let me talk about this therapist one more time. What if, instead of treating me like a customer, she had wrapped me up in love? What if she’d comforted me with the core beliefs of coaching, and created a partnership? What if she had said something like this: “I’m not here to fix you. You are whole and perfect just as you are. I’m here to be a guide

Based on our initial meeting, it appeared that she wasn’t going to give me the tools and support I needed to make changes in my life. She would have listened to me, but the mere act of listening wouldn’t have helped me. I didn’t need a therapist; I needed a coach.

As coaches, we want to exaggerate that mirroring to demonstrate connection—we truly see the other person, and they see us. Once you’ve established a connection, you’ll see that the client will start to mimic you. At that point, you can slowly and methodically bring them back to your level. For example, if they are talking fast and are all over the

Ask the client to take a few deep breaths. Ask them to put their feet on the floor, and you’ll do it, too. Then close your eyes for a second. Put your hand on your heart and take a deep breath. Your client will join. When you sigh, they will sigh. Then you will walk them through the embodiment exercise of your choice. The goal of whatever

The client will give an answer. If they’re at six or below, it’s most likely not a fit for them. However, if they’re at seven or eight out of ten, say, “Great! I’d love to know seven or eight reasons why you feel this program is a fit for you.” By having the client list the potential benefits, you help the client focus on moving forward. You’ll get

When I begin a sales call, I explain that in the next forty-five minutes we will: Get clear on the client’s goals and why they’re here. Start to dream about what the future might look like—what they want and how they want to live and work. Then if it feels like a good fit for both of us, I’m happy to share how I work with clients and our next steps

To start, you need to think about who you want to be as a salesperson. How do you want to show up? How can you be your best and most authentic self? What would that look like in practice?

Money is flowing everywhere, but we don’t respect it. We blame and resent it. This is where we need to shift our perspective about money.

When you get an objection of any kind, it’s time to pause. Put both feet on the floor, place your hand on your heart, and be quiet for a moment. Then ask the prospective client an open-ended question to help them feel comfortable sharing what’s truly on their heart. As I mentioned earlier, one such question was taught to me when I first started