1 00:00:02,570 --> 00:00:06,300 Hello there, health coaches, thank you so much for joining me today. 2 00:00:06,300 --> 00:00:09,450 It is a beautiful fall day here in New York. 3 00:00:10,050 --> 00:00:12,420 I hope you're having a good one wherever you are. 4 00:00:12,780 --> 00:00:17,700 We got a question in our Facebook group just a couple days 5 00:00:17,700 --> 00:00:22,620 ago and I thought this is something to really talk about because as you'll see, 6 00:00:22,620 --> 00:00:27,210 this question is speaking specifically about Black Friday, which is coming up, 7 00:00:27,210 --> 00:00:30,450 which is crazy, but really any time of year, 8 00:00:30,600 --> 00:00:33,300 how do you promote your one-on-one health coaching program? 9 00:00:33,300 --> 00:00:36,390 And I know that this is something that we struggle with. 10 00:00:36,690 --> 00:00:41,430 I know everyone listening to this podcast probably wishes that they had more 11 00:00:41,550 --> 00:00:44,700 one-on-one clients. Yes. Just say yes in the comments. 12 00:00:44,700 --> 00:00:48,690 If you're here with me as I record live into our Facebook group, 13 00:00:49,170 --> 00:00:52,560 it's the perennial problem. That's why I'm here to help. 14 00:00:52,980 --> 00:00:56,910 So here is what Allie posted in our Facebook group the other day, and Allie, 15 00:00:56,910 --> 00:01:00,810 if you're listening or if you're watching, please say hello. Allie said, 16 00:01:01,590 --> 00:01:06,450 I want to do an end of the year discount offer for my online coaching 17 00:01:06,450 --> 00:01:07,230 program. 18 00:01:07,230 --> 00:01:11,040 When's the best time to do this so that I don't get lost in the Black Friday 19 00:01:11,040 --> 00:01:15,270 chaos And without coming across as to New Year's 20 00:01:15,810 --> 00:01:16,643 resolution, 21 00:01:17,460 --> 00:01:22,410 I want to just offer a last call for 2024 price kind of promo before 22 00:01:22,410 --> 00:01:26,610 the holiday madness. Any thoughts are very much appreciated. 23 00:01:26,850 --> 00:01:27,990 So first of all, 24 00:01:27,990 --> 00:01:32,520 if you've ever done any kind of Black Friday deal or last call 25 00:01:32,520 --> 00:01:34,830 pricing, tell us how that went. 26 00:01:34,830 --> 00:01:37,350 Use the chat area here inside our Facebook group. 27 00:01:37,350 --> 00:01:39,570 If you're listening to this via podcast later, 28 00:01:39,780 --> 00:01:42,780 come on over to the Health Coach Power Community Facebook group, 29 00:01:42,780 --> 00:01:46,440 and I'd love to talk about this. We have about a month, 30 00:01:46,440 --> 00:01:51,210 maybe five weeks to go until Black Friday and it's a good time to think about 31 00:01:51,210 --> 00:01:56,130 this kind of thing. I just want to back up the truck here and 32 00:01:56,130 --> 00:02:01,050 Allie let you know that one thing I definitely don't recommend is 33 00:02:01,110 --> 00:02:05,970 ever discounting an existing coaching program. 34 00:02:05,970 --> 00:02:10,140 So if your brand new to coaching or if you have a new program, 35 00:02:11,010 --> 00:02:14,610 bringing the price up gradually makes a lot of sense. 36 00:02:14,760 --> 00:02:18,900 Some sort of step up pricing. That's something I teach inside of Fast Track, 37 00:02:19,470 --> 00:02:24,210 but what we don't want to do is discount our one-on-one services where 38 00:02:24,360 --> 00:02:29,100 really truly we're being paid for this very hands-on 39 00:02:29,100 --> 00:02:32,910 time with the client. It's a premium offer no matter how you slice it. 40 00:02:33,210 --> 00:02:35,550 So we're not discounting. 41 00:02:36,060 --> 00:02:40,980 I like much better what Allie said about offering a last call for 2024 42 00:02:40,980 --> 00:02:41,580 price. 43 00:02:41,580 --> 00:02:45,690 That's something that you can certainly do and we've talked about that in past 44 00:02:45,690 --> 00:02:47,250 years. That way you're not discounting, 45 00:02:47,250 --> 00:02:51,180 you're just letting people know that the price will go up January and that makes 46 00:02:51,180 --> 00:02:56,160 sense because prices tend to go up in the new year. So I like all 47 00:02:56,160 --> 00:02:59,800 of those things, but more to the point, 48 00:03:00,100 --> 00:03:02,800 how can we promote our one-on-one coaching, 49 00:03:02,800 --> 00:03:07,690 not just on this one particular day where people are looking for a hot deal, 50 00:03:07,870 --> 00:03:09,250 but all year long, 51 00:03:09,790 --> 00:03:13,600 there are some key factors that come into play. 52 00:03:14,440 --> 00:03:14,830 Again, 53 00:03:14,830 --> 00:03:19,630 any point during the year when a new client is deciding to 54 00:03:19,660 --> 00:03:22,450 enroll in your one-on-one coaching program, 55 00:03:22,960 --> 00:03:27,100 I kind of broke this down into three main factors and I'm going to talk about 56 00:03:27,100 --> 00:03:30,940 all three today. I think one of them, 57 00:03:31,000 --> 00:03:35,890 which is the idea of urgency comes into play with Black Friday 58 00:03:36,160 --> 00:03:39,730 or a discount or a limited time deal, 59 00:03:40,240 --> 00:03:44,770 but that's just one small piece of what's going to make somebody say yes. 60 00:03:46,240 --> 00:03:49,390 What's going to combine everything that we talk about today? 61 00:03:49,540 --> 00:03:54,040 What I find to be the most effective way to get people 62 00:03:54,040 --> 00:03:58,660 actually interested in working with you and ready to spend the money and ready 63 00:03:58,660 --> 00:04:03,430 to say yes now is a strategy that I've 64 00:04:03,430 --> 00:04:04,000 used many, 65 00:04:04,000 --> 00:04:08,710 many times in my own coaching business and it's a three day challenge. In 66 00:04:08,710 --> 00:04:11,830 fact, I believe in the power of a three day challenge. 67 00:04:11,860 --> 00:04:16,210 So very much I'm actually going to be walking health coaches through the 68 00:04:16,210 --> 00:04:21,160 process so you can see how it works and teaching you how to put together 69 00:04:21,160 --> 00:04:24,040 your own three-day challenge in just a couple weeks. 70 00:04:24,190 --> 00:04:26,410 So I want to encourage you to sign up for that. 71 00:04:26,410 --> 00:04:28,840 It's completely free to participate with us. 72 00:04:29,140 --> 00:04:33,850 You'll go to healthcoachpower.com/build. 73 00:04:34,120 --> 00:04:36,610 I'm going to help you build your three day challenge, 74 00:04:36,610 --> 00:04:39,100 which is going to help build your mailing list, 75 00:04:39,100 --> 00:04:42,850 which is going to help build your client roster. 76 00:04:43,540 --> 00:04:45,640 Everything has to work together, 77 00:04:45,850 --> 00:04:49,330 especially these three factors that have to come together when someone's going. 78 00:04:50,320 --> 00:04:54,610 Yeah, I think I am going to invest my time, my energy, 79 00:04:54,730 --> 00:04:58,030 my money into working with this health coach. 80 00:04:58,210 --> 00:05:01,120 So if you haven't already signed up for Build Your List of the Three Day 81 00:05:01,120 --> 00:05:05,380 Challenge, head on over to that url. I just dropped it into the Facebook group. 82 00:05:05,380 --> 00:05:10,300 If you're listening, it's healthcoachpower.com/build. We start on October 22nd. 83 00:05:10,660 --> 00:05:14,170 Even if you're busy that week, you can't do it. That's okay. Sign up anyway. 84 00:05:14,170 --> 00:05:18,250 You're going to get access to all the materials so that you can participate and 85 00:05:18,250 --> 00:05:20,140 do it on your own schedule. Alright, 86 00:05:20,230 --> 00:05:24,610 so let's get into the three factors that are going to make somebody say yes. 87 00:05:25,120 --> 00:05:29,350 I don't think this first one is going to be a surprise, but remember, 88 00:05:29,350 --> 00:05:32,110 if you're doing a sale or a discount, 89 00:05:32,110 --> 00:05:37,090 we might forget about the trust factor 90 00:05:37,690 --> 00:05:39,070 in coaching. 91 00:05:39,190 --> 00:05:43,600 The trust factor is everything. 92 00:05:43,780 --> 00:05:48,700 People are not going to hire you if they don't like you, 93 00:05:48,850 --> 00:05:53,680 if they don't want to be around you, if they're not vibing off your energy, 94 00:05:53,680 --> 00:05:55,720 right? I mean, honestly, of all three, 95 00:05:55,720 --> 00:05:59,450 this is the most important because people will find the money, 96 00:05:59,450 --> 00:06:04,190 they will find the time, they will reprioritize their life if they're just like, 97 00:06:04,220 --> 00:06:04,550 oh my God, 98 00:06:04,550 --> 00:06:09,290 I need to be around this person. I'm sure you've met people like that in your 99 00:06:09,290 --> 00:06:13,610 life where you're just being around this person makes me want to do better, 100 00:06:13,610 --> 00:06:15,050 inspires me, 101 00:06:15,200 --> 00:06:19,850 makes me get up in the morning with a new vigor or a new spirit for life. 102 00:06:20,240 --> 00:06:25,100 So how can you build a trust factor with those in your 103 00:06:25,100 --> 00:06:28,130 audience and with perfect strangers? 104 00:06:28,430 --> 00:06:33,020 So over time, that's what an email list is really for. 105 00:06:33,230 --> 00:06:34,220 We're sending emails, 106 00:06:34,220 --> 00:06:38,990 we're communicating with our audience week in and week out so that over time we 107 00:06:38,990 --> 00:06:43,850 can build up this trust factor so that when we have an 108 00:06:43,850 --> 00:06:47,510 offer, people are like, yes, of course I'm going to hire this person. 109 00:06:47,660 --> 00:06:49,430 They're consistently in my inbox. 110 00:06:49,430 --> 00:06:52,520 They always make me laugh or they always make me feel good or they always have 111 00:06:52,520 --> 00:06:56,420 useful information. I trust them. I feel like I know them. 112 00:06:56,840 --> 00:07:00,200 So important. But when you run a three day challenge, 113 00:07:00,200 --> 00:07:04,820 you can really pack a lot of that know, like, 114 00:07:04,820 --> 00:07:09,620 and trust building into three days. So whether someone has been in your 115 00:07:09,620 --> 00:07:11,210 world for a long time, 116 00:07:11,900 --> 00:07:16,820 this is a nice immersion for them to spend three days with you or if you 117 00:07:16,820 --> 00:07:18,860 have new people coming into your audience, 118 00:07:18,860 --> 00:07:23,330 and that is the idea when you're offering a free event, it helps you build buzz, 119 00:07:23,330 --> 00:07:24,800 it gives you something to talk about. 120 00:07:24,800 --> 00:07:29,390 It gives you something to offer new people, friends will invite friends, 121 00:07:29,390 --> 00:07:33,440 they'll invite family. So now you have all these new faces in your world. 122 00:07:33,680 --> 00:07:38,270 We don't necessarily want someone to hang out on our mailing list for two 123 00:07:38,270 --> 00:07:42,230 years, three years, five years, 10 years before they know and trust us. 124 00:07:42,740 --> 00:07:47,720 So how can we make that happen a little faster? Three day challenges. Really, 125 00:07:47,720 --> 00:07:50,990 really good for that because they're going to get to hear from you, 126 00:07:51,080 --> 00:07:55,310 experience what you have to offer, talk to you, participate with you, 127 00:07:55,310 --> 00:07:59,840 get feedback from you. There's interaction that can happen in a three day event 128 00:08:00,080 --> 00:08:03,320 that you just really don't get to do any other way with people. 129 00:08:03,410 --> 00:08:07,100 I love workshops. I love webinars. These are like one-time events. 130 00:08:07,280 --> 00:08:09,980 Now we're spending three days with people. 131 00:08:10,100 --> 00:08:13,820 It gives them that many more touch points with us, 132 00:08:14,270 --> 00:08:19,040 so that know trust factor goes through the roof. 133 00:08:19,220 --> 00:08:24,200 You'll have people who on day one don't know you at all and on day three 134 00:08:24,200 --> 00:08:26,240 are telling all their friends about you. 135 00:08:26,450 --> 00:08:28,580 Or on day three they're inviting friends. Hey, 136 00:08:28,580 --> 00:08:31,220 you can still sign up for the challenge I've been doing this week. 137 00:08:32,000 --> 00:08:33,500 This health coach is so amazing. 138 00:08:34,010 --> 00:08:38,480 They're going to become your big raving fans again because within a 139 00:08:38,480 --> 00:08:43,130 challenge, you're sending an email, they get an email from you each day. 140 00:08:43,130 --> 00:08:47,750 That's like the baseline. From there you can be doing things like live video. 141 00:08:47,780 --> 00:08:48,613 You don't have to, 142 00:08:48,620 --> 00:08:51,860 but you might. That's another way for people to interact with you. 143 00:08:52,070 --> 00:08:55,680 You might be providing some sort of prerecorded video. 144 00:08:55,680 --> 00:08:58,980 That's another way for people to hear your voice look at your face. 145 00:08:59,100 --> 00:09:00,420 You just get to know people. 146 00:09:00,540 --> 00:09:05,520 I can't tell you how many coaches tell me they feel like they know me because 147 00:09:05,520 --> 00:09:06,810 they've heard my voice so much. 148 00:09:07,050 --> 00:09:11,880 Even just listening to this podcast or we run events like this all the time and 149 00:09:11,880 --> 00:09:14,760 health coaches are like, oh my gosh, Michelle, I feel like I know you. 150 00:09:14,760 --> 00:09:17,730 Your voice is in my head. That really helps build that know, 151 00:09:17,730 --> 00:09:21,630 like and trust factor. You're going to have some type of online forum, 152 00:09:21,630 --> 00:09:24,600 some type of place where you can interact during your three days, 153 00:09:25,020 --> 00:09:27,990 and that's a huge way for people to go, oh, 154 00:09:27,990 --> 00:09:31,830 this person's paying attention to me. I left a comment. They wrote back, 155 00:09:32,160 --> 00:09:35,820 this is a real person. It's not just a face on the internet. 156 00:09:36,270 --> 00:09:40,860 So whether you're bringing in your family and your friends to get them 157 00:09:41,010 --> 00:09:44,070 more involved with what you do with your work or you're working with perfect 158 00:09:44,070 --> 00:09:45,030 strangers, 159 00:09:45,360 --> 00:09:50,250 a three day challenge is the best way I know to 160 00:09:50,250 --> 00:09:54,870 get people feeling like they really know you, they would say yes, 161 00:09:54,870 --> 00:09:55,290 please. 162 00:09:55,290 --> 00:09:59,220 I'd love to work with you because I feel like I can trust you because I like 163 00:09:59,220 --> 00:10:01,800 everything you've said so far. You're making me nod my head. 164 00:10:01,860 --> 00:10:04,860 You change in my life just in these three days. Oh my god. 165 00:10:04,860 --> 00:10:08,400 Can you imagine what we could do if we work together for three months or however 166 00:10:08,400 --> 00:10:11,130 long your coaching program is? Okay, 167 00:10:11,400 --> 00:10:13,890 now tell me in the chat if you're here with me live, 168 00:10:13,890 --> 00:10:17,280 how are you currently building your know, 169 00:10:17,310 --> 00:10:19,710 like and trust factor with your audience? 170 00:10:20,250 --> 00:10:24,930 Are you sending emails regularly to a mailing list? Are 171 00:10:24,930 --> 00:10:28,080 you maybe posting regularly to social media? I mean, 172 00:10:29,130 --> 00:10:32,970 none of these things are you showing up and doing talks in your local community. 173 00:10:33,150 --> 00:10:37,800 There's so many ways to help people get to know you and 174 00:10:38,100 --> 00:10:39,990 you and build a relationship, 175 00:10:40,530 --> 00:10:43,200 but none does it faster than a three day challenge. 176 00:10:43,200 --> 00:10:45,750 So that's why I really like that one. Okay, 177 00:10:45,870 --> 00:10:47,760 so that's obviously huge when we're signing, 178 00:10:48,300 --> 00:10:52,290 we're promoting our one-on-one coaching program. Next. 179 00:10:54,000 --> 00:10:57,630 I didn't make this up and I don't even know who to give credit to for this. 180 00:10:57,630 --> 00:11:00,510 I just think it is a brilliant way of describing marketing. 181 00:11:01,200 --> 00:11:04,260 So it goes something like this, I'm going to mess it up. Oh my God, 182 00:11:04,260 --> 00:11:06,240 I'm just saying this off the top of my head right now, 183 00:11:06,240 --> 00:11:07,920 but it's such a good lesson, okay? 184 00:11:07,920 --> 00:11:11,460 Let's say that you're not a health coach and actually very different for a 185 00:11:11,460 --> 00:11:14,310 living. You sell hot dogs. That's what the example is. 186 00:11:14,940 --> 00:11:17,880 How can you make the most money selling hot dogs? 187 00:11:17,880 --> 00:11:21,810 How can you sell the most hot dogs? How can you have the highest pricing? 188 00:11:22,140 --> 00:11:26,400 What would you have to do in order to be the best hot dog 189 00:11:26,640 --> 00:11:27,810 salesperson ever? 190 00:11:28,080 --> 00:11:33,030 Imagine that you had one of those carts and you're cooking up dogs so you 191 00:11:33,030 --> 00:11:34,560 can have better hot dogs. 192 00:11:34,800 --> 00:11:39,750 I know in this group we all would want our hot dogs to be organic and grass 193 00:11:39,750 --> 00:11:42,240 fed and we'd want to actually know what was in the hot dog. 194 00:11:42,390 --> 00:11:46,830 So maybe that's one thing you could do. You could sell a better quality product. 195 00:11:47,100 --> 00:11:50,760 Yeah, that's one way you could go about it. What else could you do? 196 00:11:50,760 --> 00:11:55,420 You could have better sign signage, hot dogs, get 'em here. 197 00:11:55,420 --> 00:11:57,310 Your sign's bigger, your sign's better. 198 00:11:57,310 --> 00:12:02,200 You're going to get more customers. There's lots of ways that you could do 199 00:12:02,200 --> 00:12:03,790 better in your hot dog business, 200 00:12:04,300 --> 00:12:07,270 and I swear this is coming back around to health coaching any minute now, 201 00:12:07,930 --> 00:12:12,760 but the very best way to sell hot dogs is to park your 202 00:12:12,760 --> 00:12:17,560 hot dog cart outside Yankee Stadium 203 00:12:17,560 --> 00:12:22,300 when the game just got out or parking it outside somewhere where people are 204 00:12:22,780 --> 00:12:27,760 there in great quantity and they are hungry. That's the main thing. 205 00:12:28,000 --> 00:12:32,980 You want to sell hot dogs at 6:00 PM You want to sell hot dogs at 206 00:12:32,980 --> 00:12:33,280 noon. 207 00:12:33,280 --> 00:12:38,230 You want to be selling your hot dogs when and where people are hungry and that's 208 00:12:38,230 --> 00:12:40,990 how you're going to do the best in your hot dog business. Okay, 209 00:12:41,110 --> 00:12:43,870 so now how does this relate to health coaching? Well, 210 00:12:44,530 --> 00:12:48,280 when someone is hungry for health coaching, 211 00:12:48,460 --> 00:12:50,290 it's when they are really, 212 00:12:50,290 --> 00:12:55,150 really aware of and thinking about whatever health problem they 213 00:12:55,150 --> 00:12:58,150 have. I'm sure people like this, 214 00:12:58,180 --> 00:13:00,640 they have 99 health problems, 215 00:13:00,820 --> 00:13:04,900 but they're not thinking about any of them or they're thinking about the 216 00:13:04,900 --> 00:13:08,290 smallest, what we would consider the silliest one. 217 00:13:09,070 --> 00:13:11,920 But they have their gut is a wreck. 218 00:13:11,920 --> 00:13:14,620 They've got all kinds of hormone imbalances. 219 00:13:14,620 --> 00:13:18,640 They've got toxicity from every single thing in their kitchen and everything 220 00:13:18,640 --> 00:13:22,090 they're eating and the air freshener hanging in their car, 221 00:13:24,100 --> 00:13:28,780 but they're not thinking about that. They're not hungry for help with that. 222 00:13:29,860 --> 00:13:34,510 We want to promote our services to people who are hungry for a 223 00:13:34,510 --> 00:13:36,190 solution to their problem, 224 00:13:36,820 --> 00:13:41,650 and that is another reason why a three-day challenge can be so effective because 225 00:13:41,650 --> 00:13:42,483 if done, 226 00:13:43,900 --> 00:13:47,620 you're not only having fun with people for three days, 227 00:13:48,010 --> 00:13:49,870 giving 'em some health tips. 228 00:13:49,870 --> 00:13:53,230 That's what you want to kind of avoid in these things. By the way, 229 00:13:53,410 --> 00:13:57,940 just giving out tips, what you really want to do, it's very strategic, 230 00:13:58,090 --> 00:14:02,110 is you want to help someone fully recognize their problem, 231 00:14:02,350 --> 00:14:06,340 come face to face with the issue that they're having. Think about that problem. 232 00:14:06,550 --> 00:14:09,940 Think about how much better their life would be if they didn't have that problem 233 00:14:09,940 --> 00:14:13,300 anymore. They have, I don't know what they have. They have low energy, 234 00:14:13,300 --> 00:14:17,410 they have eczema, they have Lyme disease, they can't sleep at night. 235 00:14:18,310 --> 00:14:22,510 You want them to confront their problem and become 236 00:14:22,600 --> 00:14:25,180 incredibly hungry for a solution, 237 00:14:25,180 --> 00:14:28,090 which at the end of your three day challenge, 238 00:14:28,090 --> 00:14:32,170 you'll be able to offer a way for them to work with you. 239 00:14:33,070 --> 00:14:36,370 So this is how we get someone to say yes, 240 00:14:36,550 --> 00:14:40,840 we build up the no trust factor and then you have to create an 241 00:14:40,840 --> 00:14:41,673 environment. 242 00:14:42,220 --> 00:14:46,990 It's almost like where they can see and hear and feel their problem 243 00:14:47,080 --> 00:14:50,470 more fully than they normally would. Not that we want them to suffer. 244 00:14:50,560 --> 00:14:52,700 I'm not saying we want their symptoms to get worse, 245 00:14:52,880 --> 00:14:57,080 we just want to amplify and make it very present for them. Like, oh yeah, 246 00:14:57,080 --> 00:15:01,760 I have been suffering my life could be so much better if I solved this 247 00:15:01,790 --> 00:15:03,590 issue because what do people normally do? 248 00:15:04,490 --> 00:15:07,430 They just took it under the rug and they keep living their life. 249 00:15:07,430 --> 00:15:11,870 They're exhausted. They just drink another cup of coffee, they can't sleep. 250 00:15:12,050 --> 00:15:13,550 They pop an Ambien. 251 00:15:13,640 --> 00:15:18,620 People are masters of ignoring their big problems. 252 00:15:18,950 --> 00:15:23,720 They're masters of making sure that they just numb out instead of 253 00:15:23,720 --> 00:15:26,660 looking for a solution. So in our three day challenge, 254 00:15:26,660 --> 00:15:31,340 we want to help them see that there is a solution and they can be feeling 255 00:15:31,550 --> 00:15:36,320 so much better so that their stomach is basically growling for that solution. 256 00:15:36,560 --> 00:15:41,270 And then when you offer it to them, it's like a no brainer. They're like, 257 00:15:41,300 --> 00:15:44,750 oh yeah, obviously I need this right now. Does that resonate? I know, 258 00:15:44,750 --> 00:15:46,940 I know we don't like hot dogs very much in this crowd, 259 00:15:46,940 --> 00:15:50,540 but does that resonate? You're always going to do bestselling something to 260 00:15:50,540 --> 00:15:54,470 people that want it to people who know they need it, 261 00:15:54,770 --> 00:15:57,590 not to people who you think need it. 262 00:15:57,770 --> 00:15:59,840 You see someone walking down the street and you're like, oh, 263 00:15:59,840 --> 00:16:03,350 they could totally use my health coaching program. That means nothing. 264 00:16:03,650 --> 00:16:07,760 They have to realize it. They have to realize it first 265 00:16:09,350 --> 00:16:12,110 and then the last thing that needs to come into play, 266 00:16:12,230 --> 00:16:16,850 the thing that really pushes someone from health coaching. 267 00:16:16,850 --> 00:16:21,140 That's interesting. Maybe I'll do that sometime. 268 00:16:21,290 --> 00:16:25,340 Maybe I'll do that next month. Maybe I'll think about it later. 269 00:16:25,520 --> 00:16:29,060 We love to do it later. Just human nature. 270 00:16:29,330 --> 00:16:33,500 We love to procrastinate. We love to say I'll sleep on that. 271 00:16:33,740 --> 00:16:38,240 How many times have you been sitting there in a consultation and you offer your 272 00:16:38,240 --> 00:16:41,510 program and someone goes, I'd like to do this. I'd like, 273 00:16:42,020 --> 00:16:46,850 could I do this later? It's like the perennial problem of people just 274 00:16:46,850 --> 00:16:50,150 wanting to procrastinate, dealing with their health issues. 275 00:16:50,420 --> 00:16:55,100 So the way to get someone to help someone 276 00:16:55,100 --> 00:16:58,250 make the decision that ultimately is going to serve them best, 277 00:16:58,490 --> 00:17:02,780 just a little push really helps in sales of all kinds. 278 00:17:02,930 --> 00:17:07,580 But I find very much so in this coaching space where people don't necessarily 279 00:17:07,670 --> 00:17:09,470 think I need this right now, 280 00:17:09,860 --> 00:17:14,570 is to provide some level of urgency and scarcity. 281 00:17:14,870 --> 00:17:17,720 And we talk about this a lot inside my fast track program. 282 00:17:17,870 --> 00:17:22,010 It is just the underpinning of so many different sales tactics and we never want 283 00:17:22,010 --> 00:17:26,960 to do it in an icky used car salesman kind of way. However, 284 00:17:27,290 --> 00:17:30,890 if you're, this is where that Black Friday thing actually is. 285 00:17:31,490 --> 00:17:36,110 It works because you're saying you can get this thing that you want. 286 00:17:36,110 --> 00:17:37,430 You can get this solution, 287 00:17:37,430 --> 00:17:42,380 you can get this result that you need and you can get it with this huge 288 00:17:42,380 --> 00:17:44,360 bonus or at this great price, 289 00:17:44,360 --> 00:17:48,290 or there's an incentive. We have to do it within this time period. 290 00:17:49,830 --> 00:17:54,120 And so that's really helpful about running live 291 00:17:54,420 --> 00:17:56,610 date-based events, 292 00:17:56,760 --> 00:18:00,780 like a three day challenge because they got to sign up for it by a certain day. 293 00:18:01,440 --> 00:18:04,860 There's just this very mild pressure to do it. 294 00:18:05,790 --> 00:18:09,450 It's like what's the term for that when it's a healthy amount of stress? 295 00:18:09,480 --> 00:18:12,690 It's called eustress, right? EU stress. 296 00:18:14,160 --> 00:18:17,430 So it's not so little stress that we're just complacent and lazy and it's not so 297 00:18:17,430 --> 00:18:20,610 much stress that we're burning out, but just in the middle of that bell curve, 298 00:18:20,610 --> 00:18:24,210 that eustress that says, yeah, I'm going to be proactive. 299 00:18:24,210 --> 00:18:25,560 I'm going to do the thing. 300 00:18:25,740 --> 00:18:29,310 We get people to sign up for this three day challenge. Now they're there, 301 00:18:29,310 --> 00:18:33,180 they're with us, and then we say, Hey, you can sign up for my program. 302 00:18:33,180 --> 00:18:37,050 I can help you get the result that you're looking for. I can help you resolve 303 00:18:37,050 --> 00:18:39,030 these issues that you've been dealing with, 304 00:18:39,450 --> 00:18:43,920 and we give them an incentive to do it now versus 305 00:18:44,340 --> 00:18:48,270 later, the inevitable later. We don't want them to do it later. 306 00:18:48,450 --> 00:18:52,590 If you're here with me live and I know a bunch of you are, tell me in the chat. 307 00:18:52,590 --> 00:18:56,310 If you just say me, if you've ever had someone say to you, 308 00:18:56,550 --> 00:19:00,300 I'd like to do that later, can I sign up later? Right? 309 00:19:00,330 --> 00:19:04,950 It's like it's this bucket of cold water on you after you're just so excited to 310 00:19:04,950 --> 00:19:06,930 work with someone. It's the right thing for them, 311 00:19:07,200 --> 00:19:11,310 and then they just resort to that procrastination. I think we've all been there. 312 00:19:11,910 --> 00:19:15,540 So I'm going to reiterate these key factors. I don't care. 313 00:19:16,110 --> 00:19:19,050 There's probably so many ways that you can combine them and so many ways that 314 00:19:19,050 --> 00:19:23,760 you can make them happen, but a three day challenge covers them all. So first, 315 00:19:23,760 --> 00:19:25,860 it's the know, like, and trust factor. 316 00:19:25,860 --> 00:19:30,480 We can have so much fun with people over three days that they just want to spend 317 00:19:30,480 --> 00:19:34,920 more time with you win. It's a win for them. It's a win for you. 318 00:19:35,190 --> 00:19:35,700 Next, 319 00:19:35,700 --> 00:19:40,380 we want to help amplify and help them better see here and feel their problem so 320 00:19:40,380 --> 00:19:43,800 that we are offering something to them while they are hungry for it, 321 00:19:44,070 --> 00:19:48,330 while they are thinking about it before they just go back to their regular life 322 00:19:48,570 --> 00:19:53,010 and they just tuck it away again and pretend it doesn't exist. And then lastly, 323 00:19:53,010 --> 00:19:56,400 we want to provide some type of urgency or scarcity, 324 00:19:56,400 --> 00:19:57,600 which I didn't say as much about. 325 00:19:57,600 --> 00:20:01,470 Urgency is like buy this date or before this thing happens, 326 00:20:01,470 --> 00:20:04,560 you have to get it done by this time. There's a reason to move. Now, 327 00:20:04,740 --> 00:20:09,600 scarcity is when there's only a few spots available. And that's always true with 328 00:20:09,600 --> 00:20:12,840 one-on-one coaching. Even if you have no clients right now, 329 00:20:12,990 --> 00:20:17,820 there is a maximum number of one-on-one clients that you can work with at any 330 00:20:17,820 --> 00:20:19,440 one time. I mean, I don't know about you guys, 331 00:20:19,440 --> 00:20:22,080 but I always maxed out at like 10, right? 332 00:20:22,080 --> 00:20:26,010 It's a lot of energy working with one-on-one clients. If you have another job, 333 00:20:26,010 --> 00:20:28,260 if you have other commitments. I know some coaches are like, 334 00:20:28,680 --> 00:20:33,180 I can only work with one client at a time right now based on the other things 335 00:20:33,180 --> 00:20:36,510 going on in my life. Use that to your advantage. 336 00:20:36,690 --> 00:20:40,680 You're going to let people know that there is exactly one space available that's 337 00:20:40,680 --> 00:20:43,020 scarcity, and that makes somebody go, Ooh, 338 00:20:43,380 --> 00:20:47,380 maybe I should do the thing instead of waiting on the thing. 339 00:20:47,470 --> 00:20:50,800 If there's only one spot, I need that. Right? 340 00:20:50,890 --> 00:20:55,810 And this is all done in service of helping people get the 341 00:20:55,810 --> 00:20:59,800 support that they so desperately need, do the things for the help, 342 00:20:59,800 --> 00:21:03,940 their help that they so desperately need and want to do, 343 00:21:03,940 --> 00:21:08,380 but yet it's always just so convenient for them not to. Yeah. 344 00:21:09,250 --> 00:21:11,500 So I'm going to walk you through this process. 345 00:21:11,500 --> 00:21:15,490 I'm going to walk you through a three day event that does exactly this, 346 00:21:15,670 --> 00:21:19,960 and we are going to have some fun together and we are going to know each other 347 00:21:19,960 --> 00:21:21,850 better by the end of this event. In fact, 348 00:21:21,850 --> 00:21:26,470 I already today have participants posting in our Facebook group a photo of 349 00:21:26,470 --> 00:21:29,680 themselves and a little introduction so we can get to know everybody. 350 00:21:29,830 --> 00:21:31,240 It's so important. 351 00:21:31,240 --> 00:21:36,010 It's so good for people to connect and not feel like they're in it alone. 352 00:21:36,310 --> 00:21:40,300 And I'm going to walk you through better understanding how and why to run your 353 00:21:40,300 --> 00:21:44,680 own three day challenge and how to put all the pieces into place. 354 00:21:44,860 --> 00:21:46,180 So this is going to be a very, 355 00:21:46,180 --> 00:21:49,930 very worthwhile event for you for all the health coaches. Once again, 356 00:21:49,930 --> 00:21:51,280 you can sign up for free. 357 00:21:51,280 --> 00:21:55,870 It's at healthcoachpower.com/build, 358 00:21:56,290 --> 00:21:59,770 and I can't wait to see you there. I think we're going to have a very, 359 00:21:59,770 --> 00:22:01,660 very good time together. 360 00:22:01,990 --> 00:22:06,400 So put it on your calendar October 22nd through the 24th. Remember, 361 00:22:06,400 --> 00:22:08,860 even if you can't make those days sign up. Anyway, 362 00:22:08,860 --> 00:22:12,340 I'll give you all the materials so that you can watch 'em on your own time. 363 00:22:12,580 --> 00:22:13,810 And I will see you there. 364 00:22:13,900 --> 00:22:17,230 No podcast episode next week because guess what I'm going to be doing? 365 00:22:17,590 --> 00:22:19,930 I'm going to be running this event for you guys. 366 00:22:20,260 --> 00:22:22,720 So I won't be here on podcast, 367 00:22:22,870 --> 00:22:26,920 but I will be very much present with you inside our Facebook group, 368 00:22:27,130 --> 00:22:30,670 especially for everyone who has signed up. All right, you guys, 369 00:22:30,700 --> 00:22:33,490 I'll see you there. Looking forward to it. Have a great week.