Shows
Neuroscience of CoachingHarnessing Self-Acceptance (Matthew Kimberley)For more info on Dr. Irena's "Certificate Program in Applied Neuroscience" starting January 2026, go to:www.NeuroscienceSchool.com/joinMirasee FM Special Free Offer (Revenue Leak Checklist): www.mrse.co/leakWelcome to Neuroscience of Coaching. In each episode, host Dr. Irena O’Brien explains the science-based insights behind a particular concept and interviews a coach to discuss how these apply in the real world. Just as she does in her professional programs, Irena “un-complicates” neuroscience and teaches practical evidence-based tools and strategies that listeners can use in their coaching practices.Matthe...
2024-04-1129 min
Just Between CoachesAlways Be Opening (Matthew Kimberley)Special "Business Revenue Leak Checklist" offer free at http://www.mrse.co/leak.It’s no secret that, as a group, coaches tend to be much more service-oriented than sales-oriented. We tend to think that effective selling requires characteristics that we just don’t have. Sales and marketing expert Matthew Kimberley disagrees. He says selling just requires skills that can be learned by anyone as long as they have confidence in what they are selling.In this episode, Melinda and Matthew discuss in detail how to get and retain clients and the steps to deve...
2022-06-0835 min
Marketing for CoachesYou Will Be Known By Your Clients' ResultsThere are no two ways around it: you’re known by your clients’ results, and no matter how selfish your motivation is, the only way to get your clients good results is to focus on helping them first and foremost. Today, I talk about the need for a focus on business delivery over business growth. I talk about what systems you can systematically implement in your coaching business to ensure that your clients get the amazing results that they want, and I ask what your next step will be. “Just because 100 people have bought your progra...
2022-01-0610 minMarketing for CoachesCoach Marketing vs Coach ProspectingA lot of us spend too much time marketing and not enough time understanding our market. In this episode, I talk about the difference between marketing and prospecting. Today, I define marketing and prospecting. I note the importance of getting to know your audience instead of simply telling a general crowd about your product. I note that knowing your audience will help you fine-tune your message, and I posit that marketing doesn’t get you clients; it just lets potential clients know you exist. Finally, I note the power of simply selling to the leads you already ha...
2022-01-0310 minMarketing for CoachesThe One Thing To Do In Your Coaching Business This YearWith every new year comes a new list of goals for your coaching business. But this year, I have a challenge for you: in the spirit of the importance of repetition, use this year to focus on selling just one thing. Today, I talk about the importance of focus. I discuss the power of repetition, and I note that, if you put the effort into moving forward toward a single goal that you currently put into moving sideways toward distractions, you could reach new heights. “The vast majority of coaches sell too much stuff.” ...
2021-12-3011 minMarketing for CoachesWhen The Sh*t Hits The FanHappy New Year! In this episode, I talk about the sh*t that hit the fan this past year when my ex-wife and I parted ways. During this time, I found it difficult to show up for work; on paper, I might as well have been unemployed. Yet the company’s numbers reached a record high. Why? Because I’ve designed my business to be able to function without me. Today, I talk about the importance of doing just this. I note that there will always be times of crisis, and when there are, it’s important to be...
2021-12-2711 minMarketing for CoachesWhat Do You Do Between Coaching Sessions?In recent years, I’ve done less and accomplished more in terms of impact. How? I don’t do the heavy lifting for my clients. A client recently asked me for a session summary after our meeting. In this episode, I talk about why I told her no. Today, I talk about the dangers of scope creep: the tendency to try to do everything, with the result that what you’re supposed to be focusing on suffers. I note that avoiding scope creep is beneficial to your clients too, because refusing to do the heavy lifting for your c...
2021-12-2309 minMarketing for CoachesShould You Go Into Business With Your Clients?MaIt’s fairly common for a coach’s clients to want to partner up. As the coach being approached, you need to know how to respond to these propositions and recognize when to accept and when to decline them. Today, I talk about how to respond to a client’s offer to go into business together. I offer some questions to consider before answering. I share a story illustrating the importance of making sure your new role lies within your expertise, and I note the need to consider how much control you would give up in accepting any ne...
2021-12-2013 minMarketing for CoachesHow To Be Perenially Valuable As A CoachThe goal of this podcast, by and large, is to be perennially valuable to you. Although actional tips are great in the moment, they’re not much use without something perennially valuable to back them up. Today, I talk about how you can be perennially valuable to your clients. I distinguish between valuable and actionable content, and I note that the latter is rarely timeless. I explain why, though being entrepreneurial and opportunistic has its place, you can’t build your brand around timely action. I discuss why Book Yourself Solid® is perennial, noting that it’s built o...
2021-12-1611 minMarketing for CoachesWhere To Find Coaching Clients“I’d love to know where you all find the people for your networking and your clients [on social media]...I’m struggling right now to get more leads, and I’d love to hear what you’re doing to get them into your network. To reach my goal of seven leads per day is proving difficult organically.” This question, which came from our Facebook page, is a good one, but it’s worrying for a couple of reasons: it overestimates the role of social media, and it places client quantity over quality. Today, I talk about why these deta...
2021-12-1313 minMarketing for CoachesWhen Should You Do Your Client Coaching Sessions?When you’re running a coaching business, it’s tempting to think you have to bend over backward to meet your client’s schedule. But the fact is, it’s also important to consider when it suits you to meet with your client. Today, I explain why. In this episode, I talk about the importance of protecting your time. I posit that, in any client relationship, you’re looking for longevity and enthusiasm, and I note that these will be extremely hard to find if you regularly feel that you’re sacrificing your convenience for your client’s. I also shar...
2021-12-0910 minMarketing for CoachesHow Long Should You Work With Your Coaching Clients?How long should you work with a client? I was planning to answer this question last episode, but, as happens, I got sidetracked. Today, I answer this question. In this episode, I talk about how to know how long you should work with a client. I note that the answer is different for everyone, and I explain what the Gym Membership Business Model is. I list the different types of agreements coaches and clients can arrive at, and I note the implications of each one on the coach’s responsibility to the client. I explain why it’s ok...
2021-12-0616 minMarketing for CoachesWhat To Do When Your Clients Don't Do The WorkWhat do you do when a client has lost their mojo and doesn’t seem to care as much about their success as you do? As a coach, it’s tempting to knock yourself out for any client with a pulse, but this is not beneficial for your business or your client’s success. In this episode, I talk about how to know when you should stop working with a client. Today, I point out the danger of sticking with a client who isn’t putting in the work. I note that a coach’s reputation is based on t...
2021-12-0211 minMarketing for CoachesShould You Buy A Business Coaching Franchise?If you can tell that I am a huge fan of coaching as a profession, then I assume it shouldn’t come as a surprise that I believe anything that enables people to become coaches is a force of good in the world. I wholeheartedly believe this, despite not going forward with a coaching franchise I considered years ago. A coaching franchise is an enormous commitment that has various advantages and setbacks that you need to consider: whether it’s the right avenue for you will depend on several key factors. In today’s episode, I discuss what f...
2021-11-2528 minMarketing for CoachesDoes Your Coaching Business Wipe Its Own Ass?Often, business owners find themselves hovering over their business, watching the minutiae with a careful eye. They find themselves afraid to step back from the business and let it run more or less on its own. But in fact, this is precisely what they should be able to do. Today, I talk about how a business is like a child. I note that it goes through many stages that ultimately lead to its relative independence. I note that running a business isn’t just handling problems as they come; it’s putting systems in place to handle thos...
2021-11-2214 minMarketing for CoachesWhy "Always Be Closing" is Terrible Sales Advice For CoachesThere is a sales aphorism amongst marketers that I have been hearing forever and ever in my career: always be closing. It means always trying to make prospects buy your services, preventing them from having the space to consider what you offer as a coach. And when the picture that pops in everyone’s head every time they read “sales and marketing” is that of an insurance broker cornering a hapless passerby into buying a retirement product, it’s understandable that too many coaches are afraid of selling out of the fear of appearing sleazy. But you don’t ha...
2021-11-1818 minMarketing for CoachesThe Single Biggest Result You Give Your ClientsWhenever you meet somebody at a cocktail party, how do you introduce yourself and explain what you do in your coaching business? Do you tell people that you’re someone who helps “people who are tired of thinking small and guide them into unleashing their fullest potential”? Or do you say you’re a management consultant who “helps executives increase stakeholder engagement through increased inter-departmental synergy”? How would you feel if a complete stranger introduced themselves that way to you? Chances are, you’d feel very confused. And confusing people is the last thing coaches would want to do. So rese...
2021-11-1520 minMarketing for CoachesEndless Content Ideas For Your Coaching Business.Didn't I just talk about being content free in the previous episode? I still stand by my previous statements that coaches shouldn't also be in the publishing business, but it's always good to have some content prepared because it is more than just subject matter for your courses and tips you share with your clients. In fact, content can help you engage potential clients, stay current, and even developing content can be useful as a disciplinary practice. In this episode, I share why you should be developing some content, and how this can help you beyond just...
2021-11-1118 minMarketing for CoachesHow To Run A Content-Free Coaching BusinessAre you ready to get off the content hamster wheel? There is a mindset that the only additional income stream is by constantly generating new content, however that’s not always the most valuable service. Whether you are a curriculum-based coach or take a more extemporaneous approach, you don’t need to be the publisher and administrator on top of being the coach. There are other options to generate income. In this episode, I share with you a couple ideas on how to develop value in your coaching practice without having to develop more content. I talk abou...
2021-11-0814 minMarketing for CoachesGet Uncomfortable To Grow Your Coaching BusinessDoes this episode make you uncomfortable? Comfort is a dangerous place to be in your business. When coaches get comfortable, it makes it hard to accomplish the tasks they dislike which can halt the growth in their business. Even if you're not looking to grow, as a coach you very rarely have one client that will take care of you forever. The only way to move through that is to work through what makes you uncomfortable and keep doing it. In this episode, I discuss why it's important to work through your discomfort and how getting comfortable...
2021-11-0400 minMarketing for CoachesValuable Actionable NonsenseIs there a correlation between valuable and actionable content? Everyone is trying to provide content that provides value to everyone, but it's difficult to create it when everyone has a different set of values. Instead, I want you to focus your energy elsewhere, and develop a magnetic personality that attracts clients that will want to work with you. In this episode, I talk about why actionable and valuable content are not so important to your business. I explain how making a stance or even picking an enemy develops magnetism when attracting clients. I also give you an...
2021-11-0110 minMarketing for CoachesHow To Manage OverwhelmAre you feeling overwhelmed? As coaches, we are usually running the coaching, sales, marketing, and every other aspect of our business. The amount of never-ending work can certainly feel overwhelming! While some people can motivate themselves through it, others can become paralyzed and not get any work done. When you feel overwhelmed it's important to stop guessing what the solution may be and start relying on a proven system that helps walk you out of it, one step at a time. In today's episode, I talk about overwhelm and ways to help deal with it. I clarify...
2021-10-2813 minMarketing for CoachesYour Why You Do It StatementEveryone talks about the importance of developing your values, your purpose, and understanding your direction, etc. While it may not seem very important, having this understanding of your values is vital when you're developing a personal brand business, because it helps attract people to you. It doesn't have to be something on a global scale like world peace or ending world hunger; you just have to know what's important to you. In today's episode, I look at why you want to develop your "Why You Do It" statement. I talk about how developing your Why is so...
2021-10-2511 minMarketing for CoachesDisaster-Proofing Your Coaching Business, Part TwoAfter overcoming a challenging chapter in my family’s story, I have become prepossessed with the idea of disaster-proofing my coaching business. Because when you’re a business coach, you are essentially running a trade. When you’re running a trade, all sorts of revenue-depleting shockers could happen: an accident, a disaster, or a pandemic. It is a scary thing to think about, but it’s also the reality for all of us. Yet, it’s okay to be terrified. After all, fear can be a productive emotion that can motivate you to put the necessary frameworks in place and disast...
2021-10-2123 minMarketing for CoachesDisaster-Proofing Your Coaching Business, Part OneSeven years ago, Mrs. Kimberley gave birth to our son Edward, a bouncing baby boy with curly hair and a big, bright smile. We enjoyed the first three months with him, wallowing in his brilliance and beauty, as all parents do, as he did things for the first time. Then, a visit to the pediatrician disrupted our world and turned it upside-down: we had to move from Malta back to the UK, stay there for a few months, and I - distraught as my child’s life hung in the balance - couldn’t show up to my coaching busi...
2021-10-1815 minMarketing for CoachesBut How Much Does It Cost?Inevitably in the sales pitch, the question will come up: “So how much does it cost?” For a variety of reasons, you may not want to give an exact answer up front. What are some ways to respond without giving up control of the situation? Today, I talk about this question. I discuss different reasons why you might not want to give your price right away, as well as some reasons you might want to. I note the importance of making sure the question doesn’t come up until you’re ready to answer it, and I offer so...
2021-10-1412 minMarketing for CoachesHow To Make Selling Your Coaching Services EasierWhy is selling someone else's product easier than selling your services? So many people approach me asking for advice about this particular problem. While I am no psychologist, I find that many people tend to have personal problems disguised as business problems. The good news is that there are ways to overcome these personal struggles; you just need to know how to disassociate your own identity from the role you provide. In this episode, I look at why it's harder to sell your services instead of someone else's. I talk about the difference in standards we have...
2021-10-1100 min
Making It: How Coaches, Consultants, and Creators Build for SuccessNo One Is Self-Made—It Takes a Village (Matthew Kimberley)Special "Business Revenue Leak Checklist" offer free at http://www.mrse.co/leak.Welcome to Making It. This weekly show explores the lives and stories of entrepreneurs as they share their unique perspectives on their success and the path to making it. Episode summary: Matthew Kimberley is the CEO of Book Yourself Solid® Worldwide, and according to him, “making it” means you get to decide where you spend your time, your money, your energy, and your attention. Matthew is “rad” and easy going. He doesn't go for conventional marketing tactics, and he's not hardcore c...
2021-10-0811 minMarketing for CoachesHow Manchester United Will Help You Get ClientsIt’s easy to say that you should pursue potential clients that are already in your orbit, but how do you create that orbit? What you need is an Always-Have-Something-to-Invite-People-To Offer. Today, I discuss this strategy. I talk about how important it is to have a ready event where the people in your community can interact with you. I discuss why this interaction doesn’t need to be a teaching, pick-your-brain moment (although it can be), and why it doesn’t even have to be related to the service you offer. I also give a couple of exampl...
2021-10-0711 minMarketing for CoachesHow and Why To Dump Your Dud Coaching ClientsClients tend to fall into one of three categories: the ideal ones, who energize you and are exciting to work with; the midrange ones, who aren’t so great but they’re not bad either; and the duds. What do you do about the duds? Today, I talk about why you don’t need to keep your dud clients. I discuss the importance of the energy you and your clients give each other, and why, if you’re not getting much out of your meetings, they probably aren’t either. I discuss the difference between moving at the speed...
2021-09-3011 minMarketing for CoachesHow to Create Amazing Coaching ClientsAs I’ve discussed in previous episodes, there are different types of clients. You may be surprised to learn that how good your clients are is, to an extent, within your control. Today, I talk about what you can do to improve your dud clients instead of dumping them. I talk about the value of working with the right people, and I share the three tiers of clients. I note that your relationship with your clients is a two-way relationship, and I note the importance of being prescriptive. “When you work with the right people, work...
2021-09-2714 minMarketing for CoachesDex - The Perfect Personal CRM for Coaches?For every micro-cosmic success that I may have achieved, none of it would have been possible had I tried to do all of it on my own. I’ve mentioned this in previous episodes, but getting help and investing in the right tools have helped me be more proactive in maintaining my business relationships that make it possible for me to continue working. One of the most important tools that I think everyone needs is a CRM, and today I think I found the best CRM I’ve ever used. In this episode, I talk about the new...
2021-09-2310 minMarketing for CoachesHow To Launch New Coaching Product IdeasDo you need to develop a new program over 9 months? We do need to workshop new products with clients, but many believe that the only way to perfect it is through working with those clients at a cheap rate for an exceptionally long period. However, I've found that if you develop a product over several months, you're more likely to lose momentum, and quit. So why workshop a program to exhaustion when all you need is a weekend? In today's episode, I talk about launching new products and why you don't need to develop them over months...
2021-09-1613 minMarketing for CoachesYo, Be Yourself!In life and in coaching, we have a tendency to try to please everybody, and while it’s your job to please your clients, if you have to sacrifice yourself to do it then sometimes it’s not worth it. After all, you--not so much your product--are the reason people do business with you. Today I talk about why you should be yourself. I discuss the importance of packaging your intellectual property well, and why you need to make it yours. I talk about the value of repetition and of knowing whom you should listen to. Finally, I no...
2021-09-1311 minMarketing for CoachesDeadlines and Constraints For CoachesDo you have a list of things that should get done, but you never feel motivated to finish them? We like to spend time and money on things that we value, but even when we work on a personal project if there are no consequences for missing a deadline we continue to push this work off forever. What’s funny is that there are certain tasks that we dislike doing, such as paying bills or going to the dentist, but we still prioritize them because there are heightened consequences for missing those deadlines. Therefore, if you feel like you're ne...
2021-09-0912 minMarketing for CoachesWhen and How To Raise Your PricesThe temptation is strong to overthink raising your prices, but the truth is, “for the hell of it” is generally a good enough reason to do it. In this episode, I explain why that is and offer some other reasons it’s probably reasonable to raise your prices. Today, I share a story that illustrates why a loss of clients isn’t necessarily a good reason not to raise your prices, and I note that you usually won’t lose as many clients as you’d expect. I emphasize that you don’t have to justify your prices to anyo...
2021-09-0609 minMarketing for CoachesHow To Sell Coaching ServicesMany coaches open their doors, hang their shingle, and wait for people to make inquiries about their coaching services. But in the earlier days of my career as a self-employed coach, I learned right away that it’s a bad idea to wait for people to give you their money. There’s nothing wrong with going out to the world to sell your coaching services - to let people know how you can help them and the solutions you have to offer. In this episode, I go way back to the dawn of time to share what I’ve...
2021-09-0215 minMarketing for CoachesHow to Structure Easy Sales ConversationsA sales conversation with no structure or direction is something that's easy to fall into and hard to resolve satisfactorily. Because of this, it's important to know how to structure a sales call and how to communicate this structure to your prospect confidently, competently, and effectively. Today, I show you how to structure a sales call. I distinguish between marketing and sales, and I note the value of upfrontly calling a sales call a sales call. I explain why a discovery call shouldn't last more than 15 to 20 minutes, and I explain how laying out the plan at...
2021-08-3014 minMarketing for CoachesHow and When To Set Rules For Your Coaching BusinessIf you walk into a bank, you do things the way that you are told, because those are the rules. What if you started running your business with the attitude of a bank manager? When every company begins, it’s a necessity for the founder to be perpetually making exceptions. Flexibility and negotiation are imperative in order to sign up new customers and generate revenue; bend all the rules to get clients on board. But there comes a time when it’s beneficial to be unbending, and say ‘no’ to exceptions such as different payment terms, discounts and freebies. Toda...
2021-08-2617 minMarketing for CoachesPricing for CoachesWe tend to assume that lower prices get us more clients, but the truth is, some clients--generally the best ones--are looking for high prices, because they view a high price as an assurance of quality. Today, I talk about why it’s crucial not to under-sell or under-price yourself. I offer an analogy involving my shopping trip in Tuscany, and I explain why pricing is one of the ways you can impact how you’re perceived by your prospects. “If you want to be seen to be the best, you’re gonna have to act like you...
2021-08-2311 minMarketing for CoachesHow to Stop ProcrastinatingWe all relate to the experience of watching our to-do list grow longer and longer and feeling like we can’t do anything about it. Today, I talk about how to overcome procrastination. In this episode, I note the importance of just doing it. I talk about the need for a strong why, and I introduce the idea of adjusting your to-do list instead of trying and failing to adjust your behavior. I share the three questions you should be asking yourself about the items on your to-do list, and I offer two book recommendations to help yo...
2021-08-1910 minMarketing for CoachesHate Marketing? Here's the Alternative for Your Coaching Business.What would need to be true if you never had to allocate any resources, budget, time, or energy to proactively attracting leads and converting them into prospects and clients? What could your coaching business look like if you invested zero time, zero money, and zero effort into marketing your services and programs? What would it feel like to build a thriving, successful coaching business that never invested in marketing, but regularly attracts more clients than it can possibly handle? In today’s episode, I share an alternative marketing strategy you can use to grow your coaching business wit...
2021-08-1617 minMarketing for CoachesHow To Do The Right thing ConsistentlyThe temptation is strong to get itchy feet and want to move on to the next thing, but if you want your coaching business to be successful, what you really need is good old-fashioned disciplined consistency. Today, I talk about the value of discipline and consistency. I note that, if something has worked in the past, it’ll work in the future, and I posit that being bored and feeling done with a thing is no reason to quit it. I note that, instead of applying your consistency to trying new things when old things work, you sh...
2021-08-1210 minMarketing for CoachesOther People's EffortWe’ve already noted that it’s possible to minimize effort while maximizing output. Today, I talk about some ways you can make sure no crumbs are left on the table when it comes to the value you receive from your clients while exerting very little extra effort. In this episode, I share the meaning of leverage and the things you can leverage. I note the importance of pursuing other people’s audiences, and I talk about the two different ways you can use referrals to your advantage. I note that, by forming a referral partnership with a comp...
2021-08-0910 minMarketing for CoachesTexting and DrivingIt’s tempting to think you can multitask and get things done well, but the truth is, this tactic never works. Multitasking is impossible, and by attempting it, you get stuff done slower and run the risk of never getting some tasks finished at all. Today, I warn against the dangers of multitasking, using the analogy of texting and driving. I note all of the consequences, potential and real, of texting and driving, and I explain why they apply to any other type of multitasking. I also share how you can become a Book Yourself Solid® professional, and...
2021-08-0510 minMarketing for CoachesThe Path of Least ResistanceOver and over, we’re told about the correlation between effort and outcome. While there’s something to this--I’d be the last person to encourage a mindset of entitlement--in many cases, this linear correlation doesn’t exist. Today, I talk about how you can work smarter, not harder. I note that, often, doing something the hard way raises the risk of failure. I explain why the path of least resistance is generally more fruitful than the complex path, illustrating my point with an analogy of a cake. I note that effort, on its own, counts for nothing...
2021-08-0210 minMarketing for CoachesCheck Your Gut CheckTrust your gut. Follow your heart. If you don’t love it, leave it. These are the kinds of platitudes that we so often hear, but I’m here to tell you that they’re a load of crap. Today, I offer some contrary advice: check your gut check. I share two of my biggest regrets in life, both of which were the results of thinking that, to follow my heart, I had to walk away from something I had worked hard to build. I note that there are always solutions that allow you to keep the good t...
2021-07-2910 minMarketing for CoachesHow To Grow More ConfidentOften, your personal state plays into your work life, and this is particularly true when it comes to confidence. To move your business forward, you need the confidence to look your prospective client in the eye and say: “The best thing for you is me.” Today, I talk about what confidence is and where it comes from. I offer you a challenge and I share an analogy to illustrate my point. I note that having academic knowledge of a thing isn’t the same thing as having the practical application of it, and I stress the importance of exp...
2021-07-2611 minMarketing for CoachesWhat To Do When You Can't Choose A Target MarketWhen you’re starting out any business, one question can hold you back indefinitely if left unanswered: who’s your target market? This question always feels like a stressful one because it awakens the fear of tying yourself to a bad decision. But it doesn’t need to be high pressure. Today, I talk about why you need to answer this question even if you’re not perfectly confident about your decision. I warn against the danger of indecision, and I note that your answer is not a lifetime commitment. I point out that you can’t know how t...
2021-07-2209 minMarketing for CoachesRidiculous Pricing for CoachesEvery coach needs to deal not only with the question of pricing, but also with the matter of convincing your client that your price is reasonable. Today, I share a few different ways you can do this. I talk about the power of emotion, and I note the power of the question “How much is a client worth to you?” I also talk about how you can play with the math to take your client’s proposed price down to the ridiculous. “If the emotion is strong enough, pricing objections are handled automatically.” - Matthew...
2021-07-1914 minMarketing for CoachesThe Coaching School Commencement AddressIf you’re going to be a coaching student, you need to know the difference between being a practical working business coach and somebody who simply studies coaching. What does it take to be the former? Today, I address this question by sharing the recording of my commencement address to the first cohort of graduates of the Book Yourself Solid® Associate Training Program. I talk about the pros and cons of being self-employed, and I talk about how personal problems can sneak into your business. I talk about how you can get around this problem to everyone’s adv...
2021-07-1512 minMarketing for CoachesHow To Deal With The General PublicIn this show, we talk a lot about how to get noticed. Once you’ve achieved that goal, though, you find that being recognizable to the general public comes with its own problems. What do you do when you’re so in demand that your time is constantly requested? How can you navigate the unavoidable situation of having forgotten the name of the person you’re talking to? And how can you gracefully escape an uncomfortable conversation? Today, I answer all of these questions. I talk about the value of a group format event, and I give tips o...
2021-07-1214 minMarketing for CoachesTrim Your Nose Hair - Credibility In The Zoom EraNow more than ever, we live in the era of Zoom calls. It’s easy to see this as an excuse to slack on maintaining our Standard Credibility Builders and just turning off the camera, but standard credibility builders are as important as ever. Today, I talk about SCBs: what they are and why they matter. I talk about the importance of maintaining the little things that are in your control in the midst of trying to navigate all of the things that aren’t. I talk about why these little things are effective, and I translate this...
2021-07-0811 minMarketing for CoachesThe Parable of the Poop SandwichMarketing doesn’t get you clients. This may seem like a ridiculous statement to make, but it’s true. All marketing does is attract attention. It’s what you do with that attention that will make or break your coaching business. Today, I talk about this concept. I note that marketing is valuable but that it’s only as good as its targeting. I further note that it will get you nowhere if you don’t have something of value to back it up. I also share a parable and offer two main takeaways. “All that marketi...
2021-07-0514 minMarketing for CoachesHow To Turn Strangers Into FriendsWhen you’re growing your network, you don’t want to build new relationships in such a way that you come across as a stalker or a fanboy. A solid network relationship involves equality and not neediness Today, I talk about how to build a solid relationship. I talk about what the Marketing for Coaches book has to say, and I offer helpful tips for being strategic about networking. I explain why you shouldn’t gush and why you should always have something to offer. I also emphasize the power of taking it slow and steady. “St...
2021-07-0114 minMarketing for CoachesHow To Revive Your RelationshipsFor a number of reasons, you’ll almost inevitably reach a point where you’ve neglected someone in your network, or maybe you’re already there. Today, I talk about why that shouldn’t stop you from reaching out. I discuss the value of teamwork and go over how often you should keep in touch with the people in your network. I explain why it’s very rare for a neglected network member not to be happy to hear from you again, and I end with a challenge for you. “Teamwork makes the dream work, and when you...
2021-06-2810 minMarketing for CoachesTraining is BoringGenerally, corporate training is boring. There are several reasons that this is the case, but one of the main ones is that the people you’re training don’t want to be there. How can you surprise your trainees with an enjoyable and memorable experience? Today, I talk about just that. I discuss the fun of being in a room where the people actually want to be there and have skin in the game, and I talk about how you can make the corporate training room one of these rooms. I briefly talk about dealing with negativity from...
2021-06-2412 minMarketing for CoachesI hate marketingI love marketing, but the truth is, you might not. Whether it’s because you hate it or because you feel that it’s too much trouble, sometimes you just don’t feel like taking care of marketing. Today, I talk about why it’s okay if that’s the case. I talk about what it means to be successful in marketing and why that may change your perspective, and I note that it’s perfectly okay to delegate marketing to someone else once you’ve taken the time to learn the ropes yourself. I talk about your three cur...
2021-06-2110 minMarketing for CoachesHow to create amazing coaching clientsAs I’ve discussed in previous episodes, there are different types of clients. You may be surprised to learn that how good your clients are is, to an extent, within your control. Today, I talk about what you can do to improve your dud clients instead of dumping them. I talk about the value of working with the right people, and I share the three tiers of clients. I note that your relationship with your clients is a two-way relationship, and I note the importance of being prescriptive. “When you work with the right people, work...
2021-06-1714 minMarketing for CoachesHow to have more sales conversationsPeople often conflate the need for more sales with more marketing. This often means people will put more time into developing leads and keep focusing on potential clients. But the real question you have to ask yourself is if you developed 200 marketing leads, would you necessarily turn all these leads into sales? If not, then you need to focus on your ability to talk with people and sell your product or service. Today, I talk about why you need to focus on sales conversations and what you can do to initiate those types of talks. I clarify...
2021-06-1410 minMarketing for CoachesAnnouncing Accountability for CoachesOne of the biggest struggles of running a business is accountability. That’s why, in this episode, I introduce--for the first time--the latest iteration of Single Malt Mastermind, my now-retired, highly successful, and incredibly simple email accountability program. Today, I talk about why I needed to retire the Single Malt Masterminds and the benefits of my new accountability program. I talk about how it helps me to scale my service, and I share three ways I’m looking out for coaches to get them the most clients. I also explain how the new accountability program works. “...
2021-06-1011 minMarketing for CoachesCoaches who coach coachesHave you started your coaching journey and thought ‘I get along with coaches, therefore I should try and coach them’? Many people starting out are very interested in coaching coaches because they feel they can relate to this group, or they may feel that it’s a very profitable place to start out. However, if you just think you should coach the coaches, you really need to dig a bit deeper and ask some harder questions, such as what kind of coach do you want to coach? Today, I talk about what you need to consider if you de...
2021-06-0711 minMarketing for CoachesHuge Impact From Tiny ResultsImagine being able to help a select group of clients achieve specific results, rather than helping a wide range of clients achieve broader, less impactful results. Sometimes small, necessary results are more important and more impactful than monumental, unnecessary results. In this episode, I discuss the benefits of offering a specialist service, in order to achieve a single big result, or even a single, tiny result that has a huge impact. I illustrate how having a very carefully-selected and sophisticated target market can improve referrals and increase your value. “An immediate association with an outcome in...
2021-06-0312 minMarketing for CoachesHow To Properly Qualify Your Coaching ProspectsSales is something slimy and sleazy for many coaches. The bad news is you need to close deals to make money as a coach, which makes sales and marketing inevitable. The good news? There is an absolutely easy route to landing sales with your prospects. No, you don’t have to bang your head against the wall trying to convert people you don’t need to convert - and you don’t have to feel like a fraud, either. The secret? Qualifying prospective clients before working with them. In this episode, I discuss something dear to my heart...
2021-05-3121 minMarketing for CoachesHow To Get Out Of A SlumpOne of the huge dangers of being a self-employed coach when it comes to marketing and sales is that so much depends on how you feel. If you’re having an off day for whatever reason, great or small, or maybe you just don’t want to show up, it shows. Since you can’t avoid the bad days, you might find some tips to get through them helpful. Today, I talk about some preemptive remedies for this problem. I note the value of systems, schedules, and the automation of repetitive tasks such as marketing and content delive...
2021-05-2710 minMarketing for CoachesHow To Get Paid To Do Market Research For Your Coaching BusinessWhat if I told you that you could profit from doing your market research for your coaching business? It’s possible; I’ve done it myself. Understanding your target market is crucial if you are to find success in the coaching world. By using a simple, sneaky trick that marketers wouldn’t want you to know about, you can gain key information, get under your clients’ skin, and be in an incredibly advantageous position to meet your clients’ needs. In this episode, I reveal how you can get paid while conducting marketing research for your coaching business. I illustrat...
2021-05-2413 minMarketing for CoachesDo You Need To Be An Expert To Be A Coach?Is there a direct correlation between expertise and coaching? As self-employed coaches, it’s easy to let yourself feel trapped in the cycle of not getting clients because you have no experience, but you can’t get experience without actually working with new clients. In this episode, I talk about how to start your coaching or shift your focus to a new field when you don’t have experience. I discuss some of the ethical things to consider when trying to determine what you can teach. I will talk about ways to focus your program and grow it to w...
2021-05-2013 minMarketing for CoachesShould I Dance On Instagram To Grow My Coaching Business?I received a question recently: Should I dance on Instagram to grow my coaching business? The question is understandable, as many coaches are doing so, but in this episode, I go into why this is the wrong question to be asking, and I explain what the right question is. Today, I talk about whether there is such a thing as bad press, and I share why you should be asking what you can do to get the result that you want. I talk about why engagement isn’t enough on its own, and I share the six qu...
2021-05-1711 minMarketing for CoachesWhat's The Best CRM For Coaches?When networking, you have the potential to make any number of valuable connections--but how do you turn them into clients, and how do you keep them interested? Today, I talk about CRM: Contact Relationship Management. I talk about how you can make the most of your relationships and sales by having a CRM management system. I talk about the importance of keeping your CRM data up to date, and I share why you should keep a record of everything--even some things that are seemingly inconsequential. I note that the little details are important and I explain a...
2021-05-1313 minMarketing for CoachesMarketing Doesn't Get You ClientsYou got that right: marketing doesn’t get you clients. That may be a little odd, if not entirely ironic, to read. After all, this is the “Marketing for Coaches” podcast. While it’s true that new coaches need to put 100% of their attention into client acquisition, retention, and revenue if they would love to live to see another day in business, far too many coaches focus too much on marketing themselves. But if it’s not marketing and branding upon which you should put your focus, what are the steps you can take to ensure revenue generation for your coachin...
2021-05-1015 minMarketing for CoachesBe More Magnetic By Creating A Common EnemyDo you have a common enemy that your audience can rally behind? We often hear the term magnetic personality to describe someone that attracts all the clients, but no one seems to remember that magnetic personalities must also repel. If you are willing to share your strong opinions about something or someone you hate, this can help you stand out as a rallying point for your audience. In this episode, I share how to make your personal marketing brand more magnetic. I talk about how you show up in the world let people know what you're for...
2021-05-0612 minMarketing for CoachesProductivity for Coaches - Time TrackingWe tell ourselves all sorts of lies, but two of the most damaging ones are lies about what we want and lies about what we accomplish. Today, I talk a little bit about both. I note the danger of the should-do trap, where you convince yourself that you want something because you feel like you should want it or because everyone around you wants it. I talk about the lies we tell ourselves regarding what we do and note the value of using a time tracker to see how much we actually get done in a day...
2021-05-0312 minMarketing for CoachesBut How Much Does It Cost?Inevitably in the sales pitch, the question will come up: “So how much does it cost?” For a variety of reasons, you may not want to give an exact answer up front. What are some ways to respond without giving up control of the situation? Today, I talk about this question. I discuss different reasons why you might not want to give your price right away, as well as some reasons you might want to. I note the importance of making sure the question doesn’t come up until you’re ready to answer it, and I offer so...
2021-04-2912 minMarketing for CoachesBouncing - Why To Be Everywhere Your Prospects AreExpert pickup artists have a technique whereby they incorporate more than one location into their dates to give the impression of more than one shared experience. In this way, they stick out more in their date’s memory. Today, I look at how this technique applies to marketing. In this episode, I introduce the concept of bouncing and I note that marketing happens largely online. I discuss how you can “bounce” between different ways, forms, and mediums on the internet to appear ubiquitous. I also note the importance of earning your clients’ trust. “Can we borrow the...
2021-04-2613 minMarketing for CoachesWhy Coaches Are So Incredibly Lazy ... And How To Fix ItPicture this: it’s a rainy day outside and you’re lying comfortably on your sofa, watching reruns of your favorite TV shows or your Netflix series of choice, enjoying a cup of hot cocoa. When you’re in a very comfortable position, it’s hard to get up and motivate yourself to achieve your goals in life or business. But we can’t expect our coaching business to grow by itself: leads won’t generate themselves nor will our target markets barge in our doors like a deus ex machina and sign a contract with us. As a self-employe...
2021-04-2214 minMarketing for CoachesPeacocking for Coaching ProfitIn your coaching business or any business, the worst thing you can be is invisible. That’s why, today, we’re going to talk about peacocking for clients. In this episode, I discuss what peacocking is and how it applies to marketing for coaches like you. I share different examples of peacocking in different industries and note the importance of drawing any attention. I mention that it’s what you do with the attention once you have it that counts. I offer an analogy and discuss different peacocking strategies. “When you’ve got the eye and you’ve...
2021-04-1911 minMarketing for CoachesYo, Be Yourself!In life and in coaching, we have a tendency to try to please everybody, and while it’s your job to please your clients, if you have to sacrifice yourself to do it then sometimes it’s not worth it. After all, you--not so much your product--are the reason people do business with you. Today I talk about why you should be yourself. I discuss the importance of packaging your intellectual property well, and why you need to make it yours. I talk about the value of repetition and of knowing whom you should listen to. Finally, I no...
2021-04-1511 minMarketing for CoachesHow and Why To Dump Your Dud Coaching ClientsClients tend to fall into one of three categories: the ideal ones, who energize you and are exciting to work with; the midrange ones, who aren’t so great but they’re not bad either; and the duds. What do you do about the duds? Today, I talk about why you don’t need to keep your dud clients. I discuss the importance of the energy you and your clients give each other, and why, if you’re not getting much out of your meetings, they probably aren’t either. I discuss the difference between moving at the speed...
2021-04-1211 minMarketing for CoachesHow To Manage Your Email InboxDespite having a successful email accountability program, I actually hate emails. Sometimes emails can take up so much of our time that it is actually costing us opportunities to do work we love or get new clients. Whether your inbox gets 200 new emails a day or just a few important ones, it's time to take a look at how you organize your inbox. Today, I provide some ways to better manage your inbox and show you the cost of spending too much time on emails. I explain why you need to let go of certain work and...
2021-04-0811 minMarketing for CoachesMoney for CoachesAre you in control of your money or is your money in control of you? Many people can maintain a balance sheet, but that doesn’t necessarily mean they know if they’re on track to hit their meeting their sales goals, or where their cash flow will be in the future. It’s vital for you to be aware of how your money is working for you, and more importantly make sure you don’t run out of it! In this episode, I share some tools that I use and recommend to clients to help you manage y...
2021-04-0517 minMarketing for CoachesHow Manchester United Will Help You Get ClientsIt’s easy to say that you should pursue potential clients that are already in your orbit, but how do you create that orbit? What you need is an Always-Have-Something-to-Invite-People-To Offer. Today, I discuss this strategy. I talk about how important it is to have a ready event where the people in your community can interact with you. I discuss why this interaction doesn’t need to be a teaching, pick-your-brain moment (although it can be), and why it doesn’t even have to be related to the service you offer. I also give a couple of exampl...
2021-03-2211 minMarketing for CoachesOther People's AudiencesWhen you’re looking for clients, there are a lot of ways to go about it. One of the simplest, most effective ways is to go to other people’s existing clients. If you can get someone else’s endorsement, their client base can become your client base. Today, I look at this strategy: why it works, what’s the best way to capitalize on it, and how it relates to the analogy of the money tree. I talk about why you should put yourself in front of other people’s audiences for free, how to do it most ef...
2021-03-1811 minMarketing for CoachesHow Coaches Should Measure Return On InvestmentEverybody knows about return on investment, and everybody knows you need it. But not everybody knows about the different areas of ROI your client may be looking for. Being able to identify the right area for a given situation can mean the difference between success and failure for your marketing strategies and your coaching business. Today, I list the four types of return on investment and explore them all, giving examples of each and explaining how you can use them to turn your relationship with your clients into a win-win situation. I also discuss the importance of...
2021-03-1516 minMarketing for CoachesYour Why You Do It StatementEveryone talks about the importance of developing your values, your purpose, and understanding your direction, etc. While it may not seem very important, having this understanding of your values is vital when you're developing a personal brand business, because it helps attract people to you. It doesn't have to be something on a global scale like world peace or ending world hunger; you just have to know what's important to you. In today's episode, I look at why you want to develop your "Why You Do It" statement. I talk about how developing your Why is so...
2021-03-1111 minMarketing for CoachesHow To Launch New Coaching Product IdeasDo you need to develop a new program over 9 months? We do need to workshop new products with clients, but many believe that the only way to perfect it is through working with those clients at a cheap rate for an exceptionally long period. However, I've found that if you develop a product over several months, you're more likely to lose momentum, and quit. So why workshop a program to exhaustion when all you need is a weekend? In today's episode, I talk about launching new products and why you don't need to develop them over months...
2021-03-0813 minMarketing for Coaches12 Years and 12 Months of Book Yourself Solid®Today marks the one-year anniversary of relaunching my Book Yourself Solid program. Therefore, I wanted to take a few minutes to celebrate our wins and take a look back at my 12-year journey with Book Yourself Solid. This is also a shout-out to everyone who has listened to this podcast, joined our Facebook group, taken a free master class, or supported us in other ways. Our future is bright and booked solid! In today's episode, I take some time to reflect on my 12 years working as a Book Yourself Solid coach. I share how I became involved...
2021-03-0413 minMarketing for CoachesDeadlines and Constraints For CoachesDo you have a list of things that should get done, but you never feel motivated to finish them? We like to spend time and money on things that we value, but even when we work on a personal project if there are no consequences for missing a deadline we continue to push this work off forever. What’s funny is that there are certain tasks that we dislike doing, such as paying bills or going to the dentist, but we still prioritize them because there are heightened consequences for missing those deadlines. Therefore, if you feel like you're ne...
2021-03-0112 minMarketing for CoachesFive Coaching Clients And A TelephoneDo you have a coaching business or a coaching job? Everyone aspires to have a well-paid and stress-free job, but it's very rare to get both. If you have a business, specifically a coaching one, then that allows you the freedom to work as much or as little as you want. So, if you feel like you're chasing a million-dollar business or don't want the stress of a million-dollar business then all you need is Five Clients and a Telephone! In today's episode, I explain the Five Clients and a Telephone strategy to grow a 6-figure business...
2021-02-2514 minMarketing for CoachesBusiness Problems Are Personal Problems In Disguise90% of business problems are personal problems in disguise is a wonderful quote you've heard me use multiple times on this podcast by my business partner Michael Port. Most of our business problems are direct results of the amount of work we put into the business. So the real question you need to ask is what is the personal problem you have that makes writing emails, making sales calls, or growing your business so difficult? In today's episode, I unpack how our personal problems can affect our business. I explain why we need to involve others when trying...
2021-02-2214 minMarketing for CoachesHow To Manage OverwhelmAre you feeling overwhelmed? As coaches, we are usually running the coaching, sales, marketing, and every other aspect of our business. The amount of never-ending work can certainly feel overwhelming! While some people can motivate themselves through it, others can become paralyzed and not get any work done. When you feel overwhelmed it's important to stop guessing what the solution may be and start relying on a proven system that helps walk you out of it, one step at a time. In today's episode, I talk about overwhelm and ways to help deal with it. I clarify...
2021-02-1813 minMarketing for CoachesProposals for CoachesDo you even need to send proposals? While they are important for the corporate markets that need everything on paper, I see proposals as a limiter on a coach's ability to sign new clients. In my ideal world, coaches would not use proposals, but if you live in the real world there are still some steps you can take to make sure your clients agree to your proposals. In today’s episode, I talk about ways to improve your proposals. I share why I think coaches should not send proposals. I teach about what you should be as...
2021-02-1113 minMarketing for CoachesHow To Beat Distraction And Avoid IdearrheaWhat is keeping you distracted from your work? I'm not just talking about social media feeds or a shiny object in front of you, but there are so many distractions that just come from your mind in the form of ideas. Every idea seems like an opportunity that we cannot miss, but in truth, we just need to put on some blinders and focus on our one path. In today's episode, I break down the concept of "idearrhea" and what happens when you have too many ideas. I talk about what it means that entrepreneurs don't fail f...
2021-02-0813 minMarketing for CoachesHow To Make Selling Your Coaching Services EasierWhy is selling someone else's product easier than selling your services? So many people approach me asking for advice about this particular problem. While I am no psychologist, I find that many people tend to have personal problems disguised as business problems. The good news is that there are ways to overcome these personal struggles; you just need to know how to disassociate your own identity from the role you provide. In this episode, I look at why it's harder to sell your services instead of someone else's. I talk about the difference in standards we have...
2021-02-0415 minMarketing for CoachesGuidance On The Subject of Drug AbuseIs the company you keep affecting your professional reputation? Business can be just like grade school in that you can be judged harshly by the people you associate with. If you hang out with business professionals who never deliver on their word, you may develop that reputation by association. It's vital to be aware of how others can tarnish your reputation in a personality-based business. In this episode, I share a cautionary tale from my boarding school days about why I was selected for a drug test despite never doing drugs. I share why I felt this...
2021-02-0113 minMarketing for CoachesBe More Magnetic By Creating A Common EnemyDo you have a common enemy that your audience can rally behind? We often hear the term magnetic personality to describe someone that attracts all the clients, but no one seems to remember that magnetic personalities must also repel. If you are willing to share your strong opinions about something or someone you hate, this can help you stand out as a rallying point for your audience. In this episode, I share how to make your personal marketing brand more magnetic. I talk about how you show up in the world let people know what you're for...
2021-01-2812 minMarketing for CoachesHow Much Should You Give Away For Free?Is there a point to joining a coaching program if all the information is freely accessible? It may seem that there is no need to pay a coach if all the information is freely available, but no one is paying for information. What truly makes a coach valuable is their perspective and insight that cannot come from passively reading information. In this episode, I talk about why it’s better to give away your highly valuable information. I clarify why a coach’s services are still valuable despite giving away free information. I also discuss why appealing to y...
2021-01-2511 minMarketing for CoachesClubhouse for Coaches - Yes or No?Do you really need to be on Clubhouse? Everyone is talking about how it's a must-have marketing tool. In fact, some people are already crushing it on Clubhouse, but that doesn't mean that this will be a great fit for your business. Having a great marketing platform does not always equal business development. What is more important is that you think about how you spend your time, energy, and attention. In this episode, I share my thoughts on Clubhouse, and why I am not jumping on it just yet. I discuss the opportunity costs of new marketing...
2021-01-1809 minMarketing for CoachesDisaster-Proofing Your Coaching Business, Part One Seven years ago, Mrs. Kimberley gave birth to our son Edward, a bouncing baby boy with curly hair and a big, bright smile. We enjoyed the first three months with him, wallowing in his brilliance and beauty, as all parents do, as he did things for the first time. Then, a visit to the pediatrician disrupted our world and turned it upside-down: we had to move from Malta back to the UK, stay there for a few months, and I - distraught as my child’s life hung in the balance - couldn’t show up to...
2020-10-1515 minMarketing for CoachesHow To Sell Coaching Services Many coaches open their doors, hang their shingle, and wait for people to make inquiries about their coaching services. But in the earlier days of my career as a self-employed coach, I learned right away that it’s a bad idea to wait for people to give you their money. There’s nothing wrong with going out to the world to sell your coaching services - to let people know how you can help them and the solutions you have to offer. In this episode, I go way back to the dawn of...
2020-10-0515 min
How To Get A GripMichael Zipursky - Consultancy, Content Marketing and CompensationAuthor of the Elite Consulting Mind, Michael Zipursky riffs with Matthew on the difference between well-paid consultants and those who struggle, and how to avoid the content marketing hamster wheel. Michael Zipursky is the founder of Consulting Success and the author of three books that show consultants how to enjoy a profitable and useful career. In this episode, he talks with Matthew Kimberley about what a consultant really is, the difference between a well-paid consultant and a consultant who struggles, and how to get clients for your consultancy business. Find out mo...
2020-07-1333 min