The Doctor Coach School™ Podcast

Becoming an In Demand Coach

• Kimberly Reynolds

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In this episode, I’m walking you through the real journey of what it takes to become an in-demand coach with an in-demand offer—and I’m not holding back.

This isn’t just about strategy (though I give you plenty of that). It’s about the mindset, the mission, and the moments most people avoid—the messy middle, the awkward conversations, the crickets, the no’s… and how every single one of those things is actually building your demand.

Because you don’t become in-demand by avoiding failure.
 You become in-demand by failing forward.

I talk about:

  • The 3 C’s of an irresistible offer
  • Why most offers don’t create demand (and how to fix it)
  • The difference between passive failure and active failure
  • The 10-step process to build demand—even when no one’s responding
  • How to keep going when it feels like it’s not working

If you're a doctor who wants to coach—and you’re ready to go from hiding to helping, from “no one’s listening” to “clients are reaching out”—this episode is your roadmap.

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Let's Connect:

Hello, welcome to day three. I truly believe. I believe in everything that I teach, everything that I coach on, but what I'm going to walk you through Is going to change just your entire perspective of what's possible in your business and what it takes in order to become the in demand coach with the in demand offer. I'm going to, I'm going to say it in a way that you have likely never heard it before. And so I am so excited. So excited to walk you all through that. And yeah. All right, y'all, let's go ahead. Let's get started. I'm going to start with prayer, and then we're going to get right into it. As I always say, you welcome everyone in this community. I pray so that I show up powerfully for you all. Feel free to participate or not completely up to you, your heavenly father. I thank you so much for the opportunity to gather again for day three of this challenge. Lord, I thank you for the ideas. That have been sparked. I thank you for the certainty that has been created over the past two days and that will continue today. I thank you for every single coaching business that will be birthed out of this challenge. I'm so grateful for all of the lives that these ladies will touch in the future. And Lord, I pray that you will give me the wisdom to show up powerfully for them And to show them what is possible. And as always, I pray that the words of my mouth and the meditation of my heart will be acceptable in your sight, Lord, move me out of the way and allow your will to be done in Jesus name. Amen. All right, y'all. Let's go ahead. Let's go ahead and get started. All right. Let's see. Okay. So here's what we're going to be talking about Here's what we are talking about Again, like I said, I am just like not a hundred percent sure that in fact I am for a hundred percent sure that nobody is really talking about this. I'm going to talk about what it actually takes to have an in demand offer and to become an in-demand coach. And it's not gonna be what you think it is. It's not gonna be what you think it is, but you are in the right place. If you are a doctor who wants to help people, the, I actually think the highest service that we can embark on is dedicating time, attention, and energy to learning the psychology of sales. If we want to help people. And that's one of the things that I learned after 2020, because in 2020, I thought it was enough that I could help people. I was a procrastination coach. I had overcome procrastination by myself. And I thought that was enough. Just the fact that I can help people is enough. And it's not. If I never learned how to sell, I would not have helped the people that I have helped. If I did not learn and study the process of sales psychology and building demand, I would not be the coach that I am today, right? Not even just in terms of money, right? Not even just in terms of money. What I mean is like in terms of the impact that I have had in my business. All of the lives that I have touched all of the lives that I've indirectly touched because of my clients coaching businesses. So becoming an in demand coach, like making the dedication right to study this and to go all in is what leads to the impact that you want to create is not just your coaching skills. And that's the thing we spend so much time thinking about our coaching skills and I got you there too. Okay. So we'll actually talk about that a little bit later on, but I, we focus on honing someone else's coaching process as opposed to learning how to help people believe and move, which is what sales is helping someone believe and someone move. So here's what we're going to talk about today. We are talking about how to build an irresistible offer. So I'm going to walk you through the irresistible offer code. And essentially what I want to show you is how to make your offer so sticky, meaning like people can't get it out of their head, right? They just can't stop thinking about it. And I'm going to walk you through why an in demand offer creates clients before you ever sell. That's the first thing we're going to do. And then I'm going to pivot and I am going to talk to you about what it takes and the steps. All That it takes to become an in demand coach. Okay. So we're doing, we're creating our in demand offer and becoming an in demand coach At the end I want to give you all the opportunity to learn how you can work with me, how we can go deeper on this, how we, I can help you create your first high ticket client. So that comes at the end. So stay tuned for that. All right. So yeah, let's get into it. So we've talked, like we've spent the past three days going through these three steps, right? The three steps to becoming an in demand coach with an in demand offer. And I showed you on day one, that the first thing you have to do is own your expertise, really own it, really sell yourself. On your ability to transform lives and not just your ability to transform lives, but that people would be willing to pay you to do that right that was day one. And when you do that, it naturally flows into day two. Or the second step which is to turn that expertise into a proven process. When you have a proven process. We're going to, we're going to touch on this more because again, they all build on each other. So we are going to go back to this one as well. When you have a proven process that creates so much safety for your clients, if this is your first day watching today stands alone. But again, I'm just recapping selling coaching is like someone being at the edge of a cliff and you being at the edge of another cliff on the other side and there's nothing in between. So your job, when you are selling. Is you need to build a bridge, right? To help people feel safe, to help people see how they will be able to get to the other side. And what we're going to talk about is how to turn that process into an in demand offer. And we'll segue into how to then become an in demand coach. So what makes an offer in demand? What makes an offer in demand? What types of offers create demand and in demand offer fundamentally creates certainty in the buyer, right? Remember yesterday I talked about the fact that so many of us spend the early years of our coaching businesses focused on ourselves thinking I need more followers. I need more certifications. I need more experience. I need more testimonials, right? We're focused on us. What I teach inside of IPMD and really all of my programs is how to reorient our focus to our people, to the buyers, right? How can we create certainty for them? So when an offer is in demand, people sell themselves on it or sell themselves on working with you. Now, what that does not mean, and we're going to talk about this in a second, but that does not mean it was that you, there's no work for you to do, right? That's not what this means at all, but what this means is the offer becomes like the initial like flame and then your marketing and your sales experience really go on top of that, right? So like really expand the fire. So I'm curious, just think about this. How would your confidence change? If people came to you ready to buy, and again, that doesn't mean that you just wake up one morning and then people just come to you. This is a process. And what we're going to talk about is the process of doing that. So let's talk about what I call the irresistible offer code. So every single high demand offer has essentially three core ingredients. And the thing is, if you're missing one, Your demand will feel inconsistent, your demand will feel inconsistent. That doesn't necessarily mean that yours. Here's what I want to say about that. Your demand can be consistent, even while you're learning how to sell. Does that make sense? Your demand what we want. Remember, sales is like the gasoline on top of the fire. But what we really want to solve for is that initial, how do we spark that initial flame. The reason why this is important is that learning how to sell and learning how to market is a skill that you will always be learning. Always, if any of my DCS ladies are here or if they want to come in, like they can attest to this. Many of them have been working on learning how to sell and they've made a lot of money in their business, multiple five figures, six figures, right? But you are constantly refining your sales skills. I am constantly refining my sales skills, but you're able to do that. When you have a baseline of an in demand offer. So when you're missing one of these, your demand will feel inconsistent. Your demand should feel consistent. Even if you're not always signing clients because you're like practicing the sales stuff, right? But when all three of these core ingredients are present, people will feel so compelled to work with you. And what I love about what I teach is that it doesn't have to be a lot of people. It doesn't have to be a lot of people. If you have a 10, 000 offer, in order to hit your first six figure year, you only need 10 people. Can you create demand for 10 people? 100 percent you can. For sure. You can right. When we think about demand, sometimes we think about I need to activate 500 people. You don't not in this business model, right? I don't even, I told y'all on day one, I have 650 people on my email list. That is unheard of for where I am income wise. Okay. So it's not about the number of people, we just want people coming to you, the right people who are ready and desire the transformation that you provide. So let's talk about the three C's of an irresistible offer. An irresistible offer has a clear promise. Remember that point B, the point B is where you are as the coach. That's where you have landed, where you have gotten to. So it needs to be clear and it needs to be desirable. So an irresistible offer has a clear promise. Notice what I didn't say. I touched on this last night. I didn't say a super narrow promise. I said a clear promise. It doesn't have to be. I teach doctors how to hike Mount Kilimanjaro, although that's a fire if you want to do that, I can help you build that offer. That's a fire offer, but it doesn't have to be that specific is what I'm saying. You can be a life coach and still have a clear promise, like what's going to shift for your people when they're done working with you. So number one, it has to have a clear promise. Number two, it has to have a certain process, right? The process should make the attainment of the promise feel inevitable. And so it should be defined, and it should just feel like, oh, okay, if I take this step and then this step and then this step and then this step, I'll be able to get the promise. I'll be able to move across that bridge to the point B. And then the third C is. And it was an irresistible offer. There is confidence in the results. This is where you come in your confidence as a coach. And I find that this is one of the things that many doctor coaches in particular are lacking, even the ones who have done other coach trainings or. Business programs is like really anchoring in to that confidence. So remember I said it all builds on each other, right? This is when you have these three things, you have an irresistible offer. You have an offer that people are going to want. Now, again, not all the people and we don't need all the people. And that's one of the things that's like causing a lot of doctors to under earn in their coaching business. Either under earned because they're like stuck in their head, just like overthinking or they're under earning because they're doing all the things except actually building demand and because they think they need all the people to want it. All the people don't need to play into the demand. Like all the people don't need to be attracted to your offer. Your people do and when we start thinking about all the people that's when we want the vanity metrics That's when we want to like have all the followers and go viral and it don't take all of that Okay, so that's the best news ever for those of us who are not rolling in followers Okay. If you are also that's incredible and I can help you, but I know people who are like have tens of thousands of followers, but they don't have an irresistible offer. So people aren't buying. I've met doctors like this, right? So it doesn't really matter in terms of those vanity metrics. This is what matters when you have this. People are drawn to your offer. They're like, okay, this feels like something I can do. This feels like something I desire. That is the key. Let's talk about why most offers don't create demand. So most offers are not creating demand. The ones that aren't, this is why. There's a vague promise that sounds nice, but isn't urgent. Are y'all ready for what I'm about to say? If you're my client, I always say this before I drop a bomb on you. Drop a truth bomb on you. Many of us are hiding our lack of certainty in really flowery language about our offer. Like we make the language really flowery. That's actually because we don't believe we're not certain. So we're like, we're not certain. So I don't want to make it like clear and specific. So I'm going to make it really vague and flowery. And what happens is your clients read that and it's it immediately raises a question mark for them. So it sounds good. It sounds nice, but it doesn't sound urgent. It doesn't sound like this is something I got to do. Okay. And I have done that. I made that mistake in 2020. My, my offer sounded so good. It was like, I help you overcome procrastination, walk in your purpose. No one knew what that meant. No one knew what that meant. I didn't know what that meant. Which was like the point, right? Like my unconscious mind wanted it to be really vague so I could hide my lack of certainty or like within the vagueness. Okay. So you don't want to have a vague promise that sounds good, but isn't urgent because that's not what people buy. And when I say this, that's usually when people think that I'm saying you have to have a very specific niche. Those are two different things though, right? Your niche doesn't have to be specific, but the language does need to be clear. Okay. So another reason most offers don't create demand, the process is hidden. So it's hidden either in your brain, you clearly have a process or else you wouldn't have gotten the result, but you haven't owned your expertise enough to actually pull the process out of your brain, put it on paper, map it out, and give it a name. You're not going to do that unless you truly believe unless you truly believe that you have permission to do that. Unless you are like really owning your expertise. So the process is hidden, right? Either because you have hit it from yourself. Like you don't pull it out or you do create it. You do map it out. You do give it a name, but you feel so uncomfortable that you never talk about it. So nobody would ever know that you have a process. In which case it's still hidden, right? So people don't necessarily buy your process. What they're buying is the transformation, but they've got to know that there's a way for them to get there. If they don't know that there's a way for them to get there, it seems magical. It seems like airy fairy, like too good to be true, like works for you, right? I say this to my clients all the time they will special unicorn you. They'll say you're a special unicorn. And you were able to get these results for that reason. And you're like, no, like I can help you too. But the only way they'll know that you can help them too, is if you show them the process. Okay. Another reason most offers don't create demand is that what you're, what most coaching, I see this all the time. Most coaching offers are not really offers, right? Which the way I define offers a structured transformation that allows you to go from point A to point B. They're not really, Offers. They're really just sessions. It's six months of coaching for 5, 000. Each session is an hour. That's the offer as opposed to, and I'm going to give you examples in just a second, as opposed to, I am going to help you go from this to this with this process. And you won't have to worry about all this other stuff that you don't like the undesirable stuff. I'm going to give you examples of that, but that is an offer, right? An offer is not the number of coaching sessions. That's a way that you're delivering the offer. That's the vehicle for delivery of the offer, but that's not the offer itself. So many coaches are selling sessions. And I said yesterday, it sounds counterintuitive, but nobody wants to buy coaching. No one. They'd be willing to buy coaching. They will buy it, but what they really are buying is that transformation. And then, the offer does not make the results seem inevitable. It could be a combination of all of these things. It could be your lack of belief when you're delivering it. It could be the fact that the promise is so vague. For whatever reason. The offer does not make the results seem inevitable. So what happens is people hesitate. And it doesn't even necessarily mean that they're like completely not interested. They're just not sure. And that's a different thing, as opposed to just not being interested there. Maybe they're interested, but they're just not sure. I gave you guys an example yesterday of like me, trying to hire a coach. I was very interested. But I didn't buy because I felt unsafe. I wasn't sure. Okay. So that's the difference. So here's an example. An example would be like someone like just looking at this on the surface, it actually seems like okay. And I think the reason we would say it's okay is because there is like some sort of identifier in here. There's like a demographic identifier, Asian mothers. But this is still not going to create demand. This is still not going to create that sense of like inevitability. I help high achieving Asian mothers find balance. What's going to happen is someone's going to then think, am I high achieving? And they can probably figure that part out, but they're like, balance. Do I want balance? Is what I desire, is that actually balance? They're going to start asking themselves questions. And then their next question is going to be, and how am I going to get the balance? Cause I've tried getting balanced before and it didn't work. So what makes this different? Like their brain immediately goes into question mode and you don't want someone to see your offer and then go into question mode. You want them to see your offer and go into like desire mode, right? Where they're like, Oh my gosh, that's what I want. So a different example would be, and it's so long that it had to go to another page. So I'll flip and I'll show you the rest of it. But a coach says that I utilize a three step system called the bold action method to help high achieving Asian mothers stop doubting themselves so they can take bold action and hit their goal without overthinking. Between one and two, which offer are you buying? Just type it in the chat. Which offer are you buying? If you were a high achieving Asian mother, which one would you buy? Yeah. I see two. Yep. Yep. Yep. A hundred percent. You are going to buy too, right? Because it makes it seem so inevitable. It makes it seem so inevitable. And so this is what I want to help you all get to. The way you're going to get there are the three steps, right? Like first, like really owning your expertise, being willing to then turn that expertise into a process, and then turning that process into an offer. And this is really just your offer statement. This is not really an offer per se, but I can tell the offer like based on this, right? Like this encapsulates the offer, right? As opposed to, I work with high achieving Asian moms and I work, my coaching program is for six months. That is not going to inspire, belief and movement. Remember, all of this is about belief. Belief and movement, like belief so much belief that people get into action. That's what we want. So the irresistible offer code in action, like what are the steps of the irresistible offer code? Step one, you define your clear promise. That's the point B remember the cliff with the client on one side and the coach on the other side. What is that end point? What does that point be? And again, you're not even going to want to say what the point B is if you're not owning your expertise. And if you don't believe you have a process to get them there, right? So again, that's why, and I keep reiterating for a reason because they do all build on each other. Step two, right? Create certainty in the process, right? And then build your own confidence in your results. This is what allows you to create. an offer statement like the one that I just showed, right? So another example would be I utilize a five step system called the demand activation system to help doctors create their first client. Without overthinking and overwhelm, right? And I could have said create their first high ticket client, right? Like I'm telling you the system that I've created, I'm telling you like, it's five steps. And that seems like it doesn't really matter, but that matters, right? Cause people are like, Oh, there's five steps. Oh there's three steps. I always recommend between three and seven steps, right? There's seven steps. There's only seven steps. There's only three steps. Okay. There's six things I need to do. In order to get from where I am now to where I want to be like that starts to create and really reinforce that certainty. Okay. So what I've shared with you so far is the three steps to having an in demand offer, right? So they all built on each other. So owning your expertise, turning that expertise into a process, and then turning that process into an in demand offer. What I want to transition to is what does it mean to be an in demand coach though? That might be like your next okay, Dr. Kim, I get you on the offer, but at the end of the day, I coach people, right? I have to show people that I can help them in, like out in the world. And then also in the coaching container, once they work with me. And so that might feel fuzzy. Do you like, especially. If you're new, the reason why most, so let me say it like this, most doctors who either are coaches or who wants to be coaches are under earning and they're under earning for one of two reasons. It's either because they are in overthinking mode, like overthinking, like we talked about that on day one, right? Oh, I need this. I need that. I need this. I'm not ready. I got to research. I got to study. I got like all of that. Or they've already started their business. But they're either undercharging. So they're beta testing. They're, doing the cheap thing or free coaching, or they're just like not selling. They think they're selling, but they're not there. They're, they might be posting, they might be creating their website, but they're not selling. What I mean by that is they're not getting people into belief and movement. So most doctors are under earning, like they're not, you're not making enough. Or they're not making anything. The reason this is a problem is you will burn out. You will burn out. You will most of us created coaching businesses because we are in some way, shape or form burnt out from the clinical work that we do. Am I right? Or am I right? And then we build a business and we burn out in our business. I see it all the time. And I don't want that for you because you have people to impact. You have lives to change. And so you burning out helps. Absolutely. No one helps. Absolutely. No one. So that's why it's important to talk about being an in demand coach. Now let's talk about the under earning. I want to go a little bit deeper. Likely you are either overthinking like in, in your head. These are my Dr. Dreamers. I talked about y'all on day one, y'all are like dreaming, you're ideating. Your notes app is stacked. Hello, somebody. Your notes app gets to see all of your brilliance, right? Clients aren't seeing your brilliance, but your notes app in your phone is transformed, right? So it's, so either that, or you're taking fake action, right? So it's not real action. It's like the, it's like the the action of remember I said we want to often as new coaches, we want to create credibility from the outside in so we do all these things. We write the books. We do the podcast, like all of that, right? It's not real action. And believe it or not, even though you could be doing all of the things in 2020, I did everything from masterclasses to challenges, to branding, to website development, to freebies. to Facebook ads. I have no idea why I did all of those things. And I was still in passive failure. Let me explain. There's two types of failure. There's passive failure and active failure. You guys might not be able to read these. I'm going to read them for you. There's passive failure and there's active failure. Passive failure says I need more time to get ready. I don't want to sound salesy. I need to build credibility. So when all of this type of failure, it's still failure, right? But it feels better. It feels better. It feels like home. It feels like what we did to become a doctor, right? So we're either studying or researching or desiring or we're like, doing the stuff and like checking the boxes. It's still in your business. It doesn't translate. It's still passive failure because what you're not doing is actually putting yourself like stepping out and saying, I can help you. That's not what you're doing. So all the things like we think we're busy and we're doing a lot. It's Dr. Kimmy, I'm like updating my website every day, right? I'm going live once a week. I'm on every single social media platform known to man. I post. Daily, I have a hashtag strategy on that is still passive failure because it's like trying to seek credibility from the outside in, as opposed to remember, like focusing on your person and going out to serve them. And that would be active failure. And when I say failure, I do mean failure because in the beginning you will fail. I want to be the one to let you know, as, as much as I. I'm so certain about my coaching skills and my ability. I've helped so many doctors make money at this point that I know I can help you make money. And yet, and still in order to make money in your business, you have to fail, but you have to be actively failing. That's the difference. So active failure, we're going to walk through this, right? We're going to, I'm going to take you through all the steps of this, but let me just give you a sense of what active failure looks like. Active failure says that didn't land. Like I made an offer statement and it was weird that didn't land. Let me do it again. Active failure says I told my coworker that I'm a coach now. And she snickered and then I felt a little bad, right? But you told someone, right? Like you, you actually had a conversation. Active failure looks like I presented my offer to someone and she said, no, right? Or I presented my offer to someone and she said, no. So now I know not how not to do it for the next time. All failure, but it's active, right? It's active failure. So here's the truth. Building demand. And becoming an in demand coach is an active process, and it is specifically an active process of failure. You're failing, but as you're failing, you're building demand. As you're failing, you're learning. And as you're failing, you are getting your ideas. Out there into the world. That is actual demand. That is the actual building of demand. You don't wake up. I don't care. I don't care how much, yes. Own your expertise. Okay. You still have to actively build demand and it is not always going to be easy at first. It's simple, but it's not always easy. So let's walk through it. I want to take you through the steps, the actual steps. There are 10. Steps to creating demand to becoming an in demand coach, every single step you're failing. I'm just keeping it real at every single step you're failing, but you're failing actively and you're learning and you're building demand with each step. And the reason why most coaches are under earning and not making money is that they are not willing to do this. I'm not willing, Dr. Kimmy, you're not saying that, but like in their heads, like the coaches who hear something like this and then they go away. Really what you're saying is I'm not willing to fail. I'm not willing to put myself out there. Like really for real. I want to keep doing the cutesy stuff that makes me feel and look good. Writing another book is going to make you look incredible. Having 10, 000 followers on Instagram, phenomenal. Like you, you're going to look phenomenal. But like doing this, eventually, what you're going to do is make money, right? But in the meantime, it's going to feel like Dr. Kimmy, but I'm a doctor. Like you want me out here. Yeah. Yeah. If you want to make money. Now, if you don't want to make money, if you want to have the facade of a business and I know I'm like going in, but like my current is no, this is how I coach. Okay. If you want to have the facade of a business without actual income, you don't have to do what I'm about to walk you through. You don't have to do it. You can just like, keep the like business in a box, like prettiness. And you will look so good. And here's the thing. You will look like people will say, Oh, you're so inspiring. You're so inspirational. Oh my gosh. Like I love what you're doing. People love y'all. People loved me in 2020. They loved me. I was like, I was her. I was the darling. It wasn't until 2021 when I actually started failing. And putting myself out there and building demand as I went, that's how I started making money. But I also started feeling like emotions. Cause I'm like putting myself, I'm like selling. I'm like talking about my offer. Like for real. Like I'm like, and it wasn't pretty anymore. In fact, I got to the point, like I got to the point that actually people stopped liking me. They're like, Who does she think she is? So I could have stayed in like 2020 prettiness lane and you have that opportunity to, I want to present a different option. Okay. So here's what we're going to do. We're going to walk through the 10 fails of becoming an in demand coach. You do this, you will be an in demand coach and you'll be failing along the entire journey, but you will be an intimate, you'll be building demand. Remember I said demand compounds. Demand is like a, what was the metaphor I gave y'all a snowball rolling downhill. I think that's what I gave y'all. We'll stick with that. My, me and my metaphors, it's not always pretty, but it's like a snow, a ball of snow rolling downhill. Like the more you roll is the more you gain, and it's going to feel like, but I'm like rolling downhill, Dr. Kim, this is not good. It is good. It's not going to feel great. But it's good because you are going to be like building demand as you go. So I'm going to walk you through the 10 steps. At each step. Here's what I'm going to show you. I'm going to point out the demand signals. Here's what I mean by that. I'm going to show you at each step of failure, how you're actually building demand, even though it's a failure. I'm going to tell you this is a failure. And then I'm going to say, but guess what? This is how you're building demand. Like I'm going to show you the the little hints of demand along the way. That's what I'm about to do. Okay. And then what I'm going to do is I'm going to show you how to move through this because they are stages, right? Typically they go in the order that I'm going to show you. And so you have to, you, what you want to do is master one level and then move on to the next. So what I'm going to show you is the belief that you have to hold in order to move through to the next fail, which is also the next level of demand. Okay. That's what, that's the agenda for the rest of the time we're here. Actually. Let me check the time. I want to see where we are. Perfect. We are doing really well. Okay. So again, just to reiterate, every single step is failure. Every single step is also building demand. I'm going to walk you through what I'm calling demand signals, right? How there's like still that little hint of demand, like peeking through. I'm going to show you like in the beginning, it feels very small. Like it's really demand. And Dr. Kimmy, it is. It is. I'm going to walk you through that. And then I'm going to show you how to move through it, how to move through this to get to the next level. Like what do you need to be believing to get to the next level? Okay. So step one, many of you are here. Okay. You thought you had to make your offer better in some way, shape, or form your offer better, or you had to be better. Something has to be better before you start selling. Okay. So guess what? Even at this if you're here or if you're watching hi replay folks, if you're here, if you're watching and you're in this step, I'm going to show you how this is, there's still demand even at this point. Now, if you like, aren't here, then if you're like you're at step one, but you're not here in this training and you had access to being here, then it, that's not, I'm not talking to those folks. I'm talking to you all. Who made the commitments being here. Okay. Even though you're in step one of failure, what if we're still building some demand? So here's the demand signal at your level in some way, shape, or form. This is why I said, this is for those of you who are here in some way, shape, or form. Even if the belief is this small, people desire this. That's the light. The little bit of like sunshine breaking through, right? Like you might feel like, Oh my gosh man, they're like, Dr. Kimmy walked me through all of these steps. And I don't really know that I own my expertise. I don't know that I have a process. Okay. Okay. But you're here. And so there, you must know at some level that people want this. You just don't believe it's enough yet. And that's okay. But here's how to, this is why this is key. How are we going to move you through to the next level? You need to recognize that demand is not about adding more, right? More followers more modules more of anything. Okay. It's about positioning what you already have in a way that feels inevitable. It's about having that clear promise, that certain process, right? Like it's about those things. That is how you move through this. To the next step, which is also failure, but it's a step up from where we are now. Okay. So like my whole, this whole three day training was to help you like with this. I hope I've done my job. I'm not done yet, but by the end, I hope I've done my job to let you know that demand is not about like more coming in from the outside. It is like what you are projecting to your person. To the person that you serve. Okay. So that's step one. Let's go to step two. We're still failing. We are still failing. I don't know. I know it's so crazy, as a coach to be like, and now you're going to fail. I just, I really think that the thing is you're failing anyway, but you're just passively failing. And I just want you actively failing because the more active failure that you're in is the more money that you're going to make in your business. I fail every single day, still, every single day, still failing every day, all day, right? I just fail at a different level. I fail up, fail at a higher level. In my programs, I talk about the concept of a spiral staircase. Think about a staircase in your mind and you're like going round and you're going up and you may end up at the same level, like at the same place, excuse me, but you're at a higher level. So the more you move through these steps, it's like going around the spiral staircase, but you're like going up every single time. So step two, your first offer statement feels awkward or unclear, right? So maybe the first offer statement is I help. busy women stop being busy. And you're like, maybe you're there, right? Like maybe you're actually here. Like you, you thought about like through this training, you thought about who you want to help, how you want to serve them. And it's still yeah, it's not feeling demand like Dr. Kimmy. Okay. But you did it right. And every single time, here's the demand signal. Every single time you make it clearer and simpler and more desirable. You make it even easier for people to recognize that it's for them every single time, right? If you just give up, if you're just like, oh, it's terrible, I'll never be a good coach, then you'll never progress to the next step. So what, in order to move through this to the next step, you have to be willing to create the statement and share it even when it feels awkward and unclear and refine it over time. That's the key. If you keep it inside, you never tell anyone, right? Remember I said in the first slide, like you tell your coworker and she's okay, but you told her, right? And you gotta keep saying it. The more you say it, the more it becomes refined. The more you say it in a different way. When I first started selling IPMD, oh, what are you there? Six to nine months ago. IPMD started about nine months ago or so. Before that, I taught this process inside of DCS. I still teach it inside of DCS, but IPMD is like its own process now. And the way I sold it back then is completely different than the way you're gonna see me sell it And the only reason it got to this place that you're going to see me sell it like the way you see me sell it is because I just kept talking about it. And over time it becomes more refined, right? So that's step two. We're still failing. All right. Let's fail on to step three, you share your offer and no one responds crickets. It's complete crickets. Okay. But here's the demand signal. Somebody saw it. You might think no one saw it. And even I honestly don't take Facebook metrics or Instagram metrics that seriously I feel like they, maybe I'm a little bit of a conspiracy theorist. I will accept that title. Sometimes I feel like they purposefully deflate the engagement numbers because they want you to obsess over it. I don't know. I don't know if that's true. But in any case, somebody saw it, okay? Somebody saw it. People saw the offer. Imagine if you didn't talk about it. Like again, this is how demand is compounding. The demand is building. Now it's still failure, right? Because no one responded, but it's active failure in the best way possible because you shared your offer. Someone saw it. Demand builds with repetition. Demand builds with rapid repetition. That's the best news ever. Demand builds with repetition, not only because you become clearer and clearer, but because people need to hear things over and over and over again. So how you're going to move through this is you got to be able to recognize that demand is not necessarily created the first time it's shared. Sometimes it is. Okay. When I sold IPMD the first time, because I have a strong background in sales, I had, I made multiple five figures the first time and yet, and still I have refined it. So sometimes you, you knock it on them the first try, but not in the beginning, right? Not in the beginning of your coaching business, demand is continued to be created. Through repeated exposure, right? That's the key. And so many doctors put their, I help statement out or they share their offer once and they don't get a response or they don't get the response. They like, and they throw in the towel. And that is why you need to remember this belief so that you can move on to the next step because you're still creating demand, even when no one is responding. Okay. Step three, step four. Hold on. I can actually flip this over. Okay. Step four, you try to just, to start a demand conversation. So like you try to have a back and forth with someone who could be interested. You're like, I think she might be interested. Reach out. They ignored you. Maybe they started the conversation and they ghosted you. Or is it like, they liked your post and you're like, Oh, maybe this is someone who's interested. And then they ignored you after you reached out to them. Here's the demand signal. They may not respond, but they will remember. Do you guys see what I'm saying? Like you are still, you're, you are failing, but you are still creating demand. It's a buildup, right? It's a buildup and everyone's demand is going to build at a different level, right? But it really depends on how much you're willing to get out there and actively fail, right? So they might not respond, but they'll remember. And again, demand builds with multiple touch points. So how you move through this to the next level is you need to hold the belief that you are now on their radar. You might not respond, but you know who I am. You know about my offer, right? Because you could get dejected and down and sad that someone ignored you and then just stop. And that's an option. Or you can keep going to the next step knowing that, okay. Okay. Yeah. But they heard it. Let me see. All of this is so encouraging. I'm so glad. I'm so glad. Dr. Kelly. Like that's really what I wanted to get across is okay, yeah, we're failing. Yeah. It feels icky. I'm still creating demand. Like it's the best type of failure as opposed to the other failure, which like it feels better, but it also doesn't because you also know you're not creating what you want to create. Like when you hold these beliefs. At least, you're ultimately creating what you want to create, right? It's the best. It's the best thing ever. Agree. This is so empowering. I love it. I'm so glad it's all truth. It's all true. Like my business, the only reason I know these 10 steps is because like I went through them still going through them to some extent. Like I have demand. And sometimes people ghost me still. And so it's I would just shut down my business if I didn't hold these beliefs. Okay. So step five, you post something sales related. Okay. And you just felt really uncomfortable. Do you see like the progression? We're progressing! I posted something with direct before you were just posting about your offer. Now you're like, making an invitation for someone to work with you. And you felt so uncomfortable, but you did it. But you did it, and here's the demand signal. You are shifting into coach energy, sis. And the more you do this, The easier it gets and the more the demand compounds best thing ever. Now nothing happened, still failure, it's still failure, but it's it's another level of that active failure and you're building demand as you go. You're building up that demand is the best thing ever. So how you move through this is not to say. I posted, it felt terrible. And no one responded. Like I put out a very clear call to action. No one responded. I give up. Oh no. You want to keep doing it, keep posting, keep calling them in with the discomfort in your body. Like it gets to be there. I feel uncomfortable, but I'm posting again. And the more eyes are on my stuff, the more my demand is that you have to tell yourself that. You have to teach your brain that in IPMD, I actually have a process to teach your brain. These beliefs, if it feels like, but Dr. Kimmy, how am I ever going to learn these beliefs actually teach you a process, it's called the action belief process to build these beliefs. So at each step, if you're like but I don't know, Dr. Kimmy, I want to give up. I have a tool for that. To help you continue to hold this belief so you can move on to the next step. All right. Step six. We're still failing y'all, but we're moving up. So you made an offer to, do you see how we're moving up, made an offer and someone actually reached out to you and they said that they were interested, right? So you, let's say you did a post. You did a and you have an invitation call to action. Someone showed you in some way, shape or form actually teach you how to like, identify, like how people are raising their hands. Are people raising their hand or not? Are they interested? Like I teach you a process for knowing that, but like someone raises their hand. And so you start a conversation with them and you offer them your coaching and they say no, or they ghost you. The opportunity is there to just shut it off. Shut it all down. I'm done. Or right. Or we can keep going, recognizing the demand signal. Do you see how the demand is like compounding? They now associate you with that transformation. They may come back. I have gotten so many clients who said no, then yes. You know why? Because no does not always mean no. A lot of times it means not now. So typically remember, you have to think about clients. They're standing at the edge of a cliff and the no is probably just like something feels unsafe. There's some like plank missing on the bridge. Remember the pocket of belief people have to be thinking three thoughts at the same time. What if they say, no, it's just like one of those circles is missing either. They don't believe they can do it. Or for whatever reason, they're not sure that they can do it. Like with you as their coach, or they're like unclear about the process. Which is again, like something in the bridge is missing. That's it. But guess what? They associate you with that transformation. They're going to keep watching the nose. They keep watching. They keep watching. So if you keep showing up now, if you close down your business, then you're done. No, like they'll just move on. But if you keep showing up, I can't tell you how much money I've made from people who came back. They were a no for whatever reason. And then they came back and guess what y'all, the more money you make is the more knows you here. Not the less. The more. The more no's. I hear more no's than all my clients, right? Because I'm like selling more and like out there more. So it's more no's, but like you actually build up your like inner tolerance, if you will, to hearing the word no. The first one is going to sting. I'm not going to tell you that you're going to hear no and be like, woohoo, party no. You may cry, right? Which is so why it's so important. To have a community that can hold you, that can be with you while you're failing. Cause you got to feel like these steps are mandatory if you want to make money. And so you don't want to be doing this alone, right? That's why community is so important. So that's step six. Let's go on to step seven. Remember we are becoming an in demand coach at every single step. So step seven, right? So the step of four is like you create a post and one person like reaches out to you. There's gonna come a day where you create a post and it like blows up. People are just like, Oh my gosh, this is the best thing ever. You initiate a bunch of sales conversations and no one buys. Now, that's another level of demand, right? Because what we know now is people are interested. And with repetition and continued positioning maybe we got to refine things a bit more in your offer statement, or maybe we have to make the promise more clear, whatever it is, right. Interest is not demand, but interest can turn into demand. And that's what you got to believe in order to be at this level right because this don't feel good. None of this feels good, but this really, this is because you get so excited. You're like, yes, people like me, they like my post and then no one buys. It's very discombobulating. You're like, wait, what's happening? But you got to remember that interest can into, can turn into demand. The more you keep showing up, you keep refining, you keep owning your expertise, you keep talking about it. Like the more you do that is the more the interest will turn into demand. It will, but it won't if you give up at this step because it doesn't feel good. It doesn't feel good, but you don't want to give up. You're going to hold this belief and keep going to the next step. Okay. Step seven, step eight, excuse me, this is likely where you'll start looking around. This is where you're going to start looking around. Like typically it's you did something and you have a missed expectation. Whenever our brain like perceives a missed expectation, that's when we start looking around, right? So we're looking at other people and we're like, It's working for them. It's not working for me though. And that's so real. And I just want to like, honor that feeling. It's real. And you'll feel it at every level. At every level, you will look around at some point and be like, Wait it feels like it's working more for her or him or them, right? However, here's the demand signal. This is what I want you to remember. Fundamentally, anytime you start comparing yourself, It's because there's a part of you that knows that it's possible for you. You only look at and compare yourself to people that you see a version of yourself in there, right? Not that you want to be them, right? But that it's possible, which is why your brain goes down the route of comparison. Your brain will never present a comparison to you for something that it doesn't believe is possible at all. So the fact that you're comparing yourself is a demand signal. It means that you're literally, this is step eight of ten, you're on the brink you're almost there. And your brain knows that. That's why it starts looking around. It's oh my gosh I think we're almost there, but like, how come other people are farther? That's not a problem. Don't make that a problem. Here's how you move through this. You just move through it, right? It's, you're going to compare yourself and you can compare and despair and shut down your business, or you can compare and then move on to step nine. It's yep. I'm looking at everyone. Seems like everyone has it together more than me, but there's, I'm almost there. There's some part of me that knows I'm almost there. I was, I wouldn't be comparing. Let me keep going again. This is why you want to do it in community. This is why you want to be coached on something like this, right? Because you want your coach. I see your comment, Dr. Thalia, I'll read it in one second. You want like someone cause, okay. I'm saying all of this if y'all join us in IPMD, right? This is going to happen and your brain is going to forget, like your brain is going to be like, Oh my gosh, Dr. Kimmy I just look around and everybody's winning. It could even be right because everyone is building demand at like different like everyone's demand timetable is going to be different. You might even look around at your peers like in your community, and someone has already signed a 5k client you're like, but it's only because you know you, you can do it too and you're about to do it. So I saw a comment come in that I want to just check in on such an awesome perspective. Yeah, it's the truth. It's the truth. Like you're only going to and I could get scientific and talk about like mirror neurons and all that, but I'm not going to go there, but it is literally the truth. And you're like almost there. Cause we're at step eight. So Even in the comparison may start earlier. It may start earlier, but still just know it means that fundamentally your brain knows that you're, you can do this thing. So that's still a demand signal for you and you just got to keep moving. This is where you're going to want to give up. This is when you're going to want to throw in the towel. This is when you're going to want to go back. To doing business in a box shiny stuff, because that feels better in the short term than realizing that you're comparing yourself to someone, but I still got to keep going. But if you can move through this, you are literally you are quite literally on the verge of breakthrough and like creating your first client. Step nine. This is a fun one. Not it's still failure but it's again, we're moving up. We are moving up. Step nine. You thought someone was about to buy, they were a yes and then they were a no. They backed out or they said yes and then you never heard from them again. It feels terrible. And it's also so incredible'cause man, you've got someone to a yes sis, you got. Whether or not, regardless of whether or not you made money, you got someone to a yes. And when someone says yes, and then they retract it or they ghost so it's like a passive no, don't think that they've just put you out of their mind. They're still thinking about you. They're still watching you. You're still in demand. And do you see how the demand has built to the point that someone said yes? To you. What? And the thing is, we're going to celebrate you. I'm going to celebrate you at every single step. So we're going to celebrate the heck out of this yes, then no situation, you're going to celebrate it because it's, it deserves and is worthy of celebration, even as it is like another fail in your book. Okay, great. But it's we're definitely feeling up at this point. So we're going to celebrate the heck out of you. And you just have to remember that you are in demand, like you, you've been in demand this whole time all 10, all nine steps so far, you've been building the demand. And this is Ooh, like we're almost, I got someone to a yes, then a no, but I got them to a yes. That is incredible. That is incredible. You just got it. You got to remember, this is still the man you got to keep going. And you have to be willing to feel whatever emotions come up when they say no, because this is going to happen again at every level. And so that's why learning it now, like in the beginning of your business is so powerful. Okay. So you've got someone to a yes, then a no. You got someone to a yes. Yes, then a no, this is the last step, like this is where you're just like, the demand is just compounding. And I'm going to walk, there's another step after this that I'm going to show you, okay? You just keep going. You just maybe you cycle through all the steps again, right? You get another yes, then a no, or you do another post. It goes viral. No one reaches out. Or like a bunch of people reach out and then like half of them boast you. And then some of them, like they give you an object, like all of that. I think I saw another comment come in, which I'll check in just a second. But the reason this is step 10, this is like the final step notice. I didn't make the final step signing a client. Although that is what's happening next. But the final step, like you have one, when you realize that all I got to do is keep going through all of this. I might cycle back. I might end up at step four again. And then skip ahead to step nine. Like it might not like after it might not go like very linearly. But as long as I keep going, I've won. And the money is inevitable at that point, the money is inevitable. I always know, like when my clients are going to make money, like before they make money, I always know, like when it's about to happen. It's when they're here, it's when they. Can have a negative emotion, right? Like they're not feeling great necessarily. And yet they keep going, they keep showing up, they keep evaluating, they keep refining, they keep tweaking. They keep talking, right? They just keep showing up. Demand is not a one time thing. It's a cycle that you refine and you repeat and it grows and it grows over time. If you're actually doing, you're actually in the act of failure. And then. And it does happen at different times for different people, but it will happen. It will happen. This is when you sign the plan, right? You're an in demand coach. People are reaching out to you. You do a post, people engage, they raise their hand. You get your first yes, but often we want to go from the shiny, pretty stuff that like feels good to the yes. And it's if you're not willing to go through those 10 steps. Even, I want you to, I want to offer, even if you get the yes, even if you get the yes, you're not going to feel like an in demand coach. So here's what's going to happen. I see it all the time. It's going to feel like it was a fluke. It's going to feel, I signed a client. I don't really know how it happened. It happened out of the blue client just fell from the sky and I don't know how to recreate that. So you're confused, right? And then you're like, I don't really know about this whole coaching thing. Cause it feels like me signing a client is not really in my control. When you go through those 10 steps, you have shown your brain exactly how to make money, exactly how to sign clients. It doesn't feel random. It doesn't feel like it just happened to you. And it feels like after that first, yes. Oh, I can do that again. Let me do that again. But when you don't want to go through the active failure and let's say you skip all the way to this step somehow, cause you can especially like when you, I do teach a really solid sales process. So sometimes like even my clients in DCS, they'll come, I've seen clients come in. Specifically in DCS and sign a client 24 hours later, like they, they learn one thing. They sign up 15 K client 24 hours later. And I celebrate that. And that is incredible. And yet, and still, I still want to make sure, that you're like getting out there. You're putting your message out there. You're actively failing because I don't want your brain to tell you that it was all a fluke. There was a comment that I wanted to check in on. I have done both types of failures, but more passive than active. Yeah. It's so common. It's so common. Often what also happens is we do we do a little bit of active failure and then we hop back over to the passive once, because the emotions that are going to come up when I coach my clients, the website that we go to most frequently feelings wheel. com. Because all of the feelings come up when you're like in this active failure, you're going to feel, you're going to feel insecure. You're going to feel uncertain. You're going to feel inadequate. You're going to feel like just all of the things. It's just so much easier on your unconscious mind. It feels easier. It isn't. It feels easier. It feels so much easier to just hop back over to passive. I just hopped back over to do some passive stuff. And I even see it like, again, like not to shame you because I even see it. I've seen it happen with my clients, where it's like they, they're feeling active failure, and they're moving up like the spiral staircase, they're going up, but if it doesn't feel great. And so then it's I'm going to write a book. Or I'm going to like collaborate with such and such on some you're just trying to protect yourself and it's, there's no shame in it. It's a human thing. It happens to all of us. It will happen to you. It happens to me, right? The most important thing is recognizing it. The most important thing is that awareness. Which is like the number one thing that I'm going to do on my coaching calls with my clients is raise the awareness. It seems like we're venturing over into like passive failure lane. Are you like getting out there? Are you talking? And so that's why it's really important to have someone who's like watching your brain, which is really what coaching is like someone watching your brain. So if you already know maybe as I was going through, you like thought about what stage you're in and maybe move through some of the stages before and then you descended back into one of the earlier stages. That's fine. Or maybe you like. Fell off completely. You went into passive failure land that felt active, but it was really passive. Also not a problem. There's an opportunity like this was about awareness and there's an opportunity to do things differently. So my question is, are you willing, and you don't have to answer this in the chat. If you want to. That would be great. You don't have to. But are you willing to move through all the steps to become an in demand coach. I had to ask myself that question in 2021. It was available to me to keep looking cute. It was real cute failure, but it was passive. And I wasn't going to get to the point of making money that was available to me. Right. But I made the decision to fail actively. I made the decision to create demand. I made the decision to be common and demand coach. And for me, after about a month of doing this, actually was less than a month when I signed my first, maybe maybe it was about a month. I think I had signed a client, but I don't think I was like charging high ticket at that point. But like after about a month, I signed my first 5k client, which I think is more than I made all of 2020 all of 2020. So ask yourself that question. Are you willing? Are you willing? Yes. I see a yes. Okay. Dr. Qualey, Dr. Caroline. I'm willing. Dr. Pam. Yes. Why not? Why not? Why not? Yeah. It is going to be like, not always easy, right? It is not always going to be easy. But it's so worth it. It's so worth it because this is how you create clients. This is how you create a coaching business where you transform lives. This is how you do it. It's absolutely incredible. So these 10 steps are the key. They're the keys to building demand, right? I call it demand activation, activating your demand. I think all of us. Have the potential to be an in demand coach. Are we willing to activate that demand? That's the key, right? That's the question that I'm just, I just asked you, are you willing to fail over and over to activate the demand? That's the question. Okay. So demand activation. So what I have done is I have shown you. The steps it takes. First, we walked through how to build an in demand offer. That's what that was the first three days of the trainee, including the first part of this section And then I talked about you actually stepping into and becoming an in demand coach. Activating your demand through the active 10 step process of failure. It's all failure, but it's all it's all just like compounding demand every single step with every single step. And this is how you grow clients. This is how you sign your first client. This is how you can feel confident about being in an in demand coach with an in demand offer.