Wendy McCallum (01:24)
Hello there, welcome back to The Coaching Edge. I'm Wendy McCallum, your host, and today's episode is going to be fun even though the title says we're gonna be talking about boring strategies. I promise you, it's gonna be a really helpful episode for everyone. There is so much advice out there right now around how to build a coaching business, and I hear from the coaches who are just over-saturated with this
guidance that they're getting from a variety of people all over the place and the internet and a lot of them are feeling really overwhelmed and really really pressured to post more, to crack the algorithm, to figure out how to go viral with something and they really feel like that is the way to build their business and I understand why they feel that way because there's lots of emphasis and focus right now on going viral and
and social media is the main platform to build a business. But here's the thing, social media is helpful. It can be helpful, it's part of a strategy for most of us who are building our businesses. It is a component of our marketing strategy. But I have to tell you that it's not the way that most coaching businesses are built. And if it's the thing that you're relying on too heavily, if you put all your eggs in the social media basket, your business will fold before it ever gets going. You just will not make it. So today I wanna talk about
the fact that most coaching businesses, including mine, are actually built on like a handful of pretty simple, very unglamorous strategies that almost nobody is talking about, except me, of course, because I like to talk about all the things no one's talking about. And I like to really keep it real here. So we're gonna talk about the boring strategies that actually build coaching businesses today, because they're critically important. And I'm afraid that they're getting lost in the shiny object syndrome and in this
focus on social media as the be all and end all. And when my coaches come in, I immediately into the BBB and they're talking about how they hate social media and they can't do it and nobody's looking at their stuff and they're really panicking about their ability to build a business. I'm like, wait, hang on. What do you think we did before social media? There is absolutely a way to build a business without social media. Now, again, I'm not suggesting you don't build a social media presence.
For most of my coaches, that is a part of their strategy. It is definitely a part of my strategy. But what I am really trying to emphasize today is that that is not a helpful strategy. That is not gonna be a foundational strategy in the early years of your business. And if you wanna stay afloat, you have to make money. And in order to make money, you need to find some clients. So today we are gonna talk about what I call old school marketing. We're gonna talk about some of the more, I'm putting it in air quotes, kind of boring,
aspects of building a business and why they're so important and why they work. Now before we get into it, I just want to remind you that there is a masterclass that I have that is completely free that you can download right now and watch. I will put the link in the show notes to this podcast. It's called How to Get Clients Now Without a Big Newsletter List or Social Media Following. And it includes, I think, 10 different very specific focused strategies for coaches that will help you make connections, start conversations.
Get in front of more people, build like no trust a whole lot faster so that you can actually get some paying clients, which is what needs to happen in the first year or two of business in order to stay afloat, obviously. So grab that masterclass if you haven't watched it yet. The feedback for that is universally excellent. Coaches love that masterclass. It's completely free. I have put it on a couple times live for groups of coaches. And then I recorded a version of it so that...
you could watch it, anyone can watch it at any time. So again, I'll put that link in the show notes. Okay, let's start by talking about visibility, which is a bit of a buzzword now, and I know I'm guilty of using that word myself. I talk about visibility as part of the north quadrant of your business in the business compass model that I teach. There are four quadrants, north, south, west, and east. The north component is visibility. It is your top of funnel. It is how you get people's eyes on your business.
I do talk about visibility, but what often happens and what I want to help coaches avoid is that people spend way too much time focused on visibility. It becomes the metric that matters above all other metrics. How many followers do I have, right? Becomes the thing. And people are doing that. They're working on and focusing on how to be seen by more people to the detriment of
doing the things that actually turn connections into paying clients, which is what's critically important. The things that do that, they tend to be really simple. They tend to be not so flashy. They tend to be, this is excellent news, not dependent on the algorithm and even better news, they work. So let's talk about these things. They're the things I see consistently that coaches are doing in successful businesses. I use them in my business and I teach my coaches to use them.
inside their businesses. So let's start. The first thing, this will not come as a big surprise to you if you've been listening to this podcast this year, because I've talking a lot about this. The number one thing that we need to be doing that is maybe not so sexy, but is just incredibly important when you're building a business is talking to real humans. So getting out there and actually talking to people is probably the most underrated business strategy of all.
I'm not talking about performing. I'm not talking about broadcasting or like getting out there on a platform and speaking out into the void. I am talking about actually talking to real humans, connecting one-to-one with people. How can you do this? There are so many different ways. One thing you can do that's super simple is you can say hello to anybody who follows you. So a new follower. So whatever platforms you're on, if somebody follows you, set it up so that you get a notification of that.
or check in once a week to see who your new followers are and send them a note. Go and check out their bios or profiles. Find out a little bit about them and send them a personal note. hey, I noticed you're in Wisconsin. I just wanted to reach out because I saw you're a new follower and I love the niche that you're coaching in. It's so interesting to me and I'd love to know more about it. If you have a second, just send me a note back. Let me know a little bit more about your business, maybe how long you've been practicing and what your biggest challenge is right now.
Right? So sending a personal note when someone follows you, just saying hello, even as simple as saying, I've done this a few times, like, hey, I just wanted to reach out and be the one real human that you hear today because nobody does this anymore. And I don't know about you, but I'm sick of robots. And I just love to like have some moments of real human connection today. So I wanted to say thanks for following me and let you know that I noticed that will go a long way. Welcoming someone who joins your newsletter list. This is also a really simple thing that you can do.
So we could get a new subscriber on your list. In the early days when you don't have a big list, you can probably send them a personal note. But as you grow and you get busier, this will probably become automated. And this is where a really good, thoughtful welcome sequence comes in. Welcome sequence is a series of emails. It might just be one or two, it could be longer, that automatically send when someone comes into your world for the first time. So I have that set up, for example, on the business coaching side of things.
When someone downloads or ops into one of my free resources, like for example, the masterclass around how to get clients without a big social media following, they get subscribed to a welcome sequence and they get sent a series of emails that tell them a little bit about me and the types of things I do and let them know about the coaching edge. If they're not familiar with that, maybe point them to some other free resources that they might wanna take advantage of just to wait for me.
to give them an opportunity to get to know a little bit about me, but also access some other things that I have if they want them. That email sequence only sends the first time someone downloads something. If you download another free resource the next day, I have it set up so that you don't get subscribed again to that series, right? But that welcome sequence is very thoughtful. It's been revised many times and it works because it's deliberately set up to start conversations.
and people opt into other resources that I have and spend more time with me because they watch another masterclass or they go through some other training that I have and I establish some expertise and trust with them. So a welcome email for somebody who joins your newsletter list is really great. You could even send them a loom video if you wanted to, but just something that feels personal. Responding thoughtfully to a DM, I've talked a lot about this recently.
something that I love to do. If I get a message from somebody, a direct message somewhere, I always respond personally and I always like say, hey, it's me, it's not a robot. And I usually ask them a question and try to get into an actual conversation with them. I get curious and that works really, really well. Asking somebody like what they're working on right now or what their biggest challenge is right now, what's going really well for them. Now, any question about them is going to lead to...
It's just gonna increase the likelihood that you actually end up in a dialogue or conversation with them. Stay curious. I remember when I was a kid, I was super shy. And my dad was the opposite of me. He was this guy that everybody loved being around and he was so friendly and he knew everybody and everyone knew him. I was going to a party or something and I was nervous because I was so shy and my dad said, look, all you need to remember is that the thing people wanna do more than anything is talk about themselves.
So just ask them a question. That's all you have to do and the conversation will start. Don't worry about anything else. Just ask them a question. And that's been kind of the foundation of me, my social life personally, and also of my business social life ever since. It's really good advice. Stay curious, ask questions. That'll take you a long way. When you approach people with that curiosity instead of with sales energy, so instead of with like a feeling like I've got to close this deal, but you're just like, I'm just starting a conversation. We're just...
beginning, at the beginning stages of our connection, the whole interaction changes. And I've talked about that lately too, this idea of what if I'm just warming people up, just getting people ready? What if it's not about selling? What if it's just about making sure that people have everything that they need and are comfortable in my world? If I think of it that way, it's just really about nurturing that connection with somebody and getting just a little bit closer with them.
then that really changes the interaction and takes me completely out of like some of the uncomfortableness that like always translates in a conversation if you're trying to sell, right? So you're not trying to convince someone to hire you in these connections and conversations. And when you're talking to these real humans, you're just trying to over time continue to have conversations that build trust, that build familiarity, that really build a relationship with that person. And those are relationships are where
you get clients. You get conversions from relationships that you've nurtured, not from random strangers in your audience. Trust me. Most of my own clients came from something that started with a curiosity based conversation, not from a fancy funnel. In fact, I would say a piece of my funnel, like a deliberate piece of my actual funnel for bringing people into my world is conversation and connection.
I'm very deliberate about it. I use it all the time. It works really, really well. It is not fancy. It's not flashy. It is real and it's effective. Okay, the second thing I want to talk about that's a really important strategy that this is where I get a ton of resistance to this from the coaches that I support. And my guess is you're probably going to get your hackles up when I say this. You need to learn how to follow up. Following up is often
there's resistance there around it because it feels pushy to people. People don't want to feel too salesy. They're worried they're bothering people. But the reality is, is that following up is part of doing good business. And it is a core part of my model. I follow up always. Always I follow up. Even when I'm worried I'm not gonna like the response that I get, I follow up.
⁓ Very often when someone hasn't responded, has absolutely nothing to do with you or your coaching offer. In fact, most of the time it doesn't, I've learned. Oftentimes they just have gotten busy. That's the truth. Sometimes something has happened. It's been like an intervening event. For example, last week I had a very positive conversation with someone. They were super excited to join and start working with me in a couple of different areas. And then I sent them everything they needed to do that after the call.
They sent another follow-up email back saying, great, I've got this, know, I've got things all sorted, made the arrangements I needed to make, blah, blah. And then just went quiet. It was just radio silence. I sent a follow-up this week saying, hey, I'm just checking in. Is everything okay? And the response back was, yeah, so sorry, I was gonna get back to you. This happened last week. It's thrown everything kind of for a loop and it no longer makes sense for me to do this right now, but I really, I do wanna do it and I'll get back in touch with you when things kind of settle down.
That's great. First of all, it takes me out of a place of uncertainty where I'm second guessing like, did I like do something? Did I not make, you know, things clear or did, you know, was there something that I missed in that to a place of like, okay, no, I know what happened. I understand that. And it also gave me the opportunity to send the note back that was the right note to send for me, which is like, look, when the timing's right, I will welcome you in. I would love to work with you. I totally understand.
A lot of the time, those follow ups actually lead to sales. And I've started paying attention to this because it's how I build my confidence around just being a professional follow-upper, which is how I consider myself now. And that is like, I would say 75 % of the time probably, people purchase when I follow up. So they take the next step.
And it's because they just got busy, they forgot. A lot of the time they thank me for reaching out. my God, thank you for reminding me I meant to do that and I forgot. So they appreciate the reminder. And then obviously occasionally they don't. Occasionally they don't opt in to whatever the thing was and you don't get the response that you would hope to get. But you are still going to, if you ask the right questions in the followup and in the conversation.
You're going to get really useful feedback on your offer. So let's say they decide not to purchase. You can ask them, that's too bad. I was looking forward to working with you. Just out of curiosity, can you tell me what I might have done differently? Or was there something missing from the offer? Or what might, if I'd included it, might have made it like a no-brainer for you? Ask them those questions. Get that feedback. It's gonna be really useful. A thoughtful follow-up is not pushy. It's professional and it's helpful and follow-ups need to become a
part of how you do business if they're not already. Okay, third thing I want to talk about, email newsletters. Definitely not sexy. This is an area where I think the pendulum has really like swung maybe too far in one direction. I don't know about you, but I have, there are a few people that I've been on their list for years, like the newsletter content they send out. But in the last couple of years, it's felt like I'm getting, you know, some weeks like more than one email a day from them, which is
which is bonkers. So, you on the one side of things, you have people sending like a ridiculous number of emails a week to their list. And then on the other side, you have people saying, no, email is dead. That doesn't work anymore. Nobody, open rates are low, blah, blah. I think probably the truth is in the middle there. And I still think that email, email newsletters are really, really important. And that's because your email list is the only asset, like marketing wise, it's the asset you own, right? So,
You own those email addresses now. People have consciously decided to opt in. They've explicitly said yes to hearing from you and you have their email addresses. Very, very different from your following on social media. You do not own that. You don't own your Instagram following. Meta does. You don't own your Facebook following. Meta does. It can be taken away from you at any moment and you have no control.
over who in that audience actually sees the content that you put out there. That is absolutely, as you're probably well aware, in the hands of the algorithm. So, you I have worked with a number of coaches who have had their pages closed down suddenly. Just their entire page closed down, locked down, never to be opened again, even going through all of the appeal processes, and never really having an understanding of what happened and why they were locked down. Point of this is, you don't own that stuff, but you do own your email.
Addresses that the list that you have and you do have control over what you send and the fact that when you send it It's going to all of these people now Sometimes there's spam filters or things will block it out But there's stuff that you can do to increase the likelihood it ends up in those people's inboxes and you can work on Improving the open rates of your emails by paying attention to what topics are actually interesting to people and what people what newsletters people are actually
so
When we're talking about newsletters and what to do with that asset, I think the key is to be deliberate and thoughtful and conscious about what you send and how often. The first thing that's kind of a general rule of thumb is you want to be consistent and you want to commit to a level of consistency that you can actually follow through on. So
If you cannot realistically send an email every week, don't commit to weekly newsletters. Instead commit to bi-monthly or maybe monthly newsletters, right? You can always increase the frequency as you go. The trick is if you say you're gonna send it once a month, send it once a month. If you say you're gonna send it once a week, send it once a week. That's really important. The other thing that's important is making sure that what's in the newsletter is actually really interesting and helpful content for the people who are opening it.
People do not wanna be sold to all the time. And so with a newsletter, the goal is not selling. It is partially a marketing asset, but it is more a building trust and community building asset. That's how I like to think about it. I also think, you know, it's really important even if you can send more than one or two emails a week to be thinking about whether that's a good idea. I know that the way that I feel about...
my inbox is probably the way most people feel about their inboxes. And that's one of the reasons why in the summer I actually made a vocal commitment. I owned it to cutting newsletters and emails down to one email a week, period. Unless there was a very special circumstance, maybe once every month or two, I might send one extra email as a reminder on something that is like timely. And you know, I'm worried you're going to miss a deadline. But I send one newsletter a week, Monday mornings, goes out religiously.
and the email is designed to include really useful content for you. If you're not on the list yet, get on the list. Like I said, go grab the masterclass. That'll get you on the list. You can always unsubscribe, but I promise you what you will get is one newsletter a week from me. I will introduce the topic of the week for the podcast so you don't miss a great podcast episode. I'll give you the link to go and listen to the podcast. tell a little story that goes along with the episode.
I will include the Coaching Edge action items and you only get those in the newsletter. So this is like kind of special added value that only comes as a newsletter follower. Those are very specific action items that you can take in your own coaching business after listening to this week's episode. And then I also have a little section where I talk about what's going on in my world at the bottom of the newsletter and that would include anything that's happening in terms of new programs opening up or a special offer or something like that that's happening.
And that is my way of nurturing the connection that I have with people who have come into my world and who are on my newsletter list. Okay.
The next thing I wanna talk about is repeatable offers, also not sexy. What we're talking about here is foundation offers, sometimes called signature offers. These are the things that you just always sell. They're always available to people. People come to rely on them. They are value packed offers. They're really clear. People know what they are. They deliver, maybe even over-deliver. They're awesome.
Instead of falling into the trap that coaches often fall into, which is thinking that they have to create something new and shiny every season or sometimes every month, right? I want you to go back to what are the offers that I know work, that I know I can sell, that I know are incredibly helpful to people and solve problems really well for people. And how can I make those even better?
This is really this idea of the beta mindset that I talk about, about how everything in your business is an experiment. Those foundational offers, the first time you offer them, obviously it's brand new, it is that shiny thing, but if it works, you keep doing it. And if it doesn't work, but you believe in it, you try it again anyway, but you change it a little bit. You change the marketing, the messaging, or you change the actual offer, the structure, the pricing. You keep testing this thing over and over and over again until you nail it. And then you keep it in your offer suite.
And if you don't have a signature offer, if you don't have a repeatable offer that you can rely on, one that you know is gonna generate a certain amount of income for you every month, and you know exactly what the process is to bringing people into that offer and converting them, then you need to work on doing that. Because that will be a really critical piece of a predictable revenue stream. And without a predictable revenue stream in a small business, you're going to go under. Or you'll lose your mind, or both.
And I don't want any of that for you. So we're talking about offers that you refine over time. You run them, you gather feedback, you tweak the messaging, you adjust the structure, you make improvements based on your client's experience, you make improvements based on your experience coaching the program, and the offers over time become stronger and more reliable and frankly more profitable because you're more confident in them and it's easier for you to sell them. You also refine the sales process and the messaging that goes along with them.
And so those become the foundation of your revenue stream. They become really predictable sources of revenue for you. And this is something that I think gets lost a lot. Coaches, you know, see what other people are doing. They're always like, I need to do that. Or I need to have a community or I need to create a sub stack or I have to do a paid, you know, private podcast or I need to whatever. Focus on what you already have and make that great. I have offers that I have been
offering, selling, converting on for a decade plus. They're still in the suite. One of them is one-on-one coaching. Like I have got that dialed in. I have a way of bringing people in who are the right people. have an application process that works. I have discovery call structure that works. And I love the coaching container. The pricing works. All of it works. I can sell it. My conversion rates are incredibly high.
because I have done it so often that I have gotten, I've really refined it and I've really got it dialed in. That's what you want. I also have some signature group coaching programs that work the same way. The BBB is an example of that. So repeatable offers, not glamorous, but a really critical part of a good, small coaching business model. Okay, or big coaching business model, frankly. I also wanna talk about building community versus just building an audience.
Okay, because they're two completely different things. Community is really, really different than growing your online audience. Your online audience is just about more followers, more reach, more visibility. But bigger is not always better and audience does not trump community. I to be super clear on that. A small engaged community is always going to outperform a really big disengaged audience.
You have probably seen examples of someone's reel going viral and you'll see sometimes like coaches or influencers who have something go viral talk about it. I've seen a couple of examples of this actually in the last two weeks where coaches have something go viral and then they come on and they say, hey, look at this, this thing went viral. But I wanna let you know that even though a million people saw this reel, I didn't get any conversions from this. I didn't get any new clients, any new work from this.
They are trying to highlight for you that virality does not equal revenue and visibility is not the same as connection. People work with coaches they trust. I have said this time and time again, people need to trust you to come into a coaching engagement with you. They need to know that they're safe with you. They need to know that they like you and that it's gonna be a positive experience. And the only way for them to feel confident about that
is for you over time through repeated interaction and a shared space to kind of build that, build that like no trust that I talk about all the time. this is really a sense of community. It doesn't necessarily mean you have a separate platform that is a community platform. I want to be clear. Excuse me. It could be that. So you could, for example, set up a circle community for your email list.
and invite them there or invite people from social media into a community that has its own platform that is just a community area. I have communities usually that go along with some of the group coach programs. So for example, there's a community inside the BBB for coaches to connect and to ask me questions between, know, live office hours calls and also for me to post announcements and for them to celebrate successes and that kind of thing. I've also had communities over the years that I've used specifically to build
community with non-paying clients. So just to get a group of people together and build like no trust over time by giving them really good valuable content in that forum. So for example, Facebook groups and that type of thing. So it can be a separate community, but really what I want you to think about is am I fostering a sense of community in the way that I'm communicating in what I'm putting out there? Because you can build a sense of community without a separate community platform.
And there are lots of ways to do that. So for example, I do that through this podcast episode. I know that you guys who listen to this podcast, and this is so exciting to me, by the way, are all over the world. I can go in and check my stats on where people are listening, and it's super cool. Yes, I have a lot of listeners in states and in Canada and in the UK, but I also have listeners in France and in Denmark and in Africa and in Australia and all of these places, which is so cool to see.
So you're not physically gonna be together anywhere. And I don't have a separate like community where you can all talk to each other. But I do think that by showing up here every week with some consistency in terms of branding and values and creating value in these podcast episodes and talking about things that are timely relevant topics for coaches in the first five years of business.
I am creating a sense of community. If you listen to The Coaching Edge, you are a member of my coach community, even if I never meet you, even if we never have a one-to-one conversation. This is also a place where I invite people. You probably noticed at the end of a lot of my podcast episodes, I say, like, reach out to me if you have an idea for a podcast episode or feedback on an episode or something cool that you want to celebrate or something you want to ask me. You can always send me a note at wendy at wendymcallum.com.
And I do that because that is part of that community building and connection building exercise for me, because I love to connect with new coaches genuinely. So I build my sense of community through my podcast, also through the email newsletter that I was talking about before. I do live events sometimes, that's another way to build community. So I will do workshops, they're either low ticket or free workshops that coaches can come into, the open houses for the BBB or another community building thing that I do.
an opportunity for me to get in a room with new coaches that I haven't met before and have a conversation. You can also build community through more structured platforms, like as I said, like an online community space through a platform like Circle, for example, or through creating a specific membership, maybe you have a monthly membership community that people can join. So there lots of different ways to do this, but the key thing here is building the sense of community. And the way that you do that is with deliberate,
consistency. It's knowing your brand. It's knowing your values, knowing what you stand for, being committed to certain priorities and principles. Like I am committed to always showing up and being honest and genuine. I'm committed to not being overly produced and not relying overly on AI and on providing value in every session and making sure that I'm not, you know, ever hopefully.
putting out podcast topics that make it more stressful to be a small business owner. I always want to be trying to provide some ideas and some hope and some optimism and some practical strategy that you can take away. So by doing that consistently everywhere that I show up, my newsletter, my podcast, my community, my open houses, my paid offers, I create a sense of community and belonging because people know what to expect when they're listening to me or in a room with me. And that goes a long way.
I use the same types of language and I think it becomes clear what makes me uniquely me. And that becomes part of what brings people together because like attracts like, that's the truth of it. And that's how you build community. An example I thought of when I was trying to brainstorm this episode was if you have ever listened to Glennon Doyle, Abby Wambach and Glennon's sister Amanda's podcast, it's called We Can Do Hard Things and Glennon.
Doyle from the very beginning of time has referred to the listeners of that podcast as the pod squad. Pretty sure she didn't come up with that word, but it works, or those words, but it works so well to create community because she has millions of listeners, most of whom will never meet each other or actually connect, but they all feel connected. They feel a universal sense of belonging because they're part of what she calls the pod squad, right? So language can even be incredibly powerful in building community.
and creating that sense of belonging. Again, your community doesn't have to be big. You're going to get so many more conversions from an intimate, very connected community than you are from an enormous, disengaged audience. Trust me. You don't need a huge email list. You don't need a huge community. What you do need is an engaged community. And I have seen coaches, me included, frankly, build really successful, really profitable coaching businesses from small lists.
because they are focused on these foundational things that I'm talking about today, including building community. So all of this to say, you don't build a coaching practice through virality online. You don't need to be at the mercy of the algorithm. You actually need to lean back into some of these old school marketing things, into some of these basic foundational principles and really double down on them. Conversations, community, connection, following up with people, being human, staying real.
you know, getting committed to offers, not like constantly chasing like the next shiny new thing, building something that people can trust and rely on that's got some consistency to it that's predictable and that has a clear perspective and unique uniqueness to it really so that you become recognizable. That's what you're after with all of this. That's what actually helps you to build a business.
⁓ You need offers that are genuinely helpful that have been tested and tweaked and that are just the absolute best that they can be that you believe in Right because those are the things that you can sell. Those are the things you can talk about with confidence So this is not flashy any of this I said that at the beginning I warned you but it is incredibly important and these are the strategies that quietly build sustainable coaching businesses that actually Last and I am in the business of helping you do exactly that. I want you to build
a sustainable, profitable coaching business. One you can rely on, one that has regular streams of revenue that you can predict so that you're not feeling like you have to hustle constantly and you're constantly in a state of panic about where the next month's bills are gonna get paid from. I want you to be able to enjoy the business of coaching. And in order to do that, you have to really train yourself to trust your gut.
and to focus on like the basic foundational things and not get too caught up in all the hype out there about building a business. Because the truth is old school marketing rules, it'll always rule. It's amazing. So last note, if you haven't go into the show notes and grab that masterclass on how to get clients without an email list and a big social media following. It is incredibly valuable. It is really, really helpful and it's completely free.
So you can go and grab that through the link in the show notes. And here's my little pitch for you. If you have an idea for an upcoming episode, I wanna hear it. Or if you have feedback about these episodes and something that I missed, or if you've got something that you've been doing that's been working really well with you that you think other coaches should know about, share it with me. Send me an email at wendy at wendymcallum.com. I promise you.
I will send a note back. I will respond. We will start a connection and a conversation because I love connecting and hearing from coaches, especially coaches who are part of my community, who have been here listening to this podcast week after week. I appreciate you so much. Thanks for everything that you do. Thanks for talking to other coaches about this podcast. That's how it grows. I hope you have a wonderful week and I will see you next week on The Coaching Edge.
