Over the weekend I attended what is going to become my most memorable event.
I was stuck in "stand still" traffic for two hours on my way there, and I just kept thinking to myself:
"This event better be worth it!"
It was worth ten times more!
After the main presentations were over, I found myself sitting at a dinner table with entrepreneurs.
They were discussing coaching.
I was so mad at myself for not bringing the extra batteries for my digital recorder! You simply wouldn't believe what I heard there.
Next to me were four entrepreneurs who were enrolling clients into their coaching programs between 10 and 125 thousand dollars per person.
After "fixing my jaw" and getting over my initial shock, I started asking questions.
I spent five hours at that table, and when I went up to my hotel room at 1 AM in the morning, I was a brand new person. I felt like I was stretched to new possibilities that were closed to me before.
At first, I questioned what kind of a person would be willing to pay that much for coaching...Celebrities? Politicians? Millionaires?
Not at all.
These were business owners and regular individuals who understood that the return on their investment -- whether financial or personal -- would be at least ten times greater than what they pay.
At one point I was challenged and became very uncomfortable with the conversation. From the outside it probably looked like we were having an argument. I wasn't ready to accept what they were telling me. I felt angry that I couldn't see myself do what they were doing.
I went up to my hotel room and couldn't fall asleep for several hours.
There were a few significant shifts that kept me awake:
1. Most coaches offer coaching on the "front end" as their primary product. Charging a lot of money early in the relationship is very difficult, so you end up settling for less. The entrepreneurs I was having dinner with offered coaching on the "back-end," after establishing their credibility through other products and services.
2. Traditional coaching relationship consists of 3-4 phone meetings a month and some e-mail support between the calls. These entrepreneurs offered much more. They created a transformational experience for their clients. In addition to the calls, they would create learning and growing opportunities through "fieldtrips," retreats, weekends, seminars, mastermind, and lifestyle design tools.
3. They have zero refund requests, and their coaching programs create huge value for their clients. "Creating value" is something I heard a lot at that table. These people are not selling gimmicks or "magic pills" - they are all "kick-butt" coaches and will not let their clients fail. Even without all the add-ons like retreats and seminars, their clients would've gotten a great amount of value.
4. When you hear these people talk, it's clear that they have a completely different mindset. They attract big thinkers and ambitious clients who are ready to change their lives now, and are willing to do whatever it takes to see results.
6. How do you get into conversations like the one I experienced on a regular basis? It's very simple, really. You can either go to events for entrepreneurs and business owners, or become a part of a mastermind group. These conversations will transform you into a confident ambitious and successful coaching entrepreneur. And that is what attracts high-end clients. And by the way, all these people constantly invest into their own growth and learning opportunities. For example, if I didn't go to this event, I wouldn't be sharing this with you!
Questions to ask yourself...
- Have you been playing small for too long?
- Are you surrounded by people who are playing big and stretching you to the next level?
- Is coaching your only product?
- If you offer information products or deliver your expertise through workshops, do your customers or attendees see your coaching as the next step to reaching their goal? They have to see it as a natural extension of what your product or your workshop was teaching.
The biggest ah-ha I got from that 5-hour dinner mastermind was that it's just about making a decision to play on a bigger level. Yes, you need to be around people who think like that, who talk like that, and who live it every day. But over time you start thinking like them and attract clients who simply pay you because you are YOU.
Hope this was helpful, Milana Leshinsky "Milana Leshinsky is the author of "Coaching Millions: Help More People, Make More Money, Live Your Ultimate Lifestyle." To find out how to add thousands of dollars in coaching to your business, visit Milana's web site at www.milana.com
To learn more about this author, visit Milana Leshinsky's Website.
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