the ultimate client enrollment blueprint copyright...


Recommendations For Using The Ultimate Client Enrollment Blueprint

Most Effectively ✓ The Blueprint is based on a 60 to 75 minute enrollment

conversation, usually via phone, with a prospective client.

✓ The Blueprint is most appropriate for coaching programs with an investment of $1000 or more.

✓ The effectiveness of The Blueprint is based on the client forming the habit of saying “YES” throughout the conversation. We do this by asking the questions, Sound good? Did I get it right? etc.

✓ In each step of The Blueprint, repeat back what the prospect said, using their exact words and asking, “Did I get it right?”. When the client feels heard, it helps build the know, like, trust factor.

✓ The Blueprint model of enrollment is most effective when approached from a perspective of service and adding value to the other person, regardless of the outcome.

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Identify The ProblemWe want to start with understanding what the

primary driver is behind them seeking our help.

Ask…What’s the biggest challenge in your life right now?

Explain The ProcessWe want our prospect to know what to expect.

“Sound good?” is the first opportunity for our prospect to say YES.

Explain…Let me explain how this process works… I need to figure out IF and HOW I can help you, so I’ll be asking a number of questions, sort of like a doctor gathering information in order to make a diagnosis… Sound good?

Probe The PainWe need to understand how their

biggest challenge is affecting the rest of their life. Ask about each of the four areas separately.

Ask…How is this challenge affecting your Health? Career? Finances? Relationships?




Paint The PictureInviting the prospect to paint the picture of what

they would love, begins to identify the gap between where they’re at and where they’d love to be.

Ask…What would you LOVE to experience in the areas of your Health? Career? Finances? Relationships?

Test Their PreparednessThis is the Go/No-Go question.

If the client doesn’t say some version of “I can’t stay here another second.”

They’re not ready for coaching.

Ask…How long are you willing to stay where you’re at?

Ask Their PerspectiveAsking the client to share their perspective provides

insight into what they feel they need. Our response should use their words to either agree with what they need or invite them to consider more.

Ask…If you were to write your own prescription, what do you feel you need to get from where you’re at to where you’d love to be?




Offer Your PrescriptionIntroduce your description by saying,

“Although you have to take the steps yourself, none of us can do it alone. That’s why it’s so important,

to place yourself in a structure of support.”

Ask…I have a prescription that I believe will get you to where you want to be. Would you like to hear it? [Describe the general structure of support you recommend.] How does that sound?

Describe The ProgramDescribe the details of the program:

# and length of sessions, group or 1:1, content, materials they receive, bonuses, etc.

Do not share the investment yet. You want their YES to the program before sharing the price.

Explain…So this is how it works…[Describe the details of your coaching program.] How does that sound?

Execute The PaymentNow you’re ready to share the price.

Since they’ve been saying YES all the way along, approach the close assuming they will invest.

Ask…Explain the investment and payment options… Which payment option do you prefer?




Pam SterlingFounder & Chief Inspiration Officer, Coaches On Fire

Pam Sterling is passionate about helping coaches help more people. That's why she started Coaches On Fire - to equip a generation of coaches to ignite transformation around the world. In addition to building her own successful coaching business, and coaching others to do the same, Pam has also worked behind the scenes and along side of some of the biggest names in the personal development industry. Suffice it to say, she knows what it takes to build an “on fire”, thriving, successful coaching business.

To learn more about the training and coaching offered through Coaches On Fire go to CoachesOnFireCommunity.com.




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