Let’s explore how to elevate your financial coaching business by following a structured client journey. If you remember from Part 1, we outlined your business model as a financial coach and how you’d begin your conversation with clients.

(Don’t forget to access your Client Journey Roadmap here for a visual guide.)

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Now we’ll highlight four more crucial growth checkpoints and include script examples to help you effectively communicate with your clients.

Growth Checkpoint 1: Inviting Clients to Work with You

After your initial free consultation, it’s time to invite your client to a deeper, more structured session. This is where you lay out the value of your service. Remember, this is more than just a transaction; it’s an invitation for them to achieve their goals with your guidance. Here’s how you might approach this:

“I would love to wrap my arms around your finances with you to make this step less daunting. This is what I do and what I love to do, so I will take the step of looking at your income, spending, debt, and savings, get it all organized for you, identify the exact steps you need to take, and I’ll create a plan for you to follow. Then we’ll meet, and I’ll make sure it’s all really clear for you too so you can wrap your arms around it. You’ll be able to see exactly how to [insert their specific goal here]. How does that sound?”

Growth Checkpoint 2: Leading with Benefits, Not Features

When you introduce your Discovery Session, focus on benefits over features. Your clients want to know how your services will improve their financial situation, not just the logistics of the session. Emphasize the clarity, strategies, and personalized plans they will receive. Here’s an example of how to frame this:

“In our Discovery Session, we’ll focus on gaining total clarity on how your income, spending, savings, and debt are all connected. You’ll receive specific strategies for each area to support and speed up your goal of [client’s financial goal]. You’ll leave the session with a detailed plan to follow, so you can take confident action towards your goals.”

Growth Checkpoint 3: Handling the Onboarding Process

Once your client agrees to proceed, guide them through the onboarding process without overwhelming them. Keep the focus on the immediate next steps and maintain simplicity. Here’s how you can articulate this:

“Together let’s pick the day and time that works best for you. You’ll pay the coaching fee, and then we’ll both begin wrapping our arms around the four areas of your money. Then we’ll meet to discuss your plan so you can hit the ground running on your debt. Do you have your calendar available right now?”

Growth Checkpoint 4: Ending the Session Strongly

End your initial sessions with confidence and clarity. Ensure the client leaves with a sense of direction and anticipation for the next steps. Here’s a suggestion for concluding the session:

“Okay, I will see you next week. Don’t hesitate to reach out between now and then if you need anything or have any questions, okay? We’re in this together, and I’m here to support you every step of the way.”

Wrapping It Up

Remember, these checkpoints aren’t just tasks to tick off; they’re milestones in building a trusting and effective relationship with your clients. Each step is an opportunity to reinforce the value you bring as a financial coach and to solidify the client’s commitment to their financial journey.

Your role as a coach is to guide, reassure, and provide clarity. Keep these checkpoints in mind as you navigate through your client interactions, and watch how they transform the growth and success of your financial coaching business.

Keep going, coaches! You’re doing incredible work, making a real difference in people’s financial lives.