cagr coachingbusinessblueprint transcript 2015...michelle: michelle:!!

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Page 1: CAGR CoachingBusinessBlueprint Transcript 2015...Michelle: Michelle:!!
Page 2: CAGR CoachingBusinessBlueprint Transcript 2015...Michelle: Michelle:!!

   

© Coach & Grow R.I.C.H.™ and Michelle Schubnel 2002 - 2015 Page 2  

 

THE  COACHING  BUSINESS  BLUEPRINT  Complete Transcript  

Michelle:  Hello,  hello,  hello,  and  welcome,  everyone.  This  is  Michelle  Schubnel,  president  and  head  coach  at  Coach  &  Grow  R.I.C.H.,  and  creator  of  the  Group  Coaching  Success  System.  I  am  so  excited  to  welcome  you  to  today’s  virtual  workshop,  the  Coaching  Business  Blueprint.  

You  made  a  really  great  decision  in  being  here  today,  and  I  want  to  start  off  by  acknowledging  you  for  not  only  showing  up  but  making  the  decision  and  taking  the  time  and  energy  to  focus  on  what  you  most  want  for  yourself  and  your  business  in  the  New  Year.  

Today,  I’m  going  to  walking  you  through  the  Coach  &  Grow  R.I.C.H.  Coaching  Business  Blueprint.  If  you  haven’t  already,  I  definitely  would  love  for  you  to  go  ahead  and  download  the  blueprint  now.  You  can  get  the  blueprint  at  www.coachandgrowrich.com/bizblueprint.  That  is  a  password-­‐protected  page,  so  the  password  is  MegaSuccess.  

What  are  going  to  be  doing  together  today?  We’re  going  to  focus  on  clarifying  your  income  impact  goals,  identify  which  revenue  streams,  products,  and  programs  make  the  most  sense  for  you  to  offer  in  the  New  Year,  have  you  discover  how  you  want  to  structure  your  business,  so  that  you  have  the  time,  energy,  and  resources  to  pursue  the  things  that  are  most  important  to  you  outside  of  your  business,  and  really  outline  your  sales  and  marketing  plan.  Does  that  sound  good?  

This  training  is  designed  as  a  hands-­‐on  virtual  workshop.  I’ve  set  it  up  as  90  minutes  of  training  to  create  your  customized  coaching  business  blueprint,  and  then  I  reserved  an  additional  30  minutes  for  question  and  answer.  

With  that  said,  you’re  totally  welcome  and  encouraged  to  type  any  questions  that  you  have  into  the  Q&A  box  during  the  call,  and  I’ll  look  in  there  periodically  and  make  sure  that  anything  that  needs  clarification  gets  answered  in  real  time.  If  there  are  questions  that  aren’t  particularly  applicable  to  exactly  what  we’re  talking  about,  we’ll  take  those  at  the  end.  

Like  I  said,  this  is  a  hands-­‐on  virtual  workshop,  so  for  those  of  you  who  are  here  live,  hopefully  you’re  sitting  at  a  desk,  you  have  that  blueprint  printed  out  in  front  of  you  or  it’s  on  your  computer  as  the  Word  document  so  that  you  can  go  in  and  put  your  answers  into  the  sections  while  we’re  on  the  training  together  today.  

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© Coach & Grow R.I.C.H.™ and Michelle Schubnel 2002 - 2015 Page 3  

You’re  not  going  to  be  able  to  complete  every  section  of  the  blueprint  during  today’s  session.  My  intention  for  you,  if  you’re  here  live,  is  you  get  started  and  then  after  the  training,  to  go  back  and  finish  any  sections  you  haven’t  completed.  

If  you’re  listening  to  the  recording,  you  can  always  pause.  As  we’re  doing  the  exercises,  I’ll  be  silent  and  give  you  30  to  60  seconds  to  work  on  whichever  section  we’re  doing.  If  you’re  listening  to  the  recording,  you  can  always  pause  it  and  take  longer  to  go  through  the  exercises  that  way.  Sound  good?  

I’m  curious  to  know  who’s  here  and  if  doing  regular  annual  planning  and  goal  setting  is  a  regular  part  of  your  annual  routine.  If  you  could  just  type  into  the  Q&A  box  your  name,  where  you’re  calling  in  from,  and  whether  or  not  you  regularly  do  annual  planning  and  goal  setting.  

It’s  funny;  I’ve  had  my  own  coaching  business  for  15  years  –  quit  my  full-­‐time  job  Memorial  Day  2000  –  and  over  those  years,  I  had  some  years  where  I  was  totally  serious  about  goal  setting  and  annual  planning,  and  I  had  other  years  where  I  was  not  as  focused  on  that.  When  I  look  back  and  I  think  about  the  years  where  I’ve  had  the  most  success,  those  were  the  years  where  I  got  really  clear  about  what  I  wanted  to  achieve  in  my  business  that  year.  

I’m  thinking  about  one  year  in  particular.  It  started  off  in  a  January,  I  was  at  a  mastermind  event  with  one  of  my  coaches,  and  one  of  the  first  things  we  did  was  this  type  of  an  activity,  get  clear  about  the  goals  and  intentions  for  the  year.  

One  of  my  goals  was  to  double  my  revenue,  and  I  did  that.  One  of  my  goals  was  to  double  my  e-­‐mail  list.  I  didn’t  hit  that  one,  but  I  sure  added  a  lot  of  new  people  to  my  community.  I  also  wanted  to  take  a  one-­‐month  trip  to  India  with  my  husband,  and  I  did  that.  I  have  no  doubt  that  my  setting  those  goals  –  double  my  revenue,  double  my  list,  take  a  month  to  go  to  India;  I  was  saying  that  all  the  time  –  there’s  no  way  I  would  have  achieved  what  I  did  in  my  business  that  year  if  I  had  not  set  those  intentions.  

Let’s  take  a  look  and  see  who’s  here.  We  have  Miriam  from  New  York;  she  says  sometimes.  Kate  in  Colorado  hasn’t  done  it  before,  so  that’s  perfect  you’re  here.  Kristen  wrote,  “I  do  set  goals  and  plan  but  rarely  follow  through  or  look  at  them  throughout  the  year.  I’m  very  lazy  about  it  and  it  shows.”  Great  self-­‐awareness,  Kristen.  I’m  curious,  what  do  you  want  to  do  differently  this  year?  

Georgiana  said  yes,  she  does  annual  planning  and  goal  setting.  Kimberly,  great.  A  couple  more  comments.  Carthage  from  Ireland,  yes,  does  regular  planning.  Roger  says  he  hasn’t  done  it  in  years.  Mike  says  yes,  it  does  help.  Awesome.  Great  to  hear  from  you.  

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It  sounds  like  we  have  a  mix  of  people  who  have  done  some  goal  setting  and  annual  planning,  others  who  haven’t.  For  me,  hands  down,  when  I  do  it,  I  have  a  much  better  year  in  my  business.  I’m  excited  that  you’re  here  with  me  so  that  we  can  do  this  for  you.  This  is  one  of  the  things  I  do  with  my  private  clients,  and  it’s  great  to  be  able  to  do  that  with  you  here  today.  

As  I  mentioned,  I’ve  been  coaching  for  a  long  time.  I  first  got  into  the  coaching  profession  back  in  1998.  That’s  when  I  started  my  training  with  Coach  U.  I  left  my  full-­‐time  software  sales  job  in  2000.  I  thought  it  would  be  easy  for  me  to  fill  my  practice  because  I  used  to  sell  multimillion-­‐dollar  software  systems,  logistic  management  software  to  container  terminals  at  Port  Authority.  Let  me  tell  you,  that  was  not  easy.  

For  two  years,  while  I  still  had  that  job,  I  took  my  classes  from  Coach  U  in  the  evenings  and  I  would  coach  my  clients  on  Sundays.  Can  any  of  you  relate  to  that?  Are  you  maybe  in  that  place?  Were  you  there  before  where  you’re  making  that  leap  to  becoming  a  full-­‐time  coach?  I  did  that  for  two  years  and  wow,  that  was  quite  a  period.  My  goals  back  then  were  to  quit  the  job  and  go  full-­‐time  coaching.  

When  I  did  make  that  leap,  I  was  shocked  at  how  challenged  I  was  to  attract  and  enroll  new  coaching  clients.  I  thought  it  would  be  so  easy  because  I  had  a  sales  and  marketing  background,  and  I  quickly  learned  that  it’s  very  different  selling  a  multimillion-­‐dollar  software  system  than  it  is  selling  myself,  basically,  and  my  own  services.  

Fortunately,  I  enrolled  in  a  business-­‐building  program  specifically  for  coaches  called  Coach  &  Grow  R.I.C.H..  I  took  the  program  from  the  creator,  filled  my  practice  in  about  six  months,  met  him  in  person  at  an  ICF  conference,  and  long  story  short,  we  ended  up  working  together  and  becoming  business  partners.  Since  about  2002  –  that  was  the  year  we  did  our  first  Coach  &  Grow  R.I.C.H.  live  event  –  I’ve  been  solely  focused  on  helping  coaches  attract  clients  and  build  thriving,  rewarding,  and  profitable  coaching  businesses.  

I  share  that  with  you  because  I’ve  really  seen  what  works  and  what  doesn’t  work.  I’m  excited  to  be  able  to  share  with  you  what  I’m  seeing  as  working  and  let  you  tap  into  my  expertise  so  that  you  can  really  map  out  a  great  game  plan  for  your  business  in  the  New  Year.  

The  Coach  &  Grow  R.I.C.H.  Coaching  Business  Blueprint  has  two  parts.  The  first  part  is  about  creating  your  coaching  business  annual  success  plan,  which  involves  more  than  just  the  business  part  of  things,  as  you’ll  see,  and  the  second  part  is  about  creating  your  sales  and  marketing  plan  to  achieve  your  annual  success  plan.  

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The  great  thing  about  you  signing  up  for  this  class  is  that  you  get  to  keep  all  of  these  materials  for  your  own  personal  use  so  you  can  download  the  recording  when  it’s  done.  We’re  going  to  get  it  transcribed  for  you.  You  get  to  download  the  blueprint.  I’ll  even  put  up  my  slides  for  you.  

I  encourage  you  to  do  this  activity  every  year  and  we’re  doing  it  together  today  for  this  upcoming  year,  but  save  this,  and  every  November/December,  if  you’re  running  late,  you  can  even  do  it  in  January,  but  it’s  such  a  great  thing  to  do  this  annual  planning.  

If  you’re  looking  at  the  blueprint,  go  ahead  and  turn  to  page  two.  There’s  a  quote  on  the  top  of  that  page  that  I  just  love.  Design  your  ideal  life  first,  then  back  your  business  into  it.  What  do  you  think  of  that  quote?  Would  you  like  to  have  your  life  and  business  work  that  way.  

My  friend,  colleague,  and  mentor,  Patrick  Summer  [?  12:43]  –  he’s  been  coaching  forever,  he’s  very  successful  –  he’s  the  one  who  taught  me  that.  It’s  something  that  he  really  stands  for,  and  it’s  true  for  me,  as  well.  

I  know  that  I  personally  loved  my  full-­‐time  software  sales  job.  Even  though  it  was  pretty  glamorous,  I  was  traveling  all  around  the  world,  I  had  more  frequent  flyer  miles  than  I  knew  what  to  do  with,  I  was  making  really  good  money,  but  the  fact  was  I  didn’t  feel  like  I  was  really  in  control  of  my  life,  so  I  wanted  to  do  something  different  where  I  could  be  more  in  control.  I  wanted  to  create  the  freedom  and  the  income  where  I  would  really  be  in  charge  of  it  instead  of  someone  else  determining  my  schedule  and  how  much  money  I  earned.  

For  me  in  my  life,  living  my  life  according  to  my  priorities  is  a  huge  reason  why  I  became  a  coach.  I’m  wondering  if  that’s  true  for  you,  too.  That’s  why  when  I  do  my  annual  business  planning  for  myself  and  with  my  clients,  we  start  off  by  looking  at  what  you  most  want  to  achieve  in  your  life  in  your  New  Year  because  it’s  this  idea  of  design  your  ideal  life  first  and  then  figure  out  back  your  business  into  it,  see  how  your  business  can  support  in  living  your  ideal  life.  

These  life  categories  are  not  in  any  specific  order,  and  there  might  be  a  life  category  that’s  missing  for  you.  You  might  discover  that  after  we  go  through  it.  You  can  certainly  add  it  once  we  go  through  these  different  life  categories.  

The  first  life  category  that  we’re  going  to  look  at  is  health,  wellness,  and  fitness.  What  would  you  love  to  achieve  regarding  your  health,  wellness,  and  fitness  in  the  New  Year?  I  want  you  to  take  a  minute  right  now  and  just  write  down  your  intentions  in  these  areas.  

Like  I  said,  I’ll  be  giving  you  about  30  seconds  to  a  minute  to  actually  start  outlining  your  intentions  and  thoughts  for  your  success  plan  during  today’s  call,  and  then  you’ll  go  back  and  finish  the  sections  that  you  don’t  have  time  to  complete  during  the  training.  So  go  ahead  and  

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write  down  what  you  would  love  to  achieve  regarding  your  health  wellness  and  fitness  in  the  New  Year.  

I  know  for  me,  I  have  gone  and  off  the  health  and  fitness  wagon  so  many  times,  and  I’m  feeling  much  more  connected  to  it  these  days.  I’m  actually  working  on  working  out  every  day  if  I  can  do  it.  I’ve  set  some  pretty  big  health  and  wellness  and  fitness  goals  up  for  myself  for  the  New  Year,  and  it  feels  good.  

Next,  we  have  vacations.  I  don’t  know  about  you,  but  one  of  the  things  that  I  love  about  having  my  own  business  is  being  able  to  take  vacations.  I’m  married.  My  husband  and  I  just  celebrated  our  eight-­‐year  wedding  anniversary,  and  we  didn’t  end  up  having  kids;  we  thought  maybe  we  would,  but  it  didn’t  happen  for  us.  One  of  the  things  that  allows  is  more  time  and  money  for  travel.  We  love  to  take  big  trips.  

We  took  a  month-­‐long  trip,  as  I  mentioned,  to  India  in  2010.  This  past  summer,  we  spent  a  month  in  Europe  and  went  to  Greece,  Norway,  Sweden,  and  Iceland.  We’re  trying  to  figure  out  our  next  international  trip.  

Are  there  any  big  vacations  that  you  would  like  to  make  happen  for  yourself  or  your  family  in  the  New  Year?  Go  ahead  and  write  those  down.  It’s  fun  to  think  about  vacations,  isn’t  it?  

After  big  vacations,  I  like  to  think  about  what  I  call  weekend  getaways.  When  I  think  of  weekend  getaways,  it  reminds  me  of  making  sure  you  have  a  getaway  once  a  quarter,  which  was  something  I  learned  when  I  was  in  Brendon  Burchard’s  mastermind  group.  

He’s  just  an  amazing  marketing  guru  and  personal  development  guru,  and  he  was  one  of  my  mentors  who  really  focused  on  the  importance  of  living  a  great  life  and  lifestyle  and  making  sure  you  have  time  to  connect  with  your  partner  and  your  family  –  it’s  easy  to  get  really  caught  up  in  business  stuff  –  and  just  making  your  priorities  a  priority.  

I  think  for  us  as  business  owners,  it’s  really  up  to  us  to  decide  to  create  our  business  and  life  the  way  that  we  want  it,  because  if  we  don’t  set  the  intentions  to  do  something  like  quarterly  long-­‐weekend  getaways  and  if  you  don’t  put  them  on  the  calendar,  it’s  easy  to  not  do  that.  Do  you  have  any  weekend  getaways?  Do  you  like  the  idea  of  making  sure  you  get  away  at  least  once  a  quarter,  visit  friends,  go  away  with  your  family,  your  partner?  

Now,  we  have  weekly  fun,  and  I  like  having  weekly  fun  as  part  of  the  annual  success  plan  because  it’s  important  to  make  sure  that  you  have  that  ongoing  thing  that  nourishes  you  on  a  regular  basis  in  your  life.  

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I  know  for  me,  I  would  say  one  of  the  downsides  of  having  my  own  business  is  I  feel  like  it  never  goes  away.  When  I  had  that  software  sales  job,  even  though  it  was  intense  and  it  was  hard  work,  when  I  was  off  for  the  weekend,  I  didn’t  really  think  about  it.  When  I  got  home  at  night,  I  didn’t  think  about  it.  There  was  more  to  do  but  I  knew  I  would  do  it  when  I  got  to  the  office,  where  having  my  own  business,  it’s  easy  to  have  it  be  consuming.  

Putting  something  in  your  schedule  to  make  sure  you’re  getting  what  I  like  to  call  weekly  fun  is  a  great  way  to  keep  your  energy  up  and  make  sure  that  you’re  designing  your  life  and  living  it  and  doing  the  things  that  bring  you  joy  and  happiness  on  a  regular  basis.  What  might  that  look  like  for  you?  What  might  your  weekly  fun  look  like?  

Last  in  the  fun  recreation  category,  we  have  daily  fun.  Is  there  something  daily  that  brings  you  joy  that  you  want  to  be  intentional  about  in  the  New  Year?  Oftentimes,  my  health  and  wellness  is  my  daily  fun.  I  go  to  a  boot  camp  class  down  by  Lake  Merritt  in  downtown  Oakland,  and  that’s  my  favorite  way  to  start  my  day.  It’s  fun  for  me,  I  like  seeing  the  women  at  boot  camp  and  the  instructors,  it’s  social,  and  I  get  the  exercise  in  there,  too,  so  that’s  a  big  part  of  my  daily  fun.  

Let’s  go  on  to  the  next  category,  which  is  relationships.  When  you  think  about  your  relationships,  your  romantic  relationship,  your  friends,  your  family,  and  when  you  think  about  the  New  Year,  how  do  you  want  to  make  your  relationships  a  priority?  What  does  that  look  like  for  you?  

It  might  be  having  dinner  with  the  family  every  night.  It  might  be  making  sure  you  have  enough  time  for  your  partner  or  your  spouse?  I  know  for  me,  with  my  relationships,  it’s  making  sure  I  have  time  to  travel  to  go  back  east  to  see  our  family.  I  live  out  in  California  with  my  husband.  We’re  both  actually  from  the  East  Coast,  so  we  have  to  across  the  country  to  visit  our  families,  so  that’s  something  I  put  into  my  annual  plan  around  relationships,  which  is  making  sure  I  have  time  and  scheduling  in  trips  to  visit  my  family.  

Let’s  keep  moving  on.  Spiritual  and  contribution.  What’s  important  to  you  regarding  your  spirituality?  Do  you  attend  church  on  a  regular  basis?  Do  you  meditate?  What  helps  you  connect  with  your  greater  power  both  inside  and  outside  of  you?  How  do  you  want  that  to  show  up  in  the  New  Year?  

I  also  put  contribution  into  this  category  because  I’m  such  a  big  believer  in  giving  back.  When  I  very  first  started  my  business,  my  coach  encouraged  me  to  set  aside  5%  to  tithe,  to  give  back,  and  I’ve  now  upped  it  to  10%,  and  I  think  that  just  makes  a  huge  difference  in  our  business.  Even  if  it’s  starting  with  1%.  

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Of  course,  money  isn’t  the  only  thing  you  can  give.  This  isn’t  a  class  about  money,  but  I  really  do  believe  in  the  energetics  of  money.  It’s  like  the  money  flow.  When  you’re  in  that  place  of  flow  and  you  know  that  you  can  give  some  away  to  somebody  else  because  there’s  more  coming  in,  that’s  what  enables  the  flow  to  keep  going.  I  truly  believe  that  contribution  piece  is  a  key  factor  that  has  that  money  flow  work  well.  What  are  your  intentions  around  your  spirituality  and  your  contribution  goals  for  the  New  Year?  

Kim  wrote,  “Can  you  give  some  examples  of  weekly  fun?”  Yes,  it  might  be  date  night  with  your  partner.  It  might  even  just  be  one  night  a  week  for  yourself.  Maybe  one  week  in  a  month  it’s  a  book  club,  the  second  week  of  the  month,  it  might  be  meeting  a  friend  for  coffee,  the  third  week  of  the  month,  it  might  be  going  on  a  date  night  with  your  husband.  It  could  be  something  like  a  dance  class,  a  pottery  class.  Weekly  fun  might  be  movie  night  with  your  kids  one  night  a  week.  

Whatever  is  going  to  nourish  you,  and  especially  if  you  have  workaholic  tendencies,  I  think  making  sure  you  schedule…  That’s  why  I  love  having  my  clients  schedule  weekly  fun,  and  we  talk  about  what  is  that  going  to  look  like  to  make  sure  that  they  keep  their  life  in  balance  and  really  this  whole  idea  of  why  do  we  work  so  hard?  Why  do  we  have  our  business?  I  believe  it’s  so  that  we  can  live  our  best  lives  and  make  a  difference  and  contribute.  We  might  as  well  design  our  businesses  to  support  us  and  creating  what  we  most  want.  Good  question.  

Let’s  move  on  to  shift  our  thinking  and  talk  about  your  ideal  work  schedule.  I  like  to  look  at  the  ideal  work  schedule  in  three  different  categories.  I  like  to  start  off  by  looking  at  what’s  your  ideal  monthly  work  schedule?  

For  example,  I  know  a  number  of  coaches  who  like  to  work  the  first  three  weeks  of  the  month  and  then  they  take  the  last  week  off.  If  there  happens  to  be  five  weeks  in  a  month,  then  they  might  end  up  having  two  weeks  off  that  month.  That  structure  just  works  really  well  for  those  coaches,  so  that  might  be  what  your  monthly  work  schedule  looks  like.  That  doesn’t  work  for  me.  I  do  a  lot  of  travel  and  I  don’t  follow  that  kind  of  a  rigid  schedule,  so  my  monthly  work  schedule  is  more  around  balancing  time  off  –  work  and  play.  

When  you  think  about  your  monthly  work  schedule,  is  there  a  monthly  work  schedule  that  you  want  to  put  in  place  in  the  New  Year  that  would  really  support  you  in  both  taking  your  business  to  where  you  want  it  to  go  and  living  the  life  that  you  want  to  have?  

Eileen,  one  of  my  senior  associate  coaches,  has  been  part  of  the  Coach  &  Grow  R.I.C.H.  team  forever.  You  coach  your  clients  the  first  three  weeks  of  the  month,  right,  Eileen,  and  then  you  have  that  fourth  week  off  for  vacation  or  admin  or  things  like  that?  

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Eileen:    Right,  and  it  works  out  really  well  for  me  and  for  the  clients,  too.  I  do  a  lot  of  individual  coaching,  and  they  have  to  take  their  vacations  and  they  have  to  schedule  things.  I  find  it  works  out  really  well.  I  also  try  to  do  any  administrative  things,  any  personal  things,  haircuts,  dental  appointments,  vet  appointments,  all  of  those  things  happen,  marketing  things  that  I’m  writing.  I  try  also  to  schedule  the  marketing  activities,  then,  because  then  I  don’t  have  to  worry  about  running  out  of  the  house  after  the  last  client  during  the  first  three  weeks.  

Michelle:    I  almost  wish  my  business  and  life  was  a  little  more  structured  because  when  I  talk  to  you,  Eileen,  or  I  think  of  Eva  Gregory  –  she’s  been  around  forever  –  she  follows  that  model  so  religiously.  

I  think  the  point  that  you  made,  Eileen,  that’s  really  key,  is  especially  if  you’re  coaching  a  lot  of  clients  –  some  coaches  like  a  fuller  roster  than  other  coaches,  so  if  you’re  coaching  a  fuller  roster  of  clients  –  I  think  that’s  when  it  really  makes  sense  because,  otherwise,  it’s  like  you’re  all  over  the  map.  Thanks  for  sharing  that,  Eileen.  

Eileen:    You’re  welcome.  

Michelle:    What’s  your  monthly  schedule?  Take  a  second  and  identify  if  you  would  like  to  adopt  something  like  that  –  the  first  three  weeks  of  the  month  –  or  if  there’s  a  different  way  you’d  like  to  structure  your  month.  

The  weekly  work  schedule  is  one  that  I  really  encourage  you  to  take  on  and  get  clear  about  the  days  that  you  want  to  coach  and  also  the  times  that  you  want  to  coach.  I  get  this  question  a  lot.  “I  have  people  who  want  to  be  coached  on  Saturdays.  What  do  you  think?”  or  “I  have  clients  who  want  to  be  coached  in  the  evening.  What  do  you  think?”  

What  I  think  is  it’s  up  to  you.  What  do  you  want  for  your  business?  What  are  the  business  hours  that  you  want  to  be  available?  It  might  make  sense  and  you  might  be  totally  fine  with  coaching  in  the  evening  one  or  two  nights  a  week  for  a  couple  of  weeks  a  month.  You  might  be  happy  to  coach  on  a  Saturday,  or  you  might  say,  “You  know  what?  Weekends  and  evenings  are  off  limits.  I  coach  my  clients  between  9:00  a.m.  and  3:00  p.m.  when  my  kids  are  in  school  and  if  we  can’t  meet  then,  I  can’t  coach  you.”  

What  does  your  weekly  work  schedule  look  like?  What  would  that  ideal  weekly  work  schedule  be?  I  know  for  me,  I  like  to  schedule  all  of  my  calls,  my  clients,  and  my  groups  on  Tuesdays,  Wednesdays,  and  Thursdays.  I  do  my  best  not  to  schedule  things  on  Mondays  and  Fridays.  This  way  if  I’m  traveling,  it’s  not  a  problem,  and  I  just  really  like  that  work  schedule.  It’s  not  that  I  

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don’t  work  on  Mondays  and  Fridays,  but  I  don’t  try  to  schedule  any  calls  or  anything  for  those  days.  

Now  let’s  look  at  the  daily  work  schedule.  There  are  a  few  things  I  want  to  address  around  the  daily  work  schedule,  and  one  of  the  most  important  priorities  is  creating,  I  believe,  a  morning  routine  that  works  for  you  and  really  starts  your  day  off  strong.  Again,  I  recommend  you  determine  what  are  your  work  hours,  when  do  you  want  to  work?  

Some  people,  as  I  said,  are  very  structured  in  this  way,  especially  the  moms  I  know  because  they  drop  their  kids  off  at  school,  they  have  a  certain  amount  of  time  to  work,  and  they  have  to  pick  their  kid  up  from  school,  and  then  maybe  they  have  another  hour  or  two  in  the  afternoon  after  that  when  the  nanny  is  there.  

Some  people  have  very  structured  work  schedules  and  other  people  have  looser  work  schedules.  Regardless  of  whether  you  have  more  structure  or  more  flexibility,  one  of  the  things  that  I  think  makes  a  huge  difference  as  a  business  owner  is  a  powerful  morning  routine.  

Your  morning  routine  can  be  whatever  you  want  it  to  be,  but  the  key  part  is  that  it  really  supports  you  in  both  achieving  your  personal  goals  as  well  as  your  business  goals.  For  me,  my  morning  routine  is  daily  exercise  –  I  just  know  that  if  I’m  going  to  get  it  in,  I  do  it  in  the  morning  –  healthy  meeting,  and  then  a  key  thing  is  getting  really  clear  about  my  priorities  for  the  day  before  I  jump  into  e-­‐mail  or  start  working  on  a  task.  

I  think  the  best  scenario  is  the  day  before  as  you’re  wrapping  up  that  day,  you  identify  your  priorities  for  the  next  day,  but  if  that  hasn’t  gotten  done,  I  really  recommend  that  when  you’re  starting  your  work  day,  take  a  couple  of  minutes  and  identify  what  are  your  top  priorities  that  day?  What  are  the  most  important  things  for  you  to  get  done  that  particular  day?  Because  it’s  easy  to  get  sucked  into  checking  e-­‐mail  first  thing,  and  when  you’re  on  e-­‐mail,  for  the  most  part,  we’re  just  responding.  It’s  somebody  else’s  agenda;  it’s  not  our  agenda.  

Take  a  second  right  now  and  identify  what  type  of  daily  work  schedule  would  you  like  to  create  for  yourself,  and  are  there  any  parts  of  a  morning  routine  that  you’d  like  to  put  into  place?  

Let’s  go  on  to  your  ideal  work  environment.  When  it  comes  to  your  ideal  work  environment,  are  you  happy  with  where  you  do  you  work?  This  is  something  like  your  office.  What  does  your  coaching  office  currently  look  like?  Are  you  happy  with  it?  Are  you  working  from  home  and  you’re  excited  about  it?  Or  maybe  you  work  from  home  and  you’re  feeling  lonely  and  uninspired.  Maybe  you  want  to  investigate  an  office  share  space.  

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I  remember  one  of  my  clients  last  year.  That  was  a  huge  thing  for  him.  As  we  were  doing  this  annual  planning,  he  realized  he  liked  the  flexibility  of  working  from  home,  he  didn’t  want  to  get  a  full-­‐time  office  outside  of  his  home  office,  but  he  was  isolated,  he  was  lonely,  he  wasn’t  being  as  creative  as  he  knew  he  could  be,  and  so  he  found  a  shared  office  space.  He  was  local,  actually,  here  in  the  San  Francisco  Bay  Area.  He’d  go  in  there  one  or  two  days  a  week,  and  it  just  made  such  a  huge  difference  in  his  business.  That  might  be  something  to  think  about  if  you’re  running  into  the  loneliness  or  the  isolation  factor.  

Maybe  your  office  isn’t  supporting  you  in  the  way  you  like.  Maybe  you  need  new  technology  or  your  office  is  actually  the  dining  room  table  and  this  New  Year  is  the  year  you  turn  part  of  the  garage  into  your  office  space  or  clean  out  the  guest  bedroom  and  make  that  your  office.  

The  other  things  I  put  in  this  category  around  your  ideal  work  environment  are  support  and  assistance.  When  you  think  about  your  ideal  work  environment  and  the  things  that  need  to  be  done  in  your  business,  what  would  you  love  to  delegate?  What  would  you  love  to  get  support  on?  

I  think  a  great  place  to  start  when  it  comes  to  delegation  and  support  is  around  bookkeeping  and  accounting.  I  know  that  was  the  first  ongoing  support  that  I  hired  in  my  business  because  I  realized  there’s  so  many  things  to  do  and  there’s  someone  who  understands  QuickBooks  and  can  do  it  for  me.  In  general,  for  most  coaches,  being  an  accountant  is  not  their  natural  trait,  so  that’s  a  great  first  place  to  start.  

Then  as  your  business  grows,  your  team  can  grow.  The  more  you  bring  on  people  to  do  the  things  that  you  don’t  love  or  that  other  people  are  better  at,  it  frees  you  up  to  do  the  things  that  only  you  can  do,  like  coach  clients  or  deliver  speaking  engagements  or  develop  relationships  with  strategic  alliance  partners.  The  more  support  you  get,  the  more  that  enables  you  to  focus  on  what  you’re  best  at  and  then  be  able  to  take  that  time  off  to  have  those  vacations  and  know  that  your  business  is  still  running.  

In  this  upcoming  New  Year,  what’s  your  vision  or  intention  around  your  work  environment,  your  office,  your  support?  When  I  think  of  support,  I  also  think  of  coaching  and  mentoring.  I  believe  that,  obviously,  as  coaches,  we  should  be  working  with  coaches.  

I  don’t  mean  that  you  have  to  have  a  coach  365  days  a  year,  every  year  that  you’re  in  business,  but  if  you’re  not  investing  in  coaching,  I  believe  as  coaches,  if  we’re  not  walking  our  talk  and  also  working  with  a  coach,  it’s  hard  to  attract  and  enroll  new  coaching  clients,  and  we’re  making  things  a  lot  harder  on  ourselves.  

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If  I  think  back,  I  probably  had  seven  or  eight  different  coaches  and  mentors,  everything  from  working  privately  with  coaches  one-­‐on-­‐one  to  joining  year-­‐long  masterminds  like  the  one  I  was  in  with  Brendon  Burchard.  Right  now,  I’m  in  one  with  Justin  Livingston.  If  you  think  about  the  upcoming  year,  is  there  coaching  or  mentoring  that  you’d  like  to  put  into  your  ideal  work  environment?  

Let’s  go  on  to  page  number  four.  At  the  top  of  page  number  four  is  another  quote  I  like,  which  is  “A  goal  without  a  plan  is  just  a  wish.”  We’re  going  to  set  some  goals  and  then  we’re  going  to  plan  out  how  you  can  achieve  them.  

When  I  think  about  revenue  planning,  I  like  to  start  with  a  monthly  net  revenue  number.  Your  net  revenue  number  is  the  amount  of  money  you  get  to  put  in  your  bank  account  at  the  end  of  the  month.  This  would  be  after  you  pay  your  expenses,  after  you  set  aside  money  for  taxes.  

Depending  on  how  you’re  business  is  structured,  you  might  be  writing  yourself  a  check  every  month,  but  your  net  revenue  is  the  amount  of  money  each  month  that  you’re  able  to  bring  home  from  your  coaching  business.  

I  recommend  having  three  net  revenue  goals,  and  this  is  not  on  your  sheets,  so  you  might  want  to  write  this  down.  I  recommend  having  a  bottom  line  goal  –  this  is  your  “got  to  hit  this  number”  goal  –  your  target  goal,  and  then  you  mind-­‐blowing  goal.  

Your  bottom  line  is  “I  need  to  bring  in  this  amount  of  money  every  month  in  order  to  pay  my  expenses.  This  is  the  bottom  line  amount  of  revenue  I  got  to  have  in  my  bank  account  every  month  from  my  business  to  not  go  into  debt”  –  bottom  line  minimum.  

Your  target  is  more  than  that,  so  it’s  like  above  the  bottom  line,  and  it’s  your  target.  I’m  going  to  make  up  some  numbers.  Maybe  your  bottom  line  goal  is  $5000  and  your  target  might  be  $8000.  Your  mind-­‐blowing  goal  –  that’s  the  third  goal  –  might  be  $20,000.  Do  you  see  how  those  numbers  are  really  different?  

Write  down  those  three  categories,  your  bottom  line,  target,  and  mind-­‐blowing,  and  identify  what  those  monthly  net  revenue  goals  are  for  those  three  categories.  

Underneath  your  monthly  net  revenue  goal,  we  have  the  monthly  gross  revenue  goal.  Your  gross  revenue  is  all  of  the  revenue  that  comes  into  your  business.  This  is  before  you  pay  expenses.  This  is  before  you  set  aside  money  for  taxes.  It’s  the  total  revenue  that  comes  in.  

I  don’t  know  what  your  expenses  are,  so  when  it  comes  to  determining  a  gross  revenue  goal,  I  think  a  very  easy,  conservative  way  to  come  up  with  this  number  is  to  take  your  net  number  

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times  two.  If  your  bottom  line  net  revenue  goal  is  $5000  per  month,  you  want  to  be  bringing  in  $5000  into  your  checking  account  every  month  from  your  business,  then  a  good  gross  number  would  be  two  times  that.  

That’s  a  generic  formula,  you  might  have  higher  expenses,  you  might  have  lower  expenses,  but  for  the  sake  of  coming  up  with  some  planning  until  you  have  your  numbers  and  start  tracking,  that’s  a  good  formula  to  use.  

Take  whatever  your  bottom  line,  target,  and  mind-­‐blowing  net  revenue  goals  were  and  determine  what  the  gross  revenue  would  be  for  those  two  categories.  

Now  we’re  going  to  look  at  the  annual  net  revenue  and  the  annual  gross  revenue.  For  your  annual  net  revenue,  you’re  going  to  take  those  monthly  net  revenue  goals  and  multiply  it  times  12.  If  the  bottom  line  goal  was  $5000  a  month,  times  12,  it  would  be  $60,000.  If  the  target  was  $8000,  times  12,  it’s  $96,000.  It’s  almost  $100,000.  And  then  mind-­‐blowing,  $20,000  a  month  times  12  is  $240,000,  almost  a  quarter  million.  

Determine  your  annual  net  revenue  goals  and  then  those  gross  revenue  goals.  

Why  do  you  think  this  is  important?  Why  is  it  worthwhile  coming  up  with  these  numbers?  Does  anyone  have  an  idea  of  why  I  start  with  a  net  and  then  have  you  identify  the  gross?  If  you  have  any  thoughts,  you  can  type  them  into  the  Q&A  box,  or  if  you  have  any  questions  about  what  we’ve  covered  so  far.  

The  reason  why  I  find  it  so  valuable  and  important  is  sometimes  people  say,  “I  want  a  six-­‐figure  business,”  just  because  it  sounds  like  a  good  number.  Certainly  earning  $100,000  a  year  in  your  business  is  a  good  thing,  but  it’s  very  important  to  really  be  clear  about  the  difference  between  that  net  number  and  the  gross  number.  

Also,  I  see  that  coaches  sometimes  keep  themselves  playing  small.  They  don’t  even  set  that  mind-­‐blowing  goal.  They  might  have  their  bottom  line  goal  of  $5000  a  month,  and  then  the  target  goal  of  $8000.  That  mind-­‐blowing  goal  doesn’t  even  get  into  the  equation,  so  they’re  not  even  starting  to  think  in  that  bigger  way.  That’s  what  I  love  about  the  mind-­‐blowing  goal.  

Let’s  go  on  to  the  revenue  stream  planning.  We’ve  gone  through  and  identified  what  are  the  number  goals  that  you  would  like  to  hit  in  your  business.  Now  let’s  talk  about  how  you  might  do  that  in  your  business.  

Let’s  start  off  by  looking  at  one-­‐on-­‐one  coaching.  We’re  on  page  four  of  the  Coaching  Business  Blueprint  and  where  it  says,  “Revenue  stream  planning.”  In  that  first  line,  let’s  put  one-­‐on-­‐one  

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coaching.  I’m  assuming  most  of  you  here  are  doing  one-­‐on-­‐one  coaching,  so  in  that  first  line  on  where  it  says  “Service/program/products,”  write  “One-­‐on-­‐one  coaching.”  Where  it  says  price,  write  down  the  investment  for  your  coaching  package,  your  main  one-­‐on-­‐one  coaching  package.  We’re  going  to  talk  about  packaging  and  pricing  a  little  bit  later  on  in  today’s  training,  as  well.  But  for  now,  just  write  down  whatever  you  charge  for  your  main  coaching  package.  

What  would  be  your  goal  number  of  sales?  With  this  revenue  stream  planning,  there  are  a  couple  of  ways  that  you  can  go  about  it.  One,  you  can  identify  what’s  your  total  revenue  goals,  and  that  will  help  you  determine  the  number  of  sales  and  maybe  the  price,  as  well,  or  you  can  look  at  it  from  what  would  fit  for  you  and  your  business?  

For  example,  when  it  comes  to  one-­‐on-­‐one  coaching  –  let’s  think  of  a  good  example  –  I’ll  use  a  client  I  worked  with  last  week.  She  has  a  six-­‐month  coaching  package  that  she  sells  for  $3900.  It’s  $650  a  month  –  most  people  do  the  monthly  plan.  That’s  what  she  sells.  She  knows  that  when  she  signs  up  a  new  client,  she’s  not  just  earning  $650  for  one  month,  and  they  might  leave  after  that;  she  signs  her  clients  up  for  a  six-­‐month  coaching  package,  so  she  knows  it’s  $3900  per  client.  

What  would  be  her  goal  number  of  sales?  I  know  that  she  likes  working  with  between  about  10  or  12  clients  at  once.  That’s  a  sweet  spot  for  her.  More  than  that  feels  overwhelming,  less  than  that,  she’s  not  earning  enough  revenue.  

For  her,  she’s  got  her  price  of  $3,900.  We’ll  go  with  that  higher  number.  If  she’s  coaching  12  clients  at  a  time,  she  has  a  six-­‐month  coaching  package,  let’s  call  that  24  clients.  Let  me  do  some  math,  24  times  $3900.  She  would  bring  in  $93,600  gross  if  she  had  12  clients  throughout  the  year  at  her  six-­‐month  package  of  $3900.  Go  ahead  and  write  down  what  might  be  your  one-­‐on-­‐one  revenue  stream  planning.  

Let’s  look  at  some  of  the  other  potential  services,  products,  or  programs  that  you  could  be  offering.  Are  there  things  that  you  thought  about  that  you  know  you  would  like  to  add  to  your  service  offering  in  the  New  Year?  Perhaps  you’re  thinking  about  running  group  programs.  If  so,  why  don’t  you  write  “Group  coaching”  down  there?  For  fun,  give  it  a  price.  

I  know,  you  may  not  have  an  idea,  if  you  haven’t  run  a  group  before,  but  if  you  just  had  to  put  something  out  there,  if  you’re  going  to  do  a  group  coaching  program,  how  much  might  you  charge  per  person  for  the  group?  Then,  what  might  be  a  target  number  of  sales?  

In  this  example,  I’m  going  to  put  down  that  the  price  of  the  group  is  $2000,  and  I’m  going  to  say  the  number  of  sales  that  this  coach  is  going  to  run  this  group  twice  a  year.  If  it’s  $2000  for  the  

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group  program  and  it’s  run  twice  a  year,  ideally,  the  coach  would  have  between  12  and  15  people  in  the  group,  so  I’m  going  to  use  the  number  15.  That  makes  the  math  easy.  That  would  be  $30,000  from  those  two  coaching  groups.  

What  might  your  number  be  if  you  did  some  group  coaching  in  the  New  Year?  

Another  great  service  you  might  consider  offering  are  VIP  days  or  some  other  type  of  premium  offering.  Like  I  said,  I’m  going  to  talk  about  packaging  and  pricing  when  we  get  to  the  sales  and  marketing  plan,  but  I  like  to  bring  it  up  now  so  that  you  can  think  about  these  different  revenue  streams  that  you  can  have  in  your  business.  

A  VIP  day  or  a  premium  offering  is  your  higher  level  way  of  working  with  people.  It  is  a  way  that  you  can  support  ideal  clients  in  achieving  the  transformation  and  the  results  that  they  want  as  quickly  and  easily  as  possible.  People  will  pay  a  premium  for  results  that  are  fast  and  easy.  

We’ve  been  teaching  packaging  and  pricing  for  12  years  since  we’ve  been  teaching  the  Coach  &  Grow  R.I.C.H.  system,  and  we’ve  always  found  that  between  about  15%  and  20%  of  people  are  premium  buyers.  

If  you  have  a  premium  offering,  between  15%  and  20%  of  people  will  be  interested  in  your  premium  offering  and,  in  fact,  if  you  don’t  have  a  premium  offering,  those  people  may  not  even  hire  you.  I’m  a  big  fan  of  coaches  having  multiple  ways  of  working  with  clients  at  different  price  levels,  different  price  points.  

Your  VIP  day  can  be  a  great  premium  offering.  I  love  doing  VIP  days  personally.  I  find  them  very  strategic,  they’re  very  fun,  they  give  a  ton  of  value  to  the  client,  and  it’s  a  wonderful  way  to  bring  a  nice  chunk  of  revenue  into  your  business.  

If  you’ve  never  done  a  VIP  day  before,  let  me  give  you  a  formula  you  can  use  to  come  up  with  a  price  for  now,  knowing  you  might  alter  it  when  you  really  map  out  what  your  VIP  day  looks  like.  But  a  good  formula  I  like  to  use  is  that  a  VIP  day  would  be  about  three  months  of  coaching.  

With  this  example,  the  coach  who  charges  $650  per  month  for  her  six-­‐month  package,  her  VIP  day  would  be  $1950.  We’ll  call  it  $2000.  Let’s  say  one  a  month.  That’s  a  nice  way  of  looking  at  it.  I’m  just  going  to  round  her  VIP  day  up  to  $2000  because  that  will  make  the  math  easier.  She  can  bring  another  $24,000  in  from  doing  one  VIP  day  per  month.  

Is  that  something  that  you  might  be  interested  in,  offering  VIP  days?  If  so,  what  might  you  charge  for  it?  How  many  VIP  day  clients  would  you  like  to  have  in  the  New  Year?  

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Let’s  think  about  what  are  some  of  the  other  products  or  programs  that  you  might  want  to  offer?  Are  there  any  other  things  you  thought  about  adding  to  your  business?  We’ve  really  now  only  been  focusing  on  coaching  –  individual  coaching,  group  coaching,  VIP  days  –  but  I’m  a  big  proponent  of  coaches  who  want  to,  that  they  have  multiple  revenue  streams  in  their  business.  Maybe  you’ll  want  to  do  speaking.  That  could  look  like  a  paid  speaking  engagement.  It  could  be  hosting  your  own  workshops.  It  could  look  like  going  in  and  doing  training  within  a  company  or  organization.  It  can  be  a  great  revenue  stream.  Maybe  you  want  to  create  information  products  –  either  an  online  course,  an  e-­‐book,  a  manual.  

Are  there  any  other  revenue  streams  that  excite  you  that  you’d  like  to  add  in  your  business?  Maybe  you’re  going  to  provide  some  done-­‐for-­‐you  services.  I  went  to  Coach  U  and  one  of  the  things  they  taught  us  was  “The  client  does  the  work,  the  client  does  the  work,  the  client  does  the  work.”  I  believe  that’s  totally  true  when  we  talk  about  pure  coaching,  the  pure  skill  of  coaching.  

As  a  business  owner  and  as  someone  who  helps  clients  get  results  as  fast  and  easy  as  possible,  and  achieve  the  transformation  they’re  looking  for,  sometimes  we  can  make  it  easier  for  our  clients  and  offer  them  something  done-­‐for-­‐you.  That  could  look  like  consulting.  If  you’re  a  career  coach,  you  might  do  done-­‐for-­‐you  resumes.  If  you’re  a  health  and  wellness  coach,  you  could  do  customized  done-­‐for-­‐you  meal  plans.  

Take  a  minute  and  identify  if  there  are  any  other  revenue  streams  that  you  can  think  of  right  now  that  you  would  like  to  incorporate  into  your  business  in  the  New  Year.  

As  we  wrap  up  this  section  of  the  training,  one  of  the  things  that  I  really  encourage  you  to  do  when  it  comes  to  this  revenue  planning  is  to  identify  where  is  the  bulk  of  your  revenue  going  to  come  from?  

In  this  example  of  this  coach  working  with  24  private  clients  that  would  bring  in  $93,000,  two  groups  bring  in  $30,000,  and  her  VIP  days  would  bring  in  $24,000.  Now,  let’s  say  she  also  wanted  to  do  an  online  course  that  she  was  selling  for  $97.  She’d  have  to  sell  a  lot  of  those  $97  online  courses  to  have  it  be  a  significant  chunk  of  revenue  in  her  business.  It  probably  wouldn’t  make  a  lot  of  sense  to  focus  on  the  online  course  where  instead  she  could  focus  on  getting  one  premium  client  per  month  when  it  comes  from  a  revenue  standpoint.  

Let  me  take  a  sip  of  my  water  here  and  see  if  there  are  any  questions  or  comments.  Type  into  the  Q&A  box  if  anything’s  unclear  or  if  you  have  any  questions  about  what  we  we’ve  covered  so  far,  because  now  we’re  going  to  shift  gears  and  do  a  little  bit  more  on  planning,  and  then  we’re  going  to  get  into  the  sales  and  marketing  plan.  

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Ariel  wrote,  “Are  VIP  days  like  mastermind  retreats  where  a  certain  number  of  people  meet  in  a  location?”  You  could  do  it  that  way.  I  would  think  of  that  more  as  a  mastermind  retreat  or  a  group  VIP  day.  When  I  do  my  VIP  days,  it’s  private  one-­‐on-­‐one  coaching  but  instead  of  working  with  a  client  for  three  months  or  six  months  or  a  year,  you  work  with  them  on  a  VIP  day.  I’ll  talk  a  little  bit  more  about  VIP  days  a  little  bit  further  on  in  the  training.  I’ll  actually  hold  that  thought.  I  think  it’ll  be  easier  to  take  it  in  then.  

Let’s  go  on  to  the  next  page  of  the  Coaching  Business  Blueprint,  which  is  your  calendar  planning.  I’m  a  fan  of  the  laminated  wall  calendar.  I  have  a  home  office,  I  love  my  office  space,  I  love  where  it  is  in  my  house,  and  every  year,  I  get  a  laminated  wall  calendar  and  I  block  out  the  important  things  in  my  business.  

It’s  up  to  you  if  you  like  the  laminated  wall  calendar.  Maybe  you  like  a  more  tangible  month-­‐at-­‐a-­‐glance  type  of  calendar.  Maybe  you’re  just  all  virtual  and  everything’s  on  your  computer.  Whatever  method  you  choose,  it’s  important  to  block  out  the  different  areas  that  you  want  to  focus  on.  

I  like  to  start  off  by  identifying  what  would  make  my  year  great  and  blocking  those  out.  Those  could  be  things  like  vacations,  quarterly  getaways,  doing  continuing  education,  going  to  business  events.  I  like  to  block  all  those  travel,  vacations,  events  on  my  calendar.  

Next,  I  like  to  put  into  my  calendar  any  promotions  that  I  know  that  I’m  going  to  be  doing  in  my  business.  For  example,  I  did  a  launch  with  my  Group  Coaching  Success  Program  in  September  of  this  year.  If  you  know  you’re  going  to  be  doing  any  promotions,  if  you’re  going  to  do  a  workshop,  and  event,  if  you’re  going  to  launch  a  product  or  program,  you,  of  course,  want  to  put  that  into  your  calendar.  

Then,  also,  I  really  like  using  the  calendar  for  scheduling  out  your  e-­‐mail  promotions.  Another  way  that  I  find  calendaring  so  valuable  and  important  is  using  your  calendar  to  map  out  your  promotional  plans  for  the  year  –  the  e-­‐mails  that  you  want  to  send,  maybe  you’re  thinking  about  doing  a  webinar  a  month,  something  like  that.  The  more  that  you  can  plan  it  out  in  advance,  it  really  is  helpful.  

As  you’re  doing  your  annual  calendar  planning,  don’t  worry  if  you  don’t  have  the  entire  year  figured  out.  If  you  get  that  big  laminated  wall  calendar,  you  might  only  have  things  for  the  first  half  of  the  year  right  now.  That’s  okay.  I  definitely  recommend  getting  clear  about  what  your  calendaring  system  is,  and  then  using  that  on  a  consistent  basis.  

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All  right.  Let’s  all  stand  up  and  now  that  we’ve  kind  of  mapped  out  some  personal  goals,  some  financial  goals,  what  we  want  our  days  and  week  and  month  to  look  like,  how  to  organize  that  on  the  calendar,  let’s  do  a  stretch,  another  breath,  and  stretch.  

Now  we’re  going  to  switch  gears  and  focus  on  part  two  of  the  Coaching  Business  Blueprint,  which  is  your  sales  and  marketing  plan.  These  are  the  areas  that  we  teach  in  the  Coach  &  Grow  R.I.C.H.  system.  These  are  the  core  areas  that  a  coach  needs  to  have  in  place  or  know  in  order  to  build  a  successful  and  thriving  coaching  business.  

As  we’re  going  through  this  part  two  of  the  Coaching  Business  Blueprint,  depending  on  where  you  are  in  your  business,  it  might  be  super  easy  for  you  –  you’re  like,  “I  totally  know  this”  –  and  for  other  people,  depending  on  if  you’re  more  experienced  or  less  experienced,  you  might  think,  “I  have  no  idea.”  If  that’s  the  case,  if  you  don’t  have  an  answer,  the  good  news  is  that  just  becomes  a  project.  

If  there’s  something  you  don’t  know,  if  it’s  something  you  don’t  have,  if  it’s  something  you  need  to  figure  out,  don’t  let  it  overwhelm  you  or  confuse  you  or  scare  you;  just  know  that  that’s  something  that  you  can  take  on  as  a  project.  

Let’s  go  to  page  number  six,  and  start  off  with  the  sales  and  marketing  plan.  The  first  part  is  getting  clear  about  who  you  coach.  This  is  your  target  market.  Who  are  your  ideal  clients  you  would  love  to  work  with  in  the  New  Year?  

I  mentioned  earlier  that  I  recommend  doing  this  process  in  December  every  year  or  the  beginning  of  January  every  New  Year.  This  is  an  area  where  you  can  do  some  nice  refinement.  I  know  that  getting  clear  about  who  you  coach  and  what  you  coach  on  can  be  challenging  for  some  people.  

For  example,  you  might  be  a  career  coach  and  know  that  you  work  with  people  in  career  transition,  but  maybe  you  haven’t  fine-­‐tuned  your  ideal  target  market  yet;  you’re  just  working  with  anyone  who  wants  to  change  careers.  This  might  be  a  great  time  to  identify  who  would  you  love  to  work  with?  Who  are  your  most  favorite  ideal  clients?  

For  example,  I  was  working  with  a  coach  a  while  back.  She  was  in  the  UK,  and  at  the  time,  she  was  just  coaching  small  service-­‐based  business  owners,  so  she  didn’t  have  a  specific  niche  industry  that  she  was  focusing  on.  She’d  been  in  business  for  about  three  years,  her  business  was  growing,  but  she  knew  that  if  she  was  clearer  about  who  she  coached,  not  only  would  she  enjoy  it  more  but  her  marketing  would  be  even  more  effective  and  strategic.  

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Her  passion  is  architecture.  She  loves  buildings,  she  thought  about  being  an  architect,  but  didn’t  go  down  that  route.  So  she  decided  in  the  beginning  of  the  year,  “I’m  going  to  still  keep  doing  what  I’m  doing  to  market  to  the  existing  small  business  owners  that  I’m  currently  working  with,  but  in  this  New  Year,  I’m  going  to  really  take  on  the  project  of  breaking  into  the  architect  market.”  

She  signed  up  for  an  architecture  conference,  she  subscribed  to  Architectural  Digest,  she  set  up  an  informational  interview  with  someone  she  knew  who  was  an  architect,  and  within  six  months,  she  had  three  architecture  clients.  They  were  also  premium,  so  she  created  a  premium  coaching  package  for  those  architecture  clients.  

Is  there  a  new  market  that  you  might  want  to  focus  in  on  in  the  New  Year?  

The  other  piece  of  the  equation,  in  addition  to  knowing  who  you  coach,  the  other  half  is  what  do  you  coach  on?  What  you  coach  on  are  the  big  problems  that  you  help  your  clients  solve  or  the  important  urgent  results  and  outcomes  that  you  help  them  achieve.  These  could  be  things  like  growing  their  business,  finding  their  soulmate,  being  successful  as  a  new  manager,  finding  a  career  they  love,  helping  your  college  student  learn  great  study  habits.  

What’s  the  area  or  the  focus  of  your  business?  

For  some  people,  their  who  is  a  big  part.  I  was  working  with  a  coach  –  it  was  actually  in  the  previous  group  coaching  success  program  –  who  that  specialized  in  working  with  new  parents.  Her  who  was  super  clear  –  first-­‐time  parents  within  the  first  year  of  the  birth  of  their  child.  

The  who  is  very  specific  –  new  parents,  first  year  of  being  a  new  parent.  The  what  was  broad,  because  she  addressed  so  many  issues  of  raising  a  newborn  when  you  were  a  brand  new  parent.  But  the  who  was  so  clear  and  specific  that  new  parents  who  were  struggling  with  being  new  parents  were  immediately  attracted  to  her.  

For  other  people,  their  what  is  the  thing  that  they’re  more  known  for.  With  this  example  of  the  coach  in  the  UK,  she  helps  small  business  owners  grow  their  business.  It  was  that  area  she  had  multiple  target  markets,  and  then  she  narrowed  it  down  further  to  architects.  

What  is  it  that’s  the  focus  of  your  business?  If  this  is  something  you’re  not  yet  clear  on,  make  this  a  project.  Know  that  if  you  haven’t  figured  out  yet  who  you  coach  and  what  you  coach  on,  and  you  understand  the  importance  of  clarifying  that,  set  the  intention  that  by  the  end  of  the  first  quarter  of  the  New  Year,  you’re  going  to  take  action  and  move  forward  so  that  you  can  gain  clarity  around  this  area.  

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Next  are  three  burning  questions  that  keep  your  ideal  clients  awake  at  night.  The  reason  why  this  is  part  of  your  sales  and  marketing  plan  is  because  these  three  questions  become  the  foundation  for  your  articles,  your  marketing,  webinar  topics.  This  is  the  urgent  top-­‐of-­‐mind  problem  that  you  ideal  clients  have.  

These  three  burning,  urgent  questions  are  typically  keyword-­‐rich.  These  are  the  types  of  things  that  your  ideal  clients  are  typing  into  Google  in  the  middle  of  the  night.  You  need  to  know  those  because  when  you  are  addressing  those  three  burning,  urgent  top-­‐of-­‐mind  questions,  your  ideal  clients  will  be  attracted  to  you.  

Just  give  you  some  examples,  these  might  be  things  like  “How  do  I  find  my  ideal  clients?”  “How  do  I  leverage  social  media  to  attract  more  of  my  ideal  clients?”  “Where  could  I  find  my  soulmate?”  “How  do  I  identify  what  career  would  really  be  perfect  for  me?”  

What  are  three  burning  questions  that  keep  your  ideal  clients  awake  at  night?  What  their  urgent  top-­‐of-­‐mind  problems?  I’ll  give  you  a  minute  to  do  that  because  this  is  really  important.  

Let’s  keep  moving  on.  Now  we’re  on  to  page  number  seven  on  the  Coaching  Business  Blueprint.  Once  you’re  clear  about  who  you  coach  and  what  you  coach  on,  the  next  thing  you  need  to  know  is  your  how,  or  your  signature  system.  

There  are  really  two  parts  of  the  how.  When  we  teach  this  particular  class  in  the  Coach  &  Grow  R.I.C.H.  system,  I  teach  it  as  two  levels.  The  base  level  is  I  want  for  you  to  be  able  to  answer  the  question  “Oh,  how  does  your  coaching  work?”  in  a  way  that’s  clear,  concise,  linear,  and  it  makes  sense  to  the  listener  so  that  you  sound  like  a  professional  and  you  know  what  you’re  doing.  

The  second  level  is  taking  that  how  and  creating  your  own  signature  system,  your  own  intellectual  property,  your  own  process  or  methodology.  This  is  something  that  I  recommend  coaches  do.  It’s  awesome  to  have  your  own  way  of  working  with  clients  because  it  becomes  the  foundation  for  your  group  programs,  products,  books,  it’s  what  you  get  known  for,  and  I  believe  it  helps  you  to  be  a  better  coach.  

I  think  of  a  wonderful  lady  in  Chicago.  Her  name  is  Victoria  Cook,  and  when  she  went  through  the  Coach  &  Grow  R.I.C.H.  program,  she  created  her  RESULTS  system,  and  RESULTS  is  an  acronym.  I  don’t  remember  what  all  of  those  letters  stand  for.  She  works  with  busy  women  to  help  them  achieve  their  goals  guilt-­‐free.  She  created  that  signature  system,  and  that  became  the  foundation  of  a  group  coaching  program,  of  an  e-­‐book,  of  an  information  product.  

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Do  you  have  your  signature  coaching  system  in  place?  If  not,  is  that  a  project  for  the  New  Year?  Is  that  something  that  you  want  to  take  on?  

The  next  part  of  your  sales  and  marketing  plan  is  having  your  compelling  message.  Your  compelling  message  is  the  answer  to  “What  do  you  do?”  When  you  know  who  you  coach  and  what  you  coach  on,  your  compelling  message  is  pretty  easy  because  you  can  follow  the  formula  that’s  in  the  blueprint.  

I’ll  give  you  an  example  here.  I’ll  use  the  example  of  the  coach  who  works  with  the  architects.  “I  work  with  architects  who  want  to  attract  their  ideal  clients,  and  I  help  them  create  marketing  strategies  to  achieve  them.”  

You  can  use  this  formula.  There  are  many  ways  that  you  can  answer  that  question,  “What  do  you  do?”  This  is  one  of  the  formulas  that  we  teach.  You  can  plug  in  who  you  coach,  what  you  coach  on,  and  what’s  the  result  or  outcome  that  you  help  them  achieve.  

Why  don’t  you  fill  that  out  right  now?  What’s  your  compelling  message?  

The  next  part  is  “My  specialty  is…”  This  is  what  makes  your  phone  ring.  This  is  what  you’re  known  for.  I  think  about  your  specialty.  Oftentimes,  your  specialty  might  be  the  combination  of  your  target  market  and  niche.  

“My  specialty  is  helping  coaches  build  thriving,  rewarding,  and  profitable  coaching  businesses.  The  way  that  I  do  that  is  I  teach  newer  coaches  the  Coach  &  Grow  R.I.C.H.  system  and  then  I  help  them  leverage  their  time  by  running  successful  group  programs.”  

I’m  known  as  helping  coaches  make  money,  that’s  my  specialty.  What  are  you  known  for?  What  will  make  your  phone  ring?  You  want  your  specialty  to  be  something  that  people  want,  need,  and  are  willing  to  pay  for,  because  when  you’re  known  for  something  that  addresses  an  urgent  problem,  has  a  compelling  need,  that’s  the  real  key  thing  for  making  your  phone  ring  off  the  hook.  

Let’s  take  a  quick  check  in  here  before  we  get  into  the  packaging  and  the  pricing  and  the  offering.  We’ve  just  gone  through  page  six  and  seven,  which  is  really  the  sales  and  marketing  plan,  and  these  are  the  marketing  fundamentals.  

When  you  are  clear  about  who  you  coach,  what  you  coach  on,  those  three  burning  questions  that  keep  your  ideal  clients  awake  at  night  when  you  can  answer  that  question  “How  does  your  coaching  work?”  and  potentially  take  it  to  the  next  level  and  create  your  own  signature  coaching  system,  when  you  can  confidently  answer  that  question  “What  do  you  do?”  in  a  clear,  

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concise  way  so  people  get  it,  and  you  have  a  specialty,  so  you’re  known  for  something,  those  are  the  marketing  foundational  pieces  that  need  to  be  in  place  for  you  to  build  that  long-­‐term  thriving  and  sustainable  coaching  business.  

If  any  of  those  places  aren’t  in  place  yet,  make  this  a  project  for  the  beginning  of  the  New  Year.  These  are  things  that  you  can  learn  and  figure  out.  

Now  let’s  go  into  the  offering,  and  there  were  a  couple  of  questions  about  the  packaging  and  pricing  and  VIP  days,  so  let’s  go  through  that.  On  the  top  of  page  eight,  it  says  “My  one-­‐on-­‐one  coaching  package.”  First  of  all,  I  100%  recommend  that  you  package  up  your  coaching  into  coaching  that  extends  over  a  certain  period  of  time.  

The  minimum  coaching  package  I  would  recommend  is  a  three-­‐month  coaching  package.  It  could  be  six  months,  and  it  could  be  as  long  as  a  year.  Those  are  the  three  main  timeframes  that  I  see  for  coaching  packages.  

For  your  one-­‐on-­‐one  coaching  package,  how  long  is  it,  and  then  what  do  they  get?  Maybe  it’s  two  sessions  per  month,  maybe  it’s  three  sessions  per  month,  and  then  what  else  are  you  including  in  your  primary  one-­‐on-­‐one  coaching  package?  

A  great  example  might  be  a  six-­‐month  coaching  package,  meet  with  the  coach  twice  per  month,  two  scheduled  60-­‐minute  sessions  per  month,  and  between  the  coaching  calls,  the  client  can  have  e-­‐mail  access  and  quick  check-­‐in  calls  as  needed.  

Then  you  price  your  coaching  package  as  the  investment  for  the  total  package.  Right?  That  could  be  a  $5000  package  –  six  months  of  coaching,  two  calls  per  month,  e-­‐mail  access,  quick  check-­‐in  calls.  

I  was  totally  just  focusing  on  features  there  to  help  you  see  what  a  one-­‐on-­‐one  coaching  package  could  look  like,  to  give  you  an  example.  But  the  key  thing  is  that’s  not  why  people  buy  coaching.  They  buy  coaching  because  of  the  what  –  the  result  that  you  can  help  them  achieve.  You  definitely  want  to  keep  that  in  mind  when  you’re  creating  a  compelling  name  for  your  package  and  when  you’re  positioning  your  package.  

For  now,  just  identify  what  are  you  going  to  be  including  in  your  one-­‐on-­‐one  coaching  package,  and  what  is  the  price?  Are  you  happy  with  that?  Is  that  something  that  needs  to  change  in  the  New  Year?  Is  it  time  for  your  raise  your  fees?  

Let’s  go  on  to  the  VIP  day  coaching  package.  There  are  many  ways  that  a  VIP  day  can  look,  and  a  VIP  day  is,  I  would  say,  one  type  of  a  premium  offering.  You  could  have  a  yearlong  premium  

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offering.  I  offer  VIP  premium  coaching  as  a  yearlong  package,  and  I  do  VIP  days,  as  well,  so  I  have  two  different  types  of  premium  offerings.  

What  I  love  about  the  VIP  day  is  it  is  an  easy  way  to  provide  a  premium  offering  that’s  still  relatively  affordable  because  it’s  just  a  day.  You’re  not  selling  three  months  of  premium  coaching  or  a  year’s  worth  of  premium  coaching,  and  it’s  a  great  way  to  have  an  offering  for  those  premium  buyers,  the  15%  to  20%  of  people  who  always  go  premium  and  are  willing  to  pay  top  dollar  to  get  the  results  they  want  as  quickly  and  easily  as  possible,  exactly  what  a  VIP  day  is  made  for.  

I’m  trying  to  think  of  what  else  I  can  say  about  VIP  days,  knowing  that  we  only  have  a  certain  amount  of  time  today  and  we  could  talk  for  20  minutes,  half  an  hour,  or  longer  about  what  makes  a  good  VIP  day.  I  hope  that  gives  you  a  sense  of  what  the  VIP  day  is  like  and  I  would  encourage  you  to  offer  these  in  your  business.  I  told  you  that  I  love  doing  them,  they’re  super  fun  and  it’s  something  that  you  can  totally  learn  to  do.  

A  good  question  from  Roger:  “Do  you  put  your  coaching  package  prices  on  your  website?”  I  don’t  recommend  doing  that.  In  the  Coach  &  Grow  R.I.C.H.  system,  we  teach  you  to  share  your  pricing  with  your  clients  during  the  complimentary  consultation.  With  that  said,  there’s  always  an  exception  to  every  rule.  

The  reason  for  typically  not  putting  the  prices  on  your  website  is  oftentimes,  they  might  scare  people  away  because  they  don’t  have  context  and  they  really  don’t  necessarily  see  the  value  in  the  coaching  without  having  that  consultation  with  you.  

The  one  time  I  do  recommend  it  is  if  you  really  want  to  prequalify  people,  and  this  is  typically  if  you’re  charging  higher  fees  and  you  want  to  make  sure  that  people  know  up  front  that  it’s  a  big  investment,  so  you  want  to  let  them  know  that.  In  general,  no,  I  don’t  recommend  putting  your  pricing  on  your  website.  

The  third  way  that  we  have  on  here  working  with  clients  is  a  lower  price  or  an  entry-­‐level  way  of  working  with  clients.  This  might  be  something  like  a  group  coaching  offering,  it  might  be  doing  e-­‐mail  coaching,  or  maybe  you  have  a  small  starter  package.  

I  do  not  recommend  selling  coaching  by  the  session.  I  recommend  you  package  it  up,  and  that’s  how  our  clients  can  get  the  best  results  and  the  best  transformation.  Right?  We  know  there’s  no  such  thing  as  a  quick-­‐and-­‐easy  fix,  and  depending  on  what  you  coach  on  and  who  your  ideal  clients  are,  the  benefits  of  coaching,  as  you  know,  build  over  time.  We’re  really  doing  our  clients  a  disservice  if  we’re  only  offering  them  a  session  here  and  a  session  there.  

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With  that  said,  sometimes  it’s  nice  to  give  people  a  way  to  dip  their  toe  in  the  water  and  try  you  out  without  having  to  sign  up  for  a  full  VIP  day  or  your  six-­‐month  coaching  package.  Another  entry-­‐level  way  that  you  can  work  with  clients  is  create  a  coaching  package,  like  a  one-­‐  or  maybe  two-­‐session  coaching  package  to  address  something  very  specific.  

As  an  example,  if  you’re  a  career  coach,  you  might  do  a  resume  review.  It  might  be  a  two-­‐session  package  to  really  work  on  making  sure  that  have  a  rock  star  resume.  It  addresses  an  urgent  problem  for  that  client  and  then  they  get  to  experience  you,  know,  like,  and  trust  you,  see  what  your  coaching  is  like,  and  then  you  can  invite  them  to  move  forward  with  you.  

Not  all  coaches  have  an  entry-­‐level  way  of  working  with  clients.  I  like  this,  especially  for  newer  coaches,  and  we  teach  in  the  client  enrollment  part  of  the  Coach  &  Grow  R.I.C.H.  system  how  to  share  your  packaging  and  pricing,  and  if  they  say  no  to  your  main  one-­‐on-­‐one  package  and  no  to  VIP  day,  you  can  always  offer  them  your  two-­‐session  package;  you  wouldn’t  start  with  that.  

Think  about  if  having  an  entry-­‐level  package  makes  sense  for  you,  and  if  so,  what  might  that  look  like?  

Roger  wrote,  “Can  you  give  an  example  of  what  you  would  include  in  a  premium  package?”  The  most  important  thing  about  a  premium  package  is  how  it’s  positioned  regarding  the  outcome  or  result.  

A  big  mistake  that  coaches  make  when  they  are  packaging  and  pricing  their  services  is  they’re  thinking  about  trading  time  for  dollars,  and  they’re  thinking,  “Oh,  I’m  getting  paid  this  amount  per  hour  for  coaching.”  When  we  do  that,  it’s  hard.  

Also,  we  don’t  want  our  clients  to  be  thinking,  “Oh,  my  gosh.  I’m  paying  $1000  per  month  and  I  get  two  one-­‐hour  coaching  sessions.  What?  She’s  getting  $500  an  hour?  I  don’t  even  pay  my  attorney  that  much.”  We  don’t  want  our  clients  thinking  that.  

Premium  packages,  and  the  same  thing  is  true  with  VIP  days,  they  need  to  be  focused  on  achieving  a  specific  result  or  outcome.  One  of  the  things  with  premium  packages  is  actually  having  something  like  a  signature  system  because  your  clients  will  then  feel  confident  that  they’re  going  to  get  the  outcome  and  the  results  that  they  desire.  Hopefully,  that’s  helpful.  

Let’s  move  on  to  your  full  practice  goal.  Earlier  on,  we  talked  about  the  different  revenue  streams  that  you  can  have  in  your  coaching  business,  and  I  encourage  you  to  figure  out  what’s  your  ideal  full  practice  number.  Mine  right  now  is  seven.  I  was  going  to  say  six,  I’m  going  to  say  it’s  seven.  I  can  work  with  up  to  seven  clients.  The  most  I  ever  had  at  any  one  time  was  24,  and  that  was  way  too  many  for  me.  I  did  not  enjoy  coaching  that  many  people  one-­‐on-­‐one.  

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What’s  your  ideal  full  practice?  What  would  a  full  roster  of  clients  look  like  for  you?  

Once  you  know  your  number,  the  second  part  is  really  important.  How  many  complimentary  coaching  consultations  should  you  be  doing  per  week  to  achieve  your  full  practice  goal?  This  is  something  we  teach  in  the  client  enrollment  course  within  the  Coach  &  Grow  R.I.C.H.  system.  

Sales  is  really  just  a  numbers  game.  It’s  something  (a)  you  can  totally  learn,  and  (b)  if  you  ask  anyone  who’s  a  sales  manager,  it’s  about  “Okay,  how  many  calls  do  I  have  to  make  per  week?  How  many  people  do  I  have  to  talk  to?”  You  need  to  know  your  numbers.  

If  you  know  what  your  conversion  rate  is,  if  you  know  that  out  of  every  two  or  three  consultations,  one  person  becomes  a  client,  you  can  do  that  math.  If  you’re  not  sure,  a  number  that  I  recommend  to  get  started  is  times  four.  Let’s  say  your  full  practice  goal  was  12  clients.  Using  that  calculation,  12  times  4,  it  would  be  48  consultations  to  get  the  12  new  clients.  One  out  of  four  people  would  become  a  coaching  client.  

That’s  just  a  number  that  we’re  using.  I  don’t  know  what  your  conversion  ratio  would  be  or  will  be  or  is.  It  could  be  much  higher.  You  might  be  converting  one  out  of  every  two  people  might  say  yes.  It  might  be  a  lot  lower.  

If  it’s  a  lot  lower,  that’s  something  that  we  can  help  you  address  because  when  you  follow  a  client  enrollment  process  that  works  and  you’re  not  just  doing  a  free  coaching  session  and  coaching  the  person  on  whatever  they  bring  to  the  call,  and  hope  that  you  do  such  a  great  job  and  they  fall  in  love  with  you  and  they  see  the  value  of  your  coaching  that  they  want  to  hire  you,  because  that’s  what  I  did  when  I  was  a  new  coach.  I  did  not  know  that.  I  knew  how  to  sell  software;  I  did  not  know  how  to  sell  coaching.  

When  you  follow  a  client  enrollment  process  and  you’re  working  with  people  who  are  somewhat  prequalified,  one  out  of  four  people  is  a  good  realistic  number  that  you  can  work  with.  

What  would  be  your  number  and  how  many  consultations  per  week  do  you  need  to  focus  on  to  achieve  your  full  practice  goal?  

I  just  realized  here  in  this  example  the  total  would  be  48.  Maybe  this  coach  is  like,  “All  right,  if  I  want  12  clients,  I’m  going  to  do  four  a  week.  So  I  should  get  four  new  clients  a  month  if  I  do  four  consultations  a  week.”  If  you  set  that  goal,  you  might  not  hit  it  every  week,  but  you  have  to  at  least  have  that  goal  to  begin  with.  

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Let’s  move  on  to  page  number  nine  within  the  Blueprint.  We  started  off  with  some  of  the  marketing  foundational  elements,  we  just  talked  a  little  bit  about  that  sales  piece  –  how  many  clients  do  you  want,  how  many  consultations  do  you  need  to  do?  Well,  how  do  you  get  those  consultations?  That’s  what  marketing  is.  

As  long  as  you’re  in  business,  you’ll  always  need  to  do  marketing,  and  in  the  Coach  &  Grow  R.I.C.H.  system,  we  teach  this  concept  called  the  Marketing  Train,  which  is  your  marketing  system.  If  you  have  a  system  in  place  for  your  marketing,  it  makes  your  marketing  a  lot  easier,  and  since  you  always  need  to  be  doing  marketing…  You  don’t  have  to  market  every  single  day  of  the  year,  but  you  do  need  a  system  in  place  to  do  marketing.  If  you’re  going  to  be  attracting  clients,  some  type  of  marketing  needs  to  be  happening.  

This  analogy  of  the  marketing  train  identifies  the  three  key  areas  to  focus  on  when  it  comes  to  being  successful  with  marketing.  The  first  part  of  the  marketing  train  is  your  engine.  Your  engine  is  your  active  marketing  strategy.  These  are  the  things  that  drive  your  business  forward.  They’re  the  things  that  you  actually  do  to  connect  with  potential  clients.  

It’s  things  like  grassroots  marketing,  leveraging  your  existing  network  to  get  referrals,  speaking,  doing  networking,  forming  strategic  alliances,  joint-­‐venture  partners,  doing  online  marketing,  maybe  you’re  offering  free  teleseminars  or  webinars.  

When  you  think  about  marketing  your  coaching  business,  you  need  to  have  at  least  one  engine  activity  and  it  needs  to  be  something  you  enjoy.  So  identify  what  would  be  one  or  two  main  active  marketing  strategies,  these  engine  marketing  strategies  that  you’re  going  to  focus  on  in  the  New  Year?  

For  me,  mine  are  strategic  alliances,  also  known  as  joint  ventures,  and  doing  webinars.  The  third  one  would  be  videos.  Webinars  are  part  of  a  whole  downloadable  free  gift  and  a  video  that  goes  with  it,  kind  of  a  product-­‐launch-­‐formula-­‐style  launch  sequence.  That’s  it.  I  used  to  do  a  ton  of  speaking,  I’m  not  doing  a  lot  of  in-­‐person  speaking  any  more.  I  used  to  go  to  a  bunch  of  networking  events.  Now  my  networking,  I  network  not  to  meet  my  ideal  clients,  I  network  with  my  joint  venture  partners.  

What  are  the  one  or  two  main  marketing  strategies  that  you  know  you  want  to  focus  on  in  the  New  Year?  Of  course,  it  doesn’t  mean  that  you’re  only  going  to  do  these  two  active  marketing  strategies,  but  a  mistake  I  see  coaches  make  is  that  they’re  distracted,  they  have  too  many  things  going  on.  They’re  focusing  on  doing  in-­‐person  speaking,  and  teleseminars,  and  webinars,  and  networking,  and  online  marketing,  and  they  never  get  really  good  at  any  one  of  them.  

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I  would  rather  you  pick  one  or  two  main  marketing  strategies,  get  really  good  at  it,  get  it  really  dialed  in,  and  that  will  be  the  thing  that  can  pull  your  business  forward.  

All  right.  Let’s  go  on  to  the  cars  of  your  marketing  train.  The  cars  of  your  marketing  train  are  your  passive  marketing  strategies.  These  are  the  things  that  don’t  get  business  in  and  of  themselves  but  they’re  important  parts  of  your  marketing  system.  

The  main  car  of  your  marketing  train  is  typically  a  website.  Having  a  website  in  and  of  itself  doesn’t  get  you  clients;  it’s  what  you  to  do  drive  people  to  that  website  that’s  the  active  marketing  strategy,  but  you  need  to  have  a  place  to  send  people  to.  

Typically,  when  I  think  about  the  cars  of  your  marketing  train,  these  are  passive  marketing  strategies,  one  of  the  most  important  ones  is  your  website.  For  the  purpose  of  today’s  training  in  particular,  how  is  your  website  marketing  strategy,  the  car  of  your  marketing  train?  Is  your  website  in  good  shape?  Is  that  a  project  for  the  New  Year?  

I  know  I  need  to  do  a  new  website  in  the  New  Year.  My  current  Coach  &  Grow  R.I.C.H.  website  is  not  mobile-­‐compatible,  and  that  makes  me  so  sad.  It’s  not  even  that  old,  but  yes,  I  need  to  do  an  upgrading  of  my  website,  so  that’s  part  of  my  annual  plan  for  the  New  Year.  

Another  important  car  of  your  marketing  train  is  what  I  call  the  free  gift.  Your  free  gift  is  what  you  offer  people  in  exchange  for  their  name  and  e-­‐mail  address  to  provide  them  with  value,  to  enable  them  to  get  to  know  you,  and  for  you  to  start  to  build  a  relationship  with  them  via  e-­‐mail.  

This  could  be  something  like  a  downloadable  report,  a  template,  a  checklist,  a  video  series,  although  that’s  typically  not  the  world’s  greatest  free  gift.  But  I  definitely  recommend  that  you  have  something  free  of  value  that  addresses  one  of  those  three  urgent  problems,  those  three  “keep  people  awake  at  night”  questions,  those  burning  questions  that  we  went  through  earlier  in  the  training,  and  your  free  gift  would  address  one  of  those  three  burning  questions.  

Do  you  currently  have  a  free  gift?  Yes  or  no?  Is  it  working?  If  not,  how  about  making  that  a  project  or  a  priority  for  the  New  Year?  

The  last  part  of  the  marketing  train  is  your  “keep  in  touch”  strategy.  There  are  two  main  “keep  in  touch”  strategies,  e-­‐mail  and  online  social  media.  I  recommend  doing  both.  I  know  some  people  like  to  say  e-­‐mail  is  dead,  but  I  disagree,  especially  if  you’re  working  with  people  30  and  over.  Maybe  if  your  market  is  20-­‐somethings,  that  might  be  a  place  where  you  may  not  want  to  focus  as  much  on  e-­‐mail.  But  if  25  and  over  is  your  main  ideal  client,  e-­‐mail  is  still  an  incredibly  

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effective  marketing  strategy.  It’s  so  important  to  create  your  “keep  in  touch”  strategy  and  e-­‐mail  is  the  cheapest  and  easiest  way  to  do  it.  

What  are  you  currently  doing  via  e-­‐mail  to  keep  in  touch  with  the  people  on  your  e-­‐mail  list  in  your  community?  Are  you  connecting  with  them  on  a  regular  basis?  Are  you  sending  out  valuable  information  and  resources?  Is  this  an  area  you  need  to  address  in  the  New  Year?  What  might  that  look  like?  

The  other  “keep  in  touch”  strategy  is  I  call  it  your  social  media  strategy.  I  do  recommend  that  everyone  have  at  least  one  social  networking  platform  or  community  that  you’re  involved  in.  You  definitely  don’t  want  to  do  all  of  these.  Twitter  and  Facebook  and  LinkedIn  and  YouTube  and  Google+  would  probably  be  way  too  much.  But  I  recommend  you  have  at  least  one  of  the  online  networking  social  platforms  that  you  focus  on  and  get  involved  in.  

It  could  be  Facebook,  it  could  be  LinkedIn,  it  could  be  Pinterest,  it  could  be  a  YouTube  channel  and  doing  YouTube.  It  could  be  Google+.  It’s  a  balance  of  what’s  a  fit  for  you,  where  are  you  already?  Are  you  already  on  Facebook  all  the  time  anyway?  Do  you  use  LinkedIn  a  lot?  Are  you  on  LinkedIn  a  lot?  You’ll  want  to  identify  what  feels  good  to  you,  what  do  you  like,  and  then  where  are  your  ideal  clients?  If  your  ideal  clients  are  on  LinkedIn,  that  might  be  a  place  where  you  focus  your  energies.  If  they’re  on  Facebook,  you  can  focus  there.  

When  it  comes  to  developing  a  following  via  social  media,  are  you  doing  anything  right  now  and  is  it  working?  If  not,  what  change  would  you  like  to  make  in  the  New  Year?  

We’re  going  to  keep  cranking  through  this.  I  know  that  we’re  almost  at  the  90-­‐minute  mark.  I  want  to  acknowledge  you  for  sticking  with  it.  Hopefully,  your  brains  isn’t  exploding  too  much  at  this  point.  We’re  on  the  last  page  now  of  the  handout,  page  12.  

This  last  piece  is  your  marketing  budget.  When  you  think  about  the  investments  that  you  want  to  make  in  your  business,  it’s  important  to  identify  your  marketing  budget.  That’s  why  we  started  off  and  we  were  looking  at  those  growth  and  net  revenue  numbers,  because  I’m  sure  there  are  some  people  who  haven’t  sat  down  and  outlined  what  are  your  expenses  that  are  going  on  and  what  are  the  investments  that  you  want  to  make  in  your  business?  

When  you  create  your  marketing  budget,  it  will  help  you  get  clearer  on  those  numbers,  the  ongoing  expenses  that  you’ll  have  from  a  marketing  standpoint.  As  an  example,  I  use  Infusionsoft  in  my  business,  and  that’s  a  marketing/operational  ongoing  monthly  expense  slash  I  think  of  it  as  an  investment.  Every  month,  it’s  $300  at  least  to  Infusionsoft,  sometimes  more  if  I  go  over  my  limit  of  e-­‐mails.  

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You  have  things  like  that  that  will  be  ongoing  infrastructure  expenses  or  investments  that  you’re  making,  and  then  there  might  be  specific  investments  that  you  might  want  to  make  –  like  developing  a  website,  hiring  a  copywriter,  going  to  training,  getting  business  development  training.  

Obviously,  we’re  not  going  to  do  your  whole  marketing  budget  right  now,  but  it’s  important  to  lay  this  out  and  really  get  clear  about  the  ongoing  expenses  and  then  the  investments  that  you  want  to  make.  I  really  encourage  you  to  identify  what  are  the  investments  you  want  to  make  and  prioritize  them  so  that  you  can  get  the  best  return  on  the  investments  that  you’re  making.  

How  are  you  feeling?  We  just  went  through  a  lot.  I  believe  that  the  New  Year  is  a  great  time  to  set  the  intention  to  make  this  an  amazing  year.  I  totally  believe  that  the  upcoming  year  can  be  the  best  year  in  your  business  and  your  life,  and  it  all  starts  with  that  intention.  What  is  the  intention  that  you  want  to  set  for  yourself  for  the  New  Year?  

Why  don’t  you  type  that  into  the  Q&A  box?  What  is  your  New  Year’s  intention?  What  intention  would  you  like  to  set  for  the  New  Year?  I  know  for  me,  that  when  I  get  really  clear  about  my  intentions  and  goals  for  the  New  Year,  it’s  something  that  just  drives  me  forward,  it’s  like  rocket  fuel.  

I  saw  a  couple  of  questions  on  the  Q&A  box  like  “Do  you  teach  this  stuff?”  There  are  a  couple  of  ways  that  we  can  support  you  if  it’s  a  good  fit.  I’d  like  to  just  share  what  those  are.  

If  you  are  a  newer  coach  and  as  we  went  through  the  sales  and  marketing  part  of  the  plan,  part  two,  and  if  you  found  yourself  thinking,  “I’m  not  clear  about  who  I  coach  and  what  I  coach  on,  I  don’t  know  how  to  describe  how  my  coaching  works,  I  don’t  have  a  client  enrollment  process,  I  need  help  really  figuring  out  my  coaching  packages,  I  need  to  learn  how  to  do  all  these  different  types  of  marketing  strategies,”  it’s  exactly  what  we  teach  in  Coach  &  Grow  R.I.C.H.  Academy.  

The  Coach  &  Grow  R.I.C.H.  system  has  been  around  since  the  year  2000,  so  it  has  evolved,  but  we  have  literally  taught  thousands  and  thousands  of  coaches  worldwide  the  step-­‐by-­‐step  Coach  &  Grow  R.I.C.H.  system  to  attract  great  clients  and  build  a  thriving,  rewarding,  and  profitable  coaching  business.  

One  of  the  best  ways  to  learn  this  system  is  through  Coach  &  Grow  R.I.C.H.  Academy,  and  we  are  going  to  be  opening  up  enrollment  for  Coach  &  Grow  R.I.C.H.  Academy  late  December,  early  January.  

I’m  actually  super  excited  about  this.  The  Coach  &  Grow  R.I.C.H.  system  has  lived  on  a  variety  of  different  content  delivery  platforms  and  I’ve  invested  in  a  really  wonderful  online  learning  

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environment  that  makes  it  so  easy  to  go  through  the  training  at  a  pace  that  really  works  for  you,  be  able  to  track  your  progress,  and  then  within  Coach  &  Grow  R.I.C.H.  Academy,  we  have  group  coaching  calls.  

Enrollment  is  not  open  right  now.  Like  I  said,  we’re  going  to  be  opening  it  up  in  a  couple  of  weeks,  depending  on  when  you’re  listening  to  this  recording,  but  what  I’d  like  to  offer  you,  as  someone  who’s  invested  in  this  training,  is  a  Coach  &  Grow  R.I.C.H.  strategy  session.  

This  is  an  ideal  consultation  for  you  to  take  advantage  of  if  you  are  interested  in  learning  more  about  learning  the  Coach  &  Grow  R.I.C.H.  system  –  whether  it’s  through  Coach  &  Grow  R.I.C.H.  Academy  or  perhaps  getting  private  one-­‐on-­‐one  coaching  –  can  support  you  in  growing  your  business.  The  consultations  are  done  by  my  associate  coaches,  and  I  have  one  of  them  here  today,  Eileen.  

Eileen,  do  you  want  to  say  anything  about  the  strategy  session  besides  for  the  fact  that  the  people  who  are  interested  should  send  their  requests  to  [email protected]?  

Eileen:    The  strategy  sessions  are  really  going  to  be  beneficial  for  people  because  we’ll  talk  about  your  business,  we’ll  look  at  where  you  are  in  your  business,  and  then  we’ll  talk  about  the  Coach  &  Grow  R.I.C.H.  offerings  and  what  each  of  them  can  help  you  accomplish  and  whether  or  not  that’s  a  good  fit  for  you.  I  know  definitely  that  you  will  emerge  from  a  session  with  value.  I’m  really  looking  forward  to  doing  those  sessions,  and  I’ve  opened  up  time  for  that.  

Michelle:    Send  an  e-­‐mail  to  [email protected],  and  Eileen  will  get  you  hooked  up.  

One  way  that  we  can  be  of  service  to  you  is  taking  advantage  of  Coach  &  Grow  R.I.C.H.  Academy,  learning  the  Coach  &  Grow  R.I.C.H.  system,  whether  it’s  through  the  online  course,  working  with  one  of  our  associate  coaches.  

We  also  have  our  Group  Coaching  Success  Program.  I  just  actually  wrapped  up  the  boot  camp  that  I  run  about  once  a  year.  We  just  finished  up  this  past  week.  It  was  awesome.  I  love  running  the  boot  camp  where  I  take  the  coaches  week  by  week  through  the  Group  Coaching  Success  System.  

I’m  going  to  be  making  a  self-­‐study  version  of  the  program  available.  It’s  not  open  for  enrollment  right  now,  but  it  will  be  very  soon.  I  just  wanted  to  give  you  the  heads  up  on  that,  that  if  you  are  wanting  to  coach  groups  in  the  New  Year,  learning  the  Group  Coaching  Success  System  will  walk  you  step  by  step  exactly  what  you  need  to  do,  and  that’s  a  great  resource  for  you  if  you’re  excited  to  do  groups  in  the  New  Year.  

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The  last  resource  I  want  to  share  with  you  is  getting  private  support  from  me.  As  I  mentioned,  I  work  with  a  handful  of  private  clients  and  I  also  do  VIP  days.  If  you’re  looking  at  working  with  a  coach  and  a  mentor  for  the  year  or  if  you’re  wanting  some  more  focused  quick  support  through  a  VIP  day,  those  are  the  two  options  that  I  have  available  right  now.  

You  can  go  to  coachandgrowrich.com  and  just  click  on  the  coaching  tab  on  our  website  where  you  can  fill  out  an  application  and  then  from  there,  we  can  review  that  and  see  if  it  will  be  a  fit  and  I’ll  follow  up  with  you.  

If  you’re  interested  in  getting  some  private  support,  VIP  coaching,  and  mentoring,  doing  a  VIP  day,  go  to  coachandgrowrich.com  and  click  on  the  Coaching  tab  to  complete  an  application.  If  for  some  reason  you’re  not  finding  that  there,  you  can  always  just  e-­‐mail  me  directly,  [email protected],  and  I  will  send  you  what  you  need.  

Those  will  be  some  of  the  ways  that  we  would  love  to  support  you  in  the  New  Year  if  you’re  feeling  like  you’re  looking  for  the  kind  of  support  that  we  offer.  I  just  want  to  share  that  with  you.  

We  went  a  little  over  the  90  minutes  but  we’re  still  under  the  two-­‐hour  mark,  so  that’s  good,  and  I  really  acknowledge  all  of  you  who  are  still  here  on  the  phone  and  via  webcast.  I’d  like  to  wrap  up  our  call,  this  training,  today  with  a  closing  activity.  

First,  I’d  love  for  you  to  identify  three  specific  next  steps.  We  did  a  lot  today,  we  covered  a  lot.  I  would  recommend  that  one  of  the  three  specific  next  steps  be  to  revisit  the  Coaching  Business  Blueprint,  to  block  out  some  additional  time  and  to  either  listen  to  the  recording  again  or  now  that  you’ve  heard  the  recording,  just  to  sit  down  and  finish  any  of  the  areas  that  you  didn’t  complete  as  we  went  through  our  live  virtual  workshop  today.  

Then  identify  at  least  two  other  very  next  specific  steps,  action  steps  that  you  know  you’re  going  to  take.  Then  those  who  can  keep  for  yourself.  

The  thing  I’d  love  for  you  to  share  in  the  Q&A  box  with  me  is  what’s  been  most  valuable  for  you  today.  If  you  can  type  into  the  Q&A  box  what’s  been  most  valuable  for  you,  we’ll  take  a  look  at  those.  

As  we  start  to  wrap  up,  I  want  you  to  think  if  there  are  any  other  questions  that  you  have.  I’ll  take  a  look  and  see  what’s  the  most  value  for  people  and  we’ll  finish  up  our  closing  activity  and  then  I’ll  go  into  open  question  and  answer.  If  there’s  anything  that  you  would  like  answered,  get  those  ready  to  and  we’ll  take  those  in  just  a  minute.  

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Let  me  look  on  the  Q&A  box  here.  Roger  wrote,  “If  we’ve  been  a  lifetime  member  of  Coach  &  Grow  R.I.C.H.  Virtual  University,  will  we  still  have  access  to  this  new  learning  platform?”  No.  It’s  so  funny.  This  is  almost  embarrassing  that  I’m  going  to  tell  you  this,  but  I’ll  tell  you  it  anyway.  When  my  old  business  partner  and  I  first  launched  our  online  training  center  called  Coach  &  Grow  R.I.C.H.  Virtual  University,  that  was  the  original  name  of  it,  and  we  launched  it  in  September  2003,  at  that  time,  when  we  launched  it,  we  sold  it  for  $97  for  lifetime  membership.  

Believe  it  or  not,  I  still  have  some  people  who  got  in  and  got  the  training  for  $97.  Yes,  if  you’re  one  of  those  people,  you  don’t  have  access  to  the  new  platform.  I  have  to  pay  a  per-­‐student  fee.  It’ll  probably  cost  more  than  $97  per  person  to  have  you  in  that  program.  We  might  do  an  alumni  rate,  so  feel  free  to  send  me  an  e-­‐mail  about  that.  

Kim  wrote,  “2016  will  be  my  best  year  yet.  I’m  going  to  be  consistent  with  my  marketing  and  make  a  big-­‐picture  plan  for  group  coaching  and  one-­‐on-­‐one  clients.  I’m  ready.”  Woohoo,  love  that,  Kim.  Thank  you.  

Darren  wrote,  “The  game  plan  is  to  become  profitable.”  Yes,  that’s  a  good  goal.  I  love  that  intention.  

Roger  wrote,  “The  goal  is  to  create  a  powerful  teaching  platform.  

“Is  Coach  &  Grow  R.I.C.H.  Academy  the  same  as  the  University?”  It  is  the  same  basic  content.  Some  of  the  content  has  been  upgraded  and  updated,  and  the  delivery  mechanism  has  changed.  

Right  now,  we  are  still  enrolling  people  and  giving  people  access  to  Coach  &  Grow  R.I.C.H.  University  Online,  which  is  100%  self-­‐study,  no  group  coaching.  That  is  still  available,  but  we’re  going  to  be  taking  that  offline  when  we  open  up  enrollment  for  Coach  &  Grow  R.I.C.H.  Academy.  

Carthage  wrote,  “The  most  valuable  thing  for  me  is  having  the  process  broken  down  into  such  small  steps.  Really  worthwhile.”  Thank  you.  I’m  glad  that  was  valuable  for  you.  

Any  other  questions  or  comments?  We’ll  start  moving  to  those.  

A  question  here  is  “I  don’t  know  how  to  determine  the  number  of  clients  I’d  like  to  have.  Is  there  a  generic  formula  to  figure  it  out?”  I  would  say  yes,  the  generic  formula  is  probably  between  10  and  20,  and  that  formula  is  just  based  on  the  number  that  I  see.  That’s  just  a  number  that  I  see  a  lot  of  coaches  liking,  between  10  and  maybe  up  to  20  clients.  It’s  really  

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going  to  be  based  on  you,  how  much  you  want  to  work,  how  much  you  want  to  make,  how  much  coaching  you  want  to  do.  

Eileen,  I  know  you’ve  been  working  with  so  many  coaches  over  the  years,  do  you  have  a  formula,  or  do  you  think  that  there’s  a  sweet-­‐spot  number  for  someone  who’s  trying  to  figure  that  out?  

Eileen:    I  don’t  go  by  sweet  spot  or  formula,  but  what  I  try  to  do  is  look  at  the  schedule,  and  block  out  what  looks  doable  for  you  in  terms  of  when  you’re  going  to  be  working  with  those  clients,  what  that’s  going  to  do  to  each  of  your  days,  and  that  will  really  show  you  the  number  that  you  really  can  handle.  I  block  it  out  in  hour  time  blocks,  and  I  think  that  that’s  a  really  good  thing.  

I  did  want  to  offer  a  tip,  too.  When  you’re  working  with  your  daily  schedule  or  your  weekly  schedule,  just  keep  in  mind  one  thing.  If  you  coach  on  Mondays,  you  will  probably  get  a  lot  of  field  work  coming  into  you  on  the  weekend.  This  has  been  something  I  found,  which  is  why  I  do  not  coach  on  Mondays.  It’s  just  a  good  thing  to  keep  in  mind  because  people  get  busy  and  they’re  sending  it  in  late.  

I  think  that  it’s  looking  at  how  that  week  is  going  to  work  for  you.  That  will  tell  you.  Then,  of  course,  your  experience  will  let  you  know  because  I’ve  been  in  Michelle’s  boat,  too,  with  having  22  clients  one  time  and  not  really  liking  the  load  that  that  was.  That’s  my  recommendation.  

Michelle:    Yes.  I  love  that  recommendation.  Thanks,  Eileen.  Hopefully  that  was  helpful  for  you.  

Amy  wrote,  “The  examples  were  really  helpful  in  priming  the  pump  for  my  thinking  about  the  different  offerings  that  I  could  have.”  Yes,  great,  I’m  happy  to  hear  that  that  was  valuable  for  you.  

What  other  comments  are  in  here?  Debby  wrote,  “Thank  you.  I  like  the  support  and  assistance.  I  used  to  think  that  doing  my  own  bookkeeping  was  saving  me  money.  Now  I  know  that  with  the  time  I  take  to  do  my  bookkeeping,  I  could  be  earning  twice  as  much  by  coaching  or  delivering  training.  That  was  a  real  eye  opener  for  me.”  

Yes.  That’s  a  very  common  mistake  or  misbelief  that  we’re  saving  money  by  doing  everything  ourselves,  and  when  we  can  really  identify  the  areas  that  we  know  we’re  excellent  at,  our  zone  of  genius,  and  the  things  that  only  we  can  do  and  the  things  that  we’re  not  as  good  at  and  that  we  can  easily  delegate  or  outsource,  it  makes  such  a  huge  difference  in  the  business.  Glad  to  hear  that  was  valuable.  

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Kimberly  wrote  in,  “I’ve  been  wanting  to  sit  down  and  do  this  planning  for  months,  again,  to  refocus.  This  has  been  so  valuable  sitting  down  today  to  actually  start  and  get  it  done.  My  focus  and  motivation  is  much  clearer.  Thank  you.”  

You’re  welcome.  It’s  really  true,  right?  I  think  this  stuff  is  great  and  it’s  valuable,  but  this  isn’t  rocket  science.  It’s  about  sitting  down  and  doing  it  and  then  now  taking  time  to  go  back  and  revisit  it,  and  then  making  sure  that  you’re  getting  the  support,  accountability,  and  guidance  so  that  you’re  implementing  your  plan  in  the  New  Year.  

All  right.  Anthony  wrote,  “Very  good  stuff,  but  I  have  to  leave.  Thanks  so  much.”  You’re  welcome,  Anthony.  Everyone’s  jumping  off,  we’re  getting  to  the  top  of  the  hour.  Carolyn’s  like,  “I  got  to  go,  too.  See  you  later.”  

All  right.  I’m  just  going  to  wrap  up  our  call  today  with  my  last  parting  thoughts  for  you,  which  is  I  believe  that  being  a  coach  is  one  of  the  most  rewarding,  fulfilling,  fun,  and  potentially  lucrative  businesses  out  there,  and  the  key  is  really  getting  clear  and  committed  about  what  it  is  you  want  to  create  for  yourself  in  your  business  and  then,  also,  so  that  it  supports  you  in  your  life.  

I  truly  believe  that  you  can  create  the  coaching  business  that  you  desire,  you  can  make  a  big  impact,  enjoy  a  lucrative  life  and  lifestyle,  and  it’s  about  getting  clearer  about  what  you  want  to  achieve  and  then  focus  on  taking  action  and  to  making  that  happen.  I  totally  am  excited  for  you  about  what  the  New  Year  is  going  to  bring.  If  I  or  my  team  or  our  trainings  can  be  of  service  to  you,  it  would  be  a  pleasure  and  an  honor  to  support  you  in  any  of  the  ways  that  we  talked  about.  

I  certainly  wish  you  all  the  best  for  the  New  Year.  I  hope  that  our  paths  cross  and  I  wish  you  all  Happy  Holidays  and  may  the  New  Year  bring  you  every  that  you  desire.  Thank  you,  again,  for  being  here,  and  have  fun  implementing  your  Coaching  Business  Blueprint  in  the  New  Year.  

All  right.  Take  care,  everybody.  Bye-­‐bye.