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Substack Support says the video is still processing, even after 24 hours… I find that a little challenging to believe.

But, fingers crossed. I even said during the recording, I never trust these recordings… like I spoke the problem into existence.

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As expected, we had a lot of fun learning to share Jen’s offer in a way that engages and helps a prospect become a client.

Jen did a fantastic job applying what she learned from our first coaching call to her new presentation.

We discovered how being a great expert with a ton of knowledge can actually confuse or scare away a potential client, and we even spent time at the end to touch on the discovery phase secret that even the best listeners miss, the top reason people hesitate to move forward, and how to help them.

I highly recommend and her Premium Studio Content. In fact, if you listen to both coaching sessions, you’ll hear how much personal attention she provides (unlike group coaching and fluffy courses) while pretty much guaranteeing a professional podcast launched and produced in 90 days.

Oh, want to be coached like Jen was? Join the paid subscriber level and hop on the live Q&A calls that I hold 2-4 times per month… for about $0.13/day ($49/year!)

I’ll work with you on creating an outrageously effective offer and on running a high-ticket coaching sales system that has helped clients close up to $105k/month…

But really, this is for those of us looking for an extra $5k-$10k/month without being on a computer all day or being stressed out about sales calls.

Ok, what did Jen think of these coaching sessions?

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I got to hang out with Jen Rogers and learn more about her business and high-ticket offer.

Thanks to the 15 people who joined us on the live.

The goal was for Jen to start to ‘sell me her offer’ by describing it in her own words.

My job was to see if I could find a way to help her communicate her offer in a way that made it more enticing and clear for a prospect to say yes.

My shadow goal, when I do these, is always to have me quickly summarize their offer back to them in a way that makes them say, “I’m sold on my own offer!”

We had a lot of fun, and we must have been entertaining enough…because everyone stayed until the end.

Watch to learn about the best way to;

• Launch a podcast that converts, not just a tumbleweed blowing around in the desert.

• How to gain professional guidance on the brand you want to develop.

• How to get personal support that just isn’t available in courses or buried in a group program. and

• How to have a podcast trailer and 2 episodes that build your authority (and convert to sales) all done within 90 days!

Also, you hear how I think about presenting an offer and why, when done right, closing sales is really just a conversation where you help a person discover you.

That, in hindsight, may have been a mistake. I thought writing shorter articles might help you, but it’s starting to confuse me.

Anyway, here are the last two roadblocks.

One says don’t rush, the other says move faster.

I know, more confusion when you first see it, but it’s really valuable when you understand it.

6. Rushing to sell

I’m constantly telling my clients: “You can’t have a microwave mentality in a crockpot world.”

Coaches rush to get through the script and fail to communicate their offer because they are rushing to the end of the sales call. Not listening closely is like a doctor prescribing brain surgery when you come in for a rash on your legs.

Think about the DM pitch-fests you see on social media:

• “Hi [first_name], thanks for connecting. Join my group.”

• “Great to connect. Tell me what your goals are?”

• “Great to connect. Mind if I ask you 12 questions about your business since I don’t care about you as a person at all?”

Unfortunately, that creates more offer roadblocks. The old “it’s a numbers game” is accurate, but the clients I attract aren’t going to build a business that way.

My coaching is all about building a steady, sustainable business. Coaching isn’t a hobby for my clients. We are playing the long game.

I have a coaching method called the C4 Method, and the 2nd “C” is Cultivation. That means building real relationships with visitors, prospects, clients, and people who will never become clients, but who I can still help.

To wrap this up:

• Take your time when selling.

• Listen closely.

• Dig deeper into what the prospect has struggled with.

• Discover what they are afraid of now and in the future.

• Confirm they are genuinely a good fit for your program.

7. Not learning how to sell quickly

Wait! What? Didn’t you just say “Slow down”?

Let me explain. You must learn to sell, and learn to sell well, even though you will never be a professional closer. You are a coach AND a business owner.

“Nothing happens until a sale occurs.”

The better you learn to sell, the better your marketing becomes. The massive elephant in the room is that, like any profession, it takes time. New coaches often have never sold. They don’t have a massive flood of leads to practice on, and they don’t have a sales manager listening to their calls to guide them.

So, how do you get good, quickly?

“The Secret” is the application of knowledge. Applying that knowledge only comes from selling millions of dollars’ worth of services, or from practicing with someone who knows how to sell, how to be a good pretend prospect, and how to coach you through each step.

I sought out and found personal coaching. Personal coaching skyrocketed me past the learning curve.

That’s why I’m a massive Personal Coaching Advocate.

No sales pitch here to train with me. Just keep checking out the content I’m posting. I’m always trying to make them noteworthy.

Right about here, there should be a call to action to book a “free 15-minute strategy session.” I know I’m supposed to follow the Internet Illuminati rules and pitch you to get on a call with me after you read this.

But I hate conforming to the rules even if it costs me cash. So there aren’t any calendar links here. Take your time; get to know my content first.

Instead, I recommend watching one of my live events (held virtually for everyone’s convenience), which will be announced here in The Encore Society.

During those events, we spend a tremendous amount of time teaching real-world, helpful information and leave time for Q&A.

Until then. This is Coach Jim, wishing you many blessings and a peaceful path to success.

3. Not communicating a clear benefits-driven offer

Speaking of seeing clearly, the way you communicate your offer is often like a fine wine in your eyes. You can just taste how good it is.

It’s your masterpiece. You’ve worked on this for months, maybe even years.

However, when most coaches try to explain their offer to a prospect hearing the specifics for the first time, they get a glass of muddy water.

What’s wrong with them? Can’t they see how elegant, smooth, and perfect your offer is?

Your job is to figure out how to turn muddy water into fine wine.

The biggest challenge facing coaches is their excitement about all the video modules they spent weeks producing, the 73 pages of text-based courses, and the 5 hours of group calls they offer clients every month.

Videos and .pdfs and calls! Oh My!

How does that benefit your client? Those are features of the program, not benefits.

The prospect hears you describe all “the stuff” and is only thinking, “That’s a lot of work! I don’t know if I can go through all of that. How is all that going to help me achieve the desired result?”

When I work with my clients, we constantly evolve how they communicate their offers. We discuss emotions, analogies, stories, and vivid imagery, all centered on one focus: communicating the transformation the program delivers.

I'll brag on myself a little bit here, but this is where I have been asked by million-dollar sales teams and coaches alike to teach them how to better communicate their offer.

I often help a person see their offer in a way that actually sells them on their own program. The value they offer becomes so clear that they start to get excited about sales calls… I know, weird, right?

That is why I insist on 1:1 coaching for each of my VIP clients. That process will never be taught in a recorded format.

4. Not a high enough price

Now, if you’ve noticed, I’m not promoting my coaching as high-ticket coaching, like so many think they’ve discovered online since about 2005.

Let me tell you a story.

I was approached by a goof-ru in 2006 that was proclaiming himself as a big-time, high-ticket demigod. At the time, I was working with a company that marketed and sold international real estate, doing $250,000 to multimillion-dollar deals every week.

I liked what the goof-ru were doing online and wanted to learn from them. They called me directly and told me how they could teach me this new, high-priced, big-money-selling approach, rather than what many people were doing, selling $27-$297 courses.

The wealth wizard then presents the investment for his big-money, high-ticket program: $1,000.

The value of their program deflated dramatically. I was ready to hear $5,000 to $10,000. Just a couple of years before that, I was consistently selling twenty-one $5k programs each month, month after month. My brain was shocked when I heard that it was only $1,000. He was losing out on at least $ 3,000 –$4,000 per sale.

Today, most coaches struggle to sell coaching programs priced between $1,000 and $2,500.

You must learn what you are offering and how it benefits the future client. Next, you must sincerely believe you are delivering a program worth five, six, or even seven figures.

Your mission is to Create Value Worthy of a 5-figure Investment. (even if you only sell it for 4-figures or less)

Once you have done that, you can now start increasing your prices.

Let’s look at the numbers again by going back to Part 1 of this series. (We started with the idea of you having a $3k offer and making 2 sales/week.) So the original is 104 sales per year at $3k or $312k/year.

If you only increase your coaching fee by $2,000 (less than double) on that $3,000 offer we mentioned earlier, and you make 3 sales a week instead of 2 as mentioned in Part 1 of this series, the numbers look like this:

• 156 total sales times $5,000 = $780,000/year.

• Don’t let the math mess with you; that’s the challenge with separating the 7 Roadblocks into different parts. I’ll do a few live calls in June to help you out with your numbers.

You more than doubled your income without even doubling your fees or the number of sales per year. You just made more offers, resulting in 1 more sale per week. With a slight price increase, you doubled your annual income.

Consider what happens when you start selling 25% or 30% of your calls... which brings us to the next roadblock.

5. Fear of speaking

I have a tough time believing people would rather be in the coffin than deliver the eulogy, but that’s what I’ve heard for decades. The psychiatric world calls it glossophobia, and it can affect up to 75% of all people.

This report isn’t to teach you how to overcome that fear but to explain that when you do, the world of possibilities opens up to you almost as much as when you learn to sell.

By “speaking,” I mean speaking to larger audiences, not just one person at a time: Webinars, FB Lives, YouTube Lives, virtual events, workshops, or in-person seminars.

Speaking is a leveraged skill. It allows you to market your business, build yourself up as an authority, help people bond with you, and sell to more than one person at a time.

The beautiful thing about speaking to a larger audience is that you don’t have to be a great salesperson. You don’t have to “close from the stage” at all.

Examples of how this has worked for me personally:

• I presented a webinar to only two people. We pitched at the end and closed both. 1 hour of speaking, two sales, $6,000 in the bank.

• Did a 15-minute coaching session with another coach’s group by invitation. I never pitched. Just coached. Three people reached out to me to discuss my $30k program.

• Held in-person events in a hotel conference room each month for over a year. No website. No internet marketing. We limited clients to 21 per month at $5,000 per person. We sold out every month with a waiting list. That’s $105k/month for 4 hours of speaking.

• Did a small seminar for 12 people and presented a simple internet marketing service. Creativity on my feet turned that $8,000 sale into a $55,000 contract, plus a new vehicle from the client!

Speaking not only allows me to make more offers but also improves my communication skills for my 1-on-1 sales presentations. It eliminates most sales calls and objections because you answer them while you talk!

I’ll have roadblocks 6 & 7 up together in a few days, then in June I’ll be teaching on all of these with live one-on-one sessions for those who are interested.

• False

• Expectations

• Appearing

• Real

They expect that to mean something when you actually have to speak with a prospect on the phone and close a sale. The fear is real, I acknowledge that. I’m not going to brush it off and tell you it isn’t.

The reason you may be struggling with fear is more about the expectations you place on yourself:

• “I gotta close this sale.”

• “I can’t afford to waste another lead.”

• “If I don’t start making money from this, I’m going to have to go get a job I hate.”

• “What’s my family going to think if I don’t make a million dollars this year?”

Even when it’s your first couple of years in business, that pressure has been hypnotically placed into your brain by too many overly hyped promises and social media mavens pretending to be something they are not.

Just as roadblock #1 has a close cousin in roadblock #6, roadblock #2 has a close relative in roadblock #7.

Here’s what you need to know: You have to stop thinking of the “Hollyweird” portrayals of salespeople in sitcoms and movies.

You do need to start doing what you are already good at. (At least I hope you are if you’re a manager, coach, trainer, teacher, digital marketer, or info-product producer.)

That thing you’re good at already is listening.

Just have a conversation with the prospect. Pay attention. Listen closely without worrying about what you have to say next because someone gave you their super-duper seven-figure sales script, and you think you’re trying to get through a checklist to close a sale…

You are not. Have a conversation. Quit trying to close a sale.

The person on the other end of the phone, in a Zoom meeting, or across the table just wants to be heard and to know whether you can help them.

I recently coached approximately 750+ entrepreneurs and coaches every month for 3 years in another business.

When I get an opportunity to listen to their calls, I always hear at least 2 to 3 instances where the coach glides right past a vital comment from the prospect. Each time it happens, the coach is trying to move the prospect through the sales machine they’ve been trained on.

Fear can be controlled best when you decide to have a conversation and quit focusing on the sale. (Roadblock #7 will reveal how you can control those emotions with the proper coaching.)

Bonus Micro-Training: The 3-Headed Objection Monster and How to Tame It

The shadowy characters looking to attack you during your pitch aren’t real. Objections are often just gaps in knowledge.

In my 40+ years of selling, there are basically three objections:

1. Price

2. Decision maker

3. Certainty

The average business owner thinks that answering objections means they have to get “Pushy”.

When Objections #1 and #2 come up, I always say something like:

“No problem. Just to be clear, if money or having to talk to your spouse wasn’t a concern, do you feel that the program would help you get the results you want?”

Too many times to count over the years, I have heard hesitancy in their voice or seen them become overly agreeable.

“On a scale of 1-10, where are you?”

If they aren’t answering 9.5 or 10, then it’s Objection #3 that has to be addressed. They just aren’t sure your program is a fit for them.

You need to get them as close to a ten first. When you do, the other two objections will be much easier to handle, and you’ll never feel pushy.

I used to think of all that fear I carried with me on each call as walking into a dark room.

If I don’t turn on the lights, I never discover that my prospect may just be someone in the room who needs some assistance.

Help them see clearly, and don’t be afraid to give them some assistance to understand exactly how you can help.

Look for me to go live to ask any questions or comment below.

If a guy who was too shy to ever ask a girl out can sell millions and millions of dollars across multiple industries over the years, then I know you can.

You’ve already created a newsletter, a course, a coaching program; now you only have to help people know you have something that can help them and how you can help.

Roadblock 1: Not enough offers

Roadblock 2: Fear of Selling (think coffee date conversation, not selling)

I’m not one for lengthy introductions and spending three pages bragging about myself before getting to the details you came for, so let’s dig right in.

1. Not enough offers

Many, if not all, coaching programs start by telling you to focus on one niche, develop one product, and use one marketing channel to make sure your offer is valid and you can sell it.

Makes all the sense in the world. I agree.

The challenge most coaches face when learning from the goof-rus (my term for gurus) is that they continue down that path for months or even years.

If the new coach stays in the “Group Training Model” of learning (really not a fan of group coaching as a longtime investor in learning and as a client), they hear the same, monotonous droning about focusing on one thing… being told to the NEW Coaches.

If you have even a few sales and you know your offer is good (good enough to make some sales), then you have to start getting the word out on more channels, more often.

(I’ll describe one of the fastest, most leveraged ways to make more offers in roadblock #5 below.)

But consider the math: If you have a 20% closing ratio on calls with prospects, and you go from 10 calls per week to even 15, you go from 2 sales/week to 3 sales/week.

Do that math for one year. That’s 52 more sales per year!

Assuming you have a lower-end coaching program, say, only $3,000/sale, you’ve added $156,000 to your income from only five extra calls per week!

Cast a wider net!

Too many people spend time focusing on the niche and perfecting an offer, then cast a single line into the water and hope and pray someone will bite.

If you started letting more people see your offer in different places, then you are fishing with a net.

Easy to understand, but if the offer isn’t good, throwing a net into the water that ends up feeling like throwing a net into a sandy desert.

We discuss this often here.

Good offer and good marketing, but…

If you are learning to grow a steady, sustainable business by maintaining a set of marketing systems that will sustain it, that won’t be a problem.

You’re casting a net into a good fishing spot.

The challenge is that each person has a different net, a different spot to fish, and their marketing may have gaping holes in that net that they weren’t aware of.

I share that kind of information/guidance/coaching on my Substack and YouTube Channel every week (yeah, I know, I’m lazy with YouTube, but I’m fixing that hole in my net now. LOL!).

When fishing for business, it’s better to cast an “offer net” than to fish with a single line with your competitors standing on the same deck as you.

Part two coming very soon.

A masterclass in pricing your coaching programs, courses, and services, from your very first $5 offer to your first $25,000 package, without losing your mind, your clients, or your self-respect.

Let me tell you something that will either comfort you or irritate you, depending on where you are today: almost every coach, consultant, and course creator I ha…

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Yes, that is a real last name, and now you know why most people call me Coach Jim, instead of “Jim Uhmmmm, How do you say your last name?”

Oh, my first time on television was Romper Room! I was five. Had to show up for work every day for a whole week!

I asked about childhood memories yesterday, and completely forgot about that experience.

What do you say?

Many people panic and explain their entire business model, including the origin story and a detour about their pivot.

Eyes glaze.

The snack table wins.

An elevator pitch isn’t about cramming everything in. It’s about saying the on…

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This is a time to relax and share as much as it is a time to launch a Legacy business and earn enough play money to spoil a few grandkids and travel…well, the world and maybe even space pretty soon.

If you want to know the number one biggest secret that people who have spent tens of thousands of dollars on courses, coaches, and crap…

It’s that they don’t need to rush to create an offer and sell it yesterday!

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The rush comes from the urgency and deadlines to buy now or else, and then you are thrown into a 10-week group that rushes you to figure it all out so you can earn back your $10,000 investment.

At our stage of life, we’ve got time. Try enjoying the process of getting all of that wisdom out of your brain and onto paper, video, a newsletter, or a podcast.

I’m not telling you to wait 20 years, but come on, go from idea to a good offer, to a full presentation, to mastering sales, especially if you hate sales, all in 10-weeks.

Sure, and I’ve got some great swampland to sell you in Florida…no gators, bugs, or humidity. 🤣

Relax, share, and you will be surprised how the pieces start to fall into place.

I’m here for you,

Jim

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Sort of like people trying to come up with unique selling propositions that sound more like fantasy novels written in a foreign language!

Based on the “Your Offer” structure, which focuses on a clear one-sentence promise, a specific timeframe, and removing a major pain point, here are five more fun and varied templates tailored for coaches and entrepreneurs over 50: (okay, anyone could use them, you don’t have to be over 50, LOL)

To clarify, I used these as templates for my offer, but the structure is laid out for you.

Copy and paste into your own document and change it.

The Titles are my Encore Society ‘attitude with a smile’ headlines.

I’m making these videos and openly coaching everyone in April, so if you have questions, comment below, and we’ll work on them together.

1. The “Wisdom Over Hustle” Template

This template leans into your audience’s experience and maturity, positioning your offer as the “grown-up” alternative to common industry burnout.

• The Hook: “If I showed you how to [Achieve Specific Result] using the wisdom you already have...”
  
  

• The Timeframe: “...in just [Short Timeframe] of focused work...”
  
  

• The Benefit: “...so you can double your impact while reclaiming your weekends for [Family/Hobby]...”
  
  

• The “Without”: “...WITHOUT having to learn the latest TikTok dance or ‘hustle’ 14 hours a day...”
  
  

• The Closer: “...would you be interested in the details?”
  
  

2. The “Legacy Builder” Template

Designed for those looking to ensure their business thrives without being tied to a desk.

• The Hook: “If I offered to help you install a [System Name] over the next [Number] days...”
  
  

• The Timeframe: “...that runs your lead generation on autopilot...”
  
  

• The Benefit: “...ensuring your business becomes a true asset that serves people for years to come...”
  
  

• The “Without”: “...WITHOUT you needing to be the ‘tech genius’ or the only person holding it all together...”
  
  

• The Closer: “...would you want to see the blueprint?”
  
  

3. The “Anti-Guru” Refresh

A direct and refreshing approach for entrepreneurs who are tired of high-pressure sales tactics.

• The Hook: “If I spent [Number] hours with you to map out a [Specific Goal] strategy...”
  
  

• The Timeframe: “...that you can start seeing results from in the next [Number] weeks...”
  
  

• The Benefit: “...that feels completely aligned with your values and integrity...”
  
  

• The “Without”: “...WITHOUT using any ‘ninja’ closing scripts or high-pressure psychological tricks...”
  
  

• The Closer: “...would you take me up on that?”
  
  

4. The “Second Act” Template

Perfect for coaches helping people transition into a new venture or level up their current one after age 50.

• The Hook: “If I helped you package your 20+ years of experience into a [High-Ticket Offer]...”
  
  

• The Timeframe: “...by this time next month...”
  
  

• The Benefit: “...that positions you as the undisputed authority in your niche...”
  
  

• The “Without”: “...WITHOUT you having to start from scratch or build a complicated 10-step funnel...”
  
  

• The Closer: “...would you be open to a quick chat about it?”
  
  

5. The “Invitation to Tea” (Low Pressure) Template

A softer, conversational approach that works well for building community and leads for your training.

• The Hook: “I’m looking for [Number] coaches who want to [Achieve Specific Milestone]...”
  
  

• The Timeframe: “...over the next [Number] days of working together...”
  
  

• The Benefit: “...so you can finally stop worrying about where your next client is coming from...”
  
  

• The “Without”: “...WITHOUT the stress of ‘launching’ or burning through an expensive ad budget...”
  
  

The Closer: “...would you like to join me for a virtual ‘coffee’ to see if it’s a fit?”

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Did a little intro, and discussed the current popular “Offer Template” that people are told to use.

It’s a great start, but it doesn’t teach you how to communicate your offer in a way you can build on.

Had some fun with a few mishaps and being new to the format…as you will notice, I don’t stress too much about mistakes, I quickly admit them, but I’m taking the coaching very seriously.

See you tomorrow for part 2, where we discuss how to communicate your offer and close sales without asking for them.

Blessings,

Jim

At the time, I had a business partner and was teaching/coaching about the real-world of high-ticket sales. The Good, The Bad, and The Ugly of it all.

Since the video below, my wife survived a se…

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The short Post I wrote and referenced in the live is here.

Thanks to VIP Member Janna for commenting on that video and reminding me.

I’ve really got to start getting serious about YouTube, too.

Lots of Live Coaching here & on my YouTube channel coming very, very soon.

Blessings,

Jim