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164 | Why Your Coaching Offer Isn’t Selling (And How to Fix It) · Women in The Coaching Arena

• 0:00
  Once
• 0:00
  a
• 0:00
  coach
• 0:01
  has
• 0:01
  some
• 0:01
  clarity
• 0:02
  on
• 0:02
  their
• 0:02
  niche,
• 0:03
  the
• 0:03
  next
• 0:04
  question
• 0:04
  is
• 0:05
  about
• 0:06
  what
• 0:06
  exactly
• 0:07
  am
• 0:07
  I
• 0:07
  selling?
• 0:08
  And
• 0:09
  this
• 0:09
  is
• 0:09
  where
• 0:10
  many
• 0:10
  coaching
• 0:10
  businesses
• 0:11
  can
• 0:11
  stall
• 0:12
  because
• 0:13
  coach
• 0:13
  training
• 0:13
  teaches
• 0:14
  you
• 0:14
  how
• 0:14
  to
• 0:14
  coach.
• 0:15
  But
• 0:16
  it
• 0:16
  rarely
• 0:16
  teaches
• 0:17
  you
• 0:17
  how
• 0:17
  to
• 0:17
  turn
• 0:18
  that
• 0:18
  into
• 0:19
  something
• 0:19
  that
• 0:19
  people
• 0:20
  actually
• 0:21
  want
• 0:21
  to
• 0:21
  pay
• 0:21
  for.
• 0:35
  Many
• 0:35
  coaches
• 0:36
  default
• 0:37
  to
• 0:37
  the
• 0:37
  simplest
• 0:38
  description.
• 0:39
  Something
• 0:39
  like
• 0:40
  I
• 0:40
  offer
• 0:40
  one-on-one
• 0:41
  coaching
• 0:41
  sessions.
• 0:43
  And
• 0:43
  technically
• 0:44
  that
• 0:44
  is
• 0:44
  true,
• 0:45
  but
• 0:45
  from
• 0:45
  a
• 0:45
  client's
• 0:46
  perspective,
• 0:47
  it
• 0:47
  doesn't
• 0:48
  tell
• 0:48
  them
• 0:48
  very
• 0:49
  much
• 0:49
  about
• 0:49
  why
• 0:50
  it's
• 0:50
  gonna
• 0:50
  be
• 0:50
  valuable
• 0:51
  in
• 0:51
  their
• 0:51
  life.
• 0:52
  So
• 0:52
  it
• 0:52
  tells
• 0:53
  'em
• 0:53
  about
• 0:53
  the
• 0:53
  format,
• 0:54
  but
• 0:54
  it
• 0:54
  doesn't
• 0:54
  tell
• 0:55
  them
• 0:55
  about
• 0:55
  the
• 0:55
  purpose.
• 0:56
  It
• 0:56
  doesn't
• 0:56
  emotionally
• 0:57
  compel
• 0:58
  them
• 0:58
  to
• 0:59
  buy.
• 1:01
  And
• 1:01
  most
• 1:01
  people
• 1:01
  don't
• 1:02
  buy
• 1:02
  coaching
• 1:03
  because
• 1:03
  of
• 1:03
  the
• 1:04
  format
• 1:04
  of
• 1:04
  one-on-one
• 1:05
  or
• 1:05
  group
• 1:06
  or
• 1:06
  however
• 1:06
  you
• 1:06
  decide
• 1:07
  to
• 1:07
  do
• 1:07
  it.
• 1:08
  They
• 1:08
  buy
• 1:08
  coaching
• 1:09
  because
• 1:09
  they
• 1:10
  want
• 1:10
  something
• 1:11
  in
• 1:11
  their
• 1:11
  life
• 1:12
  to
• 1:12
  be
• 1:12
  different.
• 1:13
  So
• 1:13
  either
• 1:14
  they
• 1:14
  want
• 1:14
  to
• 1:14
  move
• 1:15
  away
• 1:15
  from.
• 1:16
  A
• 1:16
  problem
• 1:17
  that
• 1:17
  they
• 1:17
  are
• 1:17
  having
• 1:18
  or
• 1:18
  sometimes
• 1:19
  because
• 1:20
  they
• 1:20
  want
• 1:20
  to
• 1:20
  move
• 1:20
  desperately
• 1:21
  towards
• 1:22
  a
• 1:22
  future
• 1:22
  that
• 1:22
  they
• 1:22
  can
• 1:23
  see
• 1:23
  for
• 1:23
  themselves.
• 1:24
  Usually
• 1:25
  it's
• 1:26
  moving
• 1:26
  away
• 1:27
  from
• 1:27
  a
• 1:27
  problem.
• 1:28
  So
• 1:28
  for
• 1:28
  example,
• 1:29
  I
• 1:29
  wanted
• 1:30
  to
• 1:30
  film
• 1:31
  YouTube
• 1:31
  videos,
• 1:32
  and
• 1:32
  after
• 1:33
  eight
• 1:34
  hours
• 1:34
  of
• 1:34
  trying
• 1:34
  to
• 1:35
  film
• 1:35
  a
• 1:35
  YouTube
• 1:35
  video.
• 1:36
  I
• 1:37
  gave
• 1:37
  up
• 1:38
  frustrated
• 1:39
  that
• 1:39
  I
• 1:39
  was
• 1:39
  never
• 1:39
  gonna
• 1:39
  get
• 1:40
  this
• 1:40
  sorted
• 1:40
  out,
• 1:41
  and
• 1:41
  then
• 1:42
  somebody
• 1:43
  that
• 1:43
  I'd
• 1:43
  worked
• 1:43
  with
• 1:43
  previously
• 1:44
  messaged
• 1:44
  saying,
• 1:45
  do
• 1:45
  you
• 1:45
  have
• 1:46
  any
• 1:46
  video
• 1:46
  needs?
• 1:47
  It
• 1:47
  was
• 1:47
  perfect
• 1:48
  timing
• 1:48
  because
• 1:49
  I
• 1:49
  had
• 1:49
  a
• 1:49
  problem
• 1:50
  and
• 1:50
  yes,
• 1:51
  therefore
• 1:51
  I
• 1:51
  did
• 1:52
  have
• 1:52
  video
• 1:52
  needs.
• 1:53
  So
• 1:54
  often
• 1:54
  we
• 1:55
  want
• 1:55
  to
• 1:55
  solve
• 1:56
  problems.
• 1:56
  That's
• 1:57
  what
• 1:57
  we
• 1:57
  will
• 1:57
  pay
• 1:57
  to
• 1:58
  do.
• 1:59
  So
• 1:59
  when
• 1:59
  you
• 1:59
  are
• 1:59
  thinking
• 2:00
  about
• 2:00
  that
• 2:00
  coaching
• 2:01
  offer
• 2:01
  of
• 2:01
  yours,
• 2:02
  one
• 2:02
  of
• 2:03
  the
• 2:03
  most
• 2:03
  helpful
• 2:03
  places
• 2:04
  to
• 2:04
  start
• 2:05
  is
• 2:05
  here.
• 2:06
  What
• 2:06
  transition
• 2:07
  is
• 2:07
  your
• 2:07
  client
• 2:08
  moving
• 2:09
  through?
• 2:10
  Most
• 2:11
  coaching
• 2:11
  begins
• 2:12
  at
• 2:12
  a
• 2:12
  moment
• 2:13
  of
• 2:13
  change.
• 2:14
  So
• 2:14
  maybe
• 2:15
  they
• 2:15
  want
• 2:15
  to
• 2:15
  leave
• 2:16
  their
• 2:16
  job
• 2:16
  because
• 2:17
  they
• 2:17
  hate
• 2:17
  their
• 2:17
  boss.
• 2:18
  Maybe
• 2:19
  someone
• 2:19
  is.
• 2:20
  Starting
• 2:21
  a
• 2:21
  new
• 2:21
  job
• 2:21
  and
• 2:22
  feels
• 2:22
  really
• 2:22
  unsure.
• 2:23
  Maybe
• 2:24
  for
• 2:24
  the
• 2:24
  first
• 2:24
  time
• 2:24
  they
• 2:25
  have
• 2:25
  to
• 2:25
  manage
• 2:25
  a
• 2:25
  team
• 2:26
  and
• 2:26
  they
• 2:26
  just
• 2:27
  don't
• 2:27
  know
• 2:27
  how
• 2:28
  to
• 2:28
  do
• 2:28
  that
• 2:29
  and
• 2:29
  to
• 2:29
  get
• 2:29
  that
• 2:29
  authority.
• 2:30
  When
• 2:30
  you
• 2:30
  can
• 2:31
  create
• 2:31
  a
• 2:31
  journey
• 2:31
  that
• 2:32
  takes
• 2:32
  people
• 2:32
  from
• 2:32
  where
• 2:33
  they
• 2:33
  are
• 2:33
  now
• 2:34
  to
• 2:34
  where
• 2:34
  they
• 2:34
  want
• 2:34
  to
• 2:34
  get
• 2:35
  to,
• 2:35
  that
• 2:36
  is
• 2:36
  what
• 2:36
  they
• 2:36
  will
• 2:36
  pay
• 2:36
  for.
• 2:37
  So
• 2:38
  instead
• 2:38
  of
• 2:38
  saying,
• 2:39
  I
• 2:39
  offer
• 2:40
  leadership
• 2:40
  coaching,
• 2:41
  so
• 2:41
  you
• 2:41
  might
• 2:41
  want
• 2:42
  to
• 2:42
  say
• 2:42
  something
• 2:42
  like,
• 2:43
  I
• 2:43
  help
• 2:43
  new
• 2:44
  leaders
• 2:44
  navigate
• 2:45
  their
• 2:45
  first.
• 2:45
  Time
• 2:46
  in
• 2:46
  management
• 2:47
  and
• 2:47
  excel
• 2:48
  in
• 2:48
  their
• 2:48
  first
• 2:49
  90
• 2:49
  days.
• 2:50
  Or
• 2:51
  instead
• 2:51
  of
• 2:51
  saying,
• 2:52
  I
• 2:52
  offer
• 2:52
  career
• 2:53
  coaching,
• 2:53
  you
• 2:53
  might
• 2:54
  want
• 2:54
  to
• 2:54
  say,
• 2:55
  I
• 2:55
  help
• 2:55
  professionals
• 2:56
  who
• 2:56
  feel
• 2:57
  stuck
• 2:57
  in
• 2:57
  their
• 2:58
  careers
• 2:58
  to
• 2:59
  really
• 2:59
  figure
• 2:59
  out
• 2:59
  what
• 3:00
  they
• 3:00
  want
• 3:00
  to
• 3:00
  do
• 3:00
  next
• 3:01
  and
• 3:01
  take
• 3:01
  those
• 3:02
  first
• 3:02
  steps
• 3:02
  towards
• 3:03
  it.
• 3:04
  Now
• 3:05
  that
• 3:05
  person
• 3:05
  listening
• 3:06
  can
• 3:06
  picture
• 3:07
  the
• 3:07
  journey
• 3:08
  that
• 3:08
  you
• 3:08
  will
• 3:08
  take
• 3:08
  them
• 3:09
  on.
• 3:09
  They
• 3:10
  can
• 3:10
  recognize
• 3:11
  whether
• 3:11
  it
• 3:11
  applies
• 3:12
  to
• 3:12
  them,
• 3:13
  and
• 3:13
  that
• 3:13
  offer
• 3:14
  becomes
• 3:14
  so
• 3:14
  much
• 3:15
  more
• 3:15
  easier
• 3:16
  to
• 3:16
  say
• 3:16
  yes
• 3:16
  to
• 3:17
  'cause
• 3:17
  it's
• 3:17
  connected
• 3:18
  to
• 3:18
  the
• 3:18
  goal
• 3:19
  that
• 3:19
  they
• 3:19
  want.
• 3:21
  Another
• 3:21
  important
• 3:22
  part
• 3:22
  of
• 3:22
  creating
• 3:23
  a
• 3:23
  strong
• 3:23
  offer
• 3:24
  is
• 3:24
  the
• 3:24
  structure,
• 3:25
  because
• 3:26
  meaningful
• 3:26
  change
• 3:27
  rarely
• 3:27
  happens
• 3:28
  in
• 3:28
  a
• 3:28
  single
• 3:29
  conversation.
• 3:30
  So
• 3:31
  I
• 3:31
  always
• 3:31
  recommend
• 3:32
  not
• 3:32
  selling
• 3:33
  single
• 3:33
  sessions
• 3:34
  of
• 3:34
  coaching
• 3:35
  because
• 3:36
  it's
• 3:36
  not
• 3:36
  financially
• 3:37
  viable
• 3:37
  for
• 3:37
  you,
• 3:38
  but
• 3:38
  it
• 3:38
  also
• 3:39
  doesn't
• 3:39
  create
• 3:40
  the
• 3:40
  change
• 3:40
  that
• 3:40
  that
• 3:40
  person
• 3:41
  wants
• 3:42
  over
• 3:42
  time
• 3:43
  because
• 3:43
  as
• 3:43
  we
• 3:44
  know,
• 3:44
  most
• 3:44
  things
• 3:45
  take
• 3:45
  a
• 3:45
  lot
• 3:46
  longer
• 3:46
  than
• 3:46
  we
• 3:46
  think.
• 3:47
  So
• 3:48
  you
• 3:49
  want
• 3:49
  to
• 3:49
  work
• 3:49
  with
• 3:49
  someone
• 3:50
  over
• 3:50
  the
• 3:50
  period
• 3:51
  that
• 3:51
  will
• 3:51
  actually
• 3:51
  change
• 3:52
  their
• 3:52
  life.
• 3:53
  Through
• 3:54
  those
• 3:54
  reflections,
• 3:55
  them
• 3:55
  experimenting
• 3:56
  with
• 3:56
  different
• 3:57
  ways,
• 3:58
  creating
• 3:58
  new
• 3:58
  behaviors,
• 4:00
  and
• 4:00
  that's
• 4:00
  why
• 4:00
  coaching
• 4:01
  offers
• 4:01
  work
• 4:01
  well
• 4:02
  when
• 4:02
  they
• 4:02
  are
• 4:02
  usually
• 4:03
  over
• 4:03
  a
• 4:03
  period
• 4:04
  of
• 4:04
  maybe
• 4:05
  three
• 4:05
  months,
• 4:06
  maybe
• 4:06
  six
• 4:06
  months,
• 4:07
  but
• 4:07
  that
• 4:07
  long
• 4:08
  enough
• 4:08
  period
• 4:08
  for
• 4:09
  real
• 4:09
  change
• 4:10
  to
• 4:10
  happen.
• 4:12
  That
• 4:12
  also
• 4:12
  feeds
• 4:13
  into
• 4:13
  something
• 4:14
  I
• 4:14
  talk
• 4:14
  about
• 4:14
  often,
• 4:15
  which
• 4:15
  is
• 4:15
  getting
• 4:16
  great
• 4:16
  case
• 4:16
  studies,
• 4:17
  because
• 4:18
  whilst
• 4:18
  you
• 4:18
  can
• 4:19
  have
• 4:19
  an
• 4:19
  amazing
• 4:20
  one-off
• 4:20
  coaching
• 4:21
  situation,
• 4:22
  you
• 4:22
  can
• 4:22
  rarely
• 4:23
  create
• 4:23
  the
• 4:24
  change
• 4:24
  that
• 4:24
  people
• 4:24
  can
• 4:25
  talk
• 4:25
  about
• 4:25
  in
• 4:25
  a
• 4:25
  case
• 4:26
  study
• 4:26
  in.
• 4:27
  One
• 4:28
  month
• 4:28
  or
• 4:28
  one
• 4:29
  session.
• 4:29
  For
• 4:29
  example,
• 4:30
  inside
• 4:30
  my
• 4:30
  program,
• 4:31
  the
• 4:31
  business
• 4:31
  of
• 4:31
  coaching,
• 4:32
  this
• 4:33
  is
• 4:33
  something
• 4:33
  I
• 4:33
  help
• 4:34
  people
• 4:34
  to
• 4:34
  build
• 4:35
  step
• 4:35
  by
• 4:35
  step.
• 4:36
  So
• 4:37
  we
• 4:37
  take
• 4:37
  that
• 4:37
  transformation
• 4:38
  that
• 4:38
  the
• 4:38
  person
• 4:39
  wants
• 4:40
  and
• 4:40
  we
• 4:40
  turn
• 4:40
  it
• 4:41
  into
• 4:41
  a
• 4:41
  clear
• 4:42
  journey
• 4:42
  with
• 4:42
  checkpoints.
• 4:43
  So
• 4:43
  your
• 4:44
  clients
• 4:44
  will
• 4:44
  really
• 4:45
  start
• 4:45
  to
• 4:45
  see
• 4:46
  that,
• 4:46
  for
• 4:46
  example.
• 4:48
  Okay.
• 4:49
  I
• 4:49
  get,
• 4:49
  if
• 4:49
  I'm
• 4:50
  stuck
• 4:50
  in
• 4:50
  my
• 4:50
  career
• 4:51
  and
• 4:51
  I
• 4:51
  start
• 4:52
  to
• 4:52
  know
• 4:52
  my
• 4:53
  strengths,
• 4:54
  know
• 4:54
  the
• 4:54
  industry
• 4:55
  and
• 4:56
  learn
• 4:56
  how
• 4:56
  to
• 4:57
  interview
• 4:57
  well,
• 4:58
  that
• 4:58
  I
• 4:58
  might
• 4:59
  be
• 4:59
  able
• 4:59
  to
• 4:59
  get
• 4:59
  a
• 4:59
  job.
• 5:00
  So
• 5:00
  if
• 5:00
  we
• 5:00
  can
• 5:01
  tell
• 5:01
  people
• 5:01
  those
• 5:02
  checkpoints,
• 5:03
  they
• 5:03
  can
• 5:03
  start
• 5:04
  to
• 5:04
  see,
• 5:04
  okay,
• 5:05
  this
• 5:05
  person's
• 5:06
  thought
• 5:06
  it
• 5:06
  through.
• 5:07
  It
• 5:07
  sounds
• 5:07
  like
• 5:08
  they
• 5:08
  have
• 5:08
  a
• 5:08
  plan
• 5:09
  to
• 5:09
  get
• 5:09
  me
• 5:09
  to
• 5:09
  where
• 5:10
  I
• 5:10
  want
• 5:10
  to
• 5:10
  get
• 5:10
  to.
• 5:11
  It's
• 5:11
  still
• 5:11
  coaching,
• 5:12
  but
• 5:12
  now
• 5:13
  it
• 5:13
  has
• 5:13
  a
• 5:13
  structure
• 5:14
  that
• 5:14
  people
• 5:15
  understand
• 5:16
  because
• 5:16
  the
• 5:17
  problem
• 5:17
  is
• 5:18
  most
• 5:18
  people
• 5:18
  have
• 5:19
  never
• 5:19
  been
• 5:19
  coached
• 5:20
  and
• 5:20
  therefore
• 5:21
  don't
• 5:21
  understand
• 5:22
  the
• 5:22
  power
• 5:22
  of
• 5:22
  coaching.
• 5:23
  And
• 5:24
  when
• 5:24
  we
• 5:24
  package
• 5:24
  it
• 5:25
  up
• 5:25
  into
• 5:25
  something
• 5:26
  that
• 5:26
  people
• 5:26
  understand
• 5:27
  enough
• 5:28
  to
• 5:28
  pay
• 5:28
  for,
• 5:29
  then
• 5:29
  your
• 5:29
  business
• 5:30
  will
• 5:30
  take
• 5:31
  off.
• 5:31
  Something
• 5:32
  else
• 5:32
  worth
• 5:32
  remembering
• 5:33
  is
• 5:33
  that
• 5:34
  your
• 5:34
  first
• 5:34
  offer
• 5:35
  doesn't
• 5:35
  need
• 5:35
  to
• 5:36
  be
• 5:36
  complicated.
• 5:38
  Often
• 5:38
  those
• 5:38
  simple
• 5:39
  offers
• 5:39
  are
• 5:40
  much
• 5:40
  easier
• 5:41
  to
• 5:41
  explain.
• 5:42
  So
• 5:43
  one
• 5:43
  clear
• 5:43
  problem,
• 5:44
  one
• 5:45
  clear
• 5:45
  person,
• 5:46
  one
• 5:46
  journey
• 5:47
  that
• 5:47
  you
• 5:47
  will
• 5:47
  take
• 5:47
  them
• 5:48
  on,
• 5:48
  that
• 5:49
  is
• 5:49
  enough
• 5:49
  to
• 5:49
  begin
• 5:50
  with.
• 5:50
  So
• 5:51
  you
• 5:51
  don't
• 5:51
  need
• 5:51
  to
• 5:52
  create
• 5:52
  a
• 5:52
  full
• 5:53
  offer
• 5:53
  suite
• 5:54
  for
• 5:54
  every
• 5:55
  eventuality.
• 5:56
  If
• 5:56
  you've
• 5:57
  never
• 5:57
  sold
• 5:57
  anything,
• 5:58
  then
• 5:58
  just
• 5:58
  start
• 5:59
  with
• 5:59
  one
• 5:59
  program.
• 6:00
  Eventually
• 6:01
  you'll
• 6:01
  start
• 6:02
  to
• 6:02
  see,
• 6:03
  okay,
• 6:03
  do
• 6:03
  people
• 6:04
  need
• 6:04
  something
• 6:04
  less?
• 6:05
  Do
• 6:05
  they
• 6:05
  need
• 6:05
  something
• 6:06
  more?
• 6:07
  But
• 6:07
  if
• 6:07
  you
• 6:07
  create
• 6:07
  too
• 6:08
  many
• 6:08
  options,
• 6:09
  the
• 6:09
  client
• 6:09
  won't
• 6:10
  be
• 6:10
  able
• 6:10
  to
• 6:10
  make
• 6:10
  a
• 6:10
  decision
• 6:11
  about
• 6:11
  which
• 6:12
  option
• 6:12
  to
• 6:12
  choose.
• 6:13
  It's
• 6:13
  also
• 6:14
  really
• 6:14
  important
• 6:14
  for
• 6:15
  you
• 6:15
  to
• 6:15
  get
• 6:15
  to
• 6:16
  know
• 6:16
  that
• 6:16
  offer.
• 6:17
  You
• 6:17
  will
• 6:17
  start
• 6:18
  noticing
• 6:19
  patterns.
• 6:19
  You
• 6:20
  will
• 6:20
  start
• 6:20
  seeing
• 6:21
  what
• 6:21
  conversations,
• 6:22
  create
• 6:23
  the
• 6:23
  biggest
• 6:23
  shifts
• 6:23
  for
• 6:23
  your
• 6:24
  clients
• 6:25
  and
• 6:25
  understand
• 6:26
  really
• 6:26
  deeply
• 6:27
  what
• 6:27
  they
• 6:27
  need,
• 6:28
  and
• 6:28
  then
• 6:28
  eventually
• 6:29
  you
• 6:29
  will
• 6:30
  make
• 6:30
  that
• 6:30
  offer.
• 6:31
  Amazing.
• 6:32
  I
• 6:32
  love
• 6:33
  that.
• 6:33
  My
• 6:33
  program,
• 6:34
  the
• 6:34
  business
• 6:34
  of
• 6:34
  coaching,
• 6:35
  has
• 6:35
  been
• 6:35
  running
• 6:36
  for
• 6:36
  four
• 6:37
  and
• 6:37
  a
• 6:37
  half
• 6:37
  years
• 6:37
  now.
• 6:38
  And
• 6:39
  it
• 6:39
  started
• 6:40
  as
• 6:40
  a
• 6:40
  three
• 6:40
  month
• 6:40
  program.
• 6:41
  I
• 6:42
  then
• 6:42
  learned
• 6:42
  enough
• 6:43
  to
• 6:43
  realize
• 6:43
  that
• 6:43
  three
• 6:43
  months
• 6:44
  was
• 6:44
  not
• 6:44
  enough
• 6:45
  to
• 6:45
  do
• 6:45
  all
• 6:45
  the
• 6:45
  things
• 6:45
  that
• 6:46
  we
• 6:46
  wanted
• 6:46
  to
• 6:46
  do.
• 6:47
  Made
• 6:47
  it
• 6:47
  a
• 6:47
  six
• 6:48
  month
• 6:48
  program.
• 6:49
  And
• 6:49
  in
• 6:49
  fact,
• 6:50
  it's
• 6:50
  often
• 6:50
  now
• 6:50
  a
• 6:51
  program
• 6:51
  people
• 6:51
  stay
• 6:51
  in
• 6:52
  for
• 6:52
  years
• 6:52
  because
• 6:53
  business
• 6:54
  building
• 6:54
  is
• 6:54
  ongoing
• 6:55
  and
• 6:55
  there's
• 6:55
  always
• 6:56
  gonna
• 6:56
  be
• 6:56
  changes
• 6:56
  happening.
• 6:57
  But
• 6:58
  if
• 6:58
  I
• 6:58
  had
• 6:58
  tried
• 6:59
  to
• 6:59
  perfect
• 6:59
  that
• 6:59
  offer.
• 7:01
  Four
• 7:01
  and
• 7:01
  a
• 7:01
  half
• 7:01
  years
• 7:01
  ago,
• 7:02
  without
• 7:03
  going
• 7:03
  through
• 7:03
  the
• 7:03
  journey,
• 7:04
  I
• 7:05
  wouldn't
• 7:05
  be
• 7:05
  in
• 7:05
  the
• 7:05
  situation
• 7:06
  that
• 7:06
  I
• 7:06
  am
• 7:06
  now
• 7:07
  with
• 7:08
  an
• 7:08
  offer
• 7:08
  that
• 7:08
  I
• 7:09
  absolutely
• 7:09
  love
• 7:10
  and
• 7:10
  gets
• 7:10
  incredible
• 7:11
  results
• 7:11
  for
• 7:12
  my
• 7:12
  clients.
• 7:14
  It's
• 7:14
  also
• 7:14
  really
• 7:15
  important
• 7:15
  to
• 7:16
  think
• 7:16
  about
• 7:16
  your
• 7:16
  business
• 7:16
  model
• 7:17
  when
• 7:17
  you're
• 7:17
  creating
• 7:18
  an
• 7:18
  offer.
• 7:19
  I
• 7:20
  deliberately
• 7:20
  went
• 7:21
  down
• 7:21
  the
• 7:21
  group
• 7:21
  program
• 7:22
  route
• 7:22
  because
• 7:23
  I
• 7:23
  work
• 7:23
  school
• 7:23
  hours,
• 7:24
  so
• 7:24
  I
• 7:24
  have
• 7:24
  really
• 7:25
  limited
• 7:26
  time
• 7:26
  to
• 7:26
  work,
• 7:27
  and
• 7:28
  although
• 7:28
  you
• 7:28
  can't
• 7:29
  always
• 7:29
  do
• 7:29
  that
• 7:30
  right
• 7:30
  away
• 7:30
  because
• 7:31
  you
• 7:31
  need
• 7:31
  to
• 7:31
  build
• 7:31
  that
• 7:31
  lead
• 7:32
  flow.
• 7:33
  It
• 7:33
  was
• 7:33
  an
• 7:33
  intentional
• 7:34
  decision
• 7:34
  that
• 7:35
  I
• 7:35
  wanted
• 7:35
  to
• 7:36
  do
• 7:36
  that
• 7:36
  so
• 7:36
  I
• 7:37
  can
• 7:37
  have
• 7:38
  time
• 7:39
  with
• 7:39
  my
• 7:39
  kids,
• 7:39
  time
• 7:40
  for
• 7:40
  my
• 7:40
  marketing
• 7:41
  time
• 7:41
  to
• 7:41
  create
• 7:41
  this
• 7:42
  video
• 7:42
  and
• 7:42
  podcast
• 7:43
  for
• 7:43
  you.
• 7:44
  And
• 7:44
  that
• 7:45
  really
• 7:45
  meant
• 7:45
  intentional
• 7:46
  designing
• 7:46
  of
• 7:47
  offers
• 7:47
  that
• 7:47
  work.
• 7:48
  With
• 7:48
  those
• 7:49
  rhythms.
• 7:50
  I
• 7:50
  also
• 7:51
  made
• 7:51
  my
• 7:51
  program
• 7:52
  term
• 7:52
  time
• 7:53
  only.
• 7:53
  So
• 7:54
  now
• 7:54
  I
• 7:54
  get
• 7:54
  to
• 7:55
  have
• 7:55
  all
• 7:56
  of
• 7:56
  the
• 7:56
  school
• 7:56
  holidays
• 7:57
  off,
• 7:57
  including
• 7:58
  a
• 7:58
  full
• 7:58
  six
• 7:58
  weeks
• 7:59
  off
• 7:59
  at
• 7:59
  summer,
• 8:00
  which
• 8:00
  is
• 8:00
  heavenly.
• 8:01
  And
• 8:01
  all
• 8:02
  I
• 8:02
  do
• 8:02
  is
• 8:02
  I
• 8:03
  extend
• 8:03
  the
• 8:04
  length
• 8:04
  of
• 8:04
  someone's
• 8:04
  support.
• 8:05
  So,
• 8:05
  for
• 8:06
  example,
• 8:06
  they
• 8:06
  pay
• 8:06
  for
• 8:07
  six
• 8:07
  months
• 8:07
  support
• 8:08
  and
• 8:08
  then
• 8:08
  I'll
• 8:09
  add
• 8:09
  on
• 8:09
  two
• 8:10
  weeks
• 8:10
  for
• 8:10
  Easter,
• 8:11
  six
• 8:11
  weeks
• 8:11
  for
• 8:11
  summer.
• 8:12
  So
• 8:13
  they
• 8:13
  don't
• 8:13
  get
• 8:13
  penalized
• 8:14
  because
• 8:14
  I
• 8:15
  work
• 8:15
  term
• 8:15
  time
• 8:15
  only.
• 8:16
  And
• 8:17
  in
• 8:17
  fact
• 8:17
  it
• 8:17
  usually
• 8:17
  works
• 8:18
  well
• 8:18
  for
• 8:18
  most
• 8:18
  people
• 8:19
  because
• 8:19
  they
• 8:20
  don't
• 8:20
  want
• 8:20
  to
• 8:20
  work
• 8:20
  over
• 8:21
  the
• 8:21
  holidays
• 8:21
  either.
• 8:22
  So
• 8:23
  really
• 8:23
  think
• 8:23
  about
• 8:24
  that
• 8:24
  person,
• 8:25
  the
• 8:25
  result
• 8:25
  that
• 8:25
  they
• 8:25
  want,
• 8:26
  as
• 8:26
  well
• 8:27
  as
• 8:27
  that
• 8:27
  business
• 8:27
  model
• 8:28
  that
• 8:28
  will
• 8:28
  actually
• 8:29
  work
• 8:29
  for
• 8:29
  you.
• 8:30
  So
• 8:31
  if
• 8:31
  you
• 8:31
  are
• 8:31
  currently
• 8:31
  thinking
• 8:32
  about
• 8:32
  your
• 8:32
  coaching
• 8:32
  offer,
• 8:33
  here
• 8:33
  are
• 8:34
  three
• 8:34
  questions
• 8:34
  that
• 8:35
  might
• 8:35
  help.
• 8:36
  Firstly,
• 8:37
  what
• 8:37
  problem
• 8:38
  or
• 8:38
  transition
• 8:39
  are
• 8:39
  you
• 8:39
  helping
• 8:40
  someone
• 8:40
  move
• 8:41
  through?
• 8:44
  What
• 8:44
  kind
• 8:45
  of
• 8:45
  journey
• 8:46
  will
• 8:46
  support
• 8:46
  that
• 8:47
  change
• 8:50
  and
• 8:50
  how
• 8:50
  can
• 8:50
  you
• 8:51
  best
• 8:51
  describe
• 8:52
  that
• 8:52
  journey
• 8:53
  Clearly
• 8:53
  enough
• 8:54
  that
• 8:54
  someone
• 8:54
  recognizes
• 8:55
  themselves
• 8:56
  in
• 8:56
  it.
• 8:58
  One
• 8:59
  thing
• 8:59
  that
• 8:59
  can
• 8:59
  be
• 8:59
  really
• 8:59
  helpful
• 9:00
  is
• 9:00
  dividing
• 9:01
  it
• 9:01
  into
• 9:02
  three
• 9:02
  phases
• 9:04
  so
• 9:04
  you
• 9:04
  can
• 9:04
  actually
• 9:05
  articulate
• 9:06
  it.
• 9:06
  So
• 9:06
  even
• 9:07
  if
• 9:07
  you
• 9:07
  have
• 9:07
  six
• 9:08
  or
• 9:08
  12
• 9:09
  coaching
• 9:09
  sessions,
• 9:10
  don't
• 9:10
  feel
• 9:11
  like
• 9:11
  you
• 9:11
  need
• 9:11
  to
• 9:11
  say
• 9:12
  First
• 9:12
  session
• 9:13
  will
• 9:13
  do
• 9:13
  this.
• 9:13
  Second
• 9:14
  session
• 9:14
  will
• 9:14
  do
• 9:15
  that.
• 9:16
  See
• 9:16
  if
• 9:16
  you
• 9:16
  can
• 9:16
  summarize
• 9:17
  it
• 9:17
  into
• 9:18
  three
• 9:18
  easy
• 9:19
  phases
• 9:19
  that
• 9:20
  people
• 9:20
  understand
• 9:20
  enough
• 9:21
  to
• 9:21
  buy
• 9:21
  into.
• 9:22
  When
• 9:22
  someone
• 9:23
  hears
• 9:24
  your
• 9:24
  offer
• 9:24
  and
• 9:24
  thinks
• 9:25
  this
• 9:25
  is
• 9:25
  exactly
• 9:26
  what
• 9:26
  I
• 9:26
  need,
• 9:27
  then
• 9:28
  they
• 9:28
  will
• 9:29
  pay
• 9:29
  for
• 9:30
  that
• 9:30
  offer.
• 9:31
  If
• 9:31
  you
• 9:31
  are
• 9:32
  in
• 9:32
  the
• 9:32
  place
• 9:32
  where
• 9:32
  you
• 9:32
  are
• 9:33
  having
• 9:33
  discovery
• 9:33
  calls
• 9:34
  and
• 9:34
  people
• 9:34
  are
• 9:34
  saying
• 9:35
  it's
• 9:35
  expensive,
• 9:37
  then
• 9:37
  they're
• 9:37
  probably
• 9:37
  not
• 9:38
  connecting
• 9:39
  it
• 9:39
  to
• 9:40
  a
• 9:40
  real
• 9:40
  problem
• 9:41
  that
• 9:41
  they
• 9:41
  have
• 9:42
  in
• 9:42
  their
• 9:42
  life.
• 9:43
  So
• 9:43
  it
• 9:43
  might
• 9:43
  be
• 9:43
  about
• 9:44
  you
• 9:44
  going
• 9:44
  back
• 9:45
  to
• 9:45
  that
• 9:45
  offer,
• 9:46
  really
• 9:46
  thinking
• 9:46
  about
• 9:47
  what
• 9:47
  your
• 9:48
  offer
• 9:48
  promise
• 9:49
  is.
• 9:50
  If
• 9:51
  the
• 9:51
  word
• 9:51
  offer
• 9:51
  promise
• 9:52
  scares
• 9:52
  you,
• 9:53
  think
• 9:53
  of
• 9:53
  it
• 9:53
  as
• 9:54
  this
• 9:54
  offer
• 9:54
  is
• 9:55
  designed
• 9:55
  to
• 9:56
  help
• 9:57
  you
• 9:57
  get
• 9:57
  into
• 9:58
  a
• 9:58
  career
• 9:58
  that
• 9:59
  you
• 9:59
  love,
• 9:59
  for
• 10:00
  example.
• 10:01
  So
• 10:01
  you
• 10:02
  can't
• 10:02
  guarantee
• 10:03
  that
• 10:03
  that
• 10:03
  person
• 10:03
  is
• 10:04
  going
• 10:04
  to
• 10:04
  get
• 10:04
  into
• 10:05
  a
• 10:05
  career
• 10:05
  that
• 10:05
  they
• 10:05
  love
• 10:06
  because
• 10:06
  there
• 10:06
  are
• 10:06
  no
• 10:07
  guarantees
• 10:07
  in
• 10:07
  life.
• 10:08
  But
• 10:08
  you
• 10:08
  can
• 10:09
  guarantee
• 10:10
  that
• 10:10
  you
• 10:10
  have
• 10:10
  designed
• 10:11
  your
• 10:11
  program.
• 10:12
  For
• 10:12
  that
• 10:12
  aim,
• 10:13
  and
• 10:13
  I
• 10:13
  know
• 10:14
  that
• 10:14
  you
• 10:14
  know
• 10:14
  your
• 10:14
  stuff
• 10:15
  and
• 10:15
  you
• 10:15
  will
• 10:15
  be
• 10:16
  caring
• 10:16
  about
• 10:16
  your
• 10:16
  client
• 10:17
  and
• 10:17
  wanting
• 10:18
  to
• 10:18
  do
• 10:18
  your
• 10:18
  best
• 10:19
  for
• 10:19
  them,
• 10:20
  but
• 10:20
  they
• 10:20
  do
• 10:20
  have
• 10:20
  to
• 10:21
  meet
• 10:21
  you
• 10:21
  halfway.
• 10:22
  If
• 10:22
  you
• 10:22
  would
• 10:22
  like
• 10:22
  help
• 10:23
  creating
• 10:23
  your
• 10:23
  own
• 10:24
  coaching
• 10:24
  offer,
• 10:24
  I
• 10:25
  have
• 10:25
  created
• 10:25
  a
• 10:25
  free
• 10:26
  resource
• 10:26
  called
• 10:27
  10
• 10:27
  Steps
• 10:28
  to
• 10:28
  Create
• 10:28
  a
• 10:28
  Signature
• 10:29
  Coaching
• 10:30
  offer.
• 10:30
  You
• 10:31
  will
• 10:31
  find
• 10:31
  the
• 10:31
  link
• 10:31
  in
• 10:32
  the
• 10:32
  description
• 10:32
  or
• 10:33
  the
• 10:33
  show
• 10:33
  notes.
• 10:34
  And
• 10:34
  I
• 10:34
  hope
• 10:34
  it
• 10:34
  helps
• 10:35
  you
• 10:35
  map
• 10:35
  out
• 10:36
  an
• 10:36
  amazing
• 10:36
  offer
• 10:37
  to
• 10:37
  get
• 10:37
  out
• 10:38
  there
• 10:38
  and
• 10:38
  sell
• 10:39
  today.
• 10:40
  I
• 10:40
  hope
• 10:40
  today's
• 10:41
  episode
• 10:41
  was
• 10:41
  useful,
• 10:42
  and
• 10:43
  like
• 10:43
  I
• 10:43
  say
• 10:43
  at
• 10:43
  the
• 10:43
  end
• 10:43
  of
• 10:43
  every
• 10:44
  episode,
• 10:44
  trust
• 10:45
  yourself.
• 10:45
  Believe
• 10:46
  in
• 10:46
  yourself,
• 10:46
  and
• 10:47
  be
• 10:47
  the
• 10:47
  wise
• 10:47
  gardener
• 10:48
  who
• 10:48
  keeps
• 10:48
  on
• 10:48
  watering
• 10:49
  the
• 10:49
  seed.
• 10:50
  Microphone (Samson Q2U Microphone): Thank
• 10:50
  Microphone (Samson Q2U Microphone): you
• 10:50
  Microphone (Samson Q2U Microphone): so
• 10:51
  Microphone (Samson Q2U Microphone): much
• 10:51
  Microphone (Samson Q2U Microphone): for
• 10:51
  Microphone (Samson Q2U Microphone): listening
• 10:51
  Microphone (Samson Q2U Microphone): to
• 10:52
  Microphone (Samson Q2U Microphone): this
• 10:52
  Microphone (Samson Q2U Microphone): episode
• 10:52
  Microphone (Samson Q2U Microphone): of
• 10:53
  Microphone (Samson Q2U Microphone): Women
• 10:53
  Microphone (Samson Q2U Microphone): in
• 10:53
  Microphone (Samson Q2U Microphone): the
• 10:54
  Microphone (Samson Q2U Microphone): Coaching
• 10:54
  Microphone (Samson Q2U Microphone): Arena.
• 10:55
  Microphone (Samson Q2U Microphone): I
• 10:55
  Microphone (Samson Q2U Microphone): have
• 10:55
  Microphone (Samson Q2U Microphone): a
• 10:55
  Microphone (Samson Q2U Microphone): mess
• 10:56
  Microphone (Samson Q2U Microphone): of
• 10:56
  Microphone (Samson Q2U Microphone): free
• 10:56
  Microphone (Samson Q2U Microphone): resources
• 10:57
  Microphone (Samson Q2U Microphone): on
• 10:57
  Microphone (Samson Q2U Microphone): my
• 10:57
  Microphone (Samson Q2U Microphone): website
• 10:58
  Microphone (Samson Q2U Microphone): joannalottcoaching.com.
• 11:01
  Microphone (Samson Q2U Microphone): That's
• 11:01
  Microphone (Samson Q2U Microphone): Joanna
• 11:02
  Microphone (Samson Q2U Microphone): with
• 11:02
  Microphone (Samson Q2U Microphone): an
• 11:02
  Microphone (Samson Q2U Microphone): A
• 11:03
  Microphone (Samson Q2U Microphone): and
• 11:03
  Microphone (Samson Q2U Microphone): Lott
• 11:03
  Microphone (Samson Q2U Microphone): with
• 11:04
  Microphone (Samson Q2U Microphone): two
• 11:04
  Microphone (Samson Q2U Microphone): T's.
• 11:05
  Microphone (Samson Q2U Microphone): joannalottcoaching.com.
• 11:07
  Microphone (Samson Q2U Microphone): And
• 11:08
  Microphone (Samson Q2U Microphone): I'll
• 11:08
  Microphone (Samson Q2U Microphone): also
• 11:08
  Microphone (Samson Q2U Microphone): put
• 11:08
  Microphone (Samson Q2U Microphone): links
• 11:09
  Microphone (Samson Q2U Microphone): in
• 11:09
  Microphone (Samson Q2U Microphone): the
• 11:09
  Microphone (Samson Q2U Microphone): show
• 11:09
  Microphone (Samson Q2U Microphone): notes.
• 11:11
  Microphone (Samson Q2U Microphone): Let
• 11:11
  Microphone (Samson Q2U Microphone): me
• 11:11
  Microphone (Samson Q2U Microphone): know
• 11:12
  Microphone (Samson Q2U Microphone): if
• 11:12
  Microphone (Samson Q2U Microphone): you
• 11:12
  Microphone (Samson Q2U Microphone): found
• 11:12
  Microphone (Samson Q2U Microphone): this
• 11:12
  Microphone (Samson Q2U Microphone): episode
• 11:13
  Microphone (Samson Q2U Microphone): useful.
• 11:14
  Microphone (Samson Q2U Microphone): Share
• 11:14
  Microphone (Samson Q2U Microphone): it
• 11:14
  Microphone (Samson Q2U Microphone): with
• 11:14
  Microphone (Samson Q2U Microphone): a
• 11:14
  Microphone (Samson Q2U Microphone): friend
• 11:15
  Microphone (Samson Q2U Microphone): and
• 11:15
  Microphone (Samson Q2U Microphone): leave
• 11:15
  Microphone (Samson Q2U Microphone): me
• 11:16
  Microphone (Samson Q2U Microphone): a
• 11:16
  Microphone (Samson Q2U Microphone): review,
• 11:16
  Microphone (Samson Q2U Microphone): and
• 11:16
  Microphone (Samson Q2U Microphone): I
• 11:17
  Microphone (Samson Q2U Microphone): will
• 11:17
  Microphone (Samson Q2U Microphone): personally
• 11:17
  Microphone (Samson Q2U Microphone): thank
• 11:18
  Microphone (Samson Q2U Microphone): you
• 11:18
  Microphone (Samson Q2U Microphone): for
• 11:18
  Microphone (Samson Q2U Microphone): that.
• 11:20
  Microphone (Samson Q2U Microphone): Remember
• 11:20
  Microphone (Samson Q2U Microphone): to
• 11:20
  Microphone (Samson Q2U Microphone): trust
• 11:21
  Microphone (Samson Q2U Microphone): yourself,
• 11:21
  Microphone (Samson Q2U Microphone): believe
• 11:22
  Microphone (Samson Q2U Microphone): in
• 11:22
  Microphone (Samson Q2U Microphone): yourself
• 11:22
  Microphone (Samson Q2U Microphone): and
• 11:23
  Microphone (Samson Q2U Microphone): be
• 11:23
  Microphone (Samson Q2U Microphone): the
• 11:23
  Microphone (Samson Q2U Microphone): wise
• 11:23
  Microphone (Samson Q2U Microphone): Gardner
• 11:24
  Microphone (Samson Q2U Microphone): who
• 11:24
  Microphone (Samson Q2U Microphone): keeps
• 11:24
  Microphone (Samson Q2U Microphone): on
• 11:25
  Microphone (Samson Q2U Microphone): watering
• 11:25
  Microphone (Samson Q2U Microphone): the
• 11:25
  Microphone (Samson Q2U Microphone): seed.
• 11:26
  Microphone (Samson Q2U Microphone): Get
• 11:27
  Microphone (Samson Q2U Microphone): into
• 11:27
  Microphone (Samson Q2U Microphone): the
• 11:27
  Microphone (Samson Q2U Microphone): arena
• 11:28
  Microphone (Samson Q2U Microphone): dare,
• 11:28
  Microphone (Samson Q2U Microphone): greatly
• 11:28
  Microphone (Samson Q2U Microphone): and
• 11:29
  Microphone (Samson Q2U Microphone): try.