The 6 Biggest Mistakes Coaches Make

And How to Avoid Them

E S S E N T I A L S

C O M P E L L I N G M I S S I O N !C O R E M E S S A G E !

C O A C H I N G M A S T E R Y !C L E A R M O N E T I Z A T I O N !

C A P T I V A T I N G M A R K E T I N G !C O M P R E H E N S I V E M A N A G E M E N T !

C O U R A G E O U S M I N D S E T !C A T A P U L T I C M O M E N T U M !

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Mistake #1

“I don’t care about the money, I just love coaching.”

“I am committed to doing whatever it takes to earn the money necessary to sustain my business in order to make

my difference in the world and support my clients in getting the results they truly want.”

The Antidote

Mistake #2

We charge by the hour or by the month.

Package Your Programs

The Antidote

3 month 6 month

12 month

Mistake #3

We don’t charge enough.

Understand that our clients are more likely to get the results they

want when they have some serious skin in the game.

!This is not about our worth, it’s about our client’s worth.

The Antidote

Mistake #4We haven’t done the math.

Figure out your financial formula. • What’s your program pricing? • How many programs do you need to sell to

meet your monthly goals? • What’s your closing %? • How many people do you need to be “in

front of” each month?

The Antidote

DO. THE. MATH.

Mistake #5We try to chase down clients.

• What is their pain? • What is their ‘pillow talk’? • What keeps them awake at night? • What do they aspire to? • What are they actually saying?

The Antidote

Market to people’s longings and discontent.

Mistake #6We don’t present the offer in

a way that makes it a “no-brainer”.

• Identify the problem. • What is your biggest challenge right now?

• Probe the pain. • How is this challenge effecting your health, career, finances, relationships?

• Paint the picture. • What would you LOVE to see in these areas of health, career, finances, relationships?

• Test their preparedness. • How long are you willing to stay where you’re at?

• Ask their perspective. • What do you feel you need to get from where you’re at to where you’d love to be?

• Offer your prescription. • I have a prescription that I believe will get you to where you want to be. Would you like to hear it? • How does that sound?

• Explain the process. • So this is how it works… How does that sound?

• Execute the payment. • Explain the investment and payment options… Which payment option do you prefer?

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The “No-Brainer” Enrollment ConversationTM

• Identify the problem. • Probe the pain. • Paint the picture. • Test their preparedness. • Ask their perspective. • Offer your prescription. • Explain the process. • Execute the payment.

The AntidoteMaster The “No-Brainer” Enrollment ConversationTM

1. “I don’t care about the money, I just love coaching.” >>> I am committed to doing whatever it takes to earn the money necessary…

2. We charge by the hour or by the month. >>> Package Your Programs

3. We don’t charge enough. >>> Understand that the investment is about your client’s worth, not yours.

4. We haven’t done the math. >>> Do. The. Math.

5. We try to chase down clients. >>> Open the emergency room door - Market to people’s longings and discontent.

6. We don’t present the offer in a way that makes it a “no-brainer”. >>> Master the “no-brainer” enrollment conversationTM

The 6 Biggest Money Mistakes & The Antidotes