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©2015 Extimata Inc, Lisa Sasevich, The Invisible Close www.LisaSasevich.com [email protected]
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Why Coaches Don't Get Hired
A lot of coaches have been talking to me about
people not having the money for coaching.
Have you heard these things from prospective
clients:
"I can't afford it" or
"I don't have the money for coaching."
Even though many people say they can't afford
coaching, often it's not true.
What is truer is they may not be able to see how coaching will be worth the investment. I'll tell
you how to help them see that it's worth it so you won't hear about money issues any more, and
you'll get a lot more clients.
First...
I'm going to tell you a story about a client of mine from many years ago. His name was James,
and he owned a private investigations company.
His company had eight employees and was on the brink of going bankrupt. He was behind on
several bills. His company cell phones kept getting shut off. He was worried about the company
cars being repossessed, etc. He was in BAD financial shape! Do you think a guy like this can
afford coaching? Do you think a guy like this would be willing to pay for coaching when he was
behind on so many other bills?
Yes! He hired me at my highest rate ever at that time: $3,600.
How do you get a guy like James to pay? And if you can get someone in this situation to hire
you, couldn't you get other people in less dire circumstances to hire you?
The lesson here is that people will pay for what they perceive is important to them. You need to
make them see how getting your coaching is critical.
Instead, many coaches are starting out with the belief that people can't afford coaching. If you
believe this, you're already dead in the water!
My friend Therese told me this phrase that I've integrated into my consciousness:
©2015 Extimata Inc, Lisa Sasevich, The Invisible Close www.LisaSasevich.com [email protected]
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Why Coaches Don't Get Hired
"There's an unlimited amount of money in the world; the only thing standing in your way of
having it is your creativity, know-how, and commitment to getting it."
Wow!
The author of Rich Dad, Poor Dad says to stop thinking, "Can I afford this?" and to start
thinking "How can I afford this?"
The truth is that most people can afford your coaching fees. They could put that amount of
money on a credit card today, and you could be working with them tomorrow. But...
Stop hearing about money issues and help your coaching clients see it's worth it to hire
you!
Here's why most people don't hire a coach and, instead, say they have "money challenges" during
an initial coaching session:
1. They don't see how coaching will make a real, significant difference in their life,
because the coach doesn't know how to show them specifically what coaching will do for
them.
2. They think coaching sounds "nice" and seems like a good idea for "some day," but
not for today, because the coach doesn't inspire them to make changes or uncover the
challenges that keep them from changing.
3. They aren't stirred-up emotionally. The coach doesn't find out what the long-term
impact of staying the same will mean for the client. What happens in five years if they
never change?
Here's what you need to do to eliminate money from being a barrier to getting hired:
1. Find out what the potential client wants to change. What do they want? What's not
working?
2. Find out why it is important to change now. Why now? What's different today?
3. Uncover the challenges that are keeping them from changing on their own.
4. Discover the long-term impact of not changing. If they stay the same, what does that
mean to them?
©2015 Extimata Inc, Lisa Sasevich, The Invisible Close www.LisaSasevich.com [email protected]
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Why Coaches Don't Get Hired
5. Connect the dots between what you do in your coaching to what they want to change.
Show how what you do in your coaching will help them overcome their challenges and
get what they want.
In the next few weeks I'll be sharing the exact words to say to convert introductory coaching
sessions into high paying clients in the latest release of my most popular program "Free Sessions
That Sell: The Client Sign-Up System." Click here to learn more and receive my free special
report, "Hot Spots for Finding High Paying Clients."
When you can eliminate money from being a barrier to getting hired, you'll find a lot more
people hiring you right on the spot!
Contributed by Christian Mickelsen, the #1 best-selling author of "Get Clients Today."
