November 13, 2017 by Sharla Jacobs

Our World, Our Industry, and Your Future Clients...

...Are All Starving For This One Thing.

As I sit here after placing the finishing touches on an outline for an upcoming Facebook Live, encouraging our son (who is practicing his newest gymnastic move on the floor near my desk), thanking our team for rocking it this week, and considering what’s ahead for the New Year… two other important things are also on my mind and heart.

The state of our world.

And the state of our industry.

When my husband, Jesse, and I started this company, it wasn’t much of a company at all, LOL! We were just two passionate people determined to transform the world through increasing the quality of life for each client we had the honor to serve. Touching hearts and allowing healing to unfold, one person at a time through our coaching and acupuncture practices.

Through a series of spiritual experiences that aligned our way of selling with the way we did our transformational work… HeartsellingTM was accidentally born.

Attracting a new client became about empowering another human being to make a choice that was best for them, whether that choice meant they worked with us or not. Having conversations in this way magnetized so many new clients we loved working with quickly and our friends started asking us how we were doing it.

We started sharing our methods with them, organically, one person to one person. Then we started doing small workshops that also happened organically, through connection.

And then one step led to another, and now we’re here...

We’ve employed hundreds of people, spoken in front of 50,000 Coaches and Holistic Practitioners, had over 8,000 people attend our live events and watched our clients collectively generate over $100 Million, all using heart centered client attraction strategies…

We’ve seen so much in this industry.

Our company, Thrive Academy, has not only survived but thrived and grown each year in the transformational space.

And that’s not an easy thing.

Our clients have grown to be some of the most successful leaders in their space… ranging from Shamans now coaching CEOs…

To Acupuncturists launching leveraged group programs...

To former teacher turned Spiritual Healer making 6 figures and writing an Amazon Bestseller...

To speaking on global stages, landing Hay House contracts, and becoming philanthropists with global impact.

They didn’t do it with a magic pill. They didn’t do it through 3 steps to rocking it out without putting in the hours. The creativity. The imagination. The love.

They did it because connection to a deeper purpose and vision compelled them to move through the pain and joy of growth.

They did it because we gave them the templates and the systems that worked for us, and they took those proven systems and made it THEIRS. They did it because they were willing to look deep within and develop their authentic voices and offered authentic value.

They connected the strategy with the hearts of those they are meant to help. They did it through 1-on-1 connection until they were so confident in getting new clients, they could scale while still maintaining the integrity of the intimacy that earned them the trust of their community in the first place.

They did it by keeping love and connection front and center, just like we always have and always will.

There is a lot of pain in our industry, the “Transformation Industry” right now. There is a lot of pain in the world right now. I can’t help but think it’s all connected.

We’ve been reaching out to coaches and holistic practitioners within the greater community at large to learn more about their pain and how they are moving through to continue bringing their vision into the world.

We love our industry and are looking to answer the question... “How can we move forward together, and better?”

While so many people talk about automation and scale and “crushing it,” I can’t help but feel that the internet and our industry in general has to make a move back toward connection, intimacy and love.

Where people feel seen, heard, understood… and something most people don’t want to talk about, but HAND HELD. Our clients rock it because we are there for them. Because we consistently meet in person. Because our programs have never become so automated that any member of our community gets left behind.

It’s the same in the world. The pain is visceral. People are hurting each other at unprecedented rates and in increasingly violent ways because they themselves are hurting. Because they are starving to be seen, known, and loved. I believe together, doing our work, touching lives, we can be that for them, organically and one person at at time.

Every time one of you reaches out and touches another life, helps a client breakthrough a limiting belief or pattern, you create a space for another human being to experience the authentic connection that both our industry, and our world, are starving for right now.

I believe that increasing connection in an increasingly disconnected industry and world is the heart and spirit of what we do at Thrive. It’s what our clients do. It’s what their clients do. And it’s how we are slowly transforming this world while also raising our two sons based on the same principles.

When people feel held, they do their best work and reach the greatest heights of success. When people feel seen and loved, it becomes harder for them to hurt others.

There’s so much going on right now sometimes it makes my head spin, and often makes my heart hurt. But I know from 13 years of leading a global movement that together we move through it.

Thanks for listening. For taking a few minutes of your busy day to hear what’s in my heart, and hopefully respond in the comments below so I can hear yours.

Love & Prosperity,

Sharla Jacobs
Co-Founder, Thrive Academy

P.S. If you feel inspired by our vision for our community, our world, or our industry…

If you know that the way for you to move forward bringing your great work into the world is going to have to be based in connection, love and intimacy…

And you believe in the power of gathering together in person with like minded and like souled individuals to propel your dreams forward…

Then I’d love to invite you to claim a full scholarship to come to our next live Thrive Academy event, the Client Attraction Summit in January 2018.

We’ll share with you many of the strategies we mentioned above, connection and love based ways to communicate the value of your beautiful gift you are truly here to offer so that people get it and say yes to working with you…

Without ever compromising your integrity for even one second.

We have 35 scholarships available for January and the application process should take less than 5 minutes for you to complete.

You can learn more here and just so you know there is a $197 fully refundable seat deposit involved. If we do not accept your application we will immediately refund it, otherwise you will get it back the second you show up at the Summit.

If you know that 2018 is the year for you to step out more with your gifts, to make the money you need to contribute at the highest level possible while living your values, then you are more than likely the right person to be in the room… alongside a few hundred people who are also answering the call.

To see what others are saying about the Summit, visit this page.

Jesse and I, and our entire global Thrive community, can’t wait to connect more with you and support your vision!

Tell us what you think...

April 27, 2017 by Sharla Jacobs

What does jealousy really mean?

Have you ever felt jealousy because something awesome happened for a friend in their business?

Sage and I hung out today and made this impromptu video to share a story about our jealousy toward each other...and what happened when we admitted it.

Let us know what you think...

Tell us what you think...

February 28, 2017 by Sharla Jacobs

The 3 Ways Clients Say Yes

When most Coaches and Holistic Practitioners think about creating a Marketing Plan, they get really uncomfortable, because they have NO idea where to begin.

On today’s video, I reveal the 3 Ways Clients Say Yes to working with you. And when you decide which (or how many) of these ways you’ll get the Yes, it’s super easy to figure out how to get more clients.

Watch the video, 3 Ways Clients Say Yes, now:

No time to watch this short video? Read the transcript below:

Hi. This is Sharla Jacobs from Thrive Academy welcoming you from my home office in Santa Cruz, California. (And shhh my kids are asleep but I wanted to make this video for you because I got so excited about what we were teaching at our live event today. I just can’t wait.)

Alright on today’s video I’m talking about the three main ways that people will say yes to you so you can get crystal clear about your marketing and you don’t have to be distracted or confused or wondering what to do. My intention is that after you watch this video you will be so clear about what you need to do and what you don’t need to do, that you’ll be able to simply be in action.

In order for your business to thrive or for you to have all the clients you want, you’ve got to have a way that people say, ‘Yes” to working with you. Right? And if you haven’t figured this out then you might be kind of feeling like you’re aimless, shooting in the dark when you’re trying to figure out how to get clients. So I want to make it really really simple for you because once you figure this out it allows you to have that focus and that clarity to be really clear about what to do next.

When you think about that moment when somebody goes from – they weren’t yet ready to hire you but now they are -- there’s this point of transformation really that they went from a “Not sure”, “Not ready”, “Not clear”, maybe all of the places that they could be and they finally became a “Yes” to themselves and “Yes” to working with you. We call that moment the point of conversion. This is a really really exciting moment whether you have had just a few of those you’ve had a lot of them. You know that until you get that “Yes” and somebody’s willing to pay you money to work with you, you really don’t have a business. You have a hobby.

Now on the last couple of videos and articles we talked about first having a big vision and being really ready to play. And when you have an exciting vision often your inner “gremlins” or the inner voices in your head that tell you you’re not good enough, you’re not ready or you can’t do that. They really start getting riled up and so we gave you some tips for how to neutralize those gremlins. And hopefully you’ll neutralize those gremlins and you’re pretty clear about what it is that you want to accomplish.

Now you want to get clear about your Point of Conversion. The place you want to focus on getting as many people as you need to that point so they can make that tipping point – that turning point to say yes.

There really are 3 possible Points of Conversion if you’re a coach or holistic practitioner. And when I share this with you it’s going to seem so simple and yet I want you to consider that if you aren’t clear about this it makes it very, very difficult to create a marketing plan that’s something simple so that you know exactly what to do.

Alright so the first way is in a private one-on-one conversation. Just you and this person heart to heart. We call this Heartselling™ conversations. It’s when you’re having a conversation with a potential client. It’s an inspiring conversation. It leads to action and if you’re really good at this and you’re masterful at the Five Elements of Heartselling™ which we talked about in some other videos, your potential clients will practically talk themselves into working with you if it’s a good match.

So that’s the first thing that you want to master. And if you know that, this is your business model. That conversation is the point of conversion that you want to get as many people to and then you just get crystal clear about “Okay, how am I going to get more people to these conversations? Is it going to be through networking ? Is it going to be through speaking? Is it going to be through asking for referrals and being intentional about that (which I talked about in another video)?”

Once you have that it’s very, very easy to get crystal clear on your marketing plan.

The second way that people might say yes to you is during some kind of a virtual event like a free teleseminar or free webinar. And one of my best recommendations when you’re first starting is to offer some kind of a strategy session or free consultation so that you can have a one-on-one conversation and discover about what people are looking for to see if it’s a good match.

Once you get more skilled at that and you feel more confident leading teleseminars and webinars then you can move on to making a straight offer on your teleseminar or webinar.

(Now for a lot of people that sounds really scary but don’t worry ... you can get there eventually.)

It does take some time to master this but as long as you’re good at those one-on-one conversations you will still be golden here. This is a great way to get clients. Even just the teleseminar or webinar to a free consultation that can be a powerful way to get to six figures very quickly.

So the third way that someone might say yes is when you are speaking in front of a group of people. Now when I say speaking in front of a group of people most people get a little nervous and start thinking about talking to hundreds of people. But you can start with ten people at your local Rotary Clubs or Kiwanis or something like that.

When you’re speaking you have the opportunity to make an offer. An offer for somebody to continue to work with you and if you wanted to go ahead and do a paid offer you can. Most people start doing something free. Again the free consultation is a really great way to get started.

Alright so if you decide that this third way is how you are going to find that Point of Conversion and find enough people to say yes then you just have to get crystal clear about how many people do you need to speak to every month so that you get enough free consultations and people saying yes to your program to make your business work.

Now this seems simple, I understand, and yet once you make this decision it’s so clear about what actions you need to take. Now if you are not sure yet or you’re not quite sure what those steps are then we want to invite you to be our guest at an upcoming Client Attraction Summit.

Tell us what you think

February 22, 2017 by Sharla Jacobs

What To Say To New Clients When They Ask You What You Charge

If you’re like most coaches and holistic practitioners (and me when I started out!) you feel anxious talking about your rate with potential clients.

You may “anticipate…” Trying to guess what they’ll think about your rate while you’re connecting with them, starting to waver.

But guess what?

That’s not the best way to get an aligned YES.

There’s a simple way to stay in your value, overcome that sense of anxiety, and stay connected and present with your client during the conversation. Connection is one of your gifts and will help you with enrolling your ideal clients, especially when you know a few key things to say which is what today’s video is all about.

Recently, I was interviewing one of our members of our $10,000 Month Club who mentioned how Heartselling™ helped her hear YES more often.

She gets quite a few calls from her Yelp page using principles we teach about how to write so potential new clients are interested before they even pick up the phone.

She said when people call they often immediately ask, “How much do you charge?” She figured out when people are just “price shopping” they’re not likely to say Yes.

After over 12 years of teaching Coaches and Holistic Practitioners how to attract more clients, we’ve heard this over and over again.

There’s a way to handle this question that will help you create an authentic connection and understanding necessary to create a Yes, get repeat clients, and turn away those who aren’t the right fit.

Watch this short video to learn how to gracefully transition from the potential of a lost client into an opportunity to get a YES.

Feel free to ask your questions or make your comments below after you’ve watched the video.

Tell us what you think...

September 9, 2015 by Sharla Jacobs

How to Go From Lost Client to Loyal Client

It was 2003, when I first started my coaching and acupuncture practice...before Jesse and I started Thrive Academy.

I'm at a local networking event and I’m feeling pretty anxious about getting some new clients because the amount of money I was making wasn't even covering my bills.

I start talking to a woman who asks me what I do. I tell her I’m a licensed acupuncturist and she starts “leaning in." (You know that feeling when someone seems genuinely interested?)

Then she asks me, “How much do you charge?”

And everything comes to a screeching halt...

I sort of stand there like a deer caught in the headlights and then blurt out, “$60/session.”

I can tell she senses my awkwardness and just like that, it's all over...

No more leaning in and the connection we had begun to build is instantly gone.

She asks for my business card and hands me hers and then she walks away and, of course, I never hear from her again.

If you’re a coach or holistic practitioner and you’ve ever gone to a networking event, I bet this has happened to you at least once or twice.

After so many years of trial and error in our own businesses, Jesse and I have since taught over 25,000 coaches and practitioners how to gracefully transition from the potential of a lost client into an opportunity for a loyal client.

First of all, you should know that when this happens it’s actually a REALLY good sign. It’s likely they’re a good potential new client and interested in what you have to offer them. But if you handle the conversation poorly, you’ll lose them.

What’s the solution?

#1 Look for the Match

At the Client Attraction Summit we teach our signature system called, Heartselling™, which allows you to have an authentic conversation with a potential client that has them asking to work with you, rather than “hard-selling” them into a “yes”.

Taking the time to find out what they’re looking for is key to this successful approach. But when they ask, “How much do you charge?” before you’ve had the chance to see if you’re really a match, it can be awkward.

They don’t have all the information they need to make a decision…and you don’t want them making their decision solely on price.

The problem is that if you answer the question right away there isn’t any context for them to hear an answer that makes sense to their needs.

This is especially true for businesses that provide several offers or options for their services.

You have no basis for an answer and the potential client has no basis to make a decision.

If the person is just bargain shopping they’re not going to be a good client for you anyway, right?

However, this doesn’t mean the person CAN’T be a good client.

But if you answer their question about price right away, you may never know.

#2 Here’s how to go from lost client to loyal client

When you get this question too early in the conversation, here is what you can say: “It depends. I find that different people require different levels of support, so I’d like to discover a little bit more about what you’re looking for, so I can make the best recommendation.”

And then you schedule a free or low-cost consultation with them in which you can talk with them more deeply about what they’re looking for, where they are now and what’s missing for them in their life (or business or whatever is relevant to the service you provide).

You then share with them how you can help them, and make a recommendation based on your experience.

This is where the graceful transition from lost client to loyal client comes in.

With this approach you are able to find out if it’s a match for you and this potential client to work together. You’ll have ample time (and their full attention because they’ve committed to a session with you) to explain how you can help them, so that once they hear the price they can make an informed decision – one that is much more likely to be a “YES.”

#3 Now it’s your turn...

Can you see yourself answering a potential client in this way? How does it feel when you say these words?

It might feel awkward or evasive at first, but remember, you are simply opening the door for a more in depth conversation so that you can truly discover whether or not you can help this person.

Here are a few recommended action steps if you’re ready to give this a try...

1. Pick an upcoming networking event and circle it on your calendar

2. Practice saying the answer I’ve provided above out loud until you are completely comfortable with it

3. Role play this scenario with a mentor, buddy coach, or friend

4. As you’re getting ready to attend the event, release any attachment to the outcome. You don’t want to feel anxious or needy before you even walk in the door!

5. Relax and have the intention of being of service

Post a question or comment below to stay in community and share your experiences.