table of contents - amazon s3 · client requirement checklist ... your own heart and soul to get...

Who Am I Meant to Serve and What Am I Going to Offer? ©2016 Gina DeVee • [email protected] • 2

Table of Contents

Module at a Glance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Staying Connected to Your Desires and Identifying What Makes You Unique . . . . . . . . . . . . . . . . . . . 11

Get Clear On 'You' First . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

Ideal Client Examples from Divine Living Academy Alumni . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

Who Do You Desire to Work With? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28

Explore Your Feelings Around Offering Your Coaching Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40

The Psychology and Benefits of Offering High-End Coaching Packages . . . . . . . . . . . . . . . . . . . . . . . . 41

Positive Pricing Transformation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43

Don’t Be Afraid to Be the Expert . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

The Gallon and the Dixie Cup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46

How to Create Your Coaching Packages and Select Pricing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48Creating Multiple Packages . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50Coaching Package Examples . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51How to Select Prices for Your Packages . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52Create Your Packages with Ease . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 55Before You Begin . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56How to Break Up Your Work . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 57Over a Series of Sessions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 57

Go Straight To The Source . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64Interview Your Ideal Clients . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64

What Do You Want to Find Out? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65


Putting Your Ideal Clients, Packages and Pricing All Together . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72

Target Market Bonus Audios . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 76Your Reflections . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 76

Module Completion for Certification Track . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 79

Your Reflections . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 83

Who the Advanced Training Is For . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86

Be the Standout Coach For Your Ideal Client . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87

Client Requirement Checklist . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90

Refine Your Coaching Packages . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 93

How Are Your Business Materials Representing You and Your Brand? . . . . . . . . . . . . . . . . . . . . . . . . . 100

Create or Update Your Welcome Packet for Your New Clients . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103Create or Update Your Policies and . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 104Procedures Document . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 104Create or Regine Your Contracts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 105


Module at a GlanceWelcome to your module on identifying your ideal client and what you’re going offer!

The purpose of this module is to help guide you to identifying who you’d like to work with as an ideal client and what packages you’re going to be offering. Have fun exploring what you’re really good at, who you have a heart for serving, what problems you know how to solve and the offer you’d like to put out into the world. Know that this is a starting place if you are a brand new coach. You may or may not ‘hit the nail on the head’ so to speak in the next two weeks. Find a place to begin that you can move forward with and fine tune the more you share your message and work with clients. Your ideal client and packages will evolve, change, grow and become something new and different as you continue to grow your business.

There are many exercises in Module 3 that will help you: • Gain clarity on the ideal client you enjoy working with and are meant to serve• Discover your ideal clients' needs, wants, desires and how your unique gifts will serve

them• Understand the psychology of offering high-end packages and confronting your fears

and limiting beliefs about charging more• Strengthen your confidence in increasing your pricing by starting where you are and

allowing your financial frequency to grow naturally• Develop a high-end coaching package that lights you up and will have a massive

impact on the clients you serve• Understand how to price your packages in a way that feels authentic and is the

perfect price point for your ideal client• Create the foundational structures and boundaries that will ensure you are preparing

yourself for success in offering ongoing coaching packages

By the end of Module 3 you should have increased clarity on the following:• Who your ideal client is and why they would benefit from working with you • How to incorporate your unique gifts into a coaching package that has a massive

impact on your ideal client• The price for your coaching packages that feels right to you and will have your ideal

clients jumping to work with you• How to identify clients that are not right for you and why it is important to say no • Why charging more serves the ideal client by creating a higher level of commitment • Your coaching boundaries that will have you operating authentically and holding the

space for your clients to grow


For those of you who elect to move forward to the Advanced Track you will refine your:• Welcome Packet for new clients to complete• Policies and Procedures• Ideal Client Requirement Checklist• Packages so that you have a 90-day, 6-month and intensive package offerings at price

points that support you in getting to consistent $10k–$20k months


Introduction


IntroductionOne of the great joys in becoming an entrepreneur is learning how to attract the people who you love working with the most and who are grateful for your work.

When you know exactly who your ideal client is, you’ve done the research, and you’ve looked into your own heart and soul to get clear on who you are meant to serve – everything in your business becomes so much easier! Most decisions get made for you, from what your website will look like, to what your branding looks and feels like, to which packages you offer, to what price points they are, to what headlines you will write in a newsletter, to what the subject lines should be in your mailers…all of this will become clear once you know who specifically you’re serving.

It is such a delightful opportunity to have the time and space to ask, “Who am I meant to serve?” And to be clear about who your people are and the ways in which you desire to work with them.

By studying your ideal client, you can be assured to not make the expensive and time consuming mistakes that most in our industry suffer from.

Enjoy diving deep and studying “who” it is you are going to be spending your time with and dedicating your life to. I know that they will be blessed as a result of you taking the responsibility to be well studied and well researched on them and also well connected to you and your desires.

Everything you’re going to do in your business and in the Divine Living Academy is based on who your Ideal client is so it is an important step at the beginning of your time here that you get clarity on who it is you desire to serve.

Having coached people on this exact subject for over a decade now, I’ve noticed the ‘Ideal Client’ topic and decision making process in a woman’s business is where she tends to get the most hung up or stuck unnecessarily. If you go into drama or freak out you will sabotage your success. You must get to some degree and starting place of clarity.

Having said that, I know this for myself and 99% of my clients, that getting clearer on your ideal client is an evolution and I don’t know anyone who is super clear about their ideal client as soon as they start a business and decide to offer their first package. Most people go through a refining process over a period of time.

Here’s what I do know about you...

You know you want to coach people, that’s why you’re here and in the Divine Living Academy.


You have some idea of what area you want to focus on with your clients and in your business whether it’s in the field of health and wellness, life purpose or even general life coaching, business coaching, branding coaching, etc.

The less creative and the more clear you are in who your ideal client is the easier time you will have in attracting clients to work with you. Studies show that if you can explain what you do to a 10 year old then that means your marketing will be clear to the general public.

What that means is that you can start with something as broad as, "I’m a wellness coach who wants to help people lose 10 - 20 pounds”. What would typically be too broad is, "I want to help people lose weight”. Is it men or women you want to help and do you want to help them lose 100 pounds or 10 pounds? There are so many options. Is your approach to weight loss exercise based? Self-Love based? Nutrition based?

You don’t have to go as extensively as something like, "I help women entrepreneurs who are coaches lose 7–10 pounds in 30 days”. This is too specific.

The basic message here is that you DO have some idea and it’s time to find your ‘general sweet spot.'

My own progression went from...

• Helping men and women be king and queen in their life, to • Helping women be queen in their life, to • Helping women entrepreneurs becoming queen of their finances, health and relationships,

to • Helping women entrepreneurs becoming queen of their finances and relationships, to • Helping women entrepreneurs becoming queen of their finances.

For me, that came over a period of time. You can start selling packages even if you have a broad sense of your ideal client. The clearer it becomes over your time here in the Divine Living Academy and in future years the better. I still refine my ideal client model every single year!

You also get to change who your ideal client is throughout your time in the Divine Living Academy and in future years. There are many extremely successful women who have gone through the Divine Living Academy and for the first few months of the program thought they were going to be working with one sort of ideal client, went out and worked with them, then realized it wasn’t their tribe and then got clear on their tribe. They were able to do this through the process of selecting an ideal client and going out and working with them. You will find that the act of coaching clients is the best way to refine your ideal client and figure out who you truly desire to be working with.

The fewer changing and switching of your ideal client that occurs over the lifetime of your business, the easier it will be and the faster it will be to make money.

For anyone who might be feeling like you don’t know who you are meant to serve and have no idea...trust yourself!


You DO have an idea. You’re here for a reason. All of the exercises, questions and materials in this module are here to serve as a guide to help you get clear on who that ideal client is for you. You can’t fill this module in a right tor wrong way and we’re not looking for a particular answer in a box. This is about you using these exercises and resources to help you become clear on why you started a business and who it’s for.

What If I Am Brand New to Coaching?

For those that are unsure on who your ideal client will be because you haven’t coached anyone yet, that’s a very normal experience. You don’t know what you don’t know and what all of the options are, however, you know in your heart who it is you want to work with. Knowing yourself and your desires means you have some idea about the kind of direction you’d like to go in and you get to start wherever you need to start.

You won’t really know who your ideal client is until you start coaching people and seeing who your message attracts and what those people have in common and come to you to help them solve. If it is as general as, 'I'm a life coach who wants to help people improve their lives', you can start that generally and it’s an understandable place where many people begin. If you know you’d like to work with people on relationships, or health, or finding their life purpose or on their femininity or career transition, I'd say lean in the direction of that thing you think you might be interested in. At least it will be clearer, you’ll work with a few clients, see if you like the direction or not.

You’ve got to make it easy on your clients on being the coach for them. You get your process and journey so please let this be an adventure and not a frustration. Do not compare yourself to others who are more clear. Please empower yourself for put yourself in the game.


Who Am I?


Staying Connected to Your Desires and Identifying What Makes You Unique

Let’s start out by bridging the gap between the earlier exploration you did on your desires in Module One and connect that to discovering more about your ideal client. You have already taken the time to get clear on your financial, career and personal desires... and this is the foundation on which you will build your business. There is a link between your desires and the type of people you will work with in your business.

Success is not just about making a certain income or achieving certain levels of success. In order to truly love the life and company you are designing you must love the work you are doing and the people you are serving.

There are two main schools of thought on identifying your ideal client:

1. You can start by looking at the marketplace and see what is lacking and work to create products and services that will fill this void.

or

2. You can start by looking within yourself, your desires and passion as well as your life experiences and create products, programs and services you love that attract the exact type of client you desire to work with and serve.

For women like us in passion-based businesses, I know that starting from a place of your own desires is how to build a business that will be rewarding and completely authentic.

If you start by simply searching for a void in the marketplace, you risk creating a business that doesn’t excite you or light you up. You risk investing your time into a business you don’t truly love (and one that might get really boring to you really quickly). On the flip side, the work we’re doing here will also ensure that there IS a market for you as well. It’s not enough to have a great idea, if there are not people who will purchase from you. Discovering who your ideal client is, also includes them having the money to purchase your offers as well as valuing the offers to the degree that they will be purchased.

This is why we will start from your desires.

I am a firm believer in doing something out of passion with an honest and powerful voice. It doesn’t matter if there are hundreds of other products or programs similar to yours because you will find your very own eager and excited audience, and more importantly, they will find you and will leap forward to work with you.


There is no better marketing you can create and no better brand you can build than a woman who loves what she does, loves the clients she works with, and is truly excited about the work she is doing in the world.

Before you begin working through the exercises in this module on identifying your ideal client and creating your packages, let’s define a few terms that you hear tossed around and can be confusing:

There is a difference between a Target Market, a Niche, and an Ideal Client.

Target Market

A target market is defined as a unique group of people or businesses with a common desire or need, understand the value of reaching that desire and satisfying that need and are willing to invest money to achieve their desires and needs.

All three of these have to be present for someone to be a target because if there is no need or desire you will not get their attention very easily or if they do not even know yet they need or desire what you are offering they will not pay attention.

Target Market Example for a Health Coach:

In general, Sally is a health coach who helps women lose weight. Who Sally’s ideal client is will help to set Sally apart from every other health coach who helps women lose weight.

Sally the health coach first identifies various areas where she could offer services:

• Single women who are looking to tone up their bodies to feel more confident in attracting a man in her life

• New moms who are looking to lose the baby weight and get back to their pre-baby weight

• Middle Aged women who are 20 – 40 pounds overweight and are desiring a healthier lifestyle now that are reaching the second half of their lives

• Families looking to incorporate healthier meals and exercise into their daily routine as a family unit

In each case, although Sally is using her health coaching skills, each of these services would require different messaging, pricing and marketing strategies to reach those that have the need, know they need help and are willing to pay for getting that help. If Sally tried to use the same strategies across all four segments, her marketing would be far less effective.


Ideal Client

A subset of your target market that you most enjoy working with. Basically, a more narrow and specific version of your target market.

Sally the health coach whose target market is women who want to lose weight will need to identify and define her ideal client under the target market umbrella of women who want to lose weight.

By getting clear on the exact type of woman Sally desires to help lose weight, she will be able to more easily:

• Develop packages and programs that are in alignment with the client’s individual needs and desires

• Clearly define and communicate her message and the solutions she provides in her packages and programs

• Capitalize on what she is really good at and become known in the marketplace as the go to expert

• Target her messages to the people she most desires to work with and market her packages and programs in a much more effective way

• Learn to identify prospects who come to her who are not necessarily the best fit for her to work with in a coaching relationship

Niche

The service you specialize in offering to your target market.

For example, Sally and Jane both help women lose weight, but they serve different niches, or provide different services.

Sally helps women lose weight through healthy eating and nutrition and does not focus on exercise in her services.

Jane helps women lose weight through cardiovascular and muscle strengthening exercises and does not incorporate healthy eating or nutrition in her services.

“The aim of marketing is to know and understand the customer so well the product or service

fits him and sells itself.”Peter F. Drucker


Get Clear On 'You' FirstWhen identifying a target market and ultimately your ideal client one of the best places to start is with yourself. The people you desire to work with must have specific problems you know how to solve, needs you know how to meet and goals you know how to help them reach. You must know how to get your client from the ‘pain island’ they are on to the ‘pleasure island’ where they ultimately desire to be. Most people are not looking at ‘how’ you are going to help them get from ‘pain island’ to ‘pleasure island’, but rather that they know, like and trust you and understand your communication.

Knowing your natural gifts, unique talents, skills and abilities, educational and career background as well as your life experience is the best place to begin your exploration into identifying your ideal client and the type of services you will provide. Just because it seems glamorous and lucrative to become a business coach who coaches other coaches to grow their business is not a valid enough reason to become a business coach. If you have not grown a successful coaching business yourself, becoming a business coach for other coaches may not be the best direction to begin your coaching career.

The better you know yourself, the easier it will be to figure out who you can best serve and what that looks like.

Let’s begin by exploring what you are really good at and the problems you are equipped to help other people solve.

What natural gifts do you have that you desire to use in serving people?


What makes you feel strong and in your power as it relates to who would be an ideal client for you to work with right now?

What compliments do you hear other people giving you that you tend to take for granted?

What educational degrees, certifications, or life and/or other professional experience do you have as it relates to the people you desire to serve?


Based on your reflections and answers to the previous questions, what themes or areas of expertise are revealing themselves that you might be able to create a target market and ideal client around?

As a starting place for your business, in what specific areas can you help people most?


Ideal Client Examples


Ideal Client Examples from Divine Living Academy AlumniBefore you hone in on your own ideal client, take a look at real examples of women entrepreneurs so that you can see just how easy it would be for people to know exactly what they do and who they serve.

Take a look through the Ideal Client Examples from Divine Living Academy Alumni who have developed truly amazing businesses over the last two years. None of them began the program knowing exactly who they were going to serve and in what particular way. It was a process and one that they were willing to go through. We also suggest that you check out videos from some of the women below who have a message about their ideal client journey and just how far they've come. Notice how clear, concise and concrete their ideal clients are so that there is no question who they serve and desire to attract.

Example 1: Where Gina beganTarget Market: At the beginning, Gina’s target market was service-based women entrepreneurs (mostly coaches, but could be graphic designers, lawyers, etc.) that were making between $0 – $5,0000 a month and wanted to up-level to 6 figures.

Main Desire: These clients were working hard at getting clients. Gina showed them how to set up their systems and sell their services online.

Main Fear: Their biggest fear was that they didn’t know internet marketing and how to set up the online structures needed in order to reach a larger market.

Packages: Program was a 24 week program called “How to Create Your Online Empire” (step-by-step course to set up clients systems and get them to 10,000 a month) which is why it took off like wildfire.


Example 2: Where Gina is nowIdeal Client: Gina’s target market is beginning or experienced coaches who desire to work with high-end clients and make a minimum of six figures consistently as a transformational coach.

Main Desire: These are also coaches who value a chic and jetsetter life style, who enjoy fashion, fine dining, and travel, who desire to transform people’s lives (or businesses, health, or relationships), and also desire to make a lot of money, have a meaningful career, and live the finer life themselves.

Main Fear: Their main fears or frustrations are whether their services are “worth that much;” they’re concerned about whether they can really make 6-7 figures as a coach, afraid that there is not enough money or there are not enough clients for them. More specifically, they are afraid that there are not enough clients willing to pay the rates that they desire to charge. They fear that they can’t have what they want – meaning: fly business class, travel the world, and hire a housekeeper and private chef. They also fear that if they do make a lot of money they will have to work so hard that they’ll become masculine, burnt out and will have to work “too hard”.

Packages: The Divine Living Academy for women entrepreneurs who desire to earn a consistent $5k, $10k or $20k per month consistently.


Example 3: Rosie PatersonIdeal Client: Young corporate women who are really stressed in their hectic overworked lives.

Main Desire: Travel, money, purpose. In a word, Freedom

Main Fear: They know there is more to life than their beaurocratic career but they are scared to give up their "secure" careers.

Program/Package Offered: Become Your Own Boss 6 month coaching programme. It's the same curriculum in an info product (£1k), group (£3k) and private programme (£7.5k).

Rosie's Advice: Get specific. Dig deep into the demographic of the people you desire to serve – the more exact your group is, the more your marketing will resonate. Focus on finding their one main problem and develop a solution to it.

Example 4: Jessica NazaraliIdeal Client: Professional women aged between 23-35 in Australia, US, Canada and UK.

Main Desire: They want to know how to create a business which will replace their salary. Long term they desire to travel and be location independent, they want to live what I call the "It Girl Lifestyle" and also be able to give back to the world in a much bigger way than what they are currently - but their number 1 desire is make enough money to replace their current salary.

Main Fear: How to make enough money in their business that will allow them to leave their job and be a full time entrepreneur.

Programs/Packages: It Girl Entrepreneur - 4 month group coaching program. The price ranges from $3.5k - $5k.

Advice: There is nothing wrong with coaching clients for free to get started! By doing this you discover who you love working with and who you don't! Also target market research is your friend. If you don't know what to put in your newsletter, package or social media update ask potential ideal clients. They will tell you want they want.


Example 5: Joanna TurnerIdeal Client: She is a female entrepreneur, 25-45 years old, on a mission to make an impact on the world, she has been in business 6 months -3 years and is excited to travel more and live a more abundant life.

Main Desire: She is ready to breakthrough to the next income level, be it $5,10 or $20k months, to increase her rates, let go of the story keeping her small and the money blocks and limiting beliefs once and for all. She is looking for support, accountability and to create a winning mindset, as she is ready to step up as the leader in her business, build her team, outsource more and have more fun and time for her family and friends and finally have the life and business she deserves.

Main Fear: She has put in a huge amount of effort but is frustrated, overwhelmed, procrastinating and sabotaging herself, but wants it to work so badly and feels like she's on the edge of success and is doing everything 'right' and tried everything she can think of, but it all seems like a bit of struggle and she's maybe had pockets of success but still not seeing the income she desires. She's also still not completely comfortable being visible and has struggled with comparisonitis online and would rather just help people than put herself out there all the time. There is a worry that is this doesn't work out she might have to stay in her corporate job forever or go back to it and that terrifies her.

Programs/Packages: Business Breakthrough, a 4 month mentorship at $10,000. It has a 2 hr intensive and 10*45 min sessions.

Advice: Don't overly stress about it, as soon as you start coaching it will become clearer and clearer, the key is just to start. I would never have found my target market by just thinking about it, I had to get out there and start seeing what I enjoyed and was best at. Try and get known for one easy thing first and then you can branch out later, but establish yourself as the go-to person for that one thing and know it inside-out and back-to-front! Not getting clarity on your target market is a form of self-sabotage and a way to keep you small!


Example 6: Polly AlexandreIdeal Client: A woman in years 2-5 of business who desires to make more money, get out of overwhelm, enjoy a better lifestyle and take her business to the next level. She wants to create a luxury brand and loves beautiful things.

Main Desire: A brand they love, more money & a better work/life balance. To feel organized and in control

Main Fear: Make more money

Packages/Programs:

90-day Uplevel Programme – 2.5 Hour Intensive to start and 11 Weekly 45 min Skype sessions. £5,000/£5495 on Payment Plan

6 Month New Start Programme – 7 Hour In Person Intensive to start and 22 Weekly 45 min Skype sessions. £9,000/£10,370 on Payment Plan

Advice: Look at what you are passionate about, what you love to do in your life, and what life and business experience you have acquired to date. People will be attracted to you for who you are, and what you stand for, so express that in your brand. Think about what you have to offer and what you are passionate about and who that could support. Ultimately it will evolve along the way so just start from where you are at.


Example 7: Tina MarcellaIdeal Client: Professionals who want to master the art of Speaking Publicly.

Main Desire: My clients want to be free of the fear of getting up in front of others. They want to freely speak about their passion without fear of looking silly, or being judged. They want to be visible so to be seen by potential clients. They want to connect with their audiences in a genuine authentic way.

Main Fear: Fear being in front of people. Not be very visible to their potential clients. They fear videos and being in the spotlight. They fear looking like a fool. Their nerves are so unbearable and are literally debilitating, yet they know they HAVE to get up in front of people to get more clients.

Package/Program: 3 Month Fabulous Factor VIP Package. (2 hour Skype session + 11 strategy sessions) $4,500

Advice: My advice: Keep it simple. Do not OVERCOMPLICATE the process! Be genuine and people will be attracted to your energy and passion. Start somewhere, you can always add more programs later. There are 2 major steps that I found worked really well for figuring out my Ideal Client: I answered these 2 questions... 'What will attract the client?' and Why would anyone need this?' Trying to appease too many people can really confuse you. Pick one ideal client and focus on their needs. Explain what you do so that a 10 year old could understand it. Drop all the Coach talk, about purpose filled lives, stars that you will capture from the night skies, and helping people find their visions of who they are in the mountain air and JUST GET TO IT! WHAT DO YOU DO? And finally, you have about 3 seconds to get someones attention on social media. So you have to be quick and to the point.


Example 8: Chrissy Brady-SmithIdeal Client: Woman entrepreneur age 27-35 who has a successful business, but the woman behind the business is suffering and calling out for emotional support because she's burned out and no longer inspired by her message.

Main Desire: She wants to learn how to manage her emotions so she can break through her upper limits of success and happiness and deliver her message with unwavering faith.

Main Fear: Fear and self doubt continually take her out of the game which negatively impacts her happiness, femininity, and messaging.

Package/Program: The Wild Woman Entrepreneur: 90 Day Life Coaching Package. 12 weekly 1 hour sessions. Investment: $5,000

Advice: Let your target market evolve, sister. Start somewhere, trust your gut and inner wisdom. Imagine what you want to be known for and the impact you want to have on the world, and let that be your guide. When you own what you stand for and your "why" rings through your copy, your work will be magnetic, authentic and oh so attractive to the future clients who are WAITING for your offerings and teachings. The happier you stay during this process the better. Your stress will not find your target market, your JOY will!


Example 9: Lexi D'AngeloIdeal Client: Go-getter coaches who are ready to break out of the cookie cutter mold and claim their unique magic so that they can create massive impact and income in a way that feels aligned with their core truths and desires.

Main Desire: They desire to be so lit up in their business and master the top business strategies in a way that feels enchanting and expansive. That alone is not enough though. They are also extremely called to dive deeper into the more esoteric realm that speaks to their soul’s calling. They're fiercely committed to evolving from coach to empowered leader and living a life full of abundance and authenticity. And of course, don't forget the fun :) They believe that the journey is meant to be just as enriching and pleasurable as the destination and they are passionate about infusing a sense of magic into everything they do.

Main Fear: At the moment, they’re in a rut in their business and are lacking some serious passion for what they’re doing. While they’re making some money in their business, it’s not consistent and it’s not happening with the ease and flow that they desire. They’re also feeling overwhelmed by all the information and tactics out there and are far too focused on what everyone else is doing. Ultimately, they’re struggling to really feel into what lights them up and what makes them unique so they can standout in their industry and make competition irrelevant.

Package/Program: The Experience. $15,000. A 6-month private coaching deep dive.

Advice: Stop looking outwards at what everyone else is doing in the industry and instead, tune inwards and feel into what genuinely lights you up. Be unapologetically you, because the reality is, there’s no one else like you out there and this unique magic is what’s going to set you a part. Also, be sure to get out there and engage with your people. Nothing is going to happen if you sit at home thinking about your target market. Reach out, get on the phone and get talking! Once you do this, you’ll be able to get a clear sense of who it is you LOVE working with and who it is you really don’t care for.


Example 9: Katie PhillipsIdeal Client: Driven, successful women who do not feel a success in their personal life.

Main Desire: She desires to know and love herself, to master her thoughts and emotions. She wants freedom to be the woman she is meant to be and she seeks her worth so that she may add value to her experience of life. She is ready to do the deep inner work once and for all so that she may truly know herself and feel connected to a deeper purpose. Free, empowered, in control, balanced, positive, happy, worthy, connected, joy, pride, self-love.

Main Fear: There is an urgency about her level of emotional discomfort and she has very little sense of knowing herself. She feels like an emotional yo-yo, is exhausted by the noise in her head and from 'keeping up appearances'. She suffers huge guilt that the people she loves most do not get the best of her, despite her drive to making them happy. Much of the driving force behind all of this is a belief, 'I am not good enough' which fuels strong patterns of co-dependent behavior (looking outside of herself for love, appreciation, worth and significance).

Package/Program: The 90 Day Self-Love Affair – £4,500 * 1 Day Intensive (held at a high end spa) * 8 x 1 hour coaching calls over the phone or Skype

Advice: For me, the key was getting up close and personal with my own story and noticing that my ideal client is 'me 10 years ago'! I have healed and have moved from not knowing myself and believing that life is meant to be hard and that I am meant to struggle emotionally to experiencing life as joyful, abundant and safe. My journey was to learn to love myself and I have achieved a level of emotional & mental mastery that other women deeply desire too. So, I take myself back to how I felt and what I desired and what I wish someone could have offered me – and I offer that.


Get to Know Your Ideal Client


Who Do You Desire to Work With? As you work through the next target market and ideal client exercises strive to provide specific answers to the questions that you will see. The purpose of this exercise is to get you to think more deeply and more specifically about your ideal client, what their needs are, how you can best serve them, and to make sure that they are willing and able to pay for what you have to offer.

As you move through the exercise and answer the questions to become more clear on your ideal client, think about what it would be like to have ten of the most ideal client. Answer your questions as though you are designing that one most ideal and perfect client. Keep in mind that it is best to go narrow and deep rather than casting a wide net. As you go through this wonderful discovery process, keep in mind where your ideal client desires to be by the time they have worked with you. What is it that they are looking for? In what areas do they want to grow? Who do they want to become? What do they want to accomplish? Ultimately, THIS is what you are helping them achieve!

As you continue to research, work with and learn more about your ideal client you will come to know more about them than they even know about themselves. The more you know about your ideal client the easier it will be for you to create a marketing message and share that message in such a way that attracts your ideal client to you. They want to know that you ‘get them’.

The questions and prompts you see below cover two focus areas: demographics and psychographics.

First, there are demographics, data that examines things about a group of people like:

• Gender• Age• Education• Income• Home ownership• Employment

• Marital status• Family lifestyle• Ethnic background• Location• Languages

Secondly, you’ll need to look at psychographics, which includes things like:

• Personality• Values• Attitudes• Opinions• Interests• Lifestyle


Think of psychographics as “social research.” When you merge together the demographics with the psychographics, you’ve got a great amount of information about your Ideal Client, and you can more easily begin to see patterns reveal themselves.

If you are looking for demographic or psychographic information about a group of people, just type “how to obtain demographics” or “how to obtain psychographics” into Google and go from there. This is one way you’ll find the perfect websites containing the best marketing information for your target market segment to conduct more in depth research.

The questions on the following pages are meant to help you get in touch with and/or fine tune who you desire to work with. You may not know the EXACT answer and that’s okay. If you feel like you are getting ‘stumped’ on any categories or questions look at it as an opportunity to do some more research on your ideal client and continue to explore who you are meant to serve.

Depending on who your ideal client is and where you're at in terms of clarity on your ideal client, some of these questions may not be completely relevant. You are not being asked to be a good student and fill in every box. Use what will BEST serve you right now.

1. Start by making your ideal client a person and giving him/her a name to make this experience and your actual ideal client more real for you. What is your ideal client’s name?

2. What is the approximate age or age range of your ideal client?

3. What is the relationship status of your ideal client? Are they single, married, divorced, etc? Provide a more detailed explanation of where your ideal client is at in terms of his/her relationship.

4. Does your ideal client have children or not? If so, how many? If not, do they desire to have children?


5. What type of career does your ideal client have?

6. What is the religious and/or spiritual background of your ideal client?

7. Where around the globe does your ideal client live?

8. Does your ideal client live in the city/country/suburbs? And in what type of home? Single family, condo, etc.? Do they rent or own?

9. Describe your ideal client’s typical daily routine during the week days.

10. Describe how your ideal client spends their time on the weekends.


11. Does your ideal client travel? If so, how often and where to? Do they travel for pleasure or work?

12. What does your ideal client feel overly insecure about in their lives right now?

13. What does your ideal client feel confident about in their lives right now?

14. What keeps your ideal client up at night? Why do they wake up at 3:00 am in the morning worrying?

15. What are the three biggest stresses in your ideal client’s career?


16. What are your ideal client’s three biggest stresses with money?

17. Where does your ideal client desire to be in terms of growth one year from now?

18. In what areas is your ideal client really skilled?

19. What will your ideal client NOT buy from you? Example: A 33 year old mother of two who lives a healthy lifestyle is back to her pre-baby weight but desires to tone her muscles and go from a size 6 to a 4 isn't going to buy services from a health coach who helps women lose 20 pounds by teaching them about exercise and healthy eating. She's already got that down and is probably looking for a personal trainer of some sort.


20. How does your ideal client make their buying decisions? (i.e. emotionally, permission based with spouse, impulse, sleep on it)

21. What fear or frustration would your ideal client gladly and quickly pay to have go away?

22. 80% of people think in a ‘moving away from’ mindset. For example, they might think ‘I want to get out of debt’, ‘I want to lose the weight’, ‘I want to leave a job I hate’. 20% of people think in terms of ‘moving towards’. For example, ‘I want to become a millionaire’, ‘I want a JLo body’, ‘I want to start a business and make money doing what I love’. Is your ideal client a ‘moving away from’ or ‘moving toward’ person, or a little bit of both? Describe what they are moving away from and/or towards and explain your answer.


23. How does your ideal client feel about themselves on a physical level?

24. How does your ideal client feel about themselves on a spiritual level?

25. How does your ideal client feel about themselves on an intellectual level?

26. How educated is your ideal client and in what area(s) are they educated?


27. Is your ideal client an extrovert or an introvert?

28. Does your ideal client value health? What health products/services and brands do they like, use and purchase?

29. Does your ideal client value lifestyle? What lifestyle products/services and brands do they like, use and purchase?

30. Does your ideal client value their personal appearances? What personal appearance products/services and brands do they like, use and purchase?


31. Does your ideal client value personal development? What personal development products/services and brands do they like, use and purchase?

32. What is your ideal client’s disposable income? (They could be making six figures but if their expenses match that, they’ll have no money to spend.)

33. Does your ideal client have a strong or weak level of wealth consciousness?

34. Do you have any interests or hobbies that might connect you with your ideal client?


35. What other coaches in the coaching industry might your ideal client be paying attention to or interested in working with?

36. Describe your ideal client AFTER she works with you. Where do you want your ideal client to go and how do you want them to grow?

37. After completing this series of questions you are starting to shape your ideal client and become more clear on who he/she is. What conclusions can you make about who your target market and ideal client is?


38. Why are you the right coach for this ideal client?

39. Why is this person the best ideal client for you to coach?


Package Your Brilliance and Transform Lives


Explore Your Feelings Around Offering Your Coaching ServicesLike I've mentioned in the pages over and over again in the Ideal Client section of this module, you DO know who you have a heart for serving and the skills, knowledge, experience and passion to back up your message and the work you're going to do with your ideal clients. Remember, your ideal client will be an evolution. Allow yourself to enjoy the process of sharing your message, building relationships with people, coaching your clients, receiving feedback from prospects and clients, growing your community and navigating the ideal client waters. We could spend this entire course thinking about, writing about, brainstorming and doing exercise after exercise on who your ideal client is going to be. At some point you have to make a decision to move in a particular direction and see what happens. The only way to steer your car is if it's in motion. The BEST way to identify your ideal client is to speak with people, build relationships, share value, offer your packages and ultimately work with clients.

So, in the spirit of moving on and setting you up for success so that you can confidently grow your business and do the work you are destined to do, we're going to take a look at the packages you will offer to your ideal clients. Without some sort of offer, how will people do business with you as a coach? Your ideal client and the service (or package) you provide them go hand in hand. Again, keep this process simple and free of any complexities that will over complicate a topic that is here to support you grow your business, make more money and live the lifestyle you desire.


The Psychology and Benefits of Offering High-End Coaching Packages

When you’re new to starting a service based business or transitioning from offering single sessions to providing full packages of services, a lot of questions will probably arise for you. Some of these questions may include:

• What can I accomplish in a specific amount of time?• What are my clients expecting of me?• What is a realistic price to set that also honors my own investment of time, energy and

support?• How can I construct my packages in a way that makes them irresistible?• How do I best communicate the client’s responsibilities in relation to my own?• Why is a package better than single sessions?

The purpose and benefits of offering coaching packages include:

1. Abundance Mentality: You’re serving a higher-functioning clientele who has an abundance mentality—at least on some level. When a client is willing to pay out of pocket for services, this means they have a certain level of wealth-consciousness already, and they also have the ability to pay out of pocket—or will find a way. These are clients that are starting off on a higher frequency and this allows you to perform at a higher level as well.

2. Customization: High-end packages allow you to customize and personalize your approach. A person might need more time in a certain area of their life or business than another person does. Your increased personal attention ensures that not only do you see these differences with greater ease and clarity, but that you also have the ability to tailor your approach to that individual, resulting in the highest efficiency of time and energy for you both. With high-end packages, you and your client are coming together to work at your highest levels. So exciting!

3. Commitment: Another benefit of high-end packages is that you get a higher commitment level from your client. The clients who are ready to make the commitment in the larger packages are the ones who are more likely to take personal responsibility for their success and bring you the most joy. Committing to the time and money is a sign of those who are really available for change.

The truth that most service professionals need to realize is that you can’t change someone’s deep issues in one or two sessions. You can create shifts and new insights and offer some tools, but true change takes a real investment and commitment over a period of time. For most people it took years, if not decades, for their current wounds, frustrations and blocks to be created. It will most likely take a series of sessions for them to truly habituate the change you’ve taught them so their issues can be resolved. There is a space between knowing something intellectually, and actually integrating it into the self. Efficiently bridging that gap is what high-end packages are all about and they provide the time for both education and embodying the new way of being.


High-end packages provide a structure for success that single installments simply can’t match. Your client receives the benefit of extensive, in-depth work with you, at a price that is all-inclusive for their goal. And you receive the benefit of having time to explore your work in full with your client.


Positive Pricing TransformationMany times, when we begin develop, create and price our services, especially the high-end ones that come with a higher price tag, we begin to have some feelings of being undeserving or inadequate come up. You may feel undeserving of what you’re charging. Or you could feel inadequate about being able to implement these high-end offerings. Explore your feelings below and begin to jot down some prices that you feel are a vibrational match to your current financial frequency.

And allow yourself to be RIGHT WHERE YOU ARE AT! Every woman in this program and every coach before you had a starting place. For some coaches that was to start with free sessions, for others it was to offer $50 sessions, for some it was a $1,500 90-day package and for others it might be higher. Every frequency is okay because it's where you are at in your own journey and process. By doing your own personal development work and continuing to study business and move the needle forward every day, your financial frequency will increase, therefore, lifting your prices to new levels throughout the course of this year and the lifetime of your business.


When you begin to worry, a best practice to cultivate is to immediately challenge those thoughts with your deep personal truth. Indicate your worrying thoughts and personal truths in the space provided below. There are a few examples to get you started.

Worrying thoughts Personal truth

No one will want to pay for my packages I have something extremely valuable to offer the world and there is an overflowing of abundance that says my packages are worth this amount!

I’m a fraud I am offering high-level transformational services that provide a wealth of abundance in the lives of my clients. Any thoughts that I am less than that is just my fear, and not my truth, speaking.

What if I can’t help them? What if they don’t get the result?

It is my job to offer my client the necessary tools, encouragement, and support necessary to create a meaningful transformation in her life. However, it is the client’s responsibility to take action. Much like the old saying “you can lead a horse to water, but you can’t make him drink”.

Worrying thoughts Personal truth


Don’t Be Afraid to Be the ExpertAs service professionals, we tend to naturally be kind and warm. It is common for us to want to avoid directly confronting our clients with what to do, and instead we try to cooperatively nudge them in the direction they want to go. Often in doing this we end up keeping from the client what they most need—leadership, clear instructions, and solid direction.

If you as the coach do not take the leadership role, you can end up putting your clients in the leadership role by allowing them to dictate the course of action, when really they are coming to you for leadership. If your clients wanted to lead themselves, there would be no point in signing on with a coach. Rest assured, they have come to you for leadership and guidance. They have chosen you over someone else because they desire your specific approach, your essence and your vibe. Remember, you are the expert in what you do. Beyond the education, experience and intellectual skills, being an expert is an attitude. It is simply having full confidence in yourself and your skills as a professional.

This is no time to doubt yourself, or focus on what you “don’t know”. This is the time to stand in your power and provide all that you do know to your clients.

As an expert you need to take responsibility for knowing and saying out loud approximately how long you need to facilitate the work (if asked), and not be afraid of losing a client because they aren’t willing to invest the time and money. For those of you just beginning, on average people need a minimum of 12 sessions, to create even a small amount of change. And of course, this is a rule of thumb, not an absolute. The number of sessions does depend on your specific profession. You need to know the norms of your field, and also include a disclaimer that every client is different and will yield different results. For those of you who are experienced coaches and have worked with many clients in a 90-day package format, you may be in a place to offer full day intensives and 6-month coaching packages to create real, long lasting change in the lives of your clients.

****Please consult your attorney about the legal disclaimers appropriate for you. This is one reason why it’s important to have a relationship with an attorney.


The Gallon and the Dixie CupMost clients will come with a gallon (equivalent to almost 4 liters) of issues to work in a single 30 or 45 minute session. The problem is that too often they try to cram that gallon into a single Dixie cup (a single session or just a few sessions, or even one day). It’s just not possible to resolve all issues in too small of a container or too short of an amount of time, and it is important for them to understand from the beginning that a gallon will never fit into a Dixie cup.

Well-meaning coaches burn themselves out very quickly because they sink to the level (co-dependency) of trying to just please the client by overly accommodating them and trying to stuff many sessions of work into a single session, or by going over session time week after week. Neither of these scenarios honors you or your client’s potential to grow. If a client comes to you at the beginning of a 30 minute session and desires to cover 10 topics and you stretch your session out to 60 minutes to cover all 10 topics, not only have you broken your own boundary, but your client more than likely will hang up the phone in overwhelm and return to the next week's session having only implemented a fraction of what was covered in the session.

A key component to developing high-end packages is your ability to work in-depth with your clients over time. This means delving into each issue and then circling back to reconnect it to the larger themes you are exploring through your time in a coach and client relationship.

Have you ever tried to fill a gallon with a Dixie cup in your own personal growth work? How did it feel? What happened when you tried to do too much too soon?


Creating Your Coaching Packages


How to Create Your Coaching Packages and Select PricingStep 1: Determine how much coaching to offer in a single package.

Based on your area of expertise and ideal client, how much coaching will best support your clients in achieving their desired results? If you are brand new to coaching, start where you feel MOST comfortable.

For Beginners: I highly recommend that you begin by offering two packages, a 90-minute Skype Intensive and a 90-day Coaching Package.

For the Experienced: If you are already earning a consistent $5k or more per month I recommend that you focus on three package offerings, an Intensive, 9-day coaching package and 6-month coaching package.

In the space below indicate which package(s) you are going to offer for the next 90-days to 6 months in your business? (ex. 90-minute Skype Intensive, 90-day coaching package, full day intensive, 6-month coaching package)

What will be the length of each session in your package(s) and why? (ex. 30 minutes, 45 minutes, 60 minutes)


Step 2: Determine additional features or services, if any, you will provide along with your coaching package. You are not required to incorporate any add ons to your package. It is fine to go with a 90-day package, meeting once a week for 30 or 60 minutes.

Some examples might include, but are not limited to:

• email support• initial assessment• written coaching session reports• other services in addition to coaching your are experienced or certified in• Skype intensives throughout the package (ex. a 90-day coaching package might start with a

3 hour 1/2 day intensive)

Are there any ad-ons you might like to explore incorporating into your package(s)?

Step 3: Price your coaching package.

When setting the pricing of your coaching package consider the following to help you determine what will work best for you:

• target market and niche (what level will they invest at)• your background and experience level• what’s included in your package• your own income goals

You will have an opportunity as you work through mapping out your own packages to determine pricing.


Creating Multiple PackagesBeginners: Up to this point in the Divine Living Academy you have heard about and studied the importance of focus and keeping things simple. There is an incredible amount of power in focusing on ONE area for a particular amount of time. If you are brand new to coaching or have yet to sell your first coaching package, start by offering a 90-minute Skype intensive and/or a 90-day coaching package and stick to the price point until you are confident in raising them.

Get really good at setting up the systems and structures to attract ideal clients. Get really good at offering and filling discovery sessions. Get really good at conducting sales conversations. Get a few clients under your belt. Once you have a steady stream of discovery sessions that are leading to paying clients, THEN you can consider developing more packages and/or increasing your package rates to serve a wider range of people. There is plenty of time to create more coaching packages that are different amounts of time and at various price points.

Until you are more clear on your ideal client you’ll want to stick with one or two simple offerings including a 90-minute Skype Intensive and/or a 90-day coaching package. Once you are clear on your ideal client and have given yourself the opportunity to see who you enjoy working with as well as who you most attract you’ll then be able to expand and grow more quickly.

Experienced: If you have been in business for a while, are making consistent $5k+ months and have worked with clients in the past in a coaching capacity and are comfortable with your current offerings you can look at offering multiple packages.

For those of you who have attracted a variety of ideal clients who are at different levels of commitment AND you are extremely clear on your who your ideal client is. you may want to start looking at offering a higher priced, medium priced and lower priced option. This allows you to serve a bigger segment of your target market.

The different packages and price points offer your potential clients different ways to work with you based on their commitment level, experience level and financial availability to invest in their growth.

Here are some examples of what the structure of your offerings might look like:

Entry Level Coaching: Group Coaching Mid Level Coaching: Private One Day IntensiveUpper Level Coaching: 90-day coaching package and/or 6-month coaching package

RECOMMENDATION: Only launch a group coaching program if you are maxed out and can no longer take on more private clients. For most people this is somewhere around 10 – 15 private clients at a time. It is also important to have a consistent and sustainable income coming in monthly through private clients before launching a group program.


Coaching Package ExamplesFor Beginners

Example #1: 90-minute intensive Usually lasting 90-minutes and creates a container to laser focus on a certain area or topic. This type of package can be conducted in-person or via Skype.

Example #2: 90-day package, weekly sessionsUsually consists of 12 sessions. Each session can last 30, 45 or 60 minutes.

Typically the coaching will focus on 3 main goals or outcomes for the 90 day package.

Example #3: 90-day package, weekly sessions + ½ day intensiveUsually consists of an initial ½ day intensive to kick off the package followed by 10 weekly sessions of 30, 45 or 60 minutes in length. Typically the coaching will focus on 3 main goals or outcomes for the 90 day package.

For Experienced

Example #4: Full-day intensiveUsually lasting 6 – 8 hours and creates a container to laser focus on a certain area or set of topics. Typically a full day intensive is conducted in-person. If you feel that your home offers a luxurious and on-brand setting and you desire to host your clients in your home you can do so. If you prefer a setting outside of your home, a hotel that is on-brand for you works quite well and creates a beautiful experience for your clients.

Example #5: 6-month package, weekly sessionsUsually consists of 24 sessions. Each session can last 30, 45 or 60 minutes. Typically the coaching will focus on 3 – 5 main goals or outcomes for the 6-month package.

Example #6: 6-month package, weekly sessions + full day (or ½ day) intensiveUsually consists of an initial full or ½ day intensive to kick off the package followed by 20 - 24 weekly sessions of 30, 45 or 60 minutes in length. Typically the coaching will focus on 3 - 5 main goals or outcomes for the 6-month package.

Example #7: 4-month package, weekly sessions Usually consists of 16 sessions. Each session can last 30, 45 or 60 minutes.

These are examples and not ‘have-to’s’! You are more than welcome to create any combination of packages you desire.


How to Select Prices for Your PackagesOf all the decisions that coaches need to make, coming up with packages and pricing is one of the most important! There are numerous variables that influence pricing that you’ll become more aware of as you and your business grow. If you are just starting out, keep this process as simple as possible. There is no right or wrong package or price. There is no elusive pricing formula that you don’t know about. At first just go with your gut and do not over analyze your decision. You’ll have plenty of time to adjust your prices, raise your rates and adapt your packages to the clients that you most enjoy and desire to work with. You get to change your mind, your packages and your pricing in the future! Just because you go in a particular direction right now doesn’t mean you can’t change, grow and evolve throughout the course of the year.

In terms of pricing your services, I recommend that you price by the package for the purpose of making your income more stable and predictable and attracting higher-end clients who are fully committed.

Beginners: If you are a new coach and don’t yet feel comfortable or confident in charging what you ideally would like to charge in the future, choose a lower fee that you do feel good about. Coach a handful of clients at that lower fee and then raise your rates until you reach your ideal price point.

Some of the most successful Academy members in the past started coaching for free and ended the year making 6-figures.

Experienced: If you are an experienced coach and have a proven track-record of helping your clients achieve results, set your rates so that you achieve your income goals, even if you have to stretch your comfort zone.

When my wealth consciousness was quite low, yet I was well educated, experienced and had been a therapist for a few years, I discovered success coaching. I saw a coach online charging $10k for a one-day intensive, and many clients were signing up at that price point.

I checked in with my intuition and asked, “How much am I meant to charge right now for my own one-day intensives?”

What I heard was, “$1k”. And that is what I charged, and attracted my first one-day intensive client within one week, and sold the intensive.

Even though I was more educated and experienced than the coach I saw online charging $10k, she had done the wealth consciousness work that I had not yet started. That was why she could charge the $10k and get it.

I’ve learned to “be where I’m at” and that this advances me quickly. As soon as I charged that $1k and got it, I immediately raised my rate and the next intensive was $1500. So factor in where you


are at with your frequency, wealth consciousness, experience, education, talent and otherwise to come up with your package prices.

What financial frequency are you at for the packages you are thinking about offering? Remember, beginning coaches start out with a 90-minute Skype Intensive and/or 90-day coaching package. Experienced coaches can look at offering a Full Day Intensive, 90-day Coaching Package and 6-month Coaching Package.

How does your body feel at this number for the packages you'd like to offer?

What must you believe in order to move forward with offering your coaching packages to ideal clients at this/these price points?


Who is the woman and entrepreneur you need to become to move forward with offering your coaching packages to ideal clients at this/these price points? What have you discovered about yourself, how you value your time, and your feelings about money while pricing your coaching packages?


Create Your Packages with EaseA few tips before you get started!

Tip #1: When designing and creating your coaching packages, keep in mind that people are not out therethinking about and searching for where they can purchase the best 90-day coaching package that includes 12 coaching sessions. Any coach can offer 90 days of 12 coaching sessions on any topic. People, just like you and I, are thinking about the problems they are facing and desire to solve as well as the direction they desire to move toward. They are thinking and saying specific words, phrases and are focusing on certain topics. They are searching for and expect benefits (like losing 20 pounds) more than they are searching for and expect a particular set of features (12 sessions that are each 30 minutes). Ultimately, your clients do not care as much about HOW you are going to get them there, they care about the particular result and outcome you are going to help them achieve.

Tip #2: Remind yourself of what you’re really great at…your natural gifts, unique talents, learned skills, knowledge, passions, education and life experience. This is not the time to dive in and create a coaching package on a topic you do not know much about, are not familiar with or are not confident in knowing more about than the people you desire to attract.

Tip #3: Your expertise in a particular area must be at least ONE STEP ahead of your client’s.

Tip #4: Go where you are wanted, not where you are needed.

Tip #5: You get to develop your own style of coaching. There isn’t only one right way to coach and work with clients.

On the following pages, you will see two different coaching package examples. These are just examples and you are not required to structure your packages in the way that they are laid out in this packet.

The way the examples and your next activity is structured is to help you identify the areas in which you have the expertise to coach someone. Oftentimes, what we find is that the way you help someone get from where they are to where they desire to be (to reach a particular result) they end up following a process or set of steps to get there.

For example, if you are helping brand new coaches start a coaching business, there is a particular sequence that will best support the client. Usually, that process begins with getting clear on desires, identifying and overcoming limiting beliefs, gaining clarity on the type of business you desire to start, target market clarity, developing packages, so on and so forth. As the coach working with a brand new client who is starting a coaching business, you would not begin by helping the client determine their marketing funnel.

Your coaching sessions will largely be client-driven and you will focus on the areas your client desires to focus on. At the same time, your client has come to you to support them reach a


defined goal or set of goals. If you see that your client is jumping ahead or going in a direction that is not going to help her reach her goals, you can more easily bring them back on course.

Another reason why the example packages and exercises that follow are structured in the way they are is to help you see the BENEFITS you offer. Remember, clients are looking to purchase a transformation. They are looking to purchase benefits, not a 90-day package of 12 sessions.

For those of you who are experienced coaches making at least $5k+ per month consistently, there are additional examples in the Advanced Track section of this module.

Before You BeginStep 1: Read through the coaching package examples you see on the pages that follow. These are just examples and are not meant for you to copy and use as your own. You have your own set of expertise, experience and process.

Step 2: Journal about anything you might be worried about, fearful over as well as what you desire to create and ask for Divine guidance.

Step 3: Go with what you know! This is a time for you to focus on the people you desire to help and the area in which you desire to help them. Always return to what you know most about and know how to do better than your clients.

Step 4: Get a rough package outline on paper. You aren’t looking for perfection at this point and you must give yourself the opportunity to start somewhere. This is your starting place. You can adjust and make changes the more you share your message, have sales conversations and begin working with clients.


How to Break Up Your Work Over a Series of Sessions

90-Day Coaching Package Example

Full pay plan: 2500 Partial pay plan (how many payments of X amount): 3 @ $1,000

Specific goals of this package:

Detox Your Money Blocks: 90 days, one-on-one, via phone, 45 min sessions

Breakthrough the 5 major money blocks so clients can clear up any issues that might get in their way of making money which will lead to bringing in consistent clients, receiving money for the services being offered, raise their rates and increase their cash flow.

Week Segment Topic/Focus Segment Goals Segment Homework

1

Assessment, Intro to program, Get clear on clients goals for next 90 days

Identify clients goals for 90 days, create expectations, review assessment packet

Choose a daily wealth consciousness book

Start collecting images for vision board

2

Money Block #1:

Desperation Rumintation

Begin exploring Desperation (fear)

Share emotions map

Fear list

3

Money Block #1:

Desperation Rumination

Begin exploring Desires. Teach how to switch fears to desire (similar to byron katie’s “the work”

Desire list

Practice switch fear to desire

Create desires vision board

4Money Block #2: Toxic money beliefs

Explore toxic money beliefs. Explore positive beliefs too.

Deeper self-exploration of money beliefs.


Week Segment Topic/Focus Segment Goals Segment Homework

5

Money Block #2:

Toxic money beliefs

Go deeper on toxic money beliefs and get clear on the impact they have on ability to make desired income level

Reframe toxic money beliefs into positive money mantra’s. Read daily.

6

Money Block #3:

Money Trauma. Money Drama.

Explore history for traumatic money events in family of origin, events like divorce, bankruptcy, etc

Create a personal healing ritual/exercise to release money trauma

7

Money Block #3:

Money Trauma.

Money Drama.

Explore current money drama (debt, money arguments with spouse, unpaid bills, overindulging, underindulging)

Clean up money drama: Organize bills, get clear on debt, hire accountant, talk with spouse, etc.

8

Money Block #4: Niche/Target Market Anxiety

Define ideal client.

Construct survey for target market research

Send out survey to ideal client. Make a vision board of ideal client including details of her life. Really get to know him/her

9

Money Block #4: Niche/Target Market Anxiety

Review research. Get crystal clear on target market/niche and marketing message for ideal client

Practice “elevator” speech. Connect to emotions. Share with ideal clients for feedback

10

Money Block #5:

Lackluster Action

Map out inspired marketing plan to attract ideal clients. Delegate tasks. Construct support team.

add plan to calendar system. hire va, house cleaner, talk with spouse, etc.

11

Money Block #5:

Lackluster Action

review delegation. remove any blocks impeding plan. Review and tweak calendar

implement changes to plan

12Review and wrap up look at growth of client,

highlight changes and areas for continued work

Program is completed.


90-Minute Skype Intensive Example

Investment Amount

Full pay plan: $250 Partial pay plan (how many payments of X amount): 2 @ $150


To gain clarity on ideal client and packages/pricing so that the client can confidently move forward, offer her services with a strong message and begin conducting discovery sessions with clients she desires to work with.

Segment Topic/Focus Segment Goals Segment Homework

1 Target Market Clarity Gain clarity on exact ideal client

Interview 20 ideal clients

2Packages and Pricing Create next package to offer

and goal of # to sell in next 30 days


Package A – 90-day, 12 session package

Now it’s your turn! You are SO READY for this next step in mapping out the packages that are going to transform the lives of other human beings! This is such an exciting step in the life of your business. Again, if you are a beginning, start by offering a 90-day package and a 90-minute Skype Intensive.

For this assignment you MUST include a payment plan that ends up being a larger investment than the full pay option.

Full Pay Option: Payment Plan Option:

Who is this package specifically for and what are the goals of this package?

Week Session Topic/Focus Segment Goals Segment Homework

1

2

3

4

5


Week Session Topic/Focus Segment Goals Segment Homework

6

7

8

9

10

11

12

What are the benefits of this package for a client? What transformation will the client experience as a result of this package?


Package B – 90-minute Skype Intensive

Now it’s your turn! Your 90-minute Skype Intensive is a great introductory package that can easily lead the client into the next level offering, your 90-day coaching package.

Full Pay Option: Payment Plan Option:

Who is this package specifically for and what are the goals of this package?

Segment Topic/Focus Segment Goals Segment Homework

1

2

3

4

What are the benefits of this package for a client? What transformation will the client experience as a result of this package?


Get Feedback From Real People


Go Straight To The SourceInterview Your Ideal Clients

The best way to gain deeper levels of clarity on your ideal client and packages is to go out and ask people who fit the description of your ideal client.

The #1 way I’ve determined my program offerings, upgrades to programs, pricing of programs and the type of marketing message to use is by going straight to the source – my clients – and asking them questions.

If you do not have any clients at this time I’m sure you know people who are associated in your own circle of influence. If you engage on social media platforms you can connect with individuals who are in groups where your ideal client might exist.

It’s time to get out of your comfort zone and talk to people, ask them questions and get to know them. After all, you are in business for yourself which requires that you constantly have conversations and interactions with people...daily! If you are shy about having a conversation with another person about your business you’ve got a long road ahead of you.

For this next activity, you will interview 5 different individuals who you feel is the perfect ideal client for you. You are more than welcome to conduct as many interviews as you feel necessary. Perhaps conducting 10, 15 or even 20 interviews over the course of the next few weeks is what will most help you in becoming clear on your ideal client. We have found from the past two Academy programs that the participants who interviewed 20+ people in a short period of time excelled faster than other participants in the program so if you are looking to grow quickly and bring in money, talk to as many people as you can and gather as much research as you need to in order to get clear on your ideal client.

If you interview people who are not truly your ideal clients you do risk receiving skewed information that may not actually be helpful to your market research.


What Do You Want to Find Out?Use the space below to write out all of the questions you want to know the answers to and will ask each person you interview? For now, put as many questions down on the page that you can think of and adjust them as you begin conducting your interviews.

Here are some questions you can ask to get you started. You will need to tailor your questions so that they align with your ideal client and niche.

Sample questions to get you started (please add your own):

• Complete this sentence...My biggest challenge (fill in your area of expertise) is ______.

• Complete this sentence...I desperately need help to______.

• Complete this sentence...Right now I think look like ____ as it relates to (insert your areas of expertise).

• Complete this sentence: I can't wait until I can ________.

• Complete this sentence: If I just had _______, life/business/etc. would be easier.

• Complete this sentence: I'll be happy when _______.

• Where do you think you need to be in order to be ready to move forward with coaching and moving in the direction of your desires?

• Where do you desire your (specific to your ideal client and niche) in 3 months?

• What are you willing to do to get there?

• How long have you been struggling in (specific to your ideal client and niche) area?

• Why have you not solved this problem/reached your goals yet on your own?

• Imagine we were to work together over the next 3 months to solve your problems and help you reach your desires in the areas of (list them out), what specific benefits and results would you expect to receive by the end of the 3 months?

• What would most interest you and catch your attention if you landed on my website about coaching services designed to help you solve the problems and reach the goals you've mentioned?

• What type of coach and coaching style do you think you'd work best with?


• What would be your biggest hesitation about working with a coach to solve the problems and reach the goals you've mentioned?

• What would you need to know more about or hear in order to move forward in working with a coach to solve the problems and reach the goals you've mentioned?

• What investment would be willing to make to work with a coach on transforming your life in the areas of (repeat what they said)?

Use the space below to list out the questions you'd like to add to the list provided that you want to know ask your ideal clients that will give you a more solid understanding of their problems, their desires and they words they use to describe what they want to move away from and/or toward. You'll also want to ask questions that give you more insight on how they feel about working with a coach, what they expect to achieve during a coaching package and what they will invest.


Interviewee #1

Question #1: Answer:










Overall new discovery from this interview on who my ideal client is/isn’t and how I can tailor my package to be more in alignment with my ideal client:


Interviewee #2













Interviewee #3













Interviewee #4













Interviewee #5













Putting Your Ideal Clients, Packages and Pricing All Together Members on Certification Track Must Complete pages 71–73

Use the space below to bring the work you’ve completed in this module and tie your ideal client and package offerings into a pretty bow.

In one succinct and clear statement, who specifically is my ideal client?

What are the specific problems and needs of my ideal client that I can help them solve?


What are the biggest desires of my ideal client?

In what ways will my ideal client grow or what will they move toward throughout the duration of our work together? What is the end goal or outcome?


Coaching Package and Pricing

What is offered in this package?

How does this package benefit your ideal client

specifically?

Coac

hing

Pac

kage

#1

Coac

hing

Pac

kage

#2

Opt

iona

l Pac

kage


Bonus

Target Market Coaching Audios


Target Market Bonus AudiosYour Reflections

Included in your Module 3 materials are 8 hours of bonus Q&A Coaching Calls on Ideal Client with Gina.

As you know from attending The Academy Q&A calls live (and listening back to the recording) the questions your Academy peers are asking are universal and are typically the same question you also have. It will be extremely useful and beneficial for you to listen to the bonus recordings of Gina coaching past clients on refining their Ideal Client.

Use this exercise as an opportunity to learn how to make great choices with your time. For some, listening to all 8 hours is what you desire to do and have the available time for. Others of you may have an additional 4 hours of time available and will listen to part of the bonus audios now and part of them at a later date. Because you will have lifetime access to these materials you can go back and listen to them years from now. The choice is yours!

After you’ve listened to the two recorded audios, share your reflections below.

What are your top learnings from the two bonus Ideal Client Q&A Coaching Audios with Gina and her clients?


What did you learn that you will apply to refining your own Ideal Client?

After listening to the bonus Ideal Client Q&A audios, has your ideal client changed and become more clear to you? If so, write down your revisions below.

What, if any, challenges do you still need to address for additional clarity?


Module Completion for Certification Track


Module Completion for Certification TrackYou are required to complete the following section of your module if you are on the Certification Track. If you are on Certification Track please submit your fully completed module to your Dropbox Folder by Sunday, February 28, 2016. Your feedback will be uploaded into your Dropbox Folder by Sunday, March 6.

1. Who exactly you discover that you enjoy working with and are meant to serve?

2. How do you solve your ideal client's problems?


3. Why are you and your services the best solution for your ideal client?

4. What packages are you now going to offer? Please explain them in detail as well as their pricing.

5. What is your non-negotiable in a client? What client will you say “no” to?


6. What were the results of the interviews you conducted with your ideal clients? What are their specific desires, needs, wants, etc? What did you learn that you were unaware of?


Your Reflections (Optional)


Your ReflectionsWhat are your biggest takeaways from the Ideal Client and Packages/Pricing Module?

On a scale of 1 – 10, how confident are you NOW in the direction you are going in as it relates to your ideal client and your packages?


We're always open for comments. The box below is for you to relay feedback you might have on the Ideal Client and Packages Module.


Advanced Track


Who the Advanced Training Is ForCongratulations on getting this far and completing Module 3! If you are moving on to the Advanced Training Section, use the activities to refine your ideal client based on the work you have already been doing with active clients, refine your message so that you stand out from other coaches who offer similar services and work with a similar ideal client and strengthen your business boundaries with your clients.

The Advanced Training materials are designed to support Divine Living Academy members who are ready at this time to take their business to the next level and bring in consistent $10k $20k months.

If you are brand new or have been in business for a very short period of time and have not yet generated consistent income, stay on track with the modules and revisit the Advanced Training topics when it is right for you and where you are at in your business.

If you are already working with clients and earning an income of $5k+ consistently in your business, you are invited to use the Advanced Training materials provided and ask questions during the 3rd hour of the LIVE Coaching Q&A Calls with Gina.


Be the Standout Coach For Your Ideal ClientNow that you have worked with a variety of clients over the duration of your business, you have gained a substantial amount of confidence in your expertise, knowledge and ability to help people reach a certain desired outcome or outcomes. You've probably worked with a few clients who halfway through your package either became difficulty to deal with or were at a place in their journey that you realized you didn't necessarily enjoy coaching on.

Take a moment to reflect on the clients you've worked with to see if your ideal client can be even more clear and refined, thus allowing you to create a client requirement checklist that will have you working only with the people you most enjoy working with and can best serve.

Think of your top 3 favorite clients that you would LOVE for all of your clients to be like. Conduct your own debrief on your top 3 favorite clients with your particular area of expertise in mind.

1. Describe exactly where each of these three clients in their journey (as it relates to your area of expertise) when they came to you for support?

2. Describe where each of these three clients were experiencing their biggest frustration, set back, pain and/or challenge that they were coming to you to help them solve?

3. Describe what each of these three clients desired to move toward. What were their top goals/desired outcomes during their coaching package with you?


4. Describe the exact areas your coaching sessions where most focused on AND that you best excelled at and enjoyed as a coach?

5. What goals or outcomes did each of these clients achieve during their work with you?

6. Were there any super common words, phrases and goals that you heard all three of your favorite clients saying often that you could incorporate more into your marketing message?


7. How did each of these clients know that YOU were the right coach for them? What did they MOST resonate with about you, your brand, your message, etc.?

8. Based on the reflections you've had about your top three favorite clients, is there room for you to refine who your ideal client is? If so, use the space below to refine your ideal client.

9. What else do you need to know or learn more about so that you can speak more directly to your ideal client's pain points and biggest desires and goals and what is the best way for you to find that out?


Client Requirement Checklist When I first started my coaching business, I would work with anyone who asked to work with me, or anyone I could get to work with me. And this “open-door” policy caused a lot of stress and unwanted tension in my life and my business. Trust me, some money is NOT worth it! And working with un-ideal clients take up the time and space you could be using for totally ideal clients.

These days I use a Client Requirement Checklist to clearly identify who I’m the right coach for and if the client is right for me.

Below you will find a basic client checklist. However, I encourage you to add a few questions or requirements that are important to you.

• Does this client appreciate me?• Do I connect and work well with this client’s personality? (There are some personalities

I find really challenging. I can handle working with these clients, but I don’t enjoy it. This is something you need to consider as well. )

• Is this client positive and excited about working with me? • Is this client coachable?• Does this client have the resources to pay? Will they pay their bills on-time?

Some examples of requirements that might be important to you:

• Willing to complete their assignments and homework on time• Makes their health and fitness a priority• Willing to listen and take action on coaching• Is an active part of the “green” movement• Makes quick decisions• Has already had some training/coaching on their “inner work” • Has been in business for a minimum of 3 years• Doesn’t have any severe health issues• Isn’t stuck in “the story”• Etc.


Based on your expertise and who you desire to work with you may have very specific requirements. For example, if you are a weight loss coach who helps women lose 20 pounds one of your requirements might be that your client desires to lose 20–40 pounds. If a client came to you who is more interested in preparing for a fitness competition, you may not be the coach for her and she may not be the client for you.

If you are a business coach, another example might be that your clients must already be making $10k a month consistently. If a potential client comes to you and they are just starting their business you could refer her to a coach who works with brand new business owners.

Use the space on the next page to indicate your own Client Requirement Checklist. Especially now that you have taken some time to reflect on your favorite clients I'm sure you have some new awarenesses and boundaries that are necessary to put in place moving forward.


My Ideal Client Requirement Checklist

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2.

3.

4.

5.

6.

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8.

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Refine Your Coaching PackagesFor those of you who are experienced coaches who are already earning $5k+ per month consistently you are now in a position where you create multiple packages.

As you saw in the Packages and Pricing section of this module there are a variety of packages you can offer, so please create and structure packages that you enjoy offering that your ideal clients will purchase.

A basic three package recommendation is:

• 90-day coaching package

• 6-month coaching package

• Full day intensive

Once you have reached consistent $10k – $20k months through private coaching and/or have maxed out the number of private clients you can serve at one time, we recommend that you launch a group coaching program. We will cover group coaching programs in future modules. If you are already launching a group program, remember you can address questions on this topic to Gina on the live Q&A Coaching Calls.

Use the next few pages to map out or refine your own 6-month package and Full Day Intensive.


Intensive Coaching Example

Investment Amount

Full pay plan: $2,500 Partial pay plan (how many payments of X amount): 3 @ $1,000


To gain clarity on target market, packages/pricing and marketing plan so that the client can attract higher end, more ideal clients and increase their income. Clients will leave with increased confidence, focus on their desires and an action plan for the next 30 days.

Hour Topic/Focus Segment Goals Segment Homework

1 Desires and Goals Determine top goals for the day and why

2Removing Blocks Clear any blocks and open

channels to receive and focus on business

3 Wealth Consciousness Open up money channels Read WC book

4 Lunch

5

30-day Marketing Plan Create online and offline action plan to reach ideal clients, fill discovery sessions and receive new clients

Execute marketing plan; delegate necessary tasks to VA


Intensive Coaching Example

Investment Amount

Full pay plan: Partial pay plan (how many payments of X amount):


To gain clarity on target market, packages/pricing and marketing plan so that the client can attract higher end, more ideal clients and increase their income. Clients will leave with increased confidence, focus on their desires and an action plan for the next 30 days.

Hour Topic/Focus Segment Goals Segment Homework

1

2

3

4

5


Package C – 24 sessions (for example)

Investment Amount

Full pay plan: Partial pay plan (how many payments of X amount):

Specific goals of this package: Who is this package specifically for and what are the goals of this package?

Week Session/Topic/Focus Session Goals Client Homework

1

2

3

4

5

6



7

8

9

10

11

12

13

14

15



16

17

18

19

20

21

22

23

24


What are the benefits of each of your coaching package offers?


How Are Your Business Materials Representing You and Your Brand?Now that you've done the work over the past year or few years to get some key systems and structures for your business in place you can see it paying off with more consistent clients and cash flow. As you take leaps more often in your personal development as well as in your business, it's important to remember to freshen up various online and offline elements of your business that represent you and your brand. Thinking smarter before your next leap into a new level of entrepreneurship will help support your continued growth month after month.

Below are a few areas to think about refreshing, refining or setting up for the first time for those of you making at least consistent $5k months.

1. Update Social Media Profiles

When was the last time you updated your 'About Me', company description, website URL or picture on the top social media platforms you use? Are they in alignment with your current brand and business?

Which of the following social media platforms are representing you and your business that need updating?

Facebook

Instagram

Periscope

Twitter

LinkedIn

Snapchat

Others

2. Update Merchant Account Limits

Now that you are increasing the investments levels of your coaching packages and larger sums of money are being deposited into your merchant accounts, it might be a good idea to familiarize yourself with any policies or rules enforced by your merchant account. You can have your Virtual Assisant do the research and make any necessary updates for you. You may find that switching merchant accounts is the next best move for you, or you may simply need to upgrade your


account. Don't wait until your merchant account holds a large sum of money from being moved over into your business bank account to look into raising your limits!

When will you or someone on your team investigate your current merchant account?

3. Meet with Your Accountant

Again, now that your income and expenses are increasing month after month, getting really intimate with your money and understanding how much is coming in versus going out on a more regular basis will support your long term growth. Rather than thinking about where you currently are, start thinking about where you're headed in the future. Based on your next level in business, what level might you need to incorporate your accountant?

Do you need to have a meeting with your accountant to discuss 2016?

Do you need to have your accountant set up a P&L statement for you?

Do you need to set up a recurring monthly meeting with your accountant to review your finances?

4. Update Your Contracts

When was the last time you revisited the contract you are using when someone signs on to work with you or purchases a product/program from you? We've provided a sample contract in the Module 3 materials on the Membership Site for our convenience.

Do you need to meet with your lawyer?

Is it time to freshen up the look of your contract?


5. Update Orientation Materials

The customer experience is so important to retaining clients. Because we are constantly working in and on our businesses and are 'really close' to leading the way, it's easy to let the customer experience and making how your customers interact with you and your programs user-friendly and well-rounded slide.

A place to start might be to freshen up or create 'Getting Started' materials that a new client or customer could immediately jump into before getting into the real meat of the program or coaching package. For example, if you are offering a program that can be purchased a few weeks or couple of months before the program begins, it's important to keep your new clients and customers engaged and excited about you and what they've signed up to discover. You want your customers to get value immediately! If they are learning and transforming on a small level before they begin their real work with you, you will greatly increase your retention rate.

Do you need to create or freshen up your Orientation or Getting Started materials? If so, what specifically are your ideas to take this element of your brand and customer experience to the next level?

Do you need to freshen up your Welcome Email that a new client or customer receives upon purchase of a package or program you offer? If so, what specifically needs updating?

Do you need to freshen up your Welcome Packet that a new client or customer receives upon purchase of a package or program you offer? If so, what specifically? (an entire page in the Advanced Training section is dedicated to Welcome Packets and you'll find an example on the Module 3 Membership Site)


Create or Update Your Welcome Packet for Your New ClientsThe welcome packet sets the stage for the work you will do with your client. A well-constructed packet allows your relationship to get off to a great start. Ask your clients for explanations of the goals they have for your time together, the tools and resources they want and specific goals they want to see achieved as a result of working with you. Keep in mind that just because they state a goal does not mean you have to guarantee it will happen. As the expert, you may need to re-adjust their expectations and you have every right to do so.

Sometimes the welcome packet can be called a background packet because it establishes a structure where you can both start on the same page. Your packet gives you the necessary information you need to do your job well and it doesn’t use up the client’s one on one time with you. Your clients will appreciate you doing your homework on them before they even start their sessions with you. Your packet may include all of the background questions you desire to know before working with a client, your own office systems (i.e. how to contact you, cancellation policy etc.) your philosophy, what to expect, and/or explanation of your methodologies.

You may already have a Welcome Packet that you've been using with your current clients. This will be a good time for you to revise the questions you are asking in your Welcome Packet based on how you've refined who you desire to work with. You may also desire to update the branding and/or delivery method of your Welcome Packet. Another upscale may be for you to hand over the distribution and collection of your Welcome Packet to a team member.

Provided in your materials in the Membership Site is a sample Divine Living Welcome Packet. You are more than welcome to use any of the questions you see fit.

In what specific ways do you desire to uplevel your own Welcome Packet and by when will you complete these updates?


Create or Update Your Policies and Procedures Document

Consider specific policy issues that providing coaching packages presents for you and your specific ideal client. For example, will you need different cancellation or refund policies? Will you allow clients to reschedule missed appointments? Will you allow refunds after the first session but not after the 4th? What if plans change and they no longer desire to pursue coaching?

If you do not yet have a Policy and Procedure document in place, now is the time to create one. If you already have one in place that needs an update based on the experience you've gained and lessons you've learned working with clients, please do so.

In what ways will you update your own Policy and Procedure document?


Create or Regine Your ContractsContracts are essential in business and like any other service, you will need specific contracts for your high-end coaching packages.

Please take a few minutes to review the Sample Contract included with this module. You will find the sample contract with the other supplementary materials on this module’s page on The Academy Membership Site.

If you already have a contract in place, take some time to review your contract for the 2016 year and freshen it up with graphics, new branding, etc.

If you do not have a contract in place, schedule an appointment with a lawyer (start with a business lawyer, contract lawyer) to help you draw up a contract.

I have contacted my attorney: Yes No

Date my contract will be complete from my attorney:_____________________________

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