One of the fastest ways to burn out as a Sleep Consultant?
Spending hours talking to people who were never going to hire you in the first place.
It’s like trying to sell a wool sweater to someone who lives on the beach, you could be the best sweater maker in the world, but the answer will always be “no.”
Just like that, not every parent is your client.
And that’s a good thing.
Why Qualifying Matters More Than You Think
You have:
- A specific skill set
- A specific approach
- A specific result you help parents achieve
Your ideal clients have:
- A specific set of needs
- A specific timeline
- A specific parenting style
If those two things don’t match up, no amount of “convincing” will change the outcome.
And here’s the thing, this isn’t about being judgy, picky, or snobbish. It’s about protecting your time, your energy, and your mental health.
I’ve helped over 500 Sleep Consultants, and one of the biggest shifts they make early on is realizing they don’t have to take every client. In fact, the wrong clients can slow your business down more than having no clients at all.
The 4 Questions to Ask Before You Say Yes
When you qualify, you’re simply making sure the fit is right. That might mean asking yourself:
- Do they have the kind of sleep challenge I can actually solve?
- Is their child the right age for my methods?
- Does their parenting style align with my approach?
- Do they have realistic expectations and timelines?
Example:
- If you work only with babies 4–18 months old, someone with a 3-year-old isn’t a fit, even if they love you.
- If your approach is gentle and attachment-based, a parent expecting “cry-it-out in 3 nights” will feel frustrated before you even begin.
Qualifying = Your First Business Boundary
Think of qualifying as the first layer of boundaries in your business.
- The right clients will feel seen, understood, and confident they’re in good hands.
- The wrong clients will self-select out, and that’s exactly what you want.
At first, you’ll qualify manually by asking the right questions during early conversations. Later, you can set up systems like a clear sales page and an application form to filter automatically, so you’re only speaking to people who are ready and able to work with you.
Take a moment today, to think about your non-negotiables. What age range, approach, and timelines do you work best with? If you keep this visible, you can confidently say “no” when the fit isn’t right.
The fastest way to get clients isn’t by perfecting your website, posting on social media for weeks without a response, or spending hours on Canva. It’s by talking to real people. This is about starting those conversations, the kind that lead to real bookings, and making it feel natural, friendly, and fun.
In my flagship program ‘From Crickets to Clients’ we’ll do it together…
1. First we’ll be doing a deep dive into your pricing, packaging, and positioning, because if you can’t explain it, you can’t sell it.. period.
2. Then we organize all of this information into a 5-step signature method that becomes the foundation for your business.
3. Next I’ll teach you the 8 habits of Highly-Booked Sleep Consultants, because success isn’t random, it’s the result of repeatable tasks.
4. And then we’ll be putting all of this into action, because the fastest path to clients is to do the things that actually get you clients (and.. nope, that’s not posting on Instagram).
Most people think booking a client takes months. Nope. It takes the right person, the right conversation, and the right invitation. In my flagship program ‘From Crickets to Clients’, I’ll show you exactly how to connect the dots, so ‘getting clients’ stops feeling like a far-off dream and starts being a weekly reality.
