Aug 19, 2026 · 22 min · 9 segments
Are you spending your time creating content or actually creating clients? In this episode, I explain why coaches often focus on websites, podcasts, programs, and content when what they really need to…
Are you ready? [laughs] I want you to think about what you've been spending your time on, truly.
I recently shared an epiphany that I had about creating content versus creating clients with my mastermind, and I'm always telling them they need to focus and get out there and create clients.
Learning how to sell really is the first thing that you need to do when you decide to have a business, period.
Like, I really firmly believe you are in the business of sales the moment you even think about having a business.
Like, coaches are always asking me, "Should I wait and learn it after this and this?" I'm like, "You need to learn it the moment you decide to have a business.
That's when you need to start." [laughs] But life coaches come to me, and they wanna do anything but sell, and selling is the only thing that leads to clients.
And if you haven't listened to episode six, Your Biggest Obstacle to Selling, make sure you go do that.
I go in depth for why coaches don't wanna sell, and really it's a misunderstanding.
So because you don't want to sell, or you don't know how, or you don't understand it, you find other things to do, and the things that you find to do are things like creating content.
And on top of the, like, not wanting to sell and finding other things to do and finding content to do, what also happens is you're looking at successful people who have gone before you with six and seven figures businesses, and you're seeing what they're doing in the world, and you're trying to mimic it.
So like you see me with a podcast, and you think, "A podcast is a way to get clients.
I gotta create a podcast." And you see my 2K for 2K program and my process that I walk my clients through, and you think, "I've gotta have a process to take my clients through.
I've gotta have a program and steps and modules." Or you see someone that's super successful that wrote a book, and you think, "I need to write a book.
Like, that will bring me clients." And you might be thinking this isn't you, but for those of you that are in my 2K program, you know how I know it's you? [laughs] It's 'cause you a- you join immediately and ask about what your next email should say, or you ask me about content calendars.
Or you talk about your program and what you should offer or what you should title it or anything related to creating things that isn't clients.
Are you ready? [laughs] I want you to think about what you've been spending your time on, truly.
I recently shared an epiphany that I had about creating content versus creating clients with my mastermind, and I'm always telling them they need to focus and get out there and create clients.
Learning how to sell really is the first thing that you need to do when you decide to have a business, period.
Like, I really firmly believe you are in the business of sales the moment you even think about having a business.
Like, coaches are always asking me, "Should I wait and learn it after this and this?" I'm like, "You need to learn it the moment you decide to have a business.
That's when you need to start." [laughs] But life coaches come to me, and they wanna do anything but sell, and selling is the only thing that leads to clients.
And if you haven't listened to episode six, Your Biggest Obstacle to Selling, make sure you go do that.
I go in depth for why coaches don't wanna sell, and really it's a misunderstanding.
So because you don't want to sell, or you don't know how, or you don't understand it, you find other things to do, and the things that you find to do are things like creating content.
And on top of the, like, not wanting to sell and finding other things to do and finding content to do, what also happens is you're looking at successful people who have gone before you with six and seven figures businesses, and you're seeing what they're doing in the world, and you're trying to mimic it.
So like you see me with a podcast, and you think, "A podcast is a way to get clients.
I gotta create a podcast." And you see my 2K for 2K program and my process that I walk my clients through, and you think, "I've gotta have a process to take my clients through.
I've gotta have a program and steps and modules." Or you see someone that's super successful that wrote a book, and you think, "I need to write a book.
Like, that will bring me clients." And you might be thinking this isn't you, but for those of you that are in my 2K program, you know how I know it's you? [laughs] It's 'cause you a- you join immediately and ask about what your next email should say, or you ask me about content calendars.
Or you talk about your program and what you should offer or what you should title it or anything related to creating things that isn't clients.
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3 of 8
Offers Feel Like Going Naked
Making offers feels exposed, but avoidance costs.
Stop Creating Content, Start Selling
Coaches often hide from sales behind content.
Sell Before Building Your Program
Sell first, then build what people buy.
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