Four numbers. You'll see how much of your selling just keeps you level, and what it actually takes to build a million-dollar book.
Three clients to replace, every year. You'll sell three just to end December the size you started.
One client to replace. Same coach, same book, same rate.
Divide the clients you carry by the years they stay. That's how many you have to win every year to be the same size next year. Most coaches have never run it on their own book.
The ghosted seats are the ones you refill. Three and a bit of them, this year and every year, before the practice grows by a dollar.
Same eight clients, same fee, same coach. You've just got two more sales a year back to spend on growing.
Typical figures are filled in. Change them to yours. Nothing is sent anywhere at this step.
What a million looks like at your fee, how much selling each route costs you, and a one-page summary of your own numbers to keep.
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Five ways to bill a million. Some take five times the selling.
Every bar below earns the same $1,000,000 a year. The number on the right is how many new clients you'd sell every year, forever, once you got there.
Tenure is the lever. Move it and watch the seats fill in.
Your figure is pinned on the track. The bronze stretch is the published benchmark.
Short engagements don't shrink your book.They make your year heavier.
You sell to stand still instead of to grow — and at a low fee you'd need more clients than one coach can carry. Longer engagements at a higher fee fix both at once. That is the whole argument on this page.
You're hired to install something. You install it well. Then there's nowhere left to go, and the client thanks you and moves on. That's not you losing clients. It's the shape of what you were given to sell.
Nothing underneath decides what next quarter is about. So every renewal starts from a blank page, and you sell it again on your own credibility. It works because you're good. That's also the ceiling.
Coaches whose clients stay seven years aren't better at retention. They're delivering something with a next layer in it, to more of the company, so next quarter is already implied by this one.
A lot of the coaches running Metronomics came to it from somewhere else — EOS, Scaling Up, Gazelles, Gravitas. They kept their brand and their book.
Four figures, and you'll see how many sales a year just keep you level.
Run your numbers