You don't want clients to ever wonder "Where is this going? How does this work? Is there a plan?"

Offering a detailed plan to prospects allays their concerns, instills trust, shows you're organized, makes your job easier, and sets expectations. It's critical they understand how long long it may take, what obstacles they'll face, and how much work must be put in.

In my last book, I wrote about how transparency elicits trust and closes deals fast.

Using a visual guide, like a flow chart or timeline, helps make the invisible visible, and step-by-step milestones make the large small. Put effort into creating it, as many coaches consider this a game changer. Without an outline, you'll likely fail as a coach. It's that vital. Get that done first before anything else.

Having a program in place delivering the desired outcome permits you to charge more money than billing by the hour or one-off sessions. It's best to have one package instead of multiple confusing options. Decision fatigue leads to no sale.

As a coach you must promise a specific outcome to a specific, urgent pain point. Tell prospects exactly what they will walk away with. Spell it out. Failure to illustrate a tangible, measurable end result is why many coaches fail. Don't copy them. If you don't paint a clear picture of what they want in leads' minds, no one hires you.

Clients purchase transformation, not information. They purchase a solution, not a product. They desire the destination, not the path to get there. Consumers don't buy the drill, they buy the hole.

Simply framing your offering as close to a magic wand as you ethically can that gets prospects what they truly desire will dramatically increase its value.

Do the best you can to minimize clients' sacrifice, effort, time expense, etc. while crafting the outline. Be creative. Be innovative. Your bank account will thank you.

During the journey, referring back to the framework from time to time to update them on where they are and the progress gained stimulates momentum and motivation.

Be prepared to encourage clients so they don't quit before the transformation transpires, wasting their money and time. Reciting inspiring, success stories goes a long way.

Even the best customers get impatient with the slow pace of progress as the initial excitement fades. When creating the path, ensure they can get quick wins throughout, especially in the beginning.

Obviously, no two clients are the same, but a rough agenda of what to expect is paramount. So every plan must flexible and adjustable.