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Lots of you are asking if you should have a downsell, especially with Black Friday coming. I'm a huge fan and I use one in most of my launches. In this episode I break down what a downsell is, when to offer it, how it works on a sales call versus in a launch, and the downsell ideas that actually work. What we cover What a downsell is: a cheaper way to work with you, offered to someone who said no or not yetWhy a downsell has to come after the main offer, never next to it, or it eats your bigger offerHow I run a downsell after a webinar launch: the main cart closes, then the downsell goes out for two days (sometimes three)How to offer a downsell on a sales call when someone says it's out of budgetThe hybrid launch setup: apply or book a call for the main offer, then a buy-now downsell by emailPrice points: why $297 to $397 and below can sell without a call or webinar, and why I can sell up to $1,500 by email (warm audience, strong messaging, years of practice)Downsell ideas: the self-study version of your program, a smaller package, a one-time audit or breakthrough sessionA real coaching example: a coach who sells lab testing and why a $500 education-only downsell would work against her own messagingWhy a downsell needs a specific name and real positioning (a plain one hour consult is a terrible downsell)How to pick your downsell by looking at the main reason people say no: money or timeThe "didn't you buy" email: a one-question anonymous Google Form, and how to use AI to find the trends in the answers Resources mentioned:  Google Forms: forms.google.comClaude: claude.aiChatGPT: chatgpt.comHealth Coach Accelerator (HCA): https://go.kendraperry.net/apply-hcaKendra's website: kendraperry.netKendra on Instagram: @kendraperryinc   Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

Ghosting sucks, and it stings way more when the person already paid you.  This episode comes from a question an HCA student asked me: she closes most people she talks to, but a few ghosted midway through her program.  Is it her, or her systems? I walk through the three things to check, in order, so you stop guessing. What we cover: Why a ghosted client costs more than a ghosted lead: you lose the sale plus the result, the testimonial and the referralWhy it hits your confidence, and why some ghosting is a normal part of running a programCheck your program structure first: most of us were never taught curriculum design or client experienceMilestones: little wins your client can hit predictably, using the mountain hike exampleWhy a milestone has to be something you can deliver and prove (like shipping off a lab kit), not an outcome you can't controlWhy the first few weeks matter most: one study found students active in week one finished 78% of the time vs 17% for inactive students (observational data from a course platform)How I changed my own protocols: dripping them out step by step instead of dumping everything at onceWhat I added inside HCA: business audits and one-on-one calls so people have a custom plan by the end of week oneCheck who you let in: the wrong-fit signs I watch for on a sales callWhy "I need this to work or else" is a red flagWhat to do when someone says on your application that they can't investAccept what nothing fixes: there is always a portion of clients who pay and never completeMy own confession: the $2,000 NLP course I paid for and never finishedA rough benchmark for HCA: around 5% ghosting is normal, 10% or higher means look at your program Resources mentioned Ruzuku study on cohort vs self-paced completion: ruzuku.comApply for Health Coach Accelerator (HCA): https://go.kendraperry.net/apply-hcaKendra's website: kendraperry.netKendra on Instagram: @kendraperryinc

"Did I miss the deadline?" I get asked this all the time. If you run live promotions with deadlines, you'll get asked it too. Someone misses your cutoff, reaches out, and wants in. Do you take the money anyway, or do you stick to the deadline? I've handled this a few different ways over the years. There was a time I was incredibly strict: miss the deadline, you don't get to buy. I've eased up on that, but my answer still depends on what I'm selling. For a live cohort with a real start date, I stay strict, because I need to know numbers and I don't think people should join a live course after it has started. For an evergreen program where the deadline is about a discount or a bonus going away, people can still enroll, but the discount and bonuses are gone. In this episode I walk through why bending a deadline can feel unfair to the people who bought on time, why a late exception of days or weeks hurts your brand, and why "we're reopening by popular demand" trains your audience to wait for the next chance. I also get into the times I say yes (a 24-hour grace period, and a bank blocking a payment before the deadline), the times I say no, a coach who took a late $3,000 client after a launch with no sales, and a woman I turned down who respected me more for it. Questions I ask before I make the call: How late is it? Within a day, or a week later?Was there a real reason (forgot, tech issue, family emergency)?Would I be comfortable telling the people who bought on time that I made an exception?Was this person already in a sales conversation with me? Takeaway: a deadline only works if your list believes it. Decide your rule before your next launch (grace period or not, how long, and for what reasons), apply it to everyone, tell people why the deadline exists, and if you hold the line, offer a next-round email or another option instead of slamming the door. Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

"Do I need to run a live cohort?" I hear this all the time, and a lot of new HCA students come in thinking the answer is yes. It's not that simple. Live cohort and evergreen are both good options. Which one fits depends on what you want your business to look like. In this episode I define both, then walk through the pros and cons of each from someone who has run both. I ran HCA as a live 90 day cohort five times before turning it evergreen in September 2021. I talk about why live cohorts are great for testing a new program and create real urgency, why everything riding on one launch is brutal (including the time I emailed 900 people from my toilet at 3 a.m. the night before a webinar), and why evergreen takes the pressure off but still needs live promotions. I also get into why automated funnels convert at half the rate or less, and why the automated webinar funnel that worked for three years in my own business just stopped. The pros and cons in short: Live cohort, pros: a complete container with closure, more engagement and energy, instant feedback on your content, true urgency, and real time off between cohorts.Live cohort, cons: everything rides on your launch, a flop means a two to three month wait, and you lose buyers who are ready when nothing is open.Evergreen, pros: less stressful launches, you can enroll and make money all the time, and it can be the one core program your business runs on.Evergreen, cons: less true urgency, you still need live promotions, you're supporting people all the time, and it can be harder to keep everyone engaged. Takeaway: There's no right or wrong model, and nothing you choose is set in stone. It's easier to go from live to evergreen than the other way around. If you go live cohort, have baseline income from something else, like 1:1 clients, so a flopped launch doesn't wreck you. If you go evergreen, keep running live promotions. Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

One DM almost convinced Kendra to completely change a webinar that was already working. After someone told her they were disappointed that she didn't teach more about HTMA interpretation, Kendra second-guessed her instincts and added even more teaching to her webinar. The result? Her live sales dropped from six to just two. So she went back to what she already knew: a webinar isn't meant to teach people everything. It's meant to shift their perspective, challenge what they believe to be true, and help them see a problem or solution differently. When she removed the extra teaching and focused on those "micro shifts," the results were dramatically different: eight sales from just 68 live attendees. In this episode, Kendra breaks down what went wrong, why teaching too much can hurt webinar conversions, and why you need to be careful about letting feedback from non-buyers influence how you market and sell. In This Episode: Why teaching too much on a webinar can actually hurt your conversionsThe difference between teaching and creating belief and perspective shiftsHow one piece of feedback from a non-buyer completely got into Kendra's headThe webinar mistake that took her from six sales to twoWhy the pitch is about giving people a reason to buy now, not convincing them that your offer is valuableHow "micro shifts" can be more powerful than giving people a step-by-step solutionWhy your webinar content should sometimes make you feel uncomfortableThe danger of empowering potential clients to DIY something they actually need support withWhy feedback from actual buyers and clients can be more valuable than opinions from people who haven't purchasedWhy you don't need to make everyone your buyer    RESOURCES: Grab the niche statement workbook: DM the words "niche workbook" to me on Instagram @kendraperryincHealth Coach Accelerator, my six month business mentorship for health coaches and practitioners: go.kendraperry.net/hca Find me on Instagram: @kendraperryincWebsite: kendraperry.net    Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

This one is straight from Day 1 of my free Nail Your Niche challenge, and it is the training I wish someone had handed me in year two of my health coaching business. Here is the short version. You have a niche. It is probably not niched enough to work in 2026. The way we niche has changed in the last two years and most coaches are still running a strategy from 2023, which is why you can do everything right and still feel invisible. I break down the three criteria a problem has to meet before it will ever make you money, why root cause language quietly kills your marketing, and the shift I call identity-based niching. I audit a lot of businesses. Almost nobody has this part in place. I also tell the story of the cliff I jumped off that ended my skiing career, the seven years of chronic fatigue that followed, and the $10K year that turned into a quarter million once I stopped communicating like a practitioner. In this episode The three types of coaches this training is for: great offer and no clients, feast or famine, and the one hit wonderWhy a list of deliverables is not an offer, and why adding more to the list makes it harder to sell, not easierMy numbers: just over $10,000 in a full year selling single sessions, $90,000 the year I niched down to one transformation, almost a quarter million the year after when nothing changed except how I communicated itThe two criteria that make a problem profitable: chronic and severe, and why a tension headache fails both while a migraine passesThe third criterion that trumps the other two: awareness level, and why targeting inflammation, adrenal fatigue, leaky gut, or nervous system dysregulation puts you in front of people who do not know they have the problemWhat to target instead, with specific swaps for metabolic issues, nervous system dysregulation, inflammation, parasites, and blood sugarWhy mold, SIBO, Hashimoto's and other diagnoses can work, as long as you are targeting people already diagnosedIdentity-based niching: why "women in their 40s" is a demographic, not an identity, and the test that tells you which one you haveThe phrases that are not identities, including high achieving woman, busy moms, heart centered, health conscious, and woman in perimenopauseWhy the same fatigue program has to be built completely differently for new moms than for retired seniorsThe billboard rule: your niche statement has one job, and buying is not itWhy your method, whether that is HTMA, Reiki, macro tracking, acupuncture or plant-based nutrition, belongs in your offer and not in your niche statementPain point marketing versus outcome marketing, and why leading with the dream losesWhy your niche is a marketing decision, not a practice decision, and why you can always switch Resources Grab the niche statement workbook: DM the words "niche workbook" to me on Instagram @kendraperryincHealth Coach Accelerator, my six month business mentorship for health coaches and practitioners: LINK TO CONFIRM (found two candidates, go.kendraperry.net/hca and go.kendraperry.net/accelerator, need Kendra to say which is current)Find me on Instagram: @kendraperryincWebsite: kendraperry.net Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

Your niche statement is not your sales pitch, and trying to cram everything into it could actually be costing you potential clients. In this episode, Kendra Perry breaks down what your niche statement is really supposed to do, why you don't need to explain your method, philosophy, certifications, or entire approach upfront, and how to make your messaging clear enough that the right person instantly thinks, “That's me.” She also shares a simple billboard test you can use to see whether your niche statement is doing its job or trying way too hard. In This Episode: The real reason coaches cram their whole method into one sentence, and why it makes people bounce instead of followWhat a niche statement's actual job is (it is not to sell, and it was never supposed to)The "five second test" that tells you if your bio is quietly repelling your dream clientsA real, specific example of a niche statement that actually works, and why "help women lose weight" isn't it  RESOURCES: Free niche statement workbook — DM "niche workbook" to Kendra on Instagram:https://www.instagram.com/kendraperryinc   Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

In 1958, David Ogilvy wrote an ad for Rolls-Royce with the headline: "At 60 miles an hour, the loudest noise in this new Rolls-Royce comes from the electric clock." No spec sheet, no V8 engine talk, just one sensory detail that made people feel the silence. That ad is still outperforming most sales pages written today, and it's the whole lesson of this episode. Kendra breaks down why leading your work-with-me page or sales page with a list of deliverables (three sessions, four lab tests, chat support, replays, whatever it is) is the single biggest thing killing offer conversions right now. It worked in 2015 and 2016 because online wellness offers were new and there was no competition. That advantage is gone. Post-COVID, the online coaching space is saturated, your audience has been burned by other coaches, and people are seeing 6,000 to 10,000 marketing messages a day. A feature list doesn't stand a chance. The fix: people buy on emotion first and justify with logic second, never the other way around. The first half of a sales page needs to hit all four real reasons people buy: the pain they want to escape, the desire on the other side of that pain, the fear of staying stuck, and the belief that this offer is the one that finally works. Only after you've earned that emotional yes do you get to walk them through the offer itself. Kendra also introduces the Micro-Moment Method, her framework for getting inside your ideal client's head deeply enough that your copy makes them feel seen, not sold to. The action step: go look at your own sales page or work-with-me page right now and check whether you're leading with features. If you are, that's the fix to make before anything else. In this episode: → The one-line 1958 ad that's still outconverting sales pages written this month, and the one thing it never once mentions → The thing almost every coach leads with on their sales page that is quietly killing every single sale → The exact order your brain makes a buying decision in, and why doing it backwards means nobody buys → The four real reasons people say yes to an offer, and why "here's everything you get" isn't one of them Resources mentioned: The Micro-Moment Method — Kendra's sales copy framework. Get the free guide by DMing the word "moment" to her Instagram, @kendraperryinc.The 1958 Rolls-Royce ad by David Ogilvy — the ad referenced throughout the episode. Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

People aren't just Googling businesses anymore. They're asking ChatGPT who they should hire. And Kendra is seeing firsthand what happens when ChatGPT starts recommending you. In this episode, she shares the strategy she uncovered after several people told her they found her because ChatGPT recommended her as a business coach for health coaches. The answer isn't to pump out more random content or try to “trick” AI into mentioning you. It's about becoming incredibly clear about your niche, consistently creating useful long-form content, and building enough authority online that AI can connect your name with the problem you solve. Kendra breaks down exactly what that can look like for coaches who want to start showing up in AI recommendations. In This Episode: The number one thing ChatGPT says has to be true about you before it will ever put your name forward (I've been preaching this for years and now AI is backing me up)Why your reels alone will never get you cited in an AI answer, no matter how good they areThe kind of content people are actually typing into ChatGPT, and why it looks nothing like what you've been writing for GoogleA setting on your website that could be quietly blocking you from ever showing up in AI results  RESOURCES: Bing Webmaster Tools - free, and the AI Performance report shows which of your pages get cited in AI answers and what people were searching when it happenedOpenAI's crawler guide for publishers - how to make sure ChatGPT can actually see your site    Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

Kendra didn't really have an agenda for this episode. She just wanted to talk about what she's been working on, what's changing in her business, and the things she's been thinking about lately. She gets into her new weekly/biweekly webinar strategy, why she's moved away from relying on an automated webinar, and what she's learning as she tests a brand-new webinar with cold traffic. She also shares why she finally decided to hire a business coach again after nearly two years without one, and what she's hoping to get out of the investment. Then things get a little more existential. Kendra talks about AI, why she doesn't think human connection is going anywhere, and the slightly unhinged “AI apocalypse plan” she and her partner are cooking up in case AI eventually eats the internet. It's a very Kendra episode: part business strategy, part behind-the-scenes, and part what the hell are we all going to do when AI takes over? In this episode Kendra goes behind the scenes on: ✔️ What a bi-weekly webinar actually is, and why almost everyone gets the frequency thing wrong ✔️ How my tech VA resets the entire funnel in 15 minutes while I'm live, so the ads never turn off ✔️ Why I hired a coach after two years without one, and what it cost me to go without ✔️ The very unsexy thing my partner and I are investing in as an AI apocalypse plan RESOURCES: Get FG Funnels: https://kendraperry.net/fgfunnels Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

Nobody teaches most coaches and entrepreneurs what to do once the money actually starts coming in. You learn how to get clients. You learn how to make sales. But then suddenly you're making more money, your taxes are bigger, your expenses are growing, and you're not entirely sure how much you should be saving, spending, or investing. In this episode, Kendra and financial coach Emily Bowie get into the practical side of building wealth as an entrepreneur. They talk about managing cash flow, preparing for taxes, investing, retirement, lifestyle creeping, and why making more money isn't the same thing as becoming wealthy. In This Episode: The #1 place your cash leaks first (hint: you look at it every day and still get it wrong)The "hidden" cost most people forget to price for that eats your entire marginWhy being an S-corp too soon can quietly kill your businessThe tax rule that lets you rent your own house to yourself, tax-free 🏡The one number on your balance sheet that tells you if money is leaking RESOURCES MENTIONED:  5 Cash Leaks & 5 Missed Tax Deductions: https://www.thorneadvisors.com/cashleaks ABOUT EMILY BOWIE: Emily Bowie is a Cash Flow Strategist with 15+ years of experience, including her time as an audit manager in Big Four accounting. She’s known for bringing calm, clarity, and structure to financial conversations that often feel stressful or avoided. Outside of Thorne Advisors, Emily leads her church’s financial ministry, is a mom to three young kids, and enjoys a good DIY project almost as much as a well-organized set of financials. Connect with Emily: Instagram: https://www.instagram.com/thorneadvisors https://www.thorneadvisors.com/

Spending thousands on a business coach and getting nothing to show for it sucks. And unfortunately, Kendra says she has this conversation with coaches all the time. In this episode, she breaks down the red flags she wants you to watch for before making your next coaching investment. Because not every business coach knows how to build the kind of business you want, and being good at mindset, strategy, or social media doesn't automatically make someone the right coach for you. Kendra walks through exactly what she would look for, from years of real-world experience and proof of client results to industry-specific knowledge, messaging expertise, lead generation, and an actual sales mechanism. The goal isn't to convince you not to hire a coach. It's to help you get a hell of a lot better at choosing one. In This Episode: The two to three year red flag that tells you someone got online recently and started charging for itWhy a general business coach will green light a niche that's already broken (and can't tell that it is)A follower is not a lead. Here's what actually counts, and where most coaches quietly skip this partThe question that instantly reveals whether you hired a strategist or a hype person  Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

Many coaches think they need to create an entirely new offer before they can charge more, scale, or stand out. Kendra argues the opposite. In this episode, she explains why you probably already have a signature program—you've just never packaged it that way. If you've been coaching clients for a while, chances are you're following the same process, teaching the same concepts, and solving the same problems over and over again. That's your framework. It just needs a name. Kendra walks through how to uncover your methodology, turn repeated coaching into scalable resources, and create a client journey that feels more valuable without changing the actual work you deliver. In This Episode: Stop Selling Features—Start Selling the TransformationFind the Coaching Framework You're Already UsingTurn Your Repeatable Process Into a Branded MethodPull Education Out of Coaching Calls to Save TimeCreate Resources That Make Your Program More ScalableThe Simple Milestone Strategy That Keeps Clients EngagedWhy Progress Beats Promising ResultsFive Action Steps to Package Your Existing Offer Resources mentioned:  Free Signature Offer Guide: https://go.kendraperry.net/what-to-sell-instead-1  Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

Every coach dreams of having more freedom in their business, but most are buried in repetitive tasks that quietly steal hours every week. The problem isn't that you need to work harder. It's that your business needs better systems. In this episode, Kendra sits down with automation expert Nicole Harlow to unpack the behind-the-scenes systems that help business owners reclaim their time without sacrificing the client experience. They discuss where AI actually belongs in your business, the biggest automation mistakes coaches make, and why creating intentional client journeys can improve both efficiency and connection. Whether you're still doing everything manually or you're ready to streamline your operations, this conversation will help you identify the bottlenecks that are keeping you stuck and show you how simple systems can create more freedom, consistency, and room to grow. In This Episode: The "red Ferrari with no engine" mistake almost every coach makes when they build their businessHow to tell if your plateau is a marketing problem or a backend problem (most people guess wrong)The one simple automation sitting in your CRM that could be quietly making you thousandsWhy hiring a VA before you do THIS just transfers your chaos to someone elseWhat 7 AI employees actually do in Nicole's business right now 🤖 About Nicole Harlow: Nicole Harlow spent years watching brilliant health practitioners hit the same invisible wall: their offer worked, their clients got results, their marketing was solid — and yet scaling felt impossibly heavy. The problem wasn't strategy. It was infrastructure. Today, as the founder of Lead Better HQ, Nicole helps coaches, functional medicine practitioners, and wellness brands build the back-end systems that turn a chaotic practice into a business that actually runs. Her work covers the unsexy but essential layer most coaches avoid: client onboarding, automated workflows, group program delivery, and the operational backbone that lets you stop being the bottleneck in your own business. She believes the next revenue ceiling for most practitioners isn't a marketing problem — it's an operations one — and she's built her company to be the answer. Connect with Nicole: Instagram: https://www.instagram.com/brandbetterco/ Website: https://leadbetterhq.com/ Tech Stack Calculator: https://leadbetterhq.com/stack-calculator Customer Journey Tool: https://leadbetterhq.com/challenge   Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy

Most coaches avoid DMs because they’re afraid of coming across as pushy, desperate, or sleazy. But according to Kendra, that fear is often based on a misunderstanding of what ethical DM marketing actually looks like. In this episode, she breaks down why conversations are still one of the fastest ways to generate clients, especially when you’re in the early stages of building your business. She explains the difference between cold outreach and relationship-based outreach, how to start conversations without feeling awkward, and why detaching from the outcome completely changes the energy of your sales process. Kendra also shares the exact DM strategy she uses with new followers, how to turn conversations into market research, and a simple boosted-post approach that can help you generate more qualified leads. If you’ve been waiting for clients to magically appear from your content, this episode is the reality check (and practical game plan) you probably need. In This Episode: The one thing that decides whether a DM feels gross or feels good (hint: it has almost nothing to do with the actual message)Why "fast clients" and "hands-off business" can never exist at the same time, and which one you're accidentally sabotagingThe exact question I send every new follower that gets replies without feeling salesyThe 2026 algorithm shift that makes DMs worth 3 to 5x more than likes 👀The boosted post strategy that brings you clients even if your following is tiny right now   Leave the podcast a 5-star review: https://ratethispodcast.com/wealthy