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106 | Four game changing concepts that shifted how I approach business · Women in The Coaching Arena

• 0:00
  Hello
• 0:01
  and
• 0:01
  welcome
• 0:01
  to
• 0:02
  Women
• 0:02
  in
• 0:02
  the
• 0:02
  Coaching
• 0:02
  arena
• 0:03
  podcast.
• 0:04
  I'm
• 0:04
  so
• 0:04
  glad
• 0:04
  you're
• 0:05
  here.
• 0:06
  I'm
• 0:06
  Jo
• 0:06
  Lott,
• 0:07
  a
• 0:07
  business
• 0:07
  mentor
• 0:08
  and
• 0:08
  ICF
• 0:08
  accredited
• 0:09
  coach
• 0:10
  and
• 0:10
  I
• 0:10
  help
• 0:11
  coaches
• 0:11
  to
• 0:11
  build
• 0:12
  brilliant
• 0:12
  businesses.
• 0:14
  I
• 0:14
  know
• 0:15
  that
• 0:15
  when
• 0:15
  you
• 0:15
  prepare
• 0:16
  to.
• 0:16
  Enter
• 0:16
  the
• 0:16
  arena
• 0:17
  there
• 0:17
  is
• 0:18
  fear,
• 0:18
  self
• 0:18
  doubt,
• 0:19
  comparison,
• 0:20
  anxiety,
• 0:21
  uncertainty.
• 0:23
  You
• 0:23
  can
• 0:23
  tend
• 0:24
  to
• 0:24
  armour
• 0:24
  up
• 0:25
  and.
• 0:25
  Protect
• 0:25
  yourself
• 0:26
  from
• 0:27
  vulnerability.
• 0:28
  In
• 0:29
  this
• 0:29
  podcast
• 0:30
  I'll
• 0:30
  be
• 0:30
  sharing
• 0:30
  honest,
• 0:31
  not
• 0:31
  hype,
• 0:31
  practical
• 0:32
  and
• 0:32
  emotional
• 0:33
  tools
• 0:33
  to
• 0:33
  support
• 0:34
  you
• 0:34
  to
• 0:34
  make
• 0:35
  the
• 0:35
  difference
• 0:35
  that.
• 0:35
  You'Re
• 0:36
  here
• 0:36
  for
• 0:37
  DARE
• 0:37
  greatly
• 0:38
  you
• 0:38
  belong
• 0:39
  in
• 0:39
  this
• 0:39
  arena.
• 0:41
  Hello,
• 0:42
  welcome
• 0:42
  to
• 0:42
  episode
• 0:43
  106
• 0:43
  of
• 0:44
  Women
• 0:44
  in
• 0:44
  the
• 0:44
  Coaching
• 0:44
  Arena.
• 0:45
  I
• 0:45
  am
• 0:45
  so
• 0:45
  glad
• 0:46
  you
• 0:46
  are
• 0:46
  here.
• 0:47
  Really
• 0:48
  excited
• 0:48
  today
• 0:49
  to
• 0:49
  share
• 0:49
  four
• 0:50
  game
• 0:50
  changing
• 0:51
  concepts
• 0:51
  that
• 0:51
  completely
• 0:52
  shifted
• 0:52
  how
• 0:53
  I
• 0:53
  approach
• 0:54
  business.
• 0:54
  These
• 0:55
  are
• 0:55
  ideas
• 0:55
  I
• 0:56
  wish
• 0:56
  I'd
• 0:56
  understood
• 0:57
  sooner.
• 0:58
  So
• 0:58
  glad
• 0:58
  to
• 0:59
  share
• 0:59
  my
• 1:00
  five
• 1:00
  years
• 1:01
  of
• 1:01
  learning
• 1:01
  with
• 1:02
  you.
• 1:04
  Concept
• 1:04
  one
• 1:05
  is
• 1:05
  your
• 1:05
  ideal
• 1:06
  customer
• 1:06
  is
• 1:06
  more
• 1:06
  important
• 1:07
  than
• 1:07
  you
• 1:07
  think.
• 1:08
  When
• 1:09
  I
• 1:09
  started
• 1:09
  I
• 1:10
  thought
• 1:10
  coaching
• 1:10
  was
• 1:11
  about
• 1:11
  helping
• 1:11
  as
• 1:12
  many
• 1:12
  people
• 1:12
  as
• 1:12
  possible,
• 1:14
  but
• 1:14
  not
• 1:15
  all
• 1:15
  customers
• 1:16
  are
• 1:16
  created
• 1:17
  equal.
• 1:18
  I've
• 1:18
  learned
• 1:18
  this
• 1:19
  myself
• 1:19
  through
• 1:20
  several
• 1:20
  iterations
• 1:21
  of
• 1:21
  my
• 1:21
  business.
• 1:22
  Some
• 1:23
  clients
• 1:23
  will
• 1:24
  energize
• 1:24
  you,
• 1:25
  other
• 1:25
  clients
• 1:25
  will
• 1:25
  drain
• 1:26
  you,
• 1:26
  some
• 1:27
  will
• 1:27
  happily
• 1:27
  pay
• 1:28
  you
• 1:28
  and
• 1:29
  others,
• 1:29
  especially
• 1:30
  if
• 1:30
  they're
• 1:30
  not
• 1:30
  paying
• 1:31
  very
• 1:31
  much
• 1:31
  money,
• 1:32
  will
• 1:32
  question
• 1:33
  every
• 1:33
  penny.
• 1:35
  Business
• 1:35
  is
• 1:36
  so
• 1:36
  much
• 1:36
  easier
• 1:36
  when
• 1:37
  you
• 1:37
  serve
• 1:37
  the
• 1:37
  right
• 1:38
  people.
• 1:39
  I've
• 1:39
  had
• 1:40
  great
• 1:40
  learnings
• 1:41
  of
• 1:41
  this
• 1:41
  this
• 1:42
  week
• 1:42
  because
• 1:42
  I
• 1:43
  very
• 1:43
  rarely
• 1:43
  do
• 1:43
  discovery
• 1:44
  calls
• 1:45
  because
• 1:45
  my
• 1:45
  diary
• 1:46
  is
• 1:46
  stacked
• 1:47
  with
• 1:47
  working
• 1:48
  school
• 1:48
  hours
• 1:48
  only.
• 1:49
  That
• 1:49
  basically
• 1:50
  means
• 1:50
  like
• 1:50
  two
• 1:50
  calls
• 1:51
  in
• 1:51
  a
• 1:51
  day
• 1:51
  and
• 1:52
  my
• 1:52
  day
• 1:52
  is
• 1:52
  over.
• 1:53
  So
• 1:53
  I
• 1:53
  very
• 1:53
  rarely
• 1:54
  do
• 1:54
  those
• 1:54
  calls.
• 1:54
  But
• 1:55
  obviously
• 1:55
  if
• 1:55
  someone
• 1:55
  messages
• 1:56
  and
• 1:56
  really
• 1:56
  wants
• 1:56
  to
• 1:56
  meet,
• 1:57
  I
• 1:57
  will
• 1:57
  try
• 1:57
  and
• 1:58
  meet
• 1:58
  them.
• 1:58
  I
• 1:59
  spoke
• 1:59
  to
• 1:59
  two
• 1:59
  people
• 2:00
  this
• 2:00
  week
• 2:00
  who
• 2:00
  knew
• 2:01
  nothing
• 2:01
  about
• 2:02
  me.
• 2:02
  They
• 2:02
  didn't
• 2:03
  know
• 2:03
  my
• 2:03
  social
• 2:03
  media,
• 2:04
  they'd
• 2:04
  never
• 2:04
  listened
• 2:04
  to
• 2:05
  my
• 2:05
  podcast,
• 2:06
  they
• 2:06
  hadn't
• 2:06
  even
• 2:07
  taken
• 2:07
  time
• 2:07
  to
• 2:07
  look
• 2:08
  at
• 2:08
  my
• 2:08
  website
• 2:08
  or
• 2:09
  my
• 2:09
  prices.
• 2:10
  And
• 2:10
  I
• 2:10
  just
• 2:11
  thought,
• 2:11
  oh
• 2:12
  my
• 2:12
  gosh,
• 2:13
  never
• 2:13
  let
• 2:14
  me
• 2:14
  get
• 2:14
  on
• 2:14
  a
• 2:14
  call
• 2:15
  with
• 2:15
  an
• 2:15
  unqualified
• 2:16
  lead
• 2:17
  again
• 2:17
  because
• 2:17
  it
• 2:18
  was
• 2:18
  a
• 2:18
  waste
• 2:18
  of
• 2:18
  my
• 2:19
  time.
• 2:20
  It
• 2:20
  was
• 2:20
  a
• 2:20
  waste
• 2:20
  of
• 2:21
  their
• 2:21
  time
• 2:22
  because
• 2:22
  they
• 2:22
  didn't
• 2:23
  know
• 2:23
  anything
• 2:24
  about
• 2:24
  what
• 2:25
  they
• 2:25
  needed
• 2:26
  or
• 2:26
  what
• 2:26
  I
• 2:26
  delivered.
• 2:27
  It
• 2:28
  really
• 2:28
  showed
• 2:28
  me
• 2:29
  the
• 2:29
  value
• 2:29
  of
• 2:30
  marketing,
• 2:30
  the
• 2:31
  value
• 2:31
  of
• 2:31
  nurturing
• 2:32
  your
• 2:32
  leads,
• 2:33
  the
• 2:33
  value
• 2:33
  of
• 2:34
  building
• 2:34
  your
• 2:34
  personal
• 2:35
  brand
• 2:35
  so
• 2:36
  you
• 2:36
  attract
• 2:36
  the
• 2:37
  right
• 2:37
  people
• 2:37
  and
• 2:38
  don't
• 2:38
  waste
• 2:38
  both
• 2:39
  of
• 2:39
  your
• 2:39
  time.
• 2:40
  I
• 2:40
  would
• 2:40
  highly
• 2:41
  recommend
• 2:42
  maybe
• 2:42
  having
• 2:42
  a
• 2:43
  form
• 2:43
  prior
• 2:44
  to
• 2:44
  people
• 2:44
  booking
• 2:45
  a
• 2:45
  discovery
• 2:45
  call
• 2:45
  with
• 2:46
  you,
• 2:46
  maybe
• 2:47
  sending
• 2:47
  them
• 2:47
  details
• 2:48
  of
• 2:48
  your
• 2:48
  offer
• 2:48
  prior
• 2:49
  to
• 2:49
  them
• 2:49
  coming
• 2:50
  on
• 2:50
  that
• 2:50
  call
• 2:51
  because
• 2:51
  there's
• 2:52
  so
• 2:52
  much
• 2:52
  time
• 2:53
  wasted
• 2:54
  talking
• 2:54
  to
• 2:54
  someone
• 2:55
  who
• 2:56
  hasn't
• 2:56
  been
• 2:56
  attracted
• 2:57
  by
• 2:57
  you
• 2:57
  in
• 2:57
  particular.
• 2:59
  It
• 2:59
  was
• 2:59
  a
• 2:59
  great
• 3:00
  lesson
• 3:00
  about
• 3:00
  the
• 3:01
  Customer
• 3:01
  journey.
• 3:02
  Sometimes
• 3:03
  that
• 3:03
  customer
• 3:03
  is
• 3:04
  too
• 3:04
  early
• 3:05
  on
• 3:05
  in
• 3:05
  their
• 3:05
  journey
• 3:06
  to
• 3:06
  invest
• 3:06
  in
• 3:07
  your
• 3:07
  services.
• 3:08
  For
• 3:08
  example,
• 3:09
  I
• 3:09
  used
• 3:09
  to
• 3:10
  want
• 3:10
  people
• 3:11
  to
• 3:11
  come
• 3:11
  out
• 3:11
  of
• 3:12
  coach
• 3:12
  training
• 3:12
  school
• 3:13
  and
• 3:14
  hire
• 3:14
  me.
• 3:15
  I
• 3:15
  knew
• 3:15
  they
• 3:15
  had
• 3:16
  a
• 3:16
  need,
• 3:17
  but
• 3:18
  they
• 3:18
  didn't
• 3:18
  know
• 3:19
  they
• 3:19
  had
• 3:19
  a
• 3:19
  need.
• 3:19
  They
• 3:20
  were
• 3:20
  like,
• 3:20
  this
• 3:20
  is
• 3:21
  so
• 3:21
  exciting,
• 3:21
  I'm
• 3:21
  launching
• 3:22
  my
• 3:22
  business.
• 3:23
  And
• 3:23
  they
• 3:24
  had
• 3:24
  no
• 3:24
  idea
• 3:25
  that
• 3:25
  there
• 3:25
  was
• 3:26
  a
• 3:26
  lot
• 3:26
  to
• 3:27
  learn
• 3:27
  from
• 3:27
  that
• 3:28
  point.
• 3:28
  They're
• 3:29
  not
• 3:29
  actually
• 3:29
  my
• 3:30
  ideal
• 3:30
  client
• 3:31
  because
• 3:31
  they
• 3:31
  don't
• 3:31
  know
• 3:32
  they
• 3:32
  need
• 3:32
  to
• 3:32
  learn
• 3:33
  marketing
• 3:33
  and
• 3:33
  sales
• 3:34
  skills
• 3:34
  to
• 3:35
  grow
• 3:35
  their
• 3:35
  business.
• 3:36
  So
• 3:37
  my
• 3:37
  ideal
• 3:38
  client
• 3:38
  is
• 3:38
  a
• 3:39
  year
• 3:39
  or
• 3:39
  two
• 3:40
  in
• 3:40
  sometimes
• 3:41
  many
• 3:41
  more
• 3:41
  years
• 3:42
  than
• 3:42
  that.
• 3:42
  Who
• 3:43
  really
• 3:43
  knows?
• 3:43
  There
• 3:44
  is
• 3:44
  a
• 3:44
  lot
• 3:44
  to
• 3:44
  learn.
• 3:45
  It's
• 3:45
  all
• 3:45
  about
• 3:46
  the
• 3:46
  nuance.
• 3:46
  Small
• 3:47
  things
• 3:47
  make
• 3:47
  a
• 3:47
  huge
• 3:48
  difference.
• 3:49
  You
• 3:49
  need
• 3:49
  support,
• 3:50
  community,
• 3:51
  direct
• 3:51
  feedback
• 3:52
  again
• 3:52
  and
• 3:52
  again
• 3:53
  to
• 3:53
  really
• 3:54
  understand
• 3:54
  how
• 3:54
  to
• 3:55
  get
• 3:55
  this
• 3:56
  thing
• 3:56
  polished
• 3:57
  and
• 3:57
  your
• 3:57
  edge
• 3:58
  in
• 3:58
  your
• 3:58
  business
• 3:59
  so
• 4:00
  sharp
• 4:00
  that
• 4:00
  it's
• 4:01
  like
• 4:01
  a
• 4:01
  beautiful
• 4:02
  diamond.
• 4:04
  Now
• 4:04
  the
• 4:05
  market
• 4:05
  is
• 4:05
  competitive
• 4:06
  and
• 4:07
  we
• 4:07
  do
• 4:07
  need
• 4:07
  to
• 4:08
  be
• 4:08
  that
• 4:08
  beautiful
• 4:09
  edge
• 4:09
  diamond,
• 4:10
  not
• 4:10
  just
• 4:11
  around
• 4:11
  rock
• 4:12
  on
• 4:12
  the
• 4:12
  beach.
• 4:13
  So
• 4:14
  you
• 4:14
  will
• 4:14
  be
• 4:14
  the
• 4:14
  same.
• 4:15
  Instead
• 4:15
  of
• 4:15
  talking
• 4:16
  to
• 4:16
  that
• 4:16
  person
• 4:16
  who
• 4:17
  you
• 4:17
  know
• 4:17
  is
• 4:18
  unhappy
• 4:19
  in
• 4:19
  their
• 4:19
  job,
• 4:19
  but
• 4:19
  perhaps
• 4:20
  has
• 4:20
  whinged
• 4:20
  for
• 4:20
  years
• 4:21
  about
• 4:21
  it
• 4:21
  and
• 4:21
  you
• 4:22
  know
• 4:22
  they're
• 4:22
  never
• 4:22
  going
• 4:23
  to
• 4:23
  do
• 4:23
  anything
• 4:23
  about
• 4:23
  it,
• 4:24
  therefore
• 4:25
  they
• 4:25
  are
• 4:26
  not
• 4:26
  your
• 4:26
  ideal
• 4:27
  client.
• 4:27
  Your
• 4:27
  ideal
• 4:28
  client
• 4:28
  is
• 4:28
  the
• 4:29
  type
• 4:29
  of
• 4:29
  person
• 4:30
  who
• 4:30
  thinks
• 4:32
  maybe
• 4:32
  there
• 4:32
  is
• 4:33
  more
• 4:33
  to
• 4:33
  this.
• 4:33
  Let
• 4:33
  me
• 4:34
  figure
• 4:34
  out
• 4:34
  what
• 4:35
  options
• 4:36
  there
• 4:36
  are.
• 4:36
  Let
• 4:36
  me
• 4:37
  think
• 4:37
  about
• 4:37
  learning
• 4:38
  something
• 4:38
  new.
• 4:39
  Let
• 4:39
  me
• 4:39
  buy
• 4:40
  some
• 4:40
  personal
• 4:40
  development
• 4:41
  books
• 4:41
  and
• 4:41
  try
• 4:41
  and
• 4:41
  improve
• 4:42
  myself.
• 4:43
  That
• 4:43
  is
• 4:43
  your
• 4:44
  ideal
• 4:44
  client.
• 4:45
  So
• 4:45
  it's
• 4:46
  really
• 4:46
  easy
• 4:47
  to
• 4:47
  think
• 4:47
  it's
• 4:47
  the
• 4:48
  person
• 4:48
  that's
• 4:48
  really
• 4:49
  unhappy.
• 4:50
  And
• 4:50
  sometimes
• 4:51
  it
• 4:51
  is,
• 4:52
  but
• 4:52
  sometimes
• 4:53
  that
• 4:53
  person
• 4:55
  still
• 4:55
  needs
• 4:55
  to
• 4:55
  be
• 4:56
  the
• 4:56
  type
• 4:56
  of
• 4:56
  person
• 4:57
  who
• 4:58
  invests
• 4:59
  in
• 4:59
  themselves
• 4:59
  and
• 5:00
  sees
• 5:00
  coaching
• 5:01
  as
• 5:01
  essential,
• 5:02
  not
• 5:02
  a
• 5:02
  luxury.
• 5:03
  So
• 5:04
  instead
• 5:04
  of
• 5:04
  asking
• 5:05
  yourself,
• 5:06
  how
• 5:06
  can
• 5:06
  I
• 5:06
  get
• 5:06
  more
• 5:06
  clients,
• 5:08
  Ask
• 5:08
  how
• 5:08
  can
• 5:08
  I
• 5:09
  get
• 5:09
  better
• 5:09
  clients?
• 5:11
  Next
• 5:12
  shift
• 5:12
  is
• 5:12
  charge
• 5:13
  based
• 5:13
  on
• 5:13
  value,
• 5:14
  not
• 5:14
  on
• 5:14
  what
• 5:15
  you
• 5:15
  think
• 5:15
  they
• 5:15
  can
• 5:15
  afford.
• 5:16
  One
• 5:17
  of
• 5:17
  the
• 5:17
  biggest
• 5:17
  mindset
• 5:18
  blocks
• 5:18
  I
• 5:19
  see
• 5:19
  in
• 5:19
  coaches
• 5:20
  is
• 5:20
  pricing.
• 5:21
  We
• 5:21
  worry
• 5:22
  that
• 5:22
  our
• 5:23
  ideal
• 5:23
  client
• 5:23
  can't
• 5:24
  afford
• 5:24
  it,
• 5:24
  that
• 5:24
  they
• 5:25
  haven't
• 5:25
  got
• 5:25
  any
• 5:25
  money.
• 5:27
  But
• 5:27
  we
• 5:27
  get
• 5:27
  to
• 5:28
  choose
• 5:28
  our
• 5:29
  pricing
• 5:29
  based
• 5:30
  on
• 5:30
  the
• 5:30
  transformation
• 5:31
  that
• 5:31
  we
• 5:31
  provide,
• 5:32
  not
• 5:32
  what
• 5:33
  is
• 5:33
  in
• 5:33
  your
• 5:33
  client's
• 5:34
  bank
• 5:34
  account.
• 5:36
  Prices
• 5:36
  will
• 5:36
  attract
• 5:37
  people
• 5:37
  who
• 5:37
  don't
• 5:38
  value
• 5:38
  what
• 5:38
  you
• 5:39
  do.
• 5:39
  Instead,
• 5:40
  think
• 5:40
  about
• 5:40
  the
• 5:40
  value
• 5:41
  of
• 5:41
  the
• 5:41
  outcome.
• 5:42
  If
• 5:43
  you
• 5:43
  help
• 5:43
  a
• 5:43
  client
• 5:44
  get
• 5:44
  a
• 5:45
  pay
• 5:45
  rise
• 5:45
  or
• 5:46
  get
• 5:46
  heard
• 5:47
  in
• 5:47
  the
• 5:47
  boardroom,
• 5:48
  that
• 5:48
  is
• 5:48
  worth
• 5:49
  thousands.
• 5:50
  So
• 5:50
  why
• 5:50
  charge
• 5:51
  pennies
• 5:51
  for
• 5:51
  that
• 5:52
  knowledge?
• 5:52
  The
• 5:53
  right
• 5:53
  clients
• 5:53
  will
• 5:54
  pay
• 5:54
  for
• 5:54
  results,
• 5:55
  not
• 5:55
  just
• 5:55
  your
• 5:56
  time.
• 5:57
  The
• 5:57
  businesses
• 5:58
  that
• 5:58
  are
• 5:58
  last
• 5:59
  are
• 5:59
  the
• 5:59
  ones
• 6:00
  that
• 6:00
  will
• 6:00
  adapt
• 6:00
  and
• 6:01
  sell
• 6:01
  better
• 6:01
  versions
• 6:02
  of
• 6:02
  their
• 6:02
  offers.
• 6:03
  This
• 6:04
  used
• 6:04
  to
• 6:04
  be
• 6:04
  me
• 6:05
  when
• 6:05
  I
• 6:05
  used
• 6:05
  to
• 6:06
  think,
• 6:06
  ah,
• 6:06
  they've
• 6:06
  been
• 6:07
  established
• 6:07
  for
• 6:07
  years,
• 6:08
  how
• 6:08
  can
• 6:08
  I
• 6:08
  compete?
• 6:09
  And
• 6:10
  now
• 6:10
  I'm
• 6:10
  like,
• 6:10
  I
• 6:11
  can
• 6:11
  compete
• 6:11
  because
• 6:12
  I'm
• 6:12
  updated,
• 6:13
  I'm
• 6:14
  relevant,
• 6:14
  I'm
• 6:14
  all
• 6:15
  in.
• 6:15
  I'm
• 6:16
  obsessed
• 6:17
  by
• 6:17
  updating
• 6:17
  my
• 6:18
  skills.
• 6:19
  So
• 6:19
  don't
• 6:19
  think
• 6:20
  that
• 6:20
  you
• 6:20
  cannot
• 6:20
  enter
• 6:21
  the
• 6:21
  market
• 6:22
  and
• 6:22
  be
• 6:22
  amazing.
• 6:23
  You
• 6:24
  may
• 6:24
  have
• 6:24
  that
• 6:25
  spark
• 6:25
  that
• 6:25
  they
• 6:25
  have
• 6:26
  perhaps
• 6:26
  lost.
• 6:28
  You
• 6:28
  may
• 6:28
  be
• 6:28
  willing
• 6:29
  to
• 6:29
  adapt
• 6:30
  to
• 6:30
  make
• 6:30
  your
• 6:30
  offer
• 6:31
  better.
• 6:32
  Think
• 6:32
  about
• 6:32
  Apple.
• 6:33
  They
• 6:33
  don't
• 6:34
  just
• 6:34
  sell
• 6:34
  the
• 6:34
  iPhone.
• 6:35
  Once
• 6:35
  they
• 6:35
  release
• 6:36
  new
• 6:36
  versions,
• 6:37
  better
• 6:37
  features
• 6:38
  and
• 6:38
  customers
• 6:39
  keep
• 6:39
  coming
• 6:39
  back.
• 6:40
  So
• 6:40
  don't
• 6:41
  wait
• 6:41
  until
• 6:41
  your
• 6:42
  offer
• 6:42
  is
• 6:42
  perfect.
• 6:43
  Know
• 6:43
  that
• 6:43
  you
• 6:43
  can
• 6:44
  release
• 6:45
  a
• 6:45
  new
• 6:45
  version
• 6:45
  again
• 6:46
  and
• 6:46
  again,
• 6:47
  just
• 6:47
  like
• 6:47
  the
• 6:47
  best
• 6:48
  businesses
• 6:48
  out
• 6:48
  there.
• 6:50
  So
• 6:50
  ask
• 6:50
  yourself,
• 6:51
  are
• 6:51
  you
• 6:51
  refining
• 6:52
  your
• 6:52
  offers?
• 6:54
  Are
• 6:54
  you
• 6:54
  improving
• 6:55
  your
• 6:55
  processes?
• 6:56
  Are
• 6:57
  you
• 6:57
  giving
• 6:57
  clients
• 6:58
  a
• 6:58
  reason
• 6:58
  to
• 6:58
  stay
• 6:59
  with
• 6:59
  you
• 6:59
  beyond
• 6:59
  their
• 7:00
  first
• 7:00
  program?
• 7:02
  If
• 7:02
  you
• 7:02
  want
• 7:02
  long
• 7:03
  term
• 7:03
  success,
• 7:04
  think
• 7:04
  about
• 7:04
  building
• 7:05
  offers
• 7:05
  that
• 7:06
  evolve
• 7:07
  and
• 7:07
  keep
• 7:07
  delivering
• 7:08
  value.
• 7:09
  Also
• 7:09
  think
• 7:09
  about
• 7:10
  multiple
• 7:10
  ways
• 7:11
  to
• 7:11
  serve
• 7:11
  your
• 7:11
  best
• 7:12
  clients.
• 7:12
  So
• 7:13
  that
• 7:13
  might
• 7:13
  be
• 7:14
  through
• 7:14
  initially
• 7:15
  a
• 7:16
  shorter
• 7:16
  term,
• 7:16
  one
• 7:16
  on
• 7:17
  one
• 7:17
  arrangement
• 7:18
  leading
• 7:19
  into
• 7:19
  a
• 7:20
  higher
• 7:20
  ticket
• 7:20
  or
• 7:21
  a
• 7:21
  mastermind
• 7:22
  or
• 7:22
  next
• 7:22
  level
• 7:23
  program
• 7:23
  of
• 7:23
  some
• 7:24
  sort.
• 7:25
  This
• 7:25
  is
• 7:25
  something
• 7:25
  that's
• 7:26
  taken
• 7:26
  me
• 7:26
  a
• 7:26
  long
• 7:27
  time
• 7:27
  to
• 7:27
  work
• 7:28
  on
• 7:29
  because
• 7:29
  I
• 7:30
  really
• 7:30
  do
• 7:30
  think
• 7:31
  having
• 7:31
  one
• 7:32
  offer,
• 7:32
  getting
• 7:33
  known
• 7:33
  for
• 7:33
  that
• 7:33
  offer
• 7:34
  is
• 7:35
  the
• 7:35
  most
• 7:35
  powerful
• 7:36
  strategy
• 7:37
  you
• 7:37
  can
• 7:37
  do
• 7:37
  in
• 7:37
  your
• 7:38
  business.
• 7:38
  So
• 7:39
  whilst
• 7:39
  I
• 7:39
  suggest
• 7:40
  this,
• 7:40
  I
• 7:41
  also
• 7:41
  think
• 7:41
  you
• 7:42
  often
• 7:42
  need
• 7:42
  to
• 7:42
  have
• 7:43
  those
• 7:43
  clients
• 7:43
  before
• 7:44
  you
• 7:44
  start
• 7:44
  worrying
• 7:45
  about
• 7:45
  your
• 7:45
  second
• 7:46
  and
• 7:46
  third
• 7:46
  offers.
• 7:48
  Back
• 7:48
  to
• 7:49
  how
• 7:49
  when
• 7:49
  you
• 7:50
  have
• 7:50
  no
• 7:50
  idea
• 7:51
  how
• 7:51
  hard
• 7:51
  it
• 7:51
  is,
• 7:52
  you
• 7:52
  think
• 7:53
  it's
• 7:53
  easy
• 7:53
  to
• 7:53
  have
• 7:54
  three
• 7:54
  offers.
• 7:55
  I
• 7:55
  mean,
• 7:55
  I'm
• 7:56
  at
• 7:56
  an
• 7:57
  absolute
• 7:57
  limit
• 7:58
  with
• 7:58
  two
• 7:59
  offers
• 7:59
  right
• 7:59
  now
• 7:59
  and
• 8:00
  it's
• 8:00
  taken
• 8:00
  me
• 8:00
  years
• 8:01
  to
• 8:01
  get
• 8:01
  to
• 8:01
  the
• 8:01
  place
• 8:02
  where
• 8:02
  I've
• 8:02
  got
• 8:02
  two
• 8:03
  offers
• 8:03
  established.
• 8:05
  So
• 8:05
  it
• 8:05
  really
• 8:06
  isn't
• 8:06
  always
• 8:07
  easy
• 8:07
  to
• 8:07
  have
• 8:07
  loads
• 8:08
  of
• 8:08
  different
• 8:08
  things
• 8:09
  on
• 8:09
  the
• 8:09
  go
• 8:10
  because
• 8:10
  it's
• 8:10
  really
• 8:11
  hard
• 8:11
  to
• 8:11
  find
• 8:11
  time
• 8:12
  to
• 8:12
  sell
• 8:12
  them
• 8:13
  because
• 8:13
  you
• 8:14
  will
• 8:14
  get
• 8:14
  known
• 8:15
  for
• 8:15
  your
• 8:15
  things.
• 8:16
  So
• 8:16
  if
• 8:16
  you're
• 8:17
  swapping
• 8:17
  and
• 8:17
  changing
• 8:18
  every
• 8:18
  week,
• 8:19
  it's
• 8:19
  going
• 8:19
  to
• 8:19
  be
• 8:19
  exhausting
• 8:20
  for
• 8:20
  you
• 8:20
  and
• 8:20
  it's
• 8:21
  going
• 8:21
  to
• 8:21
  be
• 8:21
  exhausting
• 8:22
  for
• 8:22
  your
• 8:22
  clients.
• 8:23
  So
• 8:23
  this
• 8:24
  is
• 8:24
  the
• 8:24
  long
• 8:24
  game.
• 8:25
  It
• 8:25
  doesn't
• 8:25
  mean
• 8:25
  you
• 8:26
  cannot
• 8:26
  start
• 8:27
  with
• 8:27
  one
• 8:27
  offer
• 8:28
  to
• 8:28
  one
• 8:28
  person
• 8:29
  at
• 8:29
  one
• 8:30
  time.
• 8:31
  Shift
• 8:32
  four
• 8:32
  is
• 8:32
  to
• 8:33
  commit
• 8:33
  and
• 8:34
  that
• 8:34
  is
• 8:34
  a
• 8:34
  good
• 8:34
  thing.
• 8:35
  One
• 8:35
  of
• 8:35
  the
• 8:36
  biggest
• 8:36
  reasons
• 8:36
  people
• 8:37
  struggle
• 8:38
  is
• 8:38
  that
• 8:38
  they
• 8:38
  are
• 8:39
  half
• 8:39
  in,
• 8:39
  half
• 8:40
  out.
• 8:41
  They
• 8:41
  dabble
• 8:42
  and
• 8:42
  make
• 8:43
  excuses
• 8:43
  that
• 8:44
  they
• 8:44
  have
• 8:44
  no
• 8:44
  time.
• 8:45
  Instead
• 8:45
  of
• 8:46
  committing,
• 8:47
  think
• 8:48
  about
• 8:48
  it
• 8:48
  as
• 8:48
  a
• 8:49
  diet.
• 8:50
  Are
• 8:50
  you
• 8:51
  just
• 8:51
  doing
• 8:51
  this
• 8:52
  for
• 8:52
  a
• 8:52
  week
• 8:52
  to
• 8:52
  lose
• 8:53
  weight
• 8:53
  for
• 8:53
  a
• 8:54
  wedding,
• 8:54
  for
• 8:54
  example?
• 8:55
  Are
• 8:55
  you
• 8:55
  or
• 8:55
  are
• 8:56
  you
• 8:56
  prepared
• 8:57
  to
• 8:57
  shift
• 8:58
  your
• 8:58
  entire
• 8:59
  lifestyle
• 8:59
  for
• 9:00
  that
• 9:00
  more
• 9:00
  healthy
• 9:01
  lifestyle.
• 9:03
  If
• 9:03
  you
• 9:03
  are
• 9:03
  constantly
• 9:04
  looking
• 9:05
  for
• 9:05
  an
• 9:05
  exit,
• 9:06
  then
• 9:06
  you
• 9:07
  won't
• 9:07
  really
• 9:07
  see
• 9:07
  the
• 9:08
  results.
• 9:09
  So
• 9:10
  ask
• 9:10
  yourself
• 9:10
  now,
• 9:11
  are
• 9:11
  you
• 9:11
  treating
• 9:11
  your
• 9:12
  coaching
• 9:12
  business
• 9:12
  like
• 9:13
  a
• 9:13
  side
• 9:13
  hustle
• 9:14
  or
• 9:14
  a
• 9:14
  hobby?
• 9:15
  Or
• 9:15
  is
• 9:15
  this
• 9:16
  something
• 9:16
  you
• 9:16
  are
• 9:16
  all
• 9:17
  in?
• 9:17
  And
• 9:18
  if
• 9:18
  you
• 9:18
  are
• 9:18
  all
• 9:19
  in,
• 9:19
  then
• 9:20
  force
• 9:20
  yourself
• 9:21
  to
• 9:21
  make
• 9:21
  it
• 9:22
  work.
• 9:22
  That
• 9:22
  is
• 9:23
  the
• 9:23
  time
• 9:23
  when
• 9:23
  things
• 9:24
  start
• 9:24
  shifting.
• 9:26
  When
• 9:26
  you
• 9:26
  stop
• 9:27
  looking
• 9:27
  for
• 9:27
  a
• 9:28
  backup
• 9:28
  plan
• 9:29
  or
• 9:29
  an
• 9:29
  exit
• 9:30
  route,
• 9:30
  you
• 9:30
  will
• 9:31
  force
• 9:31
  yourself
• 9:31
  to
• 9:32
  make
• 9:32
  it
• 9:32
  work.
• 9:32
  You
• 9:32
  will
• 9:33
  do
• 9:33
  the
• 9:33
  hard
• 9:34
  things
• 9:34
  that
• 9:34
  are
• 9:34
  required
• 9:35
  as
• 9:35
  a
• 9:36
  business
• 9:36
  owner.
• 9:37
  The
• 9:38
  commitment
• 9:38
  level
• 9:39
  is
• 9:39
  high,
• 9:40
  especially
• 9:40
  for
• 9:40
  the
• 9:41
  first
• 9:41
  few
• 9:41
  years
• 9:41
  in
• 9:42
  business.
• 9:42
  Even
• 9:43
  after
• 9:43
  that,
• 9:43
  the
• 9:44
  commitment
• 9:44
  level
• 9:44
  is
• 9:45
  high
• 9:46
  and
• 9:46
  that
• 9:46
  is
• 9:46
  when
• 9:47
  you
• 9:47
  will
• 9:47
  start
• 9:47
  seeing
• 9:48
  real
• 9:48
  traction.
• 9:50
  So
• 9:50
  let's
• 9:50
  recap
• 9:51
  the
• 9:51
  four
• 9:51
  concepts
• 9:52
  to
• 9:52
  make
• 9:52
  this
• 9:52
  business
• 9:53
  easier.
• 9:53
  So
• 9:54
  first,
• 9:54
  work
• 9:54
  with
• 9:54
  the
• 9:55
  right
• 9:55
  clients,
• 9:55
  not
• 9:56
  just
• 9:56
  any
• 9:56
  clients.
• 9:57
  Second,
• 9:58
  charge
• 9:58
  based
• 9:59
  on
• 9:59
  value,
• 9:59
  not
• 10:00
  what
• 10:00
  you
• 10:00
  assume
• 10:01
  people
• 10:01
  can
• 10:01
  afford.
• 10:02
  Third,
• 10:03
  keep
• 10:03
  improving
• 10:03
  and
• 10:04
  adapting
• 10:04
  your
• 10:04
  offers.
• 10:05
  And
• 10:06
  fourth,
• 10:06
  fully
• 10:07
  commit
• 10:07
  and
• 10:08
  go
• 10:08
  all
• 10:08
  in.
• 10:09
  If
• 10:10
  any
• 10:10
  of
• 10:10
  these
• 10:10
  resonate
• 10:11
  with
• 10:11
  you,
• 10:11
  I
• 10:11
  would
• 10:12
  love
• 10:12
  to
• 10:12
  hear
• 10:12
  your
• 10:12
  thoughts.
• 10:14
  Connect
• 10:14
  with
• 10:14
  me
• 10:14
  on
• 10:15
  LinkedIn
• 10:15
  as
• 10:16
  Joanna
• 10:16
  lotwithtwotes
• 10:18
  or
• 10:18
  on
• 10:19
  Instagram
• 10:19
  as
• 10:20
  oanalottscoaching
• 10:22
  and
• 10:23
  let
• 10:23
  me
• 10:23
  know
• 10:23
  which
• 10:23
  resonated
• 10:24
  the
• 10:24
  most.
• 10:25
  And
• 10:26
  if
• 10:26
  you
• 10:26
  are
• 10:26
  a
• 10:26
  qualified
• 10:27
  coach
• 10:28
  ready
• 10:28
  to
• 10:29
  attract
• 10:29
  more
• 10:29
  clients,
• 10:30
  build
• 10:30
  a
• 10:30
  business
• 10:31
  that
• 10:31
  works
• 10:31
  and
• 10:32
  get
• 10:32
  the
• 10:32
  support
• 10:33
  that
• 10:33
  you
• 10:33
  need
• 10:33
  to
• 10:34
  make
• 10:34
  it
• 10:34
  happen,
• 10:35
  then
• 10:35
  check
• 10:35
  out
• 10:35
  my
• 10:36
  program
• 10:36
  the
• 10:36
  Business
• 10:37
  of
• 10:37
  Coaching
• 10:37
  in
• 10:38
  the
• 10:38
  Show
• 10:38
  Notes.
• 10:39
  Thank
• 10:39
  you
• 10:39
  for
• 10:39
  being
• 10:40
  here
• 10:40
  today
• 10:40
  and
• 10:41
  like
• 10:41
  I
• 10:41
  always
• 10:41
  say,
• 10:42
  trust
• 10:42
  yourself,
• 10:43
  believe
• 10:43
  in
• 10:43
  yourself
• 10:44
  and
• 10:44
  be
• 10:44
  the
• 10:44
  wise
• 10:45
  gardener
• 10:45
  who
• 10:45
  keeps
• 10:46
  on
• 10:46
  watering
• 10:47
  the
• 10:47
  seed.
• 10:48
  Thank
• 10:48
  you
• 10:48
  so
• 10:48
  much
• 10:49
  for
• 10:49
  listening
• 10:49
  to
• 10:49
  this
• 10:50
  episode
• 10:50
  of
• 10:50
  Women
• 10:51
  in
• 10:51
  the
• 10:51
  Coaching
• 10:51
  Arena.
• 10:52
  I
• 10:53
  have
• 10:53
  a
• 10:53
  mass
• 10:53
  of
• 10:54
  free
• 10:54
  resources
• 10:55
  on
• 10:55
  my
• 10:55
  website.
• 10:56
  JoannaLottCoaching.com
• 10:59
  that's
• 10:59
  Joanna
• 11:00
  with
• 11:00
  an
• 11:00
  A
• 11:01
  and
• 11:01
  Lot
• 11:01
  with
• 11:02
  two
• 11:02
  Ts.
• 11:03
  JoannaLottCoaching
• 11:04
  dot
• 11:04
  com
• 11:05
  and
• 11:05
  I'll
• 11:06
  also
• 11:06
  put.
• 11:06
  Links
• 11:06
  in
• 11:07
  the
• 11:07
  show
• 11:07
  notes
• 11:07
  below.
• 11:09
  Let
• 11:09
  me
• 11:09
  know
• 11:09
  if
• 11:10
  you
• 11:10
  found
• 11:10
  this
• 11:10
  episode
• 11:11
  useful.
• 11:11
  Share
• 11:12
  it
• 11:12
  with
• 11:12
  a
• 11:12
  friend
• 11:13
  and
• 11:13
  leave
• 11:13
  me
• 11:13
  a
• 11:14
  review
• 11:14
  and
• 11:14
  I
• 11:14
  will
• 11:15
  personally.
• 11:15
  Thank
• 11:16
  you
• 11:16
  for
• 11:16
  that.
• 11:17
  Remember
• 11:18
  to
• 11:18
  trust
• 11:18
  yourself,
• 11:19
  believe
• 11:19
  in
• 11:20
  yourself
• 11:20
  and
• 11:20
  be
• 11:21
  the
• 11:21
  wise
• 11:21
  gardener
• 11:22
  who
• 11:22
  keeps
• 11:22
  on
• 11:22
  watering
• 11:23
  the
• 11:23
  seed.
• 11:24
  Get
• 11:24
  into
• 11:25
  the
• 11:25
  arena,
• 11:25
  dare
• 11:26
  greatly
• 11:26
  and
• 11:26
  try.