In 2017 I published a podcast episode railing against launch-based selling. In seven years, my opinion hasn't changed much...but a wise client has helped me open my mind (a little). In this episode I talk about the practical and psychological factors that make launch-based selling so brutal, and I also share some ideas (based on that wise client's input) on how it could actually be a pro-relationship, sustainable approach. Who knew.

My friend Jesse Mecham is the founder of YNAB, a company that helps people love the way they spend their money. I asked Jesse to come on the show to talk different kinds of coaching and training he and his team use. Jesse shared a few big insights, including:

1. He's happy to pay for expensive coaching for members of his executive team.
2. Every employee at YNAB has a Training and Development budget they can spend on books, courses, and conferences.
3. Jesse was a member of a "CEO club" whose structure is ideal for coaches who'd like to connect with the leaders high-revenue companies.
4. There's a well-established market of high-income people who are happy and excited to pay for all kinds of coaching and training. 

This is a good one--it's always nice to get a civilian's positive perspective on the power of coaching.

Trainings (and certifications, and, I guess, "masterminds") can be powerful and transformational. They can also be the place where coaches' dreams, hopes, confidence, and personal balance sheets go to die. Rather than produce a multi-hour philosophical analysis of the coaching industry (some day, some day!), today I'll just talk about how those who are offered training and those who offer it can end up with better results, fewer regrets, and maybe not so many irate people on Reddit.

As coaches, we are the product--our skills are the product. The question is how do we become more skillful? In this episode, I suggest that the deliberate, patient practice of listening without an agenda is the key skill in coaching and that this skill, by itself, and boring as it may seem, makes us appealing and attractive to those whom we hope to serve.

"She could coach you." That's what my wife, Kate, said about Amber Smith after meeting her. Kate has never said this before or since. (She knows many wonderful coaches, but not many who can wrangle my chaos in a coaching session.)

I've known Amber for a few years. I like her and trust her. Our philosophies align. I'd happily refer a close friend or family member to her for coaching, and I'm grateful to have her as a conversation partner on the show.

In this episode, Amber shares a story about "creating a client" in a completely service-oriented, non-transactional way. It's pretty great.

You can catch up with Amber on Instagram (@itsambersmith) and her website (itsambersmith.com).

I'm not sure my fellow coaches realize how simple it can be to fill--and keep full--a coaching practice. I'm not saying easy--I'm saying simple. In this episode I outline a marketing hypothesis built on the power of creating and nurturing a growing list of "maybe" relationships. 

This episode almost seems pointless, because of course coaches make money. But, after a decade in this business, I'm in a position to speak to the psychology of the person who wonders if it will ever work/if it will keep working. And I also helpful, non-dramatic data, so let's get into it.

I look at my 2023 coaching practice through four lenses: 

1. The workload.
2. The relationships.
3. The money.
4. The marketing. 

It was a good year for my practice. Looking forward to more of the same in 2024.