There is one bottleneck in coaching that is bigger than any other bottleneck I would say.

And before I tell you what it is, I just want to emphasize that it ruins your business and it is filling up your calendar with delivery again and again and again.

Coaching people one on one.

Today we're going to talk about how to scale your business without burnout and without working yourself to death.

And the most natural way to scale the coaching business.

Moving from one on one coaching to group coaching.

The most important part of that is by.

Without sacrificing client results.

Yeah.

Because we depend so much on making sure that our clients get great results.

Yeah.

So we can't sacrifice one thing because we have a need of like I can't take in any more clients.

So apart from that, what's going on for you right now?

We've just arrived home at our ranch again after spending a week in Mexico with 150 people also in the coaching industry.

And it's been really, really amazing.

And then just threw ourselves into family and making sure that we cover all the parts of the lives that we want to live.

I really had a great week.

Jet lagged but.

But really had a great week of reflecting.

Because we do these trips because we want to work on our business, not just in our business.

And we use these trips to really get aligned and really get laser focused on what's the next step.

Yeah.

And develop the business together.

Yeah.

Because from day to day we can just get really hectic.

We can 100% one thing to the next thing.

All of a sudden we're not in the same place anymore.

So what we are going to talk about is the step number one on how to get a business where you don't lose your sanity and you scale.

And that's going to group coaching.

Yeah.

Of course coaches go into coaching because they want to coach.

They want to hang out with clients and do that thing.

That's what they literally love.

But they also work themselves into a corner where they are spending way the majority of their time on delivery.

And if all the time is spent on delivery there's not a lot of time to sale and marketing.

Let's talk about one of our to 1% clients, Yanni.

She came to us when she were had 16 one on one clients and she had the problem of these 16 clients they were just paying for one hour every time they came and they didn't sign up for a longer program or structure.

She never knew if they were gonna jump out of the program any day or if they were gonna sign up, which meant that she couldn't take in more.

She had 16 clients and that was her cap on how many hours she could spend.

Also to have a little bit downtime between all the meetings every week.

So she couldn't have more clients.

On the other hand, if she was los client, she also lost the money.

And this is what is literally about not compromising three different things.

Compromising your income.

We don't want to have the ceiling on how much we can make.

Not compromising how much we work and not compromising client results.

Yeah.

And I actually think that's the biggest problem.

I believe that all the coaches I've spoken to, the one thing that stands out is that the belief of one on one being more valuable than group coaching.

So I would like to start with that problem because it's a big problem.

If you believe that you need one on one coaching from someone else to move forward.

And if you believe that your client needs you, then you're always going to be stuck.

So we got to start with addressing that.

And personally I understand the belief.

Yeah.

Here is my experience.

First of all, I would like to share.

I would never buy a one on one program today.

No, never.

And the reason why?

Because I need the community.

I need the people.

I need to be connected with people who are on the same journey as me.

No matter if I want to lose weight or if I want to grow my business or if I want to change my business or doesn't matter what it is.

I want to make sure that I'm amongst friends while doing this.

Because I know that the biggest changes in life are created with decent, let's like politely said, decent amount of pressure.

I will never get the outcomes that I don't have yet unless I also go through the processes needed in order to become that person that can have that and that can generate that again and again.

Which means that I don't want to do it alone because it means that I'm gonna do it alone.

I want people on my journey, I want peers, I want friends.

And the oldest rule that all of us know is that you become the average of the 10 people that you spend most time with.

Yeah.

The other thing about community is that it allows me to be exposed to questions that I can't articulate myself.

And the other thing with a one on one coach is that it's just boring if it isn't fun.

Like, I don't know about you guys, but I'm not going to do it.

A key believe that keep coaching stock is what you're saying is that I believe that people want me.

Yeah.

And I believe that people cannot get results without me.

It's a huge ego thing.

Absolutely.

It's more about that you want to be the one who's being celebrated or you want to be the one who make them reliant on you.

Because it's not you, your ego speaking very loudly that you think you're the most important thing in the room.

But it's not what they need.

They need the other thing.

And that might be a humbling lesson for you who listens.

Yeah.

That's cool.

It might hurt a bit.

Yeah, yeah.

But it's also.

It's exactly what it's supposed to do.

Because if that triggers you in any way, consider that that's an ego in you that is trying to defend you.

And it's fine.

It's just that it stands in the way.

Because here's where we come from, here's who we help.

We help coaches who doesn't want to have a cap on the impact that they can create.

So we want one huge impact with many people.

So deep impact, lots of people.

Yeah.

Six years ago I went to Tony Robbins event in Cairns in Australia.

And at this event I realized that my biggest dream at that time, I realized that was become a financial independ independent.

But my biggest thing I didn't want to let go of is I. I didn't want to outsource things because I didn't trust anyone else could do it better than me.

And I believe that I had to do everything and I believe that I needed to be in control of everything all of the time.

The problem was there is no freedom.

If you do everything on your own, you'll never experience those two.

And it's the same here.

I want to grow my business, but my clients need me.

Like personally.

Those two conflict.

You cannot get both.

Get the business where, where you have like unlimited money, revenue flow, undimited amount of clients and be the one doing everything.

It's about the same without, like, if you don't want to outsource or automate yourself out of your business, you will be the one who's holding your business back.

Yeah.

Everyone I speak to on my stage call say they want me.

Yeah.

They want to work one on one because I gave them the option either to join my group program or work one on one with me.

Yeah.

See, that's your framing.

That is way wr.

Yeah.

That's how you've been framing and that's what people have been taught that's you asking the wrong question rather than what they want.

So stop believing what people say because they are not saying what they want.

They are following your frame when you're framing the question.

Yeah, I really like that you add to this topic the objection that like I want to buy one on one coaching.

Please remind me because there is such a great way of handling that, that objection with a very reasonable logic conversation.

When we're getting that, first of all, we need to be empathetic.

We need to understand.

Okay, so where are they coming from?

Yeah.

So they are relying on the trust that you've currently built with them.

Yeah.

And if you're not going to be there.

Yeah.

Then I'm scared it's not going to work.

Yeah.

But how we can handle that is by first of all acknowledging that we understand.

And then we can ask super, super simple.

If you could only choose one, which one would be most important?

One on one coaching or the outcome?

If you can only choose one, which would you choose?

99 out of 100 is going to say the result.

If there is someone that says I want the one on one, then I would say, hey person, it sounds like you're looking for a friend, not a coach.

I would look for a friend instead because I'm a very expensive friend.

And then the other part of the conversation is when they say, no, I want the outcome, then we can lean against the structure that we've built that allows them to get the outcome.

So here's what's most important to me is to making sure that my clients become successful.

Because making my clients become successful is the only way for me to be able to keep doing what I, I love.

So I am not going to risk putting someone in front of a journey that I don't fully trust and believe that they are going to be able to walk.

Can I add just 2 cents to that?

It's your job as the expert on an interview to figure out what does this person need.

And then your second job is to present to the person the thing you know will help them.

And if you don't believe your group program is the one that will help them, your problem is somewhere else.

You don't trust your group program is good enough.

Yeah.

Because if you trusted your group program was good enough, there's no reason for you to ever mention that there was an option to be get the one on one coaching.

I love that.

I love that.

And it's super, super great.

And here's the thing.

I believe that you'll have to do some One on ones because it's better for your clients.

You will do it because you needed.

To learn and to get your certainty.

Absolutely.

Yeah, absolutely.

But if people want one on one time with you, they also have to pay accordingly.

Yeah.

And if that feels like.

Yeah, but they are, they're paying like €350 per hour, then I would say yeah.

Okay, cool.

So you have a decent hourly salary, but we're not going for hourly rates here.

What we're going for is impact.

Coaches sell results because no one hires a coach because it's nice to speak to them.

Let's go into the nitty gritty and talk about so how do we actually behave and how do we create that journey from I only have one on one clients right now to I'm only running group.

First of all, get yourself five one on one clients.

When you have five one on one clients, reach out to each and every one of them and let them know.

Hey, the reason is it's okay to just like say that mainly speaks to people who are new, which means that it's harder for you to sell and you're not sure if you can.

You can fill up a group program from the beginning because it's a little, it sucks a little bit to be in a group program with one person.

You're the only one in the group program.

It doesn't look really good.

So there's two reasons why you would sell one on one in the beginning.

There's nothing wrong with one on one.

You learn a lot.

As you said, you learn a lot.

But also if you are not sure, you can fill up like the first group program entirely.

It's better to be safe than sorry.

So based on the context where I'm coming from is that you already have sold one on ones.

Yeah.

So if you don't have any clients and if you feel like I'm ready.

Yeah, yeah, of course.

Start a group program right away.

Yeah.

But the person who had the most one on one clients with us had 21 one on one clients, weekly meetings, It's a full time job.

And then marketing and sales on top of that.

By the way, you should do put 80% of your effort marketing and sales.

So if you have 21 meetings with clients every week.

Yeah.

Then.

Then you can see how much you need to work.

Yeah.

The good news is that you can do this with five clients that you have one on one right now or you could do with 21 clients that you have right now.

But here's the thing, reach out to them and let Them know, hey, so I want to upgrade you and give you a bonus.

And here's my thinking.

I would like to take all of my clients and I want to grant you an extra group session.

And it's not really a hard sell because they're getting an upgrade for free.

I suggest that if you can and if it's possible, keep the people who are on a one on one contract in the one on ones.

So keep delivering that.

But that means that in less than 24 hours you can create a group program.

You do not need to create a library, a welcome series.

You need nothing.

The moment you have a weekly meeting, you can plan out the next week's meeting.

And then all the planning is done.

And then you take up the topics and you take up the things that you think would benefit the group the most to talk about.

You prepare it, you deliver it, and then they get a homework or they get something to do.

Step number two is that when you have that group program, anytime you ever meet someone in a sales call, in a like wherever, whenever you sell anything, you sell the weekly group call.

And then the objection might be on your end to say that, yeah, but it's not a structure.

Like it's just a weekly meeting.

Yeah, but it got to start somewhere.

And you're still going to control the narrative and their journey.

So when you sell them, and this is crucial, when you sell them, sell them a group program.

When you deliver it, which is an entirely different thing, then you're measuring their participation and their capability of moving towards the outcome.

When we create a group program, it's kind of like creating a highway.

And that highway is designed to take people from A to B.

And in that highway we add a lot of components.

It can be toolkits, it can be frameworks, it can be trainings.

Whatever it is that we need to add in this highway to take them from A to B, that's what we add.

And we build that highway while measuring if people are following the highway.

And anytime you see a client of yours deviate from the highway and end up in the ditch, guess what you do?

You reach out and say, hey, I'm seeing that you're struggling with this and I'm seeing that you're having a problem.

Would you mind jumping on a quick call 10 minutes to see if I can help you figure that out.

And then you are giving them a one on one for 10 minutes where you sort out the specific problem that got them stuck and get them back on the highway so that they can continue the Journey towards the balance.

When they can continue towards the journey on the beat, they're good because they're on the highway.

And if you see the same problem occurring from many people.

So all of your clients seems to have this problem, guess what you do?

That's feedback to you.

Create a training that takes care of that so that you can put that training automatically on the highway so that you help your clients get from A to B as fast as possible.

Once you've done this and had let's say 30, 40, 50 people through this, then you can take out the one on ones because then you know that your highway contains everything that you need.

And when it comes to on ones like the 10 minutes we just talked about, that's once a week, once a month maybe.

So that's once a month.

Just checking in with the people you already see are deviating from the plan.

And once you've gotten that far, then you have your group program completely built.

Then step number two happens in terms of building your group program.

Then you start taking out all the pieces that makes the builds complexity in it so that you build a neat lean process.

And go back and watch the other episode we made about delivery models because go ton of different group group delivering programs.

You can do it like a group program that starts one day and ends so it launches more.

A lot of people find them quite stressful.

We prefer doing evergreens that is always running.

And you can also do hybrid where you do both group and some one on ones.

But what's that other episode about that?

So what Yanni did was she had these 16 people and she was stuck in this limbo between I want to scale and I can't.

I don't have time for more clients.

So what we did is that we build out her group program and exactly followed the step you just mentioned.

We built out a group program that was highly valuable.

Her signature system.

We built a great offer.

And remember these people, they were paying just for one hour every time and they paid €80 per hour they were buying and no contract or anything.

So it was a small amount, but we made the program.

So it was a 3k offer for nine month group program.

So €3,000 for nine months.

Yes.

And she gave the offer to everyone.

Every single one said yes and started the group program and paid 3k instead of just €80 every time.

Thank you for that.

I want to give a cherry on top before we wrap up.

And the sherry on top is this.

When you are selling coaching, you want to make sure that you sell expectations that are reasonable and you want to make sure.

So when you have a group program and when you are currently using one on ones to help your clients when they need to, don't sell that because guess what, if you're saying you're also going to get a couple of one on ones, then you're building an expectation.

It could be that you need a 90 minute startup meeting or a 60 minute startup meeting in order to get them on board.

But the most valuable thing is when you can over deliver on their expectations they are going to love it and they are going to stay for longer.

The last puzzle piece of this is that you need a decent price point.

At least €2,000 for a 3, 4 months program.

Could be 10 weeks as well.

But you need a decent price point because you need them to have invested more than the pain it costs them to go through the process of getting to the other side.

If you like this episode, please make sure that you like and subscribe and also we'll put a link below for a further training for you to go through.

If you want to scale your business and otherwise, we'll see you next week.

I love it.

See you next Wednesday guys.

Bye.