Building the $100,000 Coaching Practice

ostrow-logoMentorCoach is proud to announce the following exciting master class:

Building the $100,000 Coaching Practice

with Ellen Ostrow, Ph.D., CMC
12 classes of 60 minutes each
$595 (plus optional $75 for CEUs)
Dates TBD

Ellen was featured in a Super Star Interview with us on 7/23/10, joining the likes of Ed Diener, Marshall Goldsmith, Chris Peterson, Barbara Fredrickson, and Dan Gilbert. There was a huge audience. For information on the interview, click here. To hear her interview, download the mp3 or listen online.


There are many ways to frame an overall map to a $100,000 or more practice. An especially effective map involves using the Funnel of Trust to own a space in your prospect’s mind.

In Foundations, we discuss the metaphor of the Funnel of Trust. (For a review, look here.) This is a funnel in which the vast universe of your prospective clients are at the large top. They do not know or trust you.

As people’s trust in you increases, often imperceptibly, they move down the Funnel. At a point, say, 80% of the way down this funnel, people trust you enough to make an initial coaching call.

At the bottom of the funnel are people–friends, colleagues, clients–who know and trust you a great deal. People who would refer to you without hesitation.

Here’s the meta view. If you bring only a tiny percentage of the people at the top down to the 80% point where they call you, you will be flooded with clients.

How do you do that?

In order to move members of your niche market down through the funnel of trust to become your clients (and, again, you only need a tiny percentage), they need to know about you, believe in your competence, view you as someone who uniquely understands their needs, connect with you, and have you at the top of their minds when they are prepared to take action and hire a coach.

In this class, you will spend 12 classes with someone who has accomplished this with her own niche (women lawyers), who regularly coaches lawyers to successfully market their own services, and who can help you apply this approach to yourself and to your coaching.

Now, for those who would build a wonderful coaching practice, action is the coin of the realm.

And this class will help you TAKE ACTION to:

  • Define your niche
  • Understand the demographics and psychographics of your niche
  • Identify points of contact
  • Establish visibility
  • Establish credibility
  • Stay top of mind
  • Connect with niche members
  • Communicate your value proposition
  • Keep filling your pipeline
  • And to work with your own understandable ambivalence about taking this action in the first place. This can be feel scary. You will feel ambivalent. And there is a way through.

Ellen joined MCP 1 in April of 1998. At that time she had no coaching practice at all. She was in private clinical practice with an exhausting number of managed care clients, a fair number of whom had BPD (borderline personality disorder) diagnoses.

Over time, Ellen built a wonderful coaching practice that is well into six figures a year. She is nationally known in her field, working with women attorneys. See her bio below.

One of Ellen’s specialties has always been marketing. She now often coaches solo attorneys and partners in major law firms how to dramatically increase their rainmaking.

Ellen did not learn this in a vacuum. She learned this as she built her own $100,000-plus practice. She made many mistakes along the way. In this class, Ellen will also share with you her biggest mistakes, what she’s learned along the way, and what she wishes she’d known in the beginning.

Ellen is an extraordinary teacher. She spent a number of years teaching on university psychology department faculties, always receiving great evaluations. For MentorCoach, she developed and taught our original Master Class in Strategic Career Design, always to rave reviews. You will find her equally outstanding in this class.


“I’ve learned to trust myself and to no longer fear putting myself out there. It’s very important to me to be an authentic leader and now I feel like I am one.”

“As a working mother with two very young children at home, finding the time to market my services fell low on my list of priorities. My coaching goal was to establish a marketing plan that would enable me to grow my business without taking significant time away from my practice or my family. With Ellen, I defined my target client base. She showed me how to reach those clients largely through professionals with whom I already had established and comfortable relationships. Ellen’s coaching enabled me to reach out to these contacts in new and different ways and freed me to be more direct about my client needs. My business has grown exponentially based largely upon these kernels of wisdom from Ellen.”

“Ellen has been absolutely terrific on the calls. She has a wonderful way of pulling out the best in us while also helping us recognize the gender bias issues that influence our professional development.”

“I really appreciated the focus on the possibilities for the future rather than on the mistakes I’ve made in the past.”

“I’ve avoided thinking about these things for so long, and now I feel liberated at the prospect of addressing them.”

“I had no idea that among us we could create so many connections to people and resources that we need. The process is transformational.”

“Now I have the courage to confront difficult situations.”

“It helps to realize that it’s not just personal. People often resist change. I have good company in dealing with the resistance.”

“There’s so much power on this call. It gives me the energy to keep going.”

“I can’t express to you enough the benefits I am seeing from your program. My rolodex for referrals and contacts to obtain referrals went from 0 to 40 since our first discussion about marketing. This is just the beginning and I have a lot more follow-up work to do. I have been invited to speak at three places with two definite dates for speaking. I never before understood the importance of this until your coaching program. I guess it made the light bulb go on in head.”

“Your comments were so ‘on target’ not only for new lawyers but perhaps even more so for women litigators like me (with kids) who have successfully practiced (by working really hard) for 20 years without “rainmaking,” but now find the need to start doing so. I have come to the conclusion that I need to do more rainmaking in order to move upward in the firm. You inspired me to try to become focused and to take action. I greatly appreciated your presentation.”


Refund Policy

You may withdraw your registration at any time before the beginning of the second class and receive a full refund. You are responsible for the full tuition amount if you do not withdraw before the beginning of the second class.


ellen-ostrow-newEllen Ostrow, Ph.D., CMC is a psychologist, executive coach, and the founding principal of Lawyers Life Coach, LLC, a firm specializing in leadership, business development, career, diversity and work/life integration coaching for lawyers and consultation to legal employers.
She is particularly known for her work helping women and diverse attorneys to overcome barriers to their advancement and to achieve career success without compromising the quality of their lives. She is also passionate about positive psychology and, where appropriate, actively applies it in her work.

In the 90’s, Ellen was in a full-time private practice seeing clients in Silver Spring, MD and in Washington, DC.

Weary of struggling with managed care, she enrolled in the very first Foundations Program, MCP 1, in 1998. Over time, her choice of a coaching niche was influenced by the presence of many women attorneys in her downtown-DC psychotherapy practice.

She recognized that, rather than seeking help for the kinds of problems for which psychotherapy was designed, many of these bright, high-functioning lawyers were trying to cope with the challenges of working in an extremely demanding profession, the norms of which reflected the lives of men far more than those of women.

So Ellen founded Lawyers Life Coach LLC to provide professional coaching services to women – and men – attorneys wanting to achieve professional success without sacrificing those things that made their lives meaningful and fulfilling.

Since founding Lawyers Life Coach in 1999, Ellen has gained international recognition for her work advancing women in the legal profession and on issues related to attorney well-being and is truly deep in her niche.

She has been invited to address the American Bar Association, the National Association of Law Placement, the National Association of Women Lawyers, the state bar associations of Arkansas, Connecticut, Florida, Georgia, North Carolina, Oklahoma and Texas, the women’s bar associations of Birmingham, Alabama, the District of Columbia, Florida, Georgia, Maryland, New Hampshire, North Carolina, Texas and Virginia, the Trial Lawyers Associations of New York, Ohio and Virginia, the New York City Bar Association, the Judicial and Bar meetings of the District of Columbia and New Orleans, and the National Institute for Women Corporate Counsel, the Georgia Association of Corporate Counsel and the Atlanta Association of Corporate Counsel.

Ellen is particularly proud of her participation as a faculty member in the Hastings Leadership Academy for Women Lawyers, the ABA Commission on Women in the Profession’s Women in Law Leadership Academy, and the MIT Workplace’s Advancing Women in the Profession conference.

Ellen was honored to participate as the only non-lawyer and non-Harvard graduate at Harvard Law School Celebration 55: The Women’s Leadership Summit. Presenting to the Department of Justice Canada’s Women of Justice Person’s Day was another career high point, as was her invited address to Yale Law School and the University of Utah’s Presidential Commission on the Status of Women.

Ellen’s newsletter, Beyond the Billable Hour, has been reprinted by 30 print and electronic legal publications throughout the world and in multiple languages. She is a contributing author for The New York Law Journal, Perspectives (the publication of the ABA Commission on Women in the Profession), the Legal Times, the Complete Lawyer, Lawyers Weekly USA, Trial Magazine and The Woman Advocate (2nd ed.).

Widely sought for press interviews, Ellen has been quoted in the New York Times, the Washington Post, the Baltimore Sun, PINK Magazine, Working Mother Magazine, MORE Magazine, Health Magazine and Psychology Today as well as many legal publications including the ABA Journal, Washington Lawyer, Of Counsel, the Legal Times, Perspectives, the Florida Bar News, California Bar Journal, and the Advocate.

Her work is described extensively in Sylvia Ann Hewlett’s Creating a Life and Joe Robinson’s Work to Live.

Ellen is Co-Chair of the Board of the Third-Path Institute and a member of the Advisory Committee of the Lawyers Assistance Program of the District of Columbia Bar. She received her Ph.D. in psychology from the University of Rochester in 1980 and her coach training and certification from MentorCoach.

After earning her Ph.D., Ellen served on the psychology department faculties of three universities and as a staff psychologist in the counseling centers of four universities. She entered full-time independent practice in 1987 and became a managing member of a multi-disciplinary group psychotherapy practice in Washington, D.C. and suburban Maryland until transitioning into coaching and consulting.

Ellen lives in Silver Spring, MD with her husband of 25 years and their two cats. Her son is entering his junior year at the University of Nevada, Las Vegas. Her step-daughter has an MBA, works in the HR area and lives in Bel Air MD with her husband and two beautiful children.

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