497 Rebroadcast: Three Behaviors for Getting Clients

In this episode, Brian Miller and Chad Hall discuss three essential behaviors that help coaches build a thriving practice: Networking, Nurturing, and Negotiating. They explain how these behaviors create a natural flow from awareness to relationship to partnership—and why skipping steps leads to awkwardness and frustration. Using real examples from their own coaching businesses, Brian and Chad illustrate how to operationalize each behavior in ways that fit your personality, your clients, and your local or distributed context.

Key Highlights

• The 3 N's Framework: Networking (they know you), Nurturing (you know them), and Negotiating (you work together)—a clear progression for building a client base.

• Fit your strengths: Networking doesn't mean schmoozy cocktail parties; it can be teaching, podcasting, or community events—whatever authentically connects you.

• Patience is vital: Like farming, you can't force growth; you can only create the conditions—plant, water, and cultivate relationships.

• Tools shift by context: A podcast might be networking for CAM but nurturing for a local firm; the purpose defines the behavior.

• Bring your team along: Involve your staff early so clients build trust with the organization, not just with you personally.

Takeaways

• Map your client journey. Identify who's on your radar, who you're networking with, who you're nurturing, and who you're negotiating with.

• Track without strangling. Systems help—but don't overmanage relationships; stay organic and human.

• Do what you enjoy. Choose networking and nurturing methods that energize you so consistency feels natural.

• Partnership multiplies momentum. Pair with people whose strengths complement yours—networkers, nurturers, or closers.

• Relationships create readiness. The best clients often come from long-term nurturing; trust builds quietly before opportunity emerges.