On sales call does this over 30 mins.. Establish Rapport/Frame 1. Be warm friendly + pick 1 specific  2. State the outcome of the call  3. Did you have a clean piece of paper in front of you  Discovery (whats that like for you?) 1. Problem 2. Why its a problem  3. Cost of inaction 4. Goal  5. Why now Transition to pitch 1. Did I miss anything?  2. Great…so I definitely think we can help. I can walk you through it a-Z….you tell me though where do you want to go from here?  Pitch 1. Great…well you know how you said (the thing about ABC or DEF)  2. Here’s how we fix that  3. Does that sound like what you need? 4. Transition to pitch drop  5. Explain the first steps? 

This was the no-nonsense advice I gave recently Too often we see what we do with rose-tinted glasses We feel people must see the value we provide Reality check People don’t care about your coaching or your offer They only care if its helping them get what they want If your offer is not solving a “Rome is burning” problem Then its going to be an uphill struggle to sell it The bigger the problem the bigger the paycheck Most coaches are simply not solving a big enough problem But want to be paid big $$$$ I am not going to drop four figures to solve procrastination. But I might be willing if this was linked to a bigger problem Of changing how I view myself and how procrastination is just a symptom Of being afraid to confront my inner demons And the deep healing work needed. Crafting you offer around a burning problem Rather than your services (Which almost everyone else is saying the same thing) Gives clarity to your potential customer And the outcome they can get going through your program I have together an eBook and mini-course on how to create a “no brainer” offer that gets people to buy check out the classroom for more details

Building a coaching biz is hard There is no sugar-coating that Most of you will fail Not last out the year And for those just starting out The copy-and-paste program does not exist Your first program is just the start Focusing on strategy and tactics will also never work “show me how to do Facebook ads…” “if I just want to write content like you…” “can I copy your sales script…” If this was the real problem, why is the failure so high? There must be something else at work… YOU You have not become the person who deserves success yet Operating from the same mindset and mental programs That has got you to this point Will not take you to the next level You might get the odd client here and there But until you adopt the identity of a successful coach You will not become one That may mean taking a cold hard look at your psychology. Am I doing deep work on myself? What new beliefs do I need to adopt? Do I have the right level of skills yet? And I hanging about with people that want more? These are the deeper questions you need to ask Before you even get to strategy and tactics

I want to help at least 5 people this week by checking their OFFER. Most people’s OFFER sucks and that’s why they are getting next to no clients. Poor OFFER = poor MARKETING = NO consistent sales Post your current offer and the price point below I normally charge for this bit for you 100% FREE You will be able then to validate it almost immediately. Remember a confused prospect never buys To your success, Michael

“I am not getting any hands raised on my offer” “I feel I need top discount my services to get clients” “I just get broke unqualified people on calls” Are some of the feedback I get from coaches all the time I get it… Building a coaching business is hard And its never a straight line (more of a squiggle I would say) The reason you are not booking quality appointments. Is NOT your prospect’s fault It’s YOURS The hard truth… You have not become the person to attract such clients YET The beliefs and values you currently have Will attract those very same people. If you are not putting out content That is surface level in nature Guess what type of prospects/clients you will attract? Whereas if your content talks to the deeper WHY Your prospects will view you differently. Challenging beliefs attract more qualified prospects Demonstrates more authority Because you are speaking at a deeper level Check out my belief shifting framework in Classroom