In the journey that a prospect takes towards becoming a customer, they are in control and receive free information to help them make a decision. But there comes a point in this timeline when the prospect hands over their money to you, the coach, and entrusts you to do your job and deliver what you say you are going to deliver. I call this the tipping point. The point where a prospect tips into being a client. It’s a difficult decision to make. Just think about the last time you made a major purchase like a house or a car. House hunting or car shopping was fun: You saw new things and you dreamed about the possibilities. But it felt like there was an invisible hand holding you back from handing over your cash!