May 8, 2020

How To Overcome Fear Doing This One Thing! [This is NO 10X technique... try 100X instead!]

FULL TRANSCRIPT 👇🏻

#how to overcome fear #lifecoach #lifecoachingtraining #lifecoachschool #thecoachyourwayschool #howtoovercomefear

thecoachyourwayschool

May 1, 2020

How To Start A Successful Coaching Business in 2020 [Part 3]

FULL TRANSCRIPT 👇🏻

Hello everyone, Dave Fernandez here. I'm the founder of The Coach Your Way School and the author of the Number One Factor That Determines Your Success In Business, which by the way, you can get for free once you join our Facebook group and I have a link in the description down below for you to do so a little later.

Welcome to part three of this three part video series where I've been breaking down the business of coaching for you.

Part one was all about the business structure, how to create your offers, your coaching manual, and your pricing. Part two was all about the sales process and the two things that must happen consistently in order for you to have a thriving business. Part three which is today's video is going to be all about the marketing process. I'll be sharing my formula for defining your marketing message down to one sentence and how to deliver it in order to attract the right people to you. I'll also be talking about highly effective techniques to get in front of your audience organically and via paid ads. So if you're ready to learn more about the marketing process as it pertains to the coaching business, stick around because this video is for you.

Let's get started by defining your marketing message down to one sentence. And the formula I'm going to be sharing with you is a very simple formula that I've used over the years in order to define my messages depending on the problem that I'm trying to solve, and how I'm offering to solve it.

The formula goes like this:

I help__________do_________via______.

I would write it down if I were you because you're going to need it. In order to fill in the blanks, we are going to have to go back through that exercise that we did in video number one. That was where we defined your ideal client based on the traits that they would have to have, the problems that they would have to be going through, in order for them to be a good fit for what you have to offer and the problems that only you can solve.

If you haven't done so yet, here's the link to video number one. So you can revisit that part and do that first portion of the exercise. I'm still going to review it a little bit here. First, let's list out the pain points that this person is going through. I'm going to use the example primarily of organization, just like I did with video one. Your ideal client might be somebody who is having a lot of problems getting organized. Their lives are a mess and they're suffering for it which may show up in areas like being late to appointments and having a messy house. They don't have any type of routine or any type of system to keep track of things and it's affecting their lives and everybody's life around them. They are at a point where they are desperate and they are looking for a solution to this problem. They might have gone online several times, watched other videos on the topic, but nothing is working. So now they're looking to engage the help of someone.

If you put yourself in that situation and you list out all the things that they're going through, all the pain points, the things that keep them awake at night, those things that don't allow them to have a fulfilling life it will be helpful and the things that are creating inner turmoil within them. What are those things? What are the things that they would want to go away? Having this list of pain points, things that they're going through, that are causing them to suffer, is key for you to develop your marketing message. Now that you have the list, now we can go ahead and grab some of these items and start plugging them in to our little formula.

So, to start the formula,

I help______do_______via____.

The first blank, is the person that you're helping. So in this case, just for now, we're just going to use the word people. I help people. But we can go a lot nearer into who you're actually helping. I'll give you some examples in a minute, but for now, let's just use people. So, I help first blank would be people and then do what? So this is the pain point. What is the thing that they would most want to go away? What is the thing that they aspire to. If you look at somebody that is having problems with organization, maybe their life is a mess and again they're causing pain to other people. They feel like they're out of control. Their life is out of control because they have no way of organizing things to work systematically for them and create certain outcomes. So, they need to gain control. That is what they're going for. That is what they would want to have control over their lives. I help people take control of their lives. That would be probably one option for the second blank via, and that's when you offer how you do that. Via coaching, via mentorship, via teaching, via a program. So in your case everybody's case is going to be different, but you could use something like; I help people take control of their lives by teaching them how to get organized or I help people take control of their lives by teaching them my foolproof organizational method. For example, in case you have a program that teaches people how to get organized. In some cases you may want to get a little bit more specific about who you're helping. So instead of saying, I help people do this via that, you say, I help women do this via that. I help men do this via that. I help retirees do this via that. I help teenagers. I help couples. I help seniors.

Obviously the more specific the better. But if you don't want to narrow down your market so much using people, it's okay. I'm going to give you a few examples about how this would work in several markets.

Examples of Coaching Offer Statements:

For business, I help entrepreneurs overcome fear and take their business to the next level.

In the relationship market, I help couples repair their relationship by teaching them how to communicate better.

In the health and fitness market, I help people lose weight without having to move to the gym.

In the personal finance field, I help people get out of debt by teaching them how to get their finances in order.

In the personal development field, I help people achieve their goals through mentorship and relentless accountability.

As you can see, having a message so specific, is key for you to start attracting the right people to you because you're calling them out. You're calling out who they are, what they're going through, and how you would solve their problem. So right then and there the right people will resonate with your message and the wrong people will just be repelled away. So next, what I want you to do, is to create as many of these one sentence messages as you can based on what you do, what you offer, and what your ideal client's problems are. I remember the first time I did it, I think I had 15 or 20 different variations of the same thing and I ended up grabbing three or four, memorizing them and having them ready at the tip of my tongue whenever I needed them depending on who I was talking to or the problem that I was trying to sell my services for.

The next part of the exercise is for you to create this little bit of verbiage that is going to be based on a three step formula that I'm going to show you. That is going to become the framework of everything else that you do. Every communication that you have with your prospects, every sales letter, your website, your ads, everything, is going to be key for you to have this document well-defined and the three step formula goes like this. It's called PAS and it stands for Problem, Agitation, Solution.

In the problem section, you're going to call out the problem. What is the main problem that your prospect is having? There's a very specific way you're going to do it. Number two, the agitation part is where you're going to make that problem very vivid for the prospect, almost gut wrenching. You're going to use language that is going to portray the feelings and the emotions that this problem is causing in the prospect. In the third part of this solution you're going to create a little call to action as to what they have to do in order to get in touch with you. So you can offer them relief and the solution. It could be as simple as click here and make an appointment with me or call this number and make an appointment with me.

Number one, the problem. You already know what your ideal client is going through. You know what their pain points are and why they are looking for a solution to their problems. The way I want you to frame the problem is by turning it into a question. You've seen these a lot everywhere in ads and TV, et cetera. You turn that problem into a question. For example, need help in your relationship, need help getting organized, need help getting fit, need help with your dad? That is one way of framing the problem and it is just as simple as that. You're calling out via a question, the people that have that problem. Everybody else is going to ignore it and that's okay, because you only want the people that have the problem to look up. As soon as you ask that question, those who have the problem will pay attention to it. That's why it is step number one.

There's another way that you can frame this question, which is more desire based, instead of calling out the problem, you're actually calling out the desire. That could be done by asking how would you like to? How would you like to come home and see your house clean and organized? How would you like to never miss another appointment again? How would you like to be able to wear your favorite bathing suit to the beach? How would you like to be able to get out of debt and start a savings account? How would you like to be able to? So, you get the point and you turn every pain point into what the ultimate desire is and then you just ask, How would you like to?

That is step number one, the problem. Part number two, an agitation. That is where you grab that problem and you amp it up, you make it very vivid, you paint it in a way with a language that is going to make the prospect relive that situation again as they read what you wrote or as you're talking to them. So, this could be done by painting a picture of what is happening. Imagine coming to your house, opening the door and everything is on the floor. Books are in every corner of the house. You go to the kitchen and it is a complete mess. You go to your office and there is not another piece of paper that can be put on that desk. The house is a mess and it's just weighing on you. You don't know where to put all these stuff and it's affecting your relationships, it's affecting your health. It's time to do something about this. So this is an example of how to do the agitation part.

Part number three, would be the solution to the problem. You are the solution. So once you're finished with the agitation portion all you have to do is just click here and make an appointment with me and I'll come out and help you re-organize your life. To use a different example in the relationship market, your call to action could be click on this link and make an appointment with me for a free consultation where I'm going to show you the three steps that you could do right now in order to start repairing your relationship today. That could be your call to action. This document doesn't have to be very long, it's actually very short. It's like almost a three paragraph or nothing cause problem, it's just a question. The agitation, you know, three, four, five sentences. Agitating the problem, and then the call to action is another two sentences, where you invite someone to make an appointment with you, so you guys can talk for free and have that strategy call I talked to you about in the sales process, a portion of this series.

Now that you have defined your one sentence of marketing message and you have your PAS framework, that problem, agitation solution it is time to get out there and spread the word. Let's start with organic reach or what is called social media. A lot of people start here, primarily because they are new to marketing and they don't want to spend any money in getting their message out there, et cetera. So they start with social media, their own personal accounts, et cetera. They start putting things out there, just to see what happens. One of the mistakes that I see a lot is that they think that just because they're going to post a picture of themselves with a quote on the bottom of whatever that's going to do anything for the business. It is going to tell everybody about what they do and people are just going to start calling them and asking them for help to work with them or whatever.

That's just not how it works. The way it works, especially for social media, you have to be very, very strategic and very specific as to the stuff that you put out there. Every piece of content, whether it is organic, paid advertising, or your website or anything, every time that you come in contact with your prospect, you're selling. You have to call them out with a problem. You have to agitate the problem and you have to show them the solution, that you are the solution. That's why we did that exercise before. Because now every piece of content needs to follow more or less that framework: the problem, agitation and solution. In many ways, what you want to do with your social media, is to add value to them. You want to go out there and teach, just like I'm doing right now. You go out and you put yourself out there and then you teach things that people want to hear. Your client would be someone needing organization, then you want to teach organizational tips. Things that they can implement right now and get some type of result right away. So now all of a sudden they're hooked. They'll remember you. Now, next time you post something, they'll pay attention. They'll tell their friends, and that's how the whole organic thing works.

Stop posting pictures of cats or videos of cats doing back flips and stuff. That does nothing for anyone. As a business, that's just entertainment. But as a business, you need to become an authority, especially if you're gonna be a coach. You need to show up in your community as an authority, as someone who knows what they're talking about, what they're doing and how to solve all these problems. Again, you don't have to solve every problem. You just have to be specific about what you can do for people and your message has to reflect that. So. when you use the problem, agitation, solution formula, that's what you're doing. You're calling out just the people that want that information and you're repelling everybody else. Because everybody is not going to buy from you.Unless, they become part of that group by all of a sudden having that problem. But other than that, you want to repel everybody by using this PAS formula.

Now, you have a system where you take somebody from peaking their interest to all of a sudden they look up like, oh, yeah, I do need help with this, and all of a sudden you bring him back to the problem with the agitation part like, my God, yeah, this really sucks. Oh wait, there's a solution here. Or maybe I should call this person. Maybe I should make an appointment and they go on and do it. So that is how your organic reach should work; teaching, tips, tricks, action steps, things that people can use right away in order for them to get a quick result on something and come back for more. That is how the game is played.

Now I'm going to teach you one organic technique that I used when I was getting started as a coach that worked very well. I don't know if you've ever heard about meetup.com. But it's a platform that when you create a group and you select a number of categories that the group is about and you write a little about a thing for the group. Then you guys meet at a place you set up a meeting or you put a location and you meet once a week or once every other week, once a month, it doesn't matter.

One of the beautiful things about Meetup is that once you create the group it'll alert a lot of people around you in your community, in your city, that a new group has been created, what it is about and they'll ask them to join the group. What that does is free marketing for you. So by sending out these emails they start recruiting people for you and in a matter of a few days you can have a lot of people, 50, 60 people there. Every time you see somebody joining the group, you're going to go into messenger and invite them to a Facebook group. So you go create a Facebook group and then you invite these people out of Meetup into your Facebook group.

Now in the Facebook group you can go ahead and start having a conversation with them. You can publicly welcome them and ask them questions, like, what do you do? What are your challenges? et cetera. The people that start answering those questions publicly, you bring them to the private messaging world. Then you continue those conversations and you do a little bit of what I showed you on video number two, the sales process. Again, all this stuff is going to be based on that PAS framework that I just showed you. Problem, the agitation and the solution constantly. You are calling out the problem and you're agitating the problem down to your solution or the call to action part; where you say, hey, by the way, I help people like yourself, get out of those situations through coaching. Would you like to experience a call with me free of charge? Let's see if I can help you and then we'll take it from there. What do you say? Want to make an appointment? And that's the call to action.

In your Facebook group, in your meetup group, in person on an app, it doesn't matter. It usually follows the same formula. If you're using Instagram, you can start posting things related to what you do; solutions to their problems, relating to people. Maybe a motivational quote every now and then, but primarily what you want is to teach them. You want to become the person to go to. Believe it or not a lot of people think, Who am I? I'm the new guy in town. Who's going to listen to me? Believe me, when I tell you that, that is not the case. If you start showing up even a little bit for the people that are just showing up in your environment, you're going to be the first person they ever come in contact with, that is talking about this stuff. You may think that everybody's following this guy or the other guys, whatever yeah.

A lot of people are, but for many that are going to come in contact with you. You are their first time that they experienced this type of information. So take it from me, because I used to think the same way and thank God, reality showed me, something completely different. Put your stuff out there and don't be afraid to add value, add value, add value, and then call to action, call to action call to action.You could do it every other time. You could do it every time. You can do it every week or two weeks of posting consistently. You can then add a call to action, it's up to you. These are things that you are going to have to try yourself.

Let me tell you something about marketing. Marketing is about failing fast. That's how marketing works. Do something you do until it works or it doesn't work. You either adapt or you just change strategy altogether because it didn't work. You need to learn how your audience wants to be reached. Let's talk about paid advertising for a minute. For coaches one of the things that I've seen work the best is Facebook. It doesn't mean that you shouldn't try anything else like ads on YouTube or Instagram. It depends on your audience. Is your audience watching YouTube videos? Is your audience spending more time on Facebook than Instagram, or the other way around? You need to see where they're at. That usually has to do with what they're looking for, who they are, et cetera.

Instagram is a different age group than Facebook and that's why probably coaching works a little better on Facebook. But you know, without going too deep in the advertising world, it is risky. Yes, it takes money to do it and you have to know what you're doing. But, you could have a Facebook page that is a business page; for your business, who you are, what you do, the problems that you can solve, et cetera, whatever. Every time you post something Facebook will ask you, if you want to boost the post. So, it pays, believe me to do a boost every now and then, if not every time, if you have the financial ability to do it. But it pays to do that, five bucks, $10 so you can reach more people then the people follow your page.

If you have no followers, then boosting that post also should follow more or less the problem, agitation, solution formula, right? Cause you, you want to to call people out, Hey, you need help with this. Here's a tip on how you can solve this problem. So, now you boost that post and followers or no followers on your page. That post is going to reach several hundred if not thousands of people just for a few dollars. Okay, 10 bucks, 20 bucks can reach you know, three, 4,000 people. And if you did a good job with your problem, agitation solution in your post, it'll call out the right people back to you, back to your page, back to your website, wherever you want to send them on that call to action section.

As you start getting some clients and seeing some money coming in, I suggest that you put a little bit of timing into learning more about how to properly advertise on Facebook. Because you can do a lot with people that come to your website. Then you can target them with Facebook ads and that is a pretty cool thing to learn how to do. The best strategy is always going to be a combination of both organic and paid advertising. Organic has to happen because you have to create a business image of yourself, your business, you have to put yourself out there and make yourself available to people organically and add value to the community at large. You can create this authority like a figure that people want to follow. Then the paid advertising happens in the background, sometimes in the front ground, but sometimes it's just in the background, supporting everything that is happening organically. So, people start engaging with you organically. Now you appear everywhere they go. Instagram, Facebook, maybe YouTube. That's when things start accelerating because you're hitting your audience from all these different angles.

Think about each strategy as long term and short term. So your long term strategy is your organic strategy, right? Where you're building this profile, this persona, this authority online for your audience. You're becoming a resource for your community. Somebody that they want to follow, they want to listen to. In the short term your paid ads are constantly going around everything that you're doing organically, pretty much supporting the whole, your whole ecosystem in a way and they're constantly changing. Depending on what you're offering, who you're offering it to, who's clicking on what. They'll see, one ad versus the other, et cetera. So, the long term organic, short term, always going to be paid ads. As more people start entering your ecosystem and you have created a way of exchanging some value for their email address. It could be a report, it could be a little checklist or an ebook or something like that, right? Or even the people that make appointments with you. They all end up in some type of email marketing software. All these emails become part of your assets, because now every time you post, every time you publish something, every time you have an offer, you can just email your list, constantly about all these different things that you're doing, what you're up to and what's happening in your life. You, know what new program you're offering, what new tip you have, and that list becomes a serious asset for you as it grows, because not everybody is going to be ready to buy today, right? Some people will be ready next week, some people will be ready in three months, some people will be ready in one year. So, as long as you stay in touch with all these people, you'll see a return on that investment.

Hopefully these three part video series were helpful to you and it helps you better understand how to structure your business, what the sales process is like, and also gave you very good tips on how to market your coaching practice. If you haven't yet, please subscribe to my channel and also go watch the other two videos, now. I guarantee everything will make way more sense if you do. Until next time, I wish you all the best. And let's get out there and start changing lives, one session at a time. See you.

#how to start a coaching business #lifecoach #lifecoachingtraining #coachingcourses #thecoachyourwayschool

thecoachyourwayschool

Apr 26, 2020

How To Start A Successful Coaching Business in 2020 [Part 2]

FULL TRANSCRIPT 👇🏻

Hello everyone, Dave Fernandez here, I'm the founder of The Coach Your Way School, and the author of The Number One Factor That Determines Your Success In Business, which by the way you can get for free once you join our Facebook Group and I have a link in the description for you to do so a little later.

Part Two of this 3 part video series on How To Start A Successful Coaching Business.

Today's video is going to be about the Sales Process and the two things that must happen consistently in order for you to first have a business, and second be able to grow it.

In Part One, I talked about the Business Structure, how to take inventory of your personal skill set and the problems that you can help people with. How to figure out who your ideal client is and the people that you want and can help and also how to structure your practice by creating a coaching manual and an offer that you can present to the prospect when the time is right.

If you're ready to learn more about the Sales Process, stick around because this video is for you.

The Sales Process for a Coaching Business is comprised of two steps. Two steps that have to happen consistently in order for you to have a thriving practice.

1) You must have an invitation to a strategy call, and

2) Have a Strategy Call.

I'm going to begin by defining what a strategy call is, because it is a term that I'm going to be using throughout this video.

A strategy call is a conversation that happens between the prospect and the coach. The purpose of this conversation is first for the two of them to get to know each other. Also for the coach to start gathering some information about the issues, problems and maybe some unfulfilled goals that the prospect may have, for which he may be inclined to engage the help of a coach in order to either solve or create a certain outcome or reach a certain goal. I'll go into the details and content of the strategy call in a minute, but for now let's just say that the ideal outcome of this conversation is for the coach to figure out if the two of them are a good fit and if they have the skills and the resources to help the prospect reach their goal or solve their problem. If that's the case, then the coach will make a decision to make an offer for the two of them to work together.

Now that we have defined what a strategy call is, let's talk about Step Number One in the Sales Process, which is the INVITATION to the strategy call. This step is so important. If you don't invite people to come talk to you, nothing can ever happen. So you must create this invitation for people to first know that you are a coach and that you can help them. Second, that you can bring them into your Sales Process, have a conversation with them, the strategy call and be able to figure out if you're a good fit and make an offer to that person to work together. This invitation could happen in many different ways, it could happen 1) in-person, or it could happen 2) organically, using social media or online, or it could happen via 3) paid ads. Those are the three ways that this invitation can ever happen.

Let's talk a little bit about 1) the in-person one. Let's say you're out and about and you're at a party and you are talking to new people. You're being introduced to new people and then you start a conversation with someone and you start probing a little bit, to see what they're about and what type of challenges they're going through. All of a sudden someone mentions something that you happen to help people with; something you're good at, one of your skills. So at that point you start guiding the conversation down the path of finding out more about this person and what they're going through. At that point, you could just simply stop and make an invitation. You never try to coach right there and then, you want to actually invite them to have a conversation with you at a later time.

It's like being a doctor or a dentist. A dentist is not going to start working on your tooth just because it hurts at the party. They ask you to call their office the next day and make an appointment so you can come see him for that specific purpose. So it is with a coach. A coach doesn't start just working on their craft right there and then. They invite someone to make an appointment at a later time so the both of them know they're going into this appointment or this conversation or like we said, the strategy call with something in mind.

Something is going to come out of this conversation. It is not a casual conversation, it is a business conversation. So that's pretty much how in-person invitation happens. It is as simple as that.

Now let's talk about 2) organic online invitations. Let's say you are on Facebook and you joined several coaching groups or very specific groups. You can do a search on Facebook for this; specific groups that talk about a certain topic that you happen to be good at, or that you can help people with. So you join all these groups online, on Facebook or there's a ton of forums out there that you can join. You just begin to be part of that community by adding value to them, answering questions whenever somebody posts something, you go and pitch in your ideas or your solutions.

It doesn't take very long until people start noticing you and who is active in the community and who is actually providing great value to them. At that point you could invite them to have a private conversation with you via a private message, or you can invite them to have a call with you directly. That is one way. You could also invite them to join your group, you can create a Facebook Group and you just invite them to come over. Once they join your group, then you can freely converse with them and also invite them to having live calls, like via Skype or Zoom or FaceTime.

3) The third way of creating these invitations, is via paid ads. It could be paid ads on Facebook, Instagram,YouTube or wherever your ideal client is hanging out at. That you'll find out at the beginning when you start doing the research about who your people are and which other groups they are part of and where their communities are, where they are congregating, etc. Once you figure that out, it's not very hard to find out a way to get in front of them. Obviously, I'll give you more details and techniques about how to get in front of the right audience in Part Three of this series, which is all about the marketing process. But for now I'd like to keep it all about the Sales Process.

So let's revisit Step Number Two, which is the strategy call. I want to go a little deeper into the contents of the call and the details. And usually what happens is once you invite someone to have a strategy call with you, the two of you meet and it could be in person or it could be on a video chat platform or over the phone. So what I like to do is to treat the strategy call as a normal coaching call, where I would ask questions of the prospect to see where they're at, what type of issues and problems or challenges they're going through, and what are their goals? Where are they going? Where do they see themselves in the future? And what I am trying to do is create a global picture of their life so I can understand it and not necessarily just the things that I could help them with, but I want to see the whole picture. You know, what's their life like? And how do I fit there? Then I just start narrowing down the big picture into the areas that I can help them with. And I just go ahead and help them in those areas.

I try to create certain types of awareness, maybe share some ideas with them, resources. Create a plan of action if there is something that they want to accomplish and they need a little bit of help defining some of the steps that they need to take. So, ideally again, is to try to create a coaching call, a standard coaching call and show them how you can help them if that's something you can do for them. At the beginning of the call, you want to understand where they are at so you know and you see if there are areas where you fit. And then if there's one or two of these areas that you fit, then you focus your coaching in those areas and try to add as much value as you can, in order to help them. You know it's as simple as that. Towards the end of the call, you know if you feel like you're a good fit for that person, and that person feels the same about you, then you, go ahead and make an offer.

Now let's talk about how you make your offer. Your offer doesn't have to be anything complicated like a lot of people like to make it. You know, big scripts, where you beat people down. Every objection that they have, you just hack at it, and hack at it, and hack at it, trying to force them and convince them that they need you, and that without you, you know, they're nothing et cetera. I mean, I've never been able to go down that route to be honest. You do need a certain type of structure, but it doesn't have to be that complicated or that crazy. Ultimately in my eyes, if somebody really wants to work with you, they're going to work with you.

You don't have to beat them into wanting to work with you. I want somebody that wants to work with me because they're ready, because they're going to take action, because they just want to change their situation, they want something more, they want to go to another level. That's my take on this. So I'll tell you how I do my offers, very simple. Once I determine if the person is a good fit for me, and I have what it takes to get them the results that they're after. Then I just ask them, "Well how did it go? How was our conversation today? Did you get any value out of this?"

Obviously you know, most often they'll say, "Yes." I mean you were able to help them, you did your best to help them with their issues, so obviously they must have gotten some value from that. So they'll say, "Yes." And the next question is, "Would you like to see what it's like to work together on completing your goals, or finishing solving this problem?" If your strategy call was about creating a plan of action for them to reach a certain goal, then you just ask them what

they think about that plan and if they would want help implementing the plan until their goal is reached.

In my experience, most people will see the value right away of working with you. If you did a good job helping them with their problems, defining certain things that they were confused about, maybe creating a certain plan for them. The value has already been presented, right? It's just a matter of probably answering some of their questions, if they have questions about what it would be like to work with you and what type of results they would get and how soon. Other than that, it's really all a matter of whether they're ready or not to invest in themselves and how bad they want their situation to change.

So let's recap the Sales Process real quick. There's two steps, Step Number One, you invite someone to a strategy call. Step Number Two, you go and have the strategy call. Step Number One, the invitation to the strategy call is where you invite someone that you feel may be a good fit for what you have to offer, to have a conversation with you. Very simple, doesn't have to be anything elaborate, you just invite them to experience a coaching call, free of charge. In Step Number Two, the strategy call, that is where you're going to do your magic as they say. You'll start by asking some questions and probing the prospect to see where they are at, and based on their answers, you're going to start trying to create value for them in that very call. This is a coaching session. Primarily it is a coaching session, you need to add value to that person so they can see how much you have to offer and what it would be like eventually, if they continue working with you. Depending on the outcome of this call, you're going to make the offer or not, it is up to the coach to make the offer or not. So these two steps pretty much comprise the Sales Process.

These two steps must happen consistently for you to have a coaching practice. You need to invite people into your world and you need to 'Wow' people during your call and then make an offer if they are a good fit. That has to happen consistently, on a daily basis. So you start building a pipeline. You start building your practice this way.. But it has to happen everyday. Before I let you go, I want to let you know about a free resource that I created for you to download. The link is down in the description, where I pretty much sketched out this whole sales process for you. Also included is a little sample script on how to invite someone to have a strategy call with you and also a sample script on how to make your offer if you feel like you're a good fit to work with your prospect.

In my next video, Part Three of this series, I'm going to be talking about the Marketing Process.

I'll be sharing my formula for defining your marketing message down to one sentence, and how to deliver it in order to attract the right people to you. I'll also be talking about highly effective techniques to get in front of your audience organically and via paid ads. So if you haven't yet, please subscribe to my channel and hit the notification bell so you know when that video is out. Until next time, I wish you all the best and let's get out there and start changing lives one session at a time, see ya!

#how to start a coaching business #lifecoach #lifecoachingtraining #thecoachyourwayschool

thecoachyourwayschool

Apr 18, 2020

How To Start A Successful Coaching Business in 2020 [Part 1]

FULL TRANSCRIPT 👇🏻

Hello everyone, David Fernandez here. I'm the founder of The Coach Your Way School and the author of The #1 Factor that Determines Your Success in Business, which by the way you can get for free once you join our Facebook group. I’ll add a link to the description so you can do so a little later.

Welcome to Part One of How to Start a Successful Coaching Business

These are three part video series where I'll be breaking down the business of coaching for you. In part one, today's video, I'm going to be talking about the structure of the business.

1. How to figure out the problems that you and only you can solve for people.

2. How to define your ideal clients based on the problems that you can solve for them.

3. How to structure your packages, your pricing and your offer.

I’m even going to be sharing what some of the standard rates are for beginner coaches, so you have a ballpark idea of how much you want to charge at the beginning. In part number two of the series, I'm going to be talking about the sales process and the two things that must happen consistently in order for you to have a thriving practice. In part three I'm going to be talking about the marketing process, and how to consistently get qualified prospects that are ready to buy and eager to work with you. So if you are ready to learn more about how to start a successful coaching business, stick around because this video is for you.

Like I mentioned at the beginning, this video is going to be all about how to structure your business. In order to do that, the first thing that we need to do is figure out what are the problems that we can help people solve. What are those things that we have expertise on or that are natural in us, that we can turn around and teach others so they can have success in those areas too?

The first step is to list your assets.

The best way to do this is by doing a simple exercise that I like to do with my clients, which is called: Listing Out Your Assets. So what are your assets? I want you to think about your assets as pretty much everything that you know or have expertise on. Or things that you have done in the past and you don't necessarily have to be an expert on, but you have been through a certain process and acquired a certain amount of knowledge about the topic, whatever that is. I want you to list that out on a piece of paper. Also some personal traits such as; I'm great at organizing, I'm great at planning, I'm great at eating healthy, exercising, saving money, sticking to a budget. Just do a personal inventory and list everything so you have a list of these things and something to work with.

The second step would be to figure out who your ideal client is.

This would be as simple as just listing out a few traits that a person would need in order to be an ideal client for you.

Ask yourself the following questions elaborating a bit and using your logic:

They have to be looking for a solution, right?

So is it a person that needs help getting organized?

What is this person going through and why would they be searching for this type of service?

What's going on in their lives? What type of life do they have?

Are they married? Are they not married? Do they have pets? Do they have kids?.

Maybe they don't have a lot of time. Your ideal client has to be looking for what you are offering. In this case, your organizational skills. Just to stick with that same example. What other traits would be ideal for your ideal client to have? Well, first of all, they have to have money. If they don't have money to pay for your services, then they're not an ideal client, right? So that's key. You may want someone who has a positive attitude, you may want someone who is somewhat of an action taker, even if it's in a different area.

Keep listing out all the things that come to mind that you would like your ideal client to have. We already listed out the top two things regardless of the service that you offer an ideal client would have to have. They have the problem that you can solve, right? And they're looking for a solution for it. They have money to hire somebody to solve that problem for them. Now that you have figured out the problem or number of problems that you can help people solve in step number one and in step number two, you have created an ideal client profile with the people that you want and can help. It is always your choice, never forget that You choose who you want to work with.

Now it's time to create an offer or a number of offers for your prospects to choose from when the time is right.

So let's start with a call structure. This is just pretty much you figuring out how many times you are going to want to talk to your clients once they buy in. Is it going to be once a week? Once every other week? Once a month? What type of structure would actually fit your lifestyle and the way you want to structure your business. So I'll tell you right from the get go, a standard practice is once a week. You meet for 60 minutes once a week. That is four calls a month or four hours a month. That is actually a great place to start and pretty much all coaches offer that as a standard package. Then what they do is offer variations of that package based on different pricing, different timings for the calls or different frequency for the calls depending on the client's needs.

All these variations to the standard package are what is usually called or referred to as The Coaching Menu.

Just think of it as going to a restaurant and being handed a menu. You have all these different meal options with different prices, right? So there is something for everyone. Based on that your standard package would be one 60 minute call a week. So that is four calls a month. That would be your standard package. And then you can package number one in three months of that. So it would be 12 calls altogether for each month. 12 calls of that is this price. Then you have variation number one, which would still be three months of coaching, but instead of once a week, it will be once every other week.

So that's half the number of calls. That would be six calls and that is a different price. You can have a 45 minute call or you can have a 90 minute call. You can have six months, you can have a whole year, but standard is your three month package. You have your six months package and depending on what you're doing, you'll have a whole year. And by the way, if you're confused about any of this stuff, I created a free handout that you can download. Again it is free. I have a link in the description. Just go ahead and get it downloaded so you can see all the notes for this training. I attached a sample coaching manual for you to use freely. There's no copyrights or anything on that handout. You can use whatever is in that handout in your practice. So that way you have a visual of what the coaching manual would look like. You can just recreate that and attach it to an email when the time is right.

The next step of structuring your coaching menu is the pricing.

A lot of people ask online how much a coach makes and how much a coaching session is. So I am going to spill the beans here and I'm sure a lot of people are going to be mad at me for divulging all of this information. The standard rate for a coach is about $250 a session. That would be $1,000 a month for four sessions. So if you start with that, a thousand dollars a month for four sessions, then you can create different variations depending on your offers. Not everybody is going to be able to afford something like that. So then you have to create variations. For example, instead of four calls, you do the two calls, once every other week for half the price. So for $500, somebody can get monthly training from you or coaching only less time.

Another thing that I like to do instead of doing 60 minute calls is to do a 90 minute call for those other packages that are shorter. Because 60 minutes sometimes is not enough. It just allows you a little bit of leeway and freedom on the timing. You don't have to be looking at your watch every 60 minutes. So that is something that you can do for the variations of your standard package. You just play with time, frequency and money. So there is something for everyone, just like a restaurant menu. You don't want to be the coach that charges $10,000 a month but has no clients. I learned that the hard way, believe me.

When I first started doing this, I was charging way too much for most people and I wasn't flexible enough.Then I learned that I needed to be creative. I invite you to be creative with your manual. Once you see the handout menu that I'm providing for free, again, the link is down in the description, just download it, look at it, and then you'll see what I mean. You can get creative

with that. You can do whatever you want, it's your practice. Use the stuff in the handout as a guideline. Nothing is set in stone. Be flexible, you know, adapt. A lot of people are going to want to work with you. Believe it or not. People that are looking for solutions actively will want to work with you. If they feel like you are the right person for them. A lot of people will have the barrier of money. So you don’t want to work with them. If they really want to work with you, then you'll have to give them options.

Something to keep in mind, I think is a tip that I wish somebody had given me at the beginning: Just be flexible.

If you are completely new to coaching, I suggest you watch another video I made called, What is a Life Coach, What Does a Life Coach Do and What is Coaching All About? I have a link up here for you after you finish watching this video.

In my next video, which is part two of this three part video series, I'm going to be talking about the sales process and the two things that must happen consistently in order for you to first have a business and second to be able to grow it. So if you haven't yet, Please Subscribe and hit the notification bell, so you're notified when that video is available. And please don't forget to check out the video that I mentioned to you earlier, and also this one, which I know you'll love, on How to Become a Life Coach.

Until next time, I wish you all the best. Let's get out there and start changing lives. One session at a time, see you!

#Howtostartacoachingbusiness #lifecoachschool #businesstraining #thecoachyourwayschool #lifecoachtraining #thelifecoachschool

thecoachyourwayschool

Apr 11, 2020

How to Become a Life Coach, and What the Best Life Coach Courses in the World Teach Their Students!

FULL TRANSCRIPT 👇🏻

Welcome, and in today's video I'm going to talk about how to become a life coach. This a question I see a lot of people asking despite the fact that this is a very fast-growing industry - growing for the past few years. It's a question which coaches seem to take for granted - in spite of the growth of this industry, we assume people know what coaching is about, what a coach can do for you, and how to become a coach, if that's a career path one wants to pursue. Hopefully in this video I'll be able to help you address the question: how to become a life coach?

I would like to first address the concept of desire. How badly do you really want to become a coach? This is a question that a lot of us should ask ourselves before starting a new journey, or a new project, or setting a new goal. How badly do we actually want this for ourselves? No matter what you're trying to do, there's going to be a certain number of challenges that will come up. And that's just life, right? With coaching, there are always a number of skills that need to be learned – along with a number of challenges. As this is a new skill to learn, mistakes will be made - that’s just the nature of things. Having said that, that brings me to the second part of this concept of the desire - knowing if you have what it takes in order to become a coach. We conduct our lives by learning new skills. But, in the case of higher education, going to college may seem pointless. People may leave college and begin a new job, just to learn they have no passion for it and that they cannot stand the thought of doing that for the rest of their lives. This is why I'm sharing this with you as your coach.

So,

How badly do you want it?

Do you have what it takes?

Are you passionate about it?

Training: To Be, Or Not To Be?

Let's talk about training, which I'm sure a lot of you are concerned with. Should I get certified or not? This is not a regulated industry, so you do not have to get certified. You don't need a license to become a coach. If you’re an expert in a field or achieved a certain level of success, you can become a mentor to someone seeking out info pertaining to your skills. Transactions can begin this way.

On the other hand, some people wish to go through a formal certification program in order to learn the skills necessary to coach and to learn business skills - marketing, sales, etc. For those of you looking to getting into some type of certification program or formal training, let me explain how this works. I think this is the best way to become a coach because going through formal training will give you a very global overview of the whole business.

A good coaching program will have four things:

Coaching Training

Business Training

Marketing Training

Sales Training

1. Coaching Training

Through coaching training, you’ll learn a number of techniques, systems, methodologies, and psychological principles which will ultimately help your client to learn how to help themselves. You're teaching them how to fish, if you will. You're not just fishing for them. You learn how to coach the person to get from point A to point B. You learn how to define goals, create plans, schedule tasks for them to complete, keep them on track, and be an accountability partner for them, etc. If you want to learn a bit more about what a coach is, what a coach does, and what coaching is all about, you can watch this video right here (linked in video). I go a little deeper into all of these topics. Another thing that you learn in coaching training is how to organize your knowledge and structure it in such a way that you can package it/create workshops/webinars/programs for others to learn from.

2. Business Training

Business training is where you take the time to define two things: the audience that you can help and what it is you can help them with. This helps with the message and marketing later on. Once you have those two things - you want to learn how to structure your practice. That’s going to be dependent on you and your lifestyle - what you want your life to be like and your practice to be like. You go to work on what's called the coaching menu, which consists of your offers, packaging, and pricing. An example – you can offer a number of calls per month. They can be 60 minutes, 45 minutes, 90 minutes - up to you. Once you figure that out, you want to create packages around your coaching structure. If you're going to have one call a week per person, you may offer a three-month package; 12 sessions for a certain price. Once you know the pricing and structure, you can look at your schedule and know/plan how many clients you'll be able to realistically work with. We all have our limits; there are only so many hours in a day that one can be coaching.

3. Marketing Training

With marketing training, you’ll learn how to attain clients, whether it's going to be organic or via paid ads - through referrals or word of mouth. It could be just one way or a combination of all of them - that's what you learn in the marketing side. A key to marketing will be knowing the audience you want to target and exactly what it is that you can offer to them. The business step helps target an audience, making it easier to craft a message tailored to them.

4. Sales Training

In sales training, you’ll learn the art of reeling customers in. You will learn how to make strategy calls. A strategy call is when you invite somebody to have a free conversation with you to see if the two of you are a match and if you have what it takes to solve their problem, should they become your client. Let's say you're talking with a friend/acquaintance and they mention that they are going through a hardship or they have a problem that you have expertise on. Once you're done talking, you mention that you help people overcome those type of problems. You can explain that you are a coach and invite them to have a conversation with you. This would be an invitation for a strategy call. At the end of the strategy call comes a sales pitch. The sales pitch may consist of a tentative plan. You can invite the client to consider the possibility of continuing to work with you. Once you help them strategize around a certain problem, you offer to help them implement this plan. Would you like to continue talking until you achieve this goal?

Summary and “The Internship”

These are the main takeaways from training; training will teach you how to effectively make an offer, present your coaching/structure/pricing in an effective way while overcoming certain objections that the person may have, and how to enroll the person. Something I like to do in my program is called "the internship.” Before training is finished, I ask the trainee to find two to four people and work with them for free in order to start honing their skills. These people must be strangers which they help for free. This creates a less stressful environment as there’s no pressure of making a mistake under a money exchange. An internship during training is very beneficial. The results are amazing. As a matter of fact, that's how I started. I started with four people and I coached them for free in exchange for testimonials. I offered a month worth of sessions and we worked on a particular problem, and at the end of those four sessions, they gave me testimonials in exchange for the sessions - it was phenomenal. It built up my confidence like nothing else. Internships are required because they are a key to development.

The only difference between "the internship" and working with a client after becoming certified is the fact that you charge for sessions. Usually during the sales training, you get a sales script which guides you through the process of selling - the process of conducting a strategy call. The script helps you gather all the information you need from the client in order to assess if you can truly help them. If it’s feasible and you guys are a good match, it guides you on how to present your offer, especially if there are any objections or questions that the person may have.

#thecoachyourwayschool

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