Category: David

I started my business as a life coach 4 years ago but I am not successful. I assume this is because I am confused a lot. I know so many techniques and have helped so many different people with equally different problems that I get confused the minute I think about defining a niche.

How can I get clarity and continue this work that I am truly good at? I can't bear the idea of going back to the corporate world.

Thanks for your help!

It usually pops up when someone has a fear of making a wrong choice or a mistake, so let’s look for the truth to bring you back on track.

My question for you is this: Why do you feel the need to define a niche?

I have a hunch that you heard somewhere that to have a successful business you need to niche.

And I couldn’t disagree more.

I see entrepreneurs running themselves out of business because they are trying to define a specific niche rather than spending time listening to their potential clients and speaking to large audiences.

My advice would be to stop trying to define a niche and instead get out there and help as many people as you can.

You’ll know when it’s time to niche, and you won’t be confused by it.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

When people talk about their “ideal client,” they sometimes focus on attributes and demographics.

While identifying those qualities can be helpful, you’ll be much more successful if you define your “ideal client” this way:

Ideal clients are people who already have the urgency to change. You don’t have to convince them that they have a problem. They know it.

You also don’t have to twist their arms to get them to spend money to fix their problem. They’re already doing that too.

Their Urgency to Change
They’re buying books and going to conferences, seminars, and workshops. They’re actively seeking information and guidance in order to change.

An even more powerful indicator of their urgency is if they’re willing to travel. The farther they get from their house to look for help, the more money they’re spending to fix their problem. Not to mention the impact of travel itself: the affect on loved ones left behind, the logistics involved in packing, arranging for housesitting, child- or petcare, the disruption of their work.

When people are willing to travel, they are serious about change.

And those people are your ideal clients.

Your ideal clients are not the people who say, “I would go to that event if it were in my city or town. I just can’t fly across the country.”

Those people are stuck in their own reality. They do not have the urgency to change. And they are not your ideal clients.

It Starts with You
The only question you have to ask yourself is which stance do you take? Will you look for help beyond your hometown? Or, do you feel that travel is just too difficult, too expensive. If so, you are not influencing yourself.

Remember, part of influencing yourself is being willing to stretch and gain knowledge at the level where you want to be. If you’re trying to gain knowledge at your existing level, you’ll never advance.

And, as I’ve said repeatedly, if you can’t influence yourself, you don’t have a prayer of influencing others.

Where Are They?
The key to attracting your ideal clients with that urgency to change is to determine exactly where they are demonstrating the want and need for what you do, both online and offline.

Online: For instance, what online groups do they belong to? Who do they follow? On the Internet, you can learn all kinds of things about people just by looking at what they’re posting, what they like and don’t like, where they’re spending their money, etc.

Now, eventually, you want to build your business so that you have systems to draw people to you. And that’s something we can help you with. But if you don’t have those systems in place yet, you can certainly start with public information.

Offline: What conferences, conventions, and seminars do they attend? What self-help groups do they belong to? Where do they gather?

Sit down and start brainstorming and you should come up with a good-sized list.

If you don’t come up with a list of possibilities, you have to ask yourself another question:

Are you the one with the urgency problem?

I’ll pick it up here next time.

How do you know when the next step is in front of you, or if it's just the next shiny new thing that's trying to manipulate your time and energy?

If you don’t have a goal, set some time aside and get very clear about what you’d like the end result to be.

If you already know what the goal is, ask yourself if there is something that you’re resisting doing that’s keeping you from that goal.

Often times, if there’s a subconscious fear in taking action, something shiny will pop up to distract you.

You’ll need to be very honest with yourself about this, as your mind will create stories around why you’re resisting something.

Let me give you an example:

If your goal is to enroll more clients, and you KNOW your next step is to make sales calls, but instead you sign up for a class to learn how to build a website, you’re using the website class as a distraction.

And the insidious thing is that you will have yourself convinced that when you finish the class, you’ll magically have those new clients enrolled.

When you really want a clear gauge to help you make a decision, I always recommend that you turn to the FOUR QUESTIONS.

So let’s use the example above and run it through using the FOUR QUESTIONS.

1) Is this something I want to be, do or have? In the instance of the web class, yes.

2) Is being, doing or having this taking me closer to my goal? In this instance the answer would be no because it would be taking the person farther from it. They already know that the most direct way to enroll clients is to make sales calls.

3) Is being, doing or having this in alignment with Universal Law (more life to all)? Yes

4) Does being, doing or having this violate the rights of others (does it take away someone else’s right to choose)? No

The determining factor in using these questions is that you must answer yes to the first three questions, and no to the fourth.

Since the answer to the 2nd question was a no, this person would not choose to take the web class. Instead they would focus on working through their resistance to sales calls.

When experiencing indecision, using the four questions above, will help you see clearly which direction to take.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

Dear David,

I’ve been in the coaching industry for about 5 years now, and I’m ready (and willing) to finally up-level both my ideal client and my price points. I feel I’m ready to work with a much more advanced business owner as I myself have become incredibly advanced.

Here’s my problem. I have a list full of beginners. How do I start to build a new list of my up-leveled client? Any down and dirty suggestions?

Thanks!

My first suggestion to you would be to create a new avatar.

Don’t get me wrong; you can still market your new programs to your list. There’s actually a very good chance that there are some ideal clients hiding in there just waiting for you to start speaking directly to them.

However, in order for you to identify new opportunities to get in front of this new audience (outside of your list), you must first get very clear in regards to what this new client wants, what they are struggling with, and how they think.

The fastest way to build a new client list is to physically speak in front of them. This means you must know what their priorities are and then locate where large groups of your new avatar gather.

For example, if your new client is a 6-figure business owner who really wants to build their business on-line, you’d be smart to look at upcoming conferences and seminars teaching that topic, and see if you can get a speaking spot.

This positions you very well and allows you to speak directly to your new market.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

From the time we are helpless newborns to the moment of our deaths, we need – and seek – help from other people.

In fact, one of the very first things we learn is how to determine if a person can help us or not, and, subconsciously, we never stop looking for that person who can help us advance.

If you understand that truth and position yourself as a person of influence who can help others, without even knowing why, prospects will be drawn to you.

So if you’re ready to become a magnet to your ideal clients, here are the two remaining keys to positioning.

1. Dress the Part

“When people walk into a room, without even thinking about it, they start judging the other people based upon what they observe.

If you’re dressed to impress at business or networking events, that first impression is likely to be that you are “different,” which, as I explained last time, is the first step to being seen as a person of influence.

Dressing the part affects you as well. You feel more confident and carry yourself more powerfully when your hair is done and, if you’re a woman and wear makeup, your makeup is professionally applied, and you have on great shoes. It’s the same for men.

Now, dressing the part doesn’t necessarily mean conforming to a corporate ideal. You have to be you.

Wear clothing that is appropriate to your niche or style, but that makes you stand out and brings out your best. Draw others’ eyes to you and be proud as they wonder, Who is that man or woman?

At Home Too.

You also want to dress the part while making sales calls from home. You may think that no one is going to see you, but you will feel the way that you’re dressed. As I’ve said, if you hope to influence others, you have to first influence yourself.

If you take the time and make the effort to dress well and then have that 10-minute conversation with yourself before you get on the line, you’ll likely be astounded by the difference in your results.

2. Bring an Assistant with You

Let’s say that you’re at a networking event and you look great. You’ve also taken my advice from the last article and polarized the conversation, and you have determined that the person you’re speaking to would be an ideal client.

After the prospect agrees to a follow-up phone conversation with you, the final key to positioning yourself is to have an assistant with you. Pass the prospect on to your assistant to put you in their calendar and vice versa, and free you to move on to the next person.

As your assistant handles the logistics and builds excitement about you and your work, the prospect will rightfully sense that everything is about to change.

Meanwhile, you are exactly where you want to be: perfectly positioned to influence that prospect to choose the life of his or her dreams.

Dear David,

I’m starting out as a new coach, how do you know what to include in a package like a 90-day course? I know how I want to help and serve people, I know their pains and pressures but because I am new to the coaching industry. I don’t know how to create the “substance” of the content to include each week to best serve my clients for 90 days. When you first started, how did you know what to include in your coaching packages?

Warmly, Sari

Whenever you consider creating a program or package, there are a few questions you can ask yourself that will help you create the “substance”. I’m including the questions below!

1) What does my client want to achieve within the 90-day framework?
(This is what you’re telling them they will “walk away with” at the end of the program.

2) What support do they need from me in order for them to fulfill that goal?
(This is where you decide if they can learn in a group or if they need one-on-one guidance from you.)

3) How much time and attention do they need to achieve their goal?
(This is where you determine how long the group or one-on-one calls will need to be, if you will allow them to email you with questions, and how much time you can allocate to this program.)

My rule of thumb is always to focus on what is needed from a logistic standpoint to really set your clients up for success.

Next cross-reference those answers with the amount of time you want to dedicate to the program.

This should give you a nice framework for the “substance” to include to set your clients up for success and not over extend yourself at the same time.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

Dear David,

I'm narrowing the focus of my business with the programs I have on offer and who I serve. I know that some of my current subscribers will not “fit” my new client profile. How do I make the transition without losing the majority of my community? Thank you for your time!

Why do you want to hold on to clients that do not fit your profile? It doesn’t seem like that would be in service to you or them.

Instead focus on those that you can and want to help. The subscribers who relate to that profile will stay and those who don’t will go.

Here’s the beauty of your situation…there is no lack. Your new subscribers are just waiting for you to make the transition.

I know in my company we would rather have a smaller group of our ideal clients than a huge group of people who are just names and email addresses.

In this situation, quality over quantity allows you to speak more clearly to people and maintain a clear focus of who you want to help.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

We’ve all been taught how to politely greet another person. We don’t even have to think about it.

I put out my hand and say, “Hi, my name is David. Nice to meet you.”

More than likely the other person, let’s call her Samantha, will soon ask me an introductory question, such as, “What do you do?”

How I respond to that seemingly innocuous question during a business or networking event has a dramatic impact on my bottom line.

Here’s why.

“Are You Like Me or Not?”

When we meet someone, our subconscious mind quickly decides into which of the following three categories to file the person:

• This person is like me,

• This person is different from me and can help me, or

• This person is different from me and can’t help me.

If you simply answer introductory questions, the other person is going to determine, This person is like me. You’re a peer, a colleague or a potential friend.

That is actually the death knell to influence and sales. You don’t want to be seen as a peer, but as a person of influence, as someone who has the ability to make a difference in people’s lives.

So what do you do instead?

Polarize

You polarize the conversation. Rather than responding to introductory questions, ask your own questions to quickly determine if the person is your ideal client or not.

For instance, when Samantha asks me what I do, instead of answering her, I say, “Let me ask you a question. If your annual income instantaneously became your monthly income, what in your life would change?”

Because I did not respond as she expected, her subconscious mind says, This person is different from me.

Then she will either say, “Gosh, I don’t know. That’s interesting. I’ve never thought about that before.” Or she’ll attempt to make something up.

My next question quickly determines if she’s a potential client for me or not. I ask her, “Would you like it if your annual income became your monthly income?”

If her answer is no, I’ve probably triggered something that she’s resisting and she’s going to move away from me.

That’s okay, because she is not my ideal client. My ideal clients don’t answer no to that question.

But if she says something like, “Who wouldn’t want to turn their annual income into a monthly income!” she’s shown me that she’s a potential client.

I then say, “If you’ve got about 15 minutes, I’d like to talk to you about how I could show you how to do that. Why don’t we get you on my calendar?”

Find Your Own Way

Since we’re all conditioned to answer questions, you’ll likely need to practice this technique before you feel confident in it.

When you’re practicing, don’t just parrot what I said. Find the questions that will quickly identify your own ideal clients.

And then you’ll find, in any business setting, that you can quickly position yourself as a person of influence and begin to rake it in.

Hi David,

I have been through many programs. I have a lot of degrees and training in my profession, but after 20 years and a heart attack, I do not and have not had a vision. So, if I do not have a vision and am ready to totally reinvent myself and my direction at 59, how do I start? Most exercises assume one has a vision, then set goals.

Here are two different strategies that I’ve found really help my students open to their vision.

Strategy 1:

Make a list of all the things in your life that you are tolerating. What you desire is just the opposite side of what you don’t desire.

Making this list is an excellent way of starting small and building toward a vision. By eliminating your tolerations one by one, you can begin to see what you do want for yourself.

Strategy 2:

Journal. Let me be more specific. Approach your vision journal with an air of curiosity. Ask yourself: If I had a vision, I wonder what it would be…

And then begin writing. Don’t censor anything. Write it ALL down.

Be ok with it changing daily. Be ok with it seeming ridiculous, too big, not clear enough, etc.

Allow yourself to play with ideas and fantasize about possibilities. As you do this, your vision will begin to take shape.

And remember, visions change. What your vision is today may not be your vision in a year, but start where you are and begin to make small shifts and advances.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

Hi David,

I’m thinking about my New Year’s Resolutions, and really want to be successful in keeping them this year. Do you have any recommendations for goal setting?

FIRST:

Write down your big vision. Your big vision is what you want for your life and business way down the road. Think as far as you can think, and sometimes you may only be able to see bits and pieces of this vision. That’s perfectly fine.

As you begin to take steps toward it, you’ll start seeing it more clearly.

NEXT:

Write down 3 goals. You must be able to accomplish these 3 goals within the next 60 days, AND the goals must all take you one step closer to achieving your big vision.

FINALLY:

Choose 1 of your goals from above and list out 3 objectives or tasks you must accomplish that would allow you to hit that one goal within 60 days.

This process can be repeated over and over again, and I recommend that you keep your list in front of you as much as possible.

Soon enough it will be 2016 and you’ll have achieved all your goals for 2015 and be miles ahead of where you were in 2014!

Happy New Year!

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.