While Alec has started reaching more people with podcasts and videos, he’s still struggling with getting people to schedule strategy sessions with him. Cate quickly identifies that Alec isn’t using his public yoga classes to their full potential, which is probably the case for a lot of yoga teachers who are also yoga health coaches. We look for new leads before we effectively mine the ones who are right in front of us on a weekly basis. The easiest way for yoga teachers to more effectively draw people into strategy sessions is by theming yoga classes with the habits of ayurveda. Move your yoga students through a curriculum week by week that relates to the habits you teach as a yoga health coach.

Use a scarcity mindset and offer free strategy sessions related to your curriculum to the first 3 people who schedule with you after class. Specificity, scarcity, and value are key!

What you’ll get out of tuning in:

• How yoga teachers can use their public yoga classes to generate interest in strategy sessions.
• Why subbing other people’s yoga classes is an outstanding opportunity for yoga health coaches.
• How to use specificity, scarcity, and value to fill your courses!

Links Mentioned in the Episode:

• Body Thrive
• Yoga Health Coaching
• Living Ayurveda

Show Highlights:

• 0:00 – Alec has started reaching more people with podcasts and videos, and he wants to know how to get more of those people to schedule strategy sessions with him. Cate quickly identifies that Alec can use his public yoga classes to more effectively draw people into strategy sessions by theming his classes with the habits of ayurveda.
• 13:00 – We have to help people connect the dots between their health concerns and what we’re offering through yoga health coaching. Once we’ve exhausted the potential of the people who are in front of us on a weekly basis, we can start to look at secondary sources: the people who know the people who we know. Ask for referrals!
• 19:50 – Once we’ve identified our target audience, we can get really specific about who we’re offering sessions to: for example, people who are constipated. Plan the theme of your yoga class to coordinate with the theme of your strategy sessions and ask your yoga students to refer people to you. Offer incentives for referrals.
• 22:22 – The wellness market is moving toward guided evolution, and that’s what yoga health coaches do! Point out the value of a strategy session. Move your yoga students through a curriculum week by week that relates to the habits of Body Thrive. Use a scarcity mindset and offer free strategy sessions related to your curriculum to the first 3 people who schedule with you after class. Specificity, scarcity, and value are key.
• 31:45 – Cate also suggests offering yoga classes only to your annual pass members or offering your annual pass members benefits that aren’t available to students who only attend your public yoga classes. In this way, you build interest in your annual pass and perhaps end up with people on a waitlist to join your course. Invoke curiosity.
• 33:25 – Subbing other people’s yoga classes is another easy way to generate leads. Start with an introduction that tells the students what you do in your habits course: “I help people . . . .“

Your Favorite Quotes:

• “If someone is coming to you to feel better in their body, and they’re overweight and they have an autoimmune issue and they’re eating their main meal of the day past 6 pm, I don’t care what you do in your yoga classroom, you cannot help them until you address that as a habit.” — Cate Stillman
• “This is where the market’s going too, is to guided evolution. . . . That’s what we do! We do guided experiences.” — Cate Stillman

Guest BIO:

Alec Hurley is a yoga teacher in the San Diego area and a life long surfer. He is the founder of Higher Self Wellness and an avid practitioner of ancient wisdom and spiritual practices which he infuses into his public yoga classes and group program “The Art of Connection”. He is professionally trained as a Chef and incorporates the ancient wisdom of “food as medicine” into his culinary creations. Currently enrolled in the Yoga Health Coaching program, Alec is adding the practices of personal and planetary alignment into his modern healthy lifestyle toolkit to help shift the collective into deeper states of connection.

You can download a Free guided meditation here to get a deeper sense of what he is all about.

• How do I build a lead generation system to convert 60 people into my course again and again?
• What is your conversion rate? When you get on the phone with them, how many people opt-in to your courses? If your conversion rate is lower than 30%, what’s wrong with the system?
• When in that sequence are you making an offer? Make the offer to have a strategy session with you sooner than later. When are you making an offer to join your program?
• Is there a way to simplify?

Tune in to hear our laser coaching session that focuses on nurturing potential clients and making time for personal interactions, allowing you to advise them on what they truly need.

What you’ll get out of tuning in:

• Why personalized interactions are so important
• How to use feminine-style marketing to nurture qualified leads
• When to make an offer, and when to hold off

Links:

• Yoga Health Coaching
• Yoga Health Coaching Mastery
• Dana’s website

Show Highlights:

• 3:00 – When building your email list, think about how many people you need to hit your goal. Then consider how you can simplify it to reach the people who will sign up for your courses at the price you are willing to give them.
• 7:00 – Make sure you get yourself in a peak state before you coach someone into enrollment in your courses.
• 10:45 – Instead of pushing clients toward your courses, get interested in what’s going on with them. When they come in, it’s not about you and your values; it’s about finding out more about them and what they need.
• 15:00 – Don’t make an offer prematurely. Whether it’s free trainings, body work, applications for more sessions, or making sure they see quality content that may help them personally, your work can really nurture them in what they need.
• 20:00 – In all content, you should always provide an opportunity for them to have a conversation with you. This will allow people the opportunity to get in touch with you and your courses more quickly and efficiently.
• 22:50 – Ask people to refer their friends! More people are willing to give referrals than we typically ask. And referrals have the best conversion rate, with 80% of people buying when they have a referral from a friend.

Favorite Quotes:

• “In any kind of coaching, you want to get yourself in a peak state before you dial or sit down with someone.” – Cate Stillman
• “I choose to feel confident that I can do this. I listen deeply. I come from a place of wholeness. I trust myself and the universe.” – Dana Skoglund
• “Reevaluate how you have your home page so people can just get right into a strategy session with you.” – Cate Stillman
• “At some point paying for leads is faster.” – Cate Stillman

Guest BIO:

Dana Skoglund is a Certified Yoga Health Coach, Yoga teacher, and mother of two rambunctious young boys. She’s been studying Yoga since 2000 and teaching since 2004, and she has over 1,000 hours of training in the styles of Jivamukti, Anusara, and Sridaiva. Her desires to take her health and well-being into her own hands and to learn how to keep her family healthy led her to Ayurveda in 2011. After implementing daily routines from Ayurveda and noticing the profound impacts they had on her energy and happiness, she began coaching clients into these better body habits in 2013. She aims to inspire others about the importance of health habits in crafting the lives of their dreams. Dana is also deeply passionate about travel, adventure, learning, movement of any kind, and the arts.