LinkedIn Client-Attraction & Lead-Generation Strategies


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Want to Get More Clients through LinkedIn, FaceBook, Twitter...

When used correctly, you can reach 100,000s or millions of prospects through social media. While there are many Social Media platforms to choose from, the 3-BIG, LinkedIn, FaceBook, and Twitter seem to help most small business owners generate leads (though recently Pinterest seems to have exceeded all three combined in generating leads AND revenue for businesses).

In this presentation, we focus on LinkedIn lead-generation and client-attraction strategies.

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LinkedIn Client-Attraction & Lead-Generation Strategies

  1. 1. LinkedInClient-Attraction StrategiesPresented by: E.G. Sebastianwww.getMoreClientsAcademy.comSocial MediaMarketing Strategies
  2. 2. Why Should You Use Social Media?
  3. 3. www.myCoachingCenter.comTraining / Resources / ExposureWhen used correctly, you can reach100,000s of millions of prospects throughsocial media.
  4. 4. www.myCoachingCenter.comTraining / Resources / ExposureGiving your message a viral “slant”helps – your connections will sharewith their connections… who in turnwill share it with their connections…
  5. 5. www.myCoachingCenter.comTraining / Resources / ExposureHere are some tips to help your message becomeviral: Funny, shocking, entertaining, controversial Research based – provides important data News based – provides info that mostprobably want to know or should know Thought provoking Stirs positive (or negative) emotions
  6. 6. www.myCoachingCenter.comTraining / Resources / ExposureWhile it will be great to send out a viralvideo – or other type of viral message -every day, creating a viral campaign takesskill and brains… well.., skills… and luck
  7. 7. www.myCoachingCenter.comTraining / Resources / ExposureWhenever you see a message or videothat went viral, try to break it down intoelements and find out why it went viral –see if you can duplicate those elements inyour own messages…
  8. 8. www.myCoachingCenter.comTraining / Resources / ExposureToday we’ll focus on proven social mediastrategies…
  9. 9. www.myCoachingCenter.comTraining / Resources / ExposureDon’t get lost in the social media “sea” –pick one and get better and better at itdaily… Study it… work it… see whodoes a great job at it and duplicate it…develop a system.
  10. 10. www.myCoachingCenter.comTraining / Resources / ExposureHere are the top 5 Social Media platformsthat can bring best results for your business: LinkedIn FaceBook Fan Pages (with opt-in landingpage) Twitter YouTube Pinterest
  11. 11. www.myCoachingCenter.comTraining / Resources / ExposureI use primarily LinkedIn:- Group with 8000+ members- Member in 50 targeted groups (where my idealclients hang out)- Send out valuable info to most groups severaltimes per week- Answer group members (prospects) questions(stay visible, raise trust/know/like factor)- Grow # of subscribers by 100+/week- Connect weekly with new (and existing)prospects
  12. 12. www.myCoachingCenter.comTraining / Resources / ExposureToday we’ll focus primarily on LinkedIn,though you can ask questions about anyof them (put questions in the commentssection below, if listening to therecording)
  13. 13. www.myCoachingCenter.comTraining / Resources / ExposureUse LinkedIn to…• Meet other like-minded (business) people• Use LI Groups to discuss business strategies• Ask for help for your most burning (business-related)questionsMost importantly:• Find prospects & develop a relationship with them• Keep your prospects engaged with value content• "Ask” for prospects’ business - mention some of yourservices or products at the end of your value-drivencontent (article, video, checklists, blog post, etc).
  14. 14. www.myCoachingCenter.comTraining / Resources / ExposureLet’s dive into it, and let’s get yousome new prospects and clientsthrough LinkedIn…
  15. 15. www.myCoachingCenter.comTraining / Resources / ExposureLinkedInClient-Attraction StrategiesPresented by: E.G. Sebastianwww.getMoreClientsAcademy.comSocial MediaMarketing Strategies
  16. 16. www.myCoachingCenter.comTraining / Resources / ExposureCreate a Client/Niche-Friendly Profile•If you haven’t done so, go tohttp://www.LinkedIn.comand create a profile. Make sure that yourprofile contains the following elements:
  17. 17. www.myCoachingCenter.comTraining / Resources / Exposurea. A professional – or great looking – pictureMake sure that the picture is of appropriateresolution (it should not be blurry) and asmuch as possible you should pick a picturewhereyou smile (for some reason most of us feelsafer developing relationships with peoplewho have a smiling profile picture).
  18. 18. www.myCoachingCenter.comTraining / Resources / Exposureb. A customer benefit-driven profile descriptionInstead of listing a description of yourcredentials and accomplishments, focus yourdescription on how you can help yourclients. When a prospect reads your profile,they should whack themselves on the foreheadand exclaim – “This is exactly what I waslooking for!”
  19. 19. www.myCoachingCenter.comTraining / Resources / Exposure• For example, if you are a Publishing Coach: “I work withauthors who want to make their books a bestseller. I’vebeen helping people from all walks of life transform theirbooks into a client-generation tool and a source of repeathighly paid speaking engagements…”Your whole profile should be all about how can you helpme, the prospect.Most authors – this person’s target market – will instantlywant to connect with this person...
  20. 20. www.myCoachingCenter.comTraining / Resources / ExposureThink how will your ideal client benefit from yourservices and create a profile description basedon that… (feel free to pass it by me, I’ll be glad to giveyou some feedback – support[at]egSebastian[dot]com –the quickest way to connect with me is on LinkedIn)
  21. 21. www.myCoachingCenter.comTraining / Resources / Exposurec. As you create your profile, try to include keywordsrelated to your niche. For example, if you are arelationship coach, make sure the term “relationshipcoach,” “relationship coaching,” and “relationshipdevelopment” are included in your profile description asoften as possible, WITHOUT making it sound weird.I, for example, by following this strategy, I come up on thefirst two pages for several keywords; for example for theterms Conflict Management, Workplace Bullying, orLeadership Development, I come up on the first page (isthat cool or is that super cool?)
  22. 22. www.myCoachingCenter.comTraining / Resources / Exposure• Do a search for your keywords and see who comes up on thefirst page – get inspired by how they describe their business.
  23. 23. www.myCoachingCenter.comTraining / Resources / ExposureThis will get you started. Go ahead, create thatLinkedIn profile; or if you have one, optimize it asdescribed in points b. and c. above…
  24. 24. www.myCoachingCenter.comTraining / Resources / ExposureOnce you create your profile the way describedearlier, you‟ll start showing up in search resultson the first page, and hopefully on the top ofthe page…You can keep tweaking your profile, includingmore of your keywords, till you show up on top ofthe search engines.Here‟s how this strategy helped me:
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  29. 29. www.myCoachingCenter.comTraining / Resources / Exposurec. As you create your profile, try to include keywordsrelated to your niche. For example, if you are arelationship coach, make sure the term “relationshipcoach,” “relationship coaching,” and “relationshipdevelopment” are included in your profile description asoften as possible, WITHOUT making it sound weird.I, for example, by following this strategy, I come up on thefirst two pages for several keywords; for example for theterms Conflict Management, Workplace Bullying, orLeadership Development, I come up on the first page (isthat cool or is that super cool?)
  30. 30. www.myCoachingCenter.comTraining / Resources / Exposure• Do a search for your keywords and see who comes up on thefirst page – get inspired by how they describe their business.
  31. 31. www.myCoachingCenter.comTraining / Resources / ExposureThis will get you started. Go ahead, create thatLinkedIn profile; or if you have one, optimize it asdescribed in points b. and c. above…
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  36. 36. www.myCoachingCenter.comTraining / Resources / ExposureOnce you create your profile the way describedearlier, you‟ll start showing up in search resultson the first page, and hopefully on the top ofthe page…You can keep tweaking your profile, includingmore of your keywords, till you show up on top ofthe search engines.Here‟s how this strategy helped me:
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  39. 39. www.myCoachingCenter.comTraining / Resources / ExposureHow would it help your efforts to getmore clients – and grow yourcredibility – if you consistently cameup on the first page of search results?
  40. 40. www.myCoachingCenter.comTraining / Resources / ExposureMake sure to implement the abovetips step by step in order to get similarresults (again, having a clear niche willhelp you tremendously in accomplishingthis – even getting better results than me)
  41. 41. www.myCoachingCenter.comTraining / Resources / ExposureHow to Get Warm& Hot Prospects through LinkedIn
  42. 42. www.myCoachingCenter.comTraining / Resources / ExposureJoin the Groups whereYour Prospects Hang Out…• Go to and click on“Groups” on the navigation bar (top of page,under the LinkedIn logo). Once the new pagecomes up you’ll have a new sub-navigation bar(Groups You’ve Joined / Following / GroupsYou May Like / Group Directory / Create aGroup)
  43. 43. www.myCoachingCenter.comTraining / Resources / Exposure• On the top, right – under your name– there is a search box, which at thispoint should be set to “Groups”automatically (since you clicked on “Groups”– if it’s not, click on the drop-down menu andchoose Groups)• …in that search box type in keywords thatrelate to your ideal client (having a clearniche and target market definitely helps ).
  44. 44. www.myCoachingCenter.comTraining / Resources / Exposure• Carefully examine the groups that comeup. Let’s take for example if we search for theterm “leadership,” today I got 11,244 results.• Notice that they are listed in order of whichgroups have the most members (most groups onthe first page have between 15,000 to 50,000members).
  45. 45. www.myCoachingCenter.comTraining / Resources / Exposure• Read the description of the groups with the largestnumber of members.• Your goal is to join the groups that seem to have yourprospects, while also having large number ofmembers… Ideally, 10,000 or more,• For very specialized groups, such as parenting,coaching, and some others, join the groups that havethe largest #s of members – often in the high hundredsor 1000+ -- MAKE SURE THERE’S ACTIVITY INTHE GROUP!
  46. 46. www.myCoachingCenter.comTraining / Resources / Exposure•Join the maximum # of groups you can join
  47. 47. www.myCoachingCenter.comTraining / Resources / Exposure• Most groups will need to approve yourmembership, which can take anywhere from aminute to a month (usually in a day or two you’llget approved for most groups.
  48. 48. www.myCoachingCenter.comTraining / Resources / Exposure• Some of the groups are open to be visited byanyone. When you hit the “Join Group” button,you’ll either get a message that says “YourRequest To Join this Group is Pending” (or somesimilar message) or you’ll be taken directly tothe group (if it’s an open group); in which case,you are free to browse the posts. If this is yourtarget market, you’ll see people discussingissues that you have solutions to. Chime in totheir discussions (at this point you can’t postyour own discussion, but you can comment onothers’ discussions).
  49. 49. www.myCoachingCenter.comTraining / Resources / Exposure• For example, I recently joined a consulting groupand even though I was not allowed to post myown discussion yet, I noticed a discussion threadthat read “How do you differentiate yourself fromthe competition?”Interestingly enough (seriously) just that morningI wrote a post on How to Stand Out the Crowd /How to be the Obvious Choice for Your Prospects( – now that’s synchronicity atits best  – so I wrote a few comments anddirected the readers to read more at my blog…
  50. 50. www.myCoachingCenter.comTraining / Resources / ExposureLinkedIn Strategies - Part 2How to Build Your Tribe of“1000” Followers Using LinkedIn
  51. 51. www.myCoachingCenter.comTraining / Resources / ExposureThe Concept of “1000 True Followers”A gentleman named Kevin Kelly came upwith the concept of building a followingof 1000 true fans; the concept being that thereanyone can build a following of 1, 10, 100,1000 “true” fans – individuals who totally likewhat you are providing (your sevices, products,etc) and one should be able to make acomfortable living by developing a relationshipwith your fans (through teleclasses, webinars,newsletter, mailings, contests, etc).
  52. 52. www.myCoachingCenter.comTraining / Resources / ExposureThe original concept of 1000 True Fanswas developed for artists, authors, etc.;the same concept is applied daily bythousands of successful businesses
  53. 53. www.myCoachingCenter.comTraining / Resources / ExposureSeth Godin, the author of Tribes, and megasuccessful entrepreneur, embraced the idea andhas been promoting the concept of “Building aTribe of 1000 True Followers” as a way to builda prosperous business…
  54. 54. www.myCoachingCenter.comTraining / Resources / Exposure•How does all this relate to us? What does thishave to do with LinkedIn groups?
  55. 55. www.myCoachingCenter.comTraining / Resources / Exposure• By now you are a member of a couple ofgroups… That is, if you followed throughwith the last few assignments…And whywouldn’t have followed through, right? Afterall, you are dead serious about growing afollowing and transforming some of yourfollowers into clients…
  56. 56. www.myCoachingCenter.comTraining / Resources / Exposure• So let’s explore some ways on how to capitalizeon your membership in the groups you joined• And we’ll keep it simple and create a do’s anddon’ts list that will ensure that you nurturerelationships and not become viewed as a(constantly promoting) pest
  57. 57. www.myCoachingCenter.comTraining / Resources / Exposure5 Things to Avoidwhen Starting a Discussion:In a moment we‟ll explore how to startbuilding your list of 1000 True Followers – or alist of qualified prospects; but first let‟s go overthe few activities that you should avoid within agroup…
  58. 58. www.myCoachingCenter.comTraining / Resources / Exposure1. Don’t just post the name of your site and alink to your site’s Home Page, your Servicespage, or your About page – it’s annoying andyour posts will be deleted… and if you keepdoing it, you can be banned from the group
  59. 59. www.myCoachingCenter.comTraining / Resources / Exposure2. Don’t post links to paid teleclasses, webinars,or live events (most group managers allowposts/links to free teleclasses, webinars, or liveevents…)
  60. 60. www.myCoachingCenter.comTraining / Resources / Exposure3. Don’t post topics that do not relate or benefitthe group in some way
  61. 61. www.myCoachingCenter.comTraining / Resources / Exposure4. Don’t start more than 2 to 3 discussionsa day (per group – ideally, start one gooddiscussion)• If you do the first three actions mentionedearlier, you’ll be viewed as a pest by many ofyour group members AND it is very likely thatthe moderator will a) put you on the moderationlist – your post will not show until he or she’llapprove them, or b) you’ll be banned from thegroup
  62. 62. www.myCoachingCenter.comTraining / Resources / Exposure5. Don‟t use too salesy language –Focus instead on providing value…The more value you provide… the morevisible you are… the more you‟ll berecognized as a Thought Leader… and themore your group members will starttrusting you…
  63. 63. www.myCoachingCenter.comTraining / Resources / Exposure• As some of you know, I’m the moderator of theCoaches’ Support Group [on LinkedIn4000+ members], and I regularly havea few members who repeatedly – even afterchatting with them about it – keep on postinglinks to their “About Joe Doe” page or to theirpaid services pages. All of these members areon my moderation list and their posts godirectly into the Promotion section.You don’t want your posts to be sent into thePromotions section as very few people readthat section…
  64. 64. www.myCoachingCenter.comTraining / Resources / ExposureSo why should anyone join these groups ifcan’t promote your services… or whatever youwant?You CAN promote your paid services throughthe groups, but do it wisely…
  65. 65. www.myCoachingCenter.comTraining / Resources / Exposure5 Ways to Engage Group Members,Gain Their Trust, and Transformthem into Dedicated Followers:
  66. 66. www.myCoachingCenter.comTraining / Resources / Exposure1. Do post links to articles or videos that providegreat value to your prospects. The mosteffective ones are the ones with titles such as“The 5 Secrets to…” or “3 Easy Shortcuts to…”or “7 Ways to Improve…” (I highly recommendpurchasing – or borrowing form your locallibrary – the book Phrases that Sell – You couldalso do a search online for power phrases –tweak those as titles for your articles)
  67. 67. www.myCoachingCenter.comTraining / Resources / ExposureThe “Slap on the Forehead” Effect• Each of the titles you post should be worded in away that would result in the reader whackingthemselves in the forehead and exclaim “This issooo cool – this is exactly what I was looking for”• Understand what thoughts/worries keep them upat night, and address those worries• Again, use powerful titles – using headline copy-writing techniques – your title should literally forcethe ideal client click on the link to find out whatyou have to say next…
  68. 68. www.myCoachingCenter.comTraining / Resources / Exposure• 1B !!! This is an important one !!!Do put a byline under your articles, videos, Top10 Tips…, etc. that lead to your services or opt-in offers. It could be as simple as “Robin Smithis a Retirement Coach – download her “LifeStarts After Retirement” 155 page eBook atwww.LifeAfterRetirment,com”
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  72. 72. www.myCoachingCenter.comTraining / Resources / Exposure• 1C Do have an irresistible offer on your pagewhere your visitors will get once they clickon the link you posted in the LI group.• I’ve been getting in average about 30 to 50 subscribersa day to this with this method alone… It’s not a stellarnumber, but for a little guy like me, that’s really super!• Your opt-in rate will go up if you include a little twitterand some FaceBook promotion – in my case they areboth set on posting my blog posts and youtube videosautomatically… Post some youtube videos too foreven more opt-ins…
  73. 73. www.myCoachingCenter.comTraining / Resources / Exposure2. Do post regularly replies to others’ posts.If it’s a question and you have answers, sharewith the group. If you don’t have an answer butit’s something that you’d also really love to know, putthere some remarks such as “Shirley, I’ve been tryingto figure that out myself, I hope we’ll get some goodinput from some of the other group members.”
  74. 74. www.myCoachingCenter.comTraining / Resources / Exposure• LinkedIn can at times feel like a lonelyplace when no one answers your questionsor no one comments on your posts. Except ifwe’d stop just posting and get involved in moreconversations, then we’d have less “lonely”moments in cyberspace.
  75. 75. www.myCoachingCenter.comTraining / Resources / Exposure• Lead by example: DO post commentsto others’ discussions, questions, etc.• The more you comment on others posts, themore you’ll be recognized and hopefully likedand/or respected. And that’s what you want –you want your group members to start knowingyou, so when they’ll see an offer from youthey’ll trust you enough to invest in yourproduct or service.
  76. 76. www.myCoachingCenter.comTraining / Resources / Exposure3. Occasionally post a cool quote that you foundand ask the group’s opinion on it; or just leave itto speak for itself…(don’t overdo this!)
  77. 77. www.myCoachingCenter.comTraining / Resources / Exposure4. Do post once in a while interestingarticles (not written by you) that you ran intoAND it relates to the purpose of the group* - As much as possible don’t post links toarticles of your competitors
  78. 78. www.myCoachingCenter.comTraining / Resources / Exposure5. Do offer your help whenever possible.You joined this group because your targetmarket hangs out here…So whenever you got a chance to shine, SHINE!Either give the solution there in the forum, or –ideally - refer them to an article on your website(even if you just made it up a few minutesearlier); or ask them to contact you privately…
  79. 79. www.myCoachingCenter.comTraining / Resources / ExposureLinkedIn Strategies - Part 3Start Your Own Grouplong-term strategy…
  80. 80. www.myCoachingCenter.comTraining / Resources / Exposure• Today we’ll discuss perhaps the mostpowerful* client attraction strategy onLinkedIn; one that has the potential for thegreatest rewards of your time investment:• Consider starting a group!* - “Powerful” strategy but need some “luck”
  81. 81. www.myCoachingCenter.comTraining / Resources / ExposureHaving your own group has several benefits:• It’s the most powerful way to developinga following… and the trust of your ideal clients• Instantly positions you as the expert to your groupmembers• Can send out regular communication to your groupmembers (which after a few years can be in thethousands or even 100 thousand+ members)
  82. 82. www.myCoachingCenter.comTraining / Resources / Exposure• It’s one of the most effective ways todevelop a great relationship with your“followers” (and work towards growing your“Tribe of 1000 True Followers)
  83. 83. www.myCoachingCenter.comTraining / Resources / Exposure• You perhaps think “Why would anyonejoin my group?” or “Who the heck amI to start a group?” or a dozen of otherself-limiting thoughts. I say to that “Hushthose voices and just do it!”I started four groups and I gave up on two of themafter about 2 years. I did have a few hundred membersin each of them, but there was zero activity in them;however, one of the four groups turned out to be a hotone: The Coaches’ Support Group (4000 members andgrowing by about 200 members per month)
  84. 84. www.myCoachingCenter.comTraining / Resources / ExposureIn Worse Case…• No one joins your group• You wasted 20 minutes of your time setting upthe group
  85. 85. www.myCoachingCenter.comTraining / Resources / ExposureIn Best Case…• Your group grows to a few hundred ofmembers… or few thousands… (orhundreds of thousands…)• You become known as “the go-to-guy” inyour niche by your group members…• You put on webinars, with a sales twist, toyour group members and attract a ton ofrepeat customers
  86. 86. www.myCoachingCenter.comTraining / Resources / Exposure• So…, in my case, success with one out of four groupsis not too bad
  87. 87. www.myCoachingCenter.comTraining / Resources / ExposureSo Let’s Build a Group…!
  88. 88. www.myCoachingCenter.comTraining / Resources / Exposure• Decide who do you want to serve/attract… your Target Market, of course 
  89. 89. www.myCoachingCenter.comTraining / Resources / Exposure• Decide on a name for your groupFor example, if your ideal clients are small businessowners, start a group called “Small Business Owners’Support Group” (hey, that similar title worked for me –maybe it will work for you too); or “Small BusinessOwners’ in Search of Life-Balance”; name it whateverdescribes your target market and potentially your nicheas well (“life-balance” coaching in our last example).The Maker or Breaker of Your Group…
  90. 90. www.myCoachingCenter.comTraining / Resources / Exposure• Go to and click on “Groups”on the navigation bar• Click on “Create a Group” and fill out the info it asksfor• To create a logo, use a professional to create it for you,or use an online logo-creator(e.g. or; or create a large logoin PowerPoint (as large as your page) and then click on Save As, then on the2nd dropdown in the Save As box, click on Save As Jpeg, then click on theSave As button… then on the Save This Slide Only…Set up your group(really simple – less than 3 minutes)
  91. 91. www.myCoachingCenter.comTraining / Resources / Exposure• Voila! You got your group ready - Congrats!Post a welcome message and a few articles from yourblog (or from your hard drive where they werecollecting “dust”)… and/or links to a few of youryouTube videos… or other valuable content
  92. 92. www.myCoachingCenter.comTraining / Resources / ExposureGet Members to Your Group• Invite your LinkedIn, FaceBook, Twitter, ect.connections to join you in your group• Put a short description of your group in your emailsignature and an invitation to join• Mention your group in your byline each time youpublish an article online or offline• Mention it under your YouTube videos• Mention it in all forms of communication you use…• Have more ideas on how to attract more members toyour group? Post them in the discussion box below…
  93. 93. www.myCoachingCenter.comTraining / Resources / ExposureRemember I said you needed a little “LUCK” to forma successful LinkedIn group…
  95. 95. www.myCoachingCenter.comTraining / Resources / ExposureKeep Your MembersEngaged and Active• Post insightful and engaging questions• Invite members to comment or ask follow-upquestions• Invite them to training webinars• Reward most active members of the week• Stay visible and be generous with valuableinformation – it‟s the shortest way into the heartsof the group members
  96. 96. www.myCoachingCenter.comTraining / Resources / Exposure• There you have it! Get down to work and startgrowing your Tribe of 1000 True Followers(a.k.a. your list)… Follow all the LinkedInstrategies I shared with you and you can’t gowrong…
  97. 97. www.myCoachingCenter.comTraining / Resources / Exposure• That’s it for today! I hope you found today’s tipsuseful. Please post your reaction, questions, commentsin the comments section below…
  98. 98. www.myCoachingCenter.comTraining / Resources / ExposureYour assignment:Apply at least one strategy that youlearned today and send me a link to your“campaign”
  99. 99. www.myCoachingCenter.comTraining / Resources / ExposureAccess Your 90-DaysCoaching Business-BuildingBlueprint… FREE!
  100. 100. www.myCoachingCenter.comTraining / Resources / ExposureDo You Want to AccelerateYour Coaching Business Growth?Contact me at and set upa time to chat… (30-minutes No-Strings-AttachedMarketing-Planning Session; or discuss how toremove a current stumbling block)… or contact me through LinkedIn(