Taking spring break off without losing pay


Borrow this idea!

One of my clients just shared with me that, for the first time in her practice, she felt comfortable taking time off for spring break.

When she didn't work, she didn't earn.

This made for a business that serves clients at the cost of your own mental, spiritual, emotional and family well-being.

This makes things unsustainable for the long-term.

So what changed?

All of her clients are in start-to-finish programs instead of hourly packages or sessions.

All of them!

This means, when she wants to take time off, her pay isn't affected.

Her clients have either paid in full for the duration of their work together, or committed to a convenient monthly payment plan that is set up once at the beginning of their work together, and automated to process without her management.

I'm taking next week off too, to hang out with my little kids during their school break.

I can only do this because all of my clients are in programs too.

If you're finding yourself in a "can't take time off" type of situation, here are a few things that may help.

First, you're not alone.

Many of my clients fall in one of two camps:

Camp 1: you may have a program that you created but don't have enough people to offer it to and/or not enough are saying yes.

Camp 2: you are offering hourly sessions, or small packages of sessions, and it's exhausting you.

Both situations require you to change and evolve.

No matter what camp you're in, here are two tips and a free training that may help.

TIP #1 - Make sure your program solves a specific problem.

ONE problem, not ten of them.

Otherwise people simply won't believe you.

You may have to chunk down what you do into phases to make your work seem doable and believable.

For example, phase 1 of my work is integrating everything you do under ONE message and phase 2 is getting your work out into the world simply and effectively, usually by speaking your message.

I offer both of them, or they can do just one, no problem. But each one solves two very specific problems my ideal clients have.

Tip #2 - When you tell a potential client about your program, show them HOW your program will solve their problem.

Here's a real-life example.

Yesterday I talked with a client about tweaking the flow of her first appointments with potential

People were loving the session until she talked price and then they bailed.

Turns out, there was a missing piece in her conversation.

The conversation was too heavily focused on creating rapport and talking about the power of coaching.

I suggested she try adding the following two pieces into her first appointments and make the shift into a leadership role in the second half of her session:

1) Okay, would you like me to share what I see is going on for you? (This is after you've got all the info you need to assess their situation)

Here's what I see you're doing that is not working and how it's creating the results/symptoms you do not want.

Make no bones about this.

Wake. Them. Up.

Say it nicely, calmly and clearly.

For example, "as it turns out, the way you're eating is the perfect recipe for depression, anxiety and stress. The foods you eat actually cause the feelings you're feeling, as I suspect you may have a food sensitivity and allergic addiction to these foods, otherwise it wouldn't be a problem for you."

For example, "You don't have enough clients, because you're not marketing consistently and your message is unclear so it doesn't land with anyone beyond the low-commitment, low pricing type of clients who don't want to risk more then a few hundred dollars and don't really do much of the work."

Gently point out what's not working and what needs to be fixed. Then move on to step 2.

2) So here's my approach to resolving this, once and for all.

Describe how each step of your program will solve the problem(s)/symptoms she or he is experiencing.

This is where you essentially show them the way out and how you would handle the situation.

Most clients are "lost" in the land of their problem in some way (totally normal), no matter how brilliant and accomplished they are.

So if they're lost, you need to act like the smart, capable guide you are and LEAD them the way out.

You will need to act like a leader, not a counselor/coach in this part of the conversation.

They'll either want to go on this journey with you or not.

In fact, I rarely have talks about objections with clients. It's either a fit or not. No convincing.

I might, occasionally go into convincing mode when I see a potential client I REALLY want to work with about to do something silly like (spend all their money on branding and web design instead of figuring out their message and marketing first).

Okay, I promised a free training on this as well.

Here it is: I gave a presentation on how to create your own start-to-finish, signature program for Hawthorn University that you can watch for free here.

Hope this helps!

If you think you might want me on your side as you make all of these decisions around your offers and your practice, I'd be glad to talk and see if it's a fit.

Apply for a free time to talk here.

I'm going on Spring Break next week but I'd love to see you in my schedule for when I return. :)

Happy Spring and may you enjoy some "paid" time off as well! ;)


P.S. Maybe you can't take the time off this year. No problem, this time next year can be totally different for you. Book a time to chat and let's map out a plan for creating a Happy Little Practice that does what it's supposed to do for you, your clients and your family.