At the start of a new practice, you need proven results, testimonials from satisfied clients and people familiar with your work who can send you referrals. But, how can you acquire these fundamental business elements at the beginning? This can be such a “Catch 22”. Without clients, how can you figure out the benefits of your work, get testimonials if you haven’t worked with anyone, or hope to get referrals?

Here’s a powerful solution to get you rolling: Seek out scholarship clients! Even though you will be working for free initially, this can be a valid and fruitful business exchange. The reason you want to do this is it gives you the opportunity to get some crucial practice making your offer and testing out your proprietary system. Plus, in this business exchange, you provide free coaching and in exchange the clients provide the needed feedback. Ask your scholarship clients specifically for these three requirements in lieu of payment:

1. An evaluation of your work so you can make changes to your improve system and strengthen it

2. A referral to one of their friends, colleagues or family members who might want to try the coaching process.

3. An enthusiastic testimonial about the results achieved from working with you.

I did this myself when I started building my practice and I needed testimonials. I asked five people to become scholarship clients and within two months, I had five wonderful testimonials. The clients got great results and this worked out as a fabulous business proposition in which both sides benefited.

This is a proven strategy for launching your practice and has worked beautifully for so many of my clients, leading to paying clients with a short period of time.

Your Client Attraction Assignment

1. Write a letter that offers your coaching services for a scholarship fee. 2. Explain the three requirements you will be exchanging for your coaching work.

3. Come up with a list of possible interested parties.

4. Send this letter to at least five prospects and get started building your practice!

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

Information products are a great way to set yourself up as an expert and build trust – as well as build your revenues. Here are three different information products you can create to share your knowledge with prospects at different levels.

1. Articles: When I write an article, the length tends to be as long as I need to get my point across. That means it could be anything from half a page to a page and a half. Once written, articles can be sold on your site, posted on your blog, be used as a way to be featured as a guest blogger, posted to article directories that will be picked up by blog publishers, or used as a freebie to entice action from your readers.

2. Special Report: This is a small e-book, which can be as short as five pages and as long as 80 pages is focused on one single topic. This product is often used as your irresistible free offer to help build your list and get people into your pipeline – the same way I use my free Client Attraction CD available on my site.

An eBook is a good thing to start with for creating an information product to sell since it’s digital in format and relatively inexpensive to produce – but attractive to offer for sale. But, as you move forward, you’ll find incorporating worksheets and CD’s or turning this into a bigger product like a home study course will help you sell far more copies. And you can charge considerably more as well, since the perceived value is much higher.

3. Audios on CD: This type of product features you talking about one particular subject for up to an hour. It’s a great way for prospects to get to know you and become more comfortable with you, which builds the know-like-trust factor. You can outline a particular process or share insights into the big mistakes people make that keep them from being successful. Creating this product can be as simple as recording a free teleclass.

Information products, whether they are for your irresistible free offer, or to start building passive income, provide prospects and clients alike with tremendous value.

Your Client Attraction Assignment

1. Make a list of 10 possible products you can create. Come at this from different angles, thinking about what your prospects or clients need most.

2. Pick the one you feel has the most power to attract more clients or build your list or add more revenue and start creating it!

The lesson here is, it’s time to get over the hurdle and do what it takes to get to the next level.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

Testimonials are my favorite low-cost and high-impact Client Attraction tools. Getting testimonials from clients is a crucial element of your marketing plan and become a powerful tool for acquiring new clients. Best of all, testimonials do the ‘selling’ for you, even when you’re not around.

The reason testimonials are so important is that the testimonial itself becomes a third-party endorsement, an enthusiastic referral from someone who doesn’t benefit directly from that prospect working with you. Potential clients trust that! Testimonials can also be used as references by potential clients if you set it up that way (I’ll discuss that in a minute).

All of my client testimonials are set up in one easy-to-read document and each testimonial has the person’s name, their website, phone and email address (of course, I have gotten permission for this from each client). I let potential clients know they are welcome to call or email any of my former clients listed to ask about working with me.

Now, most prospects don’t really call my former clients as references (some do, most don’t), but just knowing that these are (or have been) REAL LIVE CLIENTS, and that these clients are raving about the results of our work together, puts the prospect at ease and instills a greater amount of trust in the work I do, so closing the sale is easier, even without selling. You should try it.

If you don’t have clients yet, consider getting testimonials from any freebie clients you’ve had or people you’ve helped in the past. Any testimonial is better than none. You can replace these as you start getting real paying clients (that’s what I did).

Ok, on to what’s REALLY important about testimonials.

There are two types of testimonials.

1. The one that says you’re a really nice person and that it was great to work with you.
2. The Makeover Testimonial: One that describes what their situation was BEFORE working with you, what direct results they experienced as a result of your work together, and lastly, what their situation is like now. It’s all about the before-and-after, the success story, the rags-to-riches. And it WORKS!

You must ask for TANGIBLE and SPECIFIC results they’ve experienced! Prospects reading your testimonials will then see that it will work for them too. See what I mean at http://www.clientattractionwinnersacademy.com/success-stories/.

Design a handout asking for tangible results since your time together. This is a really efficient way to do it. You may hand this to your clients towards the end of your time together, mid-way through a program or email it to them if your work is phone-based, like mine.

Virtually every time, especially when you’ve gotten great results from working together, clients are honored to fill it out and love to give something back to you. Best of all, you can then take these powerful results-based testimonials and add them to all your marketing materials (brochure, website, etc.) at low-cost and very high-impact.

Once completed, you’ll have one of the most powerful marketing materials ever “invented” and guaranteed to get you more clients than you have now (at not cost to you!).

Your Client Attraction Assignment:

Make a list of clients who have had fantastic results from working with you and contact them. Tell them you loved working with them and that you’d like other prospects to read about some of the results they’ve gotten.

Ask them to fill out your testimonial request form (you can use a copy of mine in the Client Attraction Home Study System™ as inspiration) or send it to them as an email. Make sure to give them a deadline by which to return it; otherwise, they might never do it.

Collect all the testimonials you receive, put them on one sheet of paper or on a page on your website, and ask prospects to read these before your initial consultation. You’ll start hearing your phone ring a lot more frequently than it’s currently ringing and will close more clients as a result. I guarantee it.

The lesson here is, it’s time to get over the hurdle and do what it takes to get to the next level.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

Do you ever find yourself being afraid of marketing in a BIG way for fear of growing too big and too fast? Two clients this week expressed worry in marketing their businesses. Not because they were worried about NOT getting clients from the Client Attraction techniques we’re implementing together. Actually, it was the OPPOSITE.

Both were worried that this Client Attraction stuff would work SO well, they would attract TOO many clients. You’d think, “Well, that’s a good problem to have, isn’t it?,” but you’d be surprised at how often this comes up in my coaching with clients and group programs, and how often it keeps some of my clients literally stuck in their tracks. Inevitably, I hear things like:

“I’m nervous. My life is so busy, how am I going to handle more clients? I know I want more, individual clients; however, on some level I think, ‘My plate is full. How can I add something else to the plate?’ Thinking of adding too many clients stresses me out. What if it’s more than I can handle?”

The anxiety may come down to the fact that you haven’t learned how to fully manage your time quite right. It could be that your systems aren’t in place yet. Both are things I ruthlessly work on with clients in my coaching and info products, so that by the time a prospect calls you, your time management is squared away and your SYSTEMS are in place to handle lots of clients seamlessly. However, in this case, it’s not just that.

If you think it through objectively, the fear of having TOO many clients doesn’t make sense. First, it’s not like you’ll realistically be FLOODED with hundreds of calls in a matter of days, at least not in the beginning (don’t we wish?!). Speaking from experience in working with thousands of clients at this point, it’s usually more of a steady and consistent trickle, instead of a crashing wave, which is great.

Typically, the worry of growing too big is based on a fear of change, fear of overwhelm, fear of failure, and perhaps fear of success at the same time. If you ask me, it all comes down to a fear of LOSING CONTROL.

Truth is, you CAN handle it, and you ARE in complete control because YOU limit the number of clients you take on. Worse comes to worse, you can put people in groups, or put prospects on a waiting list and keep in touch with them until there’s room for them. The key is to figure out what your limit of clients is and set boundaries around this limit so that your client load never gets too big without your wanting it to.

Hey, I’m not throwing stones. I know firsthand about the fear of growing TOO big and of losing control over my business. It became very clear to me this week that my next step is to go GLOBAL with Client Attraction (a little scary, honestly). This is not the first time I’ve known that the logical next step is to go worldwide, more so than I’ve allowed myself to do previously. Problem is, my fear of growth kept me playing small, even though I’m capable of much, much more exposure and visibility in my business, and having the ability help many others succeed in business, while living a life they love.

The thing that’s stopped me in the past from going global is the fear of having to give up what I have now. Frankly, I equated going BIG with constantly being on a plane, going from place to place. Bottom line is, I don’t want to be away from my husband and my kids too much. I don’t want to miss out on the delicious life I’ve created here. I want to be here every day to soak in the joy of what I’ve taken so long to create. Those things are non-negotiable for me right now, at least until my kids get a little older.

But then I started thinking about it realistically and breaking down my fear so that there was nothing left. Fact is, in this day and age, one doesn’t HAVE to get on a plane to go global. Just as irrational as it is for the client mentioned above to lose control of how many clients she lets into her practice, it was just as irrational for me to think I can’t take my teachings worldwide. After all, we’ve got the Internet, virtual teleclasses, webinars, infoproducts, you name it. I don’t have to give up anything.

So, my fear was null and void. Completely. And now, I’m no longer playing small. I’m opening myself up for massive growth and so can you.

Your Client Attraction Assignment:

Start thinking about how you’ve stopped yourself from marketing for fear of growing TOO big, too fast.If you set up systems in your business coming from a FULL PRACTICE mentality (even if your practice isn’t full yet) and you set up time management and marketing techniques that will ensure you can handle lots more clients, then you WIN. And that means more clients, financial freedom, less stress and a better quality of life. Isn’t that what we all want deep down inside?

The lesson here is, it’s time to get over the hurdle and do what it takes to get to the next level.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

We can also connect together on Pinterest here.

[youtube width=”600″ height=”352″]http://www.youtube.com/watch?v=6m0mUzvS5U0[/youtube]

When your practice fills and there is no more room for new clients, you may decide to raise your rates, create a waiting list or even create a passive income stream. All three are great options but for today’s video strategy, I want to address two of the most common mistakes entrepreneurs make when creating passive income. These tips will save you a lot of time and frustration and will ultimately make you more money in your business. Ready?

Passive income allows you to provide what you do right now in your practice without you actually having to be there to deliver it—yet your clients still get the same results. It involves creating something once that you can sell many times over. I’ve been creating passive income in my own biz for a very long time. But I see many people who are self-employed make a lot of mistakes when creating passive income so I want to share two of those mistakes with you today so that you don’t make them in your own business.

Mistake #1: Creating a passive income program or service before their private practice is full. I’m not saying you can’t do that but from what I’ve experienced, if your practice is not yet filled to capacity, you may not be making a lot of money. Creating a passive income product can sometimes take a long time. My own Client Attraction Home Study System, from beginning to end, took me three years to create. Yes, it’s very complete, it’s very full, and it’s one of our best selling products. But it took me a long time to create it. For some people in the process of creating something new, they take their eye off the ball of marketing their private practice—which means that they spend all their time on the product and they neglect getting more clients. But here’s something very important to consider. In the beginning of your business, the fastest path to cash is through private clients. I’ve experienced this myself and my private clients have experienced the same thing. The idea is that you want to fill your practice first, and never take your eye off the ball of marketing it before you create a product.

Mistake #2 is creating a product too early before they have a list. If you have only 12 or 120 people on your ezine list, imagine that only .01 percent of your list will actually buy your product. That doesn’t leave a lot of buyers! So, until you have a larger list you may not sell a lot of products. You’ve got to pay attention to this.

Your Video Assignment

I want you to focus on filling your practice first, while at the same time building your list. While you’re doing this, you can start thinking about what to create. Then, once your practice is full and you have good income coming in and your list is substantial (because remember, only a percentage will buy…)that’s going to be the best time for you to create a product or program to use as a passive income stream. Congratulate yourself, you’re making huge strides in your business!

I once asked a few people to be part of my Research and Development team to find out what stopped them from getting out there in a BIG way to get clients. I also asked them to tell me the MOST they could see themselves making being self-employed. Honestly, I was saddened by the answers that rolled in, and their answers were right in line with the people I talk to on a daily basis.

You see, most people have very LOW expectations on what can be made in self-employment. The average from my polling was between $50,000 and $75,000, and the highest amount I heard was about $150,000. Using SYSTEMS and LEVERAGE techniques, we can totally change that to create an income that is FAR beyond what you’ve ever thought attainable for yourself. (I know it may not seem possible as you read this, but I promise you, it IS possible for you too. I’ve done it for myself and I’ve done it for countless clients.)

To help you change your mindset around that, I wanted to share a paragraph in Louise Hay’s book ‘You Can Heal Your Life,’ which has stayed with me since the very first time I read it years ago. Here’s what she writes:

“I love the visualization of standing at the seashore looking out at the vast ocean and knowing that this ocean is the abundance that is available to me. Look down at your hands and see what sort of container you are holding. Is it a teaspoon, a thimble with a hole in it, a paper cup, a glass, a tumbler, a pitcher, a bucket, a wash tub, or perhaps you have a pipeline connected to this ocean of abundance? Look around you and notice that no matter how many people there are and no matter what kind of container they have, there is plenty for everyone. You cannot rob another, and they cannot rob you. And in no way can you drain the ocean dry. Your container is your consciousness, and it can always be exchanged for a larger container.”

I was totally floored when I first read this. I remember “looking down at my hands” and seeing a very large bucket, one bigger than I could carry, thinking that was a LOT. But when I read about the possibility of having a PIPELINE connected to this ocean of abundance, I was struck by the very small thinking I was doing. And frankly, I was mad at myself for having thought so small before.

It hit me like a ton of bricks that I wasn’t asking the Universe for nearly as much as I could. So, I started “asking” for a bigger income, little by little, every year by adding about $50,000 to the previous year’s revenue goals, believing that I COULD achieve it. And at the end of every year, I did achieve it, sometimes by a lot more. Now, I’m simply asking for triple what I made last year (and on my way to achieving that.) What are YOU asking for?

Your Client Attraction Assignment:

Close your eyes and imagine yourself standing on the sand, toes in the water, looking out into the vast ocean of abundance. Yes, even if it feels corny or goofy, just DO it, no one’s watching you! Besides, how you do anything is how you do everything, in business and in life. If you’re not willing to do this, then you’re probably not willing to do much to change your mindset or what it takes to grow your business.

Imagine that you cannot ask for too much because you can never exhaust the supply that is available to you and everyone else. No matter what you’ve thought up to now, know this (while you’re at it, go ahead and print it up so you can put it up on a wall where you can see it everyday):

• There will never be a shortage of clients you can attract.
• There will always be enough people who will pay you what you want to be paid.
• There will never be a cap on how many clients you can help.
• There will never be a cap on how many e-books you can sell.
• There will never be a cap on how many attendees will attend your workshop or teleclass.
• There is an inexhaustible supply of ways you can offer what you offer that your competitors don’t offer.

The only person who sets that limit is you. The good news is that you can break the current paradigm at any time you choose. You can find a way to innovate and break the mold. You do not need to be tied down to what you have thought up to now. The opportunities you seek are already out there for what you want (this is what I’m noticing is true for myself.) You just have to make the decision that you want it and these opportunities will make themselves available to you.

If you’re gonna dream, well darn it, dream BIG! Look back at your list of wants. Were you playing small? Were you playing too safe? Were you afraid to ask for a lot more? Now, tweak the list to think BIGGER. You deserve it and once you believe it is possible for yourself, you can indeed have it.

That being said, you might be having trouble imagining yourself achieving a BIGGER goal in your business. It’s probably a fear of overwhelm, fear of success, or fear of failure, a fear of rejection, or perhaps a question of whether you DESERVE that much abundance and success. Not sure if you’ll be able to actually HANDLE it? Then make it a point to join us at the workshop in 2 weeks. Enough of this ‘playing small’. We’re going to totally change that limiting mindset of yours, once and for all.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

Once you work out the details of designing your proprietary system, it’s time to give it a compelling name. Your choice of names really matters because it will be the foundation for your brand and when done well, everything else will stem from that name.

For example, my program as you know is called “The Client Attraction System”.  My website is www.ClientAttraction.com. My program names build on the Client Attraction brand. For example, the Client Attraction Inner Circle and the Client Attraction Get More Clients Workshop.

You want to come up with a name that spells out exactly what you offer. Highlight the different aspects of what you do to cover all the bases. Then come up with the biggest benefit to this work. Ask yourself, what is the end benefit of that? Make sure you get to the true end benefit, the big one everybody wants. This is how you know it will be compelling.

Finish off your name creation by selecting a system word that fits what you do. Pick from this list of potential system names:

• System
• Method
• Process
• Technique
• Way
• Practice
• Course
• Plan
• Program
• Blueprint
• Formula

Next, narrow down the list to the top benefits, descriptors and system names. Put each word on a separate sticky note and post them on your wall. Then you can easily mix and match to come up with loads of combinations. Write them down too. Later, you can come back to the exercise and cull down the list of names for your proprietary system. Select your five top picks.

I recommend sitting with them for a couple of days to see what stays with you and what doesn’t work. You might get some feedback from colleagues or other trusted business friends with whom you have a strong relationship. Then make your final decision and you will have a compelling name for your program!

Your Client Attraction Assignment

Put this exercise to use to formulate your proprietary system name. Once you’ve gone through the steps, brainstorm program extensions to see how your choice of names works for you. If it has flexibility to work in several different ways, you’ve got a keeper.

As an entrepreneur, you are continuously working to build your list of contacts. Your database is one of the best sources to mine for new clients. What I found in building my practice, is that once your list grows to 1,000 contacts, marketing starts to change. That’s the tipping point when getting new clients starts to flow easily. They started coming out of the woodwork.

What can you do to build your list? There are several easy ways to start growing your data base immediately:

1. Collect business cards at speaking engagements
2. Offer a free report or audio on your website in exchange for email addresses
3. Include an opt-in box in your newsletter for people who get sent a copy from a friend
4. Place a prominently placed opt-in box on your website
5. Put your newsletter opt-in link on the back of your business card
6. Include a link on Facebook that goes directly to your opt-in page

Now that you are focused on building your list, what else can you do to mine for more clients? That’s where email marketing is the key. You want to put yourself on a weekly email marketing schedule to leverage your ability to stay in touch with your list be delivering them high content and high value information in the form of articles and videos and more. By staying in touch with prospects on a regular basis, they get to know you, they get to like you and they start thinking about working with you.

What do you say in the your newsletters? These are some options:

• Write short helpful articles that are to the point
• Announce upcoming events or appearances
• Share testimonials from clients who have had success in working with you
• Communicate a special offer to entice new clients to sign up
• Write up a client question and share your answer or solution

Stay in touch with prospects frequently to keep yourself top-of-mind and they will feel more connected to you.

Your Client Attraction Assignment

1. Make a list of how you will build your contact list and choose the ones you can start to implement this week.
2. Brainstorm a list of article topics and create a calendar for when you will deliver each one. Then start writing!

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

According to the Gallop organization, the number ONE predictor of one’s success is the quality of one’s relationships. In fact, the movers and shakers in business leverage their relationships to have a competitive advantage, and drive more revenue while living a richer, more joyful life. Thing is, most entrepreneurs have no clue how to do this. On this month’s Guest Expert Special Topic call, you will discover how successful coaches and entrepreneurs leverage their Relationship Currency to do more JV’s, get more sales, do bigger deals, get more speaking gigs and give more to charity. In this content rich training call, you’ll learn how to create high trust relationships and connect with highly influential people, who will give you dramatically greater exposure for your business. If you’ve been waiting for it to be YOUR turn, do whatever you must to be on this call live.

Have you heard the big news? The Inner Circle Monthly Special Topic Calls are now F.R.E.E! Register now to join this live call with Fabienne and her expert guest. It’s not just ONLY for Inner Circle members anymore and anyone can join in on the valuable content…