One of the things I learned in sales training was to always start with clear commitments. So when I first get on a call with a potential client, I confirm they have 45 minutes. Then I walk them through what to expect: we’ll spend about 30 minutes in a real coaching session so they can get a feel for what it’s like to work with me. At the end, if it feels like a good fit, I’ll invite them into my 6-week coaching program, and we’ll use the last 5–10 minutes to talk through next steps and answer any questions. If we’re running over, I always ask if they have an extra 5-10 minutes—I want to respect their time. Some people appreciate extra time, and others are strict with their schedule, so I never assume.