Better Compliance for Better Clients with Anne Fischer Silva

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Last year I hosted a summit with over 40 guest speakers called The High Ticket Wellness Summit. It was an incredible event with a ton of wisdom in the many interviews that I shared there. It has been a while since any of these interviews have been shared but they are so good that I wanted to dedicate this podcast episode to sharing the voices of one of the best interviews I had at that event.

Today we are going to hear from Anne Fischer Silva. She is going to be talking about how to get more compliance from your clients. She is speaking in a health and wellness world but much of what she speaks about can be applied to all kinds of coaching from business, marketing, and transformational. The more that your clients listen to the recommendations that you give and implement them the better results that they are going to get.

We discuss:

[02:01] We are talking about one of the most important and underlooked aspects of being successful with high ticket sales - compliance.
[02:23] Anne helped develop the curriculum for the Nutritional Therapy Association and was a lead instructor with NTA for eight years. She lectures nationally on a variety of health topics.
[04:04] Anne shares a story of when she was having a struggle with compliance.
[05:50] When you come to somebody for nutrition guidance you basically have to do the work yourself. There are a couple of key steps that we need to take to make sure that we have pre-qualified them, that they know what's ahead, and that they are ready to go and stay on board.
[06:59] We do need to ask some prequalifying questions to make sure we have something different to offer them and can help them.
[07:22] It is a process. Nothing is going to happen overnight. They need to know what the expectations are ahead of time.
[09:50] If the client walks away unhappy they are not going to tell their friends and family about you. The integrity part is explaining what it looks like upfront.
[11:33] People can maintain excitement about something for 2-3 weeks and then they start to get over it. It is important to tell them that this is going to happen.
[12:19] However many years you have been dealing with something, it is going to take about that many months to resolve it.
[12:36] Get their big why at the initial consultation. If we could resolve this struggle, what would life be like then?
[13:58] A month in when they are tired of limiting their eating, we as practitioners can remind them of their big why. We pull it out to remind them and get them back on track.
[16:11] Healing takes time and the work is really hard.
[17:48] Create a package or program with a contract where they are committed to the complete healing process.
[18:57] Impeccable record keeping is so important for celebrating wins and monitoring progress.
[20:09] Having some sort of rating system helps guide you as you progress through the healing journey with your client. This allows us to see what symptoms have been resolved and what needs more work.
[21:48] We have to keep them with us and make sure they are still engaged. Sometimes we even have to pull them on.
[24:30] For real success and for clients to be compliant it all has to be based on objective data.
[26:27] Compliance is one of the core pillars.