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Wellness Pro Podcast with Cate Stillman

Feb 22, 2022

Podcast Intro:

Yoga Health Coach, Courtney LaCava, is leading a successful journey for her course members as their health, wellbeing, and overall lives continually make deep improvements and transformations.  With this said, she’s still struggling with increasing enrollment each quarter and has a huge resistance to picking up the phone...  

In this coaching gym, Cate and Courtney discover her fear of being unlikeable, and how she gives up in the sales process when boundaries are set by her prospects.  Listen in for some great wisdom and action steps to overcome this fear and how it will, in the long run, lead to much greater likeability!

What you’ll get out of tuning in:

  • How to overcome common enrollment objections.
  • How to establish S.M.A.R.T. goals with prospects.
  • How to gain trust and likeability through marketing.
  • How to truly respect boundaries by pushing them.
  • How pushing boundaries through sales conversations leads to greater thrive.



  • Cate tells a story of being “out in the mix” during her travels and truly seeing what cultures are up against.
  • Cate talks about marketing in the 90’s and Deepak Chopra's infomercials.


  • 1:58- Polyvagal theory and the social nervous system. 
  • 4:15- Objections and the enrollment funnel.
  • 7:20- Process of overcoming objections- find money, a partnership of figuring it out.
  • 9:48- Shifting into S.M.A.R.T. goals
  • 11:32- Establishing trust.
  • 13:51- Working through objections with goal reflections.
  • 15:57- Getting more leads in the pipeline.
  • 17:52- Fear of reaching out as an ego protection mechanism.
  • 19:33- Remembering our “why” and reading our convictions to conquer the ego.
  • 22:02- Marketing as a spiritual practice.
  • 22:48- Overriding the safety over thrive mindset.
  • 25:09- Creating a funnel to address common objections.
  • 28:21- Safety as complacency which is unsafe.
  • 30:09- Going back to convictions over and over to stepping into more potential.


  • “If habits are their current trajectory that is leading year over year in the wrong direction, then that compounds.  So that actually gets worse over time.  And so you also want to know the trade-off in terms of that.”
  • “One of the things I know with sales is that it is so important to have enough leads to practice and practice and practice getting better at enrollment conversations, and if anyone has ever given you a no, it's a great opportunity to practice again with that same person.”
  • “The only way you know someone is really stepping into their potential is that they are making different choices.  They're making decisions fundamentally different than they have before.  So a lot of what we are trying to get in that ‘yes’ is a reconnection to intuition, to potentiality.”
  • “People need to be able to see your light in order to see their light if their light is shrouded with chronic inflammation.”

Guest Bio: Courtney LaCava

Courtney LaCava, MA, CAS discovered Ayurveda through her own health crisis with chronic fatigue in 2005. Through her Ayurvedic health coaching groups, she guides women to feel more alive, loving, prosperous, and radiant.