10 Proven Offers You Can Use Today to Sell More High-Ticket Coaching Packages In Any Niche

10 Proven Offers You Can Use Today to Sell More High-Ticket Coaching Packages In Any Niche

If you’re still trying to figure out how to package your high-ticket offers, this article is for you. I’m going to reveal to you the time tested, proven offers that highly paid marketers have been using to make tons of money for decades.

At the heart of all money making opportunities is this one simple idea. Sell something people ALREADY want to buy.

I’m continually baffled by the amount of very smart business owners I talk to that just can’t accept that this actually works. In case you don’t know this, convincing people to buy something they don’t want is VERY expensive and often times doesn’t work.

I think this comes down to the irrational need people have to be “original” — that somehow copying a business model that works is somehow beneath them.

If you want the easy shortcut to business success, just copy what already works. Seriously, just do it. You’re going to save yourself years of needless struggle and a ton of money.

But, if you insist on letting your ego drive the ship and refuse to not steal smart… you're in for a world of pain. You're going to watch month after month as you continually lose money. 

So how do we know what works? The secret lies inside our predictably irrational human brain.

The Triune Brain

There are two motives to action: self-interest and fear.

Napoleon Bonaparte

In the 1960’s, Dr Paul MacLean formulated the triune brain theory. MacLean proposed that we humans don’t just have one brain, but three brains: the primal reptilian brain, the emotional mammalian brain, and the intellectual neocortex.

The three systems work well by themselves… but they don’t often work well together. The needs and desires of each brain compete with each other and there is a continual internal power struggle.

The reptilian brain is concerned with survival, security, and existing in the real world. It is motivated to achieve success and get things it wants (sex, food and shelter) and avoid things it doesn’t want (death, pain, and failure).

The emotional brain is motivated towards positive emotions like happiness, joy, and love and wants to avoid negative emotions like fear, anxiety, and emotional pain.

The intellectual brain is motivated towards power and having control over itself (and the other brains) and the outside world. The thinking brain is also very motivated by more abstract things like “social status” and “affiliation”. It likes to move away from confusion, overwhelm, being out of control, and being wrong.

We can sum this up as follows. The human brain is very motivated to seek ways to get out of PAIN and gain PLEASURE. Interestingly enough, humans are TWICE as motivated to get out of pain then they are to get more pleasure. For example, telling a person you will get them out of death, pain, or failure is significantly more motivating than more sex or food.

Reptile Brain


  • Sex
  • Food
  • Survival


  • Death
  • Pain
  • Faulure

Emotional Brain


  • Happiness
  • Joy
  • Love


  • Hate
  • Anxiety
  • Fear

Intellectual Brain


  • Power
  • Status
  • Affiliation


  • Confusion
  • Lack Of Control
  • Not Knowing

Understanding how humans assign value is critical to creating compelling offers and selling high-ticket coaching. The majority of the money made in selling coaching is helping a human get out of fear and pain (or at the very least, that is where the relationship starts).

All of your marketing need to focus on communicating to your prospect that you are going to help them get out of pain. Physical pain and physical pleasure are the most motivating to the human brain. Emotional is next. Intellectual is last. The more you can focus on appealing to the ancient reptilian brain, the more effective your marketing will be.

The 10 Most Powerful Appeals

Here is the tricky thing about humans. All of these irrational desires operate on the subconscious level. Most people are completely unaware that these are the real things that are driving them to take action. Humans don’t like to believe that they are motivated by these primal and irrational desires, so what we do is make up “rational” sounding reasons to justify our behavior.

Now the stories are important because we want to understand what the prospect thinks is happening… but at the same time we need to always keep in mind that these are just that… stories. When you start to interview prospects and listen to what they think the problems are, you will be able to very clearly see how it relates to some kind of irrational desire… but the prospect will be convinced that it isn’t.

If you want to become a master at understanding this dynamic, study direct response marketing. All of this is common knowledge to highly paid copywriters. Take the short cut and just do what has been proven again and again and again.

The following is an excerpt from “How to Write a Good Advertisement” by Victor O. Schwab. Each appeal is written as a first person narrative from the mind of a prospect.

Remember: When using these appeals, focus on the pain the prospect is experiencing that is creating the desire.

1) Money And A Better Job

I am interested in making more money and getting a bigger job. I am tired of worrying all the time where the next dollar is coming from. I don’t know where my money all goest to. Life seems merely a succession of bills — and worry about how to pay them.

My work isn’t appreciated as it should be, and my bosses do not credit me with my full ability. I’m as capable as others. But I never seem to get a break.

I’d even like to go into business for myself sometime. My children must have the means to go to college and to have a better chance in life than I had. I am fed up with the grind and will go nuts unless I can make more of my life. There must be some kind of easy short-cut to getting ahead faster.

I don’t want to take orders all the time. I want to give ‘em — have some power over other people. I just wouldn’t stoop the way some people do.

I’m not really greedy about money. I don’t care about being really rich, just comfortably well off.

2) Security In Old Age

I’m interested in security when I get older. I have worked hard all my life. When I get along in years I want to be able to take it easy. I don’t want to be dependent on others. I want to hold my head up and not take any charity. I don’t want to live on anybody. I want to do the things I’ve always dreamed about, go where I want, and not be worried all the time.

There’s a lot of things I’ve wanted to do all my life, but I’ve never had time or money to do them. There must be some sure, safe way to become independent before you’re too old to enjoy it.

3) Popularity

I’m interested in making myself more popular. It’s fun to be asked out all the time, to be “wanted” by everyone. There’s no fun being a wallflower.

Some people I know have their phone ringing all the time with invitations. I don’t like to push myself forward for attention, but I suppose I am a little too self-conscious and inclined to stand in the background. Maybe I have an inferiority complex — but I really shouldn’t because I’m not really inferior to other people who are always popular.

4) Praise From Others

I’m interested in getting recognition from others for the qualities I know I have. I don’t like flattery but there’s no harm in having people tell you that you have intelligence, that the clothes you are wearing look attractive, that some of your possessions are obviously not in-expensive or that your choice of something indicates that you have good taste and judgement.

There are some things that I think I’m even an authority on and it is nice when people recognize it. I like hearing it said that I am a good parent and have done a good job with my children. I don’t mind hearing myself praised as being up-to-date. And anyone can see that I appreciate things that are cultural and beautiful, that I am creative and efficient, and that I am often in the lead and “first” in many things.

Praise from others is a nice thing to get and I like to get it when I deserve it — and I often do.

5) More Comfort

I’m interested in things that add to my comfort. I work pretty hard and have done so all my life. I deserve a little ease and luxury once in a while.

I deserve more leisure, too — for travel, or hobbies, or rest, or play, or for self-development in some of the things that I have thought about so many times. I am not pitying myself or putting up a hard-luck story. But I do know that a lot of people who are really not as industrious or capable as I am seem to have more comforts, more conveniences, and more freedom from a lot of the worries that beset me.

So why shouldn’t I spread myself once in a while?

6) Social Advancement

I’m interested in moving up into better social circles. Not that I want to “keep up with the joneses” — not showing off, but just advancing myself socially. There’s nothing wrong with that, is there?

I don’t want to lose any chance I can get to meet and associate with the better people of this town and I’m going to think carefully about the groups I join. Also, I want my children to be able to mix with anyone.

7) Improved Appearance

I’m interested in improving my appearance. I don’t expect crowds to thrill in rapture over me, but I do think that I’m not too plain and that I can really do things for myself that will make me even more attractive.

It’s awfully nice to have people tell you how attractive and well dressed you are.

If I had the time and the money that some people spend on themselves — would I show them!

8) Personal Prestige

I’m interested in doing things right. There’s nothing so embarrassing as making mistakes that case other people to misjudge you and to consider you less educated or cultured that you really are. I may not have come from a blue-blood family but that doesn’t mean that I don’t know, or can’t learn, how to do things properly.

I can make up for whatever I have missed an I am going to see to it that my children can prove that they have parents they never need be ashamed of. Nobody is going to look down his nose at me! I don’t ever want to give any offense to others. I want to hold up my head and keep my self-respect and not run any risks of making a fool of myself.

9) Better Health

I’m interested in better health, and in strength, vigor, and endurance. I used to feel wonderful all the time, but I don’t know what’s gotten into me lately. I suppose I don’t take the best possible care of myself, but I just don’t get time to be coddling myself all the time.

I’m not really old and I don’t feel any older that I did a year ago. It’s just that I don’t seem to have the drive and the energy I used to have.

I just haven’t though enough about myself. I always seem to be thinking and considering other people and sort of letting myself go. There must be lots of quick short-cuts for getting back the kind of health I used to have.

10) Increased Enjoyment

I’m interested in as much enjoyment as I can get from entertainment, food, drink, and other pleasures. You might as well live life to the full. You’re only here once and you just can’t take it with you.

After all, I work Hard, I do the best I can about things, and I try to do what’s right. So why shouldn’t I get as much enjoyment as I can?

I’m not really thinking of myself all the time, but if I don’t consider myself once in a while, who else will? So it is not being selfish for me to have things I will get some enjoyment out of.

Creating Your Offer

The biggest objection I get from coaches is some version of “my market is different. They wouldn’t go for any of these things”. What they really mean is “there is no way any of these things would work on ME… would they?”

Here’s the rub when it comes to understanding how to persuade and influence others. You are going to have to accept the reality that you, despite the very creative stories you tell yourself, are driven by very basic and irrational desires. This is a tough pill for very smart people to swallow… but once you do, you’ll start making progress very quickly.

But don’t take my word for it. Interview your prospects. Once you start doing a more thorough job of interviewing your prospects about their biggest fears and frustrations, wants and aspirations, you’re going to start seeing that this is the case.

As always, please use this knowledge with the highest of ethical standards. This is about truly understanding where our prospects and clients are, and using the built in levers in the irrational human mind to help people take action and get what they want.

If you are ever in doubt as to the ethical nature of your marketing, just ask yourself this question. “Am I doing this to help my clients get what they want… or what I want?"

The Only High Ticket Business Model That Actually Works

The Only High Ticket Business Model That Actually Works

If you want to make A LOT of money selling high ticket coaching or consulting services… it’s important that you build your business using proven business models and systems. In this article, I’m going to reveal the one proven model that will guarantee the success of your business.

Take this advice and you will easily and effortless attract high quality, high ticket clients into your business. You will be positioned in a way that makes you immune to competition. You will make more money than you ever could have dreamed was possible.

Choose to ignore this advice and you’ll watch your business crumble before your eyes. Your success will be short term at best. Of the customers you do get… they will never turn into long term clients. You’ll jump around from guru to guru, technique to technique, quick fix to quick fix… and never realize that your business was doomed from the beginning.

What is this magical business model?

“Value Creation” vs "Value Extraction”

In one way or another, every decision you make inside of your business will come down to this one simple question. “Do I do what is in my client’s best interest… or my best interest?”

This is the essence of “Value Creation” vs “Value Extraction”. Are you going to do business from a position of abundance… or a position of scarcity? Are you creating products and services because they help your clients get results… or because it makes you the most money?

Almost all business owners I talk to are building a “Value Extraction” based business. How do I know this? Because when I ask them how they decided to start their business… and more importantly what they think the endgame of their business is… it sounds something like this:

“I want to have a stream of passive income so I can travel the world, help people, buy lots of shit, and only do stuff I want to do.”

Add in a best selling book, speaking gigs/seminars, and “the next Tony Robbins” and you have 99% of all internet marketers, experts, coaches, and people who want to be Gurus (cult-leaders).

Why is this fantasy reveal a "Value Extraction” based business? Because the bigger vision this person has for their life is centered around gaining infinite resources and escaping all responsibility.

By the way, if this is your secret fantasy, I have something to tell you. You are BY FAR the easiest victim for MLMs (and other con artists) and the bread and butter of most “make money online” info-products. You’ve probably already wasted thousands of dollars looking for “the secret” and will continue to do so until you change your thinking.

So how do I instantly know if a business owner is oriented around "Value Creation"? The bigger vision for their life looks something like this:

“I love business and I love helping people. I love getting to wake up every day and build something that contributes to the lives of so many people. Achieving financial freedom means I can afford to invest all of my time, energy and effort on contributing my greatest gifts to the world”

By the way… based off these two descriptions, which business owner would YOU rather do business with?

Remember: Wealthy people prioritize relationships when doing business. Wealthy people are hounded CONSTANTLY by value extractors looking to get some of their money… and they will smell you a mile away if that is how you are oriented. Value creators are extremely rare, in high demand, and extremely well compensated. This is the “secret sauce” you’ve been searching for.

You Can’t Spell “Marketing” Without “Market"

Most business owners start a business by asking “How can I make money doing something I enjoy doing?” This is the kiss of death. Yes, some people get really lucky and their talents line up with a need in the market… but it’s a crapshoot at best.

This is why we want to focus on building a relationship with our clients and our market as a whole. Stop thinking about your business as the products you sell or the services you offer. Instead, think of your business as an entity that creates value for a market and fills unmet needs.

Why is this so important? Because if you constantly orient your business around the needs of the market… you will always find new opportunities to add value… and because you are always adding value, you will always make money.

Here is how I got to my current version of my business:

First: I decided I wanted to work with people I admire and want to surround myself with.

Second: I narrowed this down to entrepreneurs, authors, speakers, experts, and coaches (people who want to help people).

Third: I started interviewing lots of people that fit this category to figure out the unmet need. (enrolling clients and other business related stuff).

Fourth: Just so happens that I am really interested in sales, marketing, and building a virtual business… so I started to do some research and figure out ways I could help these people build their business.

Fifth: I started giving away all of my best stuff for free to begin building relationships with the market and the kinds of clients I want to work with.

Building Your "Value Creation" Based Business

We are going to now redesign your business around “How could I contribute massive value to a group of people using my talents?”

Step 1) Create your High-Ticket Client Avatar. What kinds of people do you want to build a lifetime relationship with and serve?

Step 2) Interview at least 50… ideally 100 prospects in your market and do some research.

Step 3) After discovering the challenges your market is facing, figure out how you can use your abilities to add maximum value to your prospects. This might mean you need to learn some new things.

Step 4) Create high value content and give it away to as many people as you can and build your list. The goal is quality not quantity. (Read Kevin Kelly’s "1000 True Fans”).

Step 5) Build and cultivate relationships with your most engaged “fans” and design your products and services around helping them get what they want (not what you want).

Step 6) Repeat this cycle forever and continue to create massive value for others.

Step 7) Watch in awe as your life changes forever.

Make A Decision Right Now

How bad do you want your business to succeed? What are you willing to do to make your dreams come true? Are you willing to stop being so selfish and instead focus on contributing to others?

The first step is always the hardest… but once you commit to creating value for others, you’ll always do the right thing. You get what you give… but only if you give first.

If you need a daily reminder, get a sticky note and write “I Create Value For Others” and put it on your monitor. Make it part of your greater vision for your business and your life. Every time you create something inside of your business, ask yourself if you made this to serve your clients best interest… or your own.

How To Find High-Ticket Coaching Prospects

How To Find High-Ticket Coaching Prospects

Want to know the best trick ever for selling high-ticket coaching packages? Stop wasting your time talking to prospects who can’t afford you and start talking to prospects who can.

I realize this sounds very obvious… but I’m continually amazed at how frequently this is the reason why coaches are stuck charging low prices for their services.

So why aren’t you talking to prospects that have enough money to afford a high ticket package?

Two reasons:

  1. You have confidence issues and wealthy people intimidate you
  2. You didn't intentionally design your business to appeal to wealthy people

I know, I know. These are tough pills to swallow... but these are the two big culprits.

There isn’t much I can do about your confidence in this post... so let’s talk about designing your business to appeal to wealthy people.

Your Ideal Prospect

First things first… let’s talk about your ideal prospect. Yes, I know we’ve all heard this one before… but I’m going to throw a little twist on this.

We are going to create a Customer Avatar with the assumption that you are going to build a relationship with this person over the next 12 months (or longer). Once you make this mental shift, you are going to start looking for much different qualities in your ideal prospect.

It’s kind of like transitioning from dating to a committed relationship.

When you are only looking for casual relationships, all that really matters are the surface level attributes (physical beauty, status, sexual prowess, money, etc). Because you are solving for short term instant gratification... you can ignore that the person is actually a horrible human being and is completely incompatible with you outside of the bedroom.

However, once you start looking for a long term relationship… your criteria changes dramatically. Now things like character, integrity, work ethic, intelligence, health and fitness, discipline, relationships with family, and goals come into play. While physical attributes might still be a factor, they are significantly less important to the overall picture.

Profit in business comes from repeat customers, customers that boast about your project or service, and that bring friends with them

W. Edwards Deming  

The long term profitability of your business depends on you building great relationships with great clients. I can’t emphasize this enough. If you are serious about building a sustainable business that will generate income over the long haul, it’s critical that you get out of the low ticket hit-and-run mindset and shift to a high-end relationship mindset.

So let’s talk about who the wealthy people actual are.

80% of Wealth Is First Generation

Some interesting facts about wealthy people in America:

  • About 95% of millionaires in America have a net worth between $1 million - $10 million. why? Because this is a level of wealth that can be consistently attained in one generation.
  • Self-employed people are more likely to become wealthy. 75% of millionaires are self-employed.

If you are doing business in a high-ticket space, that means the MAJORITY of your market is made up of entrepreneurs. This actually presents an incredible opportunity for coaches. The very fact that the wealth was created in ONE GENERATION means your prospects are hard working, highly motivated, and pre-sold on the idea of personal and professional growth.

Don’t believe me? Here are some more stats about the American Millionaire:

  • Only 19 percent receive any income or wealth of any kind from a trust fund or an estate.
  • Fewer than 20 percent inherited 10 percent or more of their wealth.
  • Fewer than 25 percent ever received "an act of kindness" of $10,000 or more from their parents, grandparents, or other relatives.
  • More than half never received as much as $1 in inheritance.
  • Ninety-one percent never received, as a gift, as much as $1 of the ownership of a family business.
  • Nearly half never received any college tuition from their parents or other relatives.
  • Fewer than 10 percent believe they will ever receive an inheritance in the future.

So what does this mean for you, the high-ticket hopeful? It means your high-ticket customer probably owns a business… and probably one with a solid profit margin.

The Most Profitable Businesses

What businesses, statistically speaking, create the most profit for it’s owners?

Source: http://www.entrepreneur.com/article/236482

[ Source: http://www.entrepreneur.com/article/236482  ]

If you don’t know where to start… try starting with the owners of those kinds of businesses.

Creating The High-Ticket Customer Avatar

To bring this all back home. Wealthy people, more than any other segment of the market, place a high premium on relationships in business. They are constantly bombarded with sales pitches and people trying to extract money from them. With this in mind, they are very willing to pay a premium to do business with someone they can trust.

Remember that a relationship is two-directional. Both parties have wants and needs. This means that while you have in your mind what makes an ideal client… your ideal client has a version of his ideal coach.

Which means now we need to not only think of all the qualities our client has… but we need to think about who we must become, and how our business must appear to be extremely appealing to our client.

It’s time to decide what is really important to you in a long term business relationship. What character traits does your ideal client have?

Here is mine.

Character Traits Of My Ideal Client

Integrity — Above all else, my client puts a premium on doing the right thing.

Disciplined — Hard work doesn’t scare him/her and prides him/herself on ability to outwork the competition.

Ambitious — Sets high goals for him/herself and expects to achieve them.

Contribution — Has a greater vision that includes giving back and contributing to others.

Loves Business — Not only loves business, but loves owning a business.

Creates Value — Focuses on the “value creation” model of business instead of the “value extraction” model of business.

Values Personal Growth — Continually looking for ways to improve him/herself not just professionally, but personally.

Values Continued Education — Continually seeking to learn more and already believes in the power of coaching/mentoring.

Does this person sound familiar? (Hint: It’s probably an idealized version of you.)

Next you’ll need to fill in the surface level traits of your ideal prospect. These will vary between niches, but things like:

  • Age range
  • Gender
  • Marital Status
  • Kids
  • Home Value
  • Net Worth
  • Annual Income
  • Fears and Frustrations
  • Wants and Aspirations

Building Relationships With Wealthy Prospects

So how do you start building a relationship with wealthy prospects? Simple. You start by giving away A LOT of value for free. Start the relationship by providing a ton of value up front with out any kind of expectation of financial gain.

Do you live in an area that has any business owners? Introduce yourself to them and figure out how you can create value for them. Most successful people want to contribute and mentor hungry entrepreneurs. You’d be amazed at the incredible people you can meet in your own neighborhood if you’d just go bother to look.

Make a list of the top 50 business owners in your town that you want to meet and go make it happen. Send them an email, call their office, drop a handwritten note off at their business. You can do all kinds of things to get the relationship started…

But what ever you do… don’t forget… TAKE ACTION NOW!

The Debilitating Mindset That Is Crippling Your Coaching Business… And What To Do To Overcome It Today!

Are you interested in getting clients who can afford to pay you $5,000 (or more) up front and in cash to work with you? If so, this will be the most important article you will ever read.

I’m about to reveal something to you that might shock you. The reason you aren’t getting high-ticket clients has nothing to do with your funnel. It has nothing to do with your website. It has nothing to do with your webpage. It has nothing to do with any of the external tips, tricks and techniques you hoped would create instant success.

Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.

Sun Tzu 
The Art of War

The single biggest reason why you aren’t getting high-ticket clients lies in the space between your ears. The battle you must first win is against the demon lurking inside of your mind that whispers “I’m not good enough”.

It’s something you’ve heard it say for so long now… that you actually believe it to be true. You have been tricked into believing a lie… and it is preventing you from getting the success you deserve to have.

Ready to slaughter that nagging self-doubt once and for all? Here’s how.

The Imposter Syndrome

In psychology, there is a fascinating phenomenon called “The Imposter Syndrome” where a person is unable to internalize their accomplishments. Despite plenty of external evidence of their competence, those with the syndrome are convinced that they are frauds and do not deserve success.

Interestingly enough, this syndrome is particularly common among high-achieving women (this is highlighted in “Lean In” by Sherryl Sandberg). However, I personally think that this is something that coaches and consultants as a whole suffer from.

Think about it. As coaches, we are selling ourselves. There is no physical good or digital product the customer gets that we can push the responsibility onto. We have to stand in the fire and say to our clients “I’m going to help you reach your goals”... and this scares the shit out of us.

So what happens? Because we are afraid to say “I will help you lose weight” or “I will help you make more money” or “I will help you get a girlfriend"… we default to offering some kind of vague internal and emotional outcome like “abundance", "remove inner blocks” or "discover your potential”.

And in some strange twist of irony… you giving into your fear and refusing to promise results is actually what makes you a fraud.

It’s a classic “chicken and the egg” situation. You feel like you need external validation to get a high-ticket client, but you need to get a high ticket client to get external validation.

Escaping The Death Spiral

You can’t win a game that is rigged against you. If your self worth is conditional to external forces, you will always be a victim of someone else reality. You need to create a new game where the deck is stacked in your favor.

Step 1) Make A Decision — You need to make a decision right now that you AS A PERSON are good enough and deserve success in your life. Make a decision that you don’t need someone else approval to determine your own self worth.

Step 2) Give Away Your Best Stuff For Free — Start giving away your best, most valuable stuff for free… and do it daily. Focus all of your efforts on creating as much value as you possibly can for your market. Once you start getting positive feedback from the market, you’ll quickly realize that you have so much value to offer.

Step 3) Focus On Others, Not Yourself — One of my favorite quotes from my career in sales is “It’s hard to be nervous when your mind is on service”. You feel like an imposter because you focus too much on you and your selfish desires. Get outside of yourself and focus on how you can serve others.

Step 4) Become An Expert At Solving Your Prospects Problems — the fastest way to stop feeling like a fraud is to stop being one. Make it your duty to understand the challenges your prospect is facing and become an expert in solving those problems.

Step 5) Take Action Daily — You must take action every day with a religious zeal. Action cures fear. You don’t need to learn more information. You need to take more action. Every. Single. Day.

What It Really Takes To Build A Business...

You can't teach what you don't know, and you can't lead where you won't go.

Rev. Jesse Jackson

Building a business is about leadership. It’s about standing at the front and saying “Follow me. I’ll show you the way”. It’s about inspiring others through your actions. It’s about developing yourself continually and bringing others along for the ride.

Understand this: Your business is a reflection of who you are. Your business will never become bigger than you.

You don’t have to do this alone. Surround yourself with the kinds of people you want to become. Actively seek out mentors and positive role models. Invest in yourself and get a coach!

But most importantly… TAKE ACTION!

How To Get Coaching Clients Today!

The Step-By-Step Guide To Getting More High-Ticket Clients Today!

How To Get High-Ticket Coaching Clients With No Website And Zero Budget

Need to get some high paying clients, but don’t have lots of money to waste on things like websites, ads, and complicated sales funnels? In this article, I’m going to show you exactly how to start getting high-ticket coaching clients on a shoe-string budget.

Every time I interview a coach who is struggling to get their first few paying clients... the most common problem they all have is somehow related to technology. It’s something about their website, or their funnel, or Facebook ads, or auto-responders, or some other nonsense.

Newsflash: You don’t need ANY of those things to get clients!

Are things like websites, landing pages, and auto-responders really valuable for scaling and automating your business? Absolutely! However, the majority of new business owners just aren’t ready for that kind of investment.

In total, I’ve built three different six figure business in three different industries… and I’ve never spent a dime on websites or advertising.

What’s the secret?

Get into the market place, get people on the phone or face to face, and ask them to buy.

Learn To Sell

The single biggest reason why I see coaches fail in building a business comes down to this one, simple thing. They don’t know how to look someone in the eye and say “give me money and I’ll get you results”.

Listen. If you can’t get someone to buy when you’re face to face, you have almost ZERO chance of making it happen through a complicated (and expensive) virtual sales funnel.

Before you can start automating and outsourcing your sales process, you need to be able to do it MANUALLY first.

I had a seven year career in direct sales before this. In total, I’ve made over 80,000 sales calls, done over 15,000 selling presentations, signed up over 1,700 customers/clients, and sold over $1 million worth of products and services.

Long story short, I know exactly how this works.

The Cycle Of The Sale

The sales cycle has seven steps.

Step 1) Pre-Approach: This what you already know about your prospects/customers, and more importantly where to find them. This is your Customer Avatar.

Step 2) Approach: This is how you actually approach your prospects/customers and begin a conversation with them.

Step 3) Introduction: This is the discovery call or strategy session. This is where you build rapport, uncover existing needs, and discover what RESULTS the prospect wants. This is the MOST IMPORTANT STEP in the cycle of the sale. You’ll want to spend most of your time here in this phase.

Step 4) Demonstration: This is where you show the prospect how you can solve their problems. Most coaches spend far too much time explaining their coaching program and not nearly enough time figuring out what results the prospect wants.

Step 5) Summary / Price Build Up: This is where you summarize the benefits your prospect will get by working with you and set up a price frame.

Step 6) Close: This is where you ask your prospects to TAKE ACTION (and ideally enroll in coaching)

Step 7) Cash Collection / Handling Objections: This is where you ask your prospects to make a COMMITMENT. Often times this is in the form of money, but not always. Also, this is where you are going to get some objections, so be ready.

Step 8 / Step 1) Referrals: The best way to find more people to talk to is to ask your prospects and customers who they know.

Once you can move your prospect through all seven phases manually, now you can begin to automate each step of the process. I would recommend automating lead generation / generating referrals FIRST. Once you have stabilized your cash flow and your lead generation process, now you can afford to start building and testing all the sexy internet marketing stuff.

How To Actually Find Prospects

At the end of the day, business is all about relationships between people. We want to do business with people we know, like, and trust.

When I was in direct sales, I had to prospect the hard way. I went door to door and called people on the phone. It took a lot of effort, but it got the job done.

The internet has completely changed the game when it comes to prospecting. Go find message boards and groups where your prospects hang out, and enter into a dialogue with them. Start by adding lots of value and lead with the giving hand. Decide that you are going to become an expert at solving the problems your prospects have.

Seek First To Understand, Then To Be Understood

Steven Covey
The 7 Habits of Highly Effective People

This is all a numbers game. Talk to 30 people in the next 30 days, and you’ll trip and fall into someone who has been looking for someone just like you. Yes it requires effort, but if you don’t have money to spend on advertising, this is your only real option.

Want to know what to say on your discovery calls to actually enroll coaching clients? Grab the free report below. It include the exact methodology I use for all of my discovery calls, and even comes with some easy to use templates.

How To Get Coaching Clients Today!

The Step-By-Step Guide To Getting More High-Ticket Clients Today!

Why You Aren’t Getting Coaching Clients… And What To Do About It

Wondering why you aren’t getting more coaching clients… or any coaching clients at all? It’s because of one simple reason.

Your pitch sucks.

Are you trying to sell things like “gain inner confidence, get unstuck, unlearn your pain, abundance, live a happier life” or any thing else that sounds like this?

As coaches… we are the initiated few. We all know that what our clients really need is to work on all of that internal stuff. We all know that our clients are going to have to do things that they don’t want to do to get what they want.

I’m going to give you the honest, and brutal truth here. Your prospects don’t care about any of that. They want results… and they want them right now.

Do you want to help lots more people and make lots more money? Then you need to get over yourself and start giving people what they want to buy.

So why is it that so many coaches have such a hard time pitching their coaching services?

Two reasons:

  1. You don’t actually know what results your prospects want (or you are in denial about it)
  2. You don’t have the necessary conviction in your ability to get your clients the results they want

The Missing Ingredient

Conviction is a very powerful thing. It is that unshakable belief in yourself that you have what it takes to succeed. It’s that magic X-factor that your prospects need to see inside of you. It’s that intangible quality that instantly communicates to your prospects “You can trust me. I’m going to help you get what you want."

Conviction has two components:

  • The Inner Game: You must first convince yourself that you can deliver results
  • The Outer Game: You must communicate clearly and concisely to your prospects that you can get them the results they want.

Your prospects are being bombarded constantly with advertising messages and people trying to get their attention. You have small window of opportunity to not only get your prospects attention… but to communicate quickly that you have what they want.

Don’t waste your one opportunity by saying “I’m a life coach” or ‘I’m a dating coach” or “I’m a fitness coach”. That is vague, ambiguous, and it sounds like you don't know what you're doing.

But when you say “I help single moms lose 20 pounds without crash diets or exercise”…

When you say “I help men have sex with beautiful women”…

When you say “I help dentists double their income working half the hours”…

When you say “I help people get out of $10,000 of debt in 6 months or less”…

NOW you’ve got my attention. NOW you’re speaking my language. NOW you can tell me about how that works. 

How To Develop Conviction

If you want to start getting more clients than you can possibly handle, you need to become an expert at discovering what your prospects actually want… and communicating clearly and powerfully that you know how to get that for them.

So how do you develop conviction?

Easy. You need to know your prospects better than they know themselves.

When you can articulate another persons problem better than they can, they automatically and unconsciously credit you with knowing the solution

Dr. Wyatt Woodsmall
Advanced Behavioral Modeling, Inc.

Almost all of the problems you are having getting clients comes down to this one simple truth. You haven’t actually bothered to go into the marketplace, talk to some prospects, and figure out what they want. Instead, you thought long and hard about what YOU want to do and what YOU want to help people with.

If you want to develop true conviction as a coach and start getting more clients today, do these three things:

  1. Be honest about where you are right now. How many prospects have you interviewed since you started your business?
  2.  Decide that you are going to stop being so self centered, and go ask people what they actually want
  3. Commit to interviewing one prospect every day for the next 90 days (or 100 people as soon as possible)

Interviewing Prospects Made Easy

If you’re still wondering how to actually interview prospects and convert them into client, you need to grab my special report “How To Get Clients TODAY!”

It’ll walk you through step by step how to take your prospects through a powerful coaching conversation and learn exactly what it is that they want.

How To Get Coaching Clients Today!

The Step-By-Step Guide To Getting More High-Ticket Clients Today!

How To Properly Price Your Coaching Packages

If you want to quickly build a profitable coaching business, properly pricing your packages is something you want to pay close attention too. The single biggest mistake coaches make when it comes to pricing their services comes down their mindset.

Most coaches have an "employee mindset". They are used to having a job where they are paid an hourly wage... so they price their services at an hourly rate. This mindset is going to lead your business to a slow, miserable death.

If you want to create real success inside of your coaching business... you need to stop trading your time for dollars. Instead, you need to start getting paid to create results. This "entrepreneurial mindset" is what you need if you want to create a six-figure coaching business and work with high ticket clients.

The first thing I do with all my clients is raise their rates substantially. At a minimum, you should be charging $1,000 / month for your services.

The secret to commanding this price is a combination of "entrepreneurial mindset" and creating a compelling offer that delivers desirable results. In this article, I'm going to show you a very simple formula that will help you properly price, create, and pitch a high ticket coaching package.

The True Price Of Any Product Is What Somebody Is Willing To Pay For It

Whenever I am creating a product or service, I like to think of my price in terms of this simple equation:

Desirable Result X Convenience X Speed = Price

Lets break these three categories down.

Element #1) Desired Result

If I had to pick one reason why the majority of coaches are having problems selling their services AT ALL… it’s because they aren’t selling a result. Your prospect doesn’t want to buy coaching. They want to buy a RESULT.

If you can’t say to your prospect some version of “You give me $X and I’ll give you Y result”, your offer is dead in the water.

The single easiest way to start selling high-ticket packages is to figure out what your clients want most… and promise to deliver it.

Element #2) Speed

The second most important factor is speed. Comparatively speaking, if you can get the result you want faster… it’s always going to cost more money. Humans just accept that this is a thing.

The closer you can get to instant gratification, the more appealing your offer becomes.

Element #3) Convenience

The third piece of the equation is how convenient does it sound for the prospect. Does your offer sound like a lot of hard work? That is universally unappealing. However, “Done For You” services are extremely appealing.

The easier, low hassle, fun, and convenient the offer is, the more desirable it is to your prospect.

Think of each of the three factors on a continuum from -1 to 10. If any of these three factors rates at zero or negative (from the customers perspective), your product or service is completely worthless. Yes, according to math, two negative values equal a positive. No, it doesn't in this equation.

How Does This Apply To Pricing Your Coaching?

When I ask most coaches what their offer is, it usually sounds something like this.

“For the low low price of $1,000 / month, you can spend the rest of your life eating healthy, exercising daily, giving up all the things you like, change everything about yourself, accept who you really are, be nicer to other people, and eventually find peace and happiness.”

Worst. Deal. Ever.

Here is how to properly structure your offer.

Promise External Results, Not Internal Feelings

Your prospect doesn’t want to buy internal things like feelings, happiness, wellness. Focus on external, tangible, verifiable, results that the prospect can see, hear, touch, taste, and smell. Something that exists in the real world.

Here are some ideas:

  • Get a girlfriend
  • More or better sex
  • Lose 20 pounds
  • Make six figures

Yes, I’m sure what you do is “about more than just those things”. No, your prospect doesn’t care (yet).

Promise Speed

Here is the reality about your prospects. They want results right now. They need you to show them that you are the real deal and can work some magic. After all… that’s why they are paying you the big bucks… right?

You don’t have to get them the ultimate result immediately... but you do need to figure out how to get them some kind of result quickly.

There are two main reasons why your prospects aren’t getting results:

  1. ​They aren’t taking any action at all
  2. They aren’t taking action long enough to see results

It doesn’t matter what result your prospect wants to get… 99% of the time it comes back to performing very basic moves consistently over time. If you can get your prospect to take ANY action at all, they are going to get some results very quickly.

“Little Hinges Swing Big Doors” — W. Clement Stone (American Billionaire and Philanthropist)

Seriously, when you start talking to your prospects, you’re going to be amazed at how quickly you can get them results by changing just one, simple thing.

Here are some ideas:

  • Get a girlfriend in 90 days
  • Have better sex now
  • Lose 20 pounds in 6 weeks
  • Earn a six figure income in the next six months

Promise Convenience

This factor can be a little tricky. As coaches, we know that over the long term, our clients are going to have to do some hard things to get results.

HOWEVER… in the beginning of the relationship, there are plenty of tips and tricks that you know that will not only get them quick results... but will make it feel easy, low hassle, and fun. Figure out how you can make the first 30 days of your coaching program as friction free as possible. Save the heavy duty work for later down the road when your client has more rapport with you.

The best way to create a compelling offer is to think of all the objections your prospects to have as to why they can’t achieve the result… and the figure out how to remove those objections.

Here are some ideas:

  • Get a girlfriend in 90 days with this proven online dating profile template
  • Have better sex now using this simple breathing technique
  • Lose 20 pounds in 6 weeks without exercise
  • Earn a six figure income in the next six months working from home

Create Your First $1,000/Month Offer

The key to raising your prices and easily selling high ticket coaching packages is understanding these three factors. Most coaches either don’t know, or are in complete denial about what their prospects and clients actually want.

Instead of starting with “how do I sell my current coaching package for more money”, start by asking “what results would I have to promise to deliver so my prospects would GLADLY pay me $10,000 ?”. Once you start thinking from your prospects perspective and the results they want, this is when you can name your price.

Forget about things like “realistic”. Nothing great was ever accomplished by someone who was being practical. If you want to get paid some serious cash for your coaching, you need to start thinking bigger and figure out how to deliver incredible results.

So how do you figure out what your prospects really want?

Easy. You just ask them.

Start by interviewing one prospect or customer every single day for the next 90 days. Become an expert at what your prospects want to buy and you'll know exactly how to create a compelling offer for your high-ticket coaching program.

If you want an in depth look at exactly how I enroll new clients into my coaching program, you're going to want to check out the guide below.

How To Get Coaching Clients Today!

The Step-By-Step Guide To Getting More High-Ticket Clients Today!

How To Get More Coaching Clients Today

How To Get More Coaching Clients Today

If you want to have a successful coaching business, it is critical that you understand how to actually get clients in the first place. 

Let’s face it. None of us want to deal with all this icky sales and marketing stuff.

In a perfect world,  you wouldn't need to do any of this "sales and marketing stuff". Potential clients would be lined up around the block eager to work with you. You'd be in so much demand that you could charge whatever you want... and people would gladly pay your prices. You could just hang out with really cool people all day and get paid to help them overcome their challenges and achieve their dreams.

I have a secret to tell you.

This fantasy is what is holding you back from achieving any kind of meaningful success in your business. Do you want to know why your coaching business is failing? It’s because you don’t know how to get people to pay you money to coach them. 

I’m about to share with you the secret formula that will get your prospect to gladly take out their wallet and give you money. Once you learn how to do this, it will be like you’ve gained super powers. You will feel like you are in complete control of your destiny once you understand how this skill works. Building a thriving coaching practice wont just be a dream anymore… it will be a reality.

However… ff you don’t learn this skill, you will never have a profitable business. You will waste thousands of dollars on more courses and products searching for the “magic bullet”… and still have no new clients. You will be stuck FOREVER as an employee… instead of finally making the jump owning your own business and taking control of your life.

The Secret Sauce

So what is the secret to getting people to buy? It’s really quite simple. In fact, it’s so simple… you might not believe me. Here it is:

“Sell something your prospects ALREADY want to buy”

Most coaches make this WAY more complicated than it needs to be. You don’t need to learn complicated sales talks. You don’t need to learn high pressure closing techniques. You don’t need fancy marketing funnels. You just need to figure out what your prospects already want to buy… and then figure out how to give it to them.

Once you understand what your prospect really wants... not what you want them to have... your coaching business will grow.  When you start selling what your prospects already want... this is when you can start naming your price.

So how do you figure out what your prospects want to buy? Simple. You just ask them.​

The Five Elements

There is only one reason why anyone will buy anything. They are dissatisfied with their current situation and they want to make a change. They are experiencing some kind of pain and are already motivated to get the problem solved.

When a person is experiencing pain, they create a story in their minds about their pain. As coaches, we know that working on the inner game is what creates real results... but your prospects can't accept that they are the source of their pain. Instead, they blame external sources for their pain... and therefore think the solution to their pain can be solved by something external.

This story is surprisingly common and predictable (even though your prospect thinks it's unique to them). 

Your prospect’s story has 5 elements to it.

Element 1) The Cave

This is your prospect's “Fears and Frustrations”. Additionally, this is also their current reality (of pain). On the surface, you will find plenty of tangible challenges your prospect faces. However, underneath it all is fear. Uncovering their fear and you will uncover what is really motivating them to take action.

Element 2) The Garden of Eden

This is prospect's “Wants and Aspirations”. This is the fantasy land that they dream of when they go to sleep at night. When a person is experiencing pain, they will most commonly dream about a magical world where they have unlimited resources, infinite pleasure, and zero responsibilities. All of their problems have been solved, and they live happily ever after.

Element 3) The Door

This is the thing that is preventing them from leaving The Cave and getting to The Garden of Eden. This is the big problem that they want to get solved. From your prospects perspective, they are convinced that if they can get this one major problem solved, it will solve all of their problems forever (really).

Element 4) The Key

Imagine that the door has a gigantic padlock that is holding it shut. The only way to get the door open is to get this lock off first.  Your prospect think that if they can just get this one piece of the puzzle, it will be like knocking down the first domino and setting off the chain reaction to opening the door.

“The Key” is what your prospect is most interested in buying. The offer you make to your prospect is the promise that you will give them the key to this lock.

Element 5) Realistic Time Frame

This is, from the prospects perspective, how long he thinks it will take to make the key. Each prospect has a sweet spot when it comes to time frame. Promise results too quickly, and the prospect will think it sounds too good to be true. Promise results too slowly, and it doesn’t sound appealing enough to buy.

Once you uncover these five elements... you now have a formula. "You are stuck [in The Cave]. You want to have [The Garden]. Getting [The door] is what will get you from here to there... but you currently stuck and you need [The Key] to get unstuck.

When you start uncovering your prospects story, something very important will happen. Not only will you know exactly how to enroll that person into your coaching program... but you'll very quickly know when someone isn't a good fit for you (or that you just don't want to work with them). After all... the only thing worse than no clients are horrible clients.

Talk To At Least One Prospect Every Day

Learning how to uncover your prospects hidden story is like any other skill… it just takes practice. If you want to turbo charge your business, you need to start interviewing AT LEAST one prospect every day.

If you'd like some more detail on exactly how to interview someone... and some "fill in the blank" interview cheat sheets... you're going to love this free report. It breaks down the entire interview process step-by-step and goes into much more detail about how this process works. 

Free Report Reveals: How To Get High-Ticket Coaching Clients In Any Niche

Discover the simple step-by-step method for getting higher paying, higher quality coaching clients. 

Special Bonus:
5-page interview template that you can print out and use on every call you have with potential clients.

The Infinite Content Formula

If you want to create a successful coaching business that will thrive in a competitive niche, creating content is a crucial element to your success.

Avoiding competition is impossible. There is no reality that exists where you will have un-contested access to a rich deposit of resources. The best and most profitable niches ALL have competition.

Many of us have fears entering a market that is crowded. How do I compete? How do I differentiate myself?

The answer? Focus on creating content that is valuable to your prospects and customers. How do you figure out what information is valuable to your market?

You just ask them.

The more you interact with your market, the better you will understand their needs. The better you understand their needs, the better your content will be. The better your content, you will attract more prospects and customers to your business.

The Key To Survival Is Speed

Speed is the key ingredient to gaining a competitive edge in business. Industries are being continually disrupted by new, agile startups that can respond to the market with greater speed than the old established brands.

You may think that you are at a disadvantage being the small newcomer in a competitive market… but this couldn’t be further from the truth. Once you understand that this is actually your greatest weapon, you can begin to make rapid progress.

One of the most influential strategic thinkers of our era is United States Air Force fighter pilot Colonel John Richard Boyd. Boyd’s revolutionary concept — The OODA Loop — changed the art of warfare and the landscape of all competitive environments today.

Boyd hypothesized that all intelligent organisms and organizations undergo a continuous cycle of interaction with their environment. Boyd breaks this cycle down to four interrelated and overlapping processes through which one cycles continuously:

According to this idea, the key to victory is to be able to create situations wherein one can make appropriate decisions more quickly than one’s opponent. The construct was originally a theory of achieving success in air-to-air combat, developed out of Boyd’s Energy-Maneuverability theory and his observations on air combat between MiG-15s and North American F-86 Sabres in Korea. Harry Hillaker (chief designer of the F-16) said of the OODA theory, “Time is the dominant parameter. The pilot who goes through the OODA cycle in the shortest time prevails because his opponent is caught responding to situations that have already changed.”

Observation: the collection of data by means of the senses

Orientation: the analysis and synthesis of data to form one’s current mental perspective

Decision: the determination of a course of action based on one’s current mental perspective

Action: the physical playing-out of decisions

Of course, while this is taking place, the situation may be changing. It is sometimes necessary to cancel a planned action in order to meet the changes. This decision cycle is thus known as the OODA loop. Boyd emphasized that this decision cycle is the central mechanism enabling adaptation (apart from natural selection) and is therefore critical to survival.

Source: Wikipedia "John Boyd"

Understand this: The market is constantly changing. New niches emerge constantly, and opportunity is always available. When you see opportunity, it is imperative that you take action IMMEDIATELY… otherwise the conditions will change and your strategy will be less effective. Or worse, another competitor will have taken a dominant position while you were debating your next move.

The Content OODA Loop

The key to your success is speed. Things that appear to be “new” have a much greater appeal than things that are “old”. The market automatically assumes that the more current and up to date content is, the more accurate it must be.

The ironic thing is this. Often times the strategies that work the best aren’t actually new at all. The most effective solutions are often the time tested systems and procedures that have been used successfully for decades (if not centuries). Learning how to repackage time tested solutions into “new” content is the cornerstone of most information product businesses.

Apply this thinking to your business. Take shortcuts and do things the easy way. Just ask your prospects what problems they have, and then focus all of your knowledge and expertise on finding a solution for their problem.

Step 1) Interview 7 prospects

Step 2) Make a list of all the problems, frustrations, and sticking points your prospects are having

Step 3) Use the “Why, What, How, What If?” framework to quickly create modular content

Step 4) Publish content as quickly as possible and get feedback from your prospects

Step 5) Leverage content to generate more interviews

What you will quickly uncover is this:

Most of the problems your prospects are having come down to just a few very basic, very simple things. Once you know what those things are, all you need to do is continually repackage the same advice in different ways.

Start Talking To Your Prospects IMMEDIATELY

The faster you can move and respond to the ever-changing needs of your market, the more opportunity you will create for yourself.

If you’ve never interviewed anyone before, practice on one of your friends. If you are involved with a community of some kinds, ask one of the other members if you can interview them. If you need a simple copy and paste template to get things started, try this (or something similar).

“Hi ______,

Quick question. I’m doing some market research for a business idea I have. I was wondering if I could ask you for your help. Can I interview you sometime this week and just ask you a couple questions?”

It doesn’t have to be perfect. The important thing is to TAKE ACTION NOW

How To Get Coaching Clients Today!

The Step-By-Step Guide To Getting More High-Ticket Clients Today!

Sin And Self Interest: How To Sell More By Connecting With Your Prospects “Dark Side”

If you want to start getting high-ticket clients, connecting with your prospects “Dark Side” is an ability you will need to develop.

Building rapport with your prospects and clients is the critical first step to any sales methodology. If your prospect doesn’t feel like you understand them — and more importantly accept them — you will find it almost impossible to influence and persuade them to take action (and ideally buy what you’re selling).

Your Prospect's Biggest Fear

Most people are afraid to admit that they have a problem. When your prospect has a problem that they can’t solve on their own, they feel out of control. It’s hard enough to admit to ourselves we aren’t in control. To admit it to someone else can feel like a fate worse than death.

Your prospects are afraid to reveal their shortcomings. They fear the criticism and ridicule they IMAGINE they would feel if anyone really knew what was going on. So what happens? Your prospect conceals their true problems in the hopes that no one ever finds out.

This area that the prospect keeps concealed from others is what I call the “Dark Side". Inside this space is where your prospect feels most alone, and most afraid. Not only is the prospect experiencing pain, but they are also experiencing emotions like guilt and shame for having the pain in the first place.

When you learn to connect with that darkness — the pain the prospect feels, the helplessness, the complete lack of control — that is when magic will happen in your business.

The Johari Window

In cognitive psychology, there is an interesting technique called the Johari Window. It was created in 1955 by two American psychologists, Joeseph Luft and Harrington Ingham.

Imagine you have a chart with four quadrants. On the vertical axis you have “Known To Others” and “Not Known To Others”. On the horizontal axis, you have “Known To Self” and “Not Known To Self”.


We are going to imagine these quadrants from your prospects perspective.

Quadrant 1: The Arena (Known to Self, Known To Others)
This is what the prospect knows about himself and what others know about him.

Quadrant 2: The Blind Spot (Not Known to Self, Known To Others)
These are all the things the prospect doesn’t know about himself, but others do.

Quadrant 3: The Facade (Known to Self, Not Known To Others)
These are all the things the prospect knows about himself, but keeps hidden from others.

This quadrant is what I refer to as the “Dark Side"

Quadrant 4: The Unknown (Not Known to Self, Not Known To Others)
This is the parts that is unknown to your prospect, and unknown to others.

It is your job as a marketer to discover what is inside Quadrant 3. What are the things that your prospect keeps locked away from the outside world?

Sin And Self Interest

The most common thing that humans hide is their uncontrollable urges and impulses. In western religion, these are often referred to as the “Seven Deadly Sins”.

  • Lust
  • Gluttony
  • Greed
  • Sloth
  • Wrath
  • Envy
  • Pride

Many of us have been conditioned by society and religion to view these intense emotional desires as “sinful” because they are centered around "self interest". Virtues are centered around “the interest of others"

This creates a very interesting dynamic for your prospect. Not only are these desires completely outside of his control, but by feeling these things desires he is now a “bad” person.

So what happens? Your prospect tries to suppress these powerful feelings, and hide them from others. Because your prospect isn’t dealing with these urges in a healthy way, it creates all kinds of PAIN.

Your prospect can’t accept that they are the source of their own pain, and therefore must look to external factors to rationalize why they are in pain. Because they think the pain is coming from external factors, it’s only logical that the solution is to fix something externally.

Your Prospects Already Think They Know The Answer

Your prospect already thinks he knows what will fix his pain. Despite how horribly wrong he might be, you have ZERO chance of talking them out of it in your marketing.

If you want to have any chance of selling your products and services, you need to first figure out what the prospect ALREADY wants to buy, and promise to deliver it.

Your prospect doesn’t want to buy your product, he wants to buy things like:

Get my ex-girlfriend back
Lose 20 pounds
Make more money
Fix my marriage
People admire and respect me

Even though you know these outcomes won’t solve their REAL problems, they think it will. If you sell them what they already want to buy, you will get permission to give them what they actually need.

Once you know what powerful emotions are driving your prospects to take action — and what they think the answer to their problems are — now you can communicate with them in a very powerful way.

But First... You Must Connect With Your Own "Dark Side"

The easiest, fastest, and most effective way to connect with your prospects “Dark Side” is to reveal to them that you have a "Dark Side" too.

Remember that your prospect feels alone inside of their pain… that no one understands what it is like to feel the way they do. When you can communicate with your prospect that you understand what that pain is like… and you know how to fix it… you will instantly capture their attention.

This is the moment when you go from “person trying to sell me something” to “person trying to help me get out of pain”.

Once that moment happens for your prospect, he is now ready to hear your sales pitch.

Creating Your "Dark Side" Conversion Story

Get out a sheet of paper, and get ready to write some stuff down.

Think back to a time in your life when you were in severe pain. Think about what was going on at that point in your life. Really put yourself back into that moment in your life, and answer the following questions.

Question 1) What was the external event that happened that you then blamed your problems on?

Was it losing your job? Divorce? A Car Accident? Someone saying something hurtful to you?

Be as specific as you can. Make sure you describe the situation in detail.

Question 2) How did you feel? What emotions were you experiencing? What were you hiding from others? Which of the “Seven Deadly Sins” did you feel most intensely?

Were you feeling uncontrollable anger (wrath)?
Did you feel the need to consume food, drugs, or alcohol (gluttony)?
Did you feel intense sexual desire (lust)?
Did you just want people to like you and think you were cool (pride)?
Did you feel jealous of someone else's success (Envy)?

You probably experienced a mixture of several emotions. Describe how you felt in as much detail as you can.

Question 3) When you were in that pain, feeling those strong emotional urges, what did you think the answer was?

Really be honest with yourself. What was it that you thought would fix all of your problems?

Bringing It All Together

Now do it again from your customers perspective. Really try and imagine what your prospect is going through. What happened to him? What emotions is he feeling? From his perspective, what does he think the answer to his problems are.

When you can feel your prospects pain and imagine, the strong emotions they feel, and what they think the solution is… your product creation and marketing will fall neatly into place.

How To Get Coaching Clients Today!

The Step-By-Step Guide To Getting More High-Ticket Clients Today!