The First Online Client Workbook

Step 1 of 5 · Learn it

List the people who already know you

If you skip this, you start with strangers and have to earn trust from zero. The people who already know you have seen how you coach, so most of that work is done.

How to do it

1. Go through your phone contacts, your old client list and the people who react to your posts.
2. Write down every in-person client who moved or stopped coming in.
3. Write down every friend of a client you've heard about more than once.
4. Write down everyone who watches or likes your posts and never says a word.
5. Next to each name, write what they've told you they want help with. If you don't know, leave it blank.

Your turn on the next page →

Step 2 of 5 · Learn it

Write your direct ask

Building a bigger audience or a better funnel feels safe because nobody can say no to it. It also never gets you paid. One plain question gives a real person the chance to say yes.

How to do it

1. Start with their first name and one thing they told you they want help with.
2. Say plainly that you're taking on online clients.
3. End with one yes-or-no question.
4. Leave out price lists, links and long explanations. You don't need a finished program to ask.
5. Read it out loud. If it sounds like an ad, cut it until it sounds like you.

Your turn on the next page →

Step 3 of 5 · Learn it

Send it and track every answer

A message you don't send teaches you nothing. And a no you don't ask about is wasted, because the reason they give tells you exactly what to fix.

How to do it

1. Send your message to your first person today.
2. Send the same message, made personal, to the next two people on your list.
3. Write each one in the table the same day you send it.
4. If someone says no, ask what's in the way and write down their exact words.
5. Look at your no answers together. If the same reason shows up twice, that's the first thing to fix.

Your turn on the next page →

Step 4 of 5 · Learn it

Pick your pond

If you try to help "anyone who wants to get fit", no one feels like you're talking to them. What you talk about decides who sees you, so pick one kind of client your proof can win.

How to do it

1. List the kinds of people you've already gotten results for, with the problem you fixed.
2. Circle the one you have the most proof for and like coaching most.
3. Write one sentence: who you help and what you help them do.
4. Write one sentence on why you: what you've done that a stranger would believe.
5. Test it: could a stranger tell in five seconds if this is for them?

Your turn on the next page →

Step 5 of 5 · Learn it

Plan your first video for strangers

My first three online trainers all ghosted for the same reason: "I just don't know what to post." Plan it now and you won't be stuck there. Strangers don't know you, so every piece has to say who you help and why you, fast, then give them an easy way to raise their hand.

How to do it

1. Pick one platform. YouTube with Shorts keeps getting found for years. Instagram is faster for conversations.
2. Write down problems your pond would type into a search bar. Pick one for your first long video.
3. Write the first 15 seconds: who you help, why you, and what they'll get from this video.
4. Plan three Shorts you can cut from that one long video.
5. Pick a free tool that goes with the video and one comment word to get it. Reply to every comment the same day.

Your turn on the next page →

The plan

Your next 7 days

Do one small thing a day. Day 1 matters most, so do it first.

Your answers, in one place

One small job a day