Start by centering yourself and getting present.

Check in with source.

Share the experience (not the concept), so that a client’s only decision is whether or not to continue coaching with you.

Be great at what you do…not just good. Have practices and habits that guarantee that you become better and better as a coach every day. Read books, see movies, listen to audio and talk to people who make you better as a coach. Every day.

Get coaches who will build your practice and improve your personal and professional life. A coach without a coach is like a doctor who won’t see a doctor.

Slow down. All the wealth you want is right there in the next conversation. Don’t have a huge to‑do list, just be with Who’s Next.

Use or create inner circle connections. No cold calling.

Act quickly. Know the half‑life of enthusiasm.

Use phone or in‑person options when available. (Don’t use email for persuasion or confrontation in the act of client acquisition).

Use conversations. Schedule them. Fill the day with conversations until your client list is full.

Use certainty versus belief. Speak from what you are certain of. Keep a success list.

Share stories and case histories versus features and benefits.

Find the goal behind the client’s goal. Ask about your client’s clients.

Stay with their wants versus your needs. Needy is creepy.

Be the first and only totally committed listener in their lives. (Lamp Post Metaphor from Michael Neill)

Maintain innocence in getting your yes/no. Yes lives in the land of no. If they have to “go think about it” the conversation was not complete.

Leadership in the close. Direct all the action.

Leave the conversation in a context of possibility, not a context of affordability.

Limitation creates value. Make sure you are the one doing the auditioning of the client (not the other way around).

Be constantly aware of role reversal. Do not surrender your power, leadership and role as the coach in the conversation.