Podcast Notes

Episode 470 Conversations That Get Clients Hosts: Brian Miller, PCC and Chad Hall, MCC Date: June 19, 2025

In this episode, Chad and Brian dive deep into the realities of getting coaching clients, debunking the myth that "if you build it, they will come." They explore the importance of having intentional conversations as the primary engine for building a coaching practice. Through personal insights and practical frameworks like the "cold, warm, hot" conversation model, the episode emphasizes authenticity, competence, and consistency as key ingredients in client acquisition.

Key Highlights:

• Clients Don't Just Show Up: Unlike some professions like counseling, coaching requires active engagement and conversation to build visibility and trust.

• The Power of Being "Not Needy and Not Weird": The most attractive coaches (and people) present themselves confidently and without desperation.

• The Cold-Warm-Hot Conversation Framework:

  • Cold: Encouragement-based, genuine interest in others.

  • Warm: Topic-based discussions showing competence.

  • Hot: Proposal conversations aiming for a yes or no.

• Conversations Are the Funnel: Client relationships begin with small talk and evolve—coaching is fundamentally a relationship built through many meaningful interactions.

• Shift Your Mindset: Stop thinking like someone who wants to be hired and start operating like an equal engaging peers in thoughtful dialogue.

Takeaways:

• Client acquisition is relational, not transactional. Coaches must consistently invest in genuine conversations to build trust over time.

• Being needy kills opportunities. Confidence and detachment from the outcome make you more attractive to potential clients.

• Encouragement is underrated. Starting relationships with encouragement creates warmth and opens doors for deeper discussions later.

• Warmth precedes depth. Coaches must first be skilled at shallow conversations before diving into deeper, transformational ones.

• Conversations are the marketing strategy. You don't need to be "in sales" to get clients—you need to connect meaningfully, regularly.

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