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How Do You Create A 20K A Month Online Coaching Business Without A Single Form Of Paid Advertising In 18 Months?

Many people think that this isn’t impossible. In fact, when I hit the 20K a month mark in December of 2018 neither did I. I hardly believed what it was that I had created and how I got there. But the numbers didn’t lie. I only had 26K subscribers yet I was making 20K a month online coaching.

How did I do it?

By failing a lot, and experimenting.

Many social media influencers think that in order to make any money at all then you have to have a massive following in the hundreds of thousands, potentially in the millions. And while that may be true if you’re taking on products from affiliate marketing companies or getting paid for views by Google Ads it isn’t true if you build a tribe around a niche that has specific pain points and then offers a personal service solving that pain point.

It’s similar to Tim Ferris’s concept of the 1,000 true fan following.

Which, unknowingly, is exactly what I did by doing three specific things.

#1 Experimentation.

#2 Hustle.

#3 Risk.

The most important factor to my success was most certainly experimentation.

Secondly, it was hustle.

Luckily, with my Marine Corps background I have a natural bias for action. While others get caught in the analysis paralysis stage and never get their DREAM projects off the ground I like to fail forward and see where that leaves me.

In October of 2017 I started my YouTube Channel. It was a channel that explored everything that I was passionate about at that time, which was spirituality, yoga, and all things mysticism. When I first started I got obsessed with subscriber count. I’d put out a video at least 3 times a week no matter what. I researched how to grow a channel, interacted with my community on a daily basis, and eventually came to a point where I had grown up to 5K subscribers in about 6 months. My video topics expanded as I began to expand my interests. Leadership culture, management, business relationships, marketing. If you went to my channel you would have a hard-pressed time understanding what my focus was, simply put because I didn’t HAVE a focus.

But then 9 months into releasing random videos around my interest of the day something incredible happened.

Out of all of those various topics that I was sharing one particular subject was getting a HIGH view count.

“What’s this about?” I thought.

I then started releasing more and more content around that subject specifically. The topic was about Empaths and Highly Sensitive People. I learned quickly that these videos were getting a majority of my views. When I posted a video around Empaths I’d get nearly 1000 views within the first day. My highest Empath videos ranked up over the 100,000 views mark after only 3 months of being online while topics immediately related to the keyword Empath we’re getting over 10K.

I HAD FOUND A CULTURE! AND A SUB-CULTURE WITHIN THAT CULTURE!

I didn’t know it yet but I had hit the jackpot.

What I love about social media and the market is that it SPEAKS FOR ITSELF.

Value means that you’re giving people something that no one has before.

If you hit a pain or challenge point for people that hasn’t been addressed yet by the market, then you’ve hit the jackpot. The very nature of successful business means that you’re adding by addressing a core need that no one has addressed yet.

In this case, I was giving a voice to the voiceless empaths who didn’t understand their daily experience of life and who deeply desired answers.

As I released more content more people reached out to me thanking me for sharing my knowledge. Many people wanted to speak with me to learn and understand themselves more because apparently my content was helping them understand their own experiences in ways that no one else could articulate.

Through conversation in the comments section on the backend of YouTube I quickly learned everything there was to know about an Empath. I knew their struggles, pain points, and challenges, even the ones they didn’t know they had. As I began to interact with this community more I found out what was driving them and what they deeply desired most.

In 12 months I had gone from 5K to 25K subscribers and built up a website and brand.

I first started charging $80 an hour, and many of them were more then willing to pay that just to speak with me, which surprised me. Then I tested to see if I could try $100 an hour. And then $120. I realized that people were willing to continue to pay as long as I was willing to continue to put out valuable content.

The process was simple. I’d interact with people in the comments section, ask honest whole-hearted questions about their experience, and then invite them into a session with me for a fee. Doing this on a daily basis by the end of my first month I had made over $5,000.

“Is this really happening?” I thought to myself.

I quickly found out that once you reach 1,000 subscribers you can add YouTube Cards to your videos and link your website to the cards which pop out in the top right at a time that you choose. I added the text, “Apply For A Free Consultation” which linked back to a basic form on my website where people could apply for a session and purchase one.

After two months of doing this I had over $10,000 in my back account.

I was still working a part-time job at this point but I saw the potential in what I had created. I was capped at $120 an hour and felt like I could deliver more value to people and charge higher prices. The idea of opening yourself up, connecting with someone, and charging for it was great however many of the times I never saw that person again. My desire to build a practice where I developed long-term relationships with people grew more and more each day as I connected deeply with the person in front of me only to never see them again.

At that point I had a friend reach out to me who invited me to a workshop hosted by legendary Life Coach Steve Chandler. He ran a school every 6 months that taught Coaches specifically the process of Client Acquisition. He taught coaches how to charge premium fees for long-term Coaching Packages that lasted anywhere from 4 to 6 to 12 months. Some of the coaches coming out of his school were making anywhere from 100K to 500K a year.

The fee?

$10,000. All the money that I had made in the last few months I spent on the school. I learned everything about developing a relationship and working with the client before they were even your client. The sales process was simple. It was based on pure service.

Start working with the prospect before you’re even officially working with them. Ask questions and give them the right solutions. Give them an experience of what it’s like to work with you before you ask for anything. Make it a no-brainer for them. This bypassed any resistance that I had to being “salesy”.

I enacted this newfound skill and found out that it worked incredibly well. You may spend hours with a potential client and they may say no when you make the offer but I quickly found that if I spent time with the person, deeply listened to their issues and connected with them, gave legitimate solutions, then eventually they’d ask me, “What do you charge?”

I applied this method to everyone who reached out and wanted to connect with me on my YouTube Channel. I’d speak with them three, four, sometime five times over the course of a month or two before I made a high propositional offer such as $1,200 a month for a three month contract. I came out of Steve Chandlers Client Acquisition School making over 10K a month. And before the year was up in December of 2018 I was making over 20K a month.

I hardly believed it myself.

In short, how do you start up a successful coaching practice that generates over 20K a month online?

#1 Experiment with your content on ONE social media channel until you find a niche.

Many people in the beginning of building a brand try too many platforms. It’s no good. Just pick one and be incredibly consistent.

Consistency is key which builds trust with an audience. And no one will spend their money with you until they trust you.

#2 Learn that niche inside and out so you can anticipate their needs and know their minds better then they know themselves.

When you understand your prospects needs better then they do themselves you automatically position yourself as the authority and develop a trust with them that they don’t even have in themselves yet.

#3 Release content around your niches paint points and give them actionable solutions.

The drive away from pain and towards a more pleasurable experience of the human condition is what drives the evolution of humanity……..and business. The top businesses are always anticipating the pain points of their clients and customers. They give actionable solutions.

#4 Build a brand and website around that niche and establish yourself as an authority in that niche.

Find a niche within the market or a sub-culture within that culture. In today’s digitally connected world there are cultures within cultures within cultures. Release content and experiment until you strike a chord with a culture and then get to know that specific culture inside and out.

#5 Work with a person two, three, or four times and GIVE them the experience of what it’s like working with you.

In today’s world many people in business, the unsuccessful ones anyway, are always looking to take. This is the wrong approach. The best companies know that if you want to bring in new customers then you MUST give. This is why companies give free one month trial periods, or why your ice cream shop allows you to sample many flavors. Give and give until your heart hurts and then give some more. But then after you give make a clear, strong, and powerful call to action.

It’s the only way to do business today successfully.

#6 Charge a higher premium price, such as $1,500 a month for a 4 month contract.

There are two types of shoppers in the market. The first are price shoppers. These are people who look only at the price tag. If you label yourself a life coach and you charge $897 a month and the life coach across the street charges $597 then they’ll pick the cheaper one.

Value shoppers on the other hand will gladly pay premium prices if they’re getting a higher quality of service. Furthermore, they are more committed to the service and are generally more interested in developing a long-term relationship with their provider.

If you’re thinking about monetizing your passion and your caught up in the details and wondering how you’re going to do stop analyzing and just do. Jump off the cliff and build your plane on the way down. People may call you crazy or insane but it’s only because they are not doing it.

Author Bio:

Jared Bull is the founder of Transformational Coaching. A company that specializes in teaching coaches how to build Double-Digit practices through the power of social media and authentic aligned sales.

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