24/11/2025
Every practitioner knows that sinking feeling when an enquiry sounds promising, but somehow, the parent disappears into the ether afterwards. You thought you’d nailed the call, yet they never booked in.
**Why Friendly Chats Don’t Pay the Bills**
Here’s the uncomfortable truth: sometimes, you’re too helpful. You give too much away. You let the parent talk and talk, you empathise, reassure and soothe… and then they hang up feeling lighter, calmer, and with absolutely no reason to pay you for further help.
That’s why rule number one is simple: **don’t let them waffle on for too long.**
Give your time boundaries upfront. Let them know you can only offer limited guidance before they’ve booked a proper consultation. Otherwise, you’ll do the emotional labour for free, meet their immediate need for reassurance, and lose the sale entirely.
**You’re not being rude by protecting your time – you’re modelling confidence, and confidence sells.**
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**The Pain and Pleasure Balance**
When you’re part of a *coaching franchise* like NLP4Kids, understanding motivation psychology is crucial. People act faster to escape pain than to chase pleasure. So, if a parent sounds uncertain about committing, start gently highlighting what happens if nothing changes.
You might say, “The last thing you want is for the younger sibling to start copying this behaviour,” or “If this keeps going into teenage years, it could become much harder to shift.”
Back it up with facts: untreated anxiety in children often resurfaces later as depression or behavioural issues, even if it seems to “go away”. The brain remembers unresolved fear. Your job isn’t to scare them, but to show the real cost of inaction.
**Pain moves people – reassurance only soothes them temporarily.**
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**When to Add the Pleasure**
Once you’ve anchored the consequences, turn their attention towards the brighter future they want. Use simple visual language: “Imagine your evenings to yourselves again,” or “Won’t it be lovely when bedtime runs smoothly?”
You’re painting a picture of relief. It’s powerful because you’re showing them two paths: one where the problem deepens, and one where family harmony returns.
*“I can already picture how your home will feel calmer once this pattern changes.”*
That line alone builds emotional connection and trust. It makes the next step feel inevitable rather than pressured.
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**Closing the Gap with Commitment**
Finally, nudge them over the line. Ask questions that imply movement:
“Is this something you’re ready to address now?” or “Are you happy to roll the dice and see how things work out?” These phrases subtly frame inaction as risky and progress as empowering.
You can also invite teamwork: “Shall we start tackling this together?” This says, “You’re not alone, and I’ll walk you through it.” That kind of phrasing converts far more consistently across our *coaching franchise* network because it signals both partnership and authority.
When you combine time boundaries, emotional calibration, and confident language, the outcome shifts fast. Parents feel led, not lectured. They stop hesitating and start booking.
In the end, what you’re really selling isn’t sessions – it’s certainty. And that’s what every anxious parent truly wants.
by Gemma Bailey (with the help of Ai)
https://nlp4kids.org/becoming-a-licensee
The NLP4Kids franchise gives you the training, tools, and support to build a thriving business as a coach or therapist using NLP and hypnotherapy to help children, schools and families. It’s for people who want to others create real, lasting change in children’s mental health, personal developme...