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A very common thing that is being taught within the coaching industry is doing free strategy session. You hear this from a lot of coaching organizations and, and associations and say, Hey, as a coach, you should do a lot of free strategy sessions. So you could demonstrate your value in by the time if they like your coaching, that they would hire you. Let me tell you this. I hate strategy session, and I’ll explain to you why free strategy sessions don’t work and what to do. Instead. I know this is very controversial. It goes against what a lot of these coaching organizations teach. Well, I have generated over a hundred million dollars in coaching unless they’ve done my numbers. I’m not interested in what they have to say quite frankly. So here’s what I tell experts that I coach. Number one, when you are doing free strategy session, it is very bad positioning.

Think about it. They’re getting you without paying. You are already on the phone. You are coaching them. They’re getting your service. They’re getting your most valuable commodity, your time, knowledge, and energy without paying anything. When there’s no skin in the game, there’s no game. That’s number one. It’s bad positioning. You come across desperate. They could get you for free. Well, logically, if I deliver value, if they like me and I like them, they would hire me. Well, logically it makes sense psychologically. It doesn’t because they are already getting you for free comment below. If this has happened to you, what is your conversion? How many free strategy sessions you’ve done and how many you actually convert into your high ticket offers come and below. Let us know. Number two is not a good experience for you. And it’s not a good experience for your prospect.

Why? Because when you are coaching them, you want to convert them into a client. Now, when you are doing that coaching session, that free strategy session, you give too much. You give way too much value. They don’t buy isn’t it true? They overwhelmed or they think, well, thank you very much. I got what I need. So I will come back to you. They don’t buy number two. If you don’t give enough value, it’s just a sales call. Then the prospect, well, this is just a sales call. I’m not getting value from it. That’s not good either. It’s very hard to balance how much you give you give too much. They overwhelmed. They say, thank you very much. They don’t buy. You give too little, it’s a sales call. They don’t like it. Or just a sales pitch. They don’t buy. So either way is a bad idea.

So what should you do instead? Here’s what I teach. You do not get on the phone to coach. Unless you’ve gotten paid. You get paid in advance. Rich people get paid before they do the work. Poor people get paid after they do the work. You got it. So what you should do is you should always have a filter, someone a closer a salesperson to help filter that call. I know what you’re thinking. Maybe you’re just getting started. You cannot afford one. Well, you cannot afford not to have one. You want to have a filter. They do not get on the phone with you to get coaching from you unless they talk to your gatekeeper first. So this person, it could be an appointment center. I call the appointment center. It could be a closer, they will help to filter and close and they would qualify them based on BANT, B.A.N.T, number one budget.

Do they have the budget to hire you for coaching? If not, why would you even get on the phone? Number two, a stands for authority. Can they make the decisions on their own? Are they the ultimate decision makers? Can they make the decisions to move forward and do business number three and stands for need? Do they have strong needs? Is this something that they must have, or just kind of nice to have number four timing is this good time for them? Do they have a sense of urgency? Is this something they gotta do now? Or they could wait six months from now a year from now? So BANT budget authority needs and timing. You have to have someone qualify them based on BANT as well as closing them. So when you are on the phone, you’ve already gotten paid. That’s how you should position yourself.

You get paid in events before you do coaching. You do not demonstrate value through your coaching session or your strategy session. You demonstrate your expertise through your content. You have your team, get on the phone with them and close and qualify you as a coach. You as a consultant, you as the expert, right? You do not get on the phone until they have paid. Now that’s good positioning. Now, during that time, you could just give, you could just coach and you do what you do best instead of trying to sell and do all these things you do not do that. Does that make sense until then go high ticket.