🎙️ Mastering Enrollment: How to Turn Conversations into High-Ticket Clients 🚀

Ever feel stuck on enrollment calls?

You’re having a great conversation, but when it comes time for the offer, your prospect hesitates? 😩

Here’s the truth: The issue probably isn’t your offer—it’s trust. 

We’re in a “trust recession,” and without trust, even the best offer will fall flat.

In today’s episode of the Lifestyle Business Quest podcast, I’m sharing my exact strategies for turning conversations into high-ticket clients by building authentic trust on your enrollment calls.

🎧 Listen now to learn:

🚀 How to build trust fast in a world full of skepticism 

🚀 Real-life client stories of transformation 

🚀 The 3 key steps to start closing clients with ease

Ready to take your enrollment calls to the next level? Don’t miss this episode!

- Travis

To Learn more about growing a Thriving Lifestyle Coaching Business, grab your FREE Masterclass Training Today! www.LifestyleBusinessQuest.com

Transcript

Imagine this scenario for a moment: You’re on an enrollment call, and everything is going well. The person you’re talking to is nodding along, agreeing with what you say, and you can feel that they’re interested. You get to the part where you explain your offer, and suddenly the energy shifts. They pause and say, “This sounds great, but I need to think about it.” Or worse, “I’m not sure if this is the right time for me.”

How often does that happen? I bet more times than you’d like to admit. And here’s the kicker—it’s probably not your offer that’s the problem. It’s not your price, your features, or even the timing. More often than not, the real problem is trust.

We’re living in what Stephen M.R. Covey calls a “trust recession,” where people are more guarded, more skeptical, and far more reluctant to make high-ticket investments. Prospects are no longer just evaluating your offer—they’re evaluating you. They’re asking themselves, “Can I trust this person with my dreams, my money, and my future?” And unless you’re building that trust right from the beginning, you’re going to face resistance, no matter how great your program is.

Hey coaches, welcome to another episode of the Lifestyle Business Quest podcast! If you’re new here, I’m thrilled to have you. This is the space where we talk about how to build a thriving, freedom-based lifestyle business that aligns with your passion and gives you the life you’ve always dreamed of.

Now, today’s episode is going to be a game-changer for you if you’ve ever struggled with enrollment calls. You know what I’m talking about—those conversations where you feel like you’re doing everything right, but when you get to the point of asking for the sale, the prospect suddenly pulls back. Maybe they say, “I need to think about it,” or they ghost you altogether. I’ve seen it happen countless times.

So today, we’re tackling exactly what it takes to turn those conversations into powerful, trust-filled interactions that lead to high-ticket clients. I’m going to show you how to build a deep bond of trust during your calls and share the mistakes I see so many coaches make that undermine that trust without even realizing it. And, of course, I’ll walk you through three practical steps you can implement right now to start enrolling clients with more ease and confidence.

Sound good? Alright, let’s jump right in.

Let’s start with the fundamentals. What’s really happening during an enrollment call? Why do some calls go smoothly, ending with a “Yes, let’s do it,” while others end with uncertainty or hesitation?

The answer is simple: trust. Stephen M.R. Covey talks about this in his book The Speed of Trust. He explains that trust isn’t just a feel-good element in business—it’s the glue that makes everything move faster. When trust is present, decisions happen more easily, objections soften, and commitment follows naturally. When it’s missing, everything grinds to a halt. Calls get longer, objections get stronger, and clients hesitate to move forward.

In today’s world, your prospects are more skeptical than ever. Why? Because we’re in the midst of what Covey calls a “trust recession.” People have been burned before. They’ve invested in programs that overpromised and underdelivered. They’ve signed up for coaching that didn’t create the transformation they were promised. So when they get on the phone with you, they’re bringing all of that hesitation with them. They’re not just trying to figure out if your program is a good fit—they’re trying to figure out if you are someone they can trust.

Here’s where Simon Sinek’s Start with Why comes into play. He says, “People don’t buy what you do; they buy why you do it.” Your prospects aren’t just listening to your offer—they’re listening to your intentions. They want to know why you do what you do, and more importantly, they want to feel that you’re genuinely invested in their transformation.

That’s why your first job on an enrollment call isn’t to sell your program—it’s to create a space where your prospect feels safe. They need to feel that you understand them, that you’ve been where they are, and that you’re the right person to guide them toward their goals. Without that trust, even the best offer in the world won’t get them to say yes.

Let me tell you about Jim. Jim was a seasoned coach who came to me after months of struggling with his enrollment process. He was getting people on the phone, no problem. But when it came to closing the deal, he kept hearing the same lines: “I need to think about it” or “Now isn’t the right time.” His frustration was through the roof. He said to me, “Travis, I’m walking them through the benefits, I’m handling their objections… why aren’t they saying yes?”

What Jim didn’t realize was that his calls felt transactional. He was walking prospects through his program’s features like it was a PowerPoint presentation, but he wasn’t connecting with them on an emotional level. He wasn’t building the trust needed to move them from interest to commitment.

Here’s what we changed. I told Jim, “Start with your why. Share your personal story. Show them that you’ve been where they are, and you know exactly how to guide them through it.” Jim’s background was just like many of his prospects—he had hit a ceiling in his coaching business, felt stuck, and then found a way to scale and succeed. I had him open his enrollment calls by sharing that journey.

When Jim started sharing his struggles and the breakthroughs that led to his own success, his prospects began to see him as more than just a coach—they saw him as someone who truly understood them. That’s where the magic started to happen.

But we didn’t stop there. We also worked on Jim’s listening skills. I taught him to ask deeper, more emotionally charged questions. Instead of just asking, “What are your goals?” I had him ask, “How is this challenge impacting your life on a personal level?” and “What’s the cost of staying where you are right now?” These questions allowed Jim to connect with his prospects on a deeper level, helping them feel seen and heard.

Once that trust was established, Jim no longer had to “sell” his program. The connection he built made the decision easy for his prospects. Jim’s closing rate skyrocketed—from closing 1 or 2 out of 10 calls to 4 or 5. All because he stopped treating the calls like a transaction and started treating them like a genuine conversation where trust came first.

Now let’s talk about Randy. Randy is one of those guys who thrives on building relationships. He loves people, and he’s a natural empath. But there was one big problem—when it came time to talk about his offer, he froze. He didn’t want to come across as pushy, so he would avoid the close altogether. His conversations would end with something vague like, “Let me know if you want to move forward,” and—surprise!—most people never did.

Randy’s fear of being salesy was holding him back from truly leading his prospects. They needed guidance, but Randy was leaving them hanging. So here’s what we did: we leaned into Randy’s natural ability to connect with people but added structure to his calls. I taught him that enrollment calls are about serving, not selling. If you believe that your program can change someone’s life, then it’s your responsibility to guide them to a decision.

We started by reframing Randy’s mindset around empathy. Instead of just listening and empathizing with his prospects, I had him start asking powerful, guiding questions like, “How would your life change if you solved this problem?” or “What’s stopping you from making the change you know you need?” These questions helped Randy’s prospects connect emotionally with the results they wanted, and once they did, Randy was able to confidently present his offer as the next logical step.

By combining empathy with leadership, Randy’s enrollment calls transformed. His prospects didn’t feel sold to—they felt supported. And because Randy was guiding them through their fears and uncertainties, they were more willing to say yes. His closing rate doubled within months.

Let’s move on to Margie. Margie is a phenomenal coach, but like many of us, she struggled when objections came up on her enrollment calls. If someone said, “I don’t think I can afford it,” or “I need to think about it,” Margie would panic. She didn’t want to push, so she’d back off, leaving the conversation at a standstill.

But here’s the thing: objections are not a rejection. They’re an invitation to dig deeper. When a prospect says they can’t afford your program, what they’re often saying is, “I’m afraid this won’t work for me.” When they say they need more time, it’s usually fear talking—it’s the fear of making a decision, of committing to change, or of failing.

So, Margie and I worked on reframing objections as opportunities for deeper connection. Instead of backing off when she heard an objection, I taught her to lean in with curiosity. If a prospect said they weren’t sure about the investment, Margie would respond with, “I totally understand. Can you tell me more about what’s making you hesitant?” This simple question opened the door to a deeper conversation about their fears, and once those fears were on the table, Margie was able to address them with empathy.

By handling objections with compassion rather than avoidance, Margie began closing clients who had been sitting on the fence for months. She learned that objections weren’t a barrier—they were a chance to build even more trust.

Now, let’s get practical. Here are three specific action steps you can take into your next enrollment call to build trust and close clients with confidence.

Action Step 1: Share Your “Why” Early in the Call. Like Simon Sinek teaches in Start with Why, your personal story is the foundation of trust. At the beginning of your next call, share your “why.” Tell your prospect why you became a coach, what you’ve struggled with, and how you’ve overcome those struggles. This vulnerability shows that you’re not just offering a service—you’re offering a partnership. And that’s where trust begins.

Action Step 2: Ask Deeper, Emotionally-Driven Questions. Don’t stick to surface-level questions. Go deeper. Ask your prospects about the emotional toll their problem is taking on them. Questions like, “How is this challenge affecting your personal life or relationships?” create a space for your prospects to open up, and when they do, they’ll feel truly understood. And when people feel understood, trust follows naturally.

Action Step 3: Reframe Objections as Invitations to Serve. When objections come up, don’t shy away. See them as opportunities to go deeper. If a prospect says, “I’m not sure I can afford it,” respond with, “I understand. Can you tell me more about what’s holding you back?” This not only shows empathy but also helps your prospect move past their fears, leading to a more empowered decision.

In today’s world, where skepticism is high and trust is scarce, your ability to build trust on an enrollment call is the key to your success. It’s not about selling—it’s about connecting. The more you lead with empathy, vulnerability, and curiosity, the more trust you’ll build, and the easier it will be to close clients who are excited to work with you.

So, take these strategies into your next call. Share your “why,” ask deeper questions, and reframe objections with compassion. And if you’re ready to master the art of enrollment and start closing high-ticket clients with ease, head over to lifestylebusinessquest.com and grab my free masterclass. I’ll walk you through the exact steps that have helped me build a $250k lifestyle coaching business—and can help you do the same.

Thanks for joining me today on the Lifestyle Business Quest podcast! Keep leading with heart, and I’ll see you in the next episode.