LET’S TALK VISIBILITY – Part 3 – Two Types Of Messaging

LET’S TALK VISIBILITY – Part 3 – Two Types Of Messaging

Two Types Of Messaging

In Part 2 I left off saying that opportunities are waiting for you at every turn and that sharing great quality content will open so many doors for you….if you get it right…so let’s talk about what “getting it right” means in my book.

In a nutshell, getting it right means speaking about what you know in a way that not only adds value to the person reading, watching or listening that feels natural to you without overthinking it!

We aren’t looking for perfection here…remember, perfection is for poor people!

Let me share a story that illustrates just how NOT perfect your presentation can be while still allowing you to make big money with your content.

One morning I was accidentally early for my Muay Thai class (doh!) so I had an unexpected hour to kill and one thing ALWAYS available to me is my online community and my ability to livesteam and spend time with them.

I really had to think about going live though because while I’d had a shower I had zero make-up on, and I hadn’t done my hair, I looked as though I’d just rolled out of bed!

I bit the bullet and decided to go live anyway and it turned out there were more people than usual on that particular livestream and that one of those people needed to hear the EXACT thing I had to say that day because before I even got off the livestream I had a message in my inbox from someone reaching out ready to start working with me.

I can’t remember the details but it was either that day or the day after that I had a new client and $16,5000 sitting in my bank account….followed by another month of coaching and another strategy call. That livestream generated close to $30K in sales….from one person.

That livestream was off the cuff, totally unscripted (as all of mine are) and COMPLETELY unpolished.

But the message was perfect for that person.

The timing was perfect for that person.

And Paul became one of my favourite and most successful clients over the 4 months we worked together.

So every time you avoid sharing your message and make excuses for not being ready or perfect enough remember this story….you NEVER know who needs to hear what you have to say or when this will be the exact nudge they need to take action.

Earlier this year I went to hear Elizabeth Gilbert speak (Eat, Pray, Love) and her talk really moved me and shifted something in me…it was fabulous.

The next morning I sat down to write an email to my list about the experience.

I sent the email but had questioned whether this was going to be received well or be seen as irrelevant.

My inbox blew up and you could have knocked me over with a feather…I just didn’t expect that response AT ALL.

But you never know…you just never do…I’m often surprised by what hits home for my readers and what doesn’t.

Every time you don’t show up you miss an opportunity because that day might just be the day you show up for the right person at the right time.

Not all potential clients are quite so fast-acting and that’s ok….know you’re building relationships every time you share something new with your people.

I’ve had clients reach out to me to begin working with me and tell me they’ve been following me for YEARS.

It’s important to play the long game.

Know you’re planting seeds for future sales every time you create an awesome piece of content.

OK…back to you!

In my world, there are ONLY 2 types of messaging…authentic and inauthentic.

Put another way….messaging that comes from service and a true desire to help….the content is aimed at helping or inspiring your audience in some way…there’s value in your message.

This type of messaging is win win…your audience wins because they’re getting some great information and you win because that same information WILL inspire your audience to work with you….either now or in the future.

The other type of messaging is all about GETTING THE SALE.

It’s almost like a mathematical equation is going on in the mind of the coach that goes something like this….

What type of content will make me a sale today?

Talk about “this” to get “THIS”.

Thinly veiled sales pitches don’t create connection and community….it’s ok to sell, in fact, you MUST sell, but be upfront about it.

Your people will not remember your words but they WILL remember how you made them feel and if you make your people feel like dollar sign hovering above their heads they will leave.

If someone stumbles across you on social media and feels sold to they’re likely to switch off.

The best form of “selling” is providing value to your audience along with a genuine desire to help.

Sometimes unauthentic messaging isn’t deliberate.

In the early days, coaches can be hell-bent on getting it “right” and want to ensure they are providing value and it tips them over the edge and they go into what I call “teacher” mode.

Focused on delivering perfect content and being uber professional.

Which is great, but often it puts up a wall and disconnects you from your audience.

It’s a fine line and it takes practice.

One of my gorgeous clients Olivia is a food relationship coach and her foray into messaging took that particular turn.

Olivia is a stunning blonde who could easily be dismissed as another insta-fitspo blonde without substance but Olivia knows her shit.

She’s lived it.

She’s also super smart.

When she began messaging she was doing her best to play down the insta-fitspo thing and provide great information.

But it was sooooo dry.

Olivia was playing it safe and creating the sort of content she “thought” people wanted.

I had my work cut out for me encouraging Olivia to just show up as herself and share her message the way she’d speak to a group of girlfriends.

Basically, just tell it like it is!

I reminded Olivia that “information” is everywhere on the internet and that people weren’t going to insta for information…they want to be inspired and entertained.

After a few coaching sessions and a bit more trial and error Olivia found her voice.

She curses and she’s a straight talker and sometimes she does post photo’s of herself in a bikini but that’s not ALL she’s about.

Now she’s showing up authentically she’s building a following that fit’s her vibe and of course some of those people will want to work with her…the right people.

When anyone who’s been following me online meets me in person often the first thing they’ll say is “OMG you’re exactly the same as you are online”.

Um…yeah?!!

Of course I am!

What you see is what you get.

Don’t like what you see (or read) and you’ll move on…self-select…and I’m good with that.

But love me and you’ll stick around and become part of my community…part of my tribe…and you’ll get me and I’ll get YOU.

And those of you who chose to work with me will be the perfect fit BECAUSE what you see is what you get….no surprises.

Connection is everything and you can’t connect authentically if you’re not BEING authentic.

So relax!

Be you…be ALL of you and keep it real.

The highlight reel might be what attracts your audience initially but then they’re going to want more….they’re going to want REAL.

Don’t be scared by that…EMBRACE IT.

We’re going to get into where to draw your inspiration from to post regularly but before we do I want to quickly talk to you about scheduling versus not scheduling your social media content.

This is a question I’m asked a lot and I’ll be answering that for you in Part 4.

Between now and then I want you to think about the content you’ve been creating…is it working for you, and by working for you I mean are your people engaging and is it driving sales?

If not then consider the above and think about how you can change things up so you’re allowing yourself to be fully you while also providing incredible value for your people.

M x

Did you miss Part 1? CLICK HERE

Looking for a mentor? Check out my mentorship program below.

 

Lets Talk Visibility – Part 2 – Opportunity Awaits

Lets Talk Visibility – Part 2 – Opportunity Awaits

Opportunity Awaits!

For a moment let me take you back to the 1990s.

This was when I became officially certified as a coach and began growing my coaching business….well before Facebook was even a thing….back before we were throwing around terms like “global business”, “6 or 7 figures” and “share your message with the world”.

This was when I officially began sharing my message as a means to growing my empire, although back then my goals were far more modest, even if they felt big to me at the time.

Back in the ’90s the opportunities we have now to create a global audience simply didn’t exist.

But make no mistake….opportunities DID exist and you can bet your ass I made the most of them.

One of my earliest efforts was to convince my local newspaper to give me a 13-week column in their widely-read weekly paper.

I had the idea for a 13-week coaching program that I would run via my column loosely based off of the coaching training I had just completed.

Every week I would write, for want of a better term, a lesson and set my readers actions to take ahead of the following week.

It was a massive success, people would stop me in the street often sharing with me how much they were enjoying my column and the changes they were making in their lives because of it.

I used the column, in tandem with some paid advertising to fill my “Information evenings” where I would fill a room with local people, speak from the front of the room and taking bookings for discovery calls.

This was how I first filled my workshops and gained clients….from the get-go…no mucking around for this lady!

Fast forward to when I launched “Glow Women’s Fitness Online” (my first online fitness business) in 2005 and again used messaging to build my business.

I reached out to the publications I wanted to be featured in…well-known fitness magazines, Sunday newspaper and everything in between.

I created great relationships with editors across Australia and would often be called upon to write or contribute to bigger pieces.

I was featured in too many publications to count but again sharing my message in print grew my business AND it got me noticed.

I was invited to participate in a wellness show on Foxtel.

I was also personally invited to cast for the Australian version of The Biggest Loser (amongst other things), something I declined due to my values not being aligned with the concept but I’m not gonna lie…being asked did wonders for my confidence.

I’ve also attracted big opportunities just by writing my heartfelt opinions on public forums.

I got the attention of “Commando Steve” (from The Biggest Loser) when his team saw the way I was interacting in the forum of his now-defunct online program which culminated in Steve’s team flying from Sydney to Melbourne to film me for the entire day and using that footage in his promotions across the internet.

I also had Chanel 7 come to film me at my dojang for the national news after I gave advice to women about personal safety after a woman was raped and killed in Melbourne.

The last two examples were not deliberate attempts to secure PR but were just me being me and feeling a strong desire to contribute on topics I was passionate about.

And this brings me to my next point….your messaging MUST come from a place of passion and service because this is what your audience will respond to.

“People won’t remember what you said but they will remember how you made them feel”.

You’ve heard that quote before right?

NEVER has it been more true than when it comes to sharing your message.

I couldn’t tell you how many 100’s of 1’000’s of words I’ve written over the years…let’s just say MANY….and the majority of my audience will have read many of those words.

I’ve probably shared the same message, with a varying theme, 10’s of 1’000’s of times but my audience keeps coming back.

Why?

Because they know they will leave one of my posts FEELING inspired…FEELING as though they can do anything they put their mind to.

They’ll be reminded of all they are capable of.

The words will be forgotten.

But how I made my reader feel will remain.

I know that when I need a rev up I’ll revisit books that put me in my zone (Relentless by Tim Grover or 10X by Grant Cardone) and often I’ll only need to read a page or two or listen to a single chapter of an audiobook to be bursting out of my skin and ready to tackle something big and juicy once again.

Our words have power.

No…our passionate and heartfelt words have power.

It’s a given you have knowledge but knowledge isn’t going to be what keeps people coming back for more….your passion will.

Your commitment to serving your audience with passion and a strong desire to positively impact them is the recipe for creating a loyal and loving following.

I am 100% committed to serving my community and it’s really quite interesting when you think about it because no-body is ASKING me to show up every day to serve them.

Some days as I am about to hit the “live” button on my desktop the thought will pop in my head that who the fuck do I think I am to just show up and talk at people?

No-one is asking me to show up and tell them how to suck eggs.

No-one appointed me the queen of the internet and told me to show up.

But the thing is I can’t NOT.

I’m compelled to serve my community.

I HAVE TO share what I know and I have to do it regularly.

Why?

Because I SEE the impact.

Because I’m rewarded every day when I receive emails or messages from someone in my community telling me they’ve implemented something I’ve taught them and it’s helped them to move the needle on their goals.

Or that I’ve reminded someone of who the hell they are and fired them up to take BIG, massive, scary action.

Or when someone schedules a discovery call or signs up for a program and tells me that they’ve been following me for years, have been doing the work and are now finally in a position to work with me BECAUSE of the information I’ve been sharing with them over those years.

Right now you might be thinking…that’s great Michelle…I love that you FEEL good about this but I need to make money!! SHOW ME THE MONEY.

Rest assured that sharing your message and serving your community WILL reap financial rewards BUT that will only follow the passion piece…passion first….everything else second.

We’re going to dive into how to make money from your content soon but in the meantime let me share a little story with you to keep you excited about that prospect.

I took a hiatus from my business in 2017 to travel the US and Australia speaking and when I stepped back into it at the end of 2018 I was basically starting from scratch as I had put all of my efforts into my other business.

My social pages were a wasteland with spinifex rolling through the streets.

I was giving myself time to feel my way back into things after stepping out of my coaching business and into global speaking tour for 18 months,.

I had come to the realisation that I wanted to work exclusively with coaches but that was about as far as I had gotten…and wasn’t yet ready to launch any products.

I just wanted to show up and serve and get my feet back underneath me and basically just start a conversation with coaches so I could see what was going on for them.

Within 4 weeks I had made $42K without spending a cent in advertising, just showing up and serving my community every day.

This was enough for the coaches in my community to see me, understand me and know I could help them….I’d been providing such great quality free content AND they could truly see I cared so trust was built, I’d established myself as an expert in my space and voila.

So yeah….get your message right and show up regularly with a desire to help, not just make $$$ and you WILL make money AND if you do this consistently over a short period of time things can shift fast….faster than you might think.

You have a GLOBAL AUDIENCE waiting for you to show up and serve them so what the HELL are you waiting for? 🙂

NEVER has it been easier to reach the people you want to serve and work with so NOW is the time to begin making the most of this opportunity.

It’s time to grab this opportunity with both hands and go for it.

“Getting it right” is pretty vague right? I mean what does that even look like?

I’m glad you asked……stay tuned for Part 3 when the rubber starts to hit the road….for now, I simply want you to consider the opportunities that lie at your fingertips and get excited!

M x

Did you miss Part 1? CLICK HERE

 

 

Looking for a mentor? Check out my mentorship program below.

 

LET’S TALK VISIBILTY – Part 1

LET’S TALK VISIBILTY – Part 1

Let’s Talk Visibility

Most coaches are working really to hard build their brands online and even those who aren’t actively being visible right now know the power of being visible, they know that content-driven marketing drives sales and that visibility can single-handedly build successful coaching brands.

In most cases, we ARE our coaching brands and we know that visibility and messaging that resonates is the key to growing our brands…yet few coaches are visible in a way that impacts in any meaningful way.

In most cases we desire to create location independence so we can work from anywhere…putting yourself out there and building a strong online community WILL help you to create that location independent lifestyle…yet few coaches are practising visibility strategies that build communities…and bottom-lines.

In most cases we’re seeking to attract a global market…..we have the WORLD at our fingertips…and yet many of you are not taking advantage of this fact.

In most cases, we’re craving a community to serve…to connect with….to spend time with….yet few coaches are tapping into the potential to create communities.

Learning how to find your voice and create a global presence online IS where it’s at if you want to play with the big kids online, have the sort of impact I know you were here to make and of course make the money I know you think is possible for you.

Being visible as a concept is pretty simple right?

You blog, shoot videos or “go live”, create pretty pictures on Insta and BOOM…instant global rockstar right?

Um….I would LOVE to say yes but the reality is that while most coaches know visibility is key to growing their businesses very few coaches actually implement any sort of visibility strategy, fewer do it well and very few do it consistently….over time.

Most coaches will find every excuse on the planet to put off showing up online and letting people know they’re there.

Most coaches will tell themselves a million stories about why now isn’t the right time.

That they’ll be “ready” next week…or next month…or when they have the “right” equipment…or when they have a bigger following….or have lost 10 pounds or get their hair done….or when the kids go back to school….or after they’ve decorated their office and have the “perfect” backdrop.

Sound familiar?

If it does you’re not alone, the greatest challenge I have when mentoring my coaches is convincing them that none of that stuff matters and that they can, in fact, start showing up and being visible TODAY.

Perfection is for poor people and if you’re waiting for “perfect” before you begin to show up and share your message be prepared for some lean times.

If you’re still reading, I know you’re on the edge.

I know your finger is hovering over the “live” button but there is something holding you back.

Or maybe you’ve been showing up, maybe even consistently…but you’re not getting anywhere, you’re not seeing any reward for your efforts and you’re wondering why not.

Visibility is a complex thing because it throws up all of our insecurities.

We’re confronted with our appearance…a quick heads up…NO-ONE is thrilled with how they look or sound on video!

We’re confronted with the “who do we think we are’s”.

We’re faced with knowing ALL THE THINGS but having every piece of knowledge we’ve ever gained desert us the moment we even think about putting our thoughts out into the world.

You might see other coaches (maybe even me) online who are killing it with content, you see the engagement and impact and banter and FUN that’s going on and draw the conclusion that it’s easy for them…for us….but I want to remind you that EVERYONE starts somewhere.

Gary Vaynerchuck said he posted on youtube for a full year before anyone paid attention to him and he’s not the only one….there are countless examples of people who dug in and persevered for a very long time before seeing the fruits of their labour. I’m one of them! I created my first youtube video in around 2006.

It does take time to create a following online, time, patience and perseverance and unfortunately, very few coaches stay the course.

I’m ALL about the long game…about doing what it takes UNTIL the result is delivered.

It’s easy to become disillusioned and want to quit when it feels as though you’ve been talking to yourself and your mum for 6 straight months and not a single person is engaging with you no matter how hard you try.

This is when most coaches will falter and question everything about themselves, their business and brand and message…even their dreams…it’s fucking confronting to be putting yourself out there week after week with zero response…there’s no doubt about that….but what have you really got to lose?

So no fairytales…..I’m not going to tell you that overnight success will be yours and that you’ll be beating away clients with a stick after your first Livestream.

But I will tell you this…….when you find your voice and your tribe finds you there is no better feeling in the world.

In my opinion, there is no better feeling than showing up every day to serve a community you adore, who adores you AND you know you’re creating value for…every day.

Knowing you make an impact with your words every day is incredibly fulfilling.

Expanding your brand from beyond the city limits to across the globe is rewarding beyond words.

In this blog series, I’m going to show you how you can build your coaching brand online by being you…as you are…right now.

I’m going to show you how to find your unique voice and how to create a global impact, find your tribe and turn your audience into paying clients.

I’m going to show you that you don’t need to be an outgoing extrovert to show up powerfully online…I like to call myself a high-functioning introvert, being visible does not come naturally to me and yet I’ve been able to create a global brand and a thriving community of coaches who follow me and allow me to impact them every day.

I’m going to show you that you can start today and then show up again tomorrow, and the day after that….and the day after that.

I’m going to show you how you CAN build your coaching brand online one piece of kickass content at a time.

I’m going to show you how to OWN your little corner of the internet, claim your space online and make a LOT of money through service.

Sound good?

Then keep an eye on your inbox and your newsfeed for the next instalment.

PS: Did you know that I have a program on HOW TO LEVERAGE INSTAGRAM TO GROW YOUR COACHING BUSINESS?

You can find the details here: https://www.michellehext.com/grow-with-insta/

M x

 

 

Looking for a mentor? Check out my mentorship program below.

5 Simple Reasons Your Coaching Package Isn’t Selling

5 Simple Reasons Your Coaching Package Isn’t Selling

5 Simple Reasons Your Coaching Package Isn’t Selling….

You completed your coaching certification training and despite some fear around coaching actual PAYING clients you were keen to start making money from your passion and excited to begin helping your dream clients live their best life…amiright?

And then came the stunning realisation that getting those paying clients was NOT as simple as your trainers had told you it would be, from the moment you opened the (real or metaphorical) doors it’s been a struggle and you now feel like a failure…in fact you’re so OVER putting on a brave face and faking success that you’re just about to throw in the towel.

Sound like you?

If so I’m not surprised because this experience is far more common than you’d expect; it was also MY experience for far too long so I know just how soul destroying it is to be in that place.

Before you throw in the towel I have some good news for you, there IS a way to turn it around, but before we get to that I want you to remember a few important things.

You Began Your Coaching Certification For A Reason.

I’ve never come across a coach who decided on a whim that coaching was a good business idea; the coaches I speak with week after week are women who had a life experience, learned a shitload, then decided they wanted to help other women (or whatever market it is you’re in) get to where they are, on the other side of that experience and better for it.

There’s a good chance that once you reached the other side of YOUR experience you looked back and wished you’d had someone to guide you through and support you so you got there a whole lot quicker and with a whole lot less pain and suffering….hence the decsion to become a coach.

You became a coach because you KNEW you had what it took to help people get from whatever your version of A – Z looks like, you were convicted that your market needed this and that YOU were the best person to help them.

I want you to get back to that place, go there in your mind now…remember your WHY.

You Had A Vision.

At one time you clearly saw yourself succeeding in your business.

In your mind you saw yourself kicking coaching ass, working with your dream clients, changing lives and being an awesome coach.

You also imagined the lifestyle this kind of success would bring, the lovely office, the new clothes (and those shoes!), the trips to Paris, the new car, the house of your dreams.

I now want you to go there in your mind….revisit that vision, feel it in your gut, see it in great detail, pull out your old vision board if you still have it.

Plant that vision firmly in your mind once again.

You believed you could and I’m here to remind you that you CAN.

NO-ONE ever sets a goal for themselves that they don’t, on some level, believe they can achieve.

Even if the moment is fleeting, you had the moment and once that seed is planted you can’t go back, that belief is going to haunt you until you make it a reality.

If you’re an entrepreneur that’s the way we’re wired, you WILL spend your lifetime chasing that vision because you once believed you could.

You may be able to push it down for a period of time but it ain’t going anywhere.

You once believed you could and I’m here to tell you THAT is enough for me to know you can.

Remember that feeling in your gut now…remember the time you truly felt you could make that vision your reality.

Okey dokey…now you’re plugged back into your why, your vision and the belief you could make it happen let’s look at things with fresh eyes.

Here’s the deal…..

Chances are you’ve been hell bent on becoming the best coach you can be and focused on honing your coaching skills so you feel confident you’ll be a great coach for your clients which is important but it’s NOT the most important thing.

Marketing yourself is…and there are a whole bunch of ducks you need to get into a row before you can do that confidently and successfully.

And with that, let me share with you the top 5 reasons I see coaches failing to build 6 figure businesses (or oftentimes even 5 figure businesses!) and what you can do to turn your own business around.

REASON NO.1 – You No Longer Believe You Can.

When you’ve been failing at trying to gain clients for a long time it’s only natural that you begin to doubt your ability to really make this thing work, you can only handle so many rejections and so many weeks of zero leads coming in before you it impacts your self-belief but if you don’t believe you can sell your coaching packages no-one else is going to either.

I can’t express strongly enough just how important it is to get yourself re-aligned with your why, and your vision and again become TOTALLY CONVICTED about your ability to grow your coaching business to 6 figures (or beyond if you’re already there).

Without self-belief you have nothing so this should be your first priority.

Sure what you’ve been doing hasn’t worked and that’s ok, you now know how NOT to go about this! Believe you can and then get on to thinking about the how…Success is not a matter of “if” but a matter of “when” if you’re convicted and committed.

REASON NO:2 – You’re Not Showing Your Value

You know the difference you can make in your clients lives and you know what outcome you can deliver but are you making that clear?

Too often we’re in our own head when it comes to spelling out the benefits, we’re thinking about what we want our clients to know when what we should be thinking about BEFORE we write a stroke of copy is “what does my market really want?”.

If you can tap into what it is your market truly desires along with what they fear most your copy will write itself.

Know what your market wants and then let them know you know what they want and that you can deliver it PLUS what that whole experience looks like.

For example a Personal Trainer is NEVER going to sell me on price or the list of qualifications they own because those things means nothing to me.

I’m interested in where I’m going to BE at the end of our time together; if the PT has done their job right, identified a niche and smashed out a message that hits home for me (for example : deadlift like a pro & smash out 20 chin-ups in 4 weeks ) then that will grab my attention because I can see what I’m getting, I can clearly see the outcome.

This also tells me that this trainer knows their stuff, if this is SPECIFICALLY what they’re selling they MUST know how to deliver it.

Think about your own positioning and marketing messages…are you telling your ideal clients exactly what they can expect from working with you? Or have you been spelling out what YOU think is important but can now see is irrelevant to you ideal client?

REASON NO:3 – Your Message Is Confusing & You Stand For Nothing

In my experience the coaches who fail to gain traction are the coaches who try to be everything to everyone (life coach, relationship coach AND business coach??!! I don’t think so) and their message becomes so muddled it’s just too much like hard work figuring out if this is the coach for me (or you) and my (or your) needs.

I am NEVER going to take on a business coach who is also a life coach, I want my coach to be excellent at ONE thing, not half-assed at 75 different things.

You don’t want anyone coming to your website (or chatting with you at a networking event) to have to work hard to understand what it is you do and how you do it or what the next step is.

Pick a single focus and drill down deep into that, they say that while a niche is only a foot wide it’s miles deep, you’re far better off speaking DIRECTLY to your intended market and have them hear you than you are speaking to anyone and everyone and have no-one hear you.

Be super clear in your message about what it is you’re offering, the outcome the client can expect and how your clients will get it, for example if you’re the best relationship break-up coach going around focus on that, STAND for that, make your brand ALL about that, THIS is how a brand gets noticed by an intended market.

REASON NO:4 – Your Coaching Program Isn’t Solving An Easily Recognisable Problem For Your Market

When I work with clients and I help them develop their product offerings we always begin with identifying the key challenges their target market face and work backwards from there making sure that my masterminders skills, passions and zone of genius all align with one or more of these challenges.

From there we create the packages, pricing and marketing messages that will engage that market.

Offering “Life Coaching” is beige and isn’t offering me much in the way of what PROBLEM this is solving for me.

Creating a coaching package that will solve a specific problem for me will get my attention.

Money Coaches are on the rise and now you’ll find women searching online for a “Money Coach” rather than a life coach they can talk with about their money issues.

Money Coaching is a great idea of niching done well AND a great example of offering the solution to recognised problems within their market.

Are you offering packages and if so are they solving a specific problem for your market?

If not spend some time thinking about how you can craft some coaching packages that do just that, I promise you this will be 100 times easier to sell than generic “coaching”.

REASON NO:5 – The Risk Is Too High

I learned this lesson the hard way!

If you’re offering a pricey coaching package (whatever that is for you) you MUST ease your ideal clients into the idea of investing with you.

If you don’t have an established reputation with hoards of potential clients knocking on your door it’s rare that someone will meet you at a networking event or stumble across your website and buy your core coaching program without first engaging with you; the risk is just too high, especially with so many snake oils salesmen (and women) out there on the interwebs. So you MUST provide a way to reduce the risk of doing business with you.

Providing awesome free content (hopefully like you feel this is) and running great quality Discover Calls are two ways of reducing the risk for your potential clients and besides, it’s always good to know the coaching relationship you’re getting yourself into, particuarly in high-ticket coaching, so you can screen your potential client to ensure this is someone you both WANT to work with and can help.

Please DO NOT feel overwhelmed by the information I’ve provided here……

If your coaching business isn’t making money and you’re not doing these things then that’s great news!

It’s great news because this means you have SO much you can now do to improve your bottom line, if you really, truly want to grow a successful coaching business (online or otherwise) then it’s time to roll up your sleeves and get to work, you now know where to begin.

I wish you well and if you want a partner in crime to help you navigate your way through this process and also want to see how I run my own discovery calls click the image below and let’s chat….I’d love to help you breakthrough 6 figures a whole lot faster than you’re likely to do alone.

P.S: If you know a coach who would benefit from this article please share it with them, your share’s are always appreciated.

Michelle xo

5 Lessons I Learned Taking My Coaching Business To The Next Level

5 Lessons I Learned Taking My Coaching Business To The Next Level

 

5 Lessons I Learned Taking My Coaching Business To The Next Level….

*This is a post I orignally wrote in early 2016 as I was on my way to Sydney to run a day event….I had 3 women sign on to the Sydney Mastermind*

Deciding to step away from the Honourable Martial Arts Entrepreneur brand I’d lovingly created (and felt immense pride in) in favour of launching myself into the unchartered waters of launching a high-end mastermind in the female entrepreneur (My $25K Live Mastermind) was a huge leap of faith but every cell in my body screamed “you have to do this”….and so I did.

What lay before me was definitely something I’d dreamed of (and my gut told me was possible) but as most of us are, I’m a highly optimistic entrepreneur and in my lifetime had set MANY epic goals that didn’t quite come to fruition the way I’d planned; at gut level I “believed” but there was also a huge element of SHOW ME THE MONEY. The proof of success in business is not in the pudding but in bringing in the big bucks….I was on the cusp and dying to see if I could pull this off and make it happen.

As I begin this post I’m sitting on the airstrip at Melbourne Airport waiting to fly to Sydney to launch my mastermind in Sydney.

I’m excited but I’d be lying if I said I was fearless in the face of this launch, you just never know what you’re going to get until you try so on the eve of my launch I’m confident, my gut is happy and I feel good about this next step in my business.

However…..I have a Plan B, C D and, well as many plans as I need to make this thing a success (whatever that turns out to be in this instance).

From the outside looking in the success of others always looks easy but we’re both smart enough to know that this is simply the highlight reel and that behind the shine a battle of epic proportions has been fought and won.

(At this point I’m checked into my suite at the Sangri-La (DIVINE) and I’m now sitting at The Waterfront tapping away with the Opera House and Harbour Bridge as my backdrop, the sky is blue and the sun is out in full force – perfection!!).

As I sit here soaking up the view and feeling more alive than I’ve felt in weeks (a whole other blog) I feel this is the perfect time to revisit some of the lessons I learned doing EXACTLY what I’m doing now.

Taking a risk.

Testing the untested.

Once again attempting to take my business to the next level.

LESSON 1 – There is no “I’ve made it” moment.

Ok so I may have had a split second moment of “I’ve made it” when I shot THIS video on the day I kicked off my first mastermind in Melbourne 14 months ago but that was pretty short lived.

That particular program had some teething problems I hadn’t anticipated but even with having to work through all of that I was off and racing towards the next target within weeks.

In my experience the attainment of every desired outcome simply becomes a stepping stone for the next level because as ambitious women we’re always striving, we always want more, there is ALWAYS a next level.

Rather than find myself excited by the prospect of having secured a 6 figure income for the following 12 on months straight out of the gate I got to thinking..wow, ok, if I can do that what else can I do???

The “I’ve made it” moment was nice while it lasted and I treasure the memory but I’m also ok with knowing “the comfort zone” and I are never going to be best mates and I’m built to strive….for the next thing…always.

LESSON 2 – The mental crap you deal with is the same.

I’d love to be able to tell you your mind is transformed when you reach that sought after “next level” but I’d be telling a big fat porky.

It’s the same crap.

I launched my first mastermind with a bang, the 2nd one was 100 times better and I’d found my groove so you’d think that when I decided to launch in Sydney it would be a no brainer right?

WRONG…so very wrong!!

I upper-limited like a mad woman (If you haven’t read The Big Leap by Bay Hendricks go and do it NOW!) and eff’d it up before I’d even started, I postponed dates, gave money back and essentially had a nice little meltdown around the whole idea of “Sydney”.

A-Total-Nightmare and I just couldn’t get over the fact I thought I was past all the fear and self-doubt crap given how far I’d come.

I was wrong….yep, so very wrong.

It look a lot of metaphorical repeated slapping myself around the head before I came to my senses, sucked it up and DECIDED I WAS going to launch Sydney, no if’s, but’s or maybe’s.

Day 1 is sold out and Day 2 is ok, not sold out as I’d hoped but I’m sitting here knowing I did whatever the hell it took to feet the best numbers I could. A win.

A win because I had the balls to try when all I wanted to do was chalk up the $3.5k I’d paid for the venue up to experience and remain in Melbourne.

I’ve let the frustration of the call to “please some to Sydney” then hearing crickets when I did commit to coming to Sydney go and instead I’ve prided myself on making things work.

***UPDATE….Sydney was a dream!! I set the target for 4 women in this mastermind and I already have 3 ladies with another 2 women very keen. This is an exciting group of female entrepreneurs and I’m so excited to kick this off in Sydney on the 19th of this month!!

I’ve already started ads for my next Melbourne campaign and am also looking at venues in Brisbane.

So the lesson here is to make peace with your inner crap, know there’s a good chance it will surface again when you least need it and be prepared to fight the same old battles again and again but with less effort, over time the crap becomes a minor distraction unless you give it too much airtime (as I did!).

BONUS LESSON – Suck every bit of juice out of your momentum.

The update above is a very telling sign of how I work, whenever I experience success I push again while I’m feeling bulletproof and then again and again and again.

Success creates the type of energy we wish we had in our businesses every single day, the setbacks and roadblocks eat into this energy and deplete us if we’re not careful.

It’s critical we remain optimistic but even the best of us are hit by self-doubt at times, when you have a win and you’re sitting on top of the world milk that feeling for all it’s worth, DO NOT sit back and bask in the glow of success until you’ve followed it up with another win and then another win.

Solidify your success by creating more of it and then spend a moment high-fiving yourself before you set your sights on the next success.

I’m speaking from experience here, 2 Melbourne launches close together kept me pumping, I left it too long between that 2nd launch and Sydney and it took it’s toll, had I kept on and followed through with Sydney when I first set the intention I would have avoided a massive head-f@!K and a bad dose of procrastination that set me back 6 months.

Thankfully I’ve made up for lost time and Brisbane will set me ahead (I’d planned Brissy for 2017), this is the power of using momentum.

LESSON 3 – It’s not as hard as I figured it would be.

This may sound contradictory considering the last lesson but once I made the decision early on that I was going to push through any challenges and find a way to make this thing fly regardless of any setbacks the rest was just the doing.

**This is something that continues to be true….ANY time I truly decide I want something…it happens.**

I was SO called to launch this program and my instincts were proving to be right every step of the way and the way forward seemed effortless, I just KNEW which step to take next every step of the way.

The biggest battle I’d fought in the past (and again more recently) was the one I fought with myself, this is probably a revelation to anyone who knows me (my mum was floored) but I’m as filled with self-doubt and second guessing as the next person, I’ve just gotten better at choosing where I send my mind.

I could have given in to the fear and self-doubt that was holding me back around Sydney but I chose to DECIDE to go ahead and figure shit out along the way….like I always have!

When I first launched my recurring thought theme went something like this… “you came SOOO close last time and you whimped out, you tasted success on a grand scale then you ran scared when you told yourself you couldn’t do it again..THAT is not happening again, THAT is not an option this time round. You’re seeing this through to the end. You’ve got this, you can do it, just do it”.

And with that commitment the road opened up, I think I do look back over my shoulder with rose coloured glasses at that first launch because it seemed like a dream to bring to fruition although I’m sure there were many challenges along the way.

LESSON 4 – Confidence is your best growth strategy.

Whatever space you want to claim as your Zone of Genius (your sweetspot) you need to OWN IT!!

If you don’t believe you can sell your offering or deliver it with excellence no-one else will either.

I had run a small group 5 month program in my last business but had never run anything over 12 months before, I had a very clear strategy for the program but I hadn’t DONE IT yet.

BUT I was 100% confident I could and I was 100% confident I could sell it.

I know for sure that had I gone in with anything less than 100% confidence I would have failed.

The success of that launch hinged entirely on how confident I was that I could make it work and deliver on promise.

Sydney was the same, sure I stuffed around and made a mess in my head but I did the work to get myself feeling 100% confident I could pull it off, made the decision to go ahead and then continued to feed my confidence every day so that when I ran my events I owned it.

Had I gone to Sydney a whimpering mess of self-doubt the outcome would have been very, very different.

If you’re lacking confidence your job right now is to do whatever it takes to get yourself to a place of 100% confidence.

Look at your past and current successes.

Look back at why you figured this would work in the first place.

Look at others doing what you’re doing…if someone else is doing it successfully so can you.

Have confidence in yourself to push though any challenges and to find a way to figure shit out so you can move forward with the next step.

You have everything you need to make a success of whatever it is your doing, you just need to work out how to use gifts you’ve been given, this includes the ability to know your limitations and to outsource when you need to.

My biggest challenge is that I exceeded my own expectations decades ago and so every step higher on the success ladder is unchartered waters for this little mind of mine, when you leave school at 14 and grow up in shitty circumstances with zero expectations you’ll do anything special it’s not a bar set very high.

Setting huge goals and achieving them is normal practice for me but when I achieve I have this weird mix of “I knew I could do it” Versus “I can’t believe I just did that!”, the part that had been winning was “I can’t believe I just did that” which lead to thoughts of “So I probably can’t do it again”.

My biggest personal lesson has been opening up and really allowing myself to see the possibility before me and to believe that I have as good a chance as anyone to succeed, in fact a better chance because I need it more, I want it more, it means more to me and I know from experience now that I can have anything I want in this life once I figure out how to get it.

My take-away for you here is that awesome quote “feel the fear and do it anyway”.

We all have fears, we all have our own crap that holds us back, the trick is to fight and win the battle and to keep fighting and winning the battle.

You are destined for greatness, don’t let your crap win out and deny you of it.

LESSON 5 – The Biggie…..Oh…THIS is me doing it!

This is kind of a weird one and potentially something only I’ve experienced but here we go…

There have been many days where I’ve been sitting at my desk feeling the need to PUSH, to DO, to MAKE SHIT HAPPEN and I become frustrated when I don’t know what to do next.

Upon reflection I realise I’m doing it and there is nothing more, unless I want to create busy work.

When I’m launching my events I’m running ads, keeping an eye on my feed and messages to answer any questions that come up, tweak ads if I need to, I’m still doing podcast interviews, blogging, running my newsletter, hanging out in Facebook groups and making a noise, following up old enquires etc etc etc

THAT is me doing it….this is the goal achievement process in action…it’s happening.

It’s at this point that I realise I need to relax and trust the process, the strategy, the fact that this worked last time and the time before that.

Then there’s the white knuckle fear of stretching myself, diving in then having to figure out a way to make it work.

These are the times I ask myself “what the fuck were you thinking???” and “why did I do this to myself???”.

Then I remember that THIS is also the goal achievement process in action.

It’s scary and painful and uncomfortable and riddled with fear and anxiety but this is the way big goals get met.

This is part of the bigass scary goal getting process.

I catch myself in these moments and then remind myself I need to start to get excited because any time I’ve achieved anything HUGE in my life it has been preceded with these feelings.

I remind myself “oh yeah, this is me doing epic shit, this is what it feels like, payday is just around the corner”.

Every time it seems the world is conspiring to make my life difficult when I’m trying to achieve something great is a reminder that the breakthroughs follow the (near) breakdowns, this is The Big U testing you…how bad do you want it?? How bad do you REALLY want it??

Birthing a bigass goal is just like birthing a baby, messy, painful, scary and something you’re never really 100% prepared for BUT the reward is so worth it.

Don’t be scared of feeling all of those emotions that make us anxious, instead acknowledge them for what they are…they’re growing pains, they’re necessary and part of the deal when it comes to massive growth.

I love the quote “If you can conceive it and believe it you CAN achieve it”. I totally believe that, I don’t believe that we can conceive of an idea without innately knowing we can have it.

Be still, listen to your gut and be guided by the next step.

Now my dear…go forth and conquer!!

Michelle xo

Ready to create your own NEXT LEVEL success?

Then let’s talk!

Schedule your call HERE.

Why it took me a decade to make money from coaching.

Why it took me a decade to make money from coaching.

Why it took me over a decade to make any real money in my coaching business…..

If you’re fed up with feeling like a failure in your coaching business then PLEASE read on, you’re about to feel a whole lot better as I share with you why it took me over a decade to make any decent money from coaching.

I began my coaching career filled with optimism.

I gained my coaching certification back in the late 90’s (after having coached since 1991) and went hell for leather making my mark on the coaching world.

I became Regional Manager for Results Coaching Systems, I spoke at their events (and my own), became head of way too many business networking groups, attended course after course and even had a regular column in the local newspaper where I went all Tony Robins on the local peeps.

I hustled my little ass off for a very long time.

I built a respectable profile and was seen to be “successful”.

Hell I LOOKED successful from every angle.

LESSON.1: Despite not experiencing any real financial success this approach did put me on the map and forced me to grow and expand rapidly as a coach and this set the tone for my career that carries through even today.

But I never made any real money.

Sure I’d pick up regular clients and organisations would pay me to deliver a workshop here and there but my coaching income was precarious at best.

Horrendous at worst.

Thankfully I always had my Martial Arts & Fitness businesses to save my ass and time after time after I had to resort back to these skills even though my desire was to coach.

I was a good coach, way better than many of counterparts (who seemed to be doing ok) but I wasn’t making any real money from the work I felt I was called to do.

LESSON 2: I have NEVER put all of my eggs in one basket. I like to think I’m hard wired for risk but my risks are calculated, I’ve always been aware that a struggling coach reeks of desperation and I needed to feel successful in the area’s I wanted to move into in order to be successful in it. If this meant earning money somewhere else so I could feel successful financially that’s what I did, I knew that by me being broke and desperate I was going to repel clients like nobody’s business.

Looking back I was half-assing it most of the time.

Sure I looked the part and had the skills and was president of this and founder of that but my offerings were hit and miss, in fact half the time I had no idea what it was I was selling!!

I can remember spending $4,500 on a very “pretty” website; I’d agonized over it’s beautiful design and carefully crafted my “About Me” page and when it went live I eagerly anticipated the clients that would flock to my inbox.

I mean back in the last 1990’s half the coaches I knew didn’t even HAVE a website and remember MySpace was a year ahead of Facebook and none of us knew how to use either one of them let alone fully comprehend the role Facebook would play in the building of our businesses.

Tragically clients did NOT flock to my inbox and it was with mounting horror that I realised I’d have to find the money elsewhere to pay for my beautiful (but useless) website as the clients I’d hoped for refused to materialise.

I had a beautiful looking website but no strategy for promoting it.

I was head of every business group going round but I never asked for the sale.

I was an early adopter but when I got it (whatever it was) I had no idea what to do with it!

I was half-assing it and my income reflected this.

LESSON 3: Busy work and looking the part will only take you so far, stepping outside your comfort zone and really, REALLY going for it is when the rubber meets the road. Gazing at your navel, habitual “planning” and making things pretty is NOT the real work, getting your ass in front of your potential clients and securing contracts is the work you must do and you must do it often.

I sold the farm and invested in myself and in my business.

Straight out of my coaching certification I employed a coach and man was my ass whipped into shape.

I’d been talking about running an event (an information evening) for weeks but was procrastinating all over myself. I left the first session with my coach having committed to a date for my upcoming event and it was on like donkey kong!

Not only did I have to fill an event but I’d have to get up and SPEAK in front of a room filled with strangers, something I had an inkling I would be ok at but it scared the pants off me back then.

This was a Quantum Leap for me and my business, I loved speaking, I was good at it (both revelations) and I picked up a bunch of clients.

LESSON 4: This was a biggie!!!! I cannot believe how much easier life became when I got myself a coach, all of a sudden I went from being a solo-preneur randomly banging away alone in my office to a business woman with a partner in crime, I became someone with a solid strategy that my coach agreed was the way forward…no more second guessing. Coaching cut’s your time, money and energy wastage in half…probably more.

There were many Quantum Leaps…followed by plateaus.

Coaching works, no two ways about it, so every year I’d hire a new coach or enroll in a new program to keep me moving forward.

I gained momentum and elevated but it never really stuck, it’s taken me till now to realize why that was.

It never stuck because no-one bothered to ask me what lit me up, what I was driven to do, no-one helped me truly understand what my gifts were.

And even if they had no-one was there to tell me my branding looked like balls or was a confusing mess.

No-one told me the truth.

So I went along my merry way thinking I was doing everything right….and failing.

Where is there to go from there?

If you’re doing all the right things but you’re still failing what is there to do?

Well for me the thing to do was launch another fitness or martial arts related business and put my coaching on hold…again!

LESSONS 4 & 5: This one’s a doozy!! The first lesson was that a coach will tell you the truth because they are NOT invested in keeping you happy, they’re invested in RESULTS, a coach is not going to blow sunshine up your butt to make you feel good about yourself, if your idea sucks you’ll hear about it, if your approach sucks, you’ll hear about that too. Too many times I’ve had “nodders” in my life…people too scared to tell me my idea sucked so they sat there nodding away telling me I was awesome. Many hours and many dollars, along with many head bangs on the wall, would have been saved had I gone to the right source when I floated an idea. A coach is that source. The other lesson is my all time favourite and this is NOT to jump from one bright shiny idea to another chasing success, instead pick an idea and follow that sucker through till the very end. Tweak, adjust, overhaul..do what you must to get it to work but do not change direction once you’ve invested in the idea.

But EVERY single investment was worth it.

It was my first coach who scared the crap out of me and made to do what I said I was going to do that resulted in me seeing what I was capable of.

Another coach who was onto me and wouldn’t let me get away with the excuses and random changes in direction and helped me to see this was a pattern.

Even the bad coaches helped prove that “hell if they can do this and make money I’m going to be ok”.

The KPI program I completed that didn’t result in anything tangible (except a book I wrote & published that had no relevance AT ALL to my business) except for an awakening around how small I’d actually been playing and the making of some fabulous contacts.

Then there were the coaches who tried to push me in one direction only serving to strengthen my resolve to go in another.

The 10’s of $1,000’s of dollars worth of online programs I purchased and completed but 1 hours work because it was all I needed.

LESSON .6: Coaching cuts your wasted time, energy and $$$ in half (at least and yes I know I covered this already!). Regardless of any actual financial ROI I’ve never walked away from a program or coaching relationship empty handed, there is always something to be gained. The clearer you are about what you want from a coaching relationship or program the more you’ll get from it.

Those Investments Changed EVERYTHING.

Sure it took me a decade but boy have I learned a lot along the way and I absorbed every single morsel.

That’s what makes me such a good coach and mentor today, without the first hand knowledge and experiences I’d be too far removed from where my clients are starting from and also from what’s possible for them.

My childhood of domestic violence and sexual abuse shaped me to be the woman I’m proud to be today just as the trails and tribulations of working my ass off and failing regularly as I built my coaching business is what makes me the coach and mentor I’m proud to be today.

We all have such life experience to bring into our work and this is why no two coaches are alike.

LESSON 7: Know yourself…REALLY know yourself. Become intimate with your strengths and work them. The way I see it I have zero competition because there is only one me…no-one does me better than ME. I’m not everyone’s cup of tea and that’s ok, you’re probably not mine either. But for the women who follow me and love what I stand for…the one’s who get me…I’m the only coach for them. It’s the same for you. Tweet It: Know your strengths, know how to market them and then build your business around them. 

Every single experience you’ve had is shaping you right now.

The good, the bad and the ugly.

Every. Single. Experience.

Each one makes you unique and wise and PERFECT to lead a tribe who need you.

Wear your struggles as a badge of honour, the struggle is a rite of passage and the bigger the struggle the bigger the badge my dear.

LESSON 8: Every single experience shapes us to become better at what we do and every single experience moulds us into the perfect coach for our tribe.

So then I started to make some decent money….a decade later!
I’ve been married 3 times so it’s safe to say I’m a slow learner when it comes to certain things and building a successful coaching business was one of those things (fly a plane? no problem, strip an engine, put it back together and get it to run? easy!..marriage? business? not so much!!).

Through my copious amounts of learning and experience I discovered the power of Niche (thank you Seth, I truly do love your guts) and the power of the lead magnet (not sure where I discovered this little gem) and the power of going pro (thanks Marie Forleo, you my girl) and doing things properly.

Pulling that all together I launched my Honourable Martial Arts Entrepreneur brand in 2012 and the rest is pretty much history.

I targeted my Niche, created a sales funnel, a kickass lead magnet and a product offering that made sense and I was on my way.

I replicated that process with even greater success when I launched The Art Of Kicking Ass Elegantly at the end of 2014 with a $25k Signature Offering that really put me on the map and it afforded me the freedom to work less (far less) doing work I absolutely adore with women I adore…freedom I still enjoy today.

LESSON 9: You can’t sell big ticket items without a solid system for generating leads and a highly polished and profesh brand.

It doesn’t need to take you a decade.

Often we’re the ones hindering our own success, in fact often we ARE the ONE thing hindering our success.

We do this when we fail to let go of what isn’t working.

When we think we can do it all on our own (and can’t).

When we steadfastly hang on to our excuses.

When we fail to learn from our mistakes and continue to repeat them.

My passion for my high-ticket programs stems from knowing that I’m giving each of my clients what I so desperately needed when I was in the struggle and needed to find a way to cut through.

I’m passionate about my programs because I know what success does for a woman who’s been struggling.

It changes her at her core and that change is good…very good and I consider it an honour to be a part of that.

LESSON 10: When we get out of our own way, enlist help and get serious about success a major shift occurs and the success you’ve been chasing becomes a reality instead of a far off wish. No woman is an island, we all need a coach in our corner.

So here’s what you should do now.

So…are you ready to get serious about your success?

Are you perhaps ready to take a step or two backwards so you can move forwards again…better, faster, more succesfully?

Are you ready to get help?

If you’re truly ready to step up, get out of your own way and push yourself further than you can ever get on your own then let’s team up so I can help you finally begin to make the type of money you deserve to be making from the work you love.

YOU CAN PURCHASE YOUR STRATEGY COACHING PACKAGE BY CLICKING THE IMAGE BELOW….

Michelle xx

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