Archives for:
“Enrollment”

ODSC Framework #19: The Shift – Highlighting

“Am I creating Shift?” That’s a common question and common struggle for coaches who are challenged by this phase of the coaching conversation.

In the previous ODSC video, Toku talked about the desire for a process to follow to assure that a Shift is happening for the client, and how knowing where you’re going, and the context of the conversation for you as coach, and them as client, is an important component for helping facilitate Shift.

This session, Toku “highlights” one of several tools that can help draw attention to The Shift: Highlighting.

Read more

ODSC Framework #14: The Shift – The Commit

Are you setting up opportunities for your client to make a powerful choice, a powerful commitment?

Toku shares three tools for setting up the opportunity for your client to make that powerful decision: the Energetic commitment, the Structural commitment, and the “In the Moment”/Take Action commitment.

Use these in your coaching conversations or your proposal conversations… any time you want to use choice and commitment as a lever to help create a powerful shift.

Read more

ODSC Framework #11: The Shift – Creating the Shift

In this post, we “shift” our focus from the Drop to the next phase of the ODSC framework, the Shift.

Are you looking for ways to create a more powerful shift in your coaching conversations? Do you want optimize this technique to find the root problem that your client has? Toku shares a few key points he uses to achieve that optimization.

Read more

ODSC Framework #7: The Drop – What’s It All About?

In this post about the four key parts of an incredible coaching conversation, we’re transitioning out of Part 1: The Open, and into Part 2: The Drop.

Do people seem to enjoy a session with you but they never get to the point of hiring you? Do your clients try to run away or lock up when it’s time to talk about money? One reason could be that you’re not handling the second phase of the framework, the Drop, as artfully as you could.

Read more

Articles on The Power of Practice

One of the things I love to do is read up on the Power Of Practice. Below are some of my favorite articles on this subject.

Harvard Business Review: “The Making of an Expert”
https://hbr.org/2007/07/the-making-of-an-expert

Business Insider – “A top psychologist says there’s only one way to become the best in your field — but not everyone agrees”
http://www.businessinsider.com/anders-ericsson-how-to-become-an-expert-at-anything-2016-6

eLearning Industry – “7 Gold Standards Of Deliberate Practice: Why Max Verstappen Has No Talent”
https://elearningindustry.com/7-gold-standards-deliberate-practiceRead more

Where Do You Find Clients? (Video)

Honorable Enrollment Video #3

Toku shares: “Coaches tell me all the time: I don’t know where to find clients. Here’s how I’ve learned to create a mindset that reveals opportunities for service everywhere you go.”

Creating a Powerful Context (Video)

Honorable Enrollment Video #1

This is the first of a series of videos all about uncovering the incredible opportunities to serve your prospects during the enrollment process.

Toku shares a video about why it’s essential to define what motivates you in order to create a strong foundation for serving and enrolling clients.

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