00;00;01;12 – 00;00;09;12

Mat Boggs

Welcome to the Abundant Coach. This is a weekly podcast about creating full spectrum success with a thriving coaching.

 

00;00;09;12 – 00;00;12;18

Mat Boggs

Business, while making a profound difference in the world.

 

00;00;12;21 – 00;00;28;00

Mat Boggs

Each week, you’ll discover insights, strategies, and inspiration to help you attract your ideal clients. Create real transformation, and grow your coaching business while living your purpose with true freedom and fulfillment.

 

00;00;28;02 – 00;01;03;09

Rich Boggs

Hey friends, welcome back to the Abandoned Coach Podcast. Today we are diving into a topic that every coach who wants to succeed is simply required to hear, and it may challenge you. It may stretch you. For some of you, it could darn right feel super uncomfortable. And I promise you this. Leaning into what I’m talking about today, what I’m unpacking today could very well change the very trajectory of your entire coaching business and your impact forever.

 

00;01;03;11 – 00;01;31;25

Rich Boggs

My name is Rich Boggs, co-founder and chief sales officer here at the Brave Thinking Institute. And here is the topic. If you’re a coach, you’re already in sales. You are already a sales person, whether you realize that or not. And not only that, but if you think, and we hear this a lot, we hear lots of new coaches come in and say, look, I’m I think I’m a great coach, but I’m just not a very good sales person.

 

00;01;31;27 – 00;01;58;07

Rich Boggs

Great coach. Not a great salesperson. And if that’s you, I want to tell you, with all the love in the world, you’re kidding yourself. Because those two things coaching and selling in the way that selling should be done, could be done. Vision driven, brave thinking sales. Those two things are inseparable. And you cannot truly serve people at the level that you’re capable of.

 

00;01;58;09 – 00;02;31;03

Rich Boggs

If you’re not willing to master the art of heart centered enrollment of brave thinking sales. Let’s unpack this together. Let’s expand our awareness together around this idea of moving energy, of helping people step outside their comfort zone to create something new, and the skill set to be able to help people really do that. Because everything amazing in your clients lives, everything they’re dreaming of creating, all of their dreams are outside their comfort zone.

 

00;02;31;04 – 00;02;54;09

Rich Boggs

How do we know that? Because if they were inside their comfort zone, they would already have them. What I’m going to walk you through today, number one, is why most coaches resist the label of being a salesperson, and how that resistance is secretly keeping them stuck. Second, the real definition of sales and why it’s actually an act of service.

 

00;02;54;12 – 00;03;21;03

Rich Boggs

I’m going to unpack the common traps that I see coaches fall into over and over again that limit their income, their impact, and it limits the dreams that their clients are able to create. It limits the ripple effect of everything they’re doing. I’m going to share with you my personal story, how I got into sales as a child and what happened for me, that was super transformational.

 

00;03;21;06 – 00;03;50;08

Rich Boggs

And finally, I’m going to help you reframe sales from being something that you might have a mindset of being sleazy or pushy or manipulative and really help you see that selling a serving. It is a service based skill set that anyone can learn. That is the doorway to the abundance that you’re looking for. I’ll wrap it up with a reflection to get you thinking about how your own relationship with sales could be transformed.

 

00;03;50;11 – 00;04;24;21

Rich Boggs

So that you can move into the next episode where we’re going to talk about closing a very specific and needed gap in between where you are now and the greatest levels of your results. So first off, let’s unpack why coaches, some coaches, maybe not all coaches, but most coaches at first resist this idea of sales, bringing to mind right now your relationship with just the word sales or selling or being a sales person.

 

00;04;24;23 – 00;04;55;10

Rich Boggs

How is that word effecting you right now? On a scale of 1 to 5 five being you’re confident in sales, maybe you’ve had a career in sales or a career that involved sales. Maybe you had a very positive role model in your life that was a salesperson, or did a lot of selling in their career, and so that thinking of that individual was inherited by you on a scale of 1 to 5 five, being confident in selling for being somewhat confident on the confident end.

 

00;04;55;15 – 00;05;20;24

Rich Boggs

Three being completely neutral, which is actually very rare. I don’t think anyone’s just flat out neutral when it comes to sales. Two would be somewhat apprehensive. Not a lot, but a little. And then one would be the kind of person that when they think of sales and selling, they’re like, help, help me, I’m not good at this or I’m totally resistant to this.

 

00;05;20;26 – 00;05;52;25

Rich Boggs

And guess what? If that’s you, if you’re a one, you’re in good hands today because it is very common, most of us, and we come into being a a heart centered entrepreneur, wherein role is required and we’re just new to it. Most of us are a 1 or 2. If we look at all the coaches that we’ve certified here at the Brave Thinking Institute, over 5500 coaches, I would say over 80% are a 1 or 2 coming in.

 

00;05;52;25 – 00;06;25;26

Rich Boggs

And what does this mean? It just simply means that they’ve had an experience that was negative or multiple, maybe dozens of experiences in their life where they were working with a professional salesperson, and it felt gross. They felt like they were getting manipulated. It felt like the person on the other side of the table was pushing something on them and using tactics to help them say yes, and it was something they didn’t even want, something they didn’t say they had needed, something that was not going to solve a problem in their life.

 

00;06;25;28 – 00;06;54;24

Rich Boggs

And it felt gross. So if that’s you, guess what? That’s very, very common. And so how does that come out? How does that manifest as we’re working with these amazing coaches? It sounds like this I’m not a sales person. I’m a coach. Or look, I don’t want to be pushy. I don’t want to be seen as being pushy or look, I just want people to come to me, them to buy from me when they’re ready.

 

00;06;54;26 – 00;07;21;03

Rich Boggs

Raise your hand. You’ve ever said those words or thought those words. Yeah. And listen, I get it. A lot of us got into this work simply because we love people. We love the idea of transformation. And we’re really looking to help people. And we love holding space for our client’s dreams. We love listening deeply. We love watching breakthroughs unfold in our clients lives.

 

00;07;21;03 – 00;07;55;20

Rich Boggs

And of course, in our lives as well. The thing is, learning to sell is required. If our goal is to run a coaching business, we certainly run across coaches that are coaching more like, you know, a hobby. And so it becomes less important. But if your goal is to coach consistently, if your goal is to coach sustainably, then learning how to sell in a way that you feel is powerful, in a way that you feel is serving your clients is required.

 

00;07;55;22 – 00;08;20;17

Rich Boggs

Period. Because without a steady flow of paid clients, you’re not going to be in business very long. You’re probably not going to be in business at all. We call that stuck in hope marketing. You’re waiting. You’re wishing, you’re hoping. You know, maybe you’re posting content. Maybe you’re checking your direct messages, maybe you’re going to networking events or even holding workshops.

 

00;08;20;20 – 00;08;44;08

Rich Boggs

But that fear of selling is pushing all of the abundance that’s available for you away. The real sad part of that is that you’re not serving your clients at the highest level. You’re not building momentum for your business. You’re certainly not scaling your impact. And let me share another idea that I know impacted me when I first heard it.

 

00;08;44;10 – 00;09;14;28

Rich Boggs

You probably got into this work because you felt a longing to help people. You felt a very specific longing that you know, that this work had your name on it. You felt it in a place that was deep in you. And I believe the longing that you feel to do this work is actually the echo of all the people in the world waiting for you to do it.

 

00;09;15;01 – 00;09;39;22

Rich Boggs

There’s this connection, you know, the invisible side of our nature. There’s this connection between souls, between individuals. And guess what? There are people waiting to transform. And you’re the agent. You’re the transformation agent they’ve been looking for. They’re not going to hear the truth the way they’re going to hear it from you. They’re not going to hear it from the Mary Morrissey’s, the Tony Robbins.

 

00;09;39;24 – 00;10;03;07

Rich Boggs

They’re going to hear it from you. They’re waiting for you. And so broadcasting what you do and how you do it, not just in workshops and networking events, but when you’re one on one in a strategy session, on the ability to transform someone, to help the part of them that wants more, they’re reaching out to you because they want more life.

 

00;10;03;09 – 00;10;25;10

Rich Boggs

They know they can have more love. They can give more, be more, love more, have more, do more. They feel it. And you’re the agent of transformation that’s going to help them bridge that gap in their life. And there’s a part of them that understands that. And then there’s this other habitual part of them that wants to just argue again for why they can’t.

 

00;10;25;12 – 00;10;47;07

Rich Boggs

There’s the paradigm. And so you being a paradigm transformer for people, it doesn’t just happen after they’re a paid client. The very first moment that you’re helping them transform that paradigm or lean into the very first idea, is that they can do it. They can feel the fear and they can do it anyway. It is just in a strategy session.

 

00;10;47;07 – 00;11;27;05

Rich Boggs

It’s going to be, you know, it’s going to be over and over again throughout the coaching business, right? The time they’re a client of yours. But the first moment that you’re ability to show them you have what it takes to help them do that multiple times. The first time happens in the strategy session. So serving clients at the highest level, that’s all we’re talking about when we talk about sales and some coaches where the resistance to sales almost like a badge of honor, it’s like somehow they’re more pure than a coach that is selling their programs.

 

00;11;27;07 – 00;12;01;05

Rich Boggs

And what I’ve seen over and over again is this coaches that consistently resist sales usually have deep, unresolved fears, fears around their own abundance, fears around visibility, fears around a self-worth that is impactful. But mostly they have a fear of rejection. There’s there’s a fear of hearing. No, they’re not sure how how to overcome that. So they just resist the whole thing.

 

00;12;01;08 – 00;12;35;23

Rich Boggs

And here’s the cool thing. The most successful people in the world here know a lot. The most successful people in the world fail a lot. They just have a way of failing forward faster. Winston Churchill said success is going from failure to failure with no loss of enthusiasm. Right. And so here’s the best news of all. We can help you get over the idea of hearing no being something that is scary because every no gets you that much closer to a yes.

 

00;12;35;25 – 00;13;14;08

Rich Boggs

The coaches that kind of wear this resistance of sales like a badge of honor. If that’s you, it’s very common. It’s kind of holier than thou attitude around sales. Well, I don’t have to do. I shouldn’t have to. I’m not a sales person. I’m you know, this is spiritual work. This is passion. Purpose work. I get it. If that’s you, you might be thinking it’s not about sales for me, but at the end of the day, because selling is serving and a resistance to sales is actually a resistance to serving, then that is exactly what it’s about.

 

00;13;14;11 – 00;13;52;01

Rich Boggs

And so right now, just take a deep breath with me and let’s agree to lean in right now, lean in to the part of us that knows that there’s room for us to grow this. Lean into something that Mary Morrissey calls a transformational willingness. A willingness to be transformed, just a corner of your mind, open to the idea that it could be a very powerful thing to learn how to have a conversation with a potential new client and help them with a very specific skill set.

 

00;13;52;04 – 00;14;26;15

Rich Boggs

Way more likely, step out into a new mindset for them and create results that they would love. And that conversation is a powerful, meaningful, purposeful, passionate conversation between you and them about building a dream and about taking the step they can take and investing in their dream by means of you working with them as their coach. You can do this.

 

00;14;26;17 – 00;14;56;15

Rich Boggs

And if you’re a one super resistant, you can do this. It’s just a simple skill set that anybody can learn. And guess what? If you’re a five, there’s a way to learn this conversation that’s going to help you enroll way more clients and way more easily setting up the rest of your coaching business in a different way. When you learn this art of heart centered, brave thinking, sales.

 

00;14;56;17 – 00;15;32;15

Rich Boggs

So take a breath with me again. Just know that you’re in the right place. I appreciate you just being willing to transform any ideas that might be limiting around the idea of sales or being a sales person. Selling is serving. So the real definition of sales, that’s it. Let’s reframe it. Sales is not manipulation. Sales is not convincing someone to do something that’s going to be good for you, but not good for them.

 

00;15;32;17 – 00;16;08;12

Rich Boggs

It’s not self-serving. It’s not about tricking. Sales is service. So you can write that down. Selling is serving. It is a service based skill set and sales heart centered, brave thinking. Sales is something you can learn. You can develop, and you can master. Just like coaching. Just like driving a car for the first time. Just like managing your time by managing your tasks in a more skillful way.

 

00;16;08;14 – 00;16;32;26

Rich Boggs

Just like learning a foreign language, only it doesn’t take nearly as long to learn the language of brave thinking sales as it does to learn a foreign language. It’s a service based skill set, and when done in a very specific way with specific sequencing, it helps the right people say yes to transform their lives in the way that matters the most to them.

 

00;16;32;28 – 00;17;01;14

Rich Boggs

And you have a front row seat in helping them create all of that. When you think of sales and the definition of sales, let me give you some more ammo for the powerful part of you to overtake this old former limited version of you that thought sales was something else. Sales is the moment that real transformation begins in this work, in the work of a transformational coach.

 

00;17;01;14 – 00;17;33;07

Rich Boggs

It’s that sacred moment where somebody says, yes, I, I want more, I want more, and I trust that you can help me create that. When the optics of sales focus is in on this, that sales is serving to, sales is transformation and you stop dreading it. You move into this really powerful vibration of honoring it. Sales isn’t only serving, it also becomes sacred.

 

00;17;33;09 – 00;18;06;10

Rich Boggs

The sales isn’t something you do to someone. Sales is something you do for somebody. When we’re at our major kind of tentpole event at the Brave Thinking Institute called Dream Builder Live, and we make a promise at the beginning of that event, Mary Morrissey makes a promise that she’s going to give everybody in three powerful days everything she can give everyone and that that all of that information is really the tip of the iceberg into everything they could be learning with us.

 

00;18;06;10 – 00;18;31;00

Rich Boggs

And so sometime during the three days, she’s going to talk for about 20 minutes on how people can take this work deeper for those that are interested in in taking it deeper. Right. And then when that moment comes, Mary makes an offer from the stage into a powerful, brave thinking master class. And there are different levels. And as she’s making that offer, you know, you can see some people in the room kind of raising an eyebrow.

 

00;18;31;00 – 00;18;52;06

Rich Boggs

And Mary will say, so if you’re the kind of person right now that’s saying, well, this was a really good seminar, but now she’s just trying to sell me. Mary will say, if that’s you, let me tell you something. You’re right. But I’m not trying to sell you on me or on the brave thinking Institute. I’m trying to sell you.

 

00;18;52;08 – 00;19;16;26

Rich Boggs

I’m attempting to sell you on you. You deserve a life you love. And if you don’t build the dream that’s been downloaded by the infinite, no one else is going to do it. You deserve a life you love. I’m trying to sell you on that idea. And if that’s something you’re passionate about, we can absolutely help you do that.

 

00;19;16;28 – 00;19;48;10

Rich Boggs

Mary Morrissey selling from the stage. Mary came from a minister background. She had a large spiritual center in the Pacific Northwest for decades. So the nonprofit spiritual, you know, speaker and teacher came into this coaching industry. And at first Mary was uncomfortable selling from the stage. And she learned after practicing it and doing it, afraid where it didn’t quite feel like her.

 

00;19;48;12 – 00;20;10;26

Rich Boggs

She learned that it was teaching the same as any other part of the content that she was delivering. Over the course of an event. Over the course of Dream Builder Lives, it was teaching just the same. And she realized, I remember, you know, over a decade ago, she said, you know, I realized it’s okay if those that are listening to me say no to what I’m offering.

 

00;20;10;26 – 00;20;36;29

Rich Boggs

It’s okay if they say yes to what I’m offering, but it’s not okay that I know something that can really help them. And I’m shy about saying it because I’m nervous about sales, that I’m I’m saying it in a less than powerful, passionate way because I don’t want to sound like a sales person, Mary said. That is not okay.

 

00;20;37;02 – 00;20;59;27

Rich Boggs

I’m going to lay it out there. I know what helps people. I know the programs that I’m offering really help people. And guess what? I’m going to make the strongest invitation. I can because I know what helps people. I know that this system works. They can say yes, they can say no, but I’m not going to shy away from making a strong invitation because I know that this works.

 

00;21;00;02 – 00;21;29;14

Rich Boggs

And if Mary Morrissey can go from the minister nonprofit world into being a strong and very passionate salesperson from the stage, then guess what? So can I and so can you. Sales is not something you do to someone. Sales is something you do for someone. The enrollment conversation becomes a vehicle to help shift an initial paradigm. Help someone say yes, up the part of that?

 

00;21;29;16 – 00;21;52;17

Rich Boggs

Yes, that part of them. When over the part of them that wants to argue again for why they can’t and move in the direction of their dream. That’s your enrollment conversation, that is sales. So let’s now unpack the common traps that hold some coaches back. Some of the most common traps that I see when it comes to sales.

 

00;21;52;24 – 00;22;13;23

Rich Boggs

Holding coaches back. Number one is waiting for clients to come to you. Maybe you’re the kind of person that posts a lot of content. You send a lot of emails, you go live, you’re doing workshops in person workshops, maybe virtual workshops, and you’re just you’re hoping. You’re wishing and hoping that someone’s going to say, wow, this person is amazing.

 

00;22;13;23 – 00;22;45;14

Rich Boggs

I should definitely pay them thousands of dollars to change their lives. And here’s the thing hope is not a strategy. And wishing and hoping that energy creates simply more wishing and hoping that’s all it does. I remember the day Mary Morrissey taught me we become what we are. We don’t get what we’re wishing and hoping for. Wishing and hoping simply creates more wishing and hoping.

 

00;22;45;14 – 00;23;28;06

Rich Boggs

And that is a very constrictive energy versus being the one who’s doing the thing. And great coaches are able to enroll their clients into new ideas and new action steps on a regular, repeated basis, not just in the coaching and not just in your strategy session, not just in the sales portion, but all throughout. Being a change agent means you have the ability to persuade your clients to take an action step when there’s a part of them that’s super uncomfortable at first, and there’s a part of them that knows this is the way to helping create what they told you that they wanted.

 

00;23;28;08 – 00;23;57;17

Rich Boggs

So just putting out a lot of content out and then waiting for people to come to you and magically pay you is actually pretty common. Not a strategy for success. And quite common. The second common trap is avoiding the actual offer. Maybe you do a great free call with your clients. Maybe you offer your clients this complimentary visioning or discovering session.

 

00;23;57;19 – 00;24;38;06

Rich Boggs

And because you don’t have a framework or the powerful enrollment conversations that convert in a heart centered way, if you’re lacking that, then it’s very common that when you’re on your complimentary session with your clients, they’re engaged, they’re excited, they’re ready for more. And then you take them and you wrap up the call and you wish them luck, and you tell them kind of what’s possible, and then you think you can do the actual enrollment and the invitation, and you’re pricing in another format other than your one on one session with them, either in person or on zoom or over the phone.

 

00;24;38;08 – 00;25;16;13

Rich Boggs

And guess what your client sense is that your client feels that the actual cornerstone of the conversation is missing, and it feels weaker than it certainly could have or should have felt. If you’re the person that helps them make a decision and take an action in the direction of their dream, so avoiding the offer altogether quite common. If you aren’t trained or don’t have the skill set in that powerful enrollment conversation, that could be happening inside your coaching business.

 

00;25;16;15 – 00;25;47;17

Rich Boggs

Another common trap that holds coaches back is that they don’t have, like I mentioned before, a system, a clear enrollment or sales system in their business. Think about it. You’ve got coached, you’ve got, marketing over here, right? That means attracting people to the very beginning, you know, of the funnel that is your coaching business, that’s emails you’re posting online, you’re doing workshops, you’re bringing in, you know, opt in.

 

00;25;47;17 – 00;26;16;09

Rich Boggs

So you’re bringing in potential clients. That’s all marketing. Then over here you’ve got coaching where you’re enrolling clients into your programs and you’re coaching them. So coaching is over here and marketing’s over here. And what’s this big section right here in the middle sales. That’s enrollment. So do you have a system a powerful part centered, proven, repeatable, reliable system for enrolling clients?

 

00;26;16;12 – 00;26;40;17

Rich Boggs

Because without a system, then you’re either relying on randomness or you’re winging it. Maybe you train this, maybe train that. Maybe you’ve got some, you know, sales thing that you, attended a class about a long time ago. You kind of bolted on some sales thing, but it’s not in alignment with who you are and what you’re doing.

 

00;26;40;19 – 00;27;14;27

Rich Boggs

People who wing the sales portion of their business. Guess what? They get wing. It results, not the success that you’re looking for. Real businesses have real systems. The systems can be simple as long as they’re repeatable, reliable, and proven. They have a path from marketing to sales to coaching that really serves each and every client. And if you don’t have a system, then you’re not running a business.

 

00;27;15;00 – 00;27;44;13

Rich Boggs

If you’re running an expensive hobby. Successful coaches have systems systems that they can repeat that are reliable, that are proven marketing systems no different, coaching systems no different. And then right here in the middle of your coaching business, sales systems and you have all three, you can scale, you can grow your impact, your income. And having a sale system is just as important as the other two.

 

00;27;44;15 – 00;28;09;07

Rich Boggs

So let me tell you my, introduction into sales as as a boy, my father growing up was a, World Book Encyclopedia salesperson. He sold door to door. This is in the late 70s. I’m ten years old, and my dad used to take my older brother and I canvasing with him throughout these neighborhoods, knocking on doors, usually in the rain.

 

00;28;09;07 – 00;28;37;07

Rich Boggs

This is Portland, Oregon, and he’s selling World Book. And at that time, I also had a debilitating stutter that I had developed at about 7 or 8, I couldn’t even talk. It was very interesting. My brain at that time was working so fast, and it was like my mouth just could not keep up and I would stumble over the words and stutter and became quite introverted at that time because of the stutter that I was embarrassed about.

 

00;28;37;07 – 00;29;01;16

Rich Boggs

And my parents tried everything. Different kinds of therapy, speech therapy, vocal therapy, exercises. Nothing helped. So here I am with this stutter, and my dad’s taking me door to door to sell World Book. And after months and months and years of going with him on weekends, he knew that I had memorized his pitch. I could say it in the car when we were alone, and we would kind of joke about this.

 

00;29;01;16 – 00;29;20;06

Rich Boggs

The script that he had memorized that was very effective at selling World Book. And one day in one neighborhood on a Saturday, I remember my dad got down on one knee and he said, Rich at the next door, you’re up. And I’m like, no, no, no, no, no, I’m not. And he goes, you’re up, you’re going to sell the next door.

 

00;29;20;06 – 00;29;51;24

Rich Boggs

And my dad knocked on the next door, and then he backed away. And I’m standing there and the door opens and there’s this gentleman there. And I just said, hi, my name is Richie Boggs, and this is my dad, Haven Boggs, and we are official World Book Encyclopedia representatives. And have you ever been frustrated because you’re looking for information about a famous sports figure or a foreign land or an exotic animal, and you don’t have that information at home, and you don’t want to leave the house, and you’re stuck and you’re at home and you want this information and you’re super irritated.

 

00;29;51;26 – 00;30;21;19

Rich Boggs

Well, guess what? Those days are over because we’ve got World Book Encyclopedia because it’s 1979 and Google hasn’t been invented yet. No, but I remember delivering that pitch at that front door as a little kid, ten years old, and that gentleman did not buy World Book Encyclopedias. And we walked away from that house. But my dad put his arm on my shoulder and looked down and said, Rich, we’ll get the next one.

 

00;30;21;21 – 00;30;47;24

Rich Boggs

That was a great pitch. But here’s maybe something that’s even more important. And he leaned down and he said, you didn’t stutter. And I was like, wow. And I’ll never forget the power of knowing that I had this system, that I had watched my dad deliver this script, and it worked. And it didn’t just work to sell rulebook.

 

00;30;47;24 – 00;31;17;21

Rich Boggs

It worked to help people. It worked to solve a problem. My dad was a problem solver. He would go to these front doors and ask if people were frustrated because they wanted information at their fingertips, and they didn’t have it at home back then. And World Book solved that problem. And I watched my dad solving problems by using a system, and it was easy for me to lock into a system that was about serving people.

 

00;31;17;24 – 00;31;40;01

Rich Boggs

And I forgot about my own shortcomings, and I forgot about the fact that I had been so self-conscious, and it literally helped me conquer a stutter. So let me promise you that if I can learn how to sell, so can you. Because I didn’t just take that ability to conquer the stutter. I ended up having several sales jobs in college.

 

00;31;40;01 – 00;32;10;09

Rich Boggs

It helped me pay my way through college. I opened a little real estate, a commercial real estate office leasing company in my 20s. When I moved to Los Angeles, that company did really well. That’s a sales organization. I ended up selling it. I started two different financial service firms in my early and late 30s. I sold those companies, and then I joined the Brief Thinking Institute to build the sales team here, and to take what I had learned about heart centered sales and building up and selling three companies.

 

00;32;10;11 – 00;32;38;27

Rich Boggs

And I have the extreme pleasure of teaching all of our life coaches how to sell. And I do have to sell some of our life coaches that are resistant to selling into the idea that this is not just going to help them create substantial impact in the world and income that’s attractive, but it’s the secret to transforming those potential clients lives by having this skill set.

 

00;32;39;00 – 00;33;08;21

Rich Boggs

And so take it from somebody that is a selective extrovert, meaning I can turn on that personality. But naturally, I’m an introverted person, grew up with a debilitating stutter. If I can do this, you can do this. That is a heart centered promise from me, your heart centered sales coach. And so the last thing I want to talk about is that idea that it’s sales is simply a service based skill set.

 

00;33;08;24 – 00;33;37;28

Rich Boggs

And if you are still telling yourself right now, look, I’m a great coach, but I’m not a very good salesperson, I want to get real with you. You’re not the coach you think you are. If you’re resistant to this idea of transforming someone’s behavior, transforming someone’s life in a strategy session into the first session is the most important opportunity you have to show that person that you have that transformational ability.

 

00;33;38;00 – 00;34;05;13

Rich Boggs

Great coaches don’t just help people. Once that person has paid, great coaches help that person lean in to new ideas the first time you’re speaking with them, leaning into the idea that people are invested in what they’re invested in, helping people understand the idea of having real skin in the game, and how important that is to taking meaningful action to change their life.

 

00;34;05;16 – 00;34;38;02

Rich Boggs

You don’t have to be born with it. You know, your Michael Jordan, who got cut from his high school basketball team and locked himself in his room and cried at 14 years old, Michael Jordan says champions are not born. Champions are made in heart centered, powerful salespeople like Mary Morrissey, like Bob Proctor, like many, many spiritually based, strong teachers and speakers that, you know, they are really effective salesperson.

 

00;34;38;04 – 00;35;04;00

Rich Boggs

They’re enrolling us in brand new ideas and helping us take scary action that we would have never taken if we hadn’t listened to that specific individual. In every single one of those people, they learned it. We’re not born with it. I was not born. I’m not a born salesperson. I learned it from a first. My dad and then from other mentors and coaches and business people along the way.

 

00;35;04;03 – 00;35;35;17

Rich Boggs

So treating sales like the service based skill set that it is, it just becomes required. If your goal is to run a thriving, sustainable, successful coaching business just like you’ve studied coaching and you learn the tools just like you’ve studied marketing, hopefully, and you’ve learned those tools. Some people learn, you know, tapping, so people learn somatic breathwork, some people learn massage therapy, and then they’re adding coaching to their massage therapy business.

 

00;35;35;17 – 00;36;11;23

Rich Boggs

It’s all learnable. And when you learn it, everything opens up. You for your business, for your clients and for their transformation. Clients become easier to enroll. Your income not just stabilizes. Your income becomes greater and greater in it’s increase. Your confidence skyrockets. And the ripple effect of that confidence in sales spreads into the marketing work that you’re doing into the your willingness to be visible and into the strength of your coaching.

 

00;36;11;25 – 00;36;39;14

Rich Boggs

You’re not backing down when clients are getting, you know, nervous about how pushy you’re being and helping them take action once they were a client, you can take them back to the strategy session where they first said yes to this new system that you’re delivering. Even though a part of them was scared. And most importantly, your impact, your impact multiplies when you learn this service based skill set that is heart centered sales.

 

00;36;39;17 – 00;37;07;02

Rich Boggs

So here’s what I want to leave you with today. I want to take a few minutes and reflect on this. What is the current mindset you have around sales 1 to 5, and is it moved a little just because we’ve been here on this podcast together, hopefully it has. But what is the current mindset? Notice what you’re noticing and really be honest with yourself.

 

00;37;07;04 – 00;37;54;06

Rich Boggs

Are you shrinking away from the very moment in the very first conversation that could change someone’s life for the better, forever or are you avoiding sales opportunities, sales conversations out of fear that people are going to think you’re pushy, that people are going to think you’re self-serving. That people are going to think you’re manipulative instead of stepping in and allowing powerful conversations out of your love for serving others and for serving their dreams, why are you letting outdated stories that you’re telling yourself about what it means to sell hold you back from your dream coaching business?

 

00;37;54;08 – 00;38;27;25

Rich Boggs

And if any of this sounds familiar, I’ve got really, really good news. You could change it. You can transform all of that starting right now. So in the next episode, I’m going to walk you through how to close a very important gap between audience building and between client enrollment. That gap, because building an audience is great, but it’s not turning that audience into a steady flow of clients that becomes income and impact.

 

00;38;27;27 – 00;39;00;11

Rich Boggs

And if you’re not able to turn an audience into income and impact to a repeatable system, then something is missing. And before you go, if you’re ready to go deeper into how Brave Thinking Institute can support you in creating the coaching business that you would love, you can visit BTI dot com forward slash Coach certification and know that our certified coaches don’t just learn how to coach, they receive in-depth business and sales training.

 

00;39;00;13 – 00;39;24;10

Rich Boggs

We have four pillars. We have marketing, we have enrollment, we have coaching, and we have business building. And we train our coaches in all four. This is what separates Rethinking Institute from all the other coaching certification programs out there. So check it out because we just might be a powerful next step for you. So until next time, this is Rich Boggs reminding you to think bravely and act boldly.

 

00;39;24;12 – 00;39;27;10

Rich Boggs

I’ll see you soon.

 

00;39;27;12 – 00;39;46;27

Mat Boggs

Thanks for joining me this week on the Abundance Coach. To dive even deeper, visit our website at BTI dot com slash Coach Certification. If you love today’s episode, be sure to subscribe on iTunes, Spotify, or wherever you listen to your favorite podcast. And while you’re at it, please rate and review. I’ll see you in the next episode.