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The simple system to build a 7-figure coaching business
Kavit Haria
October 29, 2024
Hey, it’s Kavit. Got a question for you this week:
Do you know exactly how many potential clients you spoke to last month?
How many discovery calls you had?
How many leads came into your business?
If you're like most coaches, the answer is probably “not really.”
And that's exactly why you might feel stuck.
Today, I'm going to share a simple yet powerful framework that will transform how you track and improve your coaching business.
It's called LAPS, and the credit goes to Daniel Priestley.
1. The LAPS Framework
LAPS stands for:
Leads: People showing initial interest in your coaching
Applications: Discovery call bookings
Presentations: Actually having those discovery calls
Sales: Converting clients
Think of it like a pipeline - each stage flows into the next.
The key is measuring each one separately so you can identify exactly where you need to improve.
2. Start with Leads (The Foundation)
If you're posting on social media hoping people will DM you for coaching, you're making it way too hard on yourself.
Instead, you need a system to capture leads.
Here's what works:
Create a free resource (scorecard, workshop, guide)
Have people sign up to receive it
Stay in touch via email
Build the relationship before asking for the sale
Action Step → Set up one lead magnet this week. It doesn't need to be perfect - a simple PDF guide or scorecard will do.
3. Applications (The Bridge)
Once you have leads, you need to convert them into discovery call bookings.
Include CTAs in at least 80% of your emails to book a discovery call with you — it can be as simple as “reply” to this email.
And stop treating the discovery call like a sales pitch.
Try this instead:
Send a pre-call email explaining exactly what they'll get from the session
Position it as a coaching experience, not a sales conversation
Set clear expectations about what you'll cover
Here's the pre-call message I use:
“In our upcoming session, we'll spend 40 minutes doing actual coaching work together, followed by 20 minutes discussing how we might continue working together if it feels like a good fit. Come prepared to dive deep into [specific challenge]...”
4. Presentations (The Moment of Truth)
Your discovery call is your chance to demonstrate value, not just talk about it. Here's the structure I recommend:
First 40 mins: Pure coaching
Last 20 mins: Discuss next steps
Focus on transformation, not features
Remember: If you're spending the whole call explaining how you coach, you're missing the opportunity to show them how you coach.
Show, don’t tell.
5. Sales (The Natural Conclusion)
When you follow this system, sales become the natural next step - not a pushy conversation.
But here's the crucial part: You need to track your numbers at each stage.
Here’s a simple spreadsheet you can make a copy of to track…
Week
Number of Leads
Number of Applications
Number of Discovery Calls
Number of Sales
Your 7-Day Challenge
Set up your LAPS tracking spreadsheet
Count your numbers for the last month (even if they're small)
Identify which stage needs the most improvement
Focus on improving that ONE stage this week
The magic of this system is that small improvements at each stage compound dramatically. Improve each stage by just 25%, and your overall results can improve by 100% or more.
I'd love to hear which stage you're going to focus on improving first. Reply to this email and let me know!
Here's to your coaching success,
Kavit
P.S. Here are a few more ways I can help you right now…
→ Launch and grow a profitable 6-, 7- or 8-figure coaching business
→ Turn coaching into a productised, systemised business
→ Build a “coaching flywheel” to attract clients magnetically
→ Launch & scale a membership community of your dream clients
→ And lots more…