How To Fill Your Calendar With Prospects

Here are the keys to how I’ve filled my calendar consistently with potential clients over the past couple of years.

PHASE 1 :: Build Foundational Skills

1. Practice Connecting –
Start by learning how to connect, how to ask great questions, be curious, be interested instead of interesting and make people feel comfortable. Focus solely on this for a week or two, focus on just connecting with everyone you meet paying close attention to what works and what doesn’t.

2. Practice Invitations –
Always be practicing invitations because it’s a skill. As you connect with people, always be ready to ask them, “What’s your biggest challenge right now?” . . . then listen deeply and ask a few questions to open up space for an invitation. Do this with everyone, Uber drivers, friends on Facebook, everyone. Learning to help people feel felt and heard makes inviting easier so focus totally on practicing invitations. Not just to coaching, but to everything. The movies, a seat on the subway, whatever – immerse yourself in it. Read more

The Tale of the 7 Sales

One of our coaches and mentors, Rich Litvin, often talks about the 4 sales in coaching.
#1 – The 1st sale is to yourself as a coach. You have to be enrolled in your own value and ability to serve others powerfully.
#2 – The 2nd sale is to the conversation. You have to connect with someone first and then enroll them into giving up their most precious resource (time) with the promise that you will help them in some way.
#3 – The 3rd sale is selling your service. And this is the sale most of us focus on. Yet this sale is predicated on the power of the previous ones.
#4 – The 4th sale is to your potential clients family, friends, advisors, etc. – anyone else they speak to before or soon after they pay you, because if your client can’t explain exactly how you’re going to help them do awesome shit, they’ll likely undermine the sale.

I love this model because it really asks you to look at how the enrollment process is a series of creations instead of building up a ton of pressure on the one big SALE. But I don’t think this model goes far enough. I think there are a few more sales that occur. Read more

The Art of 5 Minute Coaching

I realized recently during a conversation in one of the Coaching Dojo’s I’ve been running that the reason I’m so good at doing 5 minute or “speed” coaching is that I’ve learned the art of creating a single moment really well. You see, much of coaching is about creating a whole arc of experiences, but speed coaching is all about creating one really powerful experience.

After I realized this, I realized that this skill has a lot of application to the rest of the art of coaching as well. In many ways, our job as coaches can be broken into three phases:

  1. Creating safety
  2. Stepping into possibility
  3. Moving from possibility

What I’ve noticed is that most coaches step over the first two of these steps and try to get clients right into the third stage. Which is a problem because it’s hard to help someone have a deep experience of possibility unless you create safety and you know how create a clear and powerful moment of possibility.Read more

On Seeing as an Art Form

(Context described in 3 Key Coaching Pillars)

Excerpt from “Oil Painting Secrets From A Master

“What is painting? Painting is visual. If you cannot see, you cannot understand what painting involves, which is seeing in a totally different way from the seeing that takes place in everyday life. You must hear what the teacher expresses verbally and then see with your own eyes the translation in reality. Obviously, you can’t see it with the teacher’s eyes. You can’t learn about painting through someone else’s experiences, only through your own. Read more

3 Key Coaching Pillars

I believe coaching is an art form. There are SO many ways to coach and none are inherently good or bad. The choices are dependent on the situation, the coach, the client, the delivery, the emotions, the container, the context, and so much more.

However, amidst all of the choices, there are 3 “pillars” that create a powerful foundation.

If one of these pillars is underdeveloped, your coaching will suffer as a result. And alternatively, you can continue to strengthen each of them to improve your coaching. Read more

A Short Guide On Responding To Clients With Nothing to Talk About

Every so often, a client will show up to a coaching conversation saying: “I don’t know what to talk about.”

When this happens it can be tricky to know how to respond especially because it can trigger fears many coaches including myself have. Fears that we aren’t actually good at what we do, fears that we’ll run out of things to coach around, and fears that we can’t possibly justify the high fees we charge just to ‘talk to us.’

However, this is actually an amazing opportunity, if you understand why it’s happening and learn how to serve your clients powerfully from this place.

In this guide, I offer some of the most common problems I’ve encountered with clients who claim they have nothing to talk about, and offer some ideas for how you might address this as a coach. Of course, I don’t want to give the impression that this list is comprehensive or that these solutions are perfect.
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Capacity vs. Insight

If you want to change the lives of your clients, you can’t just change the surface of their lives. You have to get down underneath the stories and beliefs and shift the foundational principles that rule their lives. But in order to do this, you have to guide your clients passed their normal blocks and into a place where this kind of deep transformation occurs.

And I’d like to share one distinction I’ve found incredibly valuable in this pursuit.

Coaching for Insight Vs Coaching for CapacityRead more

The 5 Whys Blueprint

Every coach with a desire to do deep work, longs to help create a powerful shift in each and every conversation. And while the depth that you go with a client is dependent on many factors, the place you start from is perhaps the most important.

Imagine if you had to have a bullet removed from your shoulder. Would you want the doctor to open up your chest and go up to search for the bullet? Or would you prefer they find the spot the bullet entered and dig into the hole it made to find it and pull it out?

If this answer seems obvious it shouldn’t be. Many coaches out of ignorance, enthusiasm, or both start performing open chest surgery before truly understanding where to begin their work. Read more

The Primacy of Practice

Perhaps the best lesson I’ve had to learn over and over again as a coach is that there are no shortcuts to greatness. There is no secret to being a better coach, no secret to learning to master enrollment. These things require knowledge and understanding, yes, but more importantly, they require experience. Read more

The Art Of Transitioning From Serving To Selling

After reflecting on my own experience of enrollment, talking to a myriad of coaches about their challenges, and spending hours thinking and studying the process of enrollment itself. I’ve found there are 3 places coaches typically lose clients. While these places are subtle and at the edges of where we often put our attention, mastery of these 3 weak points can lead a coach to vastly improve their chances in creating clients in a skillful and honorable way.  Read more