A member of 4PC once told me she was upset that a new member had signed a $100K client, when she still hadn’t signed one. So I asked a simple question:
“How many times in the last 12 months have you asked somebody for $100,000?”
She looked embarrassed, and said, “Not once…”
There’s a game we play in the 100K Club.
You have to collect at least one no a week.
That means you’ve given someone a powerful experience of your coaching. And then you’ve looked into their eyes and explained what it would take to work with you and how much it would cost.
Your mission is not to get someone to say yes. That’s out of your control. Your mission is to collect no’s.
As Steve Chandler taught me almost 20 years ago when I first became a coach: Yes lives in the land of no.
It doesn’t count as a proposal if you sent an email. It doesn’t count if you posted a coaching offer on social media. You have to be in front of a human being, face-to-face, asking for something you are not sure you will get.
A week with zero no’s is a failed week. Because it means you only asked for things you were always going to get – or you didn’t ask.
Byron Katie once said, “You can have anything you want in life if you’re willing to receive 1000 no’s.”
The problem is that one no sucks, three no’s feels overwhelming, and five no’s in a row makes you want to quit coaching.
Last month in the 100K Club Joanna proposed $100,000. The client said no. But they signed a different agreement instead at $15,000. Yes lives in the land of no.
Mark had never charged above $3,000. He proposed $10,000. And got an instant yes, with no pushback at all. Anywhere else that would be a celebration. But he’s in the 100K Club, so he spent the rest of the week wondering what would have happened if he had said a bigger number.
Have you ever had a big number in your head but when you sat down in front of the client, you said your old fee and kicked yourself afterwards when they said yes?
The gap between your income and the income you want is the number of proposals you haven’t made.
Love. Rich