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The Breakthrough Experience

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What is your vision? How do you see your clients?

If you were to ask yourself if all of a sudden my clients were to double,

would I be able to handle it? What's my weak link?

Where's my block in the growth process? And be prepared for it.

Your business capacity

is based on the number of new clients. You have

x the case visit average or the client visit average.

So that means that the number of clients x

what is the general service, net service that you provide,

will determine the practice capacity, the business capacity.

So how big is that business is gonna be based on the number of clients you have

and the number of services you provide that client,

what's the average per client.

So you can either do things that can enhance the number of new clients,

or you can do things to enhance the upsells on the

there's a higher dollar value per client.

Either of those can be expanded and I encourage both to be expanded.

So you need both an internal and external marketing system for building the

client numbers,

but you also need to be able to provide services and up services for

continued coaching services because once you have one package,

if you don't have an additional package,

then they're gone and they're done and it's over with.

So you wanna be able to continue to expand and to help the coaching

client to go to new levels and continue to grow, so keep offering more value.

Now,

there is a number of responsible as a coach that is essential.

Number one, you need to have specialized knowledge,

and obviously you need to target what that is because you're probably not gonna

be great at everything, but you can be great at certain things.

And you wanna start with what you know.

Whenever you're doing your coaching business,

you wanna start with what you know and what you're absolutely certain you can

deliver. Many times people find out what people are, you know,

needing out there and they just kind of put that on their shingle and say, okay,

well, I can do that, but it's wise to start with what you know,

what you're absolutely certain you can deliver and where you

feel confident, you can look 'em straight in the eye and 'I can deliver that.'

So here's what I ask people to do, write down,

start with what you know and let what you know grow.

And target your knowledge on the topic that you really wanna master,

you wanna run skill on. There is generic coaching,

but there's also targeted coaching and you may,

if you have a love for a targeted coaching focus then great,

but you wanna become the greatest in the knowledge in the field in that

particular area of what you want to do.

Mine was in personal development and human behavior,

so I've been devouring that for 49 years. But

you wanna make sure that you target that area and become more knowledgeable

about that area than anybody else, and more aware,

or you have access to resources and sub coaches that have those specialties,

that you can bring those in as teams to be able to offer that service.

But you wanna make sure that you are delivering the highest quality information

that you possibly do,

something you're certain about and something you really

producing results. If you're not certain about the results,

then you're gonna have a hard time selling it.

You sell most easily the thing you feel certain about and you've delivered and

you've got track record and you know you can do it.

There's some things that I know absolutely I can deliver on and those things I

can deliver without question and other areas that I just tell people,

that I'm not certain about, let's go down the alley, let's find out,

that's not my area of expertise.

And I can either bring in a specialist or I can say,

well I'm on a learning curve with this too, let's go work and join on that.

You don't wanna mislead them. But at the same time,

you wanna make sure you have something that you're specialized in knowledge on.

You wanna also define what it is that you have as a client, who is your client?

You want a high quality client,

you wanna define what it is that you're looking for. You know,

is it an entrepreneur, is a certain age, is a certain type of business,

is it because you've had a certain type of business, you know that business?

My coaching really started in the health field,

I started out in the profession that I was in.

I did coaching and consulting in that area.

And I did about a thousand clinics in the eighties,

about thousand offices I consulted and coached on and assisted them in.

And then that went into podiatry, it went into dentistry,

it went into other fields of healthcare. And then from there,

because I knew how to grow a practice.

I could take a practice from something from zero to millions of dollars,

I knew how to do that, so I could help them do that.

And in the process of doing it,

expanded into other businesses because there was a lot of overlap.

So I started in what I knew and let what I knew grow as I did and the variations

that went along with it. But I basically knew I, I had that information.

I knew from my own track record, in my own experience,

I knew I could deliver on that. So start with what you know,

let what you know grow,

continuously educate yourself on the topic that you're actually gonna do,

make sure you're a master of that.

And whatever you do put together a package and pay close attention to the needs

of the audience.

Some people go out there and look at what's being sold out there and look at

key, you know language that seems to hook people and that that's fine,

but the reality is you wanna make sure that you are delivering what people need.

Otherwise, people aren't gonna do it. If there's no demand for your supply,

you're gonna be working uphill and you're gonna be trying to sell something that

people aren't interested in. Don't make presumptions about what people need.

Find out what they need.

And the way you know that you're hitting what they need is because there's now

demand, they're wanting your services,

which will drive your prices up and drive your services up.

But you wanna make sure that you're basically hitting those needs and the only

way you know it is by, there's a demand. There's no demand,

you're not meeting people's needs.

The way you're articulating the language online,

or the language when you're meeting people, is not meeting what their,

they're not biting.

They only bite when they see something that's meeting their values.

Every human being has a set of priorities.

Every client you'll ever have has a set of priorities and they have a set of

values that they're wanting to fulfill, and if you don't know what they are,

you know on my website, there's a Demartini Value Determination process.

If you haven't gone through that and learned those questions

and possibly even come and learn that skill at a training or whatever,

you may wanna find that,

cuz I know a lot of coaches when they incorporate that into their game,

it definitely upgrades their outcome.

They grow more clients because they're now knowing how to determine what the

people are actually looking for,

and then you can provide the services accordingly.

But you first need to go and find out, you know, when you're selling you,

you going to meet and greet people, then you gotta gain some rapport with 'em,

then you establish some needs, you need to confirm those needs,

you need to then offer a solution that matches that need, not presuming,

but matches that need. Then you need to handle the obstacles,

which are usually inversely proportionate to how well you meet that need.

And then you end up closing the deal and then providing the services and

simulating referrals.

So you wanna make sure that you have your website that has the information on

there that is presenting and greeting them,

making sure you're asking question to establish, cuz to sell is not to tell,

it's to ask questions.

Almost every day I get people trying to offer me services online and tell me

what I need. I just delete 'em.

Unless you're asking questions and establishing a need, you're wasting time.

Don't ever try to offer a service until you establish a need.

Don't try to offer service that you don't know you're skilled at just to get a

client,

cuz then your brand will be affected when it's something you're not masterful at

and you're not gonna actually deliver on. So don't don't be desperate,

be targeted. And then put together an amazing package that's irresistible,

a package that somebody is definitely gonna want.

And maybe you have to start out at a rare fair fee and then work your way up and

grow your brand. You know,

I've many times delivered on a little deliverable on something and on

a plane I've been on a plane,

somebody flying with somebody and I start talking to 'em and I start helping 'em

on something and establish some needs and establish some things and help them

right on the spot, I didn't, don't even charge 'em for it,

just help them and show that I'm caring and working with them.

And then when they turn around and ask, well,

do you have a card or do you have information,

and then I can tell 'em about a service,

but I usually kind of wet their appetite and give 'em some wow factor that's

mind blowing to them and then they go, wow, I could use more of this.

And then they're interested,

but don't ever try to close a deal until you've established a need and confirmed

a need and made sure that you have something that

that's important.

But making sure that you actually target that and qualify the client.

I had qualifiers, you know, before I can accept you as a client,

there are certain qualities and certain criteria that successful clients meet.

And write out the criteria. You know,

they need to make sure that they're they're on schedule when they come in and

you do your meetings,

make sure that they're paying and keeping current with the financial

responsibilities,

making sure that they're applying the principles or not doing it or otherwise we

won't continue.

You need to qualify the client so you're not sitting babysitting people and

pushing people uphill. That's why, again,

you wanna make sure you know the value system,

because the only thing you can expect your clients to do is gonna be what they

value most, what fulfills their values most.

If you don't know what their value structure is, you're

That's why I train people and coaches on that process because that's a crucial

component cuz in the area of your highest values, you excel,

in the areas in your lower values, you don't,

and many people don't know what their values structure is,

the hierarchy of values that they live by.

And that's what determines their perception, decisions, and actions.

And then as a result of it,

they're trying to get 'em to do something that's low on their values and they

procrastinate, hesitate and frustrate, they're not acting on it.

And then you're frustrated because you're not getting the results with them.

And they're frustrated cuz they had a fantasy that they were wanting to get a

result that was outside what they valued.

That's a component that's really crucial if you wanna get results.

Another thing you wanna make sure you're doing is when you're qualifying a

client you have some sort of metrics and some sort of KPIs that you're following

on them in addition to following on yourself,

in addition for them following on themselves. You know,

what exactly are you measuring?

You wanna make sure you have measurables in there and accountables so you can

actually measure things. You want objective data and

Sometimes they'll tweak what they're saying to match so they don't get

scolded or whatever,

but let's get some objective data so you can measure things by it. You know,

when I was working with clients,

we used to have a number of new clients and the number of visits and the number,

the dollars per visit and we had a bunch of KPIs on there,

the overall case visit average, the collections ratio,

I mean everything in their business,

you need to be able to have those monitoring metrics to be able to know what

you're doing with the business and you or somebody that's working underneath you

is monitoring those metrics and keeping current with it.

Because otherwise you don't know what you're really accomplishing other than

they might tell you something,

and then they might all of a sudden drop out if they're not really being honest.

So make sure you have a metric, make sure you care.

They're not interested in working with you unless you are really interested in

getting a result for them. And you need to have that as your mission.

And you wanna be clear on your mission. What exactly is your mission?

Who are you wanting to serve and what is the outcome you want and what is really

deeply meaningful? And don't put something just for fun,

put something that's truly inspiring. You know,

I've been involved in personal development and human behavior for 49 years in

teaching, you know, I have a track record. I don't,

this is not something I just do for a weekend here and there, I mean,

I do it every day, seven days a week. Target what it is you work on.

So you can't wait to go and serve them. When you do that enthusiasm,

that inspiration,

that gratitude for getting a result and that love for doing it,

and the certainty because you know something about it and the presence when

you're really doing something you're engaged in,

is definitely gonna be a marketing mechanism. You know,

Peter Lynch in his One Up on Wall Street many years ago said that, you know,

when he's is deciding to buy stock in his

you know, investments he's looking for,

he goes to the actual company after he does his technical and quantitative

analysis,

he goes to the company and actually looks for people in the company and looks

and see if they're grateful for their job, loving what they're doing,

inspired by the vision, enthusiastically working,

certain in their skills and present with their clients. If they do,

that company's going up.

And so you wanna make sure you're doing that cuz if you want your company to go

up, you're gonna exemplify that.

Another thing is to make sure that you save a portion of whatever your profits

are. You know, I learned a long time ago when I was 27, I'm 67 now,

40 years ago that take a portion of whatever you make and make sure you put it

into savings until you have a cushion and then put it into investments.

If you're not saving and investing on every client,

you're gonna stop your growth, I promise you. Until you invest in you,

don't expect others to. Until you value you, don't expect others to.

Until you invest and put money away where you get passive income coming in and

have a cushions for stability, don't expect a consistent stable business.

You wanna make sure that you do it. I started out at a little $200 a month,

$300 a month, $500 a month, 750 a month, a thousand a month, 1,100.

I kept increasing at 10%.

And my margins kept getting more profound ever every time I did it.

When you manage money wisely,

you receive more business and more money to manage.

So you wanna make sure you're saving and investing no matter what,

don't wait until you see well, when I get some extra, then I'll save. No, no,

no, no. You save and invest upfront.

Because entropy is going to take away your potential profits and unexpected

bills are gonna come in if you don't automatically pay yourself first.

The wealthy have always known that.

There's basically a law that if you don't fill your day with high priority

actions that inspire you,

your day's gonna fill up with low priority distractions that don't.

If you don't put your money into asset accumulation,

it's gonna end up with depreciable consumables that are unexpected bills.

And once I learned that and I forced my say savings and kept increasing it,

automating it, no emotion just automated electronically,

my business just started growing.

It started growing locally and then eventually globally.

And now I'm financially independent because I did that.

And the more wealth you have, the more people wanna do business with you.

Believe it or not, nobility and power and influence and wealth,

those are all things that magnetize and draw people to you.

So if you're struggling, don't expect but struggling clients.

But if you're valuable and you've empowered yourself,

then you end up with more powerful clients. You know,

I always say that if you have a thousand dollars saved you get thousandaires,

you get a million dollar saved, you get millionaire clients,

If you get a 10 million, a decamillion, you got $10 million clients,

you got a hundred million, you get a centimillion dollar clients.

You're going to resonate and draw in people that you've mastered. You know,

you also aren't gonna grow a business on a global level,

unless you have an astronomical vision.

I've said for years that if you want to be number one in your community,

you need to have a big vision as big as your city.

If you wanna be number one in the city,

you need a vision as big as your state province.

If you wanna be number one in the state,

you need a vision as big as your nation. You wanna be number one in the nation,

you need a vision as big as your world.

And if you wanna be number one in the world,

you need to have an astronomical vision. What is your vision?

How do you see your clients?

If you were to ask yourself if all of a sudden my clients were to double,

would I be able to handle it? What's my weak link,

where's my block in the growth process? And be prepared for it.

People that are really great coaches are basically people foresighting and

they're thinking advance and not just reacting and hindsight,

they're foresighting. If all of a sudden I doubled my business,

where would I break down,

where would my bottle necks be and how do I solve them in advance and making

sure that you're delegating things. You know,

if you're doing a one-on-one client, you're probably gonna,

if you don't have any staff members or anybody that you're delegating things,

you're probably gonna be trapped doing things,

and you're gonna be scheduling and you're gonna be doing administrative work.

Frankly, I, I stopped that when I was 27, I gave that up 27, 28.

You know, you wanna make sure that you do what you do best,

which is doing the deals and doing the service and delegate the rest away.

You're not gonna grow your business unless you delegate.

And don't do desperate things. Anytime you do lower priority things,

you're gonna have clients that're gonna do the same thing and they're not gonna

get results, cuz you're not gonna get results.

Make sure you prioritize what you do, you know,

go through and make a list of everything you do.

Look at how much it produces per hour and prioritize it.

Make sure you look at how much meaning it has.

Make sure it's doing something that's inspiring to you that produces the most on

the services. Make sure you then find out what it costs to delegate it.

Look at the spreads on what it produces versus what it costs and hire people to

do the lower priority things so you're not doing, you know,

the trivial administrative things. It's important for the business,

but not for you.

You have an area of expertise that can charge thousands of dollars per hour,

possibly, or hundreds at least, and so in the process of doing that,

you don't wanna be doing something that's a $50 an hour job,

or you're gonna be devaluing yourself. And once you do, they do.

They're not gonna value you if you don't value. And so that starts with you,

when you know how to manage your own time and manage your own business

effectively,

you're gonna be able to draw more people to you cuz they're gonna see that

result. Also when you meet people, you know,

you want to ask 'em questions and establish needs,

as I've said and interact with them. You know,

I'm a firm believer that wherever I go and whoever I meet and greet,

the more I treat as I say.

And so you wanna expose yourself and the greatest way to leverage yourself is

speaking. Without a doubt,

my life is where it is because I learned how to be a public speaker.

If you're not taking advantage of public speaking,

I think you're gonna make it harder on yourself to grow your business.

So if you're not used to being on YouTube and doing, you know,

the social media games and doing podcasts and doing messages and exposing

yourself to thousands, if not millions of people,

then you're probably gonna limit the outreach.

And it's nothing wrong with growing organically, that's fantastic,

the best clients are still referrals. But you might as well expose yourself.

I go on podcasts every day. I go on on keynote speeches.

I expose myself to literally millions of people every year,

millions of people every year, we've done nearly 200 million this year.

So if you look out and go reach out,

reach to thousands of people and you have a website that's got some traction and

it's got something of value on people,

then you're gonna have people calling in and communicating and trying to get

information. But if you're not exposing yourself,

then you've got a linear growth instead of an exponential growth.

And you wanna take advantage of that. If you have a book published,

that helps also cuz then now you're perceived a little

expert. I've had many books on my thing. I'm in the process of doing 10 more.

In the process of doing that, that helps target, it helps marketing.

I don't make big money on those books. That's not where my focus is,

but it's good marketing areas on it. I sell thousands of books around the world.

I think we're in 39 languages, but at the same time that also helps.

And I put out articles,

I've written for 1500 plus magazines around the world and newspapers.

So constantly getting out there and exposing messages out there to get your

brand recognition out there is part of the game. And I don't know, you know,

there's no shortcuts on that as far as I know, you're not gonna do it,

I've seen people go out and grow their business from clubhouse and social

medias, but it's delivering it. It's all boiled down to delivery.

If you're not actually making the delivery on the products, services and ideas,

then you know, you're not going to keep clients.

And also you wanna make sure you have at least three upsells.

That's been my observation. Whatever package you offer them,

have a more advanced package and have another more advanced package so that you

keep delivering more value to them, and make sure it's real value.

Make sure you have something. You know,

I know a friend that did coaching business and he brought in other expertise and

they kept coming,

the clients kept coming through him cuz he kept bringing in other expertise and

he wasn't afraid of having another expertise because

he grew thousands of clients that way and had big conferences periodically from

coaching,

because he kept bringing in extra special consulting services and

then had discussions.

So he'd bring in a specialist and then they'd have a discussion and he knew the

information and they knew the information and they all just kept growing

together.

If you're not growing and adding to your knowledge base on a daily basis and

researching and studying and learning and growing,

you're probably not gonna keep current and fresh and you're not gonna be

enthused. I found many,

many years ago that if I'm constantly researching and filling gaps in the giant

cosmic puzzle of life and have something that's new and inspiring to deliver,

I can't wait to deliver it, people can't wait to get it.

So I'm constantly putting that energy in there.

And also you want to ask yourself,

what is the highest priority action I can do today that can serve my clients the

most? What is the number one thing that they need,

and where do I get the knowledge to go and deliver that and make sure I get you

know, expertise that's solid. Don't give fluffy stuff,

give something that stands the test of time. I like studying the classics.

I don't wanna be a fad. I don't wanna be just a temporary trend.

I wanna be a classic, something.

So I stand on the shoulders of the greatest people,

greatest in the field and devour their literature and study the things and go

attend classes and go and make sure I'm getting feedback and metrics.

I wanna make sure I've got knowledge that when I say it, I'm certain about it.

I know that I can deliver on that. If you do that,

you're likely to grow the business.

So in a summary here I'm gonna say that you want to target the clients that you

know you can deliver most, start with what you, what you know, let it grow.

Make sure you gain specialized knowledge in it,

make sure you know what your mission is and what you're real committed to,

what you're really commit to, not what you just think it is,

but what is your life demonstrate you're really committed to, target that.

Something that you're working on in yourself is usually the common thing that

you wanna specialize on, that's part of the game.

Make sure that you're saving and investing a portion of it,

the more cushion you have in your business, the more stable it will be.

And the more you're increasing your savings and investments,

the more business you're gonna get, I guarantee it.

If I could come into your business and force you to do that and structure it for

you, I guarantee you, I could grow your business very rapidly. I've done this,

I've done it for thousands of people and I'm absolutely certain it will work for

you. So make sure you're saving and investing a portion of your business.

And make sure also, if you haven't learned about the Demartini Method,

the method I have on how to resolve emotional baggage

stopping people from, you know,

distractions are things they get infatuated with or resent,

that they get emotional about, cuz until they can manage emotions,

they're not gonna go and excel in their business and coaching business.

Make sure you go and do the Value Determination process on my website,

it's free, it's complimentary, it'll be a tool that will be very helpful,

because people are only gonna live according to their values, not yours.

And don't project onto them assumptions.

And don't make assumptions about what they need. Find out, get metrics,

follow through on the metrics and care enough about 'em. You know,

if your inner most dominant thought is to go out and help them grow their life

and their business and do and help them master their life.

That's been my dream since I was 17 years old,

to help people do something extraordinary with their life and master their life.

Whatever that area of coaching is, makes sure it's legit from you,

make sure it's your heart, it's soul.

If it doesn't bring you tears of inspiration doing

you're not documenting the feedback you get,

every time you get a thank you from a client, document it.

Put it into categories so you have a list of all the different testimonials and

documents that you have. Some of the most inspiring thing.

I have a daily gratitude journal that I have all the thank you's on and all the

clients that come in every single day and those inspire me and those are stories

I can use and that's information I can pass on and it's anecdotes that you can

help other clients with.

So keep records of all the results you get with people and just keep growing

that base. So that way you're being fueled by the contribution, you know,

when we may make a difference in people's lives,

that's the thing that makes us most inspired to get up and wanna go do more of

it. And that's something that when you're enthused about doing it,

then people they come around to watch you burn when you're enthused.

I found a long time ago when I'm in really inspired and my innermost dominant

thought is my clients,

the innermost dominant thought for them is getting my service.

So make sure you do it , write down all the names of the people you wanna serve.

I found that if you're outta sight outta mind.

I remember going to a doctor's office one time and I said to him,

I want you to list all the client names you have and start doing it and the

second you have a one second pause or two second pause between the client's

names, we'll stop.

And they started rattling off the names and they got to 68 names. And I said,

all right, that's, you're running out of names now all of a sudden,

and then we looked and we found out that his practice capacity,

his business capacity was exactly 68.

That's what he was averaging in his client base per day.

And it was really interesting, cuz if they're not in your mind,

they're not in your life.

So you keep a record of those people and keep monitoring and see what they're

doing and look and monitor the progress and keep a master sheet on the thing and

make sure you're doing that. And then stimulate referrals,

have a goal to be able to have for every client you have that you generate five

or 10 new clients out of it. Make that as a goal.

I used to have what I call the enchanted forest in my office. We had,

for every patient we had, we had a name for them.

And then we had a place for them to write 1, which I call grass people,

a few, three to five, which was herb people,

up to 10 was bush people and anything over 10 was forest people.

And we kept records of all the referrals that did and we used to ask 'em, says,

have we done something that's not fulfilling to you

only referred one person here, and most of our clients refer about eight.

And ask what are we doing that's not fulfilling your things.

And then make sure you fill in that need and make sure you do it so they have an

inspiration to do it. And then they know that they're expected to refer.

And because people that really are inspired,

that's a sign that they're wanting to refer people,

they're inspired by the results. And if you're not getting the results,

then you're not gonna get referrals so, make it a point that that's the,

your inner most dominant thoughts gotta be about the results of their life.

When they can see that you're about making a difference in their life,

they're gonna wanna refer because they have people,

they wanna look good in front of people. So look the part, dress the part,

be the part and go the extra mile. You know, it's the sizzle, as they say,

and it's the person that goes the extra, the effort.

Be willing to do whatever it takes, travel whatever distance, you know,

deliver whatever it takes to get the results and watch what happens.

And I know that that will help on the coaching business.

I just hit a few highlights of things that I've found in my own business,

but yeah,

value yourself because if you do they'll value you and make sure you do what you

can to make a difference in their life

then it's really specific and find out what their real needs are,

not what you assume their needs are.

To help you on this journey of being a great coach,

I put together a free masterclass called Accessing Your 7

Greatest Powers. This is a gold mine, the information on this,

I guarantee it can be transposed right on into helping the clients.

So you've got more to offer them and something inspiring to them.

And so please take advantage of this free on demand masterclass Access Your 7

Greatest Powers. This will,

I guarantee you give some more information you'll be able to deliver with,

and it's all about deliverables. It's all about results.

And so if you're innermost dominant thought is about transforming their lives

and making a difference. You know,

what a gentleman made a difference in my life when I was 17 years old,

named Paul brag that night on the floor,

sitting there in a little recreational hall when he was speaking,

I said to myself, someday I wanna do like this man.

I wanna be able to make a difference in people's lives.

If you're absolutely inspired to make contribution and make a difference and

serve people and serve ever greater numbers of people and you're willing to do

whatever it takes, travel whatever distance,

pay whatever price to give that service,

and you're willing to value yourself and invest in yourself and with education

and learning and constant growth and expansion and stick to what you know,

and be integral with that,

and then go out there and do whatever it is to expose yourself with speaking,

you're you're going to grow your coaching business.

Please take advantage of the masterclass and the Accessing your 7 Greatest

Powers. Please go online and get the Value Determination process.

It's a gold mine to help people with.

And come and join me at the Breakthrough Experience so I can teach you the

Demartini Method.

It's a tool with a thousand uses that is absolutely essential for coaches.

And I look forward to seeing you next week or whatever program we do.

Every week I'm doing something else to try to help people expand their lives.

And thank you for joining me today. I look forward to seeing you next week.

Please take advantage of the masterclass. I'll see you next week.