Hey, it’s Ted McGrath.

Thank you for downloading

the 10 Paying Clients
Manifesto.

In this manifesto, I will reveal to you the three big mistakes to avoid
that prevent coaches, service based business owners, and consultants
from getting their first 10 paying clients.

Let's start off with mistake number one, and then I'm going to jump
into some steps that you can take to actually start getting there to lay
the groundwork for your success.
Step number one

In getting clients, most of you are actually teaching something. You

have a skillset, and knowledge that you want to share with a particular
client that you want to get on board to actually sign up.

One of the mistakes that people make is that they don't become what
they teach.

I want to be very clear on this right now: what I mean by this is they're
not being their work.

They're not becoming what it is that they're teaching.

A lot of times people will go out there into the marketplace and they'll
go, "I want to teach on something, I want to coach on something, I
want to consult on something."

What ultimately happens is they just reach for the closest thing that
they see and they go, "Um, marketing seems to sell, so I'll teach
somebody something on marketing."

Or, "The financial stuff seems to sell, so I'll teach stuff on financial
stuff."

Or, "Building a business sells, so I'll teach stuff on building a business."

Or, "This personal growth thing that I saw on productivity that

somebody else is talking about, I will teach on that."
What I mean by becoming what you teach, and also teaching who you
are, is that you have to be it.

You can't fake it and you can't just pick something that you're not
passionate about, and something that's not authentic to you.

For myself, I teach something called, "Message To Millions," which is

about finding your life story and your message, so that ultimately you
can share it with the world, and get paid, and have a lifestyle friendly
business.

One of the reasons why I teach about story, and one of the reasons that
I teach about message, is I believe what it is that you're going to share
with the world, and what it is you're going to teach, coach, consult on,
sell, has so much to do with who you really are. It has so much to do
with your personal story, and the journey that has brought you right
here to this place in this time.

If you're not teaching based on your personal story, if you don't have a
message that's based on your story, and your journey, and something
that's personal to you, then you're not really being what you're
teaching.

You're not becoming what you're teaching.

You're just teaching something outside of yourself.

I want you to think about that for a moment because it's really
important to your success.

What happens if you go out, you start going to try and speak to clients,
and all of a sudden at the first sign of just not being successful, the first
sign of a client saying, "No," the first sign of a client not lining up with
you?

A lot of times, people will give up.

They'll just say, "All right, that didn't work." But if you're teaching who
you really are, if you're becoming what you're teaching, then every step
of the way it's like you're becoming more and more of yourself.

If you’re teaching what comes from your story, what comes from your
truth, what comes from who you really are, and it's based on your life
experience. They're like lessons, the story of the journey that you've
been on.

Then when you go share with people, and maybe it doesn't work, you
don't just stop being who you are.

You continue to persevere, you continue to talk to more people, and

you continue to even unleash more of yourself as you're
communicating with people, and trying to enroll them in your product,
your service, or whatever you're selling in your business.
Make it personal. Make what you're teaching personal. Make
what you're teaching, and coaching on, consulting on, based
on your true life lessons, your true life experience, your true
journey of the story that you've been on.

If you do that, what you're going to see quickly happen is that you're
going to be more passionate about what it is that you're bringing to the
marketplace. In the face of objection, or rejection by your clients, your
passion is going to fuel them to say, "Yes."

A while ago one of my mentors, who is, he's one of the CEOs of the
largest and biggest personal development person on the planet. I can't
say who his name is for privacy purposes, but he sat down with me, and
he coached me a while ago like seven, eight years ago when I started
this business.

He said, "Ted, you need to be a walking billboard."

I said, "What?" He said, "You need to be walking billboard." He goes,

"Who you are needs to shine through in your products, in your
coaching, in your seminars, in anything that you offer up to the
marketplace. They need to be a representation of who you are in the
world." That always stuck with me because I realized along with that,
comes congruence.
You see, a lot of times people make the mistake of not becoming what
they're teaching more and more every day.

They're not teaching from who they are, and what their essence is. The
mistake that people make is they walk around and they're not
congruent, they're detached from their product or service, because it's
a thing outside of themselves, rather than it's who they are, and things
they're offering up as an extension of who they are, and the passion is
fueling who they are.

What I want you to do is to avoid this mistake.

It's one of the reasons why a lot of coaches, and service based business
owners, consultants, they get out of the game before they even start.

The first sign of rejection, they're out.

You have to realize that there is a runway. There is a runway to success.

Now, part of me creating this manifesto for you is to make sure that the
runway is shortened. Nobody wants a long runway to lift off, because if
it's too long, then all of a sudden you're going to just feel like a failure
because you're never lifting off, you're not making progress.

The runway's still going to be long to a certain degree, but we want to

make it as short as possible, and making as few mistakes as possible,
and making sure that while you're taking off, sure, you're going to lose
some jet fuel, because you need that jet fuel to get in the air.
Sure, you're going to lose some time, you're going to lose some money,
because that's what happens in a business. We want to help you take
off as quickly as possible, but at the same time you need to sustain the
length of the runway.

You can't just quit with the person who says, "No." You can't just quit
because the first networking event you went to, people didn't respond
fully to you. This is an element of becoming more and more who you
are.

I'm going to give you an exercise right now, to just jot down a few
simple things that will help you really become more of what you
teach.

One of them is for you to look at what are some of the life lessons that
you've learned?

Write down three life lessons that you've learned from your journey
that you've been on. Write down three life lessons that you've learned.

For example, the life lesson I've learned along the way as I grew up as a
kid, and my family told lots of stories, and that was part of the way we
engaged at the dinner table. When I grew up, I watched lots of movies
when I was a kid, I loved watching stories. When I got into business, I
loved telling stories to my clients, because I found it was mitigation.
Later on in my life, recently, I created a one man theater show on my
life story where I played 12 characters on stage, and I tell the story for
71 minutes, it's a performance. It's story, so I realized that story has
become a life lesson that I've learned over, and over, and over, and
over again.

It's such a part of my life, which is why my brand Message To Millions,

became about finding your life story, and your message. I believe that's
the key that when somebody has a powerful story in the message, that
they can create products and programs that reflect that, and earn
multiple streams of income marketing those products, those services,
or that business out to the marketplace.

That life lesson has become a key cornerstone of my brand, and what it
is that I teach.

I want you to write down what three life lessons that you have gotten
in your life, and just write down three of them.

This is going to help you start to get deeper into what you want to
teach, and share with the world.

A lot of times people go, "Wow, I learned this life lesson and I'm not
sharing this and teaching with other people," and it might enhance your
current brand right now.

Mistake number one, not becoming what you teach.

Most people, they do not become what they teach. They're not
becoming more and more everyday what they're teaching. What
they're teaching is separate from them, it's separate from their life
lessons, it's separate from who they really are, and they just pull
something because they see somebody else do it and they're like, "I'm
going to teach that."

Don't make the mistake of not becoming what it is that you teach,
okay?

Write down your three life lessons, that's going to help you start getting
really connected to what you teach, consult, and coach on.

This goes for any business that you're in. Chiropractor business,
financial services business, health business, holistic practitioner,
financial business, business coach, life coach, spiritual coach, where
you're providing services to your clients, anything that you're teaching
coaching, consulting on, or providing a service on should be more
connected to who you are.

Write down those three life lessons, and I'm going to go now to mistake
number two.
Life Lesson #1:

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Life Lesson #2:

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Life Lesson #3:

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Mistake number two that people make that prevents them
from getting clients, is that they forget to add 10 times value
to other people.
This is a hugely critical piece that I want to share with you right now,
because a lot of times we are in a business, and we're so focused on
cash flow that we're focused on, "What do I need to do to go get, get,
get my clients? What do I need to do to get in front of people?"

That's good to focus on that, but part of what brings people to you is
the network you have around you.

If you're not giving to your network, and you're not helping and
serving other people, or you're showing up and adding 10 times value,
you're not going to get noticed.

One of the things that I want to encourage you to do as you go to

networking events, as you go to live events, is I want you to focus on
adding value to people, sharing what you know, and teaching other
people is a way of adding value.

Introducing people that you know to other people so that they can get
networked better is a way of adding value. Giving free consultations,
and free strategy sessions to other people, which is a great way to
enroll clients. By giving free strategy sessions so people can experience
you, you can add value to them, and really coach them in that strategy
session, is another way to add value to other people.
I want you to start thinking of the different ways that you can actually
add value to your customers, and not just your customers - adding
value to the people around you, period. That helps you get customers.

A lot of times people don't do that, because they're so focused on the

cashflow, what they need to get day to day. I get it, we all need to get
clients. At the same time, you have to add value to the people around
you.

I'll give you an example, I was just at a networking event with a group
of my peers. There were about 40 of us there in the room, and there
were people like Christian Mickelsen and Lisa Sasevich and Bill Baren
and Justin Livingston and Callan Rush and Alice Mendoza, all people
who have multi-million dollar companies like me.

I got asked to sit on the panel. One of the things that I'm doing well in
my business, is I'm driving a lot of Facebook traffic in my business. I get
about 8,000 - 10,000 leads a month coming into my business. Plus, I
bring in 500 new customers, plus I have a sales team that then upsells
these customers into our higher tiered programs.

On the panel, I shared exactly what it is that I'm doing in my system,

because there wasn't one person in the room other than me, that was
doing Facebook, and had their own sales team at the level that I was.
I shared with the people on the panel, and the people in the room
exactly step by step what I was doing to add value to the room.

Now, I could have easily tried to go and get people as clients in the
room, and coach them on what it is that I'm doing. That's not my
business model, and in the next piece I'm going to share with you,
another mistake people make - not knowing the business that they're
in.

I'm not in the business of coaching my peers. I'm not in the business of
one on one coaching anymore, because my business has grown to a
multi-million dollar company.

All I was doing was adding value in an area to serve these people.

Now, by adding value, I get noticed. By adding value, I deepen my

relationship. By adding value to that group of people, several of us in
the room decided we want to form a mastermind of four of us to share
best practices of going forward so we could serve one another's
businesses.

If I hadn't shown up on the panel and added value in that way, I

wouldn't have had the respect of my peers, and they wouldn't have
known what I'm up to at the level that I'm up to.

Maybe we wouldn't have formed this mastermind group, moving

forward to serve one another beyond the group that we were just in.
We wouldn't have done that.
By adding 10 times value I got on the radar of other people, I
formed deeper relationships, and as a result my knowledge is
going to increase, and my skill and abilities going to increase,
which is going to help me go get more clients.
If you're not adding 10 times value to other people, that's a big mistake.

That's mistake number two that people make.

Going out to networking events, and doing strategy sessions is another

great way to add value. You simply go out there, you offer up a free
strategy session that's 45 minutes long, and you invite people there,
and you ask them questions on the strategy session.

You do it one on one with people, you give them about 45 to 60

minutes, you ask them questions about their vision. You ask them
questions about the goals, and what's most important to them. You ask
them about their biggest challenge, you ask them about what's causing
the not to take action. You ask them about how committed they are to
achieving their goals.

Then in the last 15 minutes of the call, you offer them up a service, or a
product, or a program.

That's another way to add value by doing lots of strategy sessions with
people.
I want you to start adding value to people around you, and teaching,
and sharing, and giving.

So many times people forget to do this, and it backfires on them, and

it's a big mistake because without a network of people around you, that
think very highly of you, you're not going to inflow clients, you're
always going to be chasing down clients.

Chasing clients doesn't work, you want clients being in flowed to you by
the relationships that you're adding value to, that know about you, that
like you, that trust you, and want to have an ongoing relationship with
you. That's another piece that's really important, is to add 10 times
value.

What I want you to do right now is I want you to write down three
ways that you're going to add 10 times value to the people around
you, and in your community.

#1: ______________________________________________

#2: ______________________________________________

#3: ______________________________________________
The third mistake that people make in getting clients and
going out to get their first 10, or next 10 paying clients, is not
knowing what business you're in.
A lot of times I see this with people, is they don't know what business
they're in.

Now, if you're a coach, or a consultant, or a speaker, or you have a

service based business, you gotta know what business you're in right
now. It's really important to know that, and focus on what you need to
focus on.

See for me to get my next 10 clients, I'm in the business of setting up

marketing funnels online that bring clients to me. That's what I do,
that's my method of attracting clients.

When I say, "Knowing what business you're in," I'm really talking about
the methodology that you're going to utilize to attract clients.

Some of you are in the business of just going to networking events to

actually attract clients.

Some of you are in the business of putting on seminars to go attract

clients.

Some of you are in the business of speaking on stages to go attract

clients.
Some of you are in the business of getting referrals to go attract clients.

Some of you are in the business like me, of like setting up online
marketing funnels to bring clients to you.

You have to know what business you're in right now, and what
methodology you're using, to go get your next 10 clients. You have to
pick something, and you have to focus on it.

If you're following step number one, and avoiding mistake number one,
which is about being who you are, and teaching who you are, which
brings your passion out more.

If you're adding 10 times value to people at networking events, to

people that you meet, to give them free strategy sessions. To any way
that you want to add value, all of a sudden you're setting the stage for a
very passionate and very relationship based community that you're
building.

Finally, you have to know the methodology that you're going to utilize
to go get these clients.

Some of you are going to book a lot of strategy sessions to enroll

clients, which is one of the things that I recommend highly - using
strategy sessions to get clients.

I want to encourage you to know what it is you're doing, and pick one
thing right now, one thing to go out and get these next 10 clients.
A lot of times people will want to do 10 different things. You hear about
a teleseminar, and this week you're doing teleseminars. You hear about
a seminar, and next week you're doing a seminar.

What's the one thing you're going to focus on to go out and get your
next 10 paying clients, and really focus in on that?

I want you to get clear on that right now, on what it is.

When I first started my business, the first thing that I wanted to do out
of the gates was go get my first 10 paying clients.

What I was going to do, was have this little system I'll share with you
right now that I utilized to go get these clients.

Number one, was I had to be clear on my statement. If I was going to go

to a networking event, I had to be clear on what my statement is.

I help people do this so they can have that.

That was my statement, right? That was the statement that I want you
to fill in right now.

I help people do this, so they can have that.

For me it was: I help people find their life story message, so ultimately
they can get paid through coaching, speaking, and also selling their
information products.
That's my statements, that's what I help people do this, so they can
have that.

What I want you to write down right now is your statement.

What are you helping people do, so they can ultimately have or become
something?

My example of I help people, coaches, speakers, experts, consultants,

service based business owners. I help them find their life story and
message, so that they can get paid through coaching, speaking, and
information products, while having a lifestyle friendly business. That's
my statement.

What are you helping people do so they can ultimately have

something? I want you to do an exercise right now that gets clear on
your statement, you can write it, right down below.

Write your statement here:

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The second thing is your story.

When you're going to go to a networking event, you have to have a

clear story of who you are. It needs to be a 60 second story. I'll give you
an example, and then in the space below you can write yours.

When I was a kid, somebody goes to me, "Hey Ted, how'd you get
started in this business?" I go, "Well let me tell you the story of really
why I'm passionate about this. When I was a kid and my parents got
divorced at six years old, I felt unlovable. I became this little achiever. I
went out, and I thought if I achieved, I'd get love. When I was 21 years
old and in the insurance business, my boss believed in me, and told me I
could do six figures in income."

"I went after it for 12 months because I wasn't really concerned about
the money, I just wanted his approval. After 12 months, I made six
figures in income. That night, I overdosed from a bag of cocaine, two
pills of ecstasy, and 15 drinks of alcohol. Miraculously I was revived the
next morning, and I survived.

“I realized, 'Wow, money didn't do it. If I get status and I become

partner with the company, then my life will change.' Six years later I
became one of the top partners in the number one life insurance
company in the country, and I still wasn't fulfilled, so I resigned."
"Then I went and became an entrepreneur. I felt that if I became an
entrepreneur, that all of a sudden my life would change, and I would be
happy. I started up two businesses that I wasn't passionate about, and
they failed. Then I realized one day I wanted to help other people, and I
decided to get into the coaching business. I created a blueprint, and this
blueprint was seven simple steps of how I could coach people and help
them from my life experience, and my life wisdom. When I put together
this blueprint, I went and presented it to my first client ever. I got a
client for $3,000, and my life changed."

That's a story, right? I just shared with you my story right now that I
share with people. It's about 60 to 90 seconds, and in the story you
have to share with people the journey that you've been on.

I want you to write out a 60 second version of your story down below.

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The third thing is, that you need in terms of going to get clients, is a
blueprint.

A blueprint is five to seven steps to describe what it is that you do.

Right now below, I want you to write down below the five steps of how
you can help somebody.

I'll give you an example.

One of the ways that I help people, is I actually help them create their
story. If they have a powerful story, they can connect with their clients.

Another way I help people, is I help them create their blueprint like I'm
helping you do right now, like five steps of what they're going to teach,
coach, or consult with somebody on. I have them write down five
different steps of things that they can do for other people.

What are the five ways that you can help other people?

#1:

#2:

#3:

#4:

#5:
Then finally the fourth piece is booking strategy sessions.

When you go to your next networking event, you can tell people what
you do by your statement, you can tell them a little bit about your story
and say, "here's my story of how I got started."

Then you can tell them about your blueprint. I have a name to my
blueprint, it's called, "The Message To Millions Blueprint." It's a five step
process, or seven step process that helps people find their life story
message, and get paid to make an impact through coaching, speaking,
and information products.

I tell people about this, and I invite them to a strategy session.

I want you to go to events, local events, and I want you to invite people
to strategy sessions.

You can go, "Hey, I really enjoyed speaking with you today. I enjoyed
learning to get to know a little bit about you. What I'd like to do right
now is invite you to a strategy session. The strategy session is an X, Y, Z
coaching session, it's free."

(Whatever you name your coaching session, mine is, "The Message To
Millions Coaching Session.")

Fill in the name of your strategy session right now:

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Then you say, "During the strategy session I'd like to spend 45 to 60
minutes with you. Number one, helping you get clear on your vision of
the future. Number two, I'd like to spend some time discussing the
challenge that's preventing you from having what you want. Number
three, I'd love to give you a plan and path to accomplish your goals.
Let's book a strategy session right now, and this is totally free. If you like
the experience, I'd like to share with you more how we can go deeper
and work together more deeply. If you don't like it, then that's fine. You
and I remain friends."

That's the script that I just gave you right now, and those are the four
things that I do when I'm speaking to people in public.

I share my statement, I share my story, I share my blueprint, and I

invite them to a strategy session.

When you know what business you're in, when you know that you're
going to get 10 clients and you want to, you'll get these 10 clients to
your strategy sessions, you're clear on your path to go get your 10
clients.

If you know you want to do a few seminars, then you're inviting people
to your seminar.

If you know you want to do it through marketing funnels, then you

clearly have to go setup a marketing funnel.
You still need a great statement, a great story, a great blueprint of what
you're going to offer up, to do a marketing funnel. You just have to
know the methodology of how you're going to go get clients, and I gave
you a framework for how to do it right now.

I hope it serves you. I want you to now go complete the exercise that I
just shared with you of filling in your statement, I help people do this so
they can have that.

Writing our your story, 60 second story, and teaching us the five ways
that you can consult and coach other people, just brainstorming those
five ways.

Doing these exercises will really help you, and if you're going to go book
strategy sessions at live events, or local events that you're at, you can
just use the script I just gave you as a way to go book strategy sessions.
I hope you enjoyed this manifesto, and there's more to come. I hope
you enjoyed this, and I'll see you in some of my future products and
programs that I'm sure you'll be hearing about very shortly.

In particular, if you want to learn how to go get those clients and you
want the complete formula for that, check out my training The Fast
Client Formula right now.