this — what comes around goes around … even in your coaching business. In other words if you put positive energy out to others it comes back to you.

Ep 51 – 2019 Listeners Choice #1 – Why is Coaching a Hard Sell?

I’m starting out here with an announcement … I’m proud to say that Prosperous Coach Podcast is 1 year old and going strong with over 18,000 downloads thanks to you.

I’m grateful for the continuous stream of enthusiasm I hear from you and how generously you’ve shared my episodes with other coaches.

Keep that up because coaches need this kind of community support.

We’re in this together. Whatever generosity you have towards other coaches comes back to you many fold.

Very soon I have a new series for you. I’ll be digging into pricing, packaging and all the mindset issues that I know coaches have about asking for fees that pay you well. I had them and I see the same limiting beliefs in my clients.

The good news is you can leap over those issues with a bit of coaching. I’ve seen lots of coaches go from stuck and limited to suddenly understanding why it’s so important to charge more than you think you’re worth in order to realize your worth and help clients transform significantly.

More about that and all the MONEY topics very soon.

To celebrate the 1 year anniversary of Prosperous Coach Podcast, I wanted to share the top episodes so far. Listeners’s Choice.

I’m not surprised that this is the clear #1 episode. And it’s so important for all coaches to hear. It’s called Why is Coaching a Hard Sell?

Listen closely. You’re about to have your eyes opened. And it’s in a good way that will help you succeed as a coach.

Click here to find the rest of the Show Notes for Why is Coaching a Hard Sell?

And tune in to another Listeners’ Choice episode for 2019.

Ep 50 – How to Get Authentic and Useful Testimonials from Coaching Clients

This is a short episode with practical suggestions that work for how to get useful testimonials from clients.

After a 2 episode hiatus, I’m getting back to the Client Winning Coaching Website Series.

Not All Coaching Testimonials Are Useful

Think about what you like to read when you’re considering hiring a professional. A testimonial that reads like this is sweet, but not compelling:

Rhonda is such a great coach. She’s kind and gentle but also tells me the truth when I need to hear it. I always enjoy our sessions and feel energized afterwards. I’ve learned so many things from her. I think every coach should hire Rhonda.

Now, I just made that up but it’s the kind of testimonial I used to get and I stopped posting them because they aren’t helpful.

You want testimonials that have substance

not just ooey gooey praise for you.

People read testimonials to hear results. So good testimonials reveal the tangible and emotional outcomes your client experienced working with you. It’s the before and after picture in words that’s most affective.

Here’s a testimonial from a recent client of mine:

My Strategy Session with Rhonda was a game changer. I’d been overwhelmed by all the information out there for coaches and was essentially taking no action. My confidence was at a low. I had no clients, was earning no money, and had no idea who I was trying to serve. In our session, Rhonda helped me identify a target audience that I’m truly excited to work with and take ownership of what I bring to the table. It was so productive and confidence building that I invested in Rhonda’s private business coaching program to build a business around my new niche. I’ve accomplished more in 5 months with Rhonda’s help than I imagined possible. I now have a clear path forward!

– Kate Minogue, Basel, Switzerland

Thank you for that, Kate!

Can you hear the difference between those two testimonials? It’s not just than one was longer. There was a clear picture of transformation in it with specific results.

Super long testimonials aren’t as useful as short ones. A guideline is 75 – 100 words. But even a one sentence testimonial can be impactful.

Where Should You Put Testimonials from Coaching Clients?

Your coaching website of course. I recommend that once you have 3 great testimonials, put up a What Clients Say page on your website. Check out mine at prosperouscoachblog.com/what-clients-say

But there are other places where testimonials will help you.

  1. Put an excellent testimonial in the pre-Discovery Session email you send out inviting a prospect to have that free conversation with you.
  • If you have a blog, podcast or other type of steady-drip generosity, put a testimonial for it in the confirmation email after they opt-in. Yes, it’s good to have testimonials after prospects engage.
  • If you use multiple lead generation offers, also called freebies, make sure you have 1 – 3 in each of those.
  • If you have an online training program or webinar, add in a well placed testimonial or two, or ten.
  • If you’re using LinkedIn, they have an excellent process for getting testimonials — what they call Recommendations — on your profile. And those recommendations go a long way to helping you attract clients through LinkedIn. You can copy that recommendation into your website also.

The best thing to do is pepper testimonials all over the place.

In fact, I’m going to model that just now …

A shout out to Christy who recently wrote to me to share:

“Accolades for such a job well done on your podcast and your Facebook community. You take generosity marketing to the level that I hope to one day.”

Thank you, Christy!

Cultivate Social Proof in A Non-Salesy Way

Gently let people know that your services are valued. You don’t have to be salesy about it. Use appreciation as a way of connecting instead.

You’ve heard of social proof. Social networking brought us that in spades. When someone responds to your posts, you get social proof. And, if someone writes to thank you, put that out into world. It actually inspires more appreciation.

Gratitude is good for everyone.

Now, if you’ve got a new-ish coaching business you might not yet have testimonials. That’s okay.

Don’t put testimonials on your website until you have at least 3 to put up there. Include photos of your clients and their name & city if they’ll let you. If you have a sensitive niche, you may not be able to do this.

Build in Opportunities for Coaching Clients to Give You Feedback

The main point I encourage you to take away from this episode is be active about getting testimonials. Ask for them in several ways and not just at the end of your time with clients.

I’m embarrassed to say that in my first five years as a coach I was not good about asking for testimonials from my clients. I had the mistaken belief that if they appreciated our work together they would just naturally give me a testimonial.

But later I heard from more experienced coaches that that’s rarely the case.

People have so much on their minds. They may love you and your coaching but if you don’t ask them for their testimonial, it may never arrive.

These days my clients are continuously giving me testimonials. It’s not because I’m so great. It’s because I ask them to notice their accomplishments. They deserve the accolades.

I’ve built it into my Session Prep template and the sessions themselves by asking directly for feedback.

By the time a client is finished with my VIP program, I have captured how they feel about their accomplishments in their words many times over for all the phases of work we do together.

Their accomplishments are social proof. They are results.

When I’m close to finishing with a client, I let them know that I’d like a testimonial if they feel good about it. To make it easy for them I pull together all the previous statements that they wrote in the Session Preps and that they shared in our private sessions. I send them an email with my request and those statements.

What that does is makes the process easier for them. They can then use or not use the previous statements they’ve made. It might spark memories or feelings about their accomplishments too.

Now, what could YOU put in place right now that would help you seed and cultivate authentic and highly useable testimonials from your clients?

Find out what episode was the #1 Listener’s Choice for 2019.

Ep 49 – The Only Good Reason to Give Up on Your Coaching Business

Okay so the title of this episode is a bit tongue in cheek. Really, it’s more about — Bad Reasons to Give Up On Your Coaching Business.

The truth is there are several good reasons why a coach might choose to give up on their coaching business but they all fall under one overarching reason … that it’s not a priority.

Timing is Everything

It’s been said that timing is everything. When you’re undertaking something big, timing matters.

I’ve shared in an earlier episode that when a coach is interested in hiring me to help them develop their coaching business from niche to messages to offers and website – all the little and big details – I ask several powerful questions to see if they are ready to do this.

Most of the time people can sense they’re ready and we’re off on the path, dreaming it up together.

Now, I’ve known coaches who dropped their coaching business because …

  • they found out they were pregnant and their priorities changed
  • they had a health crisis and their priorities changed
  • they got a job offer and their priorities changed
  • their partner lost a job and their priorities changed

You get the picture. Priorities changing is the only good reason to give up on your coaching business.

Launching a Coaching Business is Not for Everyone

I’ve helped some coaches realize that entrepreneurship is not for them. It’s truly not for everyone.

The reality is it’s a HUGE endeavor to launch a business and then grow it.

It takes a certain kind of crazy. The kind of crazy that’s about vision, drive, ambition, and risk-taking.

I am definitely crazy. Not only did I launch my business 20 years ago before there was a known pathway to building a successful coaching, but I’ve also remade my business to fit who I am 4 times now.

I love entrepreneurship so much that I love to see other people choose it for themselves. It’s a lifestyle. It’s a work-style preference.

Entrepreneurship may be the only place where you can fully bring all that you are to the table.

You are the script-writer, the executive, the director, and you have the lead role.

To me that’s thrilling. It gets me out of bed in the morning. Not only innovating and pivoting in my own business but also helping my clients develop those essential entrepreneurial skills.

A lot of people don’t realize. You aren’t born an entrepreneur. You transform yourself into one when something is important enough to you.

It’s worth it to figure stuff out piece by piece and day by day.

But no coach has to do that all alone. There’s a village of guides, peers and support systems.

Don’t Give Up on Yourself

So what are the other good reasons for giving up? There aren’t any.

If it’s not for changing priorities, giving up on your coaching business is giving up on yourself.

Don’t let this be you.

I say this with love and compassion. I have been where you are. The absolutely only difference between you and me is time.

  • I’ve spent loads of money on training without results.
  • I’ve been confused and discouraged.
  • I have been fired by a few clients.
  • I’ve flubbed Discovery Sessions.
  • I’ve had failure launches.
  • I’ve had lean years.

I even thought about giving up a few times. But I did not.

Success doesn’t come without a few “failures”.

Because I stuck with this:

  • I’ve had many windfall years and exceeded my lawyer husband’s income.
  • I increasingly have attracted more ideal clients for me.
  • I’ve done all the fancy pants events and been the big name.
  • I’ve morphed my business to fit my needs and passions.

(You couldn’t pay me to work for someone else.)

Through all of it I’ve bumbled around like a newbie surfer falling off the board more times than I could count. And it’s still an absolute blast.

Coaches, don’t give up on yourself. Don’t give up on your business. Don’t give up on your future clients who are waiting out there for you.

If you want to give up because you’re thinking that you aren’t good enough or don’t know enough, realize that you can always grow. And reach out for support.

If you’ve tried and failed a couple of times, be patient for your successes. They are coming. Nurture them.

Some tough love … if you’re not willing to grow into your business, to develop from the ground up and have the patience to allow it to blossom, then I’d say entrepreneurship is not for you.

Success is not often what we think it is.

  • It’s not being THE best coach.
  • It’s not making the most money.
  • It’s not a long list of credentials.

Real success is when you fully believe in yourself and do what needs to be done until you find the sweet spot.

It is simply that you want it so much you WILL make it happen.

That’s why I often sign off my podcast with “Stay inspired and make things happen.” That’s what the proud owner of a coaching business does.

In the Next Episode: How to Get Authentic and Useful Testimonials from Coaching Clients

Ep 48 – The Meanest Mindset That Holds Coaches Back From Success

I’m taking a break from the Client Winning Coaching Website series to talk about 2 widespread coaching business killers — perfectionism and analysis paralysis.

This episode fits into the series on Smart Mindsets & Habits.

Perfectionism and Analysis Paralysis are two mean siblings. And they may be holding you back from … well, so many things in life.

By the way, perfectionism is an older cousin of Imposter Syndrome. Check out episode 1 for more about that.

Think of it, if we could all cure ourselves of these things for good, there would be a lot more happiness in the world — happier kids, happier students, happier entrepreneurs, definitely happier coaches.

First, I want you to know, I am not cured of perfectionism and I do still find myself stuck in analysis paralysis from time to time.

But I’ve studied these 2 mean siblings. I’ve put the spotlight on them. And you know what happens when you raise awareness on a poor habit or harmful mindset, you learn how to think and behave differently.

My clients are an excellent mirror for my own perfectionism. And so I learn best how to handle my own perfectionistic ways by supporting my clients to go for good enough.

The Difference Between Standards and Perfectionism

That doesn’t mean that you should let go of your standards in your coaching business. But, you know who you are if your standards are unrealistic. That will hold you back. And, I can relate.

Bless our hearts, coaches are often the worst perfectionists. And maybe you’re thinking, “No Rhonda, you should say the best perfectionists.”

But here’s what I know for sure … perfectionism is crippling not empowering.

It doesn’t help you. It’s literally painful. And that’s where the 2nd mean sibling comes in — Analysis Paralysis.

Perfectionism causes analysis paralysis. So one mean sibling hits the other on the head and then the other hits back and it goes on like that.

When it comes to growing and running a business there’s absolutely no use for perfection anywhere.

Think about it. There is absolutely no advantage to being a perfectionist in your coaching business.

In fact, perpetuating this habit of perfectionism will keep you from doing what you love and earning well. It will kill the huge potential for joy in your business.

Basically, it’s a habit of expending massive amounts of energy without getting anything done.

Know what I mean?

So sheer honesty here. Today, I was sitting at my desk procrastinating on my podcast. Oh, believe me, it happens.

It’s not for lack of ideas. I literally have pages and pages of potential topics and series ideas.

And it’s not for lack of skill or desire. All that’s there and growing.

But where I get into trouble is overthinking things. I sometimes have too strong of a desire to serve you and that gets me into trouble. But what’s underneath that is a vestigial belief that I am not worthy of helping you.

Do you ever feel that way?

Serve Coaching Clients While Trusting Yourself

Now, don’t get me wrong, I’m not saying that we shouldn’t want to serve our target audience well and be generous with them.

But if I serve while trusting myself, it will come off with prosperity instead of scarcity.

If YOU employ your desire to serve while trusting yourself to take decisive action you’ll be prosperous at this business. Even if you make mistakes. Because you make mistakes and learn from them.

See, perfectionism is driven by a scarcity mindset. It’s the fear that you’re not enough.

And before you beat yourself up about that, realize these two things:

  1. Nearly all brilliant people suffer from the belief that they’re not enough.
  2. And, it’s natural part of having an ego.

But it is a limiting belief and a mean habit that you want to break. Now would be a good time for that.

4 Steps to Break Free from Perfectionism

So, here is my process, for lifting myself out of the constrictive, unforgiving frame of mind that is perfectionism and then shifting out of neutral (because that’s what analysis paralysis is). You’re not in gear.

Try this on for size, then morph it into your own process – one that works for you.

  1. Get into new habit of noticing when you’re holding yourself back.
  • You’ve been procrastinating.
  • You’re waffling all over the place.
  • You feel stuck.
  • You’re second guessing previous decisions.

2. When you realize you’re stuck in analysis paralysis, clench your hands together tightly. Then slowly open them up while you imagine your heart and mind also opening up. Release perfectionism. You may have to do this several times a day at first.

3. Create a short mantra and soothe yourself with it. Something like:

Good enough is better than perfect. There’s no one right choice. Taking decisive action is good for me.

4. Then take that action you’ve held yourself back on.

If you’re still paralyzed, talk to your coach or mentor. And I’ll offer myself for that.

If you’d like to move from a stuck place or work on changing the habit of perfectionism to get-to-good-enough-and-move-on let’s have a Strategy Session.

I’d love to work with you. We are all in this together. Don’t let yourself stay stuck.

In the Next Episode: The Only Good Reason to Give Up on Your Coaching Business