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3 Shifts Coaches Need to Make to Start Getting Paid What They’re Worth

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Sixteen months ago, I was staring into my computer screen with bloodshot eyes ready to give up.  Between serving my clients, generating leads and managing my business, I was burnt out.  That voice in my head started saying, “Just give up and go back to your corporate job.”

Taking a step back, I was in search of the “one thing” that would allow me to keep my doors open.  Not charging enough for my services was the glaring issue.  Some clients were only paying $75 dollars per session.  While comical now, at the time I struggled valuing the services provided to my clients.

The industry saying is, “Take your rates and double it.” The way coaches are currently undervaluing themselves, most coaches need to increase their rates 3-7 times.  

With my back against the wall, I decided to increase my fees by five times.  It transformed my business.  For that to occur, three shifts had to be made in how I was operating in my business.  

Here are the three same shifts I see my clients needing to make as well:

1. Start believing

Coaches who don’t believe in their market and people willing to pay them what they’re worth, attract broke clients.  Coaches that believe people are willing to pay for high ticket programs, start attracting clients willing to make big investments in their future.

The biggest struggle coaches have is believing in their own marketplace.  The result is that they attract people that aren’t willing to invest in themselves.  Without believing people will pay for their services, those people will never come into their lives.

“It was better to focus on the good and what we had than to focus on what we had lost and were losing.” – Paul McManus

2. Leveling up their network

Jim Rohn said, “You’re the average of the five people you spend the most time with.” The same goes for a coaching business.  Who are the five clients you spend the most time with?  Who are the five leads you are spending the most time with?

When telling coaches to raise their rates, I usually hear, “I know that I am undercharging for my work but no one will pay me what I’m worth.”  The truth is that they are just spending time with the wrong people.  A prosperous business is directly correlated with the people the coach is networking with.  Most coaches aren’t spending enough time with the right people.

Often, coaches are waiting for permission to level up their network.  That with enough hard work, someone will invite them into the club where the next tier of clients are waiting.  That is never going to happen.  

The coach needs to make the first move for those relationships to ever grow.  Doing so will give them the opportunity to flourish and potentially result in long term working relationships.  Which will allow the coaches to take their business to new levels—along with their rates.

3. Changing the sales conversation

It is ingrained in coaches to help fix the problems for others.  Unfortunately, fixing problems rarely equates to getting paid what they’re worth.  Prospects wanting to resolve their problems want it done quickly and at a bargain rate.  They want the coach in and out so they can focus on more important things—like creating their vision.

Coaches need to spend more time focusing on the vision of the prospect instead of the problem.  More questions should be asked to get a better understanding of what the client is seeking for their lives.  The coach needs so to show how the program will help make that prospect’s vision a reality.

“Your life is controlled by what you focus on.” – Tony Robbins

The result will be the prospect viewing the coach’s services as an investment.  When investing, the prospect won’t want to buy something cheap.  They will want to get the best product because they are working on making their vision a reality.

These are the three shift coaches need to make to start getting paid what we’re worth.  With the extra cash flow, coaches can start leveraging that money to free up their most important asset—time.  They can spend more time prospecting high quality leads, create more momentum to continue to grow and build the business they set out to create when first starting.

If you are a coach, which shifts do you need to make in your business? Leave your thoughts below!

Image courtesy of Twenty20.com

Benjamin Tyler is the founder of Client Enrollment Academy.  Where he shows coaches and consultants how to attract quality leads and attract them into high ticket programs, so they can build the business they set out to create at the start.

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Did You Know

How to Turn a Simple Link-in-Bio Into a Powerful Brand Hub

Transform your forgotten bio link into a high-impact gateway that fuels engagement, clicks, and conversions across every social platform.

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Social media is one of the greatest marketing tools in 2025. According to a recent study, some 86% of marketers globally use platforms like Facebook and Instagram for advertisements, while 94% use it for content distribution.  (more…)

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Personal Development

These 11 Habits Will Make You More Productive, Successful, and Confident

Boost your focus, confidence, and results with 11 powerful habits successful people use every day.

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Successful people love to help beginners. They have an incredible work ethic and rarely complain. As a result, others naturally look up to them and want to follow in their footsteps.

But here’s the truth: there’s no success without sacrifice. You’ll need to give up comfort, excuses, and sometimes even social approval to accomplish your goals.

Value comes from solving problems, and these 11 powerful tips will help you become more productive, successful, and confident, starting today.

1. Take Short Breaks After Finishing a Task

Psychology shows it’s important to reward positive behaviour.

After completing a big task or finishing a book, take five minutes to walk, stretch, or simply breathe. This quick reset helps your brain recharge and strengthens focus.

Many great writers swear by morning walks, solitude, and reflection can unlock creativity.

But if you refuse to take breaks, don’t be surprised when burnout hits. Your brain needs recovery time just as much as your body does.

2. Schedule Your Most Important Tasks First

Multitasking kills productivity. If you want to get more done, try time blocking, a method where you dedicate set periods for specific tasks.

Productivity expert Caitlin Hughes explains, “Time blocking involves scheduling blocks of time for your tasks throughout the day.”

For example, if you’re a writer:

  • Research your topic at night.

  • Write your first draft in the morning (don’t worry if it’s rough).

  • Edit in the afternoon, great writing comes from rewriting.

You can’t buy more time. Use it intentionally and without regret.

3. Eliminate Distractions from Your Workspace

Focus is the foundation of success.

According to Inc. Magazine, it takes an average of 23 minutes to recover from a distraction. That’s nearly half an hour of lost productivity every time you check your phone.

Put your phone away. Close unnecessary tabs. And yes, limit your Netflix binges.

Meeting deadlines consistently is one of the fastest ways to stand out and earn respect.

4. Take Full Responsibility for Your Life

Entrepreneur Derek Sivers once said, “Everything is my fault.”

This mindset doesn’t mean self-blame; it means self-ownership. Stop pointing fingers, making excuses, or waiting for others to change.

If your habits (like smoking or drinking too much) hold you back, it’s time to make better choices. Your friends can’t live your dreams for you; only you can.

5. Invest an Hour a Day in Learning New Skills

Knowledge compounds over time.

Whether you read books, take online courses, or practise a craft, consistent learning gives you a competitive edge.

I used to struggle with academic writing, but I improved by studying the work of great authors and applying what I learned.

Your past doesn’t define you; your actions do. Every new skill adds another tool to your arsenal and makes you more unstoppable.

6. Develop a Growth Mindset

Psychologist Dr. Carol Dweck introduced the concept of fixed vs. growth mindset.

  • A fixed mindset believes success is based on natural talent.

  • A growth mindset believes success comes from effort and learning.

Choose the growth mindset. Embrace challenges. See failures as feedback. In today’s fast-moving digital world, adaptability is your biggest advantage.

7. Learn Marketing to Reach People Who Need You

I once believed marketing was manipulative, until I realised it’s about helping people solve problems.

If your work provides genuine value, marketing is how you let others know it exists. Even Apple spends billions on it.

Don’t be ashamed to promote your skills or business. Without visibility, your ideas will never reach the people who need them most.

Creative professionals who understand marketing and sales have an unfair advantage.

8. Ask Your Mentor the Right Questions

Good mentors can fast-track your growth.

While mentorship often costs money, it’s one of the best investments you can make. Great mentors don’t care about titles; they care about your progress.

If you don’t have access to a mentor yet, books are your silent mentors. Read the best in your field, take notes, and apply what resonates.

9. Build Confidence Through Action, Not Affirmations

Author Ryan Holiday once said, “I don’t believe in myself. I have evidence.”

Confidence doesn’t come from shouting affirmations into the mirror; it comes from proof. Doing hard things, keeping promises to yourself, and following through.

When you consistently take action, your brain gathers evidence that you can handle whatever comes next. That’s real confidence, grounded, earned, and unshakable.

10. Focus on Your Strengths

Your strengths reveal where your greatest impact lies.

If people compliment you on something often, it’s a clue. Lean into it.

A former professor once told me I was creative, and that simple comment gave me the confidence to go all in. I studied creativity, applied it daily, and turned it into my career advantage.

Double down on your strengths. That’s how you build momentum and mastery.

11. Identify and Challenge Your Limiting Beliefs

Your beliefs shape your reality.

For years, I believed I couldn’t be a great writer because of my chronic tinnitus and astigmatism, sensory challenges that made concentration difficult. But over time, I realised those struggles made me more disciplined, observant, and empathetic.

Your limitations can become your greatest motivators if you let them.

Avoid shortcuts. Growth takes time, but it’s always worth it.

Final Thoughts

Becoming productive, successful, and confident isn’t about working harder than everyone else. It’s about working smarter, consistently, and intentionally.

You don’t need to overhaul your life overnight. Start small: take a break after your next task, schedule your priorities, or spend one hour learning something new.

Every habit you change compounds into long-term success. Remember, true change comes from practising new behaviours.

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Success Advice

Why One-Size-Fits-All Leadership Will Always Fail (and What Works Instead)

The surprising truth about leadership styles that can make or break your team’s success.

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Leadership has always been as much about people as it is about performance. Ken Blanchard, in his influential book, “The One Minute Manager”, put it simply: different strokes for different folks. (more…)

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Success Advice

What Every New CEO Must Do in Their First 100 Days (or Risk Failure)

Your first 100 days as CEO could define your entire legacy, here’s how to make every move count

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