MM Newsletter - Inner Firewalking

MM 98: Make Your Business Economy-Proof

1. Announcements/Offers

What People are Saying About ’10 Super Coaches’

To find out how 10 ordinary coaches are earning $30,000 to $1.4 million per year, and how you can do it too, click here:

10 Super Coaches

“I was working on a marketing strategy that was going to cost quite a bit of money when I bought the ebook. It made me realise there is a MUCH more direct, and less expensive method. Saved me several hundred pounds and gave me a kick up the rear end to do something else. Thanks!”

Neil Gilbranch, United Kingdom

“David, the product is awesome! I cannot express it any other way. I’m still digesting the nuggets on every page and relishing every interview. Thank you for the your brilliance in its development.”

Heather Fraser USA

Visit 10 Super Coaches

First Time Author Pre-Booked on Oprah???!!?

I’ve known Ariane for a little while and love what she is creating. Ariane is committed to helping people through life changes- big and small, personal and professional, even social and global! Her company, TheFirst30Days.com, covers dozens of these changes. She has recently published her foundational book, The First 30 Days; Your Guide To Any Change (and Loving Your Life More) . And before her first book is even published, she’s pre-booked on Oprah!

Go to Amazon and pick up a copy of this great book. If you don’t find it worth way more than you paid for it, contact us and I’ll mail you a check for your purchase price 😉

2. FEATURE: Make Your Business Economy-Proof

How is your coaching business doing in this slow economy?

Would you like to learn sound business practices that will boost your business
no matter what the economic conditions?

Think Positive

The first place to begin is with journaling. Buy a 99 cent notebook and start journaling about what was great the day before. Write one or two wonderful things from yesterday – even if it is that you walked your dog! It must be something that made you feel good and the bigger your sense of satisfaction and accomplishment, the better. Do this daily starting today.

The purpose of the above exercise is to keep you focused on the positive while you grow your business.

Get Accountable

Secondly, put in place someone that you can be accountable to. A spouse is a possible choice because they are tied to how well your business does, as long as it doesn’t bring up fights. Set up weekly meetings with your accountability person and go over the following:

1. Money received this week

2. Money received so far this month

3. Number of new clients this week

4. Number of new prospects this week (or number of
exploratory coaching sessions)

5. Number of new subscribers this week

These two steps, journaling and weekly accountability, may help you to overcome many blocks you might currently be up against.

Now that you have the basics in place, we can start on building your business to be recession-proof!

Find Your Niche

In building a business, you want to identify a niche. Don’t worry about being too specific because
your business will grow and expand to similar niches. However, starting out, you
will want to FOCUS on only one.

Here are some questions to get you started in finding the right niche for you:

1. Will it be fun?

2. Will they pay you? Can they afford you?

3. Are they experiencing pain or profit? (This is a good one. If they are experiencing pain, or a problem, how can you provide a solution? Or is there big profitability in what you’re helping them with?)

4. Can you find them? (This question will tell you if you are not being specific enough.)

5. How well are they served? (Do a lot of other businesses cater to them?)

6. Can I build alliances?

Find Your Clients

Okay, now that you have discovered your niche, it is time to start building your client base!

1. Start by listing everyone in your niche. Say you are catering to pet grooming salons, list all the salons you can find. Do you see a worldwide potential?

2. Using the list you have made, make your goal to get your newsletter to every one.

3. List all the trade publications and submit your articles for print.

4. Speak at the next conference.

5. Identify vendors and explore the possibility of a partnership or alliance.

6. Identify all national and global associations and contact about the possibility of an alliance.

Make sure that every step of the way you are journaling and holding weekly meetings with your accountability partner.

If you are clear on who your clients are, you live in their world, and you are very visible to them, you will be amazed at how quickly your coaching business will grow!

***

This is from David’s interview with Ernest Oriente in 10 Super Coaches Share Their Secrets if you are looking for more inspiration from successful coaches.

Action

1. Start a daily journal. Write what was great about the day before!

2. Find an accountability partner and schedule weekly meetings. (Could be a
spouse or close friend or a mentor coach.)

3. Define your niche.

4. Research any national or global association related to your niche.

5. Post the actions you will take at the blog.

6. What additional steps would you suggest your fellow coaches take? What is working for you right now? What has worked in the past? I invite you to share it on the blog.

***

Enjoy!

P.S. Got a comment on this article? Please add it to the blog.

MM #97: Accountability for Personal Power

1. Announcements/Offers

When did ‘Ten Super Coaches’ Become ‘Seventeen Super Coaches!?’

With your copy of the ’10 Super Coaches ebook’ you currently get a free expansion pack including another seven interviews!

To find out how 10 17 ordinary coaches are earning $30,000 to $1.4 million per year, and how you can do it too. Click here:

http://www.10SuperCoaches.com

“Why reinvent the wheel when you can see how successful people are already producing results you want? Don’t hesitate, buy it today. The ’10 Super Coaches’ ebook has given me the confidence and inner strength I needed to build my business, I have been able to fine-tune my fees, and I have offered sample sessions with success.”

Denise Simons, New Zealand
RELATE Coaching

Visit 10 Super Coaches

2. FEATURE: Accountability for Personal Power

Sometimes when you are coaching or delivering a service, the client doesn’t hold up their end of the agreement. For example, perhaps they didn’t do their “homework”, following through on a commitment, or even call on time. Wouldn’t it be great to hold them accountable?

And if you haven’t already guessed it, it’s best to start with ourselves. Where are we not holding ourselves accountable for what we say we’ll do?

Often in our society, these commitments are glossed over. Don’t worry about being late, missing all your deadlines or not doing what you said you would. People don’t usually hold you accountable, and we let them ‘slide’ on things too. It’s an unspoken deal.

However, not doing what I say I will do, creates a loss of power. I’ll trust myself a little less, and people will trust me a little less. My word has less power the more I say something and not follow through. Can you see this in your life? As coaches, as people committed to being extraordinary, we have a chance to create something different – something unusual.

The coaching relationship can be a new way of relating for some people: being accountable for what we say and do. Wouldn’t it be fantastic if everyone took on this new relationship model? Let’s be a model for accountability.

Have you ever intended to do something, but it didn’t happen? “I really wanted to write my vision BUT I didn’t have time.” Intention is great but a true commitment to what you say is something different.

Coaching Questions

Here are some questions to ask a client who is not following through on their actions (and of course you can apply these to yourself). Let’s find the source of the resistance:

1. What is in the way? What is preventing you from doing this task?

Answer honestly. This may be a major block for you to work around. This also may be a signal to tell you that what you set for yourself is not really what you want to accomplish.

2. What are the benefits of completing the action?

Get in touch with how good it will feel to get the results.

3. What is the cost of not doing the action?

Really getting present to how life will be if the action is not done can be a big motivator.

4. Is this a commitment for you, or just a good idea?

Are you telling yourself, “I’ll do it.” or are you saying, “It is a good idea and if it’s convenient, I’ll do it.” Let the client know they have options. They don’t have to just agree or disagree. They can also counter offer and negotiate.

5. Would you like to drop this action or commitment?

Once I told a client who continually failed to write her newsletter: “Drop it. I’m sick of you saying the same thing every week. Let’s drop this as a goal”. And she replied: “That feels terrible. No way – I really want to do it”. And the next week it was done. Threatening to take the goal away was very powerful, and fun!

Practices

Here are some practice strategies I suggest for myself. You might like to take one of these on for yourself this week, and have any of your clients practice it as well.

1. Honor your word.

Honoring your word means that you do everything you say you are going to do. So you will need to choose what you say carefully. When someone says “Call me tonight”, if I’m not committed to it I say “I may do that, and if I don’t feel free to call me”. If someone says “Give Bill my love when you see him” I say: “I will if I think of it”. If someone says are you coming to my party tomorrow night I might say: “I’m not sure how my energy will be tomorrow, and if I feel good I’ll come”.

Also you may wish to practice saying “no”.

If you’ve said something and you don’t want to follow through anymore or you can’t, always communicate as soon as practical to renegotiate and empower the other person.

2. Under-promise and over-deliver.

Under-promise and over-deliver means…well, let’s give an example: instead of agreeing to finish a project by Thursday, tell them Monday and have it done by Friday!

Not only will you build your self-esteem but you will also build the appreciation and respect of others. They will know what to expect from you and will want to communicate with you more often. People will know they can count on you.

3. Create a structure

If I’m committed to doing something, I’ll often put a structure in place to get it done. You can use this for yourself, and of course encourage your clients to tell you the structure they will create to ensure something gets done. Their structure might include lots of notes posted everywhere, getting their secretary or spouse to give them reminders, or adding it to their scheduling book.

***

Action

What we learn is just insight without the application of practice. To really learn it, we must practice.

1. Say “no” three times this week!

2. Under-promise and over-deliver three times next week.

3. Pick a goal you want to move forward on, and put in place a structure to support you moving forward. (e.g. reminders, motivational picture, asking a buddy to call you, working with a coach).

4. What ONE THING did you get from this article the blog that will be most useful to you going forward? Post at the blog.

***

This was taking from the ‘Top Coaching Techniques’ self-study program. If you want more ideas to improve your coaching visit: Top Coaching Techniques.

Enjoy!

MM #96: Sign More Clients With Powerful Questions

1. Announcements/Offers

What People are Saying About ’10 Super Coaches’

To find out how 10 ordinary coaches are earning $30,000 to $1.4 million per year, and how you can do it too, click here:

10 Super Coaches

“Why re-invent the wheel when you can see how successful people are already producing results you want? Don’t hesitate, buy it today. The ’10 Super Coaches’ ebook has given me the confidence and inner strength I needed to build my business, I have been able to fine-tune my fees, and I have offered sample sessions with success.”

Denise Simons, New Zealand
RELATE Coaching

David, the product is awesome! I cannot express it any other way. I’m still digesting the nuggets on every page and relishing every interview. Thank you for the your brilliance in its development.”

Heather Fraser
USA

Visit 10 Super Coaches

2. FEATURE: Sign More Clients With Powerful Questions

As Coaches, we are always looking for ways to better the lives of our clients. But how can we help someone if they cannot commit to using a coach?

When doing a trial session with a new prospective client, we first must assess if they are in need of a coach. Let’s face it- there aren’t too many out there who aren’t!

Then we have the opportunity to show them how we can help to improve their lives. For a client who does not know what they want or is slow to make decisions, this can be a difficult task.

So I am going to let you in on a technique that will eliminate excuses before your trial session even begins!

The Secret

The secret is in the “what”.

It is said that ‘what’ questions really help people to access their own wisdom.

A ‘what’ question serves as an open-ended question that they can’t only say ‘yes’ or ‘no’ to.

I know what you are thinking, ‘This is great but how can I use it to eliminate excuses before the session begins?’

Great question!

The best way is to ask your prospective client to work out what information they need to be able to make a decision. In other words, have them write down, before the session, what they would need to know to be able to make a decision about setting up a coaching structure for their goals.

This is a fantastic opportunity to coach them through the decision of getting a coach! Give them their “homework” before the trial session by having them write down what they need to know in order to make a decision.

This is a really powerful technique that makes them take a look at themselves.

Examples

What are your current frustrations?
What would you like to change in your life?
What information do you need to make a decision on coaching?
What other people do you need to talk with before getting a coach?
What is the value to you of completing your goal?
What would it take for you to be really happy right now in this
conversation?
What would you need to achieve in 3 months to know hiring a coach was a great decision?

Action

Add “what” questions to your website if you have a form they can fill out to request a session.
Add some “what” questions to your introductory emails that help to prepare your prospective client for their trial session.
Let us know your “what” questions at the blog!

***

Enjoy!

P.S. Got a comment on this article? Please add it to the blog.

MM #95: How to Get Fantastic Testimonials

1. Announcements/Offers

What People are Saying About ‘First Fifty Clients’?

Simply Brilliant!!!!!

I listened to the disc for the first time on Monday and have already booked 45 people for exploratory sessions. I may have to extend my goal to 100 people in 100 days. I never knew I could inspire people to take advantage of a free session. You have motivated me into action and I wish to thank you for this. ” – Loretta Digger, UK

Visit First Fifty Clients

2. FEATURE: How To Get Fantastic Testimonials

Testimonials can be extremely valuable to a coaching business. Not only do they show prospective clients that you have successfully worked with others, they show YOU that you have made a difference in your client’s life or company. Yet many people are afraid to ask for them.

Getting testimonials is easy and in my CoachStart™ Manual I give you all the steps you need.

Let’s summarize a few here…

It’s important to get at least three good testimonials. They can be short, but should promote your credibility, confidence, and services.

You must also get their permission to use the testimonials publicly, in your brochures, website, portfolio, etc.

The more information you can include, such as full name, title, company name, email address, etc. the more credible the testimonial. If you can get a picture, even better!

Through Instant Audio you can even have them call a phone number and record their testimonial – then add a link to the testimonial on your web site.

Quick Testimonial Tips

Get in the habit of asking for a testimonial each time you finish up with a client or when they are particularly excited about something they’ve achieved with your help
Don’t be afraid to ask someone you’ve given just an Exploratory or Trial session to.
Start collecting positive e-mails and letters now – this will give you a good start in asking for testimonial later. You may even just use those e-mails! (with permission).
I suggest tweaking it to the language you want, and then ask the client for approval of the final edit.
When you speak to a club or company, get agreement in advance for a testimonial.

Sources of Testimonials

Possible sources of testimonials include your friends and colleagues.

Let them know you are starting your Coaching business and ask them to jot down how you have helped them – managing former employees, counseling someone on a problem, or just giving advice that really helped them. Or offer them a coaching session so they become one of your first clients!

Of course your actual clients are a great source for testimonials. If you are new, you can offer free coaching for a month on a particular topic in return for a testimonial. Past clients of any type can also give testimonials, even if not specific to coaching. Statements such as “Thank you for helping me with my relationship goals – you’ve made a difference” are powerful statements.

Use Your Testimonials

Once you’ve gathered your testimonials, print them out, put them on your website, share with prospective clients – Use Them!

Action

Jot down the names of six-ten people whom you have assisted in some way in the past.
Ask these people to email you with 1 paragraph on how you have helped them move forward in their life.
If you like, share some of your favorite testimonials at the blog!

***

This was drawn from The CoachStart™ Manual, found together with hundreds of dollars in free bonuses, here.

Enjoy!

P.S. Got a comment on this article? Please add it to the blog.

MM #93: How Do I Write My Coaching Agreement?

1. Announcements/Offers

What People are Saying About ‘First Fifty Clients’?

Simply Brilliant!!!!!

Visit First Fifty Clients

Brief Note From David
Hi guys, quick note to say I’ve been traveling the last 3 months – California, Australia, and my brother’s wedding in the Cook Islands. Now that I’m back in New York I’m feeling more business energy gradually flowing in my veins, and turning my attention back to how YOU can fill your practice with clients. So stay tuned to more from SolutionBox. Cheers,David

2. FEATURE: How Do I Write a Coaching Agreement?

The CoachStart™ Manual includes a special bonus that you can use in your coaching business – an actual Coaching Agreement with my policies and procedures included! This is a great tool to get you started as you create your own personal coaching agreement. Below I have given you some ideas to craft your own Coaching Agreement. Please note that I am not an attorney, so I recommend that you get legal advice and not to rely on this agreement for legal protection. Let’s begin.In your Coaching Agreement with each client, you’ll want to specifically detail what your client will receive, what you expect of them, the fees, and what they can expect from you. The following sections are important:

Coaching Sessions

Here you should lay out how many sessions you will have each month and the type and length of each session. Identifying extra services including e-mail availability, extra check-in calls, referral opportunities, etc. These bonuses in the Coaching Agreement add value and let your clients know you are available to them when needed.

Expectations and Self-Coaching

I expect each of my clients to e-mail me a Self-Coaching Form before every session. In the Coaching Agreement, I detail the value and importance of this document. The Self-Coaching Form will make each session more productive, efficient, and will DOUBLE the value they receive from your coaching sessions! Basically the Self-Coaching Form includes what they learned this week, what actions they completed, what actions they didn’t, etc. Think what questions you ask often in your coaching sessions and create your own form.

Rescheduling and Billing

Be very specific on whether or not sessions are cancellable and give them time-specific rescheduling options. Billing should always be in advance. It’s a good idea to offer discounts for paying multiple months in advance, such as a 25% to purchase 3 months of coaching. After six months, I offer coaching options of just one session a month with e-mail support.

Termination and Non-Refundability

This is where you again remind them of the importance of their investment and that the agreement can be cancelled only at the end of a billing cycle. I prefer to allow cancellation at the end of a particular month – so they aren’t thinking every session “should I keep going or not?”Some coaches don’t give refunds – I certainly didn’t. I want the client to have a huge stake in the relationship, and to MAKE the time worthwhile.

Liability

Again – you should seek legal advice on this section. I’ll just raise a few of the issues that can come up in a worst case scenario:

– client changes career, new career doesn’t work out, client sues you

– client takes action at work and gets fired, client sues you

– client turns out to have a history of mental illness and you were playing with fire, client harms self or others, client or family sues you

– client starts a new business which fails, client sues youFor more information on liability check with a lawyer. Also, see if you can get liability.

And

– International Coach Federation members can get professional insurance here. ***

This was drawn from The CoachStart™ Manual, which can be found together with hundreds of dollars in free bonuses here.

Action

1. Write out what your monthly coaching service will include.

2. Describe what you expect of your clients.

3. Describe what your clients can expect of you.

4. Share your thoughts and ask questions at the blog!

* * *

Enjoy!

P.S. Got a comment on this article? Please add it to the blog.

MM #92: Your Speaking Process

1. Announcements/Offers

How Did These Coaches Set Up Their Businesses So Quickly?

You can save yourself the hundreds or thousands of dollars you may have paid a mentor coach or training school. After personally mentoring sixty coaches and founding a coach training school, I’ve compiled everything I know about starting a successful coaching practice in one easy-to-follow Manual.

And it’s wonderful to see such huge results like this:

“I can’t think of a better investment or more profitable long term step for an aspiring coach to take other than purchase and devour the CoachStart Manual. I used this guide as my Bible when commencing my coaching business and my first 12 months generated revenues over 6 figures….well in excess of my plans and expectations. For a fast start to your business I strongly recommend its use, you’ll gain confidence and turn your dreams into reality.”

Ken Wright, US

www.TheWrightCoaching.com

“I’ve already recouped the costs of the First Fifty Clients and the CoachStart Manual in coaching fees in 3 weeks.”

Eddie Smith

Houston, Texas

www.lifecoachingtoday.com

So, let’s get started! Get your CoachStart Manual in the next 5 minutes at http://www.coachstart.com/, and start building!

Visit a 6 Figure Coach

Last year we had a fantastic call with Ken Wright. You can find more about this coach, who made 6 figures in his first year of coaching, here:

http://www.thewrightcoaching.com/

(And you can sign up for his newsletter, “Tips to Lead the Wright Way”, on the front page, bottom right)

2. FEATURE: Create Your Speaking Process

Here’s a simple process to print and post up on your wall. Add some deadline dates too:

1) Pick a sexy sounding topic that you care about.

(Hint: solve a key problem for people)

2) Pick four key tips or solutions around that topic.

3) Draft an outline for your speech.

(Hint: powerpoint is a simple way to keep you on track, but don’t put your whole speech on it, just bullet points)

4) SET A DATE and invite your friends to hear your speech – before you even have it ready.

(Hint: they’ll give you written testimonials at the end, and verbal suggestions to improve it)

5) Put together an impressive looking bio with picture of you.

6) Join the National Speakers Association and go along to local meetings.

(Hint: find out who fields requests for speakers, and let them know you’ll handle any free request to speak, just for the experience)

7) Call your local public service groups (e.g. Rotary, Zonta), and get on their roster.

(Hint: negotiate in advance a testimonial letter from every single speech. You’ll sometimes get an offer of a paid speech out of your free speeches.)

8) After 3 speeches, quote a $200 or $500 fee per speech.

(Hint: if people baulk, you can always drop your price)

***

If you would like the full chapter on speaking to get clients or if you would like to see the other chapters included in The CoachStart Manual™, you can find them here.

Action

Print out the steps above.
Add your deadlines next to each step.
Post it on your wall
Get started on your first step and post at the blog what you will do by when, for accountability.

* * *

Enjoy!

P.S. Got a comment on this article? Please add it to the blog.