the secrets of coaching podcast

Do this on a sales call to dazzle prospects

Do this on a sales call to dazzle prospects

Written By Dino Gomez

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts. ​

Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

Transcription

Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1.

In today’s episode, we’re going to be talking about how to add value on a sales call that is going to build massive, massive connection with your prospect and really position you as the authority in the marketplace, which allows your prospect then to see what it would be like to work with you. And you’ll notice how much easier it is to have a great connection and to give your prospect the opportunity to make the right decision to work with you if it’s a good fit for both parties. Let’s dive into this.

Alright, guys, hope you’re doing amazing.

Dino Gomez here, and it’s really awesome. This past month, we did exceptionally well in cash collected as well as revenue we had. Let’s see, of all of the clients that joined in the past 30 days, all of them except one were pay in full, which is awesome. Just dream clients, incredible individuals. We’re excited to work with them. They’re excited to work with us. Just really cool. And so I took a bunch of those calls and I like to take calls. I enjoy sales. I enjoy connecting with our clients, especially if we’re going to be working with them for six months, like really getting a chance to know them before they come on board. And it actually just fosters having a great relationship with them as well because obviously they’re going to be working with me and the other coaches and so forth. And so we get to know them from the very start as they come in. And so one of the things I love to do on an enrollment call, so to speak, is add value. I like to add value on the call so that even if the prospect goes, you know what?

This isn’t the right fit for me. They still go, I’m glad I took that call. That was valuable to me to sit down and speak with the seven figure visionary team, whether that’s me or someone else on our team, because that was helpful, what they explained to me on that call. And so we like to add value on our sales calls. We have a lot of clients that join because they’re appreciative of that. We’re not just sitting there ramming our service down their throat, so to speak. Instead, we’re building connection with them. We’re really understanding what problems they have, where they need support. And if they’re right fit based on their problematic areas and we know that we can help them with those areas, then we go ahead and present our offer, and then they decide if they like our offer and want to join. And through the sales process, I was talking with a prospect a week ago. And before the call, I went through her social media. All right, so I’m doing a little research prior to even speaking with her to kind of get a sense of her niche and the area that she’s working in and these different types of things.

And she has a great social media presence and a bunch of followers on Facebook. She’s kind of like an influencer, so to speak. And I was like, okay, she looks incredible. So I’m really curious what she’s looking for help on help with now, one of the things I did notice, and this only took me guys about five minutes to do. But I do have a keen eye for this, just having worked with thousands of clients and being able to look through marketing with that level of experience. So one of the things I noticed is that in the last 45 days, she hadn’t made a single public offer that I could see on social media. So she was posting almost every single day, and it was valuable content. She was doing podcasts, and she was doing Facebook lives, and she was sharing client testimonials, and she’s doing different things. But in about a month and a half, I did not see a direct offer where she said, hey, come work with me for these reasons, here’s what to do. If you want to book a call with me or if you want to learn about our program or last chance to join our program for this cohort or whatever it is, right?

I didn’t see any of that in about 45 days of going through her content. Again, I did all this in about five minutes. So on the call, I was speaking with her and I was like, hey, what’s going on? And she’s like, Historically, what always happens in the time of the recording? We’re just now starting February. And she’s like, Historically, December and January have always in about four or five years of me running my business, they’ve always been bad months for me. And she’s like, there’s a few reasons for that. She’s like, One, these are always are not my favorite times of the year. And so she’s like, kind of that affects me emotionally, and I don’t show up as much and so forth. But she’s like, Otherwise, I’m always in a different coaching program. I’ve had so many different mentors. We haven’t been able to pinpoint. Nobody has been able to pinpoint why a sales drop through December and January for me. And she’s like, the rest of the year, it’s good. So she’s like, I want to fix that. And simultaneously the rest of the year, obviously, I want our numbers to increase there and our impact to increase there as well.

So I just want everything to improve, especially figuring out what’s wrong with January and February. And then, I’m sorry, December and January. And then I also want to make the rest of the month that much bigger. I was like, awesome, okay? I was like, do you have any reason or any like, why do you think these months are historically slow for you? Right? And she again, couldn’t really look at it. And this is why everybody needs a coach. This is why I have coaches is sometimes we’re just so close to something that we can’t see it, right? And so she’s like, I don’t understand. I show up every single day, even in December and January, and I post and I do all these things, and we just don’t have sales come in. I go, well, I looked through your social media and I said I didn’t see you make an offer at all in December. And I didn’t really see many offers if maybe one in January. So there was a 45 day window where you did not have anything for sale, so to speak. So it’s like people couldn’t have even bought because there was no opportunity for them to buy.

And she’s like, oh, my gosh. We pulled up her social media and looked at it again. She’s like, are you sure? I thought for sure at least once a week. I was saying something about our program and get in touch. And we looked at it again, and she was like, oh, my gosh, you’re right. There was just no offers out there so people can’t buy what they don’t know is for sale. And of course, with your content, you want to have a mixture of giving value and demonstrating your expertise and telling stories, building connection and offers as well. But the offers have to be in there somewhere. So I was able to see that in five minutes. Now, normally when you give value on a sales call, give value and then follow up with a question, I gave value there. And she’s like, wow, this is Rad. Like, I’ve never been on a call like this before. I can really tell you’re really good at what you do because you’re able to figure that out so quickly. And all of my other coaches, nobody could figure that out, nor would they spend the time to actually look through my social media and audit it.

And I was like, yeah, that took me five minutes to do. I was like, what else do you think I might be able to uncover for you that you’re not seeing? And do you think there’s other areas like that, that if we were to work together for six months, how many potential other opportunities exist that you’re unable to see that I could potentially pinpoint for you? And how much could that potentially grow your business by and just make life easier for you? Right? And so she was like, yeah. She’s like, absolutely right. And so she came on board, and we’re super excited to work with her. Awesome, awesome individual. But that’s what you want to do, right? Is you want to give value, but you also want to still simultaneously ask questions, because if you are giving value, there’s so many different ways that you probably can give value. Right? And that doesn’t mean that’s all you have to offer. So it’s not going to as long as you do it in this format. I was very clear. I didn’t want to say, yeah, that’s all you need to do, make more offers, and that will solve all of your problems.

That’s just not true. Right? So I gave her value, and I was like, you need to make more offers. And so I was like, that’s one piece of it. But I haven’t looked at any of the rest of your business. And so I was like, how many other things would we find together? See together, right? And so she understood how much potential other value is there. But because I demonstrated that expertise that differentiated us from everyone else in the marketplace, she’s like, this is the easiest decision ever to join. So that’s a cool one for you guys. Again, we have a lot of our prospects and our clients, they say thank you after the sales enrollment call because we build connection with them. We get to know them as an individual. And then sometimes we say, hey, we can’t help you, unfortunately, with your niche, with your position, the way you want to do things. It’s outside of our model and what we do. So you’d probably be better off with another coach who teaches the thing that you’re looking for and wanting to do it in a certain manner because we teach it and we believe in a completely different model.

Sometimes we are very straightforward like that as well, but we always like to get value, and that serves us. And so if you want sales calls to go, one of the reasons I love them is because I never feel like I’m selling anybody anything. I’m just conversating with a friend and they go, hey, this is awesome. I want more of this. And so if you want that to be the flow which leads to fantastic client relationships, then think about how can I give value on a sales call? And of course, if you’re listening to this and you want to launch your coaching business or you have an existing coaching business and you want to grow, book a call with us. Right? We’ll give you value on that call as well. And then if we’re the right fit, we can tell you about seven figure visionary, and you can decide if you like one of our packages. So there is my shameless self plug. But you got to make offers. That’s what we’re talking about. So that’s it for this episode, guys make today. Great. We’ll see you guys on the next episode.

Hey Dino, Gomez here and if you enjoyed this, so be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode. Guys, we will see you in the next one. Bye.

 

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Nerves in Business

Nerves in Business

Written By Dino Gomez

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts. ​

Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

Transcription

Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1.

In today’s episode, we are going to be talking about what to do when you are nervous and afraid in business. Maybe you’re nervous for that sales call. Maybe you’re nervous to raise your prices. Maybe you’re nervous to speak your opinion and voice on social media. Oh, my gosh. What will my aunt and grandma think? Let’s get into it right now. What’s going on, guys? Dinos here and I am super pumped up for today’s episode because I’ve been thinking about this one a lot recently. And that is the concept of what to do when you are afraid and what to do when you have nerves or you’re nervous about a particular decision when it comes to your business. All right. Now here is something that is super fascinating to me. Generally speaking, we as humans, right. As this human species, we have been taught that having nerves, feeling nervous, being afraid, we associate those emotions to be negative in almost all facets of life. When you’re nervous, you’re not comfortable. Right. It’s the opposite of being comfortable. And when you’re afraid, also, it’s generally speaking, not an emotion most people want to experience. 24/7. We associate those emotions with that fight or flight mode.

Generally speaking, it’s not necessarily a good emotion. Right. We don’t fall asleep per se if we’re afraid or nervous or anxious. Right. But let me say this. Nerves and nervousness and being afraid in business as it relates to growing your business is actually the best thing ever. And here is why. When you are feeling nerves, when you are feeling nervous about something, that means you are stretching and growing. All right? If you are afraid to speak on stage and you’re like, I’m nervous about this and you decide to do it anyways, good, you made the right decision. You’re growing. You’re stretching, right? You’re afraid to do a Facebook Live and get on video without your makeup on, without a cool background or whatever your thing is, right. Good. Do it anyways, right? You’re afraid to raise your prices. Guess what you should probably be doing? Raising your prices, right? That’s how you grow and you stretch. All right. I think this is a really interesting concept because again, normally what happens is we go, oh, my gosh, I really want to share this piece of content on social media. But what are my friends going to think?

What are my family going to think? What if a random troll comes out of nowhere and shoots me down? It’s going to be so embarrassing and all these different things, right? We play all these what if scenarios and the nerves start to formulate and then all of a sudden we’re nervous about it. And we don’t post it or whatever. And we spent 30 minutes actually writing this post or all these types of things. Right. And then we decide not to go ahead and do it because of that emotion, of feeling a little bit afraid. But actually, when you have that emotion guy in business, that is a telltale sign, you’re on the right path. You’re afraid to hire a new coach. You’re afraid to level up and go into a premium Mastermind rather than taking the low ticket courses. Good. That’s exactly what you should be doing. Because if you always do the same thing you have always done, guess what? You get the same results you’ve always had. So generally speaking, when you have nerves, when you’re nervous in business, it means you are stepping out of your comfort zone. You’re doing something you’re not traditionally accustomed to doing.

That means you are growing. And so what naturally ends up happening, guys, is what you become nervous about changes over time. Now here’s where it’s interesting. I used to think, okay, I can’t wait until I’m at ten K a month. I can’t wait until I’m at 20K a month, 40K a month, on and on, 50K a month, 80K a month. And at that point in time, I’m sure I will no longer have nerves or I will no longer be nervous because at that point I’ve grown so much. Everything. I must have figured everything out. Here’s the thing that’s interesting, guys. The nerves and nervousness never goes away. You just get used to enjoying the sensation and the feeling of fear, which is really kind of an interesting thing. You will start to really enjoy it. So initially, I remember I used to be afraid to do Facebook Live and I would get nervous before doing a Facebook Live. Now I love doing Facebook Lives. I will do them in my pajamas or whenever I feel like it. It doesn’t matter if I fumble over my words. I laugh at myself and nobody seems to care and notice.

Anyways, I just have a blast with it. Right? So you will naturally, right? You were probably afraid the first time to go snowboarding or to Skydive or whatever it is, get married or have kids. I’m nervous if I’m going to be a good parent. All these things, right. And then everything turns out fine and you’re like you’re used to it, right? It becomes easy, right. And so the nerves and nervousness won’t go away as long as you continue to push the envelope and want to continually grow your business. But what you want to do a quick little trick for you here is it’s all about just perspective. So as I grow and evolve as an individual, as an entrepreneur, and our business grows. Right. Different things are scary to me now, per say, compared to when I got started. Right. So the nerves and nervous systems don’t go away. But now I recognize that, and I take a different perspective. And I go, okay, this is a little bit nerve racking to me. I was interviewed on a really big podcast, a top ten Entrepreneur podcast. And normally I love sitting down and doing interviews.

I love chatting with people. I love being on video camera. I’ve come to really enjoy that. And I’ve developed that skill set and that muscle memory of being live and being on camera. But for this interview, it was such a big interview. And I was two spots after Tony Robbins had just been interviewed on the show. It was such a massive interview that I was actually nervous. And I was like, this is really cool because it was like a Wednesday and not all the time do you get to experience that sensation? And I was like, wow, this is a big deal because I actually have nerves. So I took a reframe, and I took a different perspective. What did I decide to do in that moment? I actually did a Facebook Live, and now it’s just in our Facebook group, seven figure visionary, a free Facebook group. Check it out if you guys haven’t already a ton of free content and videos in there. And I was in that Facebook group, and I did a Facebook Live, and I was like, guys, this is really cool. I’m nervous right now. I was like, I’m nervous because, like, in 15 minutes, I’m hopping on this really massive podcast that’s going to blast out to hundreds of thousands of monthly unique listeners.

And it’s right after Tony Robbins episode. So it’s going to be extra hot. And I was like, I actually have a little bit of nerves right now. This is cool. This is fun, right? Because who gets to experience that level of excitement in their workplace, right? Like, think about it. Like, if you guys are officially outside of a nine to five job and you’re officially an entrepreneur, we’re so lucky because I remember being in a nine to five job, and I didn’t get that sensation right. There was the exact same Excel spreadsheets and doing this, reporting for client, for clients and stuff like that. There was never a level of excitement where I’m like, oh, I’m nervous. This is exciting. This is cool. It’s a luxury to have that. So if you can take the perspective of, okay, this is scary. I’m a little bit nervous, but I’m so lucky because this is so damn fun. Then watch how all of a sudden your nervousness will decrease, and instead you just have fun. And so I still get nervous. You will still get nervous over time, different things. But what makes you nervous will just be bigger scenarios, so to speak.

But you will still have the nerves and nervousness, but you’ll develop this perspective where you’re able to go, hey, this is actually really awesome. Let me have fun with this. I’m really lucky to have to be in a situation where I get to have so much fun and there’s so much excitement around my business. All right and so the lesson there to guys take the reframe. If you are feeling nerves and nervousness about something in particular in your business it’s probably exactly what you should be doing because it means you need to grow and stretch into that area so that that becomes a norm and once it becomes a norm the nerves disappear right after you raise your prices after you five extra prices. At first it’s going to be scary and then all of a sudden you’ll just consistently sell at that five times the price point and all of a sudden it becomes easy for you and then once things level out and it’s become easy for you for a little bit of time guess what? Time to raise your prices again. Time to level up again. Time to get nervous again. All right, so that’s what I got for you guys today.

I hope that is helpful. That’s how you know if you’re doing the right thing you have nervousness maybe you’re a little bit afraid to do it. It’s probably exactly what you should be doing otherwise perspective is everything all right, guys? See you guys in the next episode.

Hey Dino, Gomez here and if you enjoyed this, so be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode. Guys, we will see you in the next one. Bye.

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Professional or Authentic?

Professional or Authentic?

Written By Dino Gomez

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts. ​

Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

Transcription

Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1.

In today’s episode, we’re going to be talking about whether you should be cursing in your marketing and online and how you should dress, how you should look if you need to be professional, how authentic you should be. All of these things, these are questions that we receive sometimes from our clients is like, hey, how do I find my voice? How do I find my brand?

Who do I need to be?

So let’s dive into this, guys. Should you be cursing? Should there be should you be wearing normal clothes? Do you have to have makeup on? All of these different questions, right? Where do we draw the line online? I kind of like that one there. Draw the line online in terms of being professional versus authentic. Real quickly, guys, it is Sunday over here. I’m batch recording some of these episodes. It’s been an amazing day so far. I slept in a little bit, which for me, that means sleeping until about eight, got up, jogged down to the beach with Kona. We ran on the sand for about an hour, came home, showered, made her breakfast, and then I took back off with my laptop, found a coffee shop by the beach and wrote some more emails because that was something that we need to do is have some more new emails and new content. So I got those done. Been very productive. They did some podcast episodes, did some video recording. I was just in the mood today to work on a weekend, and it’s been awesome. I hope you guys are having an awesome day as well.

How professional do you need to be? Do you need to wear a suit? Do you need to have a professional background? Do you need to have all the fancy video and audio equipment and all of the different things? Here is what we always share with our clients, and we have so many case studies on this. The worst thing that you can do in your marketing and for your branding is to copy someone else that is a competitor. All right, so this often happens online, right? We see somebody who’s doing super well, and we go, oh, okay. I’m going to copy absolutely everything that they’re doing, including their persona, how they show up. They wear a suit. I’m wearing a suit. They have this in the background. I’m going to have my background look the same for my videos. They curse. I’m going to curse. They don’t curse. I’m not going to curse. They have makeup on and they always look done up. I’m going to have makeup on and always look done up. So again, we oftentimes I think that that’s the secret to success. And there’s a difference between modeling and copying. Okay? And so I’ll go through these two differences here.

The worst thing you can do is copy somebody’s branding and their persona, how they present themselves. Here is why, especially you do not want to copy them if they are a larger competitor, that is the worst thing you can do. And here’s why. It’s because they are already in front of you. All right? They’re already much bigger than you. They already have a much bigger audience, right? They already have more experience. They already have more systems and things put in place. So if you literally copy them, start talking like them, start dressing like them, have the same background in your video, start covering the same topics as them. If you do all of that, you are literally making it impossible for the marketplace to choose you over them. Because now you are just a clone of them. But guess what? They are bigger. They probably have more testimonials. They probably have more clients, a bigger team. They have more resources. You’re just a watered down version of them now. So you are literally putting yourself at a disadvantage by copying them. Now, with that said, you can go ahead and model things that they are doing.

Oh, my gosh, I noticed that they are doing a lot of TikTok videos and driving a lot of traffic with TikTok. Maybe I need to get on TikTok as well and use that as a platform. That’s modeling. But the ticktock account that you create and the content and the things that you do there should be authentic to you, right? You’re presenting yourself differently. You’re covering different topics. You have a different stories and opinions and things that you’re sharing and a different offer than them. All of those things. But you’re modeling the fact that, hey, this platform is working for them or this thing is working for them. All right? That’s the difference between copying and modeling. You never want to copy, especially a bigger competition, because your biggest advantage is the fact that you are you, are you. And as long as you remain true to yourself and who you are with your own voice, your own style, your own way of dressing, your own stories, your own messaging, your own branding and all those things, then people can see how your marketplace can see how you are different than a larger competition. And when you become relatable to a segment of that audience, they are going to choose you over the larger competition.

They’re going to say, hey, I just like the stories this person tells. I like their voice. I like how they explain this concept here. I feel closer to them than the bigger competition. So that’s how you be bigger competition, the authentically yourself. And so there’s no right or wrong. All right? Do I need to be professional? I’m a business coach. I always be in a suit. Guys, I wear t-shirts, and I joke around a lot, and I have fun in my business, and we’re very successful. And our clients that come to work with us, they like that feel, that vibe that we give out. Right. And there’s others in the marketplace who are very professional and have wear suits and do things like that, and they’re going to attract their perfect clients to them who also like that whole professional persona and so forth. Right. Again, you want to be authentically yourself, because again, when you are authentically yourself, whether that’s cursing professional, unprofessional, done up, looking good, or dressed down and looking casual, whatever it is now, nobody can copy you because it’s impossible. They can be a watered down version of trying to copy you and emulate you, but they will never be you.

And so now you’re giving yourself that advantage there. And so the answer to that is always be authentically yourself. There’s no right or wrong. What’s cool is the day and age that we live in. You don’t have to. Your only option is not to put on a professional persona. And there’s so many different examples of this. The example I’ll give you guys really quickly, one of my favorite motivational speakers is Eric Thomas. He’s now the third highest motivational speaker in the world. Tony Robbins is number one. Eric Thomas is number three. And Eric Thomas came up very quickly in the industry. He started on doing YouTube videos in his basement with, I think, just his phone. And it wasn’t, like, perfect lighting. It wasn’t, like, video editing done to it. It wasn’t this whole production. And at that point in time, Tony Robbins had the team and the brand and the production and all the things. So how did Eric Thomas come out of nowhere and create this massive movement and brand and fan base himself and grow to becoming the third highest paid motivational speaker in the world? How did he do that so quickly?

He was just authentically himself. He’s from the inner city. So he talks like he’s from the inner city. He’s not trying to be a version of Tony Robbins. He has his own stories, his own metaphors, his own life examples, his own way of motivating you. He screams and waves his arms, and he wears jeans and a T shirt, and he has his own brand that’s very different than the Tony Robbins brand. And for that reason, there is a segment of the marketplace, a large segment that’s like.

Hey, you know what?

I really like this Eric Thomas guy. I like his message. I want to continue to follow him. Right. And so he built his own following and his own fan base based on just being himself and his own way of motivating you in a different manner in style and light than Tony Robbins. And so that’s a perfect example. Gary Vaynerchuk is another perfect example. He’s out there with baggy jeans and a T shirt and always cursing and all these things. His company is now valued at a billion dollars. I just heard he could literally sell his marketing agency for a billion dollars and so he did that wearing a t-shirt and baggy jeans and doing the complete opposite of what a business consultant might have been had to do 30 years ago to come across as professional in a corporate environment. So that’s where the marketplace is now. You can be authentic yourself. It is appreciated and so people are looking for that real. So in case you were wondering who you should be, what is my voice? Just be you. Just be you. I hope that’s helpful. My friends will chat with you soon.

Hey Dino, Gomez here and if you enjoyed this, so be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode. Guys, we will see you in the next one. Bye.

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I looked in the mirror asked myself this

I looked in the mirror & asked myself this

Written By Dino Gomez

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts. ​

Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

Transcription

Hey guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in three, two, one.

In today’s episode guys, we are going to, well, we’re going to do this. All right? I’m going to ask you to look in the mirror. All right? And if you look closely in the mirror, you will find the money, the money you seek. We’re going to dive into this one.

Let’s go.

Act like the person you want to become. Look in the mirror, and the money will follow. What are you talking about, Dino? So my mentor has this saying that he says, act like the client you want to attract, invest like the client you want to attract. He’s always saying that. And it makes complete sense. Guys right. The way your mannerisms, your behaviors, your thoughts, the way you invest is going to uncover all of the money making opportunities for you in your business. All right. So in other words, if you’re like, I just really don’t like sales or, oh, my gosh, I’m so afraid to charge $1,000 to a client, to charge $5,000 to a client, to charge $10,000 to a client. Why are you afraid of that? You’re afraid of that right now because you haven’t invested that way yourself yet. Okay. Because once you invest into a coaching program and you spend $1,000, you join and then you go, wow, look at all the hundreds of other people that are inside this program that have also paid $1,000, you are changing your subconscious.

You’re changing your reality to understand how many other people out there are investing that type of money, just like you. And then you’re surrounded by people that are playing at a higher level. And then you see all of their success stories of them landing $1,000, $3,000, $5,000, $1,0000 plus clients, and you go, wow, there’s so much business out there. And there’s so many people willing to spend money on self development, whether it be health, wealth or relationships or a combination of it. That all of a sudden you realize how much potential there was.

So it wasn’t until I spent over 30 grand on a coaching program that I was comfortable to put together a very high tier, one on one type of coaching service where I charged the same amount. It wasn’t until I spent that type of money. And now all of a sudden, I’m in this mastermind, and I’m surrounded by all these other people who paid anywhere from 36 grand to 100 grand to be in the same mastermind. So there’s different tiers to the mastermind, depending on how much additional one V one support you got.

But all of a sudden I’m surrounded by 55 other individuals that are playing at that level, and they’re posting hey, I just landed a $10,000 pay in full client. Hey, I just sold out my retreat and made $150,000. Hey, I just did this. And so far this year, we’re only halfway through. I’ve made $725,000. It’s going to be just about a $2 million a year. I’m surrounded by all those individuals who spent that type of money invested that type of money and are playing at that level. And I’m seeing that they’re landing all these high ticket clients.

And I’m like, gosh, I didn’t realize how many high ticket clients are out there because everybody that I’m surrounded with is landing them. And so where is the money? Where are these high ticket clients? Look in the mirror, guys. Right. If you don’t like sales, if you are afraid to raise your prices, it’s because you haven’t done the thing that you want to ask your prospects and audience to do. Right. If you haven’t invested two grand on a coach yourself, it’s very difficult for you to go and turn around and you yourself ask somebody for two grand.

It’s just difficult. It’s not that it can’t be done. It’s just difficult. You might get lucky and land a couple of clients at 2K if you haven’t invested like that yourself before. But it will not be consistent because it’s not consistent with your own behavior. And so you’re going to have limiting beliefs that show up and these doubts and these fears and these insecurities, and it’s going to show up on those sales calls. And that’s why you won’t enjoy the sales process and a sales call with your new, improved and higher price.

That is ultimately better for the client because it means you’re going to be giving them more attention. You have more resources to have to create a better transformation and experience for them when they pay you more. Right. If a client’s paying you $2, you maybe can give them a few minutes of your time. If they’re paying you two grand right now, you can sit down and have one v one calls with them and actually help them through the problem that they are hired you to help them with.

Right. So it’s as simple as looking in the mirror and going, hey, am I exemplifying? Am I acting? Am I behaving? Am I thinking like the clients I want to attract? Right? Am I being the leader by doing this first, by being uncomfortable investing at an uncomfortable level myself in order to grow so that in turn, I can speak to my audience and help them get uncomfortable. Make a scary investment themselves in hiring me as a coach. That’s how it works. Energetically. And there are so many examples of this that you will just see in the world.

But there are birds of a feather flock together, right? There’s a reason why the top athletes all train together in the off season. They want to make themselves better. They want to be around the best. It’s proven to make you grow faster when you’re surrounded, like with that environment. And so look in the mirror and ask yourself, like, Am I doing those things I want to ask my clients to do? And that’s why I continually invest more and more and more every single year and spend more on more coaching.

It does two things. When I invest a bunch of money into a coach, it does so many things. First off, it’s going to help me grow my business and my personal development skills and all the other things. So it’s going to help me directly. Then it’s going to allow me to have the skill sets to be a better coach and mentor to my clients. So my clients get the ripple down effect of learning all this cool stuff from me because I went and hired the best coaches I could find.

And now I have all that type of knowledge and experience and expertise and data and skill sets and strategies that I can pass on to them. So for you, when you invest, you’re not just investing for yourself. You’re investing for yourself. It’s going to help you grow your business. But it’s also going to help you be a better coach to your clients. Now, what happens when you’re a better coach to your clients? All the good things happen, right? They resign with you. They give you referrals.

You have all these amazing testimonials that are going to fuel your marketing, you build this incredible brand, and then everything else becomes easier for you. So it’s in your best interest in so many different ways to get uncomfortable and to continually invest at a higher level because it will help you do the same and lead by example to your prospects. And it will make all of the sales and all the things. And you raising your prices that much easier. And so look in the mirror, guys, ask yourself, and this is in all facets of life, right?

Not just in business, but look in the mirror and say, hey, am I acting like the person I’m asking others to do? Like, am I doing the thing I’m asking other people to do? And if you’re not, and guess what. There are times in my career, my eleven year career where all of a sudden our business is growing, and then it stopped growing. And we had two or three months of about the same revenue. And I’m sitting there trying to figure out why did we stop growing?

And then I recognized, okay, what we need to do to go to a new level. I’m going to have to do something I’ve never done before. It’s just the way that works, right? We talked about that in the last episode to get results you’ve never had before. You have to do something you’ve never done before. So I’m like, okay, well, time for me to grab a new coach because this is a new coach at higher tier, and that will get us out of the slump because I need to change the input to change the output.

And that’s exactly what it did. All right. So look in the mirror ask yourself are you acting as the client you want to attract? And then as a quick little daily mission exercise for you as well to get you energetically into the space. That money is everywhere again, it’s always being printed. There’s just more and more money coming into the universe. It’s everywhere. It’s exchange people, give some up, and then you earn it back. You can’t take it with you when you die. It’s absolutely everywhere. So one little thing you can do if you’re in a feeling of lack, like maybe you had a bad month in terms of business or whatever it is, but you’re just feeling unabundant, right?

That is when more so than ever. This is something you should always be doing. But that is more so than ever when you should invest or when you should part with your money. All right. And so something you can do on a daily basis. Right. What’s a cool little gift you can buy for a stranger. Can you buy a cup of coffee for the person that’s behind you and spend an extra $5 doing that will just completely change your state and your energy and your mindset that hey, there are just amazing people out there in the world and people it will be reciprocated to you so much.

And those little acts right again, you can find if you join our email mailing list and get onto our side business daily mission where we send you those inspirational emails. It’s all the little things you should be doing like that so that you just attract all of the opportunities and all of the clients and all of the situations. And you have the mindset and the energy and the inspiration and also a ton of fun. Because some of the things we have and we recommend you do are a ton of fun, and all the doors and opportunities will open for you.

So look in the mirror. That’s where the money is. And ask yourself, are you acting as the client you want to attract? And if not, change that right away. And just watch how fast things change for you, not only in business but in your life as well. All right.

So that’s all for this episode.

Guys, we’ll see you in the next one.

Hey, Dino Gomez here And if you enjoyed this episode, be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheat sheets to help you grow your online coaching business. Alright, and if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month, we choose one lucky winner to win access to one of our coaching programs.

All right, so that is it for this episode. Guys, we will see you in the next one.

Bye bye.

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I don’t set goals I do this instead

I don't set goals, I do this instead

Written By Dino Gomez

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Transcription

Hey guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in three, two, one.

What are you doing, my friend?

Why are you setting a new goal for yourself and with a specific outcome when you actually should be doing something radically different? Let me explain. Let’s get a little bit deeper. All right, guys. Now at the time of this recording, right.

We’re getting closer to the new year. All right. Now, it doesn’t matter when you listen to this episode, you could be listening to it in May or September or some other time, right? It doesn’t need to be the start of the new year for this to be applicable. What you want to do, guys, everybody’s all about setting goals, right?

And normally it’s based on a specific outcome. I want to grow to 10k a month. I want to grow to 30K a month, 50k a month. I want my $83,000 month cash collected so that I’m on track to do a million dollars in a single year.

And that’s what a million dollar business is. It’s $83,000 approximately per month. So you have those certain goals now, goals can be useful. All right. But let me go deeper and show you guys something that I’ve been using and that I think is the future of growing a business.

All right. And I’m starting to hear more and more people talk about this, and I find it so fascinating. It’s been working so well for me. But if you have a goal at first off, you shouldn’t be focused on the goal of I want $10,000 a month. What you should really be focusing on are the tasks required for you to have a $10,000 month?

Okay. So in other words, right. If your coaching package is $5,000, you need two clients per month, two times $5,000 is your $10,000. Right. Okay.

So you understand that? Okay. I need two clients per month. All right. Then what you should be looking at is okay.

What’s my closing percentage? How many people do I need to talk to to have two of them say yes. Maybe you’re closing for simple math. We’ll say you close at 50%. That means half of everybody you talk to becomes a client, which is awesome.

Okay. Now going backwards further, right. That means you need four sales calls per month, because if you have four calls per month, you’re going to close two of them, which is 50%. And then with a $5,000 coaching package, you will have your $10,000 a month. All right.

So now your focus should change from $10,000 a month to, hey, I need to have four sales calls per month. So now you’re breaking things down into a task rather than just sitting there saying, I’ll be happy when I have a $10,000 month. That is one of the worst things you can say is I will be happy when. All right. And I’ll talk more about that again in another episode of how the psychology of that works and the data behind it, because I studied the mind so much and productivity so much.

It’s so fascinating. It has nothing to do with actually setting your goal. And I’ll get into that more in the future. But now, rather than saying I will be happy when I make $10,000 a month, you have a specific task and benchmark you’re looking for, which is four sales calls per month so that you land your two clients statistically or on average. All right.

And then what you need to do is go, okay, well, how much marketing do I need to do to generate four sales calls per month? Where are these sales calls coming from? Whenever you have a sales call, one of the things you should be doing is asking them, how did you hear about us? Or was there a specific piece of content that led to you wanting to book a call with me? All right, get data.

All right. And get data. And then here’s another huge tip. The huge tip is that it’s okay to repeat your marketing message? One of the things you might be asking yourself is I’m just out of content ideas.

I don’t know what to say when I write a post on social media, I don’t know what to create a video about. I don’t know what to do in the advertisements. You don’t always need new content, guys, it’s really interesting. But who here has listened to Les Brown or Tony Robbins or whoever it might be, right? Whoever your favorite speaker is author is, if you’ve watched interviews with them on YouTube, where on all these talk shows or whatever it is, or if you’ve gone to any of their seminars multiple times, they give the same presentation over and over again.

All right. I was at an event recently, very well known speaker. Obviously, Tony Robbins was speaking. It was awesome to see him there live. It was one of the last live presentations he said he’d ever be doing because he found out that actually he can reach more and impact more people by just doing his conferences remotely and that people are getting essentially the same transformation.

But it was amazing to see him live. And the energy in the room was incredible. But I was sitting next to this nice woman and we started chatting and we connected really well. And she’s like, yeah, this is the fifth year in a row I’ve been doing this Tony Robbins event, and I was like, Are they different, or why do you keep coming back? She goes, Nope, they’re all the same.

He gives the exact same presentation, just about says the exact same thing, uses the exact same stories, has to do the exact same exercises. But she’s like, I understand that I need to continue to be reminded of these principles. And every time I come here, I’m reminded of it. And then I put that back into the action and I get results I’m looking for in my life.

And so I keep coming back because I need the refresher. All right. And so that is huge for you. If you’re trying to figure out, oh, my gosh. I need to come up with new content.

You probably don’t. Right. Once you’ll have enough content initially, and then you just continually repeat that content, reteach it over and over and over again. You’ll get better and better and better at explaining it at articulating it your audience will pick up things, right. Who here has read a book the same book multiple times?

Who here has watched a great movie multiple times? Why did you watch the same movie multiple times if you knew how it goes because it creates that emotion for you and that results for you or that entertainment value for you. And therefore, even you, as the consumer are not necessarily upset when somebody is repeating their content. Right? You’re picking up more things or you’re being reminded of something that you need to hear again because it hasn’t become ingrained in your subconscious or in the way that you live.

So you need to hear it again before you’re ready to take action. So that’s another side tangent. You don’t always need new content. All right. What you should be doing is on any sales calls that you have you should be getting data from your prospects or your clients. What piece of content really resonated with you? Why did you join? And when they tell you? Well, it was that one story you told about when you were a teenager, and it reminded me of my teenage years and my thing that I went through and I knew we would connect super well.

And that’s why I joined is because it was that story. If that’s the case, that story, you might have done a Facebook Live and told that story once. Tell it again. Tell that story every other week, over and over and over again because your audience is going to change and grow and evolve. And people need to hear the story multiple times.

And people forget. Think about how many different pieces of content you see scrolling through social media every single day. People forget your story and your content and your strategy and so reteach it to them because you know it converts. All right. Again.

So that’s what you want to do from a content perspective is figure out what content converts and then continuously reteach it. Now going back to the goal thing of I’ll be happy when I’m at ten K a month, not what you should be saying to yourself. Instead, you should be breaking it down into the actual tasks and KPIs, which are key performance indicators that you’re looking for. We have previously discussed you need four sales calls per month so that you close your two clients at 5K, which is your 10K.

All right.

Now you want to figure out, okay, how many pieces of marketing do I need or how many people need to join my email list every single month to generate those four sales calls. And now you’re working backwards, and then you go, interesting. Okay. Or maybe you have a Facebook group and you go, okay. Right now, there’s 200 people in my Facebook group.

And this past month, I got my four sales calls, and I landed my two clients and I had my ten K month. And so it’s like, interesting. Okay. So that means you need to add 200 people to your Facebook group every single month to get at least have four of them book a sales call with you.

So now you’ve taken it from needing four sales calls a month to now understanding, you need 200 new Facebook group members per month, because the 200 new Facebook group members will equal four new sales calls, which will equal two new clients, which will equal 10K. You see how we’re breaking this down. So now your focus doesn’t need to be on, oh, my gosh. How am I going to get my half my 10K month? I want my 10K month.

I’ll be happy when I have my 10K month. No. All you have to do is focus on how do I grow my group or my audience and add another 200 people this month? Right. And now it’s a simple equation.

So everybody over complicates how to grow your business. It’s really math. It’s just math. It’s doing the boring work because it’s not the most exciting thing. Looking at data, some of us love it.

Most of us don’t. I don’t love it. But it’s what grows your business mathematically. And so now you focus. Okay.

On how do I grow my audience by 200 people this month so that I get my four calls. So I get my two clients. That’s exactly what you want to be doing. So there’s that again. You don’t want to just have the goal.

You want to break it down into the actual tasks. All right. And then in addition to that, this is the juicy part here, guys, this is the juicy part. The main thing you want to ask yourself, all right. Is okay I need to grow my audience by 200 people this month in order to have everything else calculate out to my 10K month, ask yourself, who do I need to become in order to grow my group, my audience, my email list by 200 people this month. That, guys, is something doing a lot of research on a lot of individuals. That is the special secret sauce. Who do I need to become? Because if you’re at $3,000 a month and you’re trying to get the $10,000 a month you are going to have to become a different person in order to get different results, right?

Nothing changes unless there is change, right? So you cannot continue to do the same thing and expect different results. The definition of insanity is doing the same thing over and over again and expecting different results. Famous quote by Einstein, right. So who do I need to become?

What new habits do I need to have? Do I need to wake up earlier? Do I need to do video even though I’m afraid to get on camera? Do I need to not be afraid of what other people think and get more vulnerable and sharing some of my stories?

Learn to enjoy sales even if I don’t really enjoy sales right now so that I close at a higher percentage? Who do I need to become? What type of energy do I need to have? That’s the big one. Guys, what type of energy do I need to have?

Who do I need to become? Those are questions people don’t ask themselves. They just set this goal. I want to lose 10lbs. I want this to happen in my life and then they don’t break it down into tasks and they don’t ask themselves that main question.

Who do I need to become? Do I need to wake up earlier? Do I need to get more sleep? Do I need to start exercising more so that I have more energy? Do I need to eat healthier?

So I have more energy? Do I need to surround myself with others that are doing the things that I want? So I have more connections in the industry to premium, high ticket buyers. Do I need to hire a new coach? Who do I need to become to get these new results I desire?

What would the $30,000 a month entrepreneur? What is their energy like? What kind of person are they in order to produce those results? That is the question to have, because that is what you ultimately control. All right.

You do not control the end result.

You can only control your state, your state of being, your mindset, your energy that you give out. And I will touch on this on a future episode. So make sure you stay tuned. But there’s a lot of data that suggests you are actually more productive. You make more money and you are more creative when you are happy.

All right. So that’s why I’m talking so much about energy is because it’s scientifically proven that when you are happy, all of the things that you want multiply for you, which is why who has noticed this in their life before? Oh, my gosh. Best month ever of my life. Everything’s going so well.

I got this that happened for me, and then this happened to me. And this person did this thing for me I wasn’t expecting. And then I made this amount of money and then I had this cool experience. Why does everything happen like that? Where either everything’s going wrong or everything’s going right?

Why is it like that? How many times has that happened to you in life or just everything all at once goes wrong or everything’s going perfectly? What is the foundation of that? It is your state and your energy, because that is the only thing that you can control because you cannot control outside circumstances. You cannot control what’s going on in the world.

All you can control is you and your mindset and your energy and what you do with your precious time and how you think and this limited amount of time we have here on Earth. Right?

That’s something really big to ask yourself, who do I need to become to get these new results? And when you figure that out, it’s very easy for you to start making adjustments to become that new individual. And as the result of becoming that new individual, you will get those new results that you ultimately external results that you ultimately want. All right. Who do you need to become?

Massive, massive questions. And if you want more inspiration? Guys, I started this cool side project. I really started it for myself because I love doing cool things, but it’s called Daily Mission, and so reach out to us. You’ll get on our email list, you’ll see an invite to join Daily Mission.

There’s nothing for sale there. It’s for free. But every single day I send you an inspirational email that is designed to make sure that you are stepping into your greatest version of yourself and having the right energy and mindset to produce the results that you want in your life. And we have a lot of fun as an example. Like one of our Daily missions we sent out recently was, hey, go high five strangers today and see how you feel after the fact.

And there’s little hacks and things you can do in life that will continuously keep your energy levels at a maximum. And again, when your energy levels are high, think about when you get a really good night’s sleep and you just feel amazing the next day versus when you got horrible sleep, how the next day is for you, right? It’s important that you keep your energy levels high. And so that’s what Daily Mission is all about is us being able to help direct you to have this incredible mindset where you are actively seeking and creating opportunities for yourself energetically to get the results that you want to take a look at that.

Otherwise guys, main takeaway, ask yourself, who do I need to become? What kind of energy do I need to have to step into these 10K, 30K, 50K, 80K, 100K month that our clients are having inside of seven figure visionary or mastermind? All right. So that’s it for this episode. Guys, I hope that was helpful.

We’ll see you guys in the next one.

Hey, Dino Gomez here and if you enjoyed this episode, be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheat sheets to help you grow your online coaching business. Alright, and if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month, we choose one lucky winner to win access to one of our coaching programs.

All right, so that is it for this episode. Guys, we will see you in the next one.

Bye bye.

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