Are you passionate about coaching but struggling to turn it into a profitable business? Do you feel like you’re always offering free sessions but struggling to get paying clients? You’re not alone. Many heart-centered coaches begin their journey by coaching for free, but at some point, they realize they need to turn their passion into a sustainable business.
If that sounds like you, don’t worry—I’ve got you covered. In this post, we’ll explore why free coaching won’t build your business, the common mistakes new coaches make, and the essential steps to attract premium clients and grow a thriving coaching business. Let’s dive in!
Why Free Coaching Won’t Build Your Business
Let’s be real for a second… You’ve been giving free coaching sessions—friends, family, even strangers. They rave about your insights, tell you, “Wow! This was amazing—I needed this!”
But the moment you put a price tag on your services, they disappear.
Sound familiar?
Here’s why: Freebie seekers aren’t looking for paid services. It’s like running a soup kitchen—people gladly take free meals. But the moment you turn it into a restaurant and start charging, they vanish.
Let me tell you straight:
You can’t advertise a soup kitchen and then turn it into a restaurant. Freebie seekers won’t suddenly become paying clients.
If you want a profitable coaching business, you have to position yourself differently—attracting clients who value transformation and are willing to invest in it.
The Mistake of “Looking the Part” Without Running a Business
Too many coaches fall into the trap of trying to look like they’re in business instead of actually building one.
Maybe you’ve done this:
Built a fancy website Printed business cards Set up social media accounts Even rented office space
Looks great, right? But let me ask you—how many paying clients has that brought in?
Here’s the truth: Looking like you’re in business doesn’t mean people will pay you.
Instead of focusing on appearances, focus on what actually moves the needle:
Finding and connecting with your ideal clients Creating valuable content that positions you as an authority Offering a clear, compelling coaching program Learning how to confidently sell your services
Think Like a Business Owner, Not Just a Coach
One of the biggest mindset shifts you need to make is this: Coaching and business are two different skills.
You might be an incredible coach, but if you don’t know how to:
Attract the right clients Convert them into paying customers Deliver a high-value experience that keeps them coming back
…your business will struggle.
You can’t succeed in business if you’re thinking like a coach.
Here’s what you need to do instead:
Identify Your Ideal Premium Buyer (IPB) – Not everyone is your client. Focus on those who value your coaching and are ready to invest.
Build an Attraction Strategy – Create valuable content, network strategically, and position yourself as the go-to expert in your niche.
Master the Art of Conversion – Learn how to confidently present your services, handle objections, and close sales.
Deliver with Excellence – Give your clients an incredible experience that makes their investment worthwhile.
The Numbers Behind a Successful Coaching Business
A profitable coaching business isn’t just about helping people—it’s about knowing your numbers.
For example, let’s say:
You charge $1,000 for a coaching package
You spend $200 on marketing to attract a client
You spend $200 on the sales process to convert them
You spend $200 on delivering the service
That leaves you with $400 in profit per client.
When you understand these numbers, you stop guessing and start scaling. This is what separates successful coaches from those who struggle.
Position Yourself as a Coaching Business Owner
Here’s a simple but powerful shift you can make right now:
Don’t say: “I’m a business coach.” Instead, say: “I run a business coaching company.”
That tiny shift changes how people perceive you. You’re not just giving advice—you’re running a business.
Ready to Transition to Premium Clients?
Your coaching is valuable. You deserve to be paid for it.
The first step? Shift your mindset. Focus on attracting high-paying clients, mastering sales, and running your coaching like a real business.
It’s time to stop coaching for free and start building the profitable business you deserve.
I have put together a Coaching Business Profitability Assessment to help you figure out exactly what’s holding you back and what steps you need to take to start earning consistently from your coaching.
Why Should You Take This Test?
In just a few minutes, you’ll discover: The #1 mistake that’s keeping you stuck in “free mode” How to shift your positioning, so clients see your coaching as a high-value investment The next steps to start attracting premium, paying clients
I’ve seen too many brilliant coaches struggle because they don’t have a clear path to profitability. This quick assessment will give you the clarity you need to move forward with confidence.
Let’s get you on the path to building a thriving, profitable coaching business.
To your success,
DJ Sobanjo
Founder, Profit From Coaching
