{"id":8643,"date":"2026-08-30T09:00:00","date_gmt":"2026-08-30T07:00:00","guid":{"rendered":"https:\/\/www.spa-balance.com\/?post_type=podcast&#038;p=8643"},"modified":"2026-09-28T09:22:40","modified_gmt":"2026-09-28T07:22:40","slug":"176-become-your-clients-obvious-choice","status":"publish","type":"podcast","link":"https:\/\/www.spa-balance.com\/es\/podcast\/176-become-your-clients-obvious-choice\/","title":{"rendered":"176. Become Your Client\u2019s Obvious Choice"},"content":{"rendered":"<div id=\"buzzsprout-player-19675768\"><\/div><script src=\"https:\/\/www.buzzsprout.com\/1739894\/episodes\/19675768-176-become-your-client-s-obvious-choice.js?container_id=buzzsprout-player-19675768&#038;player=small\" type=\"text\/javascript\" charset=\"utf-8\"><\/script>\n\n\n\n<div id=\"buzzsprout-player-19675768\"><\/div><script src=\"https:\/\/www.buzzsprout.com\/1739894\/episodes\/19675768-176-become-your-client-s-obvious-choice.js?container_id=buzzsprout-player-19675768&#038;player=small\" type=\"text\/javascript\" charset=\"utf-8\"><\/script>\n\n\n\n<div id=\"buzzsprout-player-19675768\"><\/div><script src=\"https:\/\/www.buzzsprout.com\/1739894\/episodes\/19675768-176-become-your-client-s-obvious-choice.js?container_id=buzzsprout-player-19675768&#038;player=small\" type=\"text\/javascript\" charset=\"utf-8\"><\/script>\n\n\n\n<div id=\"buzzsprout-player-19675768\"><\/div><script src=\"https:\/\/www.buzzsprout.com\/1739894\/episodes\/19675768-176-become-your-client-s-obvious-choice.js?container_id=buzzsprout-player-19675768&#038;player=small\" type=\"text\/javascript\" charset=\"utf-8\"><\/script>\n\n\n\n<p class=\"wp-block-paragraph\">Rarely is it a money problem. It&#8217;s an understanding problem.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You&#8217;ve heard &#8220;no budget&#8221; more times than you can count. And then, weeks later, you find out that same client hired someone else at five times your price. They didn&#8217;t have a money problem. They had a &#8220;you didn&#8217;t make yourself the obvious choice&#8221; problem.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This episode is about fixing that so it doesn\u2019t continue to happen.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Note: This is step three of my five-step process for making money as a wellness consultant. If you haven&#8217;t listened to Step 1 (One Way Forward) or Step 2 (One Thing, Done Brilliantly), start there. Everything in this episode builds on the direction and the offer you set in those two.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Now, back to the episode.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For the first two to three years of my business, clients weren&#8217;t hard to find. I was living off relationship equity, the trust I&#8217;d built while I was still employed, the results people had watched me deliver, the network that already knew my work. That equity is what carries you in the first years of your business, and it carried me too.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But relationship equity runs out. It&#8217;s not an infinite resource. And when mine did, I had a choice: learn how to sell, or crawl back to full-time employment. I&#8217;d already done that twice. I wasn&#8217;t doing it a third time.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Here&#8217;s what horrified me about &#8220;learning to sell&#8221;. I thought it meant becoming someone sleazy (like the stereotypical car salesman), someone pushy, someone I didn&#8217;t want to be. Give me a P&amp;L to build any day. Selling myself? No thank you.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Then I found Donald Miller&#8217;s StoryBrand. And that is when the penny dropped for me. If we imagined your client\u2019s property or project to be a movie, your client is the hero of their story. It\u2019s their story, and your role as a consultant is to be the guide. Your client has a problem and you have the solution. So selling isn\u2019t about manipulating your client or forcing them to buy something they don\u2019t want. Selling is telling them, clearly, &#8220;I understand your problem, here&#8217;s how I solve it, here&#8217;s why my process works, and here&#8217;s the result you&#8217;ll have.&#8221; That&#8217;s not sleazy. That&#8217;s clarity. And clarity is what makes you impossible to say no to.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In today\u2019s episode, here are the 3 things we\u2019ll cover:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>1.- Why relationship equity always runs out<\/strong> \u2014 and what to build instead so your business doesn&#8217;t stall when it does.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>2.- The sales framework that made me stop feeling sleazy about selling<\/strong> \u2014 and how understanding your client&#8217;s entire journey, not just their wallet, eliminates price objections.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>3.- Why people don&#8217;t hire you for who you are<\/strong> \u2014 they hire you for who they become. And once you understand that, your marketing and sales process becomes one of guiding your client to the point they\u2019re ready to solve their problem.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">By the end of this episode, you&#8217;ll know exactly why &#8220;no budget&#8221; is almost never the real objection. You&#8217;ll understand how to map your client&#8217;s journey \u2014 before you, during you, after you \u2014 so you can meet them exactly where they are. &nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">And you&#8217;ll walk away with a new definition of what it actually means to sell: not convincing or chasing, but connecting so deeply that you become the only name they think of.<\/p>","protected":false},"author":2,"featured_media":0,"template":"","class_list":["post-8643","podcast","type-podcast","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>176. Become Your Client\u2019s Obvious Choice &#8212; Spa Balance<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.spa-balance.com\/es\/podcast\/176-become-your-clients-obvious-choice\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"176. Become Your Client\u2019s Obvious Choice &#8212; Spa Balance\" \/>\n<meta property=\"og:description\" content=\"Rarely is it a money problem. It&#8217;s an understanding problem. You&#8217;ve heard &#8220;no budget&#8221; more times than you can count. And then, weeks later, you find out that same client hired someone else at five times your price. They didn&#8217;t have a money problem. 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