1 00:00:01,530 --> 00:00:04,980 Hey there, health coaches, welcome back to another episode. 2 00:00:05,010 --> 00:00:09,420 I'm really excited to give you some practical ideas today that you can 3 00:00:09,720 --> 00:00:11,400 totally run with. 4 00:00:11,880 --> 00:00:15,540 It's not going to take you a month or a year to implement. 5 00:00:15,690 --> 00:00:17,550 You can listen to this episode. 6 00:00:17,640 --> 00:00:21,150 You can turn around and give these ideas a try, 7 00:00:21,150 --> 00:00:24,990 and you can book more calls with potential clients starting today. 8 00:00:24,990 --> 00:00:28,350 So that's exciting, right? Are you with me? If you are here live, 9 00:00:28,350 --> 00:00:32,730 go ahead and say hi in the comments and leave any questions as we go along. 10 00:00:32,730 --> 00:00:36,540 Same thing goes for all your replay watchers inside our Facebook group or even 11 00:00:36,540 --> 00:00:40,920 on YouTube. Oh my God, we're everywhere. What I really want to know, 12 00:00:41,100 --> 00:00:43,980 and I'm hoping we'll get enough feedback from those of you that are here live 13 00:00:43,980 --> 00:00:48,450 with me. I mean, I do these live for a reason, right? Tell me in the comments, 14 00:00:48,990 --> 00:00:53,760 how many free consultations or how many consultations or discovery 15 00:00:53,760 --> 00:00:58,560 calls have you held in the last month? Just an 16 00:00:58,560 --> 00:01:00,660 estimate. If you're not sure. 17 00:01:01,350 --> 00:01:04,530 Did you meet with 20 potential clients? 18 00:01:04,860 --> 00:01:07,890 35, maybe one. 19 00:01:07,890 --> 00:01:10,440 And for those of you listening via podcast later, 20 00:01:10,650 --> 00:01:14,490 you're going to do the same little calculation in your head or just come up with 21 00:01:14,490 --> 00:01:18,450 an estimate. How many consultations have you had in the past month? 22 00:01:18,780 --> 00:01:23,430 We're going to come back to these numbers in just a moment. But first, 23 00:01:23,430 --> 00:01:27,660 if you love the idea of following super practical steps, 24 00:01:27,840 --> 00:01:30,330 you got to join this month's free, 25 00:01:30,330 --> 00:01:33,450 get more clients bootcamp each day of bootcamp. 26 00:01:33,450 --> 00:01:34,740 It's going to be kind of like this. 27 00:01:34,740 --> 00:01:38,460 It's going to be full of plug and play business ideas to help you reach more 28 00:01:38,460 --> 00:01:42,150 clients and help more people. That's the name of the game. 29 00:01:42,300 --> 00:01:47,220 We did this last year and it was so super successful. We had so much fun. 30 00:01:47,340 --> 00:01:51,350 I decided to bring it back with some new updates that you're not going to want 31 00:01:51,350 --> 00:01:56,310 to miss, and it's all free. Sign up at 32 00:01:56,310 --> 00:01:58,880 healthcoachpower.com/getmoreclients. 33 00:01:58,890 --> 00:02:03,480 I'm going to drop that right over here in my Facebook chat area 34 00:02:04,050 --> 00:02:08,070 and say hello to Jenny and hello to Lonnie. It's so nice to see you guys here. 35 00:02:08,280 --> 00:02:12,630 I should also mention that FastTrack 2020 fives Live Spring 36 00:02:12,780 --> 00:02:14,820 cohort is also coming up quickly. 37 00:02:14,970 --> 00:02:19,830 This is my most popular 12 week program and it includes all of my done for you 38 00:02:19,830 --> 00:02:22,650 materials. So you probably want in on that, right? 39 00:02:22,950 --> 00:02:26,730 If your name's on the wait list, this is a hot tip, names on the wait list, 40 00:02:26,730 --> 00:02:30,870 you're going to get best possible pricing and bonuses. There's no obligations, 41 00:02:30,870 --> 00:02:32,430 so you might as well put your name on the list. 42 00:02:32,640 --> 00:02:37,410 You'll go to healthcoachpower.com/waitlist to 43 00:02:37,410 --> 00:02:38,970 do just that. 44 00:02:40,620 --> 00:02:42,630 And now that I got all that out of my system, 45 00:02:42,630 --> 00:02:47,100 let's go back to the question that I asked a minute ago. How many discovery 46 00:02:47,100 --> 00:02:51,870 calls are you holding or have you held in the last 47 00:02:51,870 --> 00:02:55,170 month? I see that Linda's here with us live. That's great. 48 00:02:55,170 --> 00:02:58,920 Nobody's given me any numbers though. You guys, I got to do math. 49 00:02:58,920 --> 00:02:59,800 I need your help. 50 00:03:00,880 --> 00:03:04,030 It's important because generally as health coaches, 51 00:03:04,330 --> 00:03:08,830 we're offering our private coaching services and maybe our group coaching 52 00:03:08,830 --> 00:03:11,320 services during those free calls. 53 00:03:12,310 --> 00:03:14,080 That's how people sign up for them. 54 00:03:15,220 --> 00:03:18,910 And let's say that your closing rate is really high. 55 00:03:19,060 --> 00:03:22,840 Let's say it's 80% and that is really high you guys. 56 00:03:23,020 --> 00:03:27,820 Sometimes our expectations are that every time we hold a consultation 57 00:03:27,820 --> 00:03:32,380 call, it should result in a client. But honestly, 58 00:03:32,380 --> 00:03:37,330 I mean if even your closing rate is like 50%, that's pretty good. 59 00:03:38,140 --> 00:03:41,950 So I encourage you to keep track of how many of those calls do turn into paying 60 00:03:41,950 --> 00:03:45,190 clients. Alright, I got some numbers now. Jenny says zero. 61 00:03:45,190 --> 00:03:47,710 So there's not much math to do there, Jenny, that's good. 62 00:03:47,710 --> 00:03:52,390 Thanks for keeping it easy for me. Lonnie says she's had three. Linda says zero. 63 00:03:52,390 --> 00:03:55,030 Okay, I am glad that you are all here. 64 00:03:56,230 --> 00:04:01,120 Let's say that you got a really high closing rate and 80% it means 65 00:04:01,420 --> 00:04:04,300 for every 10 free calls that you hold, 66 00:04:04,840 --> 00:04:06,910 eight of them turn into paying clients. 67 00:04:07,630 --> 00:04:12,100 And that's the kind of closing rate that my fast trackers see because we have a 68 00:04:12,100 --> 00:04:16,360 really specific recipe for these calls. It is so good, 69 00:04:16,720 --> 00:04:18,550 but this is a really big, 70 00:04:18,550 --> 00:04:23,230 but you can't offer your services 10 times or sign eight clients 71 00:04:23,410 --> 00:04:28,000 if you aren't booking those calls in the first place, right? You guys, right? 72 00:04:28,270 --> 00:04:31,180 I'm so glad that you've shown up. So we can talk about this today. 73 00:04:31,780 --> 00:04:34,660 If you're like, Michelle, I want to get more clients. 74 00:04:34,870 --> 00:04:38,350 I signed up for your Get More Clients bootcamp, obviously, 75 00:04:38,710 --> 00:04:43,690 how can I start signing more clients? The answer is you got to book more calls. 76 00:04:44,770 --> 00:04:46,360 That's actually what you need to think about. 77 00:04:46,450 --> 00:04:48,670 You don't need to think about the booking the client's part. 78 00:04:48,940 --> 00:04:51,280 You need to think about the booking the calls part. 79 00:04:51,820 --> 00:04:55,390 So that's what today's episode is all about. Most of you, 80 00:04:55,390 --> 00:05:00,250 it's not just Lonnie, it's not just Linda. Most of you who are listening, 81 00:05:00,250 --> 00:05:05,080 we're in our Facebook group, are like book a free call, book a free call, 82 00:05:05,920 --> 00:05:09,910 and you just hearing crickets calls are not getting on your calendar, 83 00:05:10,120 --> 00:05:14,500 and it's like what nobody wants. What we have to offer is that it, 84 00:05:15,190 --> 00:05:18,190 even though just look around, 85 00:05:18,310 --> 00:05:23,020 so many people are looking for help with their health and they are spending 86 00:05:23,020 --> 00:05:26,440 money on their health. You see what people are spending money on, 87 00:05:27,460 --> 00:05:31,600 they are really truly in need of your services. 88 00:05:32,230 --> 00:05:34,210 So it's like what gives, 89 00:05:35,230 --> 00:05:39,550 today I'm sharing a simple twist to get more calls booked on your 90 00:05:39,550 --> 00:05:44,080 calendar and make those calls a lot more fun too. So the 91 00:05:44,080 --> 00:05:46,720 problem is that a free call, 92 00:05:46,990 --> 00:05:50,380 whether you're saying discovery call or consultation call, 93 00:05:50,380 --> 00:05:52,480 what are you guys saying? Do you have another name for it? 94 00:05:52,990 --> 00:05:55,900 Everyone knows that regardless of what we call it, 95 00:05:56,860 --> 00:06:00,530 it's a chance for them to be sold on something. 96 00:06:00,740 --> 00:06:03,440 If they get themselves on your calendar, they're basically like, 97 00:06:03,950 --> 00:06:08,090 please sell me something. So that's a little frightening. 98 00:06:08,660 --> 00:06:11,870 And what you're going to get typically when you're like, book a free call, 99 00:06:12,080 --> 00:06:14,810 your website says, book a free call, click here to book a free call. 100 00:06:15,710 --> 00:06:20,570 You are going to get some very few people to 101 00:06:20,570 --> 00:06:22,520 do that who are like, yes, 102 00:06:23,270 --> 00:06:27,380 I want to know about working with this coach. That's like, 103 00:06:28,130 --> 00:06:30,620 I don't know, half a percent of people. 104 00:06:31,040 --> 00:06:33,020 And then you're going to get on the other side of the spectrum, 105 00:06:33,020 --> 00:06:35,720 those who are like, no way am I buying anything, 106 00:06:35,720 --> 00:06:39,830 but let's see what I can get for free. A lot of times they don't even show up 107 00:06:39,830 --> 00:06:41,900 though. They're not serious at all. 108 00:06:43,430 --> 00:06:47,300 But then you got to think about all those people in the middle. 109 00:06:48,530 --> 00:06:53,270 They aren't jumping to necessarily hire a health coach today probably 110 00:06:53,270 --> 00:06:57,530 because they don't really understand what health Coach is or what they would get 111 00:06:57,530 --> 00:07:01,940 from this call. Would it really be worth their time to put it on the calendar? 112 00:07:02,120 --> 00:07:05,840 And similarly, it's vague, 113 00:07:06,230 --> 00:07:10,610 it's overused. They've heard it a million times. It sounds salesy. 114 00:07:10,700 --> 00:07:15,110 It doesn't promise any inherent value, it implies a sales pitch. 115 00:07:15,410 --> 00:07:19,790 They're not raising their hand for that even 116 00:07:19,790 --> 00:07:22,730 though they are having health issues. 117 00:07:23,150 --> 00:07:28,130 They do want help to solve those health issues and they're willing 118 00:07:28,250 --> 00:07:32,660 to spend money to solve their problems, but they're tuning you out. 119 00:07:34,160 --> 00:07:38,480 So instead of offering a generic free call, 120 00:07:38,990 --> 00:07:39,860 what if, 121 00:07:40,430 --> 00:07:43,130 and this is where you're going to start taking notes. So get a pen ready, 122 00:07:43,790 --> 00:07:47,000 and if you're listening and you're driving or you're listening and you're out 123 00:07:47,000 --> 00:07:50,210 for a run, that's okay. You can always come back and listen again later. 124 00:07:50,720 --> 00:07:55,460 What if you gave people a specific valuable 125 00:07:55,460 --> 00:07:59,180 reason to want to book a call with you? 126 00:07:59,600 --> 00:08:02,780 Just think about that for a moment. What would that be like? 127 00:08:04,220 --> 00:08:07,280 This is something that I'm going to cover more in depth during our Get More 128 00:08:07,280 --> 00:08:11,540 Clients bootcamp, by the way. But here's what I'm talking about, 129 00:08:12,080 --> 00:08:17,000 A specific reason to book a call that this potential client can see the value 130 00:08:17,000 --> 00:08:19,700 in right away, such as, 131 00:08:20,480 --> 00:08:22,850 here's something that I did in my own health coaching practice. 132 00:08:23,780 --> 00:08:26,630 Instead of book a free consultation, 133 00:08:26,870 --> 00:08:30,890 I emailed my list and I offered a free food diary review. 134 00:08:31,820 --> 00:08:36,560 All they had to do was complete a three day food diary, very simple breakfast, 135 00:08:36,560 --> 00:08:36,830 lunch, 136 00:08:36,830 --> 00:08:40,910 dinner. It wasn't like they had to measure everything down to the quarter cup 137 00:08:41,450 --> 00:08:44,720 and they just said, fill that out and send it to me by a certain date. 138 00:08:45,140 --> 00:08:48,770 And then we got on a call together to talk through it. 139 00:08:50,450 --> 00:08:54,590 What comes up when you discuss somebody's food diary, their health issues, 140 00:08:55,200 --> 00:08:57,390 obviously they're food issues. 141 00:08:57,750 --> 00:09:02,130 You have a chance to ask all kinds of related 142 00:09:02,130 --> 00:09:07,080 questions and get to know this person and vice versa. And what do you know? 143 00:09:07,530 --> 00:09:10,830 That's the conversation that you want to find yourself in. 144 00:09:11,940 --> 00:09:13,260 So what do you think about that idea? 145 00:09:14,070 --> 00:09:15,930 You think you could offer a free food diary review? 146 00:09:15,930 --> 00:09:17,160 Do you think people would go for that? 147 00:09:17,700 --> 00:09:21,000 Does it feel a little more comfortable than saying free discovery call? 148 00:09:21,000 --> 00:09:23,670 We're going to discover, I don't know. 149 00:09:25,080 --> 00:09:29,970 I'm going to give you a few other ideas for a value-driven specific C like 150 00:09:29,970 --> 00:09:34,110 this. But keep in mind that you never on any of these calls, 151 00:09:34,230 --> 00:09:36,510 regardless of what the theme is, 152 00:09:36,750 --> 00:09:41,490 you never have to let your brain get picked or find yourself 153 00:09:41,490 --> 00:09:45,450 giving away your expertise for free. That's not what this is about. 154 00:09:46,110 --> 00:09:48,270 You're always coaching. 155 00:09:48,840 --> 00:09:52,830 You're always asking questions regardless of how you invited them into the call. 156 00:09:52,950 --> 00:09:54,480 You're always in a coach role. 157 00:09:54,570 --> 00:09:58,500 You're helping this person discover their next best move, 158 00:09:58,650 --> 00:10:01,980 which as we know as a good coach, 159 00:10:02,640 --> 00:10:05,490 we trust that each individual already knows that. 160 00:10:05,820 --> 00:10:09,150 They already know for themselves what their next best move should be. 161 00:10:09,300 --> 00:10:12,600 We're just helping them reveal it. So if you're ever like, Ew, 162 00:10:12,600 --> 00:10:15,300 I don't want to be salesy, just remember you're not. 163 00:10:15,300 --> 00:10:19,020 You're just coaching someone to make the best decision for themself. 164 00:10:19,350 --> 00:10:24,180 So Linda says she thinks this is genius. Linda, you got to try it. Jenny says, 165 00:10:24,180 --> 00:10:28,830 I love that idea. I'm going to steal it. Steal it. Everyone just take it. 166 00:10:28,830 --> 00:10:32,070 It's free for the taking ideas today are just going to be popping off, 167 00:10:32,070 --> 00:10:35,730 and I want you to take all of it and run with it, but promise me something. 168 00:10:36,240 --> 00:10:39,480 Do it this week. There's no reason why not. 169 00:10:39,630 --> 00:10:44,280 And if you just do it very quickly and you get it out there and 170 00:10:44,970 --> 00:10:47,400 whatever, and then you think, oh, I could have done it a little differently, 171 00:10:47,400 --> 00:10:49,950 or maybe I should have used one of Michelle's other ideas, great, 172 00:10:50,190 --> 00:10:51,300 do that next week. 173 00:10:52,260 --> 00:10:55,890 There's no limit to how many times you can offer something like this. 174 00:10:57,150 --> 00:10:57,630 Jenny says, 175 00:10:57,630 --> 00:11:01,920 the food diary is such a great way to entice them to book the call and for the 176 00:11:01,920 --> 00:11:04,590 right people, and we'll talk about that more in just a second. 177 00:11:04,740 --> 00:11:07,770 Linda says she's going use it with her mailing list. Deanna says, 178 00:11:07,770 --> 00:11:10,860 how would this work if you are an intuitive eating coach? Yeah, 179 00:11:10,860 --> 00:11:13,320 so let's talk about other ideas. The point is, 180 00:11:13,500 --> 00:11:17,310 we got to get them on the call to do something that they're interested in. 181 00:11:18,030 --> 00:11:20,850 That's it. That's the secret. That's the formula. 182 00:11:22,860 --> 00:11:27,240 So to answer Deanna's question, because for umpteen different reasons, 183 00:11:27,240 --> 00:11:30,810 maybe you don't want to do a food diary review or maybe you did it this week, 184 00:11:30,810 --> 00:11:32,520 but next week you want to do something else. 185 00:11:32,880 --> 00:11:37,500 There are actually so many ways to frame a call like this and make it 186 00:11:37,560 --> 00:11:41,670 even more targeted to a particular niche. Remember, 187 00:11:41,670 --> 00:11:45,690 it just has to be something that they want, not what you want, 188 00:11:47,280 --> 00:11:49,650 what they want, such as, 189 00:11:50,010 --> 00:11:52,800 let's say that you're talking to a group of people who are suffering 190 00:11:52,810 --> 00:11:54,370 tremendously from eczema. 191 00:11:54,730 --> 00:11:59,020 You could invite them to an eczema solution assessment. 192 00:11:59,980 --> 00:12:01,930 Doesn't that sound like it's going to be helpful for them? 193 00:12:01,990 --> 00:12:04,150 They're going to get solutions and they're going to be assessed. 194 00:12:04,960 --> 00:12:06,790 That's better than a discovery call. 195 00:12:07,240 --> 00:12:10,900 And so maybe your potential client in that case is going to answer a list of 196 00:12:10,900 --> 00:12:15,160 questions related to their eczema, their symptoms, 197 00:12:15,310 --> 00:12:17,290 their diet, their lifestyle. 198 00:12:17,500 --> 00:12:20,260 You can make it as thorough of a questionnaire as you want. 199 00:12:20,440 --> 00:12:24,160 Use the call to review it together. Same thing. 200 00:12:24,370 --> 00:12:28,420 It gives you an opportunity to start asking questions to get to know this 201 00:12:28,450 --> 00:12:32,320 person, for them to get to know you. Does that help you start thinking about it? 202 00:12:32,320 --> 00:12:37,030 Deanna, what do you think you could offer if you want to work with women around 203 00:12:37,030 --> 00:12:40,000 intuitive eating, what is it that they want? 204 00:12:42,100 --> 00:12:46,570 Jenny says, I am a diabetes prevention health coach. The food diary is great, 205 00:12:46,810 --> 00:12:50,470 but what are the options can I offer? Okay, keep listening. Jenny, 206 00:12:50,470 --> 00:12:52,210 I got a few more I'm going to throw out for you. 207 00:12:52,210 --> 00:12:55,510 And guess what else where a lot of these ideas came from? 208 00:12:56,260 --> 00:12:58,330 Because in my own health coaching practice, 209 00:12:58,600 --> 00:13:01,270 I tended to work with type A, 210 00:13:01,270 --> 00:13:04,960 stressed out women around losing weight around autoimmunity issues. 211 00:13:05,410 --> 00:13:09,550 So I'm very, I know that woman very, very well. 212 00:13:09,640 --> 00:13:13,660 You guys could have all different specialties. I'm not an expert in all of them. 213 00:13:13,900 --> 00:13:17,500 How could I possibly be? So I went to chat GPT and I asked, 214 00:13:17,680 --> 00:13:22,330 I kind of put in this idea and it spit out a list of 10 different ideas for a 215 00:13:22,360 --> 00:13:22,690 call. 216 00:13:22,690 --> 00:13:25,720 I just plucked out a few of them to share with you today that I thought were 217 00:13:25,720 --> 00:13:29,590 particularly good or that I kind of massaged them a little bit to be more what I 218 00:13:29,590 --> 00:13:31,420 was looking for. But anyway, 219 00:13:31,540 --> 00:13:35,890 invite people to an assessment of their symptoms of what's going on in their 220 00:13:35,890 --> 00:13:39,880 life so that not just for the heck of it so that they can get solution to their 221 00:13:39,880 --> 00:13:44,050 big problem. And that example, it was eczema. Alright, how about this? 222 00:13:44,050 --> 00:13:47,500 This would be something that actually would've worked in my health coaching 223 00:13:47,500 --> 00:13:51,940 practice had I thought about it. How about a stress and sleep? 224 00:13:53,320 --> 00:13:55,810 This is for the woman who cannot sleep. 225 00:13:55,900 --> 00:14:00,310 This is for the woman who is ordering those CBD gummies off 226 00:14:00,310 --> 00:14:02,140 Instagram to try to help her sleep. 227 00:14:02,410 --> 00:14:05,380 Nothing's been working and she's popping melatonins left and right. 228 00:14:05,740 --> 00:14:10,300 What if you got together to pinpoint why this person isn't sleeping 229 00:14:10,330 --> 00:14:10,750 again, 230 00:14:10,750 --> 00:14:13,750 it's going to be in the form of a conversation where you're asking lots of 231 00:14:13,750 --> 00:14:18,220 questions and talk about a plan to fix her sleep. 232 00:14:18,850 --> 00:14:20,020 Spoiler alert, 233 00:14:20,650 --> 00:14:25,630 the plan is your coaching program. So you're never on these 234 00:14:25,630 --> 00:14:26,830 calls like, okay, 235 00:14:27,040 --> 00:14:30,820 well what do you think about eating more dark leafy greens or anything like 236 00:14:30,820 --> 00:14:31,653 that? 237 00:14:31,720 --> 00:14:36,190 You're not getting to the solution on the call except to say that the solution 238 00:14:37,210 --> 00:14:39,640 would be to work with you. 239 00:14:40,720 --> 00:14:44,200 So a plan to fix it would look like, Hey, 240 00:14:44,230 --> 00:14:48,250 and I'm going to talk to you in a second about how to segue from the topic that 241 00:14:48,250 --> 00:14:53,030 you got them on the call to actually pitching your program. Linda said, yes, 242 00:14:53,030 --> 00:14:57,380 yes, yes. Something around sleep is germinating in my head as you were talking. 243 00:14:57,500 --> 00:14:59,060 When someone cannot sleep, 244 00:14:59,060 --> 00:15:01,340 and I know because I've gone through periods of this myself, 245 00:15:01,880 --> 00:15:03,470 they want to talk about it, right? 246 00:15:03,470 --> 00:15:06,230 They want to tell you what time they're waking up every night. 247 00:15:06,240 --> 00:15:10,130 They want to tell you exactly what the problem. I mean most people do. 248 00:15:10,610 --> 00:15:13,880 You're inviting them to a conversation to essentially complain, 249 00:15:14,090 --> 00:15:17,690 that's not the right word, probably, or very professional to use that word, 250 00:15:17,900 --> 00:15:21,770 but really ask people to complain and they will talk. 251 00:15:23,060 --> 00:15:27,140 That is a good way to get them into a conversation. Alright, 252 00:15:27,200 --> 00:15:32,090 how about a sugar cravings makeover or a family 253 00:15:32,090 --> 00:15:35,990 meal planning session? Get together, start putting together a meal plan. 254 00:15:35,990 --> 00:15:38,000 You're going to have to ask questions. 255 00:15:38,300 --> 00:15:40,640 What's going on with your kids picky eating? 256 00:15:41,210 --> 00:15:44,780 What do you mean that you're making three meals every night? 257 00:15:45,380 --> 00:15:49,160 That could be a great segue into talking about what's going on in that household 258 00:15:49,160 --> 00:15:53,330 and various health issues. What about an energy audit? 259 00:15:54,200 --> 00:15:56,240 Think about your clientele. By the way, 260 00:15:56,240 --> 00:16:00,320 think about your audience and think about yourself, your personality. 261 00:16:00,590 --> 00:16:04,280 The word audit is going to appeal very, 262 00:16:04,280 --> 00:16:05,870 very much to certain people. 263 00:16:06,320 --> 00:16:10,250 If you're working with you're intending target markets that you're working with, 264 00:16:10,250 --> 00:16:13,760 accountants offer them an energy audit. 265 00:16:14,660 --> 00:16:16,910 You know what I mean? That's really going to work for them, 266 00:16:17,060 --> 00:16:20,180 but I'm sharing all different ways to frame this. It could be a planning 267 00:16:20,180 --> 00:16:22,370 session, it could be a makeover. 268 00:16:22,880 --> 00:16:27,800 Choose words that resonate with you and with the type of person that you want to 269 00:16:27,800 --> 00:16:32,660 work with. You get the idea. Any ideas coming up for you guys? 270 00:16:32,750 --> 00:16:36,170 For those of you that are here live, throw some stuff out here in the chat. 271 00:16:36,170 --> 00:16:39,080 What do you think you can offer? We can help brainstorm, 272 00:16:39,080 --> 00:16:42,710 we can help workshop it if you just even put a bad idea out there. 273 00:16:42,710 --> 00:16:45,650 That's how most of my ideas start as terrible ideas, 274 00:16:46,670 --> 00:16:51,470 and then they kind of evolve from there. Deanna says, 275 00:16:51,470 --> 00:16:54,740 I could do what is your mindset around food assessment? 276 00:16:55,070 --> 00:16:59,870 So that's a great starting point, and then if you think what does she want? 277 00:17:00,710 --> 00:17:04,220 Does she want to know what her mindset is around food? 278 00:17:06,410 --> 00:17:09,710 I'm just guessing she probably wants something like, how do I stop over eating? 279 00:17:10,430 --> 00:17:15,320 Or what is her desire? I want to lose weight, 280 00:17:15,350 --> 00:17:16,520 but I don't want a diet. 281 00:17:17,000 --> 00:17:21,740 Maybe it's the non diet or your diet makeover or your non-diet 282 00:17:21,770 --> 00:17:22,730 planning session. 283 00:17:22,970 --> 00:17:27,830 Any of those things that I just shared just swap in the desired result 284 00:17:29,210 --> 00:17:32,750 for the other ideas that I shared earlier, 285 00:17:34,400 --> 00:17:37,040 right? As long as it's clear, as long as it's helpful, 286 00:17:37,070 --> 00:17:39,680 as long as it gives them a compelling reason to take action, 287 00:17:39,680 --> 00:17:42,860 it's going to be compelling because they want the outcome. 288 00:17:43,460 --> 00:17:47,810 They want the solution to their eczema, for example. Now, 289 00:17:47,810 --> 00:17:52,470 once they book any of these super valuable calls with you, 290 00:17:52,560 --> 00:17:56,550 it's going to flow naturally into some deeper coaching. 291 00:17:57,420 --> 00:18:01,170 The opportunity is there, and I will also say to you, 292 00:18:01,260 --> 00:18:04,590 if you don't think this person is a good fit for what you're offering, 293 00:18:04,590 --> 00:18:06,540 if you don't want to work with them for any reason, 294 00:18:06,540 --> 00:18:10,320 then you can just make it a nice quick call. You talk about the issue. 295 00:18:10,350 --> 00:18:13,800 Don't ask too many deeper coaching questions and then get off the call. 296 00:18:13,950 --> 00:18:18,810 It doesn't have to turn into a pitch unless you want it to, 297 00:18:18,810 --> 00:18:22,830 and I encourage you to be discerning about that because have you ever ended up 298 00:18:22,830 --> 00:18:25,530 with a client who was like the wrong client? 299 00:18:25,840 --> 00:18:30,360 It's so draining and you wish that you had never offered them your program in 300 00:18:30,360 --> 00:18:34,650 the first place. So be discerning now on all of these calls, 301 00:18:34,650 --> 00:18:36,330 you are going to be giving some value, 302 00:18:36,600 --> 00:18:40,470 but it is about having that conversation that allows you to ask the big 303 00:18:40,470 --> 00:18:44,220 questions and it makes the think to themselves, wow, 304 00:18:45,240 --> 00:18:49,200 I love this. I need the support. Wow, this has been so enlightening. 305 00:18:50,070 --> 00:18:54,120 I remember doing a food diary review with one of my health coaching clients. 306 00:18:54,120 --> 00:18:57,630 Her name is Martha. It was the first time that I ever spoke with her, 307 00:18:57,630 --> 00:18:59,550 although she had been in my world, 308 00:18:59,550 --> 00:19:02,430 she'd been on my mailing list. She was probably following me on social media and 309 00:19:02,430 --> 00:19:03,060 stuff like that, 310 00:19:03,060 --> 00:19:07,650 but I didn't know who she was until she booked the food diary review. 311 00:19:08,010 --> 00:19:11,580 She had a long history of yo-yo dieting, 312 00:19:12,180 --> 00:19:13,500 but by the end of the call, 313 00:19:13,710 --> 00:19:17,040 we also had gotten into talking about her digestive issues, 314 00:19:17,040 --> 00:19:21,360 which were significant, and I just knew that she would be a perfect, 315 00:19:21,540 --> 00:19:26,520 perfect client. So if it's a fit like Martha was, for me, 316 00:19:26,700 --> 00:19:31,620 what you can do is simply ask maybe about 15 317 00:19:31,620 --> 00:19:36,450 minutes into a 30 minute call. You could simply ask or whenever it makes sense, 318 00:19:36,480 --> 00:19:37,080 but roughly, 319 00:19:37,080 --> 00:19:39,840 I would try to keep these calls to 30 minutes and somewhere around that 15 320 00:19:39,840 --> 00:19:44,040 minute mark, would you like to hear more about how I work with clients? 321 00:19:45,000 --> 00:19:49,590 Now? It helps if prior to that you've dropped a couple hints 322 00:19:49,770 --> 00:19:54,330 that you work with clients. You could say with Martha, I could say, oh, 323 00:19:54,330 --> 00:19:57,600 that's funny that you mention you have so many. I remember her talking about her 324 00:19:57,600 --> 00:19:58,920 handbags. She said, 325 00:19:58,920 --> 00:20:03,750 I have so many handbags and purses because a handbag always fits. 326 00:20:04,620 --> 00:20:06,900 Her size was always changing in her clothing, 327 00:20:06,900 --> 00:20:11,340 so she always put a lot of money into buying handbags. They always fit, 328 00:20:11,580 --> 00:20:14,010 and maybe I say something like, oh, that's funny. 329 00:20:14,460 --> 00:20:19,050 A lot of my clients talk about their handbags and also shoes for the same 330 00:20:19,050 --> 00:20:22,260 reason, so I can just mention my clients. 331 00:20:22,260 --> 00:20:25,710 If you can do that two, three times prior, 332 00:20:26,280 --> 00:20:28,200 when you get to that part where you say, 333 00:20:28,350 --> 00:20:30,960 would you like to hear more about how I work with clients? 334 00:20:31,560 --> 00:20:34,560 They're going to be like, yeah, I would, 335 00:20:35,220 --> 00:20:39,750 especially if you kind of hinted or indicated to them that you've helped clients 336 00:20:39,750 --> 00:20:43,380 see success or that it's possible for them to see success. 337 00:20:43,380 --> 00:20:46,320 It doesn't even have to be about your own clients. You could just be like, oh, 338 00:20:46,320 --> 00:20:50,110 I know a woman was dealing with that same kind of eczema. She's doing great now. 339 00:20:50,950 --> 00:20:53,590 It just makes them feel like warm and fuzzy inside. 340 00:20:53,920 --> 00:20:56,110 There's a light at the end of the tunnel, right? 341 00:20:56,320 --> 00:20:58,540 So I'm going to say it one more time. Write this down. 342 00:20:58,660 --> 00:21:01,870 Would you like to hear more about how I work with clients? 343 00:21:02,710 --> 00:21:06,610 That's how I always phrase this kind of thing. Then you're off to the races. 344 00:21:07,630 --> 00:21:11,110 Now, by the way, Martha ended up being one of my most amazing, 345 00:21:11,110 --> 00:21:14,230 memorable clients ever. She had, again, 346 00:21:14,710 --> 00:21:18,040 she'd never taken me up on the offer for a free consultation, 347 00:21:18,670 --> 00:21:23,080 but a food diary review. Sorry, that was hard to say. 348 00:21:23,170 --> 00:21:27,850 She was in and she signed up as a private client during that food diary 349 00:21:27,850 --> 00:21:31,000 review. That is hard to say. Jenny says, 350 00:21:31,000 --> 00:21:35,770 what about grocery list and label reading sessions? Yes, 351 00:21:35,920 --> 00:21:40,870 but this is the hardest ship brain shift for health coaches to make. So reach 352 00:21:40,870 --> 00:21:45,520 up into your brain and turn it around like this. Nobody wants, 353 00:21:45,580 --> 00:21:49,660 the desired result is never like, oh, I wish I could read labels, 354 00:21:51,490 --> 00:21:52,810 but maybe it's like, 355 00:21:53,230 --> 00:21:58,180 I need to avoid gluten because I was just diagnosed with celiac 356 00:21:58,180 --> 00:22:02,320 disease. So a session to help them read, 357 00:22:03,100 --> 00:22:06,160 make sure it's tied to the desired outcome. It's not just like, 358 00:22:06,160 --> 00:22:08,410 let's get together and read labels. Just like I said, 359 00:22:08,410 --> 00:22:09,850 a family meal planning session. 360 00:22:10,300 --> 00:22:14,590 You could probably argue that that was a little bit not about a result either, 361 00:22:14,590 --> 00:22:16,060 but I think most moms, 362 00:22:16,810 --> 00:22:21,520 they do want that meal plan that's going to organize their life anyway, 363 00:22:21,520 --> 00:22:25,450 so just be careful about that. You can put together a grocery list. 364 00:22:25,480 --> 00:22:27,010 You could even do a pantry makeover, 365 00:22:27,010 --> 00:22:31,870 but tie it to the problem that they're trying to solve that would 366 00:22:31,870 --> 00:22:35,080 really make that strong. Alright. 367 00:22:36,250 --> 00:22:40,540 The overarching theme here that I want you to walk away with is that getting 368 00:22:40,540 --> 00:22:45,010 clients doesn't have to be super complicated. It doesn't have to 369 00:22:45,010 --> 00:22:49,420 involve social media algorithms or funnels. 370 00:22:49,750 --> 00:22:52,630 It's just really about having conversations. 371 00:22:53,470 --> 00:22:55,960 We all can have conversations. 372 00:22:56,740 --> 00:23:01,360 We can put down the phone and we can stop worrying about hashtags and all that 373 00:23:01,360 --> 00:23:03,790 kind of thing, and we can just have more conversations. 374 00:23:03,790 --> 00:23:05,080 That's what we're talking about today, 375 00:23:05,260 --> 00:23:09,640 how to invite people into conversations in a way that they're going to say yes. 376 00:23:10,270 --> 00:23:14,170 And what we've talked about today is just one of the strategies that we're 377 00:23:14,170 --> 00:23:17,590 covering in the Get More Clients Bootcamp. Trust me, 378 00:23:17,590 --> 00:23:22,030 you are not going to want to miss this. It is free. It is happening soon, 379 00:23:22,150 --> 00:23:26,500 and it's going to help you book more clients and those calls in the first place. 380 00:23:26,500 --> 00:23:29,440 Like I said, you want to have more clients, you got to have more calls. 381 00:23:29,590 --> 00:23:30,880 So go sign up now. 382 00:23:30,940 --> 00:23:35,290 It's at healthcoachpower.com/getmoreclients. 383 00:23:35,650 --> 00:23:39,160 And if you're interested in this Spring's Live FastTrack cohort, 384 00:23:39,160 --> 00:23:41,230 remember the wait list is open for 385 00:23:41,230 --> 00:23:45,250 that at healthcoachpower.com/waitlist. 386 00:23:45,640 --> 00:23:48,580 Thank you so much for joining me today, and I'll see you guys next week.