Milana's "Coaching Millions" Blog

Milana's Blog Moved!

2009-01-14T19:12:00.000-08:00

My blog moved to my home page at http://www.milana.com - please, stop by! :)

See you there!

Milana

Lynn Scheurell is doing face reading on me...

2008-06-26T18:57:00.000-07:00

Become a Spiritual Seller Today

2008-06-09T08:21:00.000-07:00

What if everything you learned about sales and business is wrong?

Sales has always revolved around chasing numbers and making your quota. Most of the sales training today revolves around techniques and formulas.

Are you ready to for a completely new way to sell your product or service?

Spiritual Selling is not about religion. It’s about working from the inside out to transform your energy and create the results you desire.

In his new book “Spiritual Selling”-Joe Nunziata will show you how to clear the unconscious negative energy and old beliefs that are holding you back.

His new “Attractor Sales System” will turn you into a magnet for new business and opportunity.

Go to http://spiritualsellingbook.com now to order and save over 30%.

You will also receive an exclusive “How the Law of Attraction Really Works” tele-seminar series with Joe.

Plus an incredible bonus series of interviews with Joe Vitale (The Secret), Terri Levine (Master Coach), Susan Kerr (Spiritual Advisor and Psychic) and many others as a bonus.

Don’t delay-this is a book and special offer you cannot miss.
http://spiritualsellingbook.com

New Coaching Manifesto

2008-05-03T16:54:00.001-07:00

I've been mostly updating my other blog over the last few months, so in case you're looking for news on coaching, business, marketing, or on Milana, visit http://www.NewCoachingManifesto.com.

George Ross from The Apprentice - Milana Leshinsky Question

2008-04-07T08:50:00.000-07:00

When I was at a loss of words having only a minute to think, I called my 13-year old son for help: “What should I ask George Ross, you know Donald Trump’s negotiator from The Apprentice?” He gave me an idea for a question: “Ask him how to approach highly successful people with a business idea”. So I did:

How Cute is This!

2008-03-07T11:01:00.000-08:00

Ok, I know this has nothing to do with business, but someone sent it to me this Friday afternoon, and it melted my heart...

Keys to Coaching Millions

2008-03-03T17:56:00.001-08:00

Keys to Coaching Millions - Part 1

Have you ever thought why so many coaches are struggling?I think about it every day...In fact, I created a series of educationalvideos to help you build your business this year. Here is What I share In Part One:- The key difference between how I started my coaching business and how 98% of coaches start theirs, and how this allowed me to grow it much faster than any other coach I know;

- Why I can generate revenue any time I want, and why many coaches still can't figure out how to make their first sale;

- The biggest reason coaches do not succeed in business, and the 5 specific strategies you can use right now to get your coaching business pushed forward this year.

The video was very uniquely created with my good friend, the absolute wizard of audio and video, Rob Schultz, so you don't want to miss it. He certainly made me feel like I was on NBC!

To learn about how to make these 5 tips a reality in your business, take a look at my Coaching Millions Business Mastery program at www.coachingbusinessmastery.com

Keys to Coaching Millions - Part 2

In Part 2 I discuss quality of a mailing list, what makes a coaching business weak, and what "next level" means in coaching business.

Is this what you're thinking RIGHT NOW?

"I don't want to listen to more CDs or read more books, I just want to finally start making money in my coaching business."

OR

"I already know everything about business, why am I still not a six-figure coach?"

The truth is, it's not about listening to more CDs or reading more books. It's about investing some focused time into implementing the strategies you learned.

That's exactly what my mentoring and implementation program will do for you. It will "force" you to take specific actions, so that by the end of the 12 weeks you'll have everything in place to generate six figures (or more) in coaching.

This is the final enrollment week, so don't miss this chance to build a REAL coaching business: Milana's Six-Figure Coaching Mentoring & Implementation Program

Keys to Coaching Millions - Part 3

Back in 2001 I was struggling. Then I got tired of trying to find clients and did something that completely turned my coaching business around.

In this video, 3rd in the series titled "Keys to Coaching Mill.ions," you'll find out what I did. Click above to watch.

To become one of the leading coaches or experts in your niche market, and to learn how to dominate your market, get your Keys to Coaching Millions here.

Keys to Coaching Millions - Part 4

In today's video segment of "Keys to Coaching Millions" I am revealing two important factors of success as a coach:

- How not just to build a coaching business, but how to build an empire that allows you to be seen as the "mover & shaker" in your niche. And, what this kind of positioning can really do for your coaching business.

- Why you should stop worrying about getting clients, and what you should focus on instead to get clients come to YOU.

Enjoy today's episode by watching the video above.

Has fear of technology been holding your business back? As a Coaching Business Mastery participant, my personal virtual assistant will help you put all the pieces together: your lead-generating web site, autoresponder,thank-you page, and more. But, only two "seats" are left in my mentoring & implementation program, which begins February 25th. Enroll today at: http://www.CoachingBusinessMastery.com

Keys to Coaching Millions - Part 5

In part 5 I share the 3 most common mistakes coaches make. I also talk about why so many coaches get discouraged and eventually try to find another way to support themselves; and, the key difference between coaches and other professionals, and how to overcome the problem it creates for you as a business owner.

Enjoy!

To get access to the ONLY program that shows you how to build a real coaching company, with multiple income streams, automated marketing systems, and a lifestyle you want, take a look at my Coaching Millions Program.

Keys to Coaching Millions - Part 6

In this final episode of "Keys to Coaching Millions", I talk about the six steps in my program that help you build your business from defining your niche market, creating your programs, marketing your message to your target industry, developing your signature products, creating systems, and becoming a leader of your niche market.

To get a copy of my Coaching Millions Lifestyle Business Building system, visit me at www.milana.com/system.html

Donny Deutsch - More Than Meets The Eye

2008-01-29T05:38:00.000-08:00

As I was walking last night waiting outside my kids' karate school, I was finishing up Donny Deutsch's book "Often Wrong, Never in Doubt."

The title caught my attention.

I had just let my business coach go (the minuses simply outweighed the pluses) and felt a little lost for a week or two. Looking for a new direction, I felt fear and doubt creeping up on me. The fear of making the wrong move, the doubt of taking the wrong project...I hate feeling this way. Before I started working with a coach, this was never an issue. I knew I could do it, but having someone else to ask for a second opinion for the last 3 years kind of grows on you...I developed some habits that now needed to be broken.

Donny's book simply blew me away. He is "Mr. Outside the Box." I always talk about living and working on my own terms, but Donny just brought it into a new light for me. BE WHO YOU ARE is what comes loud and clear through his book...Of course, sometimes it cost him dearly, but in the end people who get him and know him and love him won't care.

The book also made me a fanatic of his show, The Big Idea. I was already watching it for the last year or so, but now I realized it's a daily episode - yipee! - and can't wait till 10 pm EST to turn on my TV and go to sleep with Donny's inspiring messages (sometimes it's "Bite me, people who didn't believe in me!", but still.)

One day I'll be sitting in that TV studio across from Donny talking about coaching business, being a home-based business mom, an immigrant who completely changed her life direction by coming (ok, by being dragged by her family) to the U.S. at 19.

Thinking of writing a second book, I am amazed at how open Donny was. I don't think I can be that way in a book, although my "Coaching Millions" readers tell me that they keep hearing my voice as they read it.

Love you, Donny. For the two weeks of inspiration you "whispered" in my ear. (Thank God for audiobooks. This is the only way I would ever get to enjoy thousands of "pages" of absolutely amazing wisdom, inspiration, stories, and food for soul. I get mine at www.simplyaudiobooks.com.)

3 Web Sites Every Coach Must Have

2007-10-29T09:34:00.001-07:00

Is your coaching web site working?

Have you invested a lot of resources into your web site only to be dissappointed with results?

9 out of 10 coaches are in this situation right now, and not sure what to do. The sad thing is that more and more coaches enter the industry every month making the same exact mistake.

As a coach, it's important that you have at least 4 types of web sites, and today I will show you why.

Your web site may be confirming your credibility with people who find you by referral, but it's probably not working in many other important areas such as:

- Enrolling new coaching clients on the spot;
- Building a targeted mailing list every day;
- Selling your coaching products;
- Generating revenue.

How do you accomplish all of the above?

The answer is simple: have several web sites, each focusing on a very specific goal in your business. Let's take a quick look at the 3 most important web sites every coach should have:

1. Lead Generating Web Site

The biggest reason to be online is to generate coaching leads. Have your sign-up form prominently placed at the top, and give your visitors a compelling reason to get on your mailing list.

2. Product Selling Web Site

If you're selling an e-book, an audio CD, or any other product, you should have a separate web site for it. In fact, it's been proven that every product should have its own web site for maximum results.

3. Coaching Program Enrollment Web Site

Coaching doesn't sell, or does it? It absolutely does if it's packaged as a coaching program, with a beginning and an end, and a set of specific tangible outcomes. Describe your program and its benefits on a separate web site, with its own domain name, and you'll see your enrollment double or triple...even with the same amount of marketing you do now.

Why do mini-sites work better than multi-page web sites?

Because they allow our overloaded and overwhelmed minds focus on a single message, and understand a clear call to action, one at a time!

If you have already invested into a multi-page web site, not to worry! It is still a great tool that builds your credibility. Simply add a sign-up form at the very top of your home page (and on a side-bar of all other pages), so you could build your mailing list faster.

P.S. If you want to make money in coaching, my new book offers a simple step-by-step marketing plan for a high-income coaching business. Get a copy today at: http://www.CoachingMillions.com

How to Have a Business and a Life!

2007-10-28T14:38:00.000-07:00

This weekend I picked up three books on time management at Borders...Two of them I've heard of before, written by quite well known authors and business experts.

The third one I grabbed at the last moment before I headed to the check-out, and I am so glad I did!

Andrew Griffith's "101 Ways to Have a Business and a Life" is an amazing read! It's not just a time management book. It should've been called "Every Entrepeneur's Bible!"

It covers everything from managing your time and money to managing your relationships, health, employees, vendors, customers, family, kids, and much much more...I swallowed it in about 3 hours (ok, I skipped some section, but that's how I always read anyway).

The other two books were great, but this one stood out for one big reason: it was based on the author's true story of how his business life took a toll on his relationships and his health, and how he made a decision to "wake up" and realize that his business is "slowly killing" himself.

Personal story - that's what's unique about this book, and makes his message so much more compelling. Andrew is also being very candid - he shares the things that most people are embarrased to admit even to themselves.

The book is very easy to read, split into1-2 page segments, just right for busy entrepreneurs.

I think the book cover doesn't do it justice...I'd love to see Andrew's photo on the front cover!

Go to your local book store and get it today!

P.S. If you're a life coach working with business owners, this is a great book to create your own coaching program around....You can even partner with the author to coach people based on his ideas!

P.P.S. Ok, I am off for a 2nd walk today...Andrew's words are magically inspiring!

Coaching Business Owners: Can too much structure hurt your creativity?

2007-10-22T06:38:00.000-07:00

I consider myself a very creative person, but also very practical. I always look for structure in everything I do and in working with my coaching clients.

Once in a while I wonder if I may be too structured...Should every element in your business fit somewhere? Be a part of something? Accomplish a specific objective?

This morning I got an email from someone who attended my Coaching Super Summit and read a copy of my book, "Coaching Millions: Help More People, Make More Money, Live Your Ultimate Lifestyle."

Her comment made me realize something I never thought about. Here's what she wrote:

"Milana, your book is extremely helpful. It gives me the structure to think creatively."

So, to be creative we need structure.

Structure is what tells us WHERE and HOW to be creative. Otherwise, it's just creativity for the sake of creative. And, that's when we end up with "floating" products and projects that have no real meaning or purpose in our business.

Wellness Coaching as a niche?

2007-09-24T13:26:00.000-07:00

I was recently asked if Wellness Coaching could be lucrative.

The key is to focus on a target group first (e.g. women after birthing a baby) who really need and *want* to lose weight or to get well. There's also a market of health fanatics - those people who spend money and time on getting fit, eating better, etc.

The market is huge, you simply need to create your *own* program (not a rocket science, just follow your heart and design a 90-minute workshop where you teach all your favorite stuff about wellness) and start speaking. Certain people will connect with you based on your story, your style, etc. and hire you.

#2 on Amazon in 24 Hours, Bestseller #85!

2007-09-21T17:58:00.000-07:00

I want to thank everyone who helped me spread the word about "Coaching Millions".

The book reached #2 on the Amazon "Movers & Shakers" list, and became a part of the "Amazon Bestsellers" list under #85. Thank you so much for helping me make this happen, I am filled with gratitude....

Coaching is now on the radar of thousands of people who weren't aware of this fast-growing field, which is a great "side effect" of this book launch, and I hope it'll affect the coaching industry in many ways.

"Coaching Millions" Reaching More People Today

2007-09-20T07:56:00.001-07:00

Everyone is always asking me: "How did you get into coaching?"

Funny story....

I always say that two coaches invited me to be a part of their coaching team, and that's how I learned about coaching.

But that's not quite true...In fact, I think I blocked two earlier encounters with coaching out of my memory for whatever reason.

My first encounter with coaching happened when I was still working at my local newspaper as a web designer. Browsing the net I found a web site where a testimonial caught my attention. It went something like this: "Every time I talk to Janet, I add 20-50% revenue in my business".

I remember sitting and thinking, "What could this Janet possibly be saying to this client?"

So I called her. The call was brief and confusing, basically she explained what coaching is and told me that I wasn't ready for coaching. Ok....

The second encounter with coaching happened when someone who bought my web design e-book offered to "coach" me for free. He was a former police officer transitioning into coaching. For the life of me, can't remember his name, but he asked me a question that made me feel very uncomfortable:

"What does success mean to Milana?"

Too "woo-woo" for me, I thought. Never been asked that question before.

(This tells me that you're ready for coaching when you're ready, and not a minute sooner!)

Later Allison and Claire invited me to be a part of their coaching team. Third time's the charm, I thought. There must be something to this "coaching" thing.

******************
My book, "Coaching Millions: Help More People, Make More Money, Live Your Ultimate Lifestyle" has hit the net today. It's exciting to see on the "bookshelf" of Amazon after spending the last 2.5 writing the book.

If you don't have a copy yet, grab one here: http://www.coachingmillions.com

This book is my personal story and a blueprint of how I went from a $15-n hour job to an amazing high-income lifestyle business from home I could never imagine just a few short years ago. I used certain accelerators that most coaches either don't know about, or are not sure how to implement.

If your goal is to make money in coaching, this is the book for you.

NOT for hobby coaches, by the way! Need a certain amount of passion and motivation to make it happen.

Milana

Coaching Super Summit 2007 - I Give It an "A"!

2007-09-19T06:42:00.000-07:00

Ok, it may look strange that I am giving my own event a grade, but the entire experience was so amazing, so unexpectedly smooth, so breakthrough for most people, that I just couldn't help it.

One of the biggest revelation to me is that I really believe that a live event will change more lives than any virtual event out there, for one simple reason: personal impact. Something happens when you see so many people around you committing to success, it's inevitable to change you, too.

I can't wait to get together again and introduce success stories (you know, "before and after" case studies) that I already see happening - and it's only been a few days since!

I also realized how much I love doing live events (I knew I love attending, but running my own is very special).

We're already setting the date and location of our next Coaching Super Summit, stay tuned or better yet, add yourself to my early announcement list here:

http://www.coachingsupersummit.com

My Favorite Coaching Quotes of the Month

2007-05-13T20:16:00.000-07:00

Here are the two things I heard this month that really made an impression on me:

"When you sell coaching, you sell a dream to the person. Once the buy the dream, you can then support them in making it happen, having their best interest in heart."

"Get better before getting bigger. Otheriwse your small challenges will become big challenges."

Get Out of Competition Zone!

2007-05-05T11:01:00.000-07:00

There are plenty of people operating in every successful niche today, some are more successful than others, while one or two emerge as the obvious leaders in the market segment. If your niche is any good, it's true for you, too.

However, there are many experts and coaching entrepreneurs who get too concerned about competition. So what that there are other experts selling similar products? So what that there are other coaching programs and courses out there?

You need to share your story, stand on your own, and others who relate to your story will naturally become attracted to you. Become a leader in your niche by "tooting" your own horn - you tried, you succeeded, now tell your story. You don't need to convince anyone in anything, your strategies worked for you, that's all you want to get out there.

Instead of "how YOU can do it" lead with "how I did it!" or "how I am going to do it, will you join me?"

It's easy to feel trampled by competition when you're right in the midst of it - get out of competition, build your own fan base, and they'll come to you. I've had this happen to me years ago, now they're all buying my products, wanting to JV with me.

If you are right smack in the middle of competition (e.g. via message boards, networking, etc.) it can paralyze you, take your confidence away, and basically make you want to quit. Don't! There are many segments of the market you probably haven't even tapped into because you've been so pre-occupied with competition.

The beauty of being an entrepreneur and an expert in your market is that you're unique, you have your own set of experiences and paths you took to success. Lead with it, and your fan base will follow and buy everything you sell!

A Mailing List is Not a Niche..

2007-05-04T18:47:00.000-07:00

You network, speak, write, collect business cards... Eventually, you end up with a list of people you can enter into your database - great!

You decide to send out an announcement about your new program or product, but the results are simply dissappointing -- no sign-ups. What's wrong? Is it your product? Is it your announcement? Is it you?

The answer is in your mailing list. To make your list respond to your announcement, they need to share common problems and goals. They need to belong to the same group of people, target audience, a niche.

Unfortunately, most of these people have only one thing in common--they know you. No wonder no one "jumps" on the opportunity to buy.

So what do you do with a list you built from dozens of different sources?

You survey!

Find out what they have in common, what their biggest problem is, and what do they most want to know. Then offer it to them in a form of a coaching program or product. (Be sure to give them a way to leave your list, or they'll be sorry they ever met you :) People who need to be on your list will stay.)

Next time you send something out to your mailing list of 500 people, and don't get a single sale, think about what attracted these people to you in the first place. Your business card? Your new program? Or just a free cup of coffee?

The only way to get great results from an announcement to your database is to announce something the majority of them care about. Since a mailing list is not a niche, your goal is to survey and filter it.

I explain what coaching niche really means here.

You know for sure your mailing list is a niche when all people came to you through the same method - by requesting a special report from your web site, by hearing you speak at a specific seminar, by purchasing a specific product from you...Keep these lists separately, segment everyone on your list! When the time comes to e-mail your product announcement, you'll be able to choose which sub-list will be most interested in it. And the results will show!
...
...

Two Lessons from the "Donald"

2007-04-08T20:01:00.000-07:00

This week's assignment for the three teams of The Apprentice was to design a marketing campaign for Trump's Towers in Las Vegas.

The very first presentation was absolutely winning - concise, had a theme, well presented and designed, and delivered flawlessly.

The other two teams struggled and eventually lost a partner from each team. One - due to incorrect phone number on the brochure. I find it hard to believe he would fire someone just because of that, but by doing it on national TV he made a point - Trump doesn't tolerate mistakes.

The second losing team's presentation was really lousy, and I was on the edge of my seat waiting to hear "I've heard enough!" from Mr. Trump. The final words of the presentation came from Frank, a team member, who said:

"Trump towers sell themselves...",

... to which Donald responded:

"Nothing sells itself, Frank."

Wise words from the "Donald" - point well taken, that even the best most popular brand on the market will not sell itself. Then why do we, coaches, think that our coaching expertise should sell itself?

If Mozart Spoke English

2007-03-14T08:23:00.000-07:00

A funny realization hit me last night...

If Mozart Spoke English, he probably sounded like Arnold Schwarzenegger. Creepy, but true - they are both Austria-born!

After studying classical music professionally for 15 years, I am a little bummed :)

Coaching Telesummit...197 participants enrolled...Effortless

2007-01-19T19:05:00.000-08:00

For the last few weeks my friends and family have been surprised by the calmness on my part. Everyone knows my biggest event of the year - coaching telesummit - is coming up. So why am I not more frantic? Why am I not working through the night? Why am I relaxed and take a lot of breaks during the day?

I asked myself the same questions...

After all, in 2005 and 2006 you would see a different Milana. In fact, I was so anxious and on the edge, my local mastermind buddies said that they'll be leaving town two weeks before my event :)

Several things have changed since then:

1. I outlined my process, which made me see all the things that need to be in place for the event to be successful.

2. I realized that I didn't need to do all the things at once. This is simple and obvious, but I couldn't see priorities - everything was due NOW. This year I honored the timeline I created. In fact, I didn't have the questions for the panelists ready until just a week before our first call...and that was fine.

3. I disattached myself from the end result. Yes, I wanted to created a super event, but I decided not to give myself a "heart attack" promoting it. I took it easy, and I left myself enough time - not too long, not too short - 6 weeks, just right.

It felt effortless this year. I think I even surprised my coach by not throwing dozens of e-mails at him every day - "How does this look to you?" "Should I be sending this out?" "Can we have a quick chat today?" "Why haven't you fired me, yet?" :)

Another thing - I was able to work on my other projects non-related to telesummit, quite different from last year, when all I could think about was this big, huge event coming up, and that I had to spend each minute preparing for it.

This is all about managing energy, having a list of priorities, and *feeling* the timeline. Being realistic about my workload allowed me to think differently this year: "I won't finish this today anyway, I might as well break and go take a walk..."

With one of my top referral sources backing out, I really didn't expect 197 people enroll. But I just chugged along as planned. This goes to show that small, incremental, well planned-out steps work...Oh, and don't put all your eggs in one basket. Had I only counted on my top referral source, I'd be biting my nails just about now. Luckily, I had many other ways to let people know about the event.

As one of my coaching club member's answering machine said, "Breathe.......Breathe........"

This is going to be me after the telesummit...

Make Your Own 2007 Coaching Prediction!

2007-01-04T18:27:00.000-08:00

We just held the 2007 Coaching Predictions call - this 3-hour call was amazing!

Here are the recordings, if you missed them:

http://www.2007coachingpredictions.com/recordings.html

You can make your own coaching predictions by click on the Comments link.

Coaching Trivia for Holiday Fun!

2006-12-25T07:52:00.000-08:00

I did a lot of research for my new book, and learned some things that were interesting, surprising and useful. I compiled some of the most interesting facts into a coaching trivia page...Oh, and holidays always put me in a musical mood, so enjoy:

www.milana.com/coachingfun

That One Thing You Do...

2006-12-21T05:31:00.000-08:00

In "Little Manhattan", the dad says to his 10-year old son: "If you focus on one thing since a very young age, you can become very successful at it."

How true....

That's exactly how stars are born--they start very young, and with the help and encouragement of their parents, they work on perfecting something very specific: swimming, painting, dancing, baseball, singing, etc.

What if in 2007 you choose to perfect just ONE thing? Perhaps it's writing a book, getting clients, organizing joint ventures, improving your health, or build your membership web site?

I am not saying that that's all you should be doing next year and nothing else. What I mean is this: choose one thing you want to improve next year and take DAILY action to get closer to it.

For example, if it's creating a membership web site, then your daily actions could be:

- writing content
- recording audio
- forming joint ventures
- studying successful membership web sites
- surveying your target audience
- researching the best technology to run your membership site
- attending teleseminars that teach about starting a membership web site
- interviewing membership web site owners
- creating marketing materials to promote your membership site
- finding a partner to help you create and manage the content
- build an arsenal of tools, templates, forms, checklists and other downloadable bonuses

The point is, if you do this 240 days next year, by December 31st, your membership site will be up and running with lots of new members!

So, what is going to be that one thing you do next year?

Choose it now, then create a plan for daily actions.

Stop the "Free Session" Madness!!!!

2006-12-08T10:25:00.000-08:00

If you've been giving away free coaching sessions, but haven't gained much business from it, this is your lucky day. My colleague and partner Terri Levine has been telling coaches for years not offer free sessions. Instead, do "free conditional consults."

Finally, she has put her advice in writing. Here's Terri's article about how to reframe a "free coaching session" in a prospect's mind to dramatically increase your closing rate.

Milana

P.S. For the full scoop on enrolling clients, go to The Ultimate Business Growth System for Coaches on Terri's web site.

"There is an easier way to get more coaching clients..."
by Terri Levine

Getting new coaching clients is the number one thing that most coaches struggle with. We know we are good coaches and that we can truly help people live the EXTRAordinary life they deserve. We can see and feeeeeel what it's like serving clients and helping them create their ideal life.

However, many of us get nervous when we think of "selling" our coaching services. We don't consider ourselves sales people, we are coaches. We do free consultation after free consultation and are lucky to gain one or two out of ten free consultations into coaching clients.

Let me assure you, there is a better way. There is a key to help you close more coaching clients.

The key is that you need to create a need, a desire, for coaching before your prospects even meet with you. If you can create that need the number of coaching clients you get will shoot through the roof.

The first place to start creating a need for coaching is to stop doing free consultations. I mean stop completely. I teach my coaching students to give conditional consultations -- which is much different than a free coaching session.

When you do a conditional consult you do a few things before you even talk with your client. You first let them know that you will coach with them for 30 minutes, but at the end of the 30 minutes they must make a decision on whether or not to coach with you. That is the condition. They will give you a yes or no answer right then and there on the phone.

The key to a successful conditional consult is in the work you do BEFORE your appointment with them. You need to create a need, a strong desire for coaching before you even talk to them. Then, when you do your conditional consult, you can spend your time and energy coaching them and let them feeeeel what it's like coaching with you. Doing conditional consults is a great technique and eliminates people that are just looking for free coaching sessions but are really not committed to making changes in their life and committing to coaching.

The difference between a conditional consult and the free coaching session is that the prospect already knows coaching is right for them, they are just determining if you are the right coach for them.

So, how do you create a strong need and desire with prospects for coaching before you do your conditional consult? Here are three things you must do to create a need for coaching with your prospect before your conditional consult.

1. Get some background information about your prospect and what is and is not working in their life. Having information on your prospect before you do your conditional consult will help you prepare before your call and may give you some insights into patterns they have developed that even they are not aware of. Thus allowing you to coach them rather than spend your time together selling.

2. Know some of the most common objections coaches run into, for example “I have to ask my partner” or “I can’t afford coaching right now”. Knowing if they have a partner or if they are currently employed will help you anticipate these objections (which are often really procrastination techniques) and help your client take the necessary steps to creating the EXTRAordinary life they are searching for.

3. Allow the prospect to answer deeply probing questions about themselves before they meet with you. It gives them time to think about things they maybe haven’t thought about before and allows them to be more honest with themselves because they are answering the questions alone. You can use these questions when you are doing your conditional consult and help them make a shift right there on the phone. THAT is a powerful experience.

Terri has worked for over a decade as a coach and have spent several years putting together a questionnaire she has prospects fill out before their conditional consult. She's now sharing this questionnaire and the tools and techniques behind it in The Ultimate Business Growth System for Coaches

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