What to do if appointments are low

Recently, I had lunch with some of Alana’s family.

And, during the lunch Alana’s cousin asks me…

“Luke, my daughter is about to go to uni…

What advice would you give to her to be successful in her career?”

A great question.

And, even though I’m usually asked how to be successful as a Coach, I knew exactly what to say.

The reason?

Because I consult with many 7 and 8-figure businesses and know exactly what they look for in a great employee.

Here’s what I told her…

“If I went back in time and I was going to work in a 9-5 type career like your daughter, one of the first things I’d do is identify the company I’d love to work for - and go work there for free.

And if they didn’t take me, I would hound them every week until they did.

Then, when they give me the intern position I would work my butt off.

I would ask lots of questions.

I would show up early and leave late.

I would go above and beyond what was expected of me.

Basically, I’d be one of the best employees they’d ever seen.

And yes, I’d do all of this while at uni.

Then, at the end of the internship I’d apply (or ask) for a paid position.

And the reason I’d do all of this is because…

1. This gives you invaluable experience in your industry (experience you leverage to get a job at the company- or another one)…
   
2. This gives you invaluable relationships in your industry (relationships you can leverage to get a job at the company or somewhere else)…
   
3. This gives you a job in your industry (and isn’t that why you’re going to uni?)…

But most of all…

The reason I’d do this is because I know one of the biggest pain points of business owners is finding motivated staff.

Not skilled staff.

Motivated staff.

The reason?

You can teach skills. Very hard to teach attitude.

And so that’s why business owners know, when they find someone that’s motivated and that goes above and beyond - they want to do everything they can to keep them.

(The smart business owners anyway)

This is the easiest and quickest path to success in a 9-5.”

So that was my advice.

Did she take it?

Time will tell.

Most people when you give them free advice typically ignore it. But that’s another lesson for another day.

The reason I’m writing you this email is that it got me thinking about “motivation”. And how key it is to getting your clients results.

But often, it can be hard finding motivated clients.

For example…

Does it frustrate you when a client signs up to your course or program, only for them to do nothing?

Me too.

So what’s going on here?

A lack of motivation.

It’s weird because they’ve just paid you a good chunk of money to join your program…

But then they do nothing?

The truth is, you will always get this no matter how good you are at vetting people before they join.

However, there are definitely things you can do to bring a more motivated client on board.

And that’s a good thing because the more motivated they are…

—> The better the results they get…
—> The more they’ll pay…
—> The more they’ll refer, and…
—> The more impact you’ll make.

To name a few.

So in no particular order, here are a few things to bring on more motivated clients…

1. Charge more
   
   It’s simple…
   
   The more invested they are financially, the more they’ll take action.
   
2. Make them wait
   
   Specifically, have a waitlist for your program.
   
   The more you make them wait, or the more hoops they have to jump, the more they’ll value the opportunity to work with you (and therefore, prove - through their effort - they are a worthy student).
   
3. Pick a more urgent problem
   
   It goes without saying…
   
   The more urgent the problem, the more motivated they’ll be to get rid of that problem.
   
   Coaches often choose a problem, but it’s not urgent enough.
   
   For example…
   
   They might say, “I’ll help you in your relationship with your spouse” when they could say….
   
   “I’ll help you stop your divorce”.
   
   Notice the difference in urgency?
   
   The Coach is still delivering relationship advice only they're speaking to a more urgent problem.
   
   The other great thing about picking a more urgent problem is that you’ll get a lot more appointments coming through on your calendar.
   
   Why?
   
   Because they want the problem solve ASAP.
   
   Also, your lead cost tends to be cheaper in your ads as well with a more urgent problem.
   
   Bottom line: there’s only upside to marketing toward a more urgent problem.
   

Anyway, those are a few things to do to get more motivated, high paying clients knocking down your door.

Want more?

Well, I teach a whole lot more in my 15 Minute Client program.

From choosing a better problem, to crafting a better offer, to building a list of buyers to closing those buyers with one simply daily email.

If you’d like to know when the doors open next, simply put your name on the waitlist here:

https://scale.lukecharlton.com/waitlist/the-15-minute-client/

-Luke Charlton
Location: The Man Cave