Episode 075 – Steps To Build A $1 Million Coaching Business In 2025

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Note: This blog post serves as an accompaniment to the corresponding podcast episode of A Changed Mind, where we’ll distill down the core ideas of this week’s theme, along with additional distinctions and insights. If you haven’t listened to the episode yet, you can go here to do so.  Enjoy.

If I had to start my coaching business over again, knowing what I know now, what would I do differently? I’m going to walk you through each step I’d take—the 16 exact steps, in order, to start, grow, and scale a coaching business from zero to a million dollars. I’ve gone from earning $170,000 in my first year, to $2.4 million in my second, $4 million in my third, and now, $30 million in the last seven years. These steps aren’t just theories—they’re hard-won lessons from experience, and they apply whether you’re starting a coaching business, running a digital marketing agency, or working as a consultant.

Let’s get into it, starting with the very first thing I’d do if I were starting from scratch.

Step 1: Get Clear on Your Strengths and Skills

The very first thing I’d do is get clear on my strengths and skills. This is about identifying your area of expertise and leaning into the unique background that’s shaped who you are today. “Our lives have been intelligently designed,” I believe, and every experience, job, or project you’ve taken on has contributed to the skills and strengths you bring to the table.

So, sit down and make a list: your strengths, your skills, everything that’s helped you become the person you are today. “All of those things have been pieced together to set you up for actually living your purpose in the world.” For me, that meant looking at my journey through 12-step recovery, my love for personal growth, and my passion for breaking down complex ideas into bite-sized, understandable concepts. When I bundled all that up, it pointed me toward mindset coaching, specifically for entrepreneurs. Your path might be different, but start with this: What skills and strengths do you have, and how can they serve others?

Step 2: Commit to Ongoing Mastery

The second thing I’d do, which honestly applies to all 16 steps, is to keep getting better and better at what I do. When we launch a business, too often, we stop studying and growing. But developing mastery is a lifelong commitment. “A lot of people get stuck at a low level of income because frankly, they’re just not that good at what they do.”

To avoid this trap, I made sure to continue studying neuroscience, behavioral psychology, quantum mechanics, and spiritual teachings. “I haven’t stopped since.” I’ve gone to India, learned in ashrams, explored breathwork, and engaged in indigenous plant medicine practices. So don’t let up. Allocate a portion of your time to continue developing your expertise and passion.

Step 3: Define Who You Serve

Next, it’s critical to “get clear on who I serve.” Early on, I made the mistake of targeting people in 12-step programs, thinking they’d resonate with my story. But that audience didn’t have the means or the inclination to invest in my services. I tried shifting to an audience interested in the law of attraction but encountered similar challenges. Ultimately, I landed on entrepreneurs as my ideal clients, specifically those struggling with mindset.

The lesson here? Your ideal client often reflects who you are. If you’ve been through the struggles they’re facing, they’ll connect with you on a personal level, and your journey will resonate with them. “The more you relate to your ideal client, the more they’ll relate to you.”

Step 4: Dial in Your Business Foundations

I’d spend my next week or two “dialing in my business foundations.” Before doing any heavy sales or marketing, take time to really define your messaging, create a clear enrollment or sales script, and clarify your offer. Early on, confidence is one of the most powerful, magnetic things you can have. And where does confidence come from? Clarity. When you’re clear on your offer, your ideal client, and your value, you’ll naturally be more confident. “Clarity equals confidence, and confidence equals clients.”

Step 5: Embrace Enrollment as a Way of Life

At this point, I’d live with the understanding that I can “enroll anyone at any time.” Imagine stepping out each day, fully embodying the service you offer, ready to talk to anyone about what you do. I call this being a “walking weapon of enrollment.” Simultaneously, I’d seek out spaces where I could meet other entrepreneurs, both to surround myself with others on similar paths and to find potential clients.

Identify places where your ideal client hangs out—yoga studios, local meetups, or community groups. Wherever they are, be there, too. “If your ideal client is spiritually-oriented people who practice yoga and want to create more financial abundance, then go to a yoga studio, a spiritual conference, or a vegan restaurant.” Being intentional about your environments sets you up to meet potential clients who will resonate with you.

Step 6: Start with One-on-One Coaching

One-on-one coaching is a fantastic way to begin. It’s direct, high-impact, and you can charge more for personalized attention. When I started, I charged around $150 per session, gradually increasing rates as demand grew. “I was charging $150 for a 19-year-old kid, and then $3,500 per month with a Major League Baseball player.” Working one-on-one lets you build experience and credibility and, most importantly, learn what resonates with clients.

Step 7: Create a Powerful Presentation

Next, I’d start building a presentation. Presentations allow you to share your story and demonstrate your expertise in a structured way. “A presentation is the killer app strategy,” and it gives you a unique opportunity to showcase your knowledge while weaving in your story. If you deliver a presentation effectively, people will approach you and ask how they can work with you. Essentially, your presentation is like a portable sales funnel.

Step 8: Look for Speaking Opportunities

If you build a presentation, opportunities will arise. At first, they’ll likely be unpaid, but don’t underestimate the value of those early speaking gigs. Presenting to the right audience can generate multiple clients at once. My first speaking engagement was a networking group of 15 people, which resulted in a $90,000 afternoon in Atlanta. “$90,000 from one presentation—that’s life-changing.”

Step 9: Invest in Paid Speaking Gigs

As you grow, consider investing in paid speaking opportunities. I once paid $40,000 for a 60-minute spot at an event, and the return was incredible. This leap felt scary, but I’d do it again in a heartbeat. Paid stages can quickly scale your impact and income when targeted at your ideal client base.

Step 10: Transition to Group Coaching

Once your one-on-one calendar is maxed out, it’s time to “increase your prices and launch a group coaching program.” Group coaching allows you to serve more clients without additional hours. For me, this was a pivotal step, filling my group programs with clients from speaking opportunities and other networks. This step set the stage for even bigger growth.

Step 11: Develop a Digital Course

After my first group program, I created a digital course. Delivering content in a group setting taught me what worked, which made developing my digital program, “MindHack,” easier. Over 3,000 people have now taken this course. If you’re thinking about creating a course, it should come after you’ve tested your material with clients in real-life scenarios.

Step 12: Sell Your Digital Course from the Stage

Once the digital course was up and running, I started selling it from the stage. Instead of enrolling 40 people for one-on-one consultations, I could offer a $500 course to the audience and generate revenue right then. This approach created a win-win, covering the cost of my presentation while attracting new clients.

Step 13: Build an Online Funnel

With income from one-on-one, group, and digital offerings, it was time to build an online funnel. Now, with extra cash on hand, I could hire a consultant or a team member to develop lead magnets and simple funnels to capture leads online. By now, I’d presented enough to be confident on video, and that confidence translates into conversions online.

Step 14: Hire a Small Team

As your revenue grows, build a small team to handle different aspects of the business. Hiring an online business manager, a salesperson, and support staff will give you room to focus on scaling. We reinvested in our business by bringing on people to handle enrollment and support, allowing us to keep growing.

Step 15: Host Your First Event

Once you’ve established your brand and client base, hosting an event can be transformative. “Our first event had 330 attendees, and we turned it into a $1.4 million experience.” Invite clients, promote it to your email list, and offer incentives to bring friends. Events are powerful because people spend three days immersed in your work, giving them time to connect deeply with you and your methods.

Step 16: Offer High-Ticket Packages

Finally, the last step: offer a high-ticket coaching or consulting package. This could be a premium year-long program, a day-long intensive, or a $25,000 group program. I offer a one-year program with mindset and business coaching, group sessions, and retreats. High-ticket offers provide significant value and allow your clients to commit deeply to transformation.

Building a Legacy, One Step at a Time

Following these steps took my business from $170,000 in its first year to a seven-figure company. It’s a process of layering skills, clarity, and confidence. If you follow these principles and commit to consistent growth, you can build not just a successful business, but a life aligned with your highest purpose. Every dream is possible—all you need is the right mindset and a clear structure to make it happen.