Why Most Coaches Stall: Building Credibility Through Workshops
Did you know that 80% of new coaches quit before signing their first client? To better understand why and how to overcome this challenge, I sat down with Richard Bernstein, CEO of Mars Venus Coaching, who brings over two decades of coaching experience to the table.
Richard Bernstein shares some valuable insights on landing your first coaching client without dancing on TikTok, spending money on ads, or needing a large following.
The Credibility Gap
According to Richard, one of the most significant barriers new coaches face is credibility. “Potential clients don’t know you from Adam,” Richard says, explaining that even seasoned coaches constantly face the challenge of building and maintaining credibility.
Why Workshops Work
The solution, Richard discovered early in his coaching career, is simple yet powerful: workshops. Richard began by hosting “Lunch-and-Learn” sessions. These informal workshops were simple: he’d hand out flyers around an office building, invite employees to a lunchtime presentation with pizza and soda, and deliver an engaging talk.
This strategy accomplished two crucial things:
- Established credibility: Demonstrating expertise through a workshop shows potential clients firsthand what you have to offer.
- Built confidence: Regular practice in delivering presentations significantly boosted his self-assurance.
Richard emphasized that you can’t build real credibility just through a website, flyers, or emails—potential clients need to see you in action.
The 60-Month Mastery
Richard committed to a consistent approach, conducting the same “Lunch-and-Learn” workshop every month for five years—60 months straight. This consistency not only perfected his delivery but also regularly converted attendees into clients. His final session saw all eleven attendees becoming clients—a testament to his refined skills and established credibility.
Why Many Coaches Struggle
Richard pointed out that many new coaches stall because they lack a ready-to-go presentation. Developing content from scratch, creating engaging PowerPoint slides, and determining the workshop structure are significant hurdles. At Mars Venus Coaching, however, they tackle this issue head-on.
Ready-Made Solutions from Dr. John Gray
Mars Venus Coaching provides ready-to-use workshops based on the best-selling books of Dr. John Gray, author of Men Are from Mars, Women Are from Venus. These plug-and-play presentations, complete with notes, workbooks, and handouts, enable coaches to immediately deliver compelling and credible content.
“We’ve taken Dr. Gray’s seven most popular books and turned them into impactful workshops,” Richard explained. This allows coaches to focus less on creating content and more on building connections and coaching effectively.
The Power of Non-Verbal Communication
Richard stressed the importance of non-verbal communication, noting that 78% of our communication is non-verbal. “It’s not just what you say, but how you say it—your body language, tone, and confidence,” Richard said. Attendees subconsciously evaluate your competence based on these cues, making your delivery critical to your credibility.
Workshop to Complimentary Session
Richard’s proven approach is clear and straightforward:
- Fill the Workshop: Personally inviting 8–12 attendees creates intimacy and engagement.
- Deliver the Workshop: Provide valuable insights that engage the audience actively.
- Offer a Complimentary Session: Following the workshop, offer attendees a free, one-hour clarity session.
- Convert to Clients: During this session, clarify their goals and offer tailored coaching packages.
“This method removes the selling pressure,” Richard explained. “You provide immense value upfront, making the coaching package a natural next step.”
Getting Started
Are you an aspiring coach looking to get started? Take the Coaching Quiz to see if coaching aligns with your passions and provides options to schedule a call with a Mars Venus Coaching team member.
Richard shared his coaching journey: “I was a business owner for 25 years before becoming a coach, and I’ve never felt more fulfilled or financially successful than I do now.”
Final Words of Advice
Richard’s ultimate advice for new coaches: “Follow a system, and stick with it long enough to become proficient. Most people quit too soon, thinking it doesn’t work, when they just haven’t given it enough time.”
Mastery comes from consistent, repeated practice. So, if you’re considering coaching, remember—credibility, confidence, and consistency are your keys to success.