Highest-Tier Premium Client - ICA Workbook
This workbook, created by Anna Kitney of Anna Kitney Coaching & Mentoring, guides CEOs, coaches and service‑based leaders through a step‑by‑step process to identify, define and enrol their highest‑tier premium client. It begins with a strategic shift from asking “who can I help?” to pinpointing the client who creates the best results, values transformation, and is ready to invest. The workbook then walks the user through a series of prompts and worksheets that capture the avatar’s outer demographics (age, income, habits, media consumption, buying style) and inner psychographics (night‑time worries, hidden fears, perceived losses, blind spots). It asks the user to articulate the avatar’s deepest desires, what she is tired of, and the beliefs that block her. The next section asks the avatar to describe her “dream solution” in concrete, outcome‑focused language. The “Red Velvet Rope” framework introduces a boundary system that separates clients who respect the CEO’s expertise from those who drain energy, and provides a checklist of non‑negotiable enrollment criteria. Finally, the workbook culminates in an “Avatar Statement” that synthesizes all previous insights into a concise, compelling paragraph that positions both the client and the coach as the ideal match. Throughout, the tone is instructional and empowering, encouraging the user to write freely, be brutally honest, and make strategic decisions about who is allowed inside their business.
Topics
Strategic Shift: From Quantity to Quality in Client Targeting
Reframes the core question from “who can I help?” to identifying the client who delivers the best results, values transformation, and is ready to invest.
Avatar Outer World: Demographic and Behavioral Mapping
Collects concrete data on age, relationship status, income, disposable income, weekly routines, media consumption, and buying decision style to make the avatar findable and marketable.
Avatar Inner World: Psychographic Deep‑Dive
Prompts the user to answer as the avatar, revealing night‑time anxieties, hidden fears, perceived losses, and blind spots that drive purchasing motivation.
Dream Solution Articulation: Outcome‑Focused Desires
Guides the avatar to state the specific, undeniable result she would pay almost anything for, moving beyond vague aspirations to concrete, sellable outcomes.
Red Velvet Rope Framework: Boundary‑Based Client Selection
Introduces a metaphorical rope that separates clients who respect expertise and take responsibility from those who drain energy, establishing clear inclusion and exclusion criteria.
Ideal Client Criteria Checklist: Non‑Negotiable Enrollment Filters
Provides a comprehensive list of traits (coachability, wealth consciousness, boundary respect, etc.) that become the enrollment filter, with a prompt to select the top three non‑negotiables.
Avatar Statement Synthesis: Consolidated Persona Narrative
Combines the outer and inner world data, desires, and criteria into a single paragraph that defines the highest‑tier premium client and explains why the coach is the right fit.