Hey Coach!

Here are some of the most powerful scripts and phrases that I've learned for
getting clients, qualifying clients, and for helping clients to make the decision to
buy coaching from you.

I have collected and developed these scripts and phrases over my 25-year career,
and based on my experience attracting over a million paying clients to my
programs and businesses. Use them to get more clients, and help those clients
achieve success in their lives.

Quick Note: If you are really serious

about getting more paying clients, I
want to also recommend that you
attend our “Get Clients LIVE”
virtual event on Monday and
Tuesday, December 6th & 7th.

The Get Clients LIVE event features

over a dozen top coaches who
have built 6-figure and 7-figure
coaching and teaching businesses,
each sharing their best techniques
for getting clients:

Click Here to get a free ticket, and

come learn how to get clients from
the best in the world.
Now let’s learn what to say in order to get more clients...

Coaches who are great at getting clients are excellent at one thing: hearing
when other people have needs, and then following up on those needs with a
coaching session to help them solve or get the needs met.

Empaths (people who are good at sensing the emotions of others and the needs
of others) are good at noticing when others have needs: "Oh, are you hungry? Are
you thirsty? Oh, do you need some emotional support?"

It's mostly unconscious.

As a coach or empathic person, you just notice it.

There's something unique that highly successful coaches do in order to get paying
clients, and it goes like this…

Instead of going and actually doing the thing for the person, the successful coach
says, "I'd like to help you do that thing," and then they use a coaching script or a
coaching session to help that person get clarity, make a decision, move through
blocks, and then go and do the thing.

The successful coach doesn’t do the work for the client. They allow the client to
do the work, so the client builds the understanding, the confidence, and the
self-esteem.

The successful health coach doesn’t say “eat your greens” - instead, they ask
“which foods do you believe would support your health and fitness best?”

The successful relationships coach doesn’t say “be more empathic” - instead they
ask “how do you think your partner felt when you said that?”
The successful career coach doesn’t write a resume for their client - instead, they
ask their client to write a history of their professional accomplishments.

This takes longer, and it's more challenging in certain ways. But what this
approach does is… it actually empowers the other person - the client - more.

And if you really love people and you truly care about others, then even though
this takes a little bit longer, it’s worth it. This approach builds more confidence, self
esteem, and effectiveness in your clients.

So successful coaches are always watching and listening. They are listening for
needs.

When you approach getting clients this way, you begin always listening in your
community… in your social circles... with your friends and your family… when you’re
in online groups.

You’re listening for when another person is having a problem or they're having a
challenge or they've run into something that is blocking them… and they don't
really know how to get past it, or get to the next level.

Or particularly when there's a life change. You'll notice most

of the people that invest in coaching and make great
coaching clients, they're going through a change of life of
some kind.
As you're moving through the world and you're listening to people who are going
through changes, you'll hear them say things like, "My company is closing down
and I'm going to need to find a new job."

Or they'll say: "My kids are almost through high school now and I’m starting to
think about where they're going to go to college, and I really want to make sure
that they get into a good school, but I don't even know where to start."

Or they'll say, "I'm feeling really low energy right now and I need to lose some
weight" or "I'm fighting with my partner a lot."

Successful coaches are always listening for these life change signals, because
they are opportunities to be supportive with coaching.

When you notice that someone has a need, when you notice that someone is
going through a change, particularly when they're talking about making a change,
make a note to yourself and then the next day, follow up.

Not immediately, in the moment, by the way. Wait one day and follow up and send
them a message or write an email to them to follow up.
When you follow up, keep it simple, and to the point...

"Hey, Jim. I heard you yesterday when you said that you're going to need to find
a new job soon. Let's do a phone call and I'll help you make a plan to get that
new job."

"Hey, Jim. I heard you yesterday when you said that you've been fighting with
your partner a lot. Let's do a call soon and I'll help you make a plan to stop
fighting so much."

"Hey, Jim. I heard you yesterday when you said that you want to lose 20 pounds
and increase your energy. Let's do a call soon and I'll help you make a plan to
lose the weight and to increase your energy."

The magic of this is, "I heard you” plus their need.

The first thing you say is “I heard you.”

"I heard you when you said..."

...because saying this makes it more real for your prospective client.

When someone says, "Hey, I heard you yesterday when you said you're having
this problem," that helps the person to realize, "Oh, yes, that's right, I do have this
problem."

"I heard you yesterday when you said that you’re fighting with your partner a lot.
Let's do a phone call or let's do a Zoom, and I'll help you make a plan to stop
fighting."

Now, notice what it is not. I did not say:

"I'm a relationship coach and you should get some relationship coaching from me.”

Why not? Because who's that about? That's about you, the coach. It isn't about
them and their situation. And it’s not what they want.

Remember: People don’t want coaching. They want results!

So there’s no mention of coaching in that first follow-up. There's no mention of

coaching anywhere. And in fact, if Jim writes back and says, "Oh, are you a coach?
Are you going to charge me for this?"

You could say…

"Hey, Jim. Yes, I am a relationship coach, but this is not a pitch for my coaching. I'm
here to help you to stop fighting in the relationship. If at the end of that session,
you're interested in coaching, that's fine, but I just want to help you. I want to help
you stop fighting in your relationship."

That's an excellent answer and excellent communication. When Jim sees that, he
will know and say to himself:

"Okay, you're a coach, but you're offering to do this with me to help me, and that
makes sense.”
And it does make sense.

At this point, your prospect will likely think: "Okay, if you're a great coach, then
maybe I'll hire you."

Again, the format is:

"Hey, Jim. I heard you yesterday when you said that you are trying to do this
thing… that you're making a change. Let's do a call and I'll help you do it. I'll help
you do that. I'll help you get that result you want."

The way you coach is the way you get clients. It can be no other way.

What do I mean by this? I simply mean that if you want to become great at getting
clients, then you must become great at coaching.

The most successful coaches, the ones who are “client-getting machines” are the
ones who demonstrate in one coaching session that they can really help the client
get the result that they want.
I was speaking with our head sales coach, Donald a couple of weeks ago. I asked
him how much of his work with our clients is “coaching” and how much is “sales.”
His answer was “I coach 90% of the time, and do sales 10% of the time.”

I would like to share the simple model that I use for coaching, that helps clients
get results quickly, and that also results in them buying coaching and training from
me.

I've basically summarized coaching into this basic model, and it begins with three
questions:

What do you want to achieve?

What do you want to avoid?

What's your next step?

The way that “deep motivation” works is pretty simple.

We, humans, are motivated to get or achieve some things in life, and we are
motivated to avoid or prevent some things in life. This is the essence of
motivation. It’s about what we want to achieve, and what we want to avoid.

When you think about, talk about, and get clear on what you want to create or
avoid, you start building strong motivation and inspiration.

So again, there are things that you want to achieve, realize, or create. Many
people want to do things like make money, or find a mate, or increase their
energy.

And there are things that you want to avoid or prevent. Many people want to
avoid losing money, or going bankrupt, or getting sick, or being rejected.
In day-to-day life, these motivations usually occur to us inside as visions… or
desires… or wants… or goals. Most of us don't “presence” those things and think
about them in a conscious, intentional, balanced way.

The way that we “think about them” typically is we lay in bed at night and we
worry. Or we zone out when we’re eating lunch and we have daydreams about
them.

Most of us don’t intentionally consider both the things we want to achieve and the
things we want to avoid, especially at the same time.

We don’t sit and think to ourselves, for example: "Okay, what are some of the
things that I want to avoid in my life? Well, I want to avoid dying too young
because I want to see my kids grow up and this is very important to me." We
don’t think like this in a calm, regulated, objective way.

And we don’t typically ask ourselves: “What are the things I can do to avoid dying
young?” And then answer: “Well, I can start exercising, I can get in better physical
shape, I can eat a whole plant-based diet." We usually don't have that conscious
conversation with ourselves when it comes to the things we want to avoid. We just
occasionally worry about it, and then if we get a bad test result or something
happens or we hurt ourselves, then we start to worry.

And the same goes for the things that we want to achieve. Most human beings
don't sit down regularly and review all of the things that they want to achieve.

They don't review their financial goals, what kind of house they want to live in,
how much money they want to make, and then sit and consciously put it on a
piece of paper, map it out... draw it out... put it on a computer file... make a vision
board... and then sit down and ask, "Okay, what are the steps that I need to take in
order to make this stuff real?"

So to sum up: We have the things we want to achieve, and we have the things we
want to avoid.
But we don't put them all together and present them and look at them at the same
time. Almost no one does this.

As a coach, one of the greatest gifts and one of the highest values that you can
give to others is to ask them, "What do you want to achieve?"

And ask it across their lives.

"What do you want to achieve physically and in your health?

What do you want to achieve in your relationships and how you feel?

What do you want to achieve in terms of your own personal development and
learning?

What do you want to achieve in your career?”

Great coaches come from an assumption that their client has potential!

And they ask: “What do you want to achieve? What do you want to create? Let's
vision."

And then they ask: "What do you want to avoid? What are the things you want to
prevent in your life?"

When you have this conversation, and you dive into these things and you get the
implications of them, it helps the client paint a total picture of their life. It's almost
like creating a mirror where they can stand back and look at themselves and then
see their whole life behind them… in a way that they couldn't before… because
they were too focused on immediate needs.

The final question to ask is: “What’s your next step?”

When you ask someone this question, who has just considered what they want to
create, and what they want to avoid, it creates an almost magical dynamic.

Once someone has “primed” their motivation by considering what they want to
create and avoid, they are then almost always able to see their own next step!

When you ask “What’s your next step?” and then they tell YOU what their next
step is, you have achieved what I think of as real coaching.

You have supported them in having the key insight about what they need to do
next.

So as a coach, you help them stand back, look in the mirror, and then see their life
and their potential (positive and negative), and then see what to do next.

And do this in a way that helps your client build trust in you, and see the value of
coaching, remember this simple script:

“What do you want to achieve? What do you want to avoid?

What's your next step?”

If you can help a client get clarity like this, then often your prospective client will
say, "This was great. I want to keep doing this. How can we keep doing this?"

There’s a script for that, too… but first, a little more about how to be an
empowering coach.
When speaking with a prospective coaching client, it’s important to always ask
about what are called implications.

The key question for getting at implications is:

"What other problem is that causing?"

These are implication questions. I first learned about these from Neil Rackham, the
author of the wonderful book Spin Selling.

These special types of questions are highly correlated with major sales. In other
words, people that ask these types of questions are better at getting people to
invest a lot of money with them.

Here’s an example of an “Implication Question”:

If a prospective coaching client says, "Well, I've gained 20 pounds and I'm feeling
overweight right now," you can ask:
"Okay, so you've gained 20 pounds, you're feeling overweight. Are there any
other problems that being 20 pounds overweight is causing in your life?"

In other words: What are the other implications of that problem?

And then the client will answer, "Yeah, my clothes don't fit anymore. I'm
embarrassed about the way that I look."

These are the implications.

Here’s the key: It’s much more motivating to your client to be embarrassed about
the way they look and have their clothes not fit than it is to lose weight in the first
place. The implication gives you the “real” motivation or the deeper motivation!

And it's the same thing on the goal side... on the achieve side, on the vision side. If
you ask about implications, you’ll get more motivating answers.

So if you ask, "What do you want to achieve? What do you want to create in life?"
and your client answers: "Well, I want to lose this 20 pounds and I want to have
great physical energy”... and you can say: "Okay, so let's say it's 90 days from now.
You've lost the 20 pounds, you've got great physical energy. What else will that
allow you to do?"

When you ask “What else will that allow you to do?” or “What else will that give
you?” or “What other benefits will you get?” you are asking implication questions.

Your client is going to say something like, "Well, I'm going to look great, I'm going
to feel great, I'm going to be more confident. I'll probably have the confidence to
ask my boss for a raise."

And again, the key: Asking the boss for a raise and getting a raise... that's more
motivating to them than just losing the weight.

This is the power of implication questions.

Again: Once you ask what your client wants to avoid, and what their worries and
their fears are, you then ask what are the other problems that one of those
problems is causing.

And then when you ask them what they want to achieve, what their goals are, you
then also ask: "What are the other results that that will give you? What are the
other things that that will create in your life?"

This gets at the deeper motivation. And this will help you get more clients.

It's very important when you're talking to someone who's a prospective client to
qualify them.

Qualifying simply means:

1) Making sure that your prospective client is motivated

2) Making sure that your prospective client can afford coaching
3) Making sure that your client is coachable
I learned two things from the great sales trainer Bill Brooks, that I’d like to share
with you here.

High-income sales professionals, people who can sell things for a lot of money,
are better at two things:

1) They are better at building trust faster

2) They are better at qualifying the prospective buyer better

They can build trust and qualify. That’s the bottom line.

My experience is that low-income coaches tend to be ineffective at both of these

things. Let’s discuss...

Qualifying a client means making sure that they are qualified to be your client.

Most of the people that you walk by on the street are not qualified coaching
clients.

Most of the people in your social network are not qualified coaching clients.

Why not?

Because they are not motivated, they can’t afford coaching, and they’re not
coachable.

Now, they might become qualified at some point in their lives. But that point is
probably not today.

Let's say that you are a health coach and you help people lose weight. It's possible
that most of the people in your social network will be qualified to be your client at
some point in their lives, because they will maybe gain weight, or they will get out
of shape.
But they're not a qualified client right now. And you can't waste time on folks that
aren't qualified, because then you don't have time to work with the qualified
people and to get paid clients.

If you want to be a high-income coach, then you need to get paid. And this means
that you need to work with people who are motivated, and who can afford to pay
you.

Here are my favorite questions and scripts that you can use to make sure a
prospective client is qualified. I recommend that you ask these questions early on
in the coaching relationship.

The first one is:

"On a scale of 1-10, how motivated are you to get the result that you want?"

Examples might be: "On a scale of 1-10, how motivated are you to lose the 20
pounds? On a scale of 1-10, how motivated are you to get the new job? On a scale
of 1-10, how motivated are you to stop fighting with your partner?"

And I like asking this as soon as I can in the conversation.

Some people just want to “talk about” their problems. But some people want to
DO SOMETHING about their problems.

The qualified client is motivated. That's the key. To be a qualified coaching client,
they have to be motivated.

Another question I like to ask is: “Are you willing to invest yourself in getting the
result you want?”

Example: “Are you willing to invest yourself in losing the 20 pounds?” Or “Are you
willing to invest yourself in starting your business?”
As you can see, the words “invest yourself” have two subtle meanings. This is a
classy way to qualify a client because it implies that they might need to invest
money.

I also like to ask: "Are you open to receiving coaching, and are you coachable?"

Some people like to do things themselves, and don’t like to work collaboratively.
This is fine, but it’s important that you learn the answer early.

Some people will answer, "Yes, I really need the help right now, and I’m ready to
be coached.” And some people will answer: "Well, I don't know. I mean, it depends
on what the coaching is."

Some people are just skeptical, and some people are closed, and some people
don't like to get help from other people… and you know what? That’s fine.

I have no problem with people that are more independent.

In fact, I respect independent people. They want to do it themselves.

But I need to know that before I go spend an hour doing everything I possibly
can to support them, and thinking that maybe this could go somewhere… only to
learn that they are not open to coaching.

If you are getting positive answers to your qualifying questions, you can begin to
be more direct about the money issue:

“Are you willing to invest financially to get the result that

you want?”
Another thing I learned from Bill Brooks is probably the most magical 10-word
phrase I've learned in my life.

After you've talked to someone and you've done a coaching session, you've
figured out what they want to achieve and what they want to avoid, and you've
helped them get clarity… then you've built rapport… and they're at the place now
where they've had a great experience and seen the value with you, now it's time
to talk to offer them a coaching package.

For many coaches, it feels uncomfortable to make this transition.

Have you ever been at that place where you're talking to someone, you're having
a great conversation.

You’re saying to yourself: “This could be a great coaching client”... but you just
don't know how to introduce the next step?

Here are 10 words that can help you cross that bridge smoothly:

“Based on what you told me, the next step is…”

This is a beautiful transition.

First, it's “based on what you told me” - which says I've been listening. And it
connects everything in a natural way.

Then you say: “...the next step is.”

This is powerful because it says something else without saying it directly: There’s
a next step!

Most people don’t know what to do next. They don’t realize that there’s a next
step. They literally don’t know what to do at all. And when you say “the next step
is…” they begin to have hope.

The next step is… by the way… for them to sign up for your coaching package.

"Based on what you told me, the next step is for you to sign up for my Lose 20
Pounds in 90 Days package. Over the next 90 days, you'll put together a meal
plan, exercise plan, I'll meet with you weekly and you'll help you lose that 20
pounds."

"Based on what you told me, the next step is for you to sign up for a result
package, a package of results."

These 10 words can change your life.

And they can help you get a lot more clients.

The successful coaches that I know, the ones that are able to get lots of clients
(both for individual one-on-one coaching clients and also for group programs and
courses) tend to be at least competent at making “content.”

This means that they write blog posts or email newsletters, do interviews, make
social media posts, etc.

And they practice, in order to build their skill at getting clients this way.

We all have to start out somewhere and build our way up. If you’re just getting
started, I recommend writing an email newsletter, or creating a little video, or
writing a blog post.

The key is to just start practicing teaching and getting your knowledge out into the
world.

Once you become comfortable making social posts, or newsletters, or little videos,
then it’s time to practice getting clients from them.
Coaches who are great at getting clients use a simple strategy: they leave little
“breadcrumbs” all through their content, that leads back to them.

They are always reminding prospective clients and the people that they're
teaching… that if they really want to get great results… to give the coach a call, or
to reach out.

Now, there's an annoying way to do this, which is to start your video and say: "Hi,
I'm a great health coach and you should call me for health coaching. Now I'm
going to give you a little tip here on how to make a green smoothie. Okay, here's
how to make a smoothie. And by the way, I'm really great at health coaching. Call
me, buy health coaching from me."

That’s not what we’re talking about here! That’s not smooth. And it’s borderline
annoying.

The classy way to do this (and the effective way to do it) is slightly different.
Here’s another possible script:

"Hey, in this quick video here, I'm going to show you how to make a quick green
smoothie. It'll take you five minutes in the morning. It'll help you have lots of
energy and lose weight. By the way, if you want my green smoothie recipe, which
I've been working on for several years, just send me an email. Here's my email
address. I'll send you the actual written recipe, plus two other quick recipes to
help you lose weight and increase your energy. Okay, so let me show you how to
make this smoothie…”

Did you see what just happened there?

If you're watching the video, I know you're interested in the green smoothie.

Of course! Because you're watching a video called How to Make a Green

Smoothie!
So while you’re watching, I will say: “Hey, I'm going to show you how to make this
green smoothie that's going to get you all these benefits. You’ll see how to have
more energy and lose weight and all the kind of things you want.”

And then I’ll say, "By the way, if you want the recipe with all the details and all the
ingredients, just shoot me an email. Here's how to get it. Now, let me show you
how to make this smoothie, and here's what I do. I put these vegetables in and I
blend it up…”

Then as soon as I'm finished teaching, I might say:

"As I mentioned in the beginning, if you want this recipe, plus the other two weight
loss and energy increasing recipes, just shoot me an email. And if you're really
serious about losing weight, especially if you have 20 pounds or more that you’d
like to lose, just reach out to me. I'd love to do a session with you and help you
lose some weight. Here's my email."

Or you might give a link to your website to sign up for your group program, or
purchase your course. But in any event, this is the classy way to do it, because it's
always aligned with what's happening in their lives…

...and with them getting the result that they want.

As you are creating your content, make sure and be saying regularly, "And if you
want to get better results, faster results, if you want to accelerate your success, if
you want more, if you want help, just reach out to me. Here's how to do it…”

Integrate your invitation to coaching into the content itself. Make it more natural.
And remember that your prospective clients will call you if they understand that
you are going to help them get the result that they want!
If these coaching scripts have made sense to you, and you’d like to learn even
more great techniques, strategies, and scripts for getting clients, then I want to
remind you to join my partner James and me for the “Get Clients Live” 2-day
virtual event. It’s all live, & it happens on Monday & Tuesday, December 6th & 7th.

The Get Clients LIVE event features over a dozen top coaches who have built
6-figure and 7-figure coaching and teaching businesses, each sharing their best
techniques for getting clients. Click Here to get a free ticket, and come learn
how to get clients from the best in the world.

I hope to see you there, and I’m looking forward to showing you how to get more
coaching clients!

-Eben