Have you ever felt like you’re pursuing a potential client?

Maybe you really need the money, or you want the validation, or you’re just plain hoping they’ll work with you. Whatever the reason, it can feel awkward, even painful, to feel like you’re going after a person signing up with you.

From now on, if you notice yourself in the Pursuer role, pause and shift into being the Advisor.

Enrollment sessions are just as much about you deciding whether you want to work with the other person as they are about them deciding whether to work with you. They’re applying for help from you, and at some level, they hope that you’re the person to offer a solution.

Before you begin the session, imagine putting on the Advisor’s hat.

Just like a doctor or lawyer, your role is to assess their situation and advise them on what you think the best path forward is. You’re interviewing them; they’re not interviewing you.

When you get on the phone, start by taking a moment to establish rapport and connect.

Tell them that you’re happy to have them on the phone. Ask if this is still a good time to talk.

Then, share that the purpose of the call is for you to assess what type of support you’d advocate for, which might include an invitation to work with you.

You can tell them—

During the first part of our conversation, I’m going to ask you a whole bunch of questions so I can get clear on the challenges you’re facing, the solutions you’re wanting, and what type of support I’d advocate for, which may or may not include an invitation to work with me. The first part of our conversation will be like an interview. At a certain point, I’ll know what I’d advocate for regarding your next steps, and then we can take it from there. How does that sound?

Setting the stage in this way helps your potential clients feel like you’ve got their back. They can trust that you’re guiding the conversation and that they’re in good hands.

If you’re a bodyworker and you need to put your hands on the person to assess their situation, you can tell them—

We’ll begin with me asking you a bunch of questions about what’s going on. Then you’ll get on the table so that I can assess what’s going on and you can experience the techniques I use and their results. Finally, we’ll transition to sitting and speaking again, and I’ll share what I’ve discovered. I’ll let you know what I recommend, and we’ll discuss the next steps.

Once you step into the role of the Advisor, your next step is to go into question-asking mode and assess their situation.


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