So have you ever wondered during your sales calls why people again and again tells you that they don't have any money?

And are you curious about why that is?

So today's episode is going to be all about how to attract clients that can actually afford your services or more.

Clearly, how to avoid those tire kickers that get on all your sales calls and just time after time after time, every time, tell you, oh, I love your service, sounds so good, but I can't afford it.

Yeah.

Because it does take us back and it drains our self confidence and it drains us emotionally and we feel like, oh, how am I ever going to get this to work?

Well, the good news is that you can actually do tons of, tons of stuff about it.

Before we start, I just want to announce that we are expanding our family today with a lot of new chickens that are currently hatching in our incubator.

So that is very exciting.

We are seeing small, small peaks getting out of their shells.

We can hear them, small birds inside the box.

I'm not going to try to imitate them, but yeah, we can.

But it's really, really cute.

And it's also a part of the lifestyle that we've designed to be this way.

Yeah.

Being on the countryside.

Yeah.

Living on a ranch, having animals, producing our own food and stuff and we don't do that to any like massive extent.

But we, we would like to have a close connection to nature and, and be alone, living at the end of a long road, but only 20 minutes from a big city.

So.

So we can always go in and find the pulse if we need it and find other people.

But less and less we feel like more people isn't the answer.

But yeah, that's another story.

So really cool.

And the most important thing is that this lifestyle is also designed by our coaching business.

If we didn't have our coaching business, we could never afford to do what we do today, to live where we live today and to enjoy our lives the way we do.

So I think on that topic, it's really, really important.

And how do we build our business?

We get more paying clients in.

So if our clients are always.

Or if our prospects on sales calls are always telling us that I can't afford it, they don't have any money.

Well, there are tons that we can do.

So let's dive into that and really speak about it.

Yeah.

Because I think this is a thing that comes up every single week inside our detail program and dream to Lifestyle is the program we run for coaches who are new, just started up and Just started marketing themselves or just starting to get traction and build up their socials.

And this is a typical thing that we hear at that stage and we literally hear it time after time.

I need to attract people who can pay.

Like that is the mindset.

I need to attract people who can pay.

And see, the thing is that I believe a lot of coaches, especially in the beginning, until you're doing 10k month and maybe a little bit more than that, they are knowingly position themselves to serve those who need them rather than those who can pay for their service.

Yeah.

Yeah.

That's very interesting because I think.

I think you're 100% right.

Another observation that I would like to make on the same topic is that it all ties down to your perspective and your belief system.

Yeah.

Because the symptom is that someone tells you in the sales call that they can't pay for it.

Now there are.

If someone comes and they can't pay for it, well, there are stuff that we can do in order to help them realize that they could pay for it.

I usually say, and this isn't the solution, but I usually tell all of my clients, if it was about life and death for my daughter, and I'm using myself as an example, but if that would be the case, I would turn this world upside down to find every penny or every euro that I needed in order to help her.

Which means that even if the money isn't in my pocket, the money is accessible.

If it is important enough, and it's really important for a coach to really start getting into that, if we can make it important enough for them, if we put it into a context that is desirable enough, they will figure it out.

Because guess what?

In the world we live in today, we do get unexpected payments that are due soon.

And we figure it out.

So first of all, just trust that people can manage and figure those things out for themselves.

But looking deeper into mindset and belief system, because we come from that scarcity place, it's inflicting our marketing and observation.

I make.

We are speaking to people who aren't necessarily seeing their own capabilities.

Yeah.

And it inflicts the way we set up sales calls, the way we build relationships, and we're kind of taking care of them as if they were babies.

So let's pause the kind of solution stuff for now and then bring it everything back to.

To the solution at the end.

But just bear in mind that it might be you who has an objectively poor way of viewing your future potential clients.

And let's dive into what kind of problems this creates?

Well, I think the problem is if you are needy or desperate to get sales, you get more and more open to like, you're available.

And the more you're available, the less conditions you put to who you are for, because you would literally take in who you couldn't potentially be for.

The more available you make yourself, the less desirable you make yourself.

And what I'm seeing in front of myself is that if you're super desperate after a romantic partner relationship with a boy or girl or woman or a man or whatever, then if you're desperate, you're not going to have people finding you interesting enough to look deeper underneath and you're not going to be desirable.

No.

So if you are getting to a place where you believe that the best way for me to get clients, because you need clients, and this way for me to get clients is you start lowering your prices.

You will always be in a place where you will taking down the perceived value you're opening up for everyone who believe that, oh, maybe you just can help me and maybe I don't need to pay for it because you take down your own value.

And by doing that, you also attract people that doesn't value what you do.

I think also there's something in the idea of the identity.

We spoke about that in another podcast episode.

The identity of being a coach.

I want to help everyone.

And if you look into your content and your messaging is talking to people who are weak, who are struggling in a survival mode, fragile, pamper people in your content, you naturally attract people who are in a survival mode who needs pampering or who wants to have that kind of experience.

So even though it might not be your fault, well, it is on you to change it.

It is about you.

If that's what you keep attracting and constantly attracting the wrong people, well, it will only lead to, of course, not making money or having a low salary for all of the effort, all of the work you put in.

And I mean, it leads to burnout and even resentment I've seen happening.

Like resentment towards being a coach because it's just not worth it.

No.

And it takes too much effort to do what I desired to do without making it super complex with keeping it very simplistic.

We need to understand the equation, which I know that you do, who listens.

But the equation is that in order for you to help as many people as you like, you need that system to also take care of you financially.

But not just you financially, they need to put something at stake.

So I've said this a thousand times in this podcast up until now.

The more your client pays, the more invested they be, which means their effort is going to go up.

That means that you need to stand for their future value enough so that you're assembled with the value in your program.

You need to take a stand for that.

I am here to help you all the way.

And your intention and your energy is more important than how sophisticated your coaching program is.

Because if you just take a stand, and this is something that I actually did when I started to my coaching journey like 12 years ago, really taking a stand for, I'm going to do whatever it takes to make sure that all of my clients succeeds.

And then you kind of infuse that into yourself so that you really put that into your nervous system.

Then it doesn't matter if you fail a meeting, it doesn't matter if all of your trainings are top tier.

Because what's going to happen in the big picture is that your clients are always going to get the help they need to take their next step because you have decided that you will not fail them.

And if you come from that commitment to your future clients, the sales calls are a thousand times easier.

And you're going to look towards their capabilities rather than their insecurities.

You're going to look for their opportunities rather than what stands in their way to be able to join.

But during every sales call, because that's when we meet the objection, I can't afford it, I don't have any money.

And during every sales call, there is always someone buying.

And it's either you who buys their objection, why they can't, or it's them who buys your reasoning to why it's important enough anyway.

And this is not taking it to towards fooling someone or manipulating anyone in a sales call.

This is for them, giving them space enough to really figuring out a decision for themselves.

And that's something that comes from your commitment in helping people and to begin with, taking a real stand for who is it that I'm going to help and what is it all about?

Why is this important to me?

If you do that, your coaching businesses are going to do way, way better than it does currently.

If you aren't already 100%.

It might sound like we are pigging down on people who are doing this, but I really want to share.

Also, I'm sorry for interrupting you with what you were about to say, but we come from that place.

Yeah, we all start out where we are.

Sorry.

Please continue.

That's Fine.

No, but because we did that, because we were at some point so committed to that, like, we help more than 800 clients.

We know our clients get the best freaking results in Europe, maybe even outside.

We know our clients are winning.

If they just show up.

If they just implement the specific tactics we give them, they win.

It goes like that every single time.

So we got to a point where it was like, okay, but you know, we have a soft heart like most coaches also, which means that when we have people in front of us, we.

We have that soft spot in our hearts where it's like, but I want to help this person because I know that the problem they have right now is just a very short term problem.

They can't pay right now, but I know they'll make money, like within the first couple of weeks, they'll make money if they just follow the program.

So we got into a place where we started, like saying, okay, but you don't need to pay now.

You can pay in a month.

You can get started now.

We give you the first month for free and then you pay afterwards.

And what happened?

They started on the wrong premise.

So we have an expression in Sweden that's called doing someone a bear favor.

Yeah.

And that's what it was.

We did them a favor that didn't allow them to step into the shoes that were necessary in order for them to progress.

And the problem was that statistically they wanted out.

So instead of us helping them, we put them on a monthly work schedule that they ended up wanting out of.

And when we allow people in, you know, the only thing that happens is that we build tension unnecessarily because they didn't allow themselves to step into those shoes.

And I remember when I started out, my first three clients that I signed, the first one was on a payment plan.

She paid X amount of money to get in, and then she was supposed to pay once she got in.

Result.

But because she felt that the first installment was something that she could afford to lose, she didn't do much after that.

She came for the personal development and she loved that.

And she was in and out kind of all the time.

But she never really applied anything to her coaching business.

And that was something that I had to learn from.

We know what happens when people are coming in not paying.

We actually tracked it.

Out of everyone who did not pay when they started to join the program, more than 86% were out again within the first two months because they did not do anything.

They tried.

They dipped the toes.

They tried a little bit but then, oh, it's a little bit uncomfortable.

I'm not going to do anything.

And at the end we just need to kick them out because it was just too much worried.

So I understand the feeling of I really want to help this person.

But we can't help people by being responsible for them, towards them.

They need to want their thing just as much as we want.

They need to invest in order to get any result.

If they're not invested, they are not invested in time and energy as well.

Where money goes, the energy will come as well.

So that is the thing that we see happens a lot.

So what are we going to do?

One thing is the messaging we're saying.

What is the word we're saying?

People often believe that messaging or finding out your niche is about like, am I going to have this niche and this niche.

But building out your niche is rather vertical of like what is the level of the lead within the niche you're at?

Are you talking to the bottom feeders or are you talking to the people who already are in a good place within your niche but want it better?

What the next step that is all about?

How do we speak?

What is the words we're using?

How do we speak to our audience?

And that comes also from our energy.

Look at your video content, look at how you speak.

Are you speaking like, oh, I really want to help you.

You are good enough.

You can do this, I know you can do it.

You're coming from that nursing point.

Are you coming from a place of your energy speaking to people who are willing to work, willing to do the thing, willing to do what it takes and that you, to show through your energy that, that you trust they're capable, speak to people capable.

And I, and I also want to emphasize that you have a very strong and very high paced energy.

Yeah, I have a very different energy.

Yes, absolutely works.

Absolutely.

So it's not about how you are as a person, but if we dissect it, you mentioned three or four levels.

Yeah.

Either in the bottom, they're sliding, they're stable or they're, they're professionals or masters.

Or top team leaders in.

Within the niche.

Yeah.

So those four different levels we have and you can actually choo level you want to work in.

And sometimes it can be a good idea to work at the level of beginners, especially if you're working in a niche.

Like we started out at the bottom with coaches starting out, but it was when they had made a decision to go into coaching and start a business.

So that commitment was already There and then we could help them from the bottom and helping them all the way up.

When we are looking for, let's take a life coach that helps people with confidence.

Speaking to someone at the very bottom, we are going to have symptoms of a lot of different diagnosis or diseases or they're going to be on sick leave or burnout or whatever.

And that might not be a healthy place to start out your coaching business.

But you can also talk about confidence on the.

On the leader level.

So what does confidence look like to a leader in society within their whatever area?

And a leader doesn't mean they're leaders in position a job.

It means that they are leading in society compared to what it is that you help people with.

So in this case confidence.

So what kind of problems do they have and what do they need help with?

Because if you figure that out, you can help people that are leaders in your area and still help them out to systematize their confidence in order to like get even more results faster or whatever.

Which also means that they will just reflect your energy that you comes in.

Because if you speak like a person who's uncertain, like speaking from the bottom, that's what you'll attract naturally.

You will absolutely not get stable or leader people in within.

If you're speaking with an energy of.

A button and that needs to be a conscious decision you make as a coach, to whom am I going to speak to and at what level?

Are they.

Are they beginners?

Are they slipping?

Are they stable or are they.

Yes.

And then the second thing is like your standards, what is the standards you working with?

Like what is the minimum standard?

What do you allow in your own life?

What do you allow with your clients?

What do you allow with your leads?

What, what is the standard you are okay with?

What is the standard that you don't want?

You will always not get what you want, but you always get what you accept and tolerate.

And when it comes to standards, it's really important to know what a standard is.

If we were to distinguish what a standard is and make a distinct function out of it, it's something that you can measure on a curve over time.

And it's a tangible thing that we can measure.

So we need to be able to put data points.

So having a standard of brushing your teeth, for most people it's two times a day.

For some it's more, for some it's less.

But.

But it is a standard.

So we can see a repeating pattern of how we behave within an area.

So when discovering the kind of standards you want to have for your clients, then you also want to speak to them as capable beings that can live up to the standards that you educate on or that you help them to live on.

And that is very important.

The lowest allowed standard in a subject will automatically become the standard in that subject.

So if you tolerate mediocrity in an area in your life, then you're going to have mediocrity in that, in that area in your life.

Maybe not at times, but over time.

So if you allow something to be at one level, let's take an example of us and it's very traditional, man, woman, and talking about cleaning our house, I even see that it needs cleaning when you feel that it needs cleaning.

So I need help.

You need to tell me that, hey, could we vacuum or could we take care of this?

So it's because we have different standards.

And because of our different standards, it changes the way we look at things.

And that's the same way in business, your coaching business.

It's the same for all of your clients when they're trying to achieve something and we need to help them become aware of what do I need to focus on so that I can put my energy in the right place to achieve my desired outcome.

Definitely number three, protect your time.

Protect your energy and time.

That means don't make it as easy to get on a call with you if this is a person that is going to get to this point.

Now you did say from the beginning people who say they don't have money will still buy because it is an objection.

We can handle the money objection.

When they realize how important it is, we can handle it.

But what we can do is that we can protect ourselves so we can clean out.

That means that in organic, when we are now DMs, we can pre qualify people before we all offer them a call.

So if they already telling you in the DMS that hey, I'm on social benefits and I don't know how to pay my bills, maybe this is not a person you should invite to have a sales call.

You can do that even if you, you use systems funnels.

You can put them through pages where you pre qualify them before they can even schedule the call.

You can take them through a process between the schedule a call before they show up on a call where you can handle a lot of these things.

A really important standard to have as a coach, I believe is also to protect your energy, protect your time from people who are not serious.

Yeah.

And this I want to add that conversation you just had is tailored for people who are doing money already.

5k a month, 10k a month.

Because in the beginning it might also make sense to see can I get.

Calls to practice sales calls to practice sales calls.

But also to see and qualify.

That's my marketing.

But I also want to add that you said something else that is super important and it is protect your time and energy.

Take how do you protect your time and energy?

You need to say no to stuff.

Yeah.

And if you're looking for short fixes that gives you immediate gratification, then it might not serve you in the long run.

And that's something you should say no to.

But it also should be that there are a thousand things that you should say no to.

If a client reaches out and wants to talk and it's Friday night at 9pm, it doesn't mean that, hey, jump on that call right now.

Even if you're on a thousand percent committed to their future success.

Because protecting your time and energy means to really be concerned with what am I putting my time and energy into.

And no is a very powerful part of that equation.

So if you like this episode, please make sure that you subscribe this YouTube channel and go and follow us on Instagram.

Ask us questions if there's anything you're lacking so we can make the best program for you.

So until then, we'll see you next week.

Yeah.

Thanks for tuning in.

In.