Chances are that you’re good at what you do. You’ve put in your time, you’ve paid your dues, you know what you’re doing, and you can help your clients get results.

When you work with people in groups or one-on-one, you get great feedback. People love your message and they transform their lives and business by working with you.

If you’re like many helping professionals out there who are good at what they do, your biggest challenge is not about the work you do, it’s about finding a consistent source of clients.

There are so many professionals in the transformation business who are amazing at what they do. They change people’s lives on a regular basis. And they love it. But what they struggle with is the sales and marketing.

As a result, they have unpredictable ups and down in their business and they start each month with little to no idea about where their next client is going to come from.

Many coaches, who haven’t yet mastered the art of finding and enrolling clients, worry about where their next client is going to come from. They see others charging way more for their coaching services and want to do the same but secretly fear that people won’t pay for their coaching at that price point.

What inevitably happens is they start charging lower fees, they take on clients who aren’t exactly a fit because they need the money, and they end up working way harder than necessary.

All the while, the lifestyle they dreamed up with financial freedom and flexibility seems to have faded away.

But it doesn’t have to be that way.

If you’re a coach who wants to transform people’s lives and have the skills necessary to do that, there are only two things that form the foundation of your business that you need to master to build your successful coaching practice: mindset and mechanics.


Your mindset, as you know, is the key to your success. You have to have congruency within yourself on all levels to achieve a high level of success in this field.

If you have doubt, if you have fear, that type of baggage will hold you back from achieving your potential.

Furthermore, if you bring those emotions with you into conversations with prospective clients, they’ll reflect that back to you too. So you want to handle your own baggage first and make sure that you’re connected to your WHY for what you do.


The mechanics is about your enrollment process including marketing, prospecting, and closing sales. This is what most people think about when they consider why they don’t have as many clients as they want.

And while having a solid enrollment process is critical to coaching success, you have to have your mindset taken care of too. Because even if I give you the perfect script for enrolling clients or give you a great marketing idea, if you procrastinate or are held back by fear, you won’t take action.

In the end, both are important. You want a solid enrollment process. You want to know how to find clients fast and enroll them into your program.  And you also want the right mindset to guide you every step of the way.

So take an inventory of where you are in terms of your mindset and your mechanics. Do you know how to find your ideal clients?  Do you know what to say to engage and enroll them into your coaching program?  And what is your mindset along the way. Have you been building up residual negativity from hearing no after no?  Is fear and doubt starting to creep in or are other limiting beliefs starting to surface?

So, check the foundation for your coaching business.  Is your mindset supporting your or holding you back?  Are your mechanics solid enough to build your business or are they crumbling beneath you.  Find out what you need to reinforce and replace and build that solid foundation for you, your family, and your clients!

John Ryan

Host of Key Conversations for Leaders Podcast, Executive Coach, Consultant, and Trainer

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