BUSINESS DEVELOPMENT TECHNIQUES
- Selecting good lead sources
Learn where good leads come from, and how to mine them for their full value.
- Keeping leads interested
Learn how to develop low-cost outreach programs that keep your coaching value in front of potential future clients.
- The three elements of business growth
Learn how to integrate new client acquisition, increase revenue per client and increase follow on sales.
SALES AND MARKETING
- Up selling and cross selling
Learn how to structure up-sell and cross-sell approaches, and to spot opportunities where they can work.
- Strengthening your closing
Learn why closing “techniques” do more harm than good, and how to structure sales that “close” themselves.
- The tactical arsenal
Learn the best methods for getting your message out in the most effective ways possible.
- Overcoming rejection anxiety
Learn how to create selling interactions where “No” cannot be said.
- Continually improving your coaching style
Learn how to generate significant feedback from your clients about what you do well and what you should improve in your coaching style.
- Mastering the art of satisfying clients
Keeping a client is a key to continued success. Learn techniques to continually grow client loyalty and satisfaction.
- The power of referrals
Learn active rather than passive referral methods.
Coaching Skills Modules
- Module 103: Tuning into the Client
This module teaches the skills needed to deeply hear what the client is saying and what the client is not saying.
- Module 104: Powerful Questions, Observations and Requests
In this module, you will be introduced to the concept of powerful coaching and the use of questions, observations, and requests as powerful coaching tools. You will learn and practice who you have to be as a coach to make powerful questions, observations, and requests, as well as how to make powerful questions, observations, and requests.
- Module 105: Building the Client
In this module, you will learn specific skills and how to use them to allow clients to more fully access their strengths, greatness, assets, and most importantly their belief in themselves.
- Module 106: Growing the Client
In this module, you will learn how to ask clients for more, in a manner that demonstrates complete trust and faith in them, while challenging clients to do more than they thought they could and/or to think in a completely different way.
- Module 107: Achieving Client Goals
In this module, you will learn how to coach clients to identify goals and create a plan to achieve them. You will learn how to coach clients about the many components of goal setting and achievement.
- Module 108: Truth
In this module, you will learn the differences between your coaching truth, the client’s truth, and objective truth. You will learn how to recognize each type of truth and how to use each type of truth as a coaching tool.
- Module 109: Play
In this module, you will experience and learn how to use play, curiosity, and lightness as a coaching tool. In addition, you will learn coaching skills that assist your clients to access their own creativity and lightness.
- Module 110: Coaching Change
In this module, you will learn the stages of change. In addition, you learn skills that will enable you to coach clients in a manner that will allow clients to identify change, the stages of change, the end result of change, and how to move through change without struggle.
Coaching Issues Modules
- Module 200: Personal Issues I
Each personal issues module will focus on advanced coaching skills in a specific area of personal growth. In Personal Issues I, you will learn and practice advanced coaching skills for assisting your clients with simplifying their lives, creating balance, and establishing limits and rules to govern their behavior and their reaction to the behavior of others.
- Module 201: Personal Issues II
In this module, you will learn advanced coaching skills for coaching clients about and through the issues of money, truth, left-over issues that are depleting the client’s energy and attention, and limiting self-beliefs.
- Module 202: Personal Issues III
In this module, you will learn advanced coaching skills for coaching clients about creating more peace, happiness, passion, and leading a charmed life.
- Module 210: Business Issues I
Like the Personal Issues modules, each business issues class will address four major areas where clients might seek coaching and teach you advanced coaching skills for each of these areas. Business Issues I includes advanced skills on coaching the financial aspects of business including knowing the numbers, increasing income, decreasing expenses, and creating a capital reserve.
- Module 211: Business Issues II
In this module, you will learn advanced coaching skills around the business planning process. These skills include coaching the client about acquisition of basic knowledge about the business, objectives and mission of the business, keys to success in the planning process, and planning issues involving staff.
- Module 212: Business Issues III
This module explores advanced coaching issues around the following business areas: leadership, teamwork, marketing, and sales.
Practice Building Modules
- Module 301: Coaching Practice: The First Six Months
In this module, participants will learn the basics of setting up a coaching business, the first things to do to market a practice, how to have the coaching conversation, and the emotional ups and downs of building a practice.
- Module 302: Building a Coaching Practice While Working a Day Job
A practical and realistic module about the steps a coach must take to build a practice while working a day job. A planning guide is provided and used throughout the module.
- Module 303: Building a Referral Engine
Participants will learn and use techniques to build a large base of people connections. They will learn how to use those connections to build, maintain, and continue to grow an active practice.
- Module 304: Transitioning to Full-time Coaching
This module will take participants from the first six months and part-time coaching to the activities necessary to make coaching a full-time profitable business. A planning guide is provided and used. Specifically geared to coaches who have already started building their practices, have paying clients, and are ready to go to the next level.
- Module 305: The Coach’s Foundation
This module explains the personal areas of life that coaches must have taken care of or be working on in order to attract more in life. Key areas discussed include serenity, money, needfulness, and a community of support, among others.
Corporate Coaching Modules
- Module 400: Overview of Corporations and Corporate Coach Competencies
Coaching in the Corporation is different than coaching personally. It is a balancing act between personal development and quantifiably producing results. In this module, we give you an overview of what it takes to coach in the corporations.
- Module 401: Organizational Coaching Overview and Competencies
Students will explore: what is organizational coaching? They will also discover why organizations are interested in establishing coaching programs now.
- Module 402: Creating the Coaching Space in the Organizational Environment
This module prepares the student to use his/her authority to coach within the organizational environment. Students will learn to create the perfect environment to facilitate effective coaching and to set up a win/win employment agreement.
- Module 403: Coaching Personal and Situational Perspectives
This module explores the distinction between personal and situational coaching and common coaching situations within the organization.
- Module 404A: Coaching and Collaborative Relationships
This module deals with the importance of the collaborative relationship in the workplace, with emphasis on the structure and ingredients in creating these relationships using the coach-approach.
- Module 404B: Coaching Collaborative Relationships
In this module, we define collaborative coaching; explore structures for collaborative coaching and ways to set-up a framework to support a successful collaborative coaching initiative.
- Module 405: Coaching Goals and Results n the Organization Setting
This module discusses organizational coaching to assist employees, managers and executives to clearly define their visions, missions and goals; assisting clients in developing clearly defined and measurable written action plans.
- Module 406 (two parts): Advanced Skills for Coaching Using Assessment Tools
We will examine, in depth, popular assessments such as the DISC and PIAV and how to use their interpretations to enhance the coaching process. We also give a sense of when “good tests” go bad.
- Module 406A: Optimizing Assessments: The Coach’s Role
This module discusses the process of optimizing 360° feedback and other assessments.