Coaching comes as natural as breathing to Maxwell Nee, best known for the business coaching and online marketing strategy services he offers through High-Performing Coach., the company he co-founded. As a coach’s coach, training others to launch and grow successful coaching businesses, Nee teaches coaches to:
- “Attract high-value clients who show up committed, ready to work with you and transform their lives.
- Leverage your time and deliver enormous value to your clients, improving their results at the same time.
- Establish yourself as an absolute authority and person of influence in your niche so you won’t be chasing them forever – they will be chasing you.”
With a great deal of heart and a wealth of experience, Maxwell has some simple but down-to-earth advice that can benefit everyone, especially those who are ready to make a mindset shift from employee to entrepreneur.
No. 1: It is Okay to Say “No” to Clients.
An employee believes saying “yes” demonstrates motivation and ambition. They are inclined to say yes to everything and have a reasonable expectation to be rewarded for doing so.
An entrepreneur knows saying “yes’ to everything would result in inability to get it all done and do things well.
Coach Nee understands the temptation to say “yes” to every new client who wants to employ you. Still, he says, “A mature entrepreneur recognizes the value of their own time and expertise. At first, you will likely be afraid that you won’t get enough clients, and until your numbers grow, you might have a scarcity mentality, feeling fearful about turning anyone away. That’s understandable, but you have options right from the start.
Option 1: You can charge less so more people say ‘yes’ and offer a large number of clients a smaller amount of your time and energy.
Option 2: You can take on fewer clients and charge a higher fee for those few.
Saying “no” to new clients allows for time to focus on your existing clients. Take advantage of the concept of supply and demand. If you say “yes” to 25 clients and charge them $2,000 for your services, you will gross $50,000. You will have the same bottom line of $50,000 if you reduce your client-load by 5x and charge each one $10,000. The difference is in the value you place on the services you offer and the way you address the demand factor.”
No. 2: Being paid per hour versus according to your value.
An employee is accustomed to performing work for an hourly wage or monthly salary.
An entrepreneur knows charging per outcome resonates better with clients because it assigns a value to the specific outcome a client hopes to achieve.
Maxwell says, “If a client had a weight loss goal, a coach could offer to work for $60 an hour for 10 sessions, but a better option would be to offer to help him get the beach body he wants for $600 in 10 weeks. This speaks more about outcome than what your services cost per tedious and sweaty hour. Some entrepreneurs try to justify their hourly rates based on the degrees or accreditations they have earned. Their education and training is certainly valuable and a confidence-builder when you’re an employee, but what the client really cares about is achieving the outcome.”
No. 3: Be a Rule-Maker Instead of a Rule-Follower.
An employee follows the rules set by a company and does what is expected of them in order to get ahead in their career.
An entrepreneur knows they can create their own rules creating their own game of life and business and how to play it.
An employee mindset entices new entrepreneurs to mold themselves to accommodate clients, to follow up, check in, and chase down. This gives the appearance of desperation and scarcity, and the more you appear that way, the less clients want to work with you.
Once in the role of an entrepreneur, you are in a world where you get to make up your own rules. Maxwell says, “If you want to, you can decide you will only work two days a week and take two clients a month. Then you can create a waiting list with eager clients ready to work with you whenever you choose to work with them, not when they choose to work with you.” Much like how it works in dating, Nee says, “The desirable and most in-demand entrepreneur is not one who does the chasing, they have clients chasing them.”
No. 4: View Debt as Part of Cash Flow Management Instead of an Evil Burden.
An employee’s perspective of debt is the more you have, the further behind you are in life.
An entrepreneur knows debt is a tool to leverage and move you forward faster.
Maxwell speaks with authority on the subject of debt. He says, “An entrepreneur sees debt as a tool to get ahead faster, a tool to leverage and scale. Entrepreneurs who buy an investment property want as much debt as possible because they believe the value and growth of the property will outweigh the liability of the debt. They are confident they will be able to pay the debt back and make a handsome profit. If an investor put $20,000 into a home valued at $100,000, they would have $80,000 in debt. An employee mindset wouldn’t see past the debt, but an entrepreneur would have the foresight to view this as a $100,000 asset that only cost $20,000 that can be used to move them forward faster, and with more leverage than before.”
No. 5: Asking For Help Comes From Strength, Not Weakness.
An employee’s perspective is that they need to have it all together and asking for help is weak.
An entrepreneur knows everyone needs help sometimes. Acting on this knowledge is a sign of wisdom, not weakness.
Entrepreneurs are often falsely admired for appearing strong and for being the one to offer help, never asking for help themselves. To their own detriment they make every effort to not be seen as a burden, going to great lengths to avoid appearing weak. Nee says, “Actually the opposite is true. The sooner you become aware of a problem and ask for help, the smarter you are! Instead of trying to work it out on your own, allowing it to get worse, ask for help. In the case of needing a coach or a mentor, don’t tolerate being stuck and not having what you want. Get a coach as quickly as possible. The sooner you are able to begin work with a mentor or coach, the sooner you will be able to move forward. That is smart, and that is strength, not weakness!”
Bonus Tip: Enrich Your Life With Hobbies and Interests That Energize You.
You have a long road ahead as an entrepreneur. Don’t forget to make time for your interests and hobbies. Maxwell says, “My interests include traveling, hip-hop dancing, martial arts, and geeking out on all things entrepreneurship. I’ve invested in whisky, fine wine, and startup companies. We all need balance in our lives, otherwise, it can’t be all work and no play. Have a little fun, and aim for a bit of balance. It will serve you well!”
Maxwell Nee seems like an old soul in a young, fit body, wiser than his years, and as approachable and authentic as they come. It is no wonder that he’s made a mark as a high-performing coach. He has certainly touched many lives in his coaching business, sets the bar high for his own value, and trains others to do the same!
Glenda Hovenkamp, Writer