#283: Get More Clients: The 5-Step Formula for Health Coaches to Create Financial Freedom

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What would financial freedom look like for you? A decade ago, Michelle found herself stuck and rapidly losing control of her health – until a client-generating formula changed everything. Listen as Michelle shares the formula to create freedom in YOUR life too. And join this March’s free GET MORE CLIENTS bootcamp at: HealthCoachPower.com/getmoreclients
 
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Full transcript:

All right. Hello there. Health coaches, we have been welcoming so many new members into our Get More Clients bootcamp this week, and as I read everybody's intro posts, I don't know if you've seen them, but our Facebook group is flooded with them. I'm moved. I mean, in this online world, we're often getting reduced to a tiny circular Facebook picture, our little profile shot. So I love the opportunity to get to know our members and hear their stories, and we have a welcome party coming up this week to do more of that. I cannot wait, and it's caused me to reflect on my own journey as a health coach, going from having some clients not always consistently, sometimes earning the equivalent of pocket money to where I am today. Really supporting myself with my business and just thinking about the steps that it took to get here.

So today I'm going to share a little bit of a story behind all of that. If you haven't already signed up for our free Get More Clients Five Day Bootcamp. It is starting in just a few days. I don't know what you're waiting for. You definitely don't want to miss this. Head over to healthcoachpower.com/getmoreclients. You can sign up for free. It's a very easy URL to share with your health coach, friends and networks. Again, that is healthcoachpower.com/getmoreclients. You are going to be so glad that you did, especially if you've ever felt stuck. I know that feeling and today I'm going to share the five steps that got me out of a really stuck place. So if you're here with me live and I know a bunch of you are, where are you feeling stuck in your life?

It could be a stuck mindset thing. You could be stuck for other reasons. Sometimes they're out of your control, outside of your control. About a decade ago, wow, really thinking back here today, about a decade ago, I found myself stuck in a very unhealthy marriage. It had taken years to identify to name the abuse that was going on. It can be subtle, and I knew that I had to leave, but at that point, I'm going to be honest, I was fully relying on my then husband's income. I had a three-year-old and I was pregnant with my second son. I was miserable, as you can imagine. It was taking a toll on my health, right? It doesn't matter how much kale you eat if you're living in an unhealthy situation, I felt trapped.

Statistically. I know it's very possible, but I hope that none of you have ever been in this situation. Again, speaking to a room full of women, I know some of you have, others of you have had a similar feeling, right? In other areas, maybe it's like a job that you've wanted to leave. Anybody here working a full-time, a part-time job somewhere else, and you don't want to be there. It is draining. You want to be able to do health coaching full-time to make that your main gig, but you're reliant on this job right now. You feel stuck. Or maybe you're someone who really wants to move. You want to buy a new house or change where you're living, but again, you can't because it's too expensive. There are financial barriers sometimes that keep us stuck, and that was me. I was staying stuck. My health was suffering. I couldn't really sleep. I really couldn't sleep. I would take a shower. I would pull out fistfuls of hair. I could not get out of what I thought was the postpartum phase for years. It was like my hormones had left the building. That's what stress does, right?

But I kept at it and one day I love sharing this story. I hope you all have a day like this one. Well, half like this. You'll see what I mean. One day when my now ex-husband had been laid off from his umpteenth job that he's been laid off, laid off from, I realized that the income from my coaching business was paying the bills. It was paying the bills. It was paying our not so tiny mortgage here in Westchester County, New York. And I turned elated to my now ex-husband, and I said, look, look, we're going to be okay. We can pay the bills again this month. Look, my business is covering it. And he said, I bet you're real proud of yourself.

Not too many months later, I left. I ran. He had taken the keys to the car. So I ran and I had my kids and I had a backpack with clothes and I had my laptop, didn't have a car, didn't have anywhere to live, but I had my freedom. And this is the point. I had my financial freedom, and that allowed me, it took six weeks. That's it. Who knew you could reinvent everything in six weeks, found a house, bought a car, set myself and my kids up for a much better existence. Now, again, I hope your story is nothing like this except the part where you realize one day that you did it right. I also hope that you can glean from this, that whatever is on the other side of what you're dreaming of, you can get there. I know sometimes it doesn't feel like it took a lot of years in my business going, Ugh, am I ever going to get there? And I owe all of this freedom to my business and to the five part formula that I'm going to share with you today. And if you want to dive deeper into these five steps, you want to start putting them into action for yourself, definitely. Definitely get yourself signed up for our free bootcamp at healthcoachpower.com/getmoreclients because that's what I did. I got more clients. I got smarter about getting clients until it was nearly effortless. Angela's over here giving a round of applause to financial freedom. Yes. What would you do with that financial freedom? What would that look like in your life? It's not where you start. It's definitely not where I started either. But here's how to get there. And you might want to take notes, right?

First, you need an audience of people who know you, who like you, and trust you. And we call this a warm audience, but warm, right? Warm can be lukewarm, and then it can be warm. Warm or warm can be actually very, very hot, like steaming hot. So the more your audience is paying attention to you and loving their interactions with you, the better. The bigger that warm audience is, the better. Now, if you're here with me live, I have a pop quiz for you. I'm not going to tell you the answer today, but tell me in the chat if you know where is the best place for your warm audience to live, where do you collect that audience? Shout it out. If you know it, you don't know it, that's okay. We are going to cover this very, very specifically during bootcamp and help you get started.

So yes, for the warm audience, let's move on to step two. Step two is actually related to having that warm audience. I'm talking about getting visible, getting really, really visible to new groups of people, expanding your audience. I see coaches posting on Instagram every day, and I'm not trying to call anyone out here, but they are putting up something on Instagram every day and then scratching their head and going, why don't I have any clients? It isn't working. It's because they're small. Instagram following is maybe a lukewarm audience, and it's just not enough. It's not enough visibility. You need to get visible online. You need to get visible offline. That's my both to really make headway as a new coach. Now, Emily, over here in the chat, she knows what I'm talking about. Podcast listeners, I'm still not going to tell you what the answer is, but if you're live with me, you can see Emily's answer to "what's that place where you collect your warm audience?" She knows. Way to go.,Emily, I've got another question for you. For those of you that have joined me live today, and I love that you guys are here, it's so much more fun when we're able to chat back and forth. So tell me in the comments one way that you've made yourself and your health coaching business visible lately or ever offline in real life. I hear coaches asking, I suggest that there might actually be a way to market yourself and find clients outside of social media, and it's like this blank stare just comes across their face and they're like, what could you possibly do to get clients if it's not on social media? Where did this idea come from? I have no idea. Is health coaching school telling everybody that after becoming health coach and learning about health and wellness, next, you have to become a social media influencer.

That's the next natural step. That's not it. That's a whole different job. If you don't know how to make yourself visible in real life, stepping away from your phone, stepping away from your computer and finding clients that you can actually reach out and hug, I'm going to have a whole list of ideas for you inside our bootcamp. Okay? I have got you covered. We are so lucky. I am so happy to be talking to you about this in a post covid world, because back when we were all in quarantine, it was weird for so many reasons, but it was weird in terms of marketing your health coaching services, you really were restricted to doing everything online. That is not the case. And there have been hundreds and hundreds of years of successful businesses that came before. Remember that, and it's time to get back to marketing ourselves in a more holistic, broad way and not just hashtag this and hashtag that. Again, I'm going to have a whole list of ideas to get you started inside bootcamp, and I see it's needed because nobody over here is telling me anyway that they have made themselves visible in real life lately. Alright, we got work to do, you guys.

Let's move on to number three. You need a higher priced coaching offer in your health coaching business, and you need, which you probably have, right? You probably have a private coaching package of some kind. Are you pricing it high enough? We'll have that conversation later, but here's the thing. You need to be making offers more consistently, not just when somebody randomly asks about working with you. That happens sometimes, but it's rare, right? You could sit there and wait forever if you're just waiting for clients to fall in your lap and hoping and praying that today is the day that some clients fall in your lap. No, no, no, no. I need you out there. Getting visible and then making offers. What does that mean to make more offers? Okay, Angela's telling me that she's out in real life. Good on you. Networking and speaking. Good. What kind of things, like networking events? Have you been a speaker on a stage? Angela, where are you doing this kind of thing. It doesn't have to be so formal. Sometimes you could be speaking in front of the PTA at the PTA meeting, something like that. Well, let me give you an example of one way that I got more visible and making more offers in my business because you can make them at scale when you start speaking to groups. If you're just talking to one individual, you make an offer. You've made one offer. If Angela's standing in front of a group of 50 people and she makes an offer, she just made 50 offers. So expanding upon that, I went through a period of time, this was years ago. I went through a period of time where I actually held a webinar, the same exact webinar every two weeks for a year.

Now, this was many years into my practice. I had done tons and tons of work in real life. The offline marketing had a pretty good audience built up, and I decided to hold a webinar for them every two weeks for a whole year. Kind of crazy. It sounds really repetitive, doesn't it? But with each webinar, I signed a couple clients. I kid you not, people didn't even seem to mind that it was the same webinar every two weeks. In fact, I noticed people signed up for it again and again and again. Now you don't have to go webinar crazy. This isn't like an ode to the webinar by any means, but the point is, if you offer your program once, you'll get one client, you're going to get a certain number of clients. If you offer your program 100 times, you will get 100 times more clients, right? It just makes sense. The more offers you make, the more clients you will have. So write this down if you're taking notes, got to make more offers. Got to make offers to more people. Linda said, did you hold the webinar online, Linda? I don't know a way to hold a webinar offline, but the equivalent of a webinar in real life, we would typically call a workshop. Same, same presentation offer at the end.

Now, the fourth thing that really helped me, and I'm telling you a lot of this stuff is in retrospect, I was truly shocked the day that I was doing the math and realizing that my income was covering the bills. It just hit me. I hadn't been paying attention. I didn't think it was really possible. So a lot of these steps, a lot of these points that made such a difference, I am better able to recognize hindsight is 2020. I could do another whole episode about the five or 5,000 things that did not help me along the way, but I don't really know if that's going to help you guys. So let's move on to the fourth thing that really, really helped me, and again, I did not appreciate it at the time, but looking back, I had been offering lower cost. I'm going to call them mini offers, and these did so much for my business because I was able to work with lots and lots of people at a lower price point, and these little programs would become an event.

I would run a detox or I would do a cook together program, something really simple. Here's the recipes and we're all going to cook 'em. This week, people talked about these things. I still have past clients that go, I still use your recipe from when you ran that program 10 years ago. People would say, when are you going to run the next one? And it was cool because I could give my clients a huge amount of value and just blow their minds, and then they went off and they did all the marketing for me. They told their friends who came along next time, who here has a low ticket offer like that? If you're here with me live, just say me in the chat. If you have a little program that you run for maybe $99 or $79 or something like that where it's very scalable, you could have a group of three.

You could have a group of 30 or 300, and in this way you're reaching more people, you're impressing more people, and again, they become your marketing force. Your marketing team who you don't even have to pay it is the very best. Now, you could say the same thing about private clients, of course, but there's only one of them at a time. And you know how private coaching is very, very personal. It's not always the thing Sometimes. Sometimes you got clients that will talk about their private coaching experience, others, they play it a little closer to the best. They don't necessarily want to tell everybody about what they did in their private coaching program with you. It's something with many people and it's not quite as personal. It's just fun. That's the kind of thing that people really talk about that helps tremendously.

And number five, this one is so important. I appreciate this so much. In retrospect, it has to do with leaning into the business that you want to build. Or when I think back to the business that I wanted to build, if I had listened to the business coaches who told me to go to networking events and wear a suit, you got to show up looking like professional personally, that never would've worked for me. It might work for you. It might be working for Angela, but it wouldn't have worked for me. My personality, where I was in my life, I built my entire business my way, which meant I was going to do it from home. I was going to do it in yoga pants. Half the time I was building my business. I think I was pregnant or nursing. I had babies. I had splattered with breast milk. It's a messy scene at that stage of life, and I wanted to build a business that I would always be there.

I would always be home for my kids. It was really important to me. I grew up with a single mom and she worked outside the house and she worked hard and I love her dearly, but I missed her. I always wished I had a mom who was there when I came home from school and I was going to be that mom. And you know what? I am that mom. And as a single mom, this whole thing became even more important because I'm here. I don't have to go to work and then there's nobody home. I'm always here. If the kids are sick, I can pick them up from school. So you get to choose. You get to choose what your business looks like, the shape that it takes. There is no one way to build a health coaching business. I cannot emphasize that enough. Is there anything that you've ever been told to do or you know should do but you really don't want to and not just because you're afraid or it's new, but you're like, that's just not who I want to be.

Tell us in the chat anything that comes to mind when I say that for me, hands down, it's the networking parties. You're never going to catch me at one of those. You get to choose what marketing activities you immerse yourself in and the way that you find your perfect clients. You get to even choose the shape of your coaching containers. Are you going to meet with people in person? Is it going to be done over the phone? There was a time in my business where I exclusively worked with clients via email. That's when my babies were very, very young. I didn't have them on a nap schedule. I never knew when I was going to be available, so I needed asynchronous coaching and I took it to email because ultimately you're not going to find financial freedom doing things that you hate or doing things that are like, I'm going to procrastinate about that. I don't really want to do it. I'm going to avoid it. You've got to build a business that makes you excited to jump out of bed in the morning, and I don't know what that is for you. Let's see. Linda's saying networking parties are also not for her. I understand you, Linda. I do. I do. We're like this. What is something that you enjoy doing, right? I always loved writing blog posts for something that really started my business way back when. Oh my gosh, you guys. I started my first blog in 2006. What is the thing that you love? Because these days when it's Monday morning and I get to work, I'm like, yeah, let's do it. That's the kind of excitement you should be feeling. So that getting up out of bed, you're like, I'm good. I never have the Sunday scaries. I'm like the let's get back to work. I can't wait to do it. And speaking of these days, I sleep great. I have been busy pulling together this bootcamp that I've told you about today. It is brand new material that I've just been pouring myself into. I'm going to give you the URL one more time. It's a really good one to share with your health coach friends so that you can do bootcamp together. It's very much a community event. The URL to join us is healthcoachpower.com/getmoreclients, and we're starting really, really soon. So I hope to see you there and I'll see you in the Facebook group and in the next episode of this podcast. Have a great day everybody.