1 00:00:00,000 --> 00:00:08,940 If you are a coach who sells high ticket products, it's most likely that you would be using Discovery 2 00:00:08,940 --> 00:00:14,760 Calls because Discovery Calls are still the number one vehicle for converting clients 3 00:00:14,760 --> 00:00:16,760 onto our premium offers. 4 00:00:16,760 --> 00:00:23,160 One of the biggest frustrations though of coaches who offer Discovery Calls is no shows. 5 00:00:23,160 --> 00:00:27,920 People book an appointment on your calendar and you block out that time to be there for 6 00:00:27,920 --> 00:00:32,040 the appointment, but when you show up, they are not there. 7 00:00:32,040 --> 00:00:37,860 This ends up wasting your time and frustrating many coaches that some people actually think 8 00:00:37,860 --> 00:00:39,680 of giving up on Discovery Calls. 9 00:00:39,680 --> 00:00:45,920 Here on this episode, I'm going to share with you a few things that you can do to significantly 10 00:00:45,920 --> 00:00:53,060 reduce no shows in your business so that you can convert more clients using Discovery Calls. 11 00:00:53,060 --> 00:00:58,920 You're going to enjoy this one. 12 00:00:58,920 --> 00:01:03,600 You are listening to The Coaching Business Mentor, the podcast focused on giving premium 13 00:01:03,600 --> 00:01:09,000 business advice to heart led coaches like you, helping them get more clients, help more 14 00:01:09,000 --> 00:01:12,120 people and make more money consistently. 15 00:01:12,120 --> 00:01:18,520 If you would like your questions answered and your business featured on this show, all 16 00:01:18,520 --> 00:01:27,200 you need to do is go to coachingbusinessmentor.show forward slash question and go ahead and ask 17 00:01:27,200 --> 00:01:32,760 your question there and hit the submit button and I will make sure that we answer your question 18 00:01:32,760 --> 00:01:34,600 here on the show. 19 00:01:34,600 --> 00:01:39,940 Also, there's three things I would like you to do for me if you're enjoying this show. 20 00:01:39,940 --> 00:01:46,980 Number one, I'd like you to subscribe so you get notified every time we release a new episode. 21 00:01:46,980 --> 00:01:52,500 Number two, I'd like you to leave a review letting other people know how much value you've 22 00:01:52,500 --> 00:01:53,900 got out of the show. 23 00:01:53,900 --> 00:01:59,720 And finally, I would like you to share this episode with three coaches who you know would 24 00:01:59,720 --> 00:02:02,260 get value out of listening to it. 25 00:02:02,260 --> 00:02:03,260 That's it. 26 00:02:03,260 --> 00:02:06,520 Let's go ahead and continue with the show. 27 00:02:06,520 --> 00:02:13,980 Hi and welcome to episode two of The Coaching Business Mentor where I am committed every 28 00:02:13,980 --> 00:02:19,800 week to show up and give business advice for heart led coaches like you who want to get 29 00:02:19,800 --> 00:02:24,140 clients, serve more people and make more money. 30 00:02:24,140 --> 00:02:29,840 Now in today's episode, we're going to be looking at reducing no shows at your discovery 31 00:02:29,840 --> 00:02:31,100 calls. 32 00:02:31,100 --> 00:02:34,660 This particular question was sent in by a coach. 33 00:02:34,660 --> 00:02:35,660 His name is Sami Thompson. 34 00:02:35,660 --> 00:02:40,320 Now funny enough, Sami is someone who I've actually known for quite a while, even long 35 00:02:40,320 --> 00:02:44,700 before I started Profit from Coaching in 2014. 36 00:02:44,700 --> 00:02:50,340 He reached out to me sometime in 2012 when he needed help with his business and through 37 00:02:50,340 --> 00:02:55,900 that time, so for over 10 years, he has been following me and plugging into what we're 38 00:02:55,900 --> 00:03:00,920 doing and this is an opportunity for me to shout out to you Sami and say thank you for 39 00:03:00,920 --> 00:03:05,980 being an amazing client and he's referred so many clients to our business over the years 40 00:03:05,980 --> 00:03:10,740 and I feel this is a good time to acknowledge you and recognize you and let the whole world 41 00:03:10,740 --> 00:03:16,380 hear about how much of a brilliant client you are and how amazing you have been to our 42 00:03:16,380 --> 00:03:17,820 company. 43 00:03:17,820 --> 00:03:20,020 This is the question that Sami sent through. 44 00:03:20,020 --> 00:03:23,900 First of all, before I tell you the question, just a little bit about Sami. 45 00:03:23,900 --> 00:03:29,700 He helps busy, successful professionals grow wealth by levering the power of the Forex 46 00:03:29,700 --> 00:03:33,260 market but there'll be a lot more details in the show notes. 47 00:03:33,260 --> 00:03:36,220 Check them out, you can see all his social links there. 48 00:03:36,220 --> 00:03:38,140 Anyways, this is his question. 49 00:03:38,140 --> 00:03:43,300 He says, Prospects book a free 30-minute discovery session but they don't show up. 50 00:03:43,300 --> 00:03:47,220 How can I reduce or eliminate this trend? 51 00:03:47,220 --> 00:03:52,460 Discovery call no-shows are a big challenge for coaches who offer discovery calls. 52 00:03:52,460 --> 00:03:56,660 Very quickly, I think I should help those of us who may be wondering what actually is 53 00:03:56,660 --> 00:03:58,060 a discovery call. 54 00:03:58,060 --> 00:04:02,740 Well, a discovery call is kind of like a doctor's appointment. 55 00:04:02,740 --> 00:04:04,980 This is how I like to describe it. 56 00:04:04,980 --> 00:04:13,820 Just imagine that you had a bellyache and you went in to see a doctor where you booked 57 00:04:13,820 --> 00:04:16,140 an appointment to go and see the doctor. 58 00:04:16,140 --> 00:04:20,460 You sit down with the doctor, you explain what the situation is, what's going on, the 59 00:04:20,460 --> 00:04:21,460 challenges. 60 00:04:21,460 --> 00:04:22,780 They may ask you a few questions. 61 00:04:22,780 --> 00:04:24,020 When did it start? 62 00:04:24,020 --> 00:04:26,480 What part of your belly is aching? 63 00:04:26,480 --> 00:04:27,780 Was there anything unusual? 64 00:04:27,780 --> 00:04:28,780 Did you... 65 00:04:28,780 --> 00:04:29,780 No. 66 00:04:29,780 --> 00:04:33,100 They may ask you different questions and they may come and they might just check your belly 67 00:04:33,100 --> 00:04:34,740 and prod a little bit. 68 00:04:34,740 --> 00:04:38,740 And after they've done that, then they would probably say something along the lines of, 69 00:04:38,740 --> 00:04:44,860 from what I've seen, it seems like this is what's going on and this is what I recommend 70 00:04:44,860 --> 00:04:46,780 we do. 71 00:04:46,780 --> 00:04:50,420 And then at that point, you can then say, okay, sure, that sounds like something I'd 72 00:04:50,420 --> 00:04:51,420 like to do. 73 00:04:51,420 --> 00:04:52,420 Let's do it. 74 00:04:52,420 --> 00:04:57,540 That whole conversation that you had with the doctor where you had a problem, you booked 75 00:04:57,540 --> 00:05:02,660 an appointment, they basically asked you a few questions to understand a little more 76 00:05:02,660 --> 00:05:04,140 about what's going on. 77 00:05:04,140 --> 00:05:08,300 They asked to get a little more background information and then based on their knowledge 78 00:05:08,300 --> 00:05:14,260 and expertise, they were able to diagnose what the issue is and then make a recommendation. 79 00:05:14,260 --> 00:05:18,260 Within the context of coaching, I want you to see yourself as that doctor. 80 00:05:18,260 --> 00:05:20,660 That's exactly what a discovery call is. 81 00:05:20,660 --> 00:05:25,760 It's where you have a prospect who has a problem or a difficulty or a challenge that they're 82 00:05:25,760 --> 00:05:31,660 looking to overcome and books an appointment with you to discuss this issue. 83 00:05:31,660 --> 00:05:36,140 And they discuss this issue, you ask a few questions to understand what's going on. 84 00:05:36,140 --> 00:05:40,940 And at the end of the day, you kind of help them understand what the issue is and then 85 00:05:40,940 --> 00:05:42,700 you make a recommendation. 86 00:05:42,700 --> 00:05:47,660 And it's at this point where we can then discuss whether they want to work with you to help 87 00:05:47,660 --> 00:05:51,180 them address that issue or if they want to go up and do it by themselves. 88 00:05:51,180 --> 00:05:55,260 Now that pretty much is what a discovery call is. 89 00:05:55,260 --> 00:06:01,300 They're really, really great for coaches because if you're offering high-end coaching solutions, 90 00:06:01,300 --> 00:06:08,460 which I do recommend that you do offer, the easiest way, the most stress-free way for 91 00:06:08,460 --> 00:06:14,140 a coach to be able to convert high-end clients is by using discovery calls. 92 00:06:14,140 --> 00:06:16,660 Discovery calls are something that I'm really passionate about. 93 00:06:16,660 --> 00:06:19,260 I developed a discovery call magic system. 94 00:06:19,260 --> 00:06:20,260 I wrote the book. 95 00:06:20,260 --> 00:06:22,580 There's the workshop, there's a masterclass. 96 00:06:22,580 --> 00:06:26,780 And I recommend if you are a coach, one, to use discovery calls in your business. 97 00:06:26,780 --> 00:06:30,320 And number two, to get the discovery call magic system. 98 00:06:30,320 --> 00:06:33,980 It's discoverycallmagic.com, but you can check the notes as well. 99 00:06:33,980 --> 00:06:36,580 And the links to get the book are there. 100 00:06:36,580 --> 00:06:38,460 I've explained who uses them. 101 00:06:38,460 --> 00:06:40,300 I explained why we use them. 102 00:06:40,300 --> 00:06:42,580 Now, but the thing is no shows. 103 00:06:42,580 --> 00:06:44,020 What is a no show? 104 00:06:44,020 --> 00:06:45,020 It's really simple. 105 00:06:45,020 --> 00:06:46,020 Someone books an appointment. 106 00:06:46,020 --> 00:06:47,620 They go onto your calendar. 107 00:06:47,620 --> 00:06:52,660 They'll book an appointment, which these days is usually online, maybe Zoom or MS Teams 108 00:06:52,660 --> 00:06:54,260 or Google Meet. 109 00:06:54,260 --> 00:06:57,100 Again, some people still do face-to-face appointments. 110 00:06:57,100 --> 00:06:59,640 So sometimes it could be a face-to-face appointment. 111 00:06:59,640 --> 00:07:04,460 So people book an appointment, and that time is blocked off on your calendar. 112 00:07:04,460 --> 00:07:07,940 And then you show up sitting in front of your computer. 113 00:07:07,940 --> 00:07:13,120 You're logged into Zoom, ready for the meeting, and then the person doesn't show up. 114 00:07:13,120 --> 00:07:16,540 This happens a lot for coaches who offer discovery calls. 115 00:07:16,540 --> 00:07:19,780 The percentages are ridiculously high. 116 00:07:19,780 --> 00:07:26,260 And it can be very frustrating when you're making time to be available for this prospect, 117 00:07:26,260 --> 00:07:28,540 and then they don't show up for their meeting. 118 00:07:28,540 --> 00:07:31,180 And it's just a waste of your time, a waste of your energy. 119 00:07:31,180 --> 00:07:34,060 And it can be very frustrating for coaches. 120 00:07:34,060 --> 00:07:37,800 What we need to understand is we've got to understand why is it that people don't show 121 00:07:37,800 --> 00:07:38,940 up? 122 00:07:38,940 --> 00:07:40,660 And I'll identify three main reasons. 123 00:07:40,660 --> 00:07:45,440 Number one, they book the appointment, and they just forget that they booked the appointment 124 00:07:45,440 --> 00:07:47,700 because their lives are so busy. 125 00:07:47,700 --> 00:07:50,380 The second reason is because they just lose interest. 126 00:07:50,380 --> 00:07:54,500 Maybe in the beginning they were interested when they booked the appointment, but along 127 00:07:54,500 --> 00:08:00,740 the way they just lost interest in whatever it is that you were offering or even the problem 128 00:08:00,740 --> 00:08:04,700 that they were looking to solve that by the time it gets to the date of the appointment, 129 00:08:04,700 --> 00:08:06,940 they're just like, ah, I can't be bothered. 130 00:08:06,940 --> 00:08:11,540 And then the third reason is because they just weren't really interested in the first 131 00:08:11,540 --> 00:08:12,780 place. 132 00:08:12,780 --> 00:08:18,500 And I want to address that one first of all, because if you don't eliminate no shows, not 133 00:08:18,500 --> 00:08:24,740 only is it frustrating and time consuming, but actually you're losing money as well. 134 00:08:24,740 --> 00:08:26,340 You actually are losing money as well. 135 00:08:26,340 --> 00:08:30,060 So let's quickly address the very first, the last one there, which is they weren't really 136 00:08:30,060 --> 00:08:34,700 interested in the first place because this is one that you can easily fix. 137 00:08:34,700 --> 00:08:37,660 You need to stop doing a couple of things, right? 138 00:08:37,660 --> 00:08:43,060 You need to stop overselling your discovery calls. 139 00:08:43,060 --> 00:08:49,340 I see it with some people on their websites everywhere is screaming, book a free call, 140 00:08:49,340 --> 00:08:50,980 book a free call, book a free call. 141 00:08:50,980 --> 00:08:54,420 You are undervaluing your time. 142 00:08:54,420 --> 00:08:58,440 Your time is your most valuable asset. 143 00:08:58,440 --> 00:09:00,900 Stop overselling a free discovery call. 144 00:09:00,900 --> 00:09:08,580 Stop saying to them, my time is not so valuable so anybody and everybody can book a free call 145 00:09:08,580 --> 00:09:09,780 with me. 146 00:09:09,780 --> 00:09:13,300 Stop plastering the book a free call over your website. 147 00:09:13,300 --> 00:09:20,420 There needs to be a process people need to go through before they qualify for a discovery 148 00:09:20,420 --> 00:09:21,420 call. 149 00:09:21,420 --> 00:09:24,780 I'm not going to go into detail around that because we just don't have the time, but I 150 00:09:24,780 --> 00:09:26,180 might cover that sometime later. 151 00:09:26,180 --> 00:09:31,260 But what I will say is definitely stop overselling your booking process. 152 00:09:31,260 --> 00:09:34,980 The other thing is stop oversimplifying your booking process. 153 00:09:34,980 --> 00:09:39,180 Someone just comes, they click a link and straight away they have access to your calendar 154 00:09:39,180 --> 00:09:40,940 and they book the appointment. 155 00:09:40,940 --> 00:09:45,500 The thing is there's no barriers there for them to overcome. 156 00:09:45,500 --> 00:09:50,580 So a lot of unserious people would only just book an appointment because you know what? 157 00:09:50,580 --> 00:09:51,580 It was just so easy. 158 00:09:51,580 --> 00:09:55,560 I just clicked the button, boom, my email address, boom, that's it, done. 159 00:09:55,560 --> 00:09:57,020 You don't want to do that. 160 00:09:57,020 --> 00:10:04,020 You really want to make it a little more difficult for the people who are not really interested 161 00:10:04,020 --> 00:10:06,740 so they can't book an appointment with you. 162 00:10:06,740 --> 00:10:08,220 How do you do that? 163 00:10:08,220 --> 00:10:13,900 Basically, just put on a form, a form where they have to answer a few questions. 164 00:10:13,900 --> 00:10:16,700 Just imagine you were going to go and see your doctor, right? 165 00:10:16,700 --> 00:10:20,420 Before you went in to see the doctor, you would probably speak to someone at reception. 166 00:10:20,420 --> 00:10:25,180 They would ask you a bunch of questions that you would need to answer before you come in. 167 00:10:25,180 --> 00:10:28,420 You're not just going to call and just say I want to book an appointment with the doctor 168 00:10:28,420 --> 00:10:30,500 and they just give you an appointment. 169 00:10:30,500 --> 00:10:35,380 They would ask a bunch of questions to see if you actually qualify to see the doctor. 170 00:10:35,380 --> 00:10:38,940 If they think, you know what, this doesn't seem like something that's really that important, 171 00:10:38,940 --> 00:10:44,420 especially here in the UK, what they would do is they would redirect you to a helpline 172 00:10:44,420 --> 00:10:48,460 or to a website these days where you can get some guidance. 173 00:10:48,460 --> 00:10:52,440 If you've done that and you still have some issues, then book an appointment. 174 00:10:52,440 --> 00:10:56,300 What they're saying to you subliminally is are doctors times valuable? 175 00:10:56,300 --> 00:10:58,780 We need to make sure you qualify for their time. 176 00:10:58,780 --> 00:11:03,920 So have a qualification form built in where you ask a bunch of questions. 177 00:11:03,920 --> 00:11:08,720 What are you hoping to achieve during your appointment with DJ? 178 00:11:08,720 --> 00:11:12,300 What have you actually done to address this situation before now? 179 00:11:12,300 --> 00:11:18,460 A good number of healthy questions that you want to ask them so that you can pre-qualify 180 00:11:18,460 --> 00:11:19,460 them. 181 00:11:19,460 --> 00:11:23,220 People who are not really serious, they'll just go, oh, there's too many questions here 182 00:11:23,220 --> 00:11:28,900 and they won't book an appointment, which is good for you because you've eliminated 183 00:11:28,900 --> 00:11:34,900 a time waster rather than them blocking off time on your calendar and they are not going 184 00:11:34,900 --> 00:11:36,060 to show up. 185 00:11:36,060 --> 00:11:38,180 So I hope that kind of makes a lot of sense. 186 00:11:38,180 --> 00:11:40,360 That's the very first thing you want to do. 187 00:11:40,360 --> 00:11:46,580 Just by doing this, you would already reduce the number of appointments, but the reality 188 00:11:46,580 --> 00:11:52,660 is the people who are not going to book because you do this are the people who are most likely 189 00:11:52,660 --> 00:11:56,340 not to attend your discovery calls. 190 00:11:56,340 --> 00:12:00,180 The second thing that I want to recommend that you can quickly implement straight away 191 00:12:00,180 --> 00:12:05,580 that would change things around is to be flexible with your availability. 192 00:12:05,580 --> 00:12:12,160 I see a lot of coaches, they want to look like they are very, very busy. 193 00:12:12,160 --> 00:12:17,700 So they make it seem like they have no time available for appointments. 194 00:12:17,700 --> 00:12:22,540 So I come onto your calendar, I look two weeks ahead and there's only two slots. 195 00:12:22,540 --> 00:12:29,020 The thing is, maybe because I do want to see you, I'll go ahead and take one of those slots, 196 00:12:29,020 --> 00:12:34,460 even though that slot is very inconvenient for me, but I still book it anyway because 197 00:12:34,460 --> 00:12:36,300 that's all that's available. 198 00:12:36,300 --> 00:12:43,500 Now the challenge with this is the more inconvenient it's going to be for me to attend, the less 199 00:12:43,500 --> 00:12:45,000 likely I am to attend. 200 00:12:45,000 --> 00:12:49,900 So what I do say to coaches is, yes, I do know we're busy, but be flexible. 201 00:12:49,900 --> 00:12:53,600 Don't create artificial scarcity on your calendar. 202 00:12:53,600 --> 00:13:00,620 Any time slots where you know you can be available for appointments, make those time slots available 203 00:13:00,620 --> 00:13:07,540 to make it easier for your prospects to book a time that would be convenient for them. 204 00:13:07,540 --> 00:13:12,740 The more convenient it is for them, the more likely they are to attend. 205 00:13:12,740 --> 00:13:17,760 And then the next thing I want to quickly talk about is where you're making it possible 206 00:13:17,760 --> 00:13:20,180 for people to book too far ahead. 207 00:13:20,180 --> 00:13:26,260 The reality is the further ahead people need to book, the more likely they are to forget, 208 00:13:26,260 --> 00:13:29,800 the more likely they are to lose interest because life happens for people. 209 00:13:29,800 --> 00:13:32,220 My recommendation is no more than two weeks ahead. 210 00:13:32,220 --> 00:13:37,580 But when someone books an appointment two months from now, I mean, two months, they're 211 00:13:37,580 --> 00:13:39,460 definitely going to forget. 212 00:13:39,460 --> 00:13:43,540 They're definitely going to lose interest between now and two months from now. 213 00:13:43,540 --> 00:13:46,460 My recommendation is no more than two weeks. 214 00:13:46,460 --> 00:13:52,940 Two weeks is just what I would feel is good time to be able to keep them engaged so that 215 00:13:52,940 --> 00:13:56,420 they actually do book an appointment with you. 216 00:13:56,420 --> 00:14:00,260 So I talked about keeping them engaged because that's really critical. 217 00:14:00,260 --> 00:14:04,780 So their appointments happening within the next couple of weeks, these people have actually 218 00:14:04,780 --> 00:14:09,220 filled in a form which shows a level of seriousness and commitment. 219 00:14:09,220 --> 00:14:15,620 But now how do we keep them engaged and keep them excited enough so that they will show 220 00:14:15,620 --> 00:14:17,500 up for the appointment? 221 00:14:17,500 --> 00:14:18,700 Let's go on a short break. 222 00:14:18,700 --> 00:14:27,140 And when we come back, we're going to dive into that straight away. 223 00:14:27,140 --> 00:14:28,420 Are you a coach? 224 00:14:28,420 --> 00:14:33,500 Do you need to get paying clients consistently, but you don't want to waste countless hours 225 00:14:33,500 --> 00:14:35,940 trying to be famous in social media? 226 00:14:35,940 --> 00:14:40,980 Do you want a calendar full of appointments with quality prospects who want what you offer 227 00:14:40,980 --> 00:14:45,820 so you can convert premium clients month after month without stress? 228 00:14:45,820 --> 00:14:51,140 Now you can do just that when we help you implement the predictable profit machine for 229 00:14:51,140 --> 00:14:57,940 coaches, a business system that helps coaches consistently generate profits in their business. 230 00:14:57,940 --> 00:15:04,860 All you have to do is visit coachingbusinessmentor.show forward slash machine. 231 00:15:04,860 --> 00:15:09,620 Watch the short explainer video and then go ahead and book an appointment. 232 00:15:09,620 --> 00:15:15,220 Let us help you build a predictable profit machine around your own coaching expertise 233 00:15:15,220 --> 00:15:22,380 so you can start earning predictable profits in your business month after month. 234 00:15:22,380 --> 00:15:23,380 Welcome back. 235 00:15:23,380 --> 00:15:29,180 So just before we went on the break, I did highlight the fact that you don't want your 236 00:15:29,180 --> 00:15:33,380 prospects to book their appointments too far ahead. 237 00:15:33,380 --> 00:15:37,940 The further ahead that they book, the less likely they are to show up. 238 00:15:37,940 --> 00:15:41,180 So I did say probably two weeks maximum. 239 00:15:41,180 --> 00:15:46,060 That's what I'd recommend is you don't have appointments available beyond two weeks. 240 00:15:46,060 --> 00:15:52,220 And secondly, try to be as flexible as you can be with your availability. 241 00:15:52,220 --> 00:15:57,700 The more flexible you are with your availability, the more likely your prospects are able to 242 00:15:57,700 --> 00:16:01,420 identify a time that is suitable for them. 243 00:16:01,420 --> 00:16:06,220 And the more suitable it is for them, the more likely they are to show up. 244 00:16:06,220 --> 00:16:07,220 Okay. 245 00:16:07,220 --> 00:16:11,060 So now that they've booked the appointment, what is it that you want to have in place to 246 00:16:11,060 --> 00:16:16,340 help ensure that they show up and significantly reduce no shows? 247 00:16:16,340 --> 00:16:23,700 There's two key things you really want to create with your prospects between when they 248 00:16:23,700 --> 00:16:27,900 book the appointment and when the appointment actually happens. 249 00:16:27,900 --> 00:16:30,380 The first thing is a high desire. 250 00:16:30,380 --> 00:16:37,060 You want them to really have a high level of desire to attend the appointment. 251 00:16:37,060 --> 00:16:43,820 And the second thing you want is a high level of commitment to attending the appointment. 252 00:16:43,820 --> 00:16:46,140 Now the key thing about desire is this. 253 00:16:46,140 --> 00:16:54,220 It's all about keeping them in the zone where they believe that attending this meeting could 254 00:16:54,220 --> 00:16:58,060 help them get from where they are to where they want to be. 255 00:16:58,060 --> 00:17:04,740 As long as they have a strong belief that this meeting could be crucial towards them 256 00:17:04,740 --> 00:17:11,060 achieving whatever goal your business is promising to help them achieve, the more likely they 257 00:17:11,060 --> 00:17:13,340 are to attend the appointment. 258 00:17:13,340 --> 00:17:19,860 So you want to build up this desire and there's a few things that you can do. 259 00:17:19,860 --> 00:17:25,660 The key thing is you want to establish credibility and authority with this prospect. 260 00:17:25,660 --> 00:17:31,020 You want them to begin to think this person really gets me and this person understands 261 00:17:31,020 --> 00:17:37,100 my reality and my context and I believe that they just might be the one who could help 262 00:17:37,100 --> 00:17:40,060 me get from where I am to where I want to be. 263 00:17:40,060 --> 00:17:45,580 What I normally suggest we do is between when they book the appointment and when they attend, 264 00:17:45,580 --> 00:17:51,540 you want to follow up with them with some value adding content that connects with them, 265 00:17:51,540 --> 00:17:57,740 that helps them unlock a few things, even if it's just a few mind blocks, these sort 266 00:17:57,740 --> 00:18:02,340 of things and helping them to begin to see things in a different way from how they used 267 00:18:02,340 --> 00:18:07,460 to see, they get more clarity as a result of what you're sharing with them. 268 00:18:07,460 --> 00:18:12,380 It begins to help them begin to believe that maybe, just maybe this person could be the 269 00:18:12,380 --> 00:18:13,940 person I'm looking for. 270 00:18:13,940 --> 00:18:16,400 So plethora of different things you can do. 271 00:18:16,400 --> 00:18:17,600 You can use video. 272 00:18:17,600 --> 00:18:22,300 Maybe you have some video clips that you know really resonate with your audience, with your 273 00:18:22,300 --> 00:18:23,740 target audience. 274 00:18:23,740 --> 00:18:27,180 Maybe there's some articles that you've written you can pull from them. 275 00:18:27,180 --> 00:18:31,880 You can either send them to those articles or maybe you could build those articles into 276 00:18:31,880 --> 00:18:34,260 emails that you send to them. 277 00:18:34,260 --> 00:18:41,140 What about maybe you have some audios or some podcast episodes or radio show episodes? 278 00:18:41,140 --> 00:18:45,820 Anything that you know is, like I said, it doesn't have to be heavy content. 279 00:18:45,820 --> 00:18:49,220 So don't be sending them a one hour video. 280 00:18:49,220 --> 00:18:54,420 It could be a short three minute video from you that really resonates with your target 281 00:18:54,420 --> 00:19:00,660 audience that helps unlock things for them and really helps them to begin to have more 282 00:19:00,660 --> 00:19:02,300 hope and have more belief. 283 00:19:02,300 --> 00:19:04,420 And they associate that with you. 284 00:19:04,420 --> 00:19:07,460 So want to follow up with value added content. 285 00:19:07,460 --> 00:19:09,580 Think about things like case studies. 286 00:19:09,580 --> 00:19:13,980 Case studies are really brilliant in building a desire because when you share the stories 287 00:19:13,980 --> 00:19:19,860 and this is one of the things that works very well for me with our predictable profits machine 288 00:19:19,860 --> 00:19:25,980 is when people book an appointment to attend with me, I share a case study of one of our 289 00:19:25,980 --> 00:19:30,940 clients who we helped to build a predictable profits machine around their business and 290 00:19:30,940 --> 00:19:32,180 it transformed their business. 291 00:19:32,180 --> 00:19:38,940 So when people read this story between when they book the appointment and when they attend, 292 00:19:38,940 --> 00:19:41,500 they read the story and they connect with it. 293 00:19:41,500 --> 00:19:46,540 They resonate with the client's previous life before they started working with us and they 294 00:19:46,540 --> 00:19:52,260 get excited when they begin to see the journey this person has traveled having implemented 295 00:19:52,260 --> 00:19:53,940 my system. 296 00:19:53,940 --> 00:19:59,500 These prospects start feeling very hopeful and they're looking forward to having a meeting 297 00:19:59,500 --> 00:20:00,500 with us. 298 00:20:00,500 --> 00:20:03,260 So I do recommend definitely looking at case studies. 299 00:20:03,260 --> 00:20:08,300 A few other topics I'll quickly share things like mistakes to avoid is another good one 300 00:20:08,300 --> 00:20:13,500 because when you share mistakes to avoid type of content and people either read or they 301 00:20:13,500 --> 00:20:18,060 watch this stuff or they listen to it and they hear you describing the things that they 302 00:20:18,060 --> 00:20:23,180 have been doing that have not been working for them and you are literally describing 303 00:20:23,180 --> 00:20:27,500 what will happen when they do those things helps them think, you know what, she gets 304 00:20:27,500 --> 00:20:28,500 me. 305 00:20:28,500 --> 00:20:29,500 He understands me. 306 00:20:29,500 --> 00:20:30,500 It's so true. 307 00:20:30,500 --> 00:20:33,780 That's the mistake I've been making and that's exactly what's been happening for me. 308 00:20:33,780 --> 00:20:35,340 This person really knows their stuff. 309 00:20:35,340 --> 00:20:38,420 They just might be the person who could help me. 310 00:20:38,420 --> 00:20:44,060 Mistakes to avoid content really, really works in between when people book appointments and 311 00:20:44,060 --> 00:20:45,340 when they attend. 312 00:20:45,340 --> 00:20:51,580 So these are the, this is the sort of content that you want to be sharing with your prospects 313 00:20:51,580 --> 00:20:57,540 to really build a high desire and get them really excited about wanting to attend the 314 00:20:57,540 --> 00:20:58,540 meeting with you. 315 00:20:58,540 --> 00:21:04,180 I'd also recommend you build this into an automated email system as well as an automated 316 00:21:04,180 --> 00:21:05,560 text messaging system. 317 00:21:05,560 --> 00:21:10,780 So people are getting text messages, they're also getting emails from you between when 318 00:21:10,780 --> 00:21:14,700 they book the appointment and when they show up. 319 00:21:14,700 --> 00:21:19,700 These are the things that you will do and when you do them, you will have this prospect 320 00:21:19,700 --> 00:21:24,980 who is literally waiting for the day of the appointment, looking forward to it because 321 00:21:24,980 --> 00:21:31,580 they're really excited about what you could possibly help them achieve. 322 00:21:31,580 --> 00:21:37,580 Now, the second thing that we want to achieve in addition to high desire is high commitment. 323 00:21:37,580 --> 00:21:43,140 You really want this person to actually just make a commitment that they have to be there 324 00:21:43,140 --> 00:21:44,140 with you. 325 00:21:44,140 --> 00:21:48,980 And there's a few things that we really want to do to really build this commitment that 326 00:21:48,980 --> 00:21:50,540 work very well. 327 00:21:50,540 --> 00:21:57,220 The first thing is very early on from when they book the appointment, it's the information 328 00:21:57,220 --> 00:22:01,660 on the confirmation page and the information on the confirmation email. 329 00:22:01,660 --> 00:22:05,780 Now the confirmation page, let me explain what this is. 330 00:22:05,780 --> 00:22:10,380 When a prospect books an appointment with you, they will be taken to a confirmation 331 00:22:10,380 --> 00:22:15,620 page where you confirm that the appointment has been booked. 332 00:22:15,620 --> 00:22:20,820 And as soon as they book the appointment, your auto responder system that you're using, 333 00:22:20,820 --> 00:22:27,900 your calendar system should send them an email also confirming that the appointment has been 334 00:22:27,900 --> 00:22:34,400 booked, the date and the time of the appointment, as well as the link that they would use to 335 00:22:34,400 --> 00:22:40,820 join the appointment or the address of the appointment if it is an in-person on location 336 00:22:40,820 --> 00:22:41,820 appointment. 337 00:22:41,820 --> 00:22:50,200 Now, you actually want to share some specific things with your prospect at the point that 338 00:22:50,200 --> 00:22:55,860 you're confirming the appointment to begin to build the commitment early on. 339 00:22:55,860 --> 00:22:59,940 And I'm going to share a template that you can use. 340 00:22:59,940 --> 00:23:05,540 Use this to maybe have a video on the confirmation page or if you'd rather use text, you can 341 00:23:05,540 --> 00:23:13,980 use text and write this stuff on the confirmation page as well as have this on the confirmation 342 00:23:13,980 --> 00:23:16,020 email that goes out to them. 343 00:23:16,020 --> 00:23:18,380 I'm just going to break this down step by step. 344 00:23:18,380 --> 00:23:21,980 This is one of these ones where you might want to write it down or actually what we 345 00:23:21,980 --> 00:23:27,780 will do is I'll leave it in the notes for you so you can go ahead and grab it from there. 346 00:23:27,780 --> 00:23:31,420 First thing you do is you want to let them know that you're excited that they've booked 347 00:23:31,420 --> 00:23:32,420 an appointment. 348 00:23:32,420 --> 00:23:35,980 Hey, I'm really excited that you've booked an appointment to meet up with me where we 349 00:23:35,980 --> 00:23:43,020 will discuss your challenges with XYZ and help you to begin to move towards achieving 350 00:23:43,020 --> 00:23:44,620 ABC. 351 00:23:44,620 --> 00:23:48,500 And the second thing you then want to do is you want to clarify that this is not a sales 352 00:23:48,500 --> 00:23:49,500 call. 353 00:23:49,500 --> 00:23:54,060 It's really important that they understand this is not a call where they're coming in 354 00:23:54,060 --> 00:23:55,620 for you to try to sell to them. 355 00:23:55,620 --> 00:23:58,660 I just want to clarify that this is not a sales call. 356 00:23:58,660 --> 00:24:01,740 The purpose of this call is not to sell anything to you. 357 00:24:01,740 --> 00:24:07,900 The purpose of this call is to understand your own unique context, understand the challenges 358 00:24:07,900 --> 00:24:14,460 you are facing right now and identify what's blocking you and work out a plan to help you 359 00:24:14,460 --> 00:24:19,980 get out of these blockages and move on to achieving what it is you're looking to achieve. 360 00:24:19,980 --> 00:24:25,140 And maybe we'll discuss if there's a possibility of us supporting you and what that would look 361 00:24:25,140 --> 00:24:26,140 like. 362 00:24:26,140 --> 00:24:27,140 Can you see that? 363 00:24:27,140 --> 00:24:32,580 So it's really important that you stress that it's not a sales call, but actually it's a 364 00:24:32,580 --> 00:24:37,940 meeting to identify what the issues are and explore how to support them. 365 00:24:37,940 --> 00:24:44,140 Once you've done that, you also then are saying that you are coming prepared and you ask that 366 00:24:44,140 --> 00:24:45,540 they do too. 367 00:24:45,540 --> 00:24:50,540 So you would say something along the lines of, I'm coming into this meeting really prepared. 368 00:24:50,540 --> 00:24:55,660 I'm going to take my time to look at the notes from your answers to the question that we 369 00:24:55,660 --> 00:25:00,980 shared and I'm really coming into this meeting focused and intending to make sure you get 370 00:25:00,980 --> 00:25:02,180 the most out of it. 371 00:25:02,180 --> 00:25:04,620 I only ask that you do the same thing. 372 00:25:04,620 --> 00:25:09,300 Two, I want to encourage you to come into this meeting prepared, you know, coming really 373 00:25:09,300 --> 00:25:14,380 understanding what it is you're looking to achieve and basically being committed to making 374 00:25:14,380 --> 00:25:18,620 sure you make the most of the time that we spend together. 375 00:25:18,620 --> 00:25:19,620 Can you see that? 376 00:25:19,620 --> 00:25:24,500 So you basically say to them, I'm coming prepared, you should come prepared too. 377 00:25:24,500 --> 00:25:30,000 And all this is subliminally preparing them for the meeting, but also you're building 378 00:25:30,000 --> 00:25:32,200 up the value of the meeting. 379 00:25:32,200 --> 00:25:37,900 The more they value the meeting, the more they would commit to attending the meeting. 380 00:25:37,900 --> 00:25:42,940 And then highlight the fact that you value their time and you will be there on time and 381 00:25:42,940 --> 00:25:44,300 you request they do the same. 382 00:25:44,300 --> 00:25:46,260 Again, these are all subliminal things. 383 00:25:46,260 --> 00:25:47,500 They all add up. 384 00:25:47,500 --> 00:25:52,860 So something along the lines of, I know that your time is important to you and I'm going 385 00:25:52,860 --> 00:25:59,580 to make sure that I show up on time and prepared to make, to help you and support you with 386 00:25:59,580 --> 00:26:01,660 what it is you're looking to achieve. 387 00:26:01,660 --> 00:26:04,300 All I ask is you do the same. 388 00:26:04,300 --> 00:26:05,300 Can you see that? 389 00:26:05,300 --> 00:26:07,420 All I ask is you do the same. 390 00:26:07,420 --> 00:26:10,340 So you're basically saying to them, I'm going to show up on time. 391 00:26:10,340 --> 00:26:11,940 I'm going to come in prepared. 392 00:26:11,940 --> 00:26:14,180 And I'm asking that you do the same. 393 00:26:14,180 --> 00:26:16,300 I value you and your time. 394 00:26:16,300 --> 00:26:17,780 That's why I'm doing that. 395 00:26:17,780 --> 00:26:21,040 And I'm asking you to do the exact same thing. 396 00:26:21,040 --> 00:26:27,020 So you put that out there within the confirmation message, on the confirmation page, when, and 397 00:26:27,020 --> 00:26:31,980 then the confirmation email that goes out to them as well. 398 00:26:31,980 --> 00:26:39,380 And this is really important is you want to give them an opportunity to actually reschedule 399 00:26:39,380 --> 00:26:43,620 the meeting or to cancel if they're not able to attend. 400 00:26:43,620 --> 00:26:47,900 You really want to make it easy for them to reschedule or cancel. 401 00:26:47,900 --> 00:26:50,900 So they're not just wasting your time. 402 00:26:50,900 --> 00:26:57,700 And what I usually say is, by the way, I know that life happens and sometimes you might 403 00:26:57,700 --> 00:26:59,740 need to move things around. 404 00:26:59,740 --> 00:27:08,380 So what I've done is I have made it possible for you to reschedule your appointments up 405 00:27:08,380 --> 00:27:11,400 to 24 hours before our meeting. 406 00:27:11,400 --> 00:27:18,020 So if something happens and you're no longer able to attend that day because life has happened, 407 00:27:18,020 --> 00:27:19,020 it's okay. 408 00:27:19,020 --> 00:27:25,400 All you need to do is just go ahead and click the button in this email and you would be 409 00:27:25,400 --> 00:27:28,840 able to reschedule the appointment for another day. 410 00:27:28,840 --> 00:27:33,980 Or if something happens and you no longer need to attend the meeting or you're no longer 411 00:27:33,980 --> 00:27:39,060 interested in attending this meeting, please go ahead and cancel the appointment so that 412 00:27:39,060 --> 00:27:43,640 that spot is freed up for others who might need my time. 413 00:27:43,640 --> 00:27:44,740 Can you see how you do that? 414 00:27:44,740 --> 00:27:50,260 So you basically fed it in there that, hey, you can reschedule if you need to and you 415 00:27:50,260 --> 00:27:55,220 can cancel if you need to, right, up to 24 hours before your appointment. 416 00:27:55,220 --> 00:28:01,100 So you definitely want to build that into your confirmation message. 417 00:28:01,100 --> 00:28:06,020 And then the final piece of the confirmation message is where you basically say to them 418 00:28:06,020 --> 00:28:10,180 that you're looking forward to meeting with them and you're looking forward to helping 419 00:28:10,180 --> 00:28:11,540 them achieve their goals. 420 00:28:11,540 --> 00:28:12,860 And that's pretty much it. 421 00:28:12,860 --> 00:28:19,180 That is a confirmation message that builds commitment because it really helps them to 422 00:28:19,180 --> 00:28:26,260 begin to see that even though this meeting is free, that this discovery call is free, 423 00:28:26,260 --> 00:28:29,580 it actually is important to them. 424 00:28:29,580 --> 00:28:34,780 And so they really need to commit to it, but also they need to understand that you're giving 425 00:28:34,780 --> 00:28:42,100 them so much so they need to respect and value your time and your expertise that you are 426 00:28:42,100 --> 00:28:44,500 bringing to this meeting. 427 00:28:44,500 --> 00:28:52,940 You begin to do this and you will see that you will have fewer people not showing up 428 00:28:52,940 --> 00:28:54,220 for your appointments. 429 00:28:54,220 --> 00:28:59,420 So you, number one, if you're not booking your meeting too far ahead, number two, if 430 00:28:59,420 --> 00:29:05,740 you are making it easy for people, so being flexible with your availability, don't use 431 00:29:05,740 --> 00:29:10,900 this false scarcity where you're making it seem like you're hardly available and people 432 00:29:10,900 --> 00:29:15,300 only see one or two slots over a one week period. 433 00:29:15,300 --> 00:29:20,100 You know, sort of things really make it difficult for people to be able to book a time that's 434 00:29:20,100 --> 00:29:23,860 convenient, which means you're more likely to have no shows. 435 00:29:23,860 --> 00:29:29,220 You also want to feed in between when they book the appointment and when they show up 436 00:29:29,220 --> 00:29:35,540 content that connects with them, that resonates with them emotionally and intellectually, 437 00:29:35,540 --> 00:29:40,600 that get them really excited because they're beginning to believe that you just might be 438 00:29:40,600 --> 00:29:45,260 the one who could help them get what they are looking to get. 439 00:29:45,260 --> 00:29:48,660 And then finally, you want to look at building in high commitment. 440 00:29:48,660 --> 00:29:54,540 I talked about the confirmation messages, but not just with the confirmation messages. 441 00:29:54,540 --> 00:30:01,980 You also want to build commitment into every piece of content that goes out from you to 442 00:30:01,980 --> 00:30:02,980 them. 443 00:30:02,980 --> 00:30:07,300 So when you're sending out those contents through those emails, you also want to build 444 00:30:07,300 --> 00:30:10,060 into that the commitment messages. 445 00:30:10,060 --> 00:30:13,740 Remind them that this is a really important meeting. 446 00:30:13,740 --> 00:30:21,980 Remind, remind them that they have up to 24 hours before to reschedule or cancel the meeting 447 00:30:21,980 --> 00:30:24,660 if they're not able to attend. 448 00:30:24,660 --> 00:30:28,980 Every piece of content should remind them of their commitment. 449 00:30:28,980 --> 00:30:36,740 You build all this in and I promise you, you would significantly reduce the number of people 450 00:30:36,740 --> 00:30:40,420 who don't show up for their discovery calls. 451 00:30:40,420 --> 00:30:46,500 Now the final little tip that I'm going to share with you, it's just a little really 452 00:30:46,500 --> 00:30:52,580 interesting thing that does tend to work and it just reduce the no shows a little more. 453 00:30:52,580 --> 00:30:57,300 And that is by offering them a gift, a promise of a gift. 454 00:30:57,300 --> 00:30:58,300 It could be anything. 455 00:30:58,300 --> 00:30:59,780 It could be one of your books. 456 00:30:59,780 --> 00:31:03,300 It could be a program of yours, just a product of yours. 457 00:31:03,300 --> 00:31:09,020 I usually use a digital product so there's no real cost to delivering it to them. 458 00:31:09,020 --> 00:31:16,040 So it could be one of your mini courses or it could be a video, a one hour video master 459 00:31:16,040 --> 00:31:19,660 class that you have run in the past that you have recorded. 460 00:31:19,660 --> 00:31:22,400 It could even be an audio master class recording. 461 00:31:22,400 --> 00:31:28,300 So it could be a one hour, a 90 minute master class recording that you have available from 462 00:31:28,300 --> 00:31:30,780 something you've done a couple of years ago. 463 00:31:30,780 --> 00:31:34,500 You just literally build that into the promotion. 464 00:31:34,500 --> 00:31:39,460 So the way this works is you build it into the confirmation message saying to them, and 465 00:31:39,460 --> 00:31:46,900 also when you show up on the day, I'm going to give you a special gift as my way of saying, 466 00:31:46,900 --> 00:31:49,040 thank you for committing to your commitment. 467 00:31:49,040 --> 00:31:53,980 The gift I'm giving you is, and this is where you build the value of what they're going 468 00:31:53,980 --> 00:32:00,900 to get as a thank you for them committing to their commitment by showing up on time 469 00:32:00,900 --> 00:32:02,500 for their appointment. 470 00:32:02,500 --> 00:32:07,140 It's got to be something that is really relevant to your target audience. 471 00:32:07,140 --> 00:32:13,380 I promise you, you build this in and again, this is going to reduce your no shows by a 472 00:32:13,380 --> 00:32:16,700 really interesting and exciting percentage. 473 00:32:16,700 --> 00:32:22,220 Now all this stuff together that I've shared with you, I want to encourage you to just 474 00:32:22,220 --> 00:32:28,620 go ahead and implement them in your business now if you use discovery calls. 475 00:32:28,620 --> 00:32:34,940 I did say earlier on that my book, Discovery Call Magic, and my Discovery Call Magic system 476 00:32:34,940 --> 00:32:43,980 is really all about getting really good and mastering the skills of having non-salesy 477 00:32:43,980 --> 00:32:52,020 discovery conversations with prospects that easily converts the right people into buyers 478 00:32:52,020 --> 00:32:53,460 of your premium offers. 479 00:32:53,460 --> 00:32:59,740 So the Discovery Call Magic system covers that, but it doesn't really cover what I shared 480 00:32:59,740 --> 00:33:06,140 here on this podcast, which is what to actually do to ensure that when people book appointments, 481 00:33:06,140 --> 00:33:07,820 they actually do show up. 482 00:33:07,820 --> 00:33:21,860 So when you marry what I've shared here on this podcast with what you would learn in 483 00:33:21,860 --> 00:33:27,540 Discovery Call Magic, you will have fewer people not attending your appointments and 484 00:33:27,540 --> 00:33:33,060 then you'll be able to convert more of them into your clients, therefore making more money 485 00:33:33,060 --> 00:33:35,100 for you and your coaching business. 486 00:33:35,100 --> 00:33:37,780 I hope this has been really useful for you. 487 00:33:37,780 --> 00:33:43,540 I hope you can see how you can implement this and start to see amazing results pretty much 488 00:33:43,540 --> 00:33:45,420 immediately. 489 00:33:45,420 --> 00:33:50,380 Like I always say to people, it's not what you know that counts, it's what you do with 490 00:33:50,380 --> 00:33:51,380 what you know. 491 00:33:51,380 --> 00:33:55,620 So I want to encourage you to go ahead and take everything that you have learned here 492 00:33:55,620 --> 00:33:58,860 and just look at implementing this in your business. 493 00:33:58,860 --> 00:34:02,940 If you are not using Discovery Calls in your business, you should be using them. 494 00:34:02,940 --> 00:34:07,340 And if you are using Discovery Calls and you have not been getting the results that you 495 00:34:07,340 --> 00:34:13,540 desire to get, I want to encourage you to just go ahead and use this system and start 496 00:34:13,540 --> 00:34:18,620 to reduce the no-shows, get my Discovery Call Magic book and get the whole Discovery Call 497 00:34:18,620 --> 00:34:23,540 Magic system and implement that into your business and you will see that things will 498 00:34:23,540 --> 00:34:25,940 start to turn around for you. 499 00:34:25,940 --> 00:34:26,940 Great. 500 00:34:26,940 --> 00:34:29,140 This is DJ Sabanjo, your coaching business mentor. 501 00:34:29,140 --> 00:34:32,460 I'm really excited to have been here with you in this episode. 502 00:34:32,460 --> 00:34:39,100 Again, I want to remind you if you want your questions answered on the show, yes, you can. 503 00:34:39,100 --> 00:34:47,400 All you need to do is go to coachingbusinessmentor.show forward slash question and then go ahead and 504 00:34:47,400 --> 00:34:52,460 submit your questions and we just might go ahead and answer your question on the show 505 00:34:52,460 --> 00:34:56,020 and feature you as well on the show. 506 00:34:56,020 --> 00:34:57,460 Thank you so very much for listening. 507 00:34:57,460 --> 00:35:01,660 Keep on being the amazing, phenomenal leaders that you are. 508 00:35:01,660 --> 00:35:05,020 Let's keep on changing lives and let's keep on getting paid. 509 00:35:05,020 --> 00:35:06,580 My name is DJ Sabanjo. 510 00:35:06,580 --> 00:35:11,860 I am your coaching business mentor and I look forward to being a part of your success story. 511 00:35:11,860 --> 00:35:13,460 Look forward to the next episode. 512 00:35:13,460 --> 00:35:16,240 I promise you, you're really going to love that one. 513 00:35:16,240 --> 00:35:21,820 See you then. 514 00:35:21,820 --> 00:35:25,460 You have been listening to the coaching business mentor podcast. 515 00:35:25,460 --> 00:35:30,640 The podcast focused on giving premium business advice to heart led coaches, helping them 516 00:35:30,640 --> 00:35:35,560 get more clients, help more people and make more money consistently. 517 00:35:35,560 --> 00:35:40,220 If you enjoyed this episode, I'd like to encourage you to do three things very quickly. 518 00:35:40,220 --> 00:35:42,660 Number one, subscribe to this podcast. 519 00:35:42,660 --> 00:35:48,620 Number two, I'd like you to leave a review about the podcast and how useful it was for 520 00:35:48,620 --> 00:35:49,620 you. 521 00:35:49,620 --> 00:35:54,060 And number three, I would like you to share this podcast episode with three coaches who 522 00:35:54,060 --> 00:35:57,820 you know would benefit from this. 523 00:35:57,820 --> 00:35:59,540 Thank you so very much for listening. 524 00:35:59,540 --> 00:36:02,060 If you do want to follow me, you can find me on Instagram. 525 00:36:02,060 --> 00:36:08,380 It's DJ Sabanjo and I look forward to continue to be a part of your success story. 526 00:36:08,380 --> 00:36:13,420 Let's keep on changing lives and let's keep on making our world a better place and getting 527 00:36:13,420 --> 00:36:15,180 paid as we do so. 528 00:36:15,180 --> 00:36:16,640 This is DJ Sabanjo. 529 00:36:16,640 --> 00:36:39,260 See you on the next episode.