• Jessica Owen Mauk asked for advice on helping a client discover her Point B.

    • Stevo: This sounds like Georgie Fear's wheelhouse as far as 1-1, but I'll say I wouldn't make a group for her. She wasn't drawn to a group so the "marketing as a filter" doesn't apply. And since we have no idea what her perception of her problem is (and neither does she, it sounds like), it'd be hard to "form a group around her."

      And personally, I'd spend most of my question-time with her around determining her readiness to change.

    • Stevo: I'd suggest just going in with the idea of learning as much about her as possible. try not to have an agenda or even worry about homework or giving her actionable steps. Just say, "my goal today is to learn as much as I can about where you're at so we can work together to get you where you want to go" and ask her lots of open-ended questions.

    • Georgie Fear: In my opinion, she needs your help most with figuring out what she wants.

    • Josh Hillis: What I learned working with this genius PT - we'd get a patient who'd have been in a car accident and have whiplash, back pain, hip pain, knee pain, multiple impact injuries, and he'd always fix them the same way -

      Not trying to figure any of it out yet - just *start* with the simplest treatment.

      Figure the rest out along the way. But most of the most complex cases would get handled in the doing of the simplest steps that we did with almost everyone.


    • Jessica Owens Mauk: My go-to first simple habit is always to stop trying to lose weight (temporarily) and to toss the scale. We agreed to this in the very beginning, but she's lost sight of that.

      But now that I've typed this all out I see my problem - I let her suck me into her crazy and indecision. Instead of me bringing her into my plan. The entire time I've been reactively trying to put out her fires.
      It wasn't that SHE lost sight of our first steps. *I* did.


  • Brian Tabor started a discussion on how to educate people on scams without making them defensive.

    • Stevo: The definition of advice is "an opinion that is asked for." She didn't ask for it. So be careful. Instead, try just empathetically asking her how that has worked for her in the past.

    • Amanda Thebe: She is only doing it for 4 days, why not reach out to her after the 4 days and ask how she feels and then send her the infographic, and just say, hey I thought you might enjoy looking at this. Then leave her alone.


  • Michele Burmaster asked for advice on starting a webinar.

    • Yusuf Clack: Roland Fisher would pay for "The Money Matrix Reloaded: How to take a red pill to swim in a blue ocean of money...working only with clients you love and are stoked to work with you"

    • Roland Fisher: If you do a free webinar that solves one of your prospects problems, and you totally rock it, you can use that as the warm up that gets them excited enough to purchase a webinar that solves more, related problems. But selling a webinar first is damn hard marketing.

    • Leanne Pedante: I attended a great free Webinar recently that Georgie Fear gave - not sure what service it used, but the information was fantastic. As someone who wasn't all that familiar going into the webinar with Georgia's work, I left ready to buy her book / follow her work because the information she presented was real, thorough, and useful. I think if people don't yet know you or your motives that well, a free webinar can be a good opportunity to build trust and generally do some good content marketing.

  • Coach Stevo asked: “What percentage of your clients were that 93.5% of Americans who aren’t active gym members before they found you?”

    • Michele Burmaster: 99% of my members:) word of mouth and realistic and empowering images are what bring people to me.

    • Jessi Kneeland: Probably 50% of mine in person, 95% of my online. Online it's all about the non-threatening and do-able image and content I create, in person I'm not sure.

    • Robin Mungall: My CMS actually tracks this when I add a new client. My current client roster consists of (rounding to whole numbers) 40%direct referrals, 17% networking and word of mouth, 21% Google search, 14% Facebook posts, 8% other or unknown (long time newsletter reader, saw my T-shirt, walked into spa saw my studio etc.) what generally draws client in is that I'm genuinely honest, caring and make them feel they can do it. They love my "Results one habit at a time" slogan.

    • Josh Hillis: I don't have exact numbers, but I'd say that I do a really poor job of reaching that other 93%.

      The times I have gotten them have mostly been word of mouth. The only ones that weren't word of mouth were - believe it or not - groupon.


  • Meredith Rhodes Carson asked, “Does anyone offer a program that gives clients a monetary reward (like a % of their investment back) for meeting their health goals?

    • Stevo: External motivation kills intrinsic motivation in the long term. Instead, use rewards that show their status or desired outcome identity like t-shirts, hoodies, or hats.

      "say it with schwag!"

    • Sean Flanagan: And - something I've stolen from Stevo (sometimes he's just shy and doesn't want to talk) - I'd reward the process rather than the outcomes. So rather than "You lost 20 lbs - here's a T-shirt", I'd go "You've eaten vegetables 30 days in a row - here's a T-shirt".

    • Georgie Fear: When I worked in corporate wellness we had a great arrangement where people who did certain activities got money back from their health insurance, up to $700 dollars a year. The activities included a quarterly phone call with a Health Coach, getting their blood draw done, and attending the gym at least x times in a 6 month period (company owned the gym so we could track the data). It was based on not on outcomes, but behaviors :)

  • Coach Stevo shared the podcast, “The Incredible Rarity of Changing Your Mind

    • Roland Fisher: The secret wasn't even listening, it was connecting, and making the issue relevant and personal. Listening is only the first step.

    • Nishanth Appari: Steven and Roland, I do understand that listening is very important for helping people change, but I can't help shake the feeling that I am not providing anything of value if I am not talking. I believe most people are stuck there, so I was wondering how you were able to overcome that feeling?

    • Georgie Fear: I'd interrupt someone to tell them what I think is best for them if the building was burning down, and I knew the exit route. Other than that, I'd probably let them talk as long as possible. They'll come up for air eventually, and either ask you a question or be silent long enough to hope you'll have something to say. Sometimes they'll apologize too for "talking too much" (which adds to the evidence that they really DO need someone to talk to this about).

    • Georgie Fear: You have a lot to offer even without having a solution or suggestion, if inviting the person to reflect on their concern or drawing their attention to a new area of it. Example: "I wonder if (current problem) is related to (current situation). Do you recall having the problem before (situation) started?"

    • Josh Hillis: Honestly, until I came here, I totally thought I was out of my mind. I mean, I was afraid I wasn't providing enough value FOR YEARS. I never really told my clients anything LOL. Really, I thought I was "cheating", my clients told me everything.

      Nishanth, 90% of what I do is ask "How'd last week go?" followed with "So what do you think we should do next week?"

      I finally realized that me talking usually provides NO VALUE, because it doesn't put them at cause for changing their behavior.

      In the rare event that they ask me something technical, I provide a twitter length response, and then ask them how they want to apply it.

    • Josh Hillis: If they keep repeating the same thing, they don't feel heard — you can summarize it for them and then ask if you understood how they feel correctly.

      ...and then ask them an action-oriented question, like what they think a good first step might be.