Wellness Coaching Australia's Blog

Coach Profile: Narelle King



This month, we’re profiling Narelle King, owner of www.simplyhappy.com.au.

About Narelle

Hi, I’m Narelle I am a mum to two young children, I have a background in education specialising in Physical Education and Social Emotional Learning and I am also a Wellness Coach for Simply Happy.

I help mums prioritise what’s important in their lives so that they can be a more focused, happier mum.

I have a face-to-face program the Mums’ Reboot Program, monthly months Mums Catch-ups and affordable individual one-on-one coaching over the phone at a time that best suits you.

Getting Started in Business

I started my business in January 2017 after finishing level 3 in December 2016.

The first steps were writing a really simple business plan with my vision for my business, stating who my target market was going to be and working out what my unique selling points were.

Social media was my first place to start promoting my business Simply Happy. 

My first version of my website was in May 2017 with a second version launching in September 2017.

I had no experience in marketing at all. I joined various Facebook groups, listened to a lot of business podcasts, read a lot of books, completed a 10-week business/marketing course, digital marketing course, Keeping Video Real course and a FB ads course. 

Finally, I joined a Mastermind for the past 6 months for support, inspiration and motivation.

My Niche

My ideal client is a mum between the ages of 30-45 years with children that are primary school aged.

She has a sense of humour, is respectful, kind maybe just a little too generous with her time and likes to learn new things. She gets overwhelmed by everything she thinks she has to do and finds it hard to prioritise things in her life.

I enjoy working with these women because I was the same as them only a few years ago before I took steps to become a Wellness Coach.

Start-up Challenges 

My challenges this year are tech issues with developing a website, landing pages, FB ads, building an email list and getting engagement on social media through perfecting my copy writing skills.

Being part of a few business groups on Facebook helped with the tech issues.

Enrolling in courses paid and free helped with my knowledge.

How I Stay Focused

The support and encouragement from my Mastermind group has been enormous. They have also encouraged me to set up process now for when my business grows. 

Finally, my husband and my two children have allowed me space and time to grow my business.

There have been long hours spent watching videos on how to do things, scheduling social media content and writing and developing blogs and opt ins for my website. 

How my Business Has Grown

I have a four-week face-to-face group coaching program Mums’ Reboot Program that I have run each term.

I am going to be developing a version of it to put online.

I also have a monthly catch-up with the mums that completed the face-to-face program. I also offer one-on-one coaching for 6 weeks and for a 3 months period.

I also have a physical product a removable decal sticker to help motivate and inspire the mums I work with.

Typical Client Outcomes 

My clients are now prioritising what’s really important to them and have taken steps to improve their life through exercise, nutrition, self-care and career changes.

They are now more focused on how simple life can be, energised, motivated and they prioritise what is really important.

My 3 Biggest Lessons

The 3 biggest lessons I have learned in the past 12 months since starting Simply Happy are:

  1. Just start because the best way to learn anything is by trying.

You don’t need a website to start. I would even just get a really basic two pages to begin. As you grow you will realise what you really need and want. Building an email list is the number 1 thing you need to do otherwise you have no-one to sell to.

  2. Follow your strengths when deciding who to target your business to.

It is so much easier to find content and write copy when you understand what your target market need and want. You don’t need to attract everyone.

 3. The more groups and people you talk to about your business the more opportunities will open up to you. 

This is both online and in your local community.

Final Thoughts

I’ve been following Narelle’s journey over the past 10 months. Here’s what’s really clear to me.

1.         Narelle is determined 
If Narelle is afraid, or lacking in confidence, it doesn’t show on the outside. She gives things a good go, and if they don’t work, she tries something else.

2.         She educates herself, one step at a time, to build her business 
Narelle’s focus on continual learning and reaching out for help have helped her master each step of her business and its growth, including using technology.

She also doesn’t allow fear to keep her stuck – she reaches out for help/support/education from people she respects and trusts.

3.         Narelle learns from experience
One (of the many) things that Narelle does really well is to collect and collate client feedback, and use that to continually tweak her marketing and refine her programs and offers. 

This means she is always speaking her ideal clients’ language and meeting their needs. Simple and effective!

To learn more about Narelle or connect with her on social media, visit:

Website: www.simplyhappy.com.au        

Email: narelle@simplyhappy.com.au    

Linkedin Profile URL: https://www.linkedin.com/in/narelle-king-15024644/

Facebook Page URL: https://www.facebook.com/simplyhappywellnesscoaching

Twitter profile URL: https://twitter.com/simplyhappy_1

Instagram URL: https://www.instagram.com/simplyhappy_1/


 

Why Authenticity and Connection Are Your Best Marketing Strategies


Why Authenticity and Connection Are Your Best Marketing Strategies



About 3 years ago, I coined a phrase – Authenticity is the Best Marketing Strategy.

I was struggling to understand online marketing and I was used to the traditional marketing approach.

In case you’re not sure what traditional marketing is, it looks something like this:


“We deliver exceptional outcomes to exceed your greatest expectations.”

“We give you personalised service to help you achieve your goals.”

“We focus on helping you to achieve your goals in a way that suits your lifestyle.”

You can spot traditional marketing a mile away, It uses big-company statements (we) with logic-brain promises (achieve your goals) and have no hint of you, the business owner in them.


Well, times have changed.

Think of a famous business in your industry and I bet you the business name is somebody’s actual name.

Like Michelle Bridges. Jenny Craig. Tony Robbins. 


Here’s the difference: 

  • Traditional marketing uses logical, objective language. It feels impersonal.
  • Authentic marketing uses emotional, subjective language. It feels personal.
Most of all, when you the business owner can be authentic AND heartfelt, you will create a connection….which builds trust, rapport and a greater chance of getting a new client. 

How to Be Authentic in Online Marketing

If you have spoken with me before, you know that I say all things marketing come from a deep understanding of your ideal client. 

When you understand your ideal client, then you speak their language, and connect with them much easier. This is true in both offline and online markets. 

But in the online world, you are dealing with an audience who may have never met you in person. 

It’s harder and it takes longer to build trust and connection when you’re online. 

That means you need to know your ideal client and tell stories that they totally relate to. 

I’m not talking about knowing their age range, number of kids, and top 3 frustrations. I’m talking about knowing their deeper stuff…the kinds of things that might come out of a really thorough, deep-diving vision session.

Stuff that might surprise or delight them, and which will deepen any existing connection with you really quickly.

A Recent Example

As a solo business owner who lives “in the sticks”, I get inspiration from a few people I have grown to trust, admire and respect in the online space over the past 3 years.

Here's a recent example of how I experienced a deeper connection with someone I've been following because of her authentic approach to marketing. 

Read this story, see how it pans out, and think about how YOU could connect with people like this to get more engagement and new clients. 

How could you apply this formula in your own business?

The Business Magician

I’ve been following Keri Norley, Business Magician for the past 3 years. 

I initially saw her posting in a Facebook business group and started following her because she’s a mindset coach and I loved her powerful, inspirational posts. 

She posts more than just powerful inspirational posts – she also shares parts of her own story. 

That got me curious enough to subscribe to her newsletter.

Pricking Up My Ears

In the past year, Keri’s stories have made me really sit up and listen because I relate to all the things she’s sharing about her personal life.

Keri started a weight loss journey earlier this year and this is a core area in my business, so I was keen to understand how she was navigating this.

More recently, she has started talking about gymnastics and learning how to do handstands and the splits. 

It’s been a secret dream of mine to be able to do both of these things as an adult, so it suddenly feels like all other emails have left my cluttered inbox as I watched her progress with keen interest.

A couple of weeks ago, Keri posted a video of herself doing a handstand, and a photo of her doing the splits.

I was blown away. She did it! 

And....maybe I could, too.

So last week I wrote Keri an email to express my admiration for her persistence and results…and to ask her HOW she did it.

The Connection

Keri has thousands of subscribers on her list, and she’s undoubtedly busy. I didn’t expect a reply, but I wrote this short email to her simply to express my admiration and gratitude for sharing:

Hi Keri
I love this. And funnily enough, wanting to do the splits has been a lifelong dream. My brain says...you can't do that. Did you really do this in such a short time? Amazing. INSPIRING! 

Best wishes
Melanie.

Think about it – would you want a potential client on your list or who likes your FB page to reach out to you?

Would you want to attract people with your authenticity?

I know I would. And Keri does it so well.

So it was no surprise that Keri wrote back, detailing what she’d done to improve her flexibility and how it had happened for her. It was a detailed email that gave me the exact steps she followed to achieve the outcome I wanted.

And this is how her email finished:


I know so much of it is to do with my mind.  :-) 

You got this girl.  Like I said in the post... JUST START. Let it be the metaphor in your life... overcoming that fear... what else can you do, right?

MWAH!
Keri

I felt pretty touched that she'd taken the time to reach out, and there was a real sense of rapport, support and connection.

Would I now recommend Keri to others, or buy a service from her? YES! Because I feel like I know her, and I like her, trust her and now have connected with her. I'm a loyal fan. 

Do you want more of those?

A Powerful Lesson

You can engage people in a heartbeat by being authentic, honest and heart-felt, using emotional language and describing a journey, and by connecting with them.

As a side note, I had a real 'aha' moment when I reflected on this experience.

I thought of Roger Bannister, the first man to run a four-minute mile, on 6 May, 1954 in Oxford, UK.

Until that date, nobody believed it was possible to run a four-minute mile. Nobody had done it.

After he set that record, it was just 46 days until somebody else ran a mile in under 4 minutes. The belief barriers had been broken, and pretty soon, more people were doing it.

So I realised this: in business and in life, the most successful person believes in themselves enough to take a risk and face fears and overcome their obstacles to success. 

Everyone else is waiting for someone else to prove that it can be done.

Don't wait until your marketing is perfect. Quit comparing yourself to others who are more experienced or seem to be doing better than you.

Just speak from the heart, consistently and conscientiously. People will relate to you, they will be curious, and follow you. 

Maybe they'll go on a journey just like I did with Keri Norley.

Have you had an experience like this, where you really connected to someone? Post in the comments below and let us know how it panned out and what you can apply to your own business.

Building Confidence In Your Coaching Business


Building Confidence In Your Coaching Business 


When you work in an office or team environment, you have people all around you for support and encouragement.

But when you learn a new skill like coaching, and then you start your own business in a new and unfamiliar field, you may at times feel alone and a bit nervous about your future.

The ‘what ifs’ creep in, just like they did at first for Level 3 graduate, Miranda.

I’ve felt this, too.

In 2007, I moved from running a business amongst friends and colleagues in WA, to a small town in NSW where I knew nobody.

I thought I could learn a new skill (coaching) and just start a new business from scratch and make it successful.

Was I kidding myself?

Pretty quickly, I realised I needed two things: 

1. confidence in my coaching skills, and 
2. confidence running this business on my own.

And then later, I discovered an essential third thing….. support

In this blog, we’ll look at how coaching confidence is the essential first step to business success, and how to get confidence and support to grow your business.

Confidence in Coaching

The #1 thing you need to be successful in business is confidence in your coaching skills and delivery.

Fiona is delivering an interactive coach mentoring webinar on 15 November – I highly recommend you jump on this if your aim is to work as a professional coach, either in your own business or for someone else. Click here for more info.

Having some coaching confidence puts you in the best position to grow your business with confidence.

When I was 25, in the early stages of my career as a Biologist, I’d had a few science jobs but I felt unfulfilled, uncertain about the future and like I wasn’t making much of a real difference.

I dreamt of something more meaningful. 

Having some confidence in my technical skills paved the way for me to scratch that nagging itch and start a business with another scientist, that made some tangible differences in the world.

Confidence in Business

These days I run a successful business, as a wellness coach and business mentor.

 But when I started out in Perth, and more recently when I took my successful offline coaching business online, I had to get my head around a whole new skill set:

  • developing your brand image
  • identifying your niche market
  • understanding your ideal client at a deeper level
  • developing and packaging services that met our client’s needs 
  • developing and maintaining regular work, cashflow and profit 
  • writing proposals 
  • networking with peers and potential clients
  • having (and closing) “sales meetings”
  • articulating how you offer better/different value than your competitors
  • joint venturing
  • meeting the client’s desired outcomes and objectives in every block of coaching
  • setting up systems
  • working out budgets
  • guaranteeing client satisfaction. 
Some of these things were intuitive for me, but some of them involved flying by the seat of my pants!

There are a LOT of things you need to do to create a successful business. But you can get the support you need by doing these three things:

1. Set 1 – 3 small goals EVERY WEEK and simply take imperfect action. 

Perfectionist ideals hold so many people up. Try, try again, make mistakes, and learn from them.

2. Find a trusted mentor to support you through the unfamiliar processes and emotions you’re dealing with as a solo business owner. 

Yes, you’re capable and competent in many areas of life. You think you know what to do. It comes as a shock to find that it’s not quite so easy to run a business. Make it easy on yourself – work with someone you respect, who’s been there before.

3. Take specific training courses to learn how to do things properly. 

Save yourself time or money – either pay someone else to do things for you, or take a short course and learn exactly what to do instead of fumbling through things on your own.

Support for Yourself

As a coach, you want to be a role model to your clients.

So why are you doubting yourself, falling in a heap, feeling alone and isolated?

Realistically, you are a solo business owner. You have flexibility and freedom, but the pressure of doing everything in your business on your own.

You can fall into a heap and have nobody to bounce ideas off, brainstorm with, or get emotional support from.

Being alone in NSW, I had to create a new support network and especially in my business. Here are 3 things that have worked for me:

1. Join your local Chamber of Commerce, Women in Business or other Business networking group. 

Meeting like-minded people who share the same goals, values and challenges, is comforting. You often find clients in these places, too!

2. Find a role model or role models that you trust and rely on.

After a few months of reading and learning about online marketing and business, I quickly identified 4 people I would follow regularly.

When I feel stuck, confronted or hopeless, I simply tap into one of those four people and read their latest blog, email newsletter, video or FB live. 

3. Find a like-minded group

I have been in a few online business groups for 3 years now. I find great enjoyment and a sense of connection by being in these groups and I’ve learned LOTS of great business tips.

Need an email program? To host an event? To share a promotional post? These people are there with opinions and ideas.

Recently, I ran the first Passion to Profit course with an online group and realised there was a need for WCA’s entrepreneurial coaches to collaborate on business building.

So I created the Coach to Coach FB group for that purpose. Here’s a link if you’re interested.

Wrapping it up

All in all, solo business is both enjoyable, highly rewarding, and sometimes challenging.

Building confidence in your craft and in building a business is the key to a smooth and successful journey to a successful and profitable business.

Who can support you best in your business? Let us know your ideas in the comments below.

Coach Profile: Miranda Wageman




People often ask how our busy coach graduates achieved success in their coaching business.

Here’s the business journey of Miranda Wageman, owner of Sum of One – Holistic Wellness Coaching for Fitness and Health.

About Miranda

My name is Miranda Wageman and I help people get out of pain and into life. 

I help people be strong, active and mobile, through gaining control of their lifestyle habits and carrying through with their goals. 

I used to be a graphic designer and I have a BA (Hons) in Chinese. These days, I am a Wellness Coach, fitness instructor and Pilates instructor. 

Getting Started in Business

In 2015, I was in the process of starting my own business and wasn't sure what to call myself or what direction to go into - I knew it had to be more than just being a PT or fitness instructor. 

I found WCA, and that was the missing link for me - it gave me an edge over other PTs, and a focus of where I wanted to go with my business. This helped me develop my business materials as well. 

Since then, I've been steadily chipping away at building my business and fine tuning my services.  
 
Initially I started my business just with exercise classes – my niche is seniors as well as Pilates (all age groups). 

I subsequently picked up a few private clients, and then a few coaching clients and secured a number of government grants in my first year. This was a great financial help as it gave me a consistent income and allowed me to set myself up with equipment. 

I engaged Melanie (from WCA) as a business coach for a number of sessions to help get clarity of what I wanted to do and how to go about it. 

My Niche

It was pretty clear from the start that my niche would be seniors. I love working with them as they are honest and are willing to work hard at improving themselves. 

When they decide to do something, they do it, and stick with it - and are willing to pay. 

They are also (sometimes brutally) honest in their feedback, which I see as a good tool to fine tune my services further. 


Having said that, I am getting more younger clients too which is interesting.

Start-up Challenges 

My initial challenges with my business were actually getting started - and believing I'm good enough to work as a coach. 

I had a lot of fears to begin with – all the usual things, like:

“what if I set up classes and no one turns up?”

“what if people don't pay?”

“what if they don't like me?”

Plus, I live in a small rural community, and competition is fierce. People don't always fight fair and it has at times been difficult to be the better person and distance myself from petty squabbling when unjust comments were publicly made. 
 
Running your own business and having to be fully dependent on yourself for the next pay cheque can feel daunting, lonely and isolating. 

How I Stay Focused

Whenever I feel flat or doubt myself, I make an action list to go through (sometimes marketing, sometimes reconnecting with people or posting information, doing research on different classes). 

This gets me out of the blues and reminds me that I must be effective, as my reputation is growing and my classes are well attended. 

I remind myself that people like coming to me, they like my style and they like my classes. 


The consistent feedback on my coaching style is that people see me as a trustworthy friend they can confide in. This is also reflected in how many people stay with me, both private and in class situations. 

Word of mouth seems to be my best friend. And always, always I make sure that I do my own workouts too and maintain my own health so I don't burn out or lose enthusiasm.

How my Business Has Grown

In the past 3 years, I've increased my classes, and also, my number of clients. 

I've been rigorous in cutting out anything that doesn't make enough money - it sounds awful, but I have to make a living out of this. 

I'm getting more enquiries, and I've recently been contracted by a large organisation to work specifically with seniors - initially running strength based programs, but they are interested in exploring my other skills (even extending to their staff) - and they are willing and able to pay. 

Typical Client Outcomes 

Because I still primarily work in the fitness industry, the main feedback I get is about increased strength, ability to continue doing ordinary things, increased energy and confidence, people enjoy my teaching and they come for the social aspect as much as the physical aspect. 

Private clients have a range of issues - post accident rehab, changing food habits. 

Typically, the clients I work with seem inspired to try more, and dare to take more risks. That is, they build self-confidence, self-efficacy and a belief in themselves that was not there before.

They realise there are different ways of looking at things, so if they are stuck, they see new options. 

I think that builds their confidence which of course affects all parts of your life. 

They seem to find their mojo again :) 
 

My 3 Biggest Lessons

The three biggest lessons I’d share with other coaches starting out are:

1. Keep going - one foot in front of the other.

2. Stay positive (you're worth it!!) and focus on all the people who think the sun shines out of your a**e :) There are usually more than you think.

3. Life is full of options and choices - if one thing doesn't work, try another. 

Final Thoughts

Thanks Miranda for providing the material for this profile. 

Having worked with Miranda in 2015/16, I wanted to finish with my perspective on how she is building a successful coaching business.

1. She brings her strengths into the development and growth of her business. 

Her persistence, resourcefulness, positive attitude and creativity have allowed her to come up with some awesome and authentic promotional strategies. 

2. She’s used bought her creativity and resourcefulness into her marketing

After Miranda identified her ideal client and elevator pitch, I noticed something switch inside her. She asked some talented people to help her develop a promotional video (you tube in the links below) and they agreed…but ended up being mostly too busy to help. So Miranda drew on her resourcefulness and created the video herself – her own music, videos and photos – and it works beautifully.

3. Miranda shares her authentic self with her clients

Miranda’s not someone who uses corporate, ‘them and us’ speak. Her authentic zest, enthusiasm and genuine compassion for people really shine through – and those things are her best marketing tools. 

4. She knows that meeting people every week is an essential part of marketing

Early on, Miranda went out and met new people each week using a structured plan. They were potential clients, potential JV’s, other practitioners, hospital staff, you name it she was there. 

When we chatted for this profile recently, it was interesting to map where her current client base came from.

There were those handful of people - clients and professional relationships - who were what I call “your Tupperware ladies”. That is, they’re very well networked, have fingers in lots of pies, and consistently tell EVERYBODY how great Miranda is.

Once you get that sort of momentum, word of mouth referral carries you through. 

To learn more about Miranda or connect with her on social media, visit:

How to Advertise Coaching and Attract New Clients


A lot of coaches ask me how to get new clients. 

When you start a business, you know that clients are your absolute lifeblood – they are essential to your success.

But when you’re starting out, or if you have an existing business, you aren’t really sure what to say, or how to say it. 

You think you don’t know how to get clients in, without sounding salesy.

Just like coaching, the secret to getting new clients and explaining coaching is less about you, and more about the client. 

Let's explore what this means, and how to get it right.

Put yourself in the client’s shoes for a moment.

Scenario 1

Imagine yourself as a client walking into a fitness centre.

You are there for exercise, but as you walk through the doors, you see a poster advertising “Health and Wellness Coaching”.

You wonder what it is, what that means. 

Then the thought is lost as you walk past and continue the conversation with your friends.

Scenario 2

Imagine yourself walking into your favourite organic food shop, past the notice board.

You see a poster advertising a Health and Wellness Coach (or a Health and Wellness Talk).

You have a vague interest, but it doesn’t really mean much to you. 

Is this like a personal trainer? Is this person going to tell me what to do? What is it?

Your questions aren’t answered by the poster, so you keep walking and it slips your mind.


In both cases the problems are:

  • you have NO IDEA how a coach can help you
  • the outcomes you will from working with a coach are unclear.
The advertising did not communicate what coaching is, how a coach can help, and the outcomes that coaching can deliver.

Let's look at those things.

How a Coach Can Help

It's critically important that you have a short spiel that rolls off the tongue, explaining what you do and who you help.

Here's how to get that statement right.

Fact: people know they need or want to do certain things – like eat better, exercise more regularly, manage stress or boost energy.

But you are not necessarily offering them that specific service showing them WHAT to do – e.g. exercise, diet, meditation.

A coach can help you get over the hump of changing habits in a specific area, by helping working with them on HOW they can adopt and be consistent with healthier habits, in a way that aligns with them, their beliefs and their commitments and lifestyle.

A way to introduce coaching could be as simple as this:


"You know how people know they need to exercise or eat better, but they don’t actually DO IT? That’s where coaching fits in.

Coaches help you to develop your own unique plan to get motivated, organised, create a plan, build confidence and find your own way to develop healthier habits that you can ACTUALLY stick to."


How do you Advertise Coaching?

Unfortunately, marketers have conditioned people to notice outcomes and benefits.

Knowing how to explain coaching is important, but it may not be compelling and 'sexy.'

As a coach, that means you have to be able to create the desired outcome or end point that your stuck client is looking to achieve.

Normally, getting in front of people (live, or on the phone) is the best way to communicate the value of coaching.

To get to THAT point, you often need to advertise a workshop, free session or low cost session to give them a taste.

And to get to THAT point, you need a compelling advertisement.

The BEST way to advertise coaching is to use the exact words that your client uses, to describe the challenge they face, and their biggest desired outcome. 

That demonstrates that you understand them, so they feel connection and rapport, have hope that you can help, and are interested to know more.

Hints and Tips for Advertising

  • Advertising copy and images is best to focus on the desired outcome.
  • Website copy needs to talk about the problem, then the vision of how they’d rather be.
  • Workshops, webinars or seminars should take attendees through a 3 – 5 step process (simple steps) to start moving from the problem to the vision.
  • Advertising always uses the exact words, and communicates the exact feelings, that your client has.
  • Note that different demographics use different language – hence the value of narrowing down to serve a niche
  • The best way to get your wording right is to pretend you are the client and struggling with their issue. What would you be looking for? What search terms would you use?

Examples

Let’s say you help mothers of primary school kids who are always busy and overwhelmed with no time for themselves and guilt about not doing enough for their kids.

You might run a workshop or offer an introductory session to introduce them to the concept of coaching and how you can help them.

Catchy titles for your workshop or session might include:

  • How to be a Calm, Happy and Organised Mum
  • 3 Steps to Creating a Foolproof Schedule for a Peaceful Household
  • From Harrowed to Happy – One Mum’s Success
  • How to Create More Connected Families

You can see that each of these titles talks about a positive outcome.

Using numbers is psychologically attractive to most people, especially women, according to marketing guru Neil Patel.

Notice also that the outcomes may not be immediately obvious.

Your logical mind might think the mother wants to be more calm….but a deeper coaching conversation might reveal the layers below that as being happier, more connected, sleeping better, finding time for herself.

The precise wording for your attractive advertising is best elicited through: 

  • interviews, 
  • ‘sneaky coaching’ with friends, 
  • listening to live conversations, or 
  • through coaching your own clients and listening to their words in vision and regular sessions.

Summing it Up

The value of coaching is communicated through feelings and emotions that your clients recognise in themselves.

People need to understand how coaching can help them in the context of their own specific lives and struggles.

Better still, if you can articulate what their fears, frustrations and desires are, using their own language, people will build trust and rapport, and be more likely to take the first steps toward working with you.

Often, the true value of coaching starts with your ability to communicate that you deeply ‘get’ your  client and what they’re struggling with.

Creating that connection, trust and rapport is the essential first step to attracting loyal, committed clients. 


Need help to connect with the right clients, in the right way, using the right words? 

You may like to attend the next free information session for Passion to Profit; a 6-month business building program for coaches to help you craft a unique, successful and profitable coaching business. 

Click here for more information.



Coaches: Should You Call Yourself An Expert?


If you’ve been learning about marketing from any of the gurus out there, you've probably been told you should be positioning yourself as an expert.

But as a coach, you know that you are supposed to be the OPPOSITE of an expert. It’s the CLIENT who is the expert in their own lives.

What’s more, this talk of expertise can feel a bit uncomfortable. 

You might be feeling like a fraud...like you don't yet have the years of experience to be an expert.

So, what do you do? 

How do you position yourself in a crowded market full of experts, in a way that has integrity and credibility?

Actually, the answer is pretty simple.

What is "Expertise" All About?

If you think about it, being seen as an expert is really just about portraying your experience, skill and professionalism - so you can build TRUST.

A client who trusts you is more likely to buy from you.

The problem with positioning yourself an 'expert' is that: 

  1. it usually implies years of experience in a specific field...and as a new coach, you may lack this experience, or may not have specific health-related knowledge.
  2. the word expert diminishes self-responsibility in the client.
Both these things can feel mighty uncomfortable~!

The good news is, there ARE ways to generate trust and curiosity in your clients with integrity and authenticity.

Experts vs Specialists

So, you're not an 'expert'? Here are some ways to build trust in your audience in an authentic, comfortable way.

1. Be a Specialist

Calling yourself a specialist achieves exactly the same outcome as calling yourself an expert, but without the pressure or expectations.

Specialists are simply people who focus on a particular area.

As a Health and Wellness coach, your core speciality is behaviour change – helping people change habits in a way that fits with their lifestyle, drawing on their strengths, past experience, values and existing commitments.

And in all likelihood, if you have been on a particular journey yourself, then you have hands-on, real-life experience in the area that your client is struggling with.

Using the word “specialist” has some benefits:

  • You can let go of needing years of experience

  • It helps you to focus on a niche (demographic or problem area)

  • It helps you get specific in your marketing language

  • Specialists generally attract higher fees

  • It removes the pressure of being an ‘expert’

  • It creates clearer expectations in your client 

Let’s face it, the reason people seek a coach is that for a period in their life, they need help to overcome an obstacle and change their behaviour.

That is what you specialist in - that obstacle.

2. Share Your Journey

This one takes a bit more courage, but it is a very authentic way of building trust and communicating thorough experience.

If you have been on a journey yourself - to lose weight, to overcome a massive obstacle, to thrive after burnout, to bloom with self-confidence, to get organised....then you are automatically talking about the end point that your clients want to achieve.

You've been there.

You've done it, successfully, with a few trip ups along the way.

That makes you credible, believable and trustworthy.

Sharing your story and your process of getting the outcome is attractive and will attract clients who were once like you.

3. Show, Don't Tell - Be An Awesome Coach

This sounds left field...but bear with me.

Being an awesome coach means people will share their success with others - particularly, they will tell people how much they enjoyed working with you.

Word of mouth is the most powerful way to build a good reputation.

And when you're not coaching a client, you are STILL having conversations with people in your daily life and on social media.

If you contribute thought-provoking comments or questions - or if you reach out to help people who are struggling - you are demonstrating your skill and experience, compassion, empathy and ability to listen - without having to use the word expert. 

Experts AND Specialists

Some coaches DO have expertise in an area, so it IS possible to be both an expert AND a coach.

For example, you are a personal trainer or nutritionists and you also offer coaching.

You're someone who helps people ACTUALLY MAKE THE CHANGES they need in their exercise, eating etc. while helping them to build motivation and confidence in the process.

In this situation, there are some challenges and understanding gaps for your clients:

  • they might think coaching is something you normally do
  • they are confused when they're used to you telling them what to do 
  • they may not understand the value of coaching.

And with all that going on, you may be unclear on how to integrate coaching, or how to transition to a coaching-only business. 

Clear positioning, education and communication are essential to help you transition seamlessly into a coaching-inclusive or coaching-only business.

How To Introduce Coaching Into Your Existing Business 

A lot of new coaches ask how to distinguish coaching from their existing service, or how to make the transition.

So I've decided to run a Business Training Intensive on this very topic.

It's for coaches who have an existing business and want to transition into a coaching-inclusive or coaching-based business, and it's called:

How to Package and Introduce Coaching Into Your Health Based Business

This training will be delivered via live Webinar on  Wednesday 9 August, 2017. 

Click here for more information.

In Summary

Ok, let's wrap this up into a neat package.

Firstly, you can communicate skill, professionalism and value without using the word expert. 

You can present yourself as specialist, build a business around people going through your own journey, or build your reputation with 'demonstration.' 

Secondly, you CAN be an expert AND a coach.

To do this effectively, you need to be able to communicate what coaching is, how it differs from your service, and explain the value of coaching as a stand-alone service.

I'd love to know your best strategies for positioning coaching. 

What's worked for you? Post in the comments below and let us know.

How to Get 30 Clients in 60 Days


This blog post explores the strategy behind getting new clients, and how you need to position yourself to get 30 new clients in 60 days.

Starting a business is exhilarating

It’s such a thrill to start a new business.

But after you’ve worked out the nuts and bolts of what you will do, there comes the daunting proposition of finding clients.

You have all this great stuff to share and lives to change – where are they?

This post explores the 3-step formula to getting new clients and if you get this right, you could gain as many as 30 new clients in 60 days.

Build it and They Will (Not Necessarily) Come

This might be true for baseball fields, but it’s generally not true for businesses – unless you get a massive public boost that puts you into the spotlight and starts a viral trend.

If you have built an amazing program and are wondering how to attract clients….then at least one of these three things is probably happening:

  1. You aren’t doing any or enough promotion
  2. You haven’t hit the hot button
  3. Your promotional methods are a turn-off

These 3 steps make up the magic formula that will help you get new clients regularly and endlessly.

Let’s look at them individually.

3 Steps to Get 30 Clients in 60 Days

Plan and Do Enough Promotion

Of all the tasks you need to do in business, marketing and advertising should take up 10 – 30% of your time.

In other words, if you are working for 20 hours a week on your business, then 2 - 8 of those hours need to be spent engaging with people in order to get new clients.

If you are new to business, then your time spent promoting needs to be at the higher end of that range.

Marketing and advertising needs a structured, scheduled approach to gain new leads and convert sales, especially in the first 6 months of your business.

Hint: Writing blogs and posting on social media isn’t promotion. It’s hiding behind your computer.

If you want to get 30 new clients in 60 days, you need a clear strategy and plan to get it right and enough time spent on promotion.


Hitting the Hot Button

People buy for pleasure or to solve a problem.

Think about what you Google if you were feeling frumpy and unfit. It would be something like:

“how to get fit”

“best fitness exercises”

“how to improve fitness”

I doubt you’d be searching for “Health and Wellness Coach.”

In other words, the best way to attract new clients is to identify and hit their “hot button”

  • To articulate the immense challenge they’re facing and how that feels          
  • To articulate the most desirable outcome they want - more than anything.

This is probably the most important part of the ‘get new clients’ formula.

When it comes to sketching out a blog, ad, or workshop, you probably need to spend

  • 80% of your time getting the headline/title/name right, and
  • 20%of your time sketching out the content and flow.

You have roughly 6 seconds to attract attention and if your words aren’t engaging, nobody will read past the headline or title.

How to Attract Clients

You know all those things you hate - junk mail in your letterbox, promotional posts in your inbox, annoying popups on websites, those pushy BUY NOW ads or those salespeople that make you feel pressured into buying something?

They are all the things your potential clients hate too.

The easiest way to turn clients off is to try to sell a 12 week program on the first phone call.

Why?

It’s too much too soon.

The thing you need to do is lower the risk and commitment so the client feels like they can dip their toe in the water and try you out.

Give them a taste of how you work in a way that offers incredible value to them.

Example:

Let’s say you run a 12-week healthy eating program.

Cold leads (people that don’t know you) might be reluctant to commit so much time and money.

But if you ran a 2-hour healthy cooking demonstration for a fraction of the price, you’ll probably get a huge audience and give those people a chance to work with you.

Some of them will take up your bigger program.

Summing it Up

There is a 3-step formula that will get you 30 new clients in 60 days. And it is this:

1. Make a specific plan of action around a clearly-defined strategy. Spend enough time promoting it.

2. Clearly articulate what the client is going through (challenge) and how they will feel after working with you (deepest desires).

3. Offer a low-risk, attractive, bite-sized experience with you to invite interested people in the door. 

If you follow these steps, you'll be well on your way to attracting new clients and even getting 30 new clients in 60 days.

What are the most effective strategies you've used? 

Let us know in the comments below.



Working with the National Disability Insurance Scheme framework


Are you a certified Health and Wellness Coach who:

  • Has experience with, OR wants to work with, disabled people?
  • Is willing to network with local allied health professionals?
  • Is happy to work for a set hourly rate?
  • Is fairly good at working in a structured and organised way?
If so, there's a good chance that you can be paid to work as a coach within the National Disability Insurance Scheme (NDIS) framework.
This blog explains how it works, what the fee pre-requisites are, and how to apply.

Overview of NDIS process

Very simply, the NDIS supports people by way of funding if they have a permanent and significant disability that affects their ability to take part in everyday activities.

They may access NDIS funding if they:
  • have a permanent disability that limits participation in everyday activities 
  • are aged less than 65 when they first access the scheme 
  • Are an Australian citizen, live in Australia and hold a permanent visa or hold a Protected Special Category Visa.
Once an application for funding has been lodged, the NDIS: 
  • considers their existing support and how well it’s working (could include family, friend support);
  • looks at the person’s needs and goals, then identifies any gaps in existing services; 
  • works out if existing support networks (family, friends, other) can fill those gaps; and
  • fund reasonable and necessary supports to help the disabled person achieve their goals.
These ‘supports’ (services) being funded by the NDIS can be broad or specific and may include therapies, equipment, home modifications, mobility equipment, taking part in community activities or assistance with employment. 
Once appropriate services are identified, a tailored plan is created for the individual, considering their needs and goals.

Creating a Plan for Funding

Here is an overview of how it works.

The tailored plan is developed by either:
  • the NDIS governing body (either Uniting, St Vincent De Paul) or 
  • a contracted NDIS planner (an individual contractor or an Agency like the Disability Trust). 

  • The services and service providers are approved and allocated by the planner. 
  • Once funding is allocated, the service providers are formally approached by either the disabled individual or their planning coordinator/consultant; 
  • The plan (delivery of services) is implemented by the person, their family and sometimes a support coordinator, and is reviewed and revised annually.

The overarching aim of these plans is that the disabled individual becomes more capable and competent over time and their needs for services change and/or diminish.
Service providers can be registered with NDIS, or not (more on that later).

NDIS Service Categories

Professional services that are covered by the NDIS fall into one of three broad areas:
  • CORE SUPPORTS – which enable the individual to complete activities of daily living and work towards their goals and objectives. 
  • CAPITAL SUPPORTS – an investment such as technology, equipment and home or vehicle modifications, capital costs (e.g. Specialist Disability Accommodation). 
  • CAPACITY BUILDING – includes support that enables a participant to build their independence and skills. 
Health and Wellness Coaches may be eligible to provide services under the specific categories within the Core and Capacity Building areas:
  • Core Supports: 1.04 Assistance with Social and Community Participation
This could include paying for after school care, vacation care or a training course or camp.
  • Capacity Building: 3.07. Coordination of support
This is more of an administrative role, where the service provider helps to coordinate the booking of and interaction with various service providers outlined in the individual’s plan.  
  • Capacity Building: 3.09 Increased Social and Community Participation
This item covers tuition fees, art classes, sports coaching, camps or groups that build a person’s relationship and other skills and independence.
  • Capacity Building: 3.11 Improved relationships 
This item is more for experienced degree-qualified professionals (e.g. psychologists) who work to reduce or eliminate behaviours of concern. There may be an opportunity for Health and Wellness Coaches to help build individual social skills. 
  • Capacity Building: 3.12 Improved health and wellbeing
This includes all activities to support and maintain wellbeing such as personal training, exercise physiology, exercise, health diets and dietetic. Service providers in this category are typically qualified as a personal trainer, exercise physiologist or dietician. 
  • Capacity Building: 3.14 Improved life choices
There are several areas within this category that may be relevant for Health and Wellness Coaches, within Planning and Plan Management (that is, their own NDIS plan), or Therapy Services.
There are many ‘line items’ within each category and the full list is available on the NDIS website.
 

Fund Management and Service Providers

The NDIS funding for a disabled person is managed in one of three ways. It is either:
  • NDIS managed – the NDIS pays service providers, and they must be approved, NDIS-registered providers
  • Agency managed – An NDIS agency like Workability or the Disability Trust pays service providers, and funding is available to either registered NDIS OR unregistered providers
  • Self-managed – the individual, their carer or their family pays service providers, and funding is available to either registered NDIS OR unregistered providers.
In any of these situations, the person who manages and distributes NDIS funding for a disabled person takes responsibility for the individuals choice of provider, according to which services have been approved in the plan. 

The criteria for choosing a service and service provider are that they must be:
  • Safe
  • Allowed within the NDIS framework
  • A competent person and provider
  • They can't be a member of the individual’s family
They may only want to use NDIS-registered providers, or may only want to use providers with specific qualifications or experience.

Pay rates

The pay rate you receive as a NDIS service provider (registered or unregistered) depends on: 
  • whether the client has low, standard or high intensity needs
  • the service category chosen, and 
  • your qualifications.
Pay rates start at $42.79 per hour, and may range up to $92.53 per hour for different services categories and/or working on weekends or public holidays.
Degree-qualified coaches (e.g. exercise physiologists) may earn up to $143 per hour depending on the service.

How Providers Get Work

While you don’t have to register as a provider, it certainly gives you a better chance of being chosen to provide services, because you: 
  • can advertise yourself as a registered provider
  • are eligible for all levels of funding management (from NDIS-managed to personally managed plans).
  • will be listed on the NDIS website as a registered provider. 
Whether approved or not, service providers may be approached by disabled individuals, the NDIS, or a support coordinator or agency to provide services. 

But at the end of the day, the more people in the industry that you know, the more likely you will be chosen to support someone. 

That means your best chance is to get out there and network! 

Find out who your local disability service providers and agencies are, meet them and introduce yourself. Let them know what you can do and how you could provide support in a positive and empowering way.

Considerations

As you can tell, the NDIS is fairly complicated and there is an application process to go through.
There is another consideration, too.

Mental health issues are often a comorbidity with disability. 
It means you may be dealing with individuals in complex situations and with complex needs. You may need to coordinate with other providers and be available at odd hours. 
You would probably need to be fairly clear on the boundaries of your role, and to communicate those boundaries clearly from the beginning.

Application Process

Are you interested in becoming a registered provider?
Click here to learn more and start the application process!

4 Signs You’re Blocked in Business and How To Get Unstuck


Being blocked is a big challenge for the solo business owner. It means you have obstacles that wear down your energy and stop you from getting things done. 

You're so busy scrambling to do a thousand little tasks at home and in your business, trying to remember a kajillion details, and feeling desperate to be productive and tick things off your list at the same time.

And in terms of your business, that means you're potentially stagnant, caught in a cul-de-sac.

Here’s a typical week for the blocked entrepreneur, showing you 4 signs you’re blocked in business.....and a simple exercise to help you get UNstuck.

The 4 Signs You're Blocked In Business

Sign #1 – the week starts great, but declines into treacle.


Working from home, you find that the weekend is relaxing time off. Monday is cheerful, Tuesday gets busy, Wednesday becomes hectic and then it’s suddenly Thursday afternoon and once again, you feel overwhelmed and like most of the week has gone, yet you’ve achieved nothing.

NOTHING!

(Although your washing and vacuuming are done.)

But you had a lot to accomplish at work, and now you’re somehow behind.

It’s like you started the week sprinting freely on the tarmac and now somehow, you’re wading through treacle.

Sign #2 – you’re a zombie

In your state of anguish, your become almost catatonic, unable to work effectively and productively, scrambling around at mindless, unimportant things in a vain attempt to get SOMETHING achieved.

But all you’ve really done is delete and answer some emails.

Sign #3 – you feel a bit ripped off

By the time 6pm rolls around, you turn off your computer PC for another day and lament the fact that it’s dinner next, then bed.

You feel ripped off because you haven’t had any fun, exercise, downtime or a decent break. It feels like you’re just working all the time for no tangible outcome.

Sign #4 – your sleep is suffering


You are in bed by 10pm but you know you will be waking up five hours later, mind racing, coming up with ideas and concepts, solving problems and maybe worrying about one or two things that you had trouble solving that day.

After lying awake doing this for four or five hours, you will eventually give up hope of a restful night and start work early….probably to repeat the pattern all over again the next day.

Are You Blocked?

If at least two of these signs resonate with you, then you’re on the way to being blocked.

What’s happening is this: you are getting bogged down in unimportant stuff, losing focus, and becoming anxious.

You are so wound up in this emotional stuff that you’ve lost touch with reality, simplicity and the tools you know will work to get you on track.

Know Yourself, Know Your Clients

It's no surprise that your clients struggle with this stuff, too. That's why they're coming to you in the first place!

They end up feeling this way too after their busy week of work, kids, friends and chores….who can cook a healthy meal or exercise on TOP of all that running around?

If you can help yourself get unstuck, then maybe you will be better positioned to help your clients.

Here are some questions you can use to coach yourself and get unstuck, so you can become energized and productive again.

All you need to do is set aside 30 minutes of quiet, uninterrupted time to work through these without pressure or distraction.

Create that time, schedule it in, and do this work. It WILL be worth it.

Simple Questions To Get Unstuck



  1. What, specifically, is overwhelming me?
  2. What’s different on the days that I’m feeling energized, powerful, calm and productive?
  3. What have I really, truly achieved this week? (make a list)
  4. What was my trigger for feeling overwhelmed, busy or anxious? (if you can’t work it out, start keeping a mood/feelings diary)
  5. What happened two steps before that trigger?
  6. What will I do next time I see that trigger or roadblock coming up?
  7. What is missing in my day, that causes me to choose to lie awake at night ruminating?
  8. What are the things I need to do during the day at work, to ensure I get a good night’s sleep?
  9. What is it about my environment or habits that I can change to help me put my mind at rest and allow me to feel calm?
  10. What are the rituals/time requirements I need to put in place, so I can plan and execute tasks more effectively and feel productive?
  11. When do I need to do those things?
  12. What are the specifically steps I need to do, and how do I create the space for that?
  13. How do I know when my week is at comfortable capacity (in terms of responsibilities/tasks) – what does it feel like?
  14. What is the absolute minimum I will be happy to achieve each day at work?
  15. What mental state do I need to create each day to set me up for success – and how do I create it?


What have you learned?

Hopefully by now, you have some inkling of what’s going on for you.

At some point in the week, your energy and enthusiasm seem to turn to dust. These questions aim to help you work out when, why, and what you can do about it.

Perhaps you are a bit like your client who is overenthusiastic and busting to get results NOW. They are so excited that they want to exercise 7 days per week, drink 3L of water per day and eat 21 perfect meals with absolutely no alcohol. 

Check in with yourself and see what's driving you, and what's blocking you.

Your emotional states of enthusiasm and love of your business help to propel you forward.

Your logical reality is what will hold you on a steady, sustainable, productive and fulfilling course.

Both of these need to be nurtured. The trick for you is to work out the structures that will help you combine these two in absolute harmony.

Need help with managing your productivity and energy at work?

Contact me for a 15-minute chat and let’s see if I can help.

Tips to Dive Deep Into Creative Visioning


When you start a business, it’s important to understand what you’re aiming at…. And how that fits into the context of your own lifestyle. The same applies to your clients!

Sometimes it can be hard to build a vision….and there are some creative questions you can ask to get there.

Getting Clear on What You Want


Having a clear picture of where you’re heading (vision) allows you to work out the mid-term and immediate steps (goals) you need to do to get there. Those important planning steps are the things that guide you to action and actually make it HAPPEN!

Think of it like this – you’ve decided to go on a holiday and the thought excites you.

The first thing you do is visualise your destination and what it looks like.

Maybe you’re imagining yourself on a beach, on a tropical island, sipping cocktails. You’re looking amazing and tanned, and your partner is with you. You can feel a warm breeze and hear soft background music, both of which are lulling you into a relaxed, peaceful state. Just thinking about this, and feeling it, gives you a burst of happiness and sense of calm.

When you create a vision like this and get emotionally attached to it, it seems almost real. You feel the feelings of the environment and get a sense of how wonderful this holiday could be.

Then your logical brain kicks in to make it happen. You start thinking….

“I’ll need at least three weeks there to really soak up the sun, fully relax and unwind, and spend enough time looking around.”

“I’d better check with work to see when I can take time off.”

“Once I know that, I can check out some destinations that are going to be great at that time of year.”

“I’ll need to organise someone to look after the dog while we’re away.”

“OH! And hubby will need to get time off work, too. I’d better speak to him tonight.”

“We’d better start putting some money aside each week into a separate savings account so we can really have a good time and enjoy ourselves while we’re away.”

“And, there’s probably just enough time to get into an exercise routine so I look fabulous in my summer clothes….and “get fit enough to get involved in some water sports while we’re away.

This is pretty much how the vision leads into goal-setting.

Once you have a clear picture of where you want to go, you are able to identify the milestones you need to reach along the way, and some regular habits you need to get into to make it happen.

But…..what if you’re stuck working out where you want to go?

Here are 6 tips to help you get the creative juices flowing and craft an exciting, inspiring vision in 15 minutes:

  1. Think about some big picture goals (outcomes) you'd like to achieve in your life or business. Then flesh them out more specifically and ask yourself what excites you about them.
  2. Revisit your personal strengths survey and work out your top 5 strengths. How have you used them in the past? Then check in - how did you feel when you used them? Then ask, how could you see yourself using these in future, in an inspiring way?
  3. Writing a story about yourself – starting with a brief account of your life to date, followed by a continuation into how your business might start to evolve.
  4. Cut out magazine pictures of things you’d like to have or be doing in the future, that you’re not currently doing e.g. travel, house, having children, getting married, taking up a sport....? What is it about those things that you’re looking forward to?
  5. Think of someone that you look up to, and that you consider to be a role model because of the things they’ve achieved in life. What is it you admire? What have they achieved?
  6. Write down how you would like to spend your time on a day-to-day basis. What is it that you like about these things? How would you feel if you were able to do more of them…what might that lead to?

At the end of the day, visioning is a really important part of creating a successful business and a fulfilled life.

Getting the clarity you need up front makes success and happiness inevitable.

What helped you to create an inspiring vision? Let me know in the comments below.


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