A client is tearing up about their debt in your first session together. You're feeling good about the progress you're making. Then weeks later, when you use the MeaningFirst Method™ to explore what getting out of debt would mean to them, they say something you didn’t expect: "Even if I were debt free, I'd still be worried about my income. I wouldn't feel much different."How do you respond in that moment?This is the kind of real coaching scenario that makes or breaks buy-in. Wha...
A client is tearing up about their debt in your first session together. You're feeling good about the progress you're making. Then weeks later, when you use the MeaningFirst Method™ to explore what getting out of debt would mean to them, they say something you didn’t expect: "Even if I were debt free, I'd still be worried about my income. I wouldn't feel much different."
How do you respond in that moment?
This is the kind of real coaching scenario that makes or breaks buy-in. What you say next determines whether the client feels deeply understood or quietly misunderstood. And the truth is, most coaches in this moment slip into convincing mode without even realizing it. We want to help so badly that we start selling them on why their debt still matters, why being debt free would change things, why they should care about what we think they should care about.
But that's not coaching. That's correcting.
In this week’s episode, I walk you through a similar moment that happened with one of our coaches and her client. I'll show you exactly why the client's response isn't resistance, it's clarity. They're giving you a window into what's actually driving their stress. And I'll give you a four-step framework called Core Sync that helps you respond in these moments without losing the client's trust or momentum.
You'll learn how to validate without agreeing, explore without interrogating, connect without convincing, and plan without enabling. This is the difference between a client who nods politely but doesn't follow through and a client who starts to believe again because they feel understood.
If you've ever had a client say something that surprised you or didn't match what you expected, this episode will change how you respond.
Links & Resources:
- Ultimate Growth Guide
- Join the Facebook group
- Episode 135: The Meaning First Method
- Free download: Meaning First Method guide
- Small Business Toolkits
- Client Creator Challenge: 90-day program starting January 8th
Key Takeaways:
- When a client says something unexpected, pause and ask yourself: Am I about to validate or convince? This small internal check changes everything about how the conversation unfolds.
- "Even if I were debt free, I'd still be worried" isn't resistance. It's clarity. They're telling you what actually drives their stress, and that deserves your attention.
- The “yeah, but…” reflex kills buy-in. When you jump to "yeah, but if you were debt free you'd have more freedom," you're making a logical point when they just expressed an emotional truth.
- Validation creates emotional safety. When someone finally feels understood, their nervous system relaxes. They stop defending and start engaging.
- Use “yes, and” energy instead of “yeah, but…” energy. "You're right, consistent income is at the heart of this too. And what's interesting is how it ties to the debt..." bridges the gap without dismissing what they said.
- The Core Sync framework builds buy-in at every layer: validate the emotion, explore the experience, connect the dots, then plan for both. Skip ahead to solutions and you'll lose them.
- Clients start to believe again not because you convinced them, but because you understood them. That's how buy-in is built.
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