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November 20, 2014 by Sharla Jacobs

The 3 Ways to Get Clients to Say Yes

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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 to Get Clients to 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 now:

Tell us what you think

Filed Under: Client Attraction, Heartselling/Enrollment

September 25, 2014 by Jesse Koren

The Golden Rule of Heartselling

Over the last week, we've gotten several comments from people who were questioning our integrity AND our math skills. Ouch!

It all began with last week's email, where we shared one of the secrets that is responsible for our clients getting such great results. We shared about the one-month game our clients play between the first and second events of our programs. At the second event, we calculate the results our members got over the month of the game.

To illustrate the power of this game, we shared their results...

But these numbers didn't add up to 100%, people told us. Some accused us of not knowing how to add. Others said we were majorly padding our numbers.

Jesse picture for ezine sept 25

One big thing we appreciate about working with Coaches and Holistic Practitioners, is that we know you'll call us out if we ever stray from our integrity (and also tell us when we are bad at math, LOL).

Do we make mistakes sometimes? Yes.

But in this case, our math was correct, and our integrity intact.

And the results were accurate. Just not written in a way that made sense to some people.

After this hubbub, we realized why this confusion happened.

We broke one of the golden rules of Heartselling...

A rule that is, in many ways, responsible for the millions of dollars we've earned in sales.

This Heartselling Golden Rule is to care more about how your communication is received, than the communication itself.

When ordinary people communicate, they are so much in their own world, they hardly even notice how their communications are being received.

The role of the Heartseller is to, when talking (or when writing, in the case of last week's Ezine), be more aware of how the words are received than the words themselves.

If we had thought more deeply about it, we would have realized that most people assume that whenever percentages are listed, they need to add up to 100%.

We wouldn't have lost anyone if we had changed this (what we wrote in the blog post):

20% made $10,000+
34% made $5,000+
54% made $2,000+
84% made $$$
16% made $0

To this:

20% earned $10,000+ in new sales
14% earned $5,000-$9,999 in new sales
20% earned $2,000-$4,999 in new sales
30% earned $100-$1,999 in new sales
16% earned $0 in new sales

It's amazing how powerful this concept is. This little communication mistake might have completely broken people's trust in us.

Would you like to know what restores trust more than anything?

Instead of sweeping it under the rug and hoping people forget about this miscommunication, we are bringing it out into the light of day.

So, that is our intention in writing this article.

Is there a miscommunication happening in your life?

If so, it might take courage to bring it out into the open... but it will be oh, so worth it!

We'd love to hear your thoughts in the comment box below.

Filed Under: Heartselling/Enrollment

September 10, 2014 by Sharla Jacobs

How to Ask for Referrals Authentically

Sharla Jacobs

Every coach and holistic practitioner dreams of getting their phone ringing with people who were referred.

Why?

Because referrals come to the Heartselling conversation knowing something about your work and already interested in working with you.

Traditional sales training calls these folks, "pre-qualified." Meaning they have already raised their hand and said, "Yes, I want what you're offering."

These Heartselling conversations are much easier than starting from scratch where you have to figure out if they are a potential client and not just someone you're having a nice conversation with.

In our recent series about the 5 Elements of Heartselling, you discovered some keys to having a heartfelt conversation with potential clients so they practically talk themselves into working with you, if it's a good match.

However, if your phone isn't ringing, you won't have as many potential clients to talk with.

This is why today's video is about one easy way to get your phone to ring: asking for referrals authentically.

When most coaches and holistic practitioners start their business, they only have friends, family, teachers and peers to reach out to.

And they feel uncomfortable asking these people to support them with referrals...maybe because they're concerned about seeming salesy. In many cases, they have invited them to participate in something before and it didn't go as well as they had hoped.

The template in this video makes it easy to reach out to friends and family and learn how to ask for referrals authentically.

Watch the video now and let us know what you think in the comments below.

And if you found this video valuable, share it via email and Facebook with other coaches and holistic practitioners who also want to get more referrals.

Tell us what you think...

Filed Under: Client Attraction, Heartselling/Enrollment, Referrals

August 20, 2014 by Sharla Jacobs

The Wood Element: How to Ask Potential Clients to Work with You

The Wood Element

Most coaches and holistic practitioners are great at connecting with people. And they get excited to share about their work with a potential client. 

But they usually aren’t good at asking for the business.  (Other sales trainings call this “closing the sale,” but we prefer to say help potential clients make a commitment to themselves.)

Does this sound like you…

You’re talking with a potential client. She is leaning in... she gets what you do and how you can help her.  She knows how much you charge.  And you've danced with any concerns she has around money, time, etc.  

It's time to ask her to invest in working with you....  
But you don’t ask.

Instead, you shyly hand her your business card and say,
"Call me if you're interested."  

This is Frustrating.  Ineffective.  And Discouraging, right?

Watch today’s video on the Wood Element to help you change this immediately:

The good news is that once you get the 5 Elements of Heartselling™, it improves every aspect of your life... your dating life, your love life (if you're in relationship), your relationship with your kids...

And you'll have the security of knowing that you can quickly fill your schedule with high-paying clients.  

5 ElementsIn our last four blog posts, you learned about the first 4 Elements of Heartselling™:
Fire = Connection.  
Earth = Service.  
Metal = Acknowledgment.  
Water = Curiosity.  

Each Element is vital to your Heartselling™ Conversations with potential clients. 

When you understand how to use all 5 Elements in your Heartselling™ conversations, you’ll feel great while talking with potential clients and you won’t feel awkward or uncomfortable. You’ll avoid going into the “sales box” and your potential clients will want to work with you or send you referrals.

Now, if you do Heartselling™ right, the first 4 Elements should feel like foreplay (okay, maybe we’re taking the dating metaphor a little far, LOL).  

But most Coaches and Holistic Practitioners stop after the first 4 Elements.  

They avoid the 5th Element like the plague.  The 5th Element is the Wood Element and it's all about giving your potential clients a choice.

Watch the video above about how to use the Wood Element so you can gracefully ask a potential client to work with you.  And then leave a comment below to tell us what you think.

If you want to embody all 5 Elements of Heartselling™, so your potential clients practically talk themselves into working with you (and you learn some H-O-T strategies to get your phone ringing), we highly recommend you join us at an upcoming Client Attraction Summit. 

Full Scholarships to the Client Attraction Summit for a limited time.  

This means we are gifting YOU with a free ticket to this 3-day live event (which we've been selling for $997)! 

Apply for your FULL SCHOLARSHIP now

And if you’ve already been to the Client Attraction Summit, now would be a great time to share about it with a friend. Share this video with a friend via email and mention they can get a FULL SCHOLARSHIP to the Client Attraction Summit for a limited time.

By the way, we’re leading our last Client Attraction Summit in LA in September. So it’s more important than ever to share about the Summit with your friends in Southern California and people who prefer to fly into LAX.

Tell us what you think...

Filed Under: Client Attraction, Heartselling/Enrollment

August 13, 2014 by Sharla Jacobs

The Water Element: How Being Curious Can Build Your Client Base

ezine08-14-2014

The Water Element is one of the most powerful of the 5 Elements in our Heartselling™. 

Why? Because it’s all about how to use curiosity when talking with potential clients.

When you start using the Water Element, you’ll quickly start building your client base. Instead of trying to convince potential clients that they need what you have, you will ask specific questions that will help them talk themselves into working with you (if it’s a good match).

The simple questions you’ll discover on today’s video are questions your potential clients don’t get asked often enough. These are the type of questions that help your potential clients discover more about themselves while they simultaneously share about how you can help them.

They will feel so engaged with you...because very few people take the time to get genuinely curious about other people these days. 

The cool thing is that when you ask some of the questions you’ll discover in this video, they’ll literally talk themselves into working with you (if it’s a good match).

Watch the video now:

Who else would they want to work with but YOU, someone who will listen to them fully while they share deeply about their deepest desires and fears, right? 

After Dr. Lisa Cooney joined Thrive Academy Platinum, she stopped sharing so much about her degrees and accomplishments and instead started using the Water Element (read: more curiosity) in her conversations with potential clients.  It was after this that she had her first $39,000 Month!

Will YOU be our next success story?

Let us know what you think about the Water Element in the comments below.

Filed Under: Client Attraction, Heartselling/Enrollment

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