Step 4 in a 4 Step Process to Create More Clients

We have learned the prior three steps of connection, invitation and enrollment. The 4 and final step is your offer.

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Your offer, or rather solution to their problem, should be a shoo-in. It should already be understood in the prior three steps that your offer is the natural next step for them to take, if it’s a correct match.

When you present your offer you are validating the solution to their problem by presenting to them the result or dream that they are wanting. This is an opportunity for you to also tailor your specific solution. Some clients might be best suited for one-on-one coaching, group coaching or a V.I.P program. If you are only offering one service, then your clarity and process of the first three steps is essential.

I like to believe that you are not selling anything at this point, you are presenting the solution to their problem. You are being of service which is what you are in business for. This is where you have the opportunity to discover whether their might be gaps in your first 3 steps as your potential client might have some concerns.

Be a master at these four steps and you should be able to enroll clients on a consistent basis.

Step 3 in a 4 Step Process to Create More Clients

The first step is connection. The second step is invitation. The third step is enrollment. At this point a client has expressed enough interest to set up the strategy session with you, yet is still referred to as a “potential client”. This is where you might get really excited that you have a client, but be careful that you don’t make that assumption because you will be disappointed if it’s not a match.

When we enroll a client we are asking them to invest in themselves and the service that we provide. This is our opportunity to dig deeper into what problems they want solved and whether we have the solutions to solve them. This is when we decide if our service and their needs are a great match for each other. If not, then we may need to go back and work on steps one and two to figure out what led to that being possible. Keep this process simple and track it. This will avoid a lot of confusion on what to do next.

When someone is enrolling in a potential program, we are not converting or selling them! We are offering the next best step to solve their problem. We are the solution to what is wanted or needed. We are not selling how great our program is. Do your best to avoid this trap.

The 3 most important things in your strategy sessions:

  1. Your understanding of their problem, and their understanding of their problem.
  2. The high costs that are involved if it isn’t solved for them.
  3. What outcome they want that your service provides that avoids these costs.

The first 3 steps clear the way to make the final step congruent for the “potential client” to now become a client. That step is your offer.


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Step 2 in a 4 Step Process to Create More Clients

Step 1 of the 4 step process is connection. Step 2 is invitation. How we get more clients is by inviting them to a coaching conversation. You might call this your strategy call or consultation. This is when you book the appointment on your calendar. If you are having trouble with getting clients it’s because you might be lacking the focus on these first two steps.


Inviting potential clients to a strategy session is an opportunity for them to explore your coaching style. People come to coaching because they want something in their life transformed. It may be health and fitness, diet, money, or relationships. Whatever the reason, they are most likely seeking support, education, advice, mentoring and transformation in that area.

This is your opportunity to shine, be authentic, provide value and be of service. It’s your opportunity to listen deeply, and support your potential client to be all that they can be. I think the invitation is best described by Oriah Mountain Dreamer in her poem.

The Invitation

Oriah Mountain Dreamer, Indian Elder

It doesn’t interest me what you do for a living.

I want to know what you ache for, and if you dare to dream of meeting your heart’s longing.

It doesn’t interest me how old you are,

I want to know if you will risk looking like a fool for love, for your dreams, for the adventure of being alive.

It doesn’t interest me what planets are squaring your moon.

I want to know if you have touched the center of your own sorrow, if you have been opened by life’s betrayals or have become shriveled and closed from fear of further pain.

I want to know if you can sit with pain, mine or your own:  If you can dance with wildness and let the ecstasy fill you to the tips of your fingers and toes without cautioning us to be careful, be realistic, or to remember the limitations of being human.

It doesn’t interest me if the story you’re telling me is true.

I want to know if you can disappoint another to be true to yourself;  If you can bear the accusation of betrayal and not betray your own soul.  I want to know if you can be faithful and therefore be trustworthy.  I want to know if you can see the beauty even when it is not pretty everyday, and if you can source you life from ITS presence.  I want to know if you can live with failure, yours and mine, and still stand on the edge a lake and shout to the sliver of the full moon, “Yes!”

It doesn’t interest me to know where you live or how much money you have.  I want to know if you can get up after the night of grief and despair, weary and bruised to the bone, and do what needs to be done for the children.

It doesn’t interest me where or what or with whom you have studied.  I want to know what sustains you from the inside when all else falls away.  I want to know if you can be alone with yourself, and if you truly like the company you keep in the empty moments.


Photo by danhodgett

Step 1 in a 4 Step Process to Create More Clients

Attracting clients is becoming passé. How we get more clients is by creating them. Our marketing is what attracts clients to our message. We still need to do the work to actually create a client from our marketing. This all happens with a simple and proven 4 step process you can use as your go-to process moving forward. A simple enrollment process is the most important and effective tool you can have. The first of the four steps is connection.

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Connection is the anchor to all your clients. It is the #1 most important concept you must understand before anything can be achieved.

I recall when I first started out back in the year 2000. I had a love for personal transformation, and begun my coaching program with Coach U, yet had no knowledge of coaching. I gave my business name a catchy title, Transformation Station, and began. I placed some ads in popular magazines and also did on-the-spot coaching at workshops I was attending. I created conversations with people and boldly asked them if they wanted to be coached. I didn’t try to do anything that was scripted, planned or processed in some step-by-step fashion. I just did it. I gave them the experience and that was all that I needed to do.

It was that simple. I didn’t do anything fancy, tricky, or persuasive. I just offered to connect with them.

Today’s market is still the same as it was years ago, just different. The same principles apply. Avoid getting too distracted by all the marketing channels and choose what you feel connects you best to your audience. Some people have preferences like speaking and others Facebook ads.

What matters first is the connection.

Client Attraction Peril #7: Escaping Fantasyland

This is the final chapter in our “Seven Perils to Achieving Your Potential” Series. I purposely saved this for last because, of the bunch, this one’s a real bubble-buster. Sometimes some bubbles just have to be popped, and if one wants to move ahead in the real world they’ll have to find a way of…

Peril #7: Escaping Fantasyland

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Do you sometimes find yourself drifting off into a Walter Mitty-like state where you’re slaying dragons or saving the planet from merciless mercenaries? You do? Great! I do, too. Escaping reality once in awhile is fun and often necessary. The problems arise (A) when you do it too often and (B) when you do it, you stay too long.

If you visit fantasyland too often and/or stay too long when you do, you can become a stranger in your own reality (on those occasions when you choose to pay it a visit). There are as many reasons and theories as to why humans choose to mentally escape reality as there are psychoanalysts in the phone book. Depending on how serious the problem is, dealing with the reasons is best left up to the professionals. Dealing with the consequences will always be left up to you.

Healers, coaches, and counselors are highly creative, problem-solving sorts. We tend to care more about others, which is the number one reason we chose this course in the first place. This makes us prime candidates to become driftwood floating off into a land of more shadow than substance. I know; I’ve been there more often than I care to count. (I’ll even admit, I like it.)

But even experiences like excursions into fantasyland provide lessons, and as Head Coach here at Healers U I want to pass these along to you if you feel they might apply. There are many techniques and tactics I can share for dealing with this issue, too many for this email. However, I do have space to share the most important of the series:

Stay grounded in reality by focusing on the needs of those you serve. Trips to fantasyland are escapes from a reality we wish to avoid. As a healer, coach, or counselor there is one reality you, by nature, never want to escape. It’s the reality of your responsibility to your clients’ needs. You were put here to help others; it’s why you do what you do, and it’s what makes you who you are. You are the real hero, seen through the eyes of those you serve. Hold on to that, and in time your reality will be a place you may never want to escape from again.

Client Attraction Peril #6: Product vs. Process

Welcome to the next to last in our “Seven Perils to Achieving Your Potential” Series. In this edition we examine a debate that in healers, coaches, and counselors circles is as old as “the chicken and the egg.” Which takes priority? Which comes first? What’s more important…?

Product vs. Process

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In Stephen Covey’s bestselling self-improvement book The Seven Habits of Highly Effective People, two of the habits on his list are “Put First Things First” and “Begin With the End in Mind.” On their face they might seem to contradict each other, but upon further examination they actually complement each other.

Put First Things First: This is a reference to process. It means to employ a set of steps and create a course to follow that you’re not just comfortable with but, to some degree, enjoy. The process is the thing that marks the difference between a job well done and a job done well. Another way of looking at it is from your client’s point of view. A client judges the value of your service not just on the end result but on the entire experience. You might achieve the goal, but if in doing so the trip was a rocky, awkward, uncomfortable, or even painful one, your client is likely to have second thoughts of either working with you again or recommending you to others.

Begin With the End in Mind: This is in reference to the goal. Setting steps and charting a course require both a starting point and finish line. Having a vision of what this finish line will be and how far away it is are important. As a healer, coach, or counselor you want the process to be one you and your client will find as fulfilling and rich as possible. Truth is, in what we do for a living, as much is gained from the trip itself as from the outcome of the voyage. However, you can’t ever take your eye off the ball. Your client can! In fact, your client will. If you’re working the process properly a client is likely to become so engaged and enamored with it they’ve totally (albeit temporarily) lost sight of the objective. They can afford to do this (they’re paying for it). You can’t because you’re responsible for it!

Truth is, product and process shouldn’t be foes. Instead they should work as partners. You can’t have one without the other, and the better the former is performed, the better the latter will be. In a way, it’s much like the debate between the chicken and the egg. The answer is that it doesn’t matter, because without the other – neither exists.


Warning: Your Thoughts Might Sabotage You?

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Instead of getting “bamboozled” or trapped on what you DON’T want, such as:

  1. “I’m not booking leads.”
  2. “Nobody is finding me.”
  3. “I don’t have a lot of traffic or a big list.”
  4. “I don’t know how to do sell.”

Make every effort to hone your attention on what it is you absolutely DO want

This simple mindset strategy is one of the most powerful you will ever experience – So start re-framing your thoughts around what you DO want in your business. For example:

  1. “What strategy do I need to learn to bring in more clients each month?”
  2. “How can I learn to attract people to my offer”
  3. “What do I need to do on my strategy call that will help my conversions?”
  4. “How will I attract 10 more clients this month?”

Can you see just how one re-frame can OPEN doorways, and inspire new ideas, while at the same time shifting the momentum from a downward spiral to an upward one?

Keep your focus on possibility

“Hope is not a strategy.” -unknown

Let me know if I can help and click here

Client Attraction Peril #5: Pursuit of Perfection

You’ve decided to make it your business to help others be better at – something! That’s cool; so am I. One of the more common character traits for people like us is our pursuit of perfection. I recognized it in me and deal with it all the time. Now, I’d like to help you do the same…

Pursuit of Perfection: The Ultimate Pitfall

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There are two extremes to the peril of perfection. The first is the pursuit of perfection, which is the fastest and surest route to failure. The other is being vague and unsure of oneself; this is the slowest, but as sure a route to failure as well. Both lead to frustration, wasted time, and often lots of wasted money. Let’s start with perfection…

If you feel in your own mind that you’ve achieved perfection – congratulations. That makes one of you. However, if you’re expecting the rest of us (meaning everyone else in the world) to agree, you are on the wrong train track. Trust me, we’ll find a flaw somewhere. Nothing is perfect in the eyes of others. So, if the opinions, judgments, and acceptance of others are required for you to make a living, the wise course is to set a course for as-close-to-perfect-as-possible, as it benefits those you serve. This provides a natural segue to the other end of the perfection spectrum – vagueness and uncertainty.

These are sure signs of having a lack of either confidence or knowledge or both. A person who knows what they’re doing does it. Oftentimes a person possesses the expertise and knowledge but lacks the surety and confidence to set a course. They have the train of thought stoked and ready to go but can’t quite commit to which track to put it on. Why? Usually it’s because they are struggling to achieve perfection!  Sometimes the mind can be such a torture chamber!

As a healer, coach, or counselor we deal with human beings. They’ve hired us to help them. In the process of helping them, it’s important to remember that they can help us as well. Most clients appreciate being a part of the process. When gripped with uncertainty over which direction or course to take, the right thing and professional thing to do is get the client in on the act. It doesn’t have to be done in a way that projects a lack of confidence or indecisiveness. Just the opposite is true. “Client, I’ve come upon several different approaches, all of which have a degree of merit, and I’d like to share them with you.” What client wouldn’t love to hear that? We all love options.

Helping healers, coaches, and counselors make better decisions without being shackled by the illusion of perfection is just one of the ways Healers U betters those who betters others.

Do You NEED Clients?

Do you keep attracting the WRONG clients? Or, worse, maybe you are not getting clients? Lost of open spots that aren’t being filled?

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You know what I mean…

You get out and try to figure out what to do, but don’t really know where or how or even what do say.

You think miraculously clients will appear. You start thinking abundant thoughts and wishing them into existence.

You think that maybe your doomed because you hate the S… word.

Before you know it, you still have no clients, just positive and hopeful thoughts that somehow all this will manifest if you just ignore it.

You give and give and nothing comes back.

And all the while…you know deep down something is wrong with your approach? And maybe it’s more than that… maybe it’s your ability and mindset to reach clients?

Your beginning to think, “Do I have what it takes…”

If this has happened to you MORE THAN ONCE…

* It’s not because you’re cursed…

* It’s not because there are no clients out there…

* It’s not because you just attract “the low paying clients”.

The MAIN reason you don’t attract clients is because you’re missing out on the right strategies and actions to get you there.
See, your strategy is like a puzzle piece that used constantly supports you to attract a FLOOD GATE OF CLIENTS…for better or for worse.
If your mindset or action strategies are hindering your ability to attract clients or the right ones…you have to change it FAST.

The more time you spend in the wrong pattern, the MORE of the same lack you’ll attract…

…and the HARDER it becomes to change that pattern.

How much time, energy, and years have YOU wasted chasing after clients and not getting them?

Wouldn’t you rather have the RIGHT clients chase YOU?

If that’s what you want, email me at or click this link to schedule a breakthrough strategy session with me, and I’ll show you exactly how to shift your strategies so that you NEVER waste time on chasing down clients again.

In Spirit,

Client Attraction Peril #4: Expecting Too Much Too Soon

If so, then this is a peril that may very well apply to you

Expecting Too Much Too Soon

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Expectations – in many ways life and business would be so much easier without them. Yet without them, what would be the point? You need to expect something out of an investment of time, money, effort, or emotions, right? The dark side of expectations rears its ugly head when we apply two specific conditions – time and quality (or) quantity. Consider for a moment the expression, “It (or they) didn’t live up to my expectations.”

Well, that may be a function of whatever or whomever it was you based the expectations on, or maybe the expectations were off to begin with. When you enter into an agreement or arrangement with another person are the expectations very clearly articulated? By clearly I mean you, as the one on the “expecting” end of the bargain, in no uncertain terms and in writing state: “I expect this, this, this, and this. I expect it by this date, and I expect the quality standard to be such and such.”

No? Then how is it possible to be disappointed? The only expectations one should keep to oneself are those one has of oneself. All others must be clearly shared with those who share in the responsibility to make them happen. But wait! There’s more!

You need those to whom you entrust your expectations to be honest with you from the start. The trouble with this is that people have a tendency to want to tell us what they think we want to hear as opposed to what we need to hear, which is – the truth. The best way to get the truth out of someone else is to come right out and ask for it. Come right out and say, “Are you firmly committed to living up to these expectations; are you sure?” Add conditions if you like, such as “Payment is contingent on meeting these expectations.” This will usually result in either a commitment or a realistic adjustment to the expectations.

But what about those expectations we put on ourselves? Whom do we hold accountable for those and how do we avoid disappointment when they’re not reached? This is where Healers U can help. We work with healers, coaches, and counselors in several ways, one of which is to examine the expectations we have of ourselves, then analyze and reset them to be met.