{"id":28352,"date":"2022-11-26T18:24:33","date_gmt":"2022-11-27T02:24:33","guid":{"rendered":"https:\/\/coachestrainingblog.com\/becomeacoach\/?p=28352"},"modified":"2022-11-26T18:24:36","modified_gmt":"2022-11-27T02:24:36","slug":"the-post-discovery-session-follow-up-system","status":"publish","type":"post","link":"https:\/\/coachestrainingblog.com\/becomeacoach\/the-post-discovery-session-follow-up-system\/","title":{"rendered":"The \u201cPost Discovery Session\u201d Follow up System"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">The road to enrolling a new coaching client is typically HARD.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Create <a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/how-to-turn-complete-strangers-into-coaching-clients\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>content<\/strong><\/a>.<\/li>\n\n\n\n<li>Post on social media.<\/li>\n\n\n\n<li>Go to <span style=\"text-decoration: underline;\">networking<\/span> events.<\/li>\n\n\n\n<li>Deliver <span style=\"text-decoration: underline;\">webinars<\/span>.<\/li>\n\n\n\n<li>Make an opt-in page.<\/li>\n\n\n\n<li>Create a <a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/communicating-the-value-of-your-coaching\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>compelling offer<\/strong><\/a>.<\/li>\n\n\n\n<li>Make invitations.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026and all of that just to get them to a <a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/scheduling-more-discovery-sessions-methods\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>Discovery Session<\/strong><\/a>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">THEN you still have to give them <span style=\"text-decoration: underline;\">a GREAT experience<\/span> in the discovery session.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">And there\u2019s <span style=\"text-decoration: underline;\">STILL no guarantee they\u2019ll enroll<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">When potential clients don\u2019t enroll <span style=\"text-decoration: underline;\">on the spot<\/span>\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">(and that happens a good amount of the time)<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026it can leave you wondering \u201cWhat more could I have done?\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But there IS <span style=\"text-decoration: underline;\">one thing you can do<\/span>\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026even <span style=\"text-decoration: underline;\">after the Discovery Session<\/span> has passed.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>And it DOUBLES your coaching enrollments.<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">without <span style=\"text-decoration: underline;\">gimmicks<\/span>\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">without <span style=\"text-decoration: underline;\">sketchy sales techniques<\/span>\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">without fancy <span style=\"text-decoration: underline;\">technology<\/span>\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026and without having to talk to people that <span style=\"text-decoration: underline;\">aren\u2019t interested<\/span> in your coaching.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">And, even better\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026IT\u2019S EASY.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">(But 9 out of 10 coaches COMPLETELY MISS this ONE THING.)<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">What is it?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>FOLLOW UP.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Most coaches run a Discovery Session\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026and when the client doesn\u2019t enroll ON THE SPOT\u2026\u2026they <span style=\"text-decoration: underline;\">give up on the client<\/span>.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/post-discovery-session-follow-up-system-LOGO.jpg\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/post-discovery-session-follow-up-system-LOGO-1024x576.jpg\" alt=\"Follow up system wheel\" class=\"wp-image-28353\" srcset=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/post-discovery-session-follow-up-system-LOGO-1024x576.jpg 1024w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/post-discovery-session-follow-up-system-LOGO-300x169.jpg 300w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/post-discovery-session-follow-up-system-LOGO-768x432.jpg 768w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/post-discovery-session-follow-up-system-LOGO-1536x864.jpg 1536w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/post-discovery-session-follow-up-system-LOGO-640x360.jpg 640w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/post-discovery-session-follow-up-system-LOGO.jpg 1920w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">They don\u2019t bother to follow up EVEN ONCE.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>The painful truth? That client would\u2019ve <span style=\"text-decoration: underline;\">enrolled in coaching<\/span>.<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">But instead, the coach <span style=\"text-decoration: underline;\">wasted the time they spent<\/span> with that client.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>So <span style=\"text-decoration: underline;\">why<\/span> don\u2019t coaches follow up?<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">One reason &#8211; follow up <span style=\"text-decoration: underline;\">looks like work<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Another reason &#8211; coaches <span style=\"text-decoration: underline;\">don\u2019t know HOW<\/span> to follow up.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For instance, Lisa did a discovery session with a potential client.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A few days later, the client sent her this message:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><em>\u201cI\u2019m looking forward to working with you.\u201d<\/em><\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Sounds good so far!<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But when Lisa called the client to enroll them\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026she had to leave a message\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026and the <span style=\"text-decoration: underline;\">client DIDN\u2019T call her back<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Lisa asked me <strong><em>\u201cShould I follow up with her, or wait for her to call back?\u201d<\/em><\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Lisa <span style=\"text-decoration: underline;\">didn\u2019t have a follow up system<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">So I taught her\u2026<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>The \u201cPost Discovery Session\u201d Follow up System:<\/strong><\/h2>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Make a list<\/strong> of <span style=\"text-decoration: underline;\">anyone<\/span> who <span style=\"text-decoration: underline;\">completed a discovery session<\/span> with you in the last 90 days.<\/li>\n\n\n\n<li><strong>Follow up<\/strong> with them <span style=\"text-decoration: underline;\">at least 5 times<\/span> (no more than 10 times). Use phone, email, and <span style=\"text-decoration: underline;\">any other way<\/span> you have to contact them.<\/li>\n\n\n\n<li>If they don\u2019t respond\u2026 <strong>Leave a \u201ctake-away\u201d message<\/strong>.<\/li>\n\n\n\n<li><strong>Wait 90 days, then <span style=\"text-decoration: underline;\">repeat<\/span><\/strong> until: 1. They say \u2018no\u2019. or 2. They become your client.<\/li>\n<\/ol>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>What is a \u201ctake-away\u201d message?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>A take away message is an elegant way of letting the client know\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026that <span style=\"text-decoration: underline;\">they have something to LOSE or miss out on<\/span>\u2026 thus the \u201ctake away\u201d.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">What might the client \u2018have to lose\u2019?<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>They could miss out on <span style=\"text-decoration: underline;\">coaching<\/span> with you (if you run out of openings).<\/li>\n\n\n\n<li>They could miss out on their <span style=\"text-decoration: underline;\">desired start date<\/span> for their coaching.<\/li>\n\n\n\n<li>They could miss out on <span style=\"text-decoration: underline;\">preferential pricing<\/span> for your coaching.<\/li>\n\n\n\n<li>They could lose your consistent follow up.<\/li>\n<\/ul>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\"><strong>A take away message is an elegant way of letting the client know\u2026that <span style=\"text-decoration: underline;\">they have something to LOSE or miss out on<\/span>\u2026 thus the \u201ctake away\u201d.<\/strong>&#8220;<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\">For instance, your take away message could be:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><em>\u201cHi Mary, it\u2019s Lisa at 321-987-6543. The last time we spoke, you were interested in overcoming your fear of commitment and enjoying a long lasting romantic relationship.<\/em><\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><em>I\u2019ve left a few messages for you because I\u2019d love to help you, but my schedule won\u2019t allow me to continue to get back with you after today. Please call me back at 321-987-6543. If I still have space to help you, we can talk about what the next steps would be. Take care.\u201d<\/em><\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>What Happened to Lisa?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Lisa applied the \u201cPost Discovery Session\u201d Follow up System.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">She had told me about a recent enrollment, and I texted her, asking her <strong><em>\u201cdid that client ever call you back?\u201d<\/em><\/strong>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Here\u2019s her text back to me:<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/text-from-lisa.jpeg\"><img loading=\"lazy\" decoding=\"async\" width=\"512\" height=\"425\" src=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/text-from-lisa.jpeg\" alt=\"Text message\" class=\"wp-image-28354\" srcset=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/text-from-lisa.jpeg 512w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/text-from-lisa-300x249.jpeg 300w\" sizes=\"auto, (max-width: 512px) 100vw, 512px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>YOU can do what Lisa did.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>After you\u2019ve made such an <span style=\"text-decoration: underline;\">investment<\/span> in a potential client\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Follow up.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>That\u2019s <span style=\"text-decoration: underline;\">all that\u2019s left<\/span> to get the client to <span style=\"text-decoration: underline;\">enroll<\/span>.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>It doesn\u2019t get any <span style=\"text-decoration: underline;\">easier<\/span> than that.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>The odds are, you could <span style=\"text-decoration: underline;\">significantly increase your coaching enrollments<\/span> if you add the \u201cPost Discovery Session\u201d Follow up System.<\/strong><\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\"><strong>The odds are, you could <span style=\"text-decoration: underline;\">significantly increase your coaching enrollments<\/span> if you add the \u201cPost Discovery Session\u201d Follow up System.<\/strong>&#8220;<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Want something that will help enroll your client even if you DIDN\u2019T do ANY follow up?<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Try \u201cNO REJECTION FOLLOW UP\u201d.<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/how-to-turn-complete-strangers-into-coaching-clients\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>Post content<\/strong><\/a><strong>.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><span style=\"text-decoration: underline;\">Videos<\/span>, <span style=\"text-decoration: underline;\">podcasts<\/span>, <span style=\"text-decoration: underline;\">webinars<\/span>, <span style=\"text-decoration: underline;\">emails<\/span>, etc. (in a way where your potential clients will receive them).<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Posting content is <span style=\"text-decoration: underline;\">a form of \u201csubtle\u201d follow up<\/span>.<\/strong><\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\"><strong>Posting content is <span style=\"text-decoration: underline;\">a form of \u201csubtle\u201d follow up<\/span>.<\/strong>&#8220;<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>All that\u2019s required is that the potential client is subscribed to your content.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>This version of follow up won\u2019t be personal\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026so they will be less likely to respond compared to a personal contact\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026but if you keep posting content, some of them WILL RESPOND.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>The \u201cNO REJECTION FOLLOW UP\u201d system won\u2019t take the place of follow up, but it\u2019s BETTER THAN NOTHING.<\/strong><\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\"><strong>The \u201cNO REJECTION FOLLOW UP\u201d system won\u2019t take the place of follow up, but it\u2019s BETTER THAN NOTHING.<\/strong>&#8220;<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>And NOTHING is what most coaches do.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Why (other than ignorance)?<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><span style=\"text-decoration: underline;\">5 mindsets<\/span> get in the way\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026and if you allow them to limit your coaching business, <span style=\"text-decoration: underline;\">they cost you many paying clients<\/span>:<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Mindset #1: \u201cFollow Up Doesn\u2019t Work\u201d<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><a rel=\"noreferrer noopener\" href=\"https:\/\/blog.thebrevetgroup.com\/21-mind-blowing-sales-stats\" target=\"_blank\"><strong>A recent study revealed<\/strong><\/a><strong> that 80% of enrollments <span style=\"text-decoration: underline;\">require 5 follow up attempts<\/span> after a discovery session\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026.but <span style=\"text-decoration: underline;\">44% give up after 1 follow up<\/span> attempt.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>That\u2019s <span style=\"text-decoration: underline;\">statistical proof<\/span> that following up works (not to mention, how <span style=\"text-decoration: underline;\">rare<\/span> it is).<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>It also shows that <span style=\"text-decoration: underline;\">you can\u2019t be stingy with follow up<\/span>, since following up at least 5 times puts the odds in your favor.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Potential clients have different timelines to make a decision.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Some make a decision right after the discovery session, and others may take 10 follow up messages.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>So you can think \u201cfollow up doesn\u2019t work\u201d&#8230;<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026but you\u2019d be <span style=\"text-decoration: underline;\">wrong<\/span>.<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Recently, a potential client told me he wanted to sign up for coaching.<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>I followed up with him many times.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>His voicemail was always full.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>I emailed and texted him several times after that.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>He responded once over messenger\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026but kept <span style=\"text-decoration: underline;\">stalling<\/span> at every step.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Finally, <span style=\"text-decoration: underline;\">after following up 6 times, I enrolled him<\/span> in coaching.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>There are <span style=\"text-decoration: underline;\">countless reasons why potential clients don\u2019t chase you down<\/span> to enroll in coaching after their Discovery Session.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><span style=\"text-decoration: underline;\">Forget<\/span> about their reasons.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>They are <span style=\"text-decoration: underline;\">none of your business<\/span>.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Your business is to follow up.<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Mindset #2: \u201cI tried following up a few times, but they didn&#8217;t get back to me.\u201d<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>So what?<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Every time you follow up, you\u2019ll be painfully aware of doing so\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026but <span style=\"text-decoration: underline;\">your client probably doesn\u2019t even notice<\/span>.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>You might feel like you are bothering them\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026but <span style=\"text-decoration: underline;\">THEY aren\u2019t feeling ANY of that<\/span>.<\/strong><\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\"><a rel=\"noreferrer noopener\" href=\"https:\/\/blog.thebrevetgroup.com\/21-mind-blowing-sales-stats\" target=\"_blank\"><strong>A recent study revealed<\/strong><\/a><strong> that 80% of enrollments <span style=\"text-decoration: underline;\">require 5 follow up attempts<\/span> after a discovery session\u2026but <span style=\"text-decoration: underline;\">44% give up after 1 follow up<\/span> attempt.<\/strong>&#8220;<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><span style=\"text-decoration: underline;\">THEY aren\u2019t paying attention<\/span> to how many times you are following up.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>They are just <span style=\"text-decoration: underline;\">busy<\/span>, <span style=\"text-decoration: underline;\">distracted<\/span>, <span style=\"text-decoration: underline;\">obligated<\/span>, or otherwise \u2018out of pocket\u2019.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Let them be\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026and carry on with your follow up.<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Mindset #3: \u201cIt\u2019s <span style=\"text-decoration: underline;\">the client\u2019s responsibility<\/span> to get back to me.\u201d<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Your potential client has less time available than you do to give attention to coaching.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>They are <span style=\"text-decoration: underline;\">at their job<\/span>, or <span style=\"text-decoration: underline;\">living their life<\/span>, dealing with <span style=\"text-decoration: underline;\">things you have no idea about<\/span>.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>This is why it\u2019s so valuable for you to follow up with your potential clients\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026to <span style=\"text-decoration: underline;\">remind them of what is possible<\/span> in their life.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>It\u2019s <span style=\"text-decoration: underline;\">not your clients job<\/span> to lead you\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026it\u2019s <span style=\"text-decoration: underline;\">your job to lead your clients<\/span>.<\/strong><\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\"><strong>It\u2019s <span style=\"text-decoration: underline;\">not your clients job<\/span> to lead you\u2026it\u2019s <span style=\"text-decoration: underline;\">your job to lead your clients<\/span>.<\/strong>&#8220;<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>It\u2019s not their job to provide you with a \u201cyes\u201d or \u201cno\u201d answer to your coaching\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026it\u2019s your job as the coach to help them decide on a \u201cyes\u201d or \u201cno\u201d.<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Mindset #4 \u201cThey\u2019ll get back to me when they\u2019re <span style=\"text-decoration: underline;\">ready<\/span>\u2026 I\u2019ll <span style=\"text-decoration: underline;\">wait<\/span> for them.\u201d<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Don\u2019t wait for your client to \u2018get back to you\u2019.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>And your client doesn\u2019t need to be \u2018ready\u2019.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><span style=\"text-decoration: underline;\">\u2018Ready\u2019 is for cakes and pies<\/span>\u2026 not clients.<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/PIE.jpg\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/PIE-1024x576.jpg\" alt=\"Pie\" class=\"wp-image-28355\" srcset=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/PIE-1024x576.jpg 1024w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/PIE-300x169.jpg 300w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/PIE-768x432.jpg 768w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/PIE-1536x864.jpg 1536w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/PIE-640x360.jpg 640w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2022\/11\/PIE.jpg 1920w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Also, many potential clients have a window of time where they\u2019re <span style=\"text-decoration: underline;\">financially equipped to start<\/span> coaching.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">These clients have a finite amount of disposable income\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026and if you don\u2019t strike while the iron is hot, <span style=\"text-decoration: underline;\">your client\u2019s money \u2018spends itself\u2019<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The money they were going to use on coaching\u2026 automatically flows to some other urgent need.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Their car will break down, the family will need some help, etc.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Few people have \u201cextra money\u201d lying around for long, so it\u2019s really critical to <span style=\"text-decoration: underline;\">enroll potential clients while the money is still available<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Maybe your client is ready and just <span style=\"text-decoration: underline;\">afraid<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Your following up provides <span style=\"text-decoration: underline;\">reassurance<\/span>, and may be the support they need\u2026 <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">to <span style=\"text-decoration: underline;\">overcome that fear<\/span>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Mindset #5 \u201cWhat if they <span style=\"text-decoration: underline;\">get mad<\/span> at me?\u201d<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Some coaches are afraid of the client rejecting them, yelling at them, or getting upset.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You could think not hearing back from your potential client means you are being <span style=\"text-decoration: underline;\">rejected<\/span> or <span style=\"text-decoration: underline;\">they\u2019re not interested<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Sometimes, you\u2019re right.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Maybe they\u2019re not interested in coaching with you.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But <span style=\"text-decoration: underline;\">that doesn\u2019t mean they\u2019ll mistreat you<\/span> for reaching back out to them!<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Over the thousands of clients I\u2019ve followed up with throughout my coaching career\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026I\u2019ve experienced ONE person getting upset at me for following up.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">ONE\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The rest of them have said <strong><em>\u201cThank you for following up. I&#8217;m sorry I haven\u2019t gotten back with you.\u201d<\/em><\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Following up <span style=\"text-decoration: underline;\">shows potential clients that you care about them<\/span>, and that you\u2019re not just looking for an \u2018easy dollar\u2019.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\">Following up <span style=\"text-decoration: underline;\">shows potential clients that you care about them<\/span>, and that you\u2019re not just looking for an \u2018easy dollar\u2019.&#8221;<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\">So remember, your client will probably be glad you followed up.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Mindset #6 \u201cI don\u2019t want to be <span style=\"text-decoration: underline;\">pushy<\/span>!\u201d<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">You\u2019re NOT \u201cbeing pushy\u201d when you follow up.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The potential client <span style=\"text-decoration: underline;\">said they WERE interested<\/span>, or you wouldn\u2019t follow up.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If they say <strong><em>\u201cNo, I\u2019m not interested\u201d<\/em><\/strong> and you don\u2019t take \u201cno\u201d for an answer\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026THEN You\u2019re being pushy (That\u2019s <span style=\"text-decoration: underline;\">not<\/span> follow up.).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If they <span style=\"text-decoration: underline;\">say no to coaching<\/span>, there\u2019s <span style=\"text-decoration: underline;\">no reason to follow up<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">When you follow up, you are leading the client to <span style=\"text-decoration: underline;\">change the course of their life while they still can<\/span>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>The open door of transformation doesn\u2019t STAY OPEN forever.<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">In fact, after the kind of breakthrough your client likely got from you in their Discovery Session\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026that door slams shut pretty quick, if your client doesn\u2019t walk through it.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Then they have to go through the same rigamarole just to open that door again.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Think of your coaching as <span style=\"text-decoration: underline;\">your clients \u2018last chance for gas\u2019.<\/span>..<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026before entering a desert of \u2018no support\u2019&#8230;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026and \u2018no transformation\u2019.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If a hurricane is coming, the <span style=\"text-decoration: underline;\">authorities warn us<\/span> to evacuate.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Follow up does the same thing for your potential clients\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>It <span style=\"text-decoration: underline;\">reminds them<\/span> that they still <span style=\"text-decoration: underline;\">don\u2019t have the support<\/span> they need from you\u2026<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u2026until they enroll into coaching.<\/strong><\/p>\n\n\n\n<div class=\"wp-block-media-text alignwide has-media-on-the-right is-stacked-on-mobile\" style=\"grid-template-columns:auto 48%\"><figure class=\"wp-block-media-text__media\"><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/qs-free-video-2021\/\"><img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"500\" src=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2020\/08\/QS-VIDEO-COURSE.jpg\" alt=\"How to Build a Profitable Coaching Business in 30 Days VIDEO COURSE\" class=\"wp-image-25019 size-full\" srcset=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2020\/08\/QS-VIDEO-COURSE.jpg 800w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2020\/08\/QS-VIDEO-COURSE-300x188.jpg 300w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2020\/08\/QS-VIDEO-COURSE-768x480.jpg 768w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2020\/08\/QS-VIDEO-COURSE-640x400.jpg 640w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/a><\/figure><div class=\"wp-block-media-text__content\">\n<p class=\"wp-block-paragraph\"><em>(NOTE: If you\u2019ve been waiting to start your coaching business, or were wondering if you can do it profitably, then you need to <strong><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/qs-free-video-2021\/\">watch this video<\/a><\/strong>. In the video, I\u2019ll explain how to <strong><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/qs-free-video-2021\/\">How to Build a Profitable Coaching Business&nbsp;in 30 Days<\/a><\/strong>. <strong><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/qs-free-video-2021\/\">Click HERE now<\/a><\/strong> to <strong><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/qs-free-video-2021\/\">watch the video<\/a><\/strong>.)<\/em><\/p>\n<\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>If transformation doesn\u2019t happen for them NOW, what are the <span style=\"text-decoration: underline;\">consequences<\/span>?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Tough times?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Disaster?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>The truth? YOU HAVE NO IDEA how <span style=\"text-decoration: underline;\">bad<\/span> it might be <span style=\"text-decoration: underline;\">without your help<\/span>.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Neither do they.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Don\u2019t you want to assist them to <span style=\"text-decoration: underline;\">transform today<\/span>, if you can?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Then <span style=\"text-decoration: underline;\">decide in advance<\/span> what kind of follow up you\u2019re committed to, so your own <span style=\"text-decoration: underline;\">fear<\/span> or <span style=\"text-decoration: underline;\">limiting beliefs<\/span> don\u2019t get in the way.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We are <span style=\"text-decoration: underline;\">coaches<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We bring HUGE value to clients by supporting them to raise their standards for themselves.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Clients need SOMEONE to <span style=\"text-decoration: underline;\">remind them not to settle for less<\/span> in their life.<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">If that \u2018someone\u2019 isn\u2019t their Coach\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026then who is it going to be?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Probably NOBODY.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><span style=\"text-decoration: underline;\">YOU are that \u2018don\u2019t settle\u2019 voice<\/span> for your client.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Continue to <span style=\"text-decoration: underline;\">do your part<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"text-decoration: underline;\">Care enough<\/span> to follow up.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\"><span style=\"text-decoration: underline;\">Care enough<\/span> to follow up.&#8221;<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\">Care enough to <span style=\"text-decoration: underline;\">support your client<\/span> in making the best decision for their future.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You\u2019re not being pushy\u2026<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026you\u2019re being a <span style=\"text-decoration: underline;\">leader<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2026you\u2019re being their <span style=\"text-decoration: underline;\">coach<\/span>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Kristoffer \u201cFollow up Forever\u201d Thompson<\/p>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-image\"><figure class=\"alignleft size-large is-resized\"><a href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2021\/05\/bio-circles-jeffrey-t-sooey.jpg\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2021\/05\/bio-circles-jeffrey-t-sooey.jpg\" alt=\"\" class=\"wp-image-26171\" width=\"249\" height=\"245\" srcset=\"https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2021\/05\/bio-circles-jeffrey-t-sooey.jpg 775w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2021\/05\/bio-circles-jeffrey-t-sooey-300x296.jpg 300w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2021\/05\/bio-circles-jeffrey-t-sooey-768x758.jpg 768w, https:\/\/coachestrainingblog.com\/becomeacoach\/wp-content\/uploads\/2021\/05\/bio-circles-jeffrey-t-sooey-640x632.jpg 640w\" sizes=\"auto, (max-width: 249px) 100vw, 249px\" \/><\/a><\/figure><\/div>\n\n\n\n<p class=\"has-large-font-size wp-block-paragraph\"><strong><a rel=\"noreferrer noopener\" href=\"https:\/\/coachestrainingblog.com\/becomeacoach\/bio\/kris-thompson\/\" target=\"_blank\">Kris Thompson<\/a><\/strong><\/p>\n\n\n\n<p class=\"has-medium-font-size wp-block-paragraph\">Designated Coach, <strong><a rel=\"noreferrer noopener\" href=\"https:\/\/mastercoachuniversity.com\/\" target=\"_blank\">Master Coach University<\/a><\/strong><br>Head Coach, <strong><a rel=\"noreferrer noopener\" href=\"https:\/\/wellpaidcoach.com\/need-help\" target=\"_blank\">Synergy Private Client Program<\/a><\/strong><br><strong><a rel=\"noreferrer noopener\" href=\"mailto:kristofferthompson@coachestrainingblog.com\" target=\"_blank\">kristofferthompson@coachestrainingblog.com<\/a><\/strong><br>619-212-0202<\/p>\n<\/div><\/div>\n\n\n\n<ul class=\"wp-block-social-links has-large-icon-size is-style-logos-only is-layout-flex wp-block-social-links-is-layout-flex\"><li class=\"wp-social-link wp-social-link-facebook wp-block-social-link\"><a href=\"https:\/\/www.facebook.com\/kristofferthompson24\" class=\"wp-block-social-link-anchor\"><svg width=\"24\" height=\"24\" viewBox=\"0 0 24 24\" version=\"1.1\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" aria-hidden=\"true\" focusable=\"false\"><path d=\"M12 2C6.5 2 2 6.5 2 12c0 5 3.7 9.1 8.4 9.9v-7H7.9V12h2.5V9.8c0-2.5 1.5-3.9 3.8-3.9 1.1 0 2.2.2 2.2.2v2.5h-1.3c-1.2 0-1.6.8-1.6 1.6V12h2.8l-.4 2.9h-2.3v7C18.3 21.1 22 17 22 12c0-5.5-4.5-10-10-10z\"><\/path><\/svg><span class=\"wp-block-social-link-label screen-reader-text\">Facebook<\/span><\/a><\/li>\n\n<li class=\"wp-social-link wp-social-link-twitter wp-block-social-link\"><a href=\"https:\/\/twitter.com\/attractionsales\" class=\"wp-block-social-link-anchor\"><svg width=\"24\" height=\"24\" viewBox=\"0 0 24 24\" version=\"1.1\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" aria-hidden=\"true\" focusable=\"false\"><path d=\"M22.23,5.924c-0.736,0.326-1.527,0.547-2.357,0.646c0.847-0.508,1.498-1.312,1.804-2.27 c-0.793,0.47-1.671,0.812-2.606,0.996C18.324,4.498,17.257,4,16.077,4c-2.266,0-4.103,1.837-4.103,4.103 c0,0.322,0.036,0.635,0.106,0.935C8.67,8.867,5.647,7.234,3.623,4.751C3.27,5.357,3.067,6.062,3.067,6.814 c0,1.424,0.724,2.679,1.825,3.415c-0.673-0.021-1.305-0.206-1.859-0.513c0,0.017,0,0.034,0,0.052c0,1.988,1.414,3.647,3.292,4.023 c-0.344,0.094-0.707,0.144-1.081,0.144c-0.264,0-0.521-0.026-0.772-0.074c0.522,1.63,2.038,2.816,3.833,2.85 c-1.404,1.1-3.174,1.756-5.096,1.756c-0.331,0-0.658-0.019-0.979-0.057c1.816,1.164,3.973,1.843,6.29,1.843 c7.547,0,11.675-6.252,11.675-11.675c0-0.178-0.004-0.355-0.012-0.531C20.985,7.47,21.68,6.747,22.23,5.924z\"><\/path><\/svg><span class=\"wp-block-social-link-label screen-reader-text\">Twitter<\/span><\/a><\/li>\n\n<li class=\"wp-social-link wp-social-link-linkedin wp-block-social-link\"><a href=\"https:\/\/www.linkedin.com\/in\/increasesalestraining\/\" class=\"wp-block-social-link-anchor\"><svg width=\"24\" height=\"24\" viewBox=\"0 0 24 24\" version=\"1.1\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" aria-hidden=\"true\" focusable=\"false\"><path d=\"M19.7,3H4.3C3.582,3,3,3.582,3,4.3v15.4C3,20.418,3.582,21,4.3,21h15.4c0.718,0,1.3-0.582,1.3-1.3V4.3 C21,3.582,20.418,3,19.7,3z M8.339,18.338H5.667v-8.59h2.672V18.338z M7.004,8.574c-0.857,0-1.549-0.694-1.549-1.548 c0-0.855,0.691-1.548,1.549-1.548c0.854,0,1.547,0.694,1.547,1.548C8.551,7.881,7.858,8.574,7.004,8.574z M18.339,18.338h-2.669 v-4.177c0-0.996-0.017-2.278-1.387-2.278c-1.389,0-1.601,1.086-1.601,2.206v4.249h-2.667v-8.59h2.559v1.174h0.037 c0.356-0.675,1.227-1.387,2.526-1.387c2.703,0,3.203,1.779,3.203,4.092V18.338z\"><\/path><\/svg><span class=\"wp-block-social-link-label screen-reader-text\">LinkedIn<\/span><\/a><\/li>\n\n<li class=\"wp-social-link wp-social-link-youtube wp-block-social-link\"><a href=\"http:\/\/www.youtube.com\/liketrane\" class=\"wp-block-social-link-anchor\"><svg width=\"24\" height=\"24\" viewBox=\"0 0 24 24\" version=\"1.1\" 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