The Emerson Suite - How to Find Lifelong Coaching clients and Efficiently Grow Your Business
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- Our Research: Business Issues & Coaching Solutions - A Case Study - How to Grow Your Professional Coaching Business - How Prospects Make Decisions
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The Emerson Suite - How to Find Lifelong Coaching clients and Efficiently Grow Your Business
- 1. How to find Lifelong Coaching Clients And Efficiently Grow Your Business WEBINAR
- 2. Who We Are | Who You Are Our Research: Business Issues & Coaching Solutions A Case Study How to Grow Your Professional Coaching Business How Prospects Make Decisions OVERVIEW 2 © Reddin Global 2016 1 2 3 4 5
- 3. WHO WE ARE © Reddin Global 2016 3 DOUG EMERSON MARY LEGAKIS ENGEL
- 4. WHO YOU ARE A Seasoned Coach: • Several years of experience • A good-sized client portfolio (short and long- term clients) • Have selling skills • Likely have referrals • You want to take your coaching business to the next level © Reddin Global 2016
- 5. WHO YOU ARE An Emerging Coach: • Been coaching for a little while • Have a few clients (short programs) • Don’t LOVE sales • Not getting the traction you want in your business © Reddin Global 2016
- 6. WHO YOU ARE New Coach: • Recently certified or exploring becoming a coach • May have a few clients • Not sure where to start © Reddin Global 2016
- 7. Start with the Client
- 8. Conflict © Reddin Global 2016 8
- 9. Stress © Reddin Global 2016 9
- 10. © Reddin Global 2016 10
- 11. Leader-managers would be MORE EFFECTIVE if they consistently: • Set a few high priority objectives that measure job success • Focus themselves and their organization on the achievement of those objectives • Eliminate wasted time • Use the appropriate behaviour with the people they work with © Reddin Global 2016
- 12. © Reddin Global 2016 12
- 13. © Reddin Global 2016 13Source: http://www.techvibes.com/company-directory/toronto/tag/startup
- 14. BACKGROUND Current State Opportunities for Coaches Highly competitive Differentiated skill set Fragmented tools Methodology and complete toolkit Paper-based and bureaucratic Leading-edge, integrated mobile tools Customized approaches Scalable, customizable approach Short-term client engagements Clients for life Focus on apparent effectiveness Focus on REAL effectiveness © Reddin Global 2016
- 15. Case Example
- 16. The “discipline of doing it” Finding prospects The proposal process The conversation The decision © Reddin Global 2016 16
- 17. © Reddin Global 2016 17 1. Emailing contacts/network/friends/family 2. Phoning contacts/network/friends/family 3. Reaching out to connections on LinkedIn 4. Network: Chamber of Commerce 5. Hosting free webinars/seminars 6. Speaking on stages 7. Gift certificates placed where your target market hangs out 8. Website freebie & nurture sequence FINDING PROSPECTS
- 18. © Reddin Global 2016 18 1. Find somebody who will talk to you 2. Meet them and show interest 3. Come back with a proposal THE PROPOSAL PROCESS
- 19. © Reddin Global 2016 19 1. What do you want to achieve? 2. Do you want to be more effective? 3. Do you know what you’re accountable for and how you’re being measured? 4. Are you being as focused and efficient as you would like to be? 5. Are you using the most appropriate behaviour most of the time? 6. Would you like my help? WHAT TO SAY
- 20. Case Example • Bad behaviors around leadership • No clear #2 • Missing targets every year • Poor decision making – by committee, too long • Ineffective meetings • No performance management system © Reddin Global 2016 20
- 21. METHODOLOGY 1. GETTING STARTED Document collection and Kick-off Session to get started and create trust 2. CHANGE AGENDA Core accountability framework that keeps your client focused on effectiveness © Reddin Global 2016
- 22. METHODOLOGY 1. GETTING STARTED Document collection and Kick-off Session to get started and create trust 2. CHANGE AGENDA Core accountability framework that keeps your client focused on effectiveness 3. JOB Job Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews © Reddin Global 2016
- 23. METHODOLOGY 1. GETTING STARTED Document collection and Kick-off Session to get started and create trust 2. CHANGE AGENDA Core accountability framework that keeps your client focused on effectiveness 3. JOB Job Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews 4. SITUATION Ownership Grid, and Meeting Effectiveness Tools, Concepts and Coaching Methodology © Reddin Global 2016
- 24. METHODOLOGY 1. GETTING STARTED Document collection and Kick-off Session to get started and create trust 2. CHANGE AGENDA Core accountability framework that keeps your client focused on effectiveness 3. JOB Job Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews 4. SITUATION Ownership Grid, and Meeting Effectiveness Tools, Concepts and Coaching Methodology 5. BEHAVIOUR Personal Style Profile, 3D Managerial Styles Model, Style Planning and Coaching Method © Reddin Global 2016
- 25. METHODOLOGY 1. GETTING STARTED Document collection and Kick-off Session to get started and create trust 2. CHANGE AGENDA Core accountability framework that keeps your client focused on effectiveness 3. JOB Job Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews 4. SITUATION Ownership Grid, and Meeting Effectiveness Tools, Concepts and Coaching Methodology 5. BEHAVIOUR Personal Style Profile, 3D Managerial Styles Model, Style Planning and Coaching Method © Reddin Global 2016 6. YEAR END EFFECTIVENESS REVIEW Prepare the client for year 2 and evaluate their success in the program
- 26. SPONTANEOUS CONVERSATION 26 © Reddin Global 2016 REVENUE is at 110% of target. Expenses are 20% better than expected. As a team we are significantly more effective on meetings than we have ever been. MICHAEL G., CEO We're functioning well as a team, my relationship with MG is strong and we're setting new records every month. Thank you for being an amazing coach! CASPER W, COO
- 27. EFFECTIVENESS COACHING A proven methodology that creates discipline and client retention through: • A standardized process for implementing the Job, Situation and Behaviour tools • A mobile management toolkit – The Emerson Suite • A multi-year coaching methodology • Referral sales system built into the process © Reddin Global 2016
- 28. How to BECOME a Certified Effectiveness Coach
- 29. THE EMERSON SUITE TRAINING AGENDA © Reddin Global 2016 13 hours of training, 25 hours of practice
- 30. Client Management System © Reddin Global 2016 30
- 31. I landed a new client and so the training has more than paid for itself already. Leigh Gauthier, PCC Certified Effectiveness Coach “
- 32. WHAT YOU GET © Reddin Global 2016 EFFECTIVENESS COACH CERTIFICATION PROGRAM The Effectiveness Coaching Methodology 13 hours of self-paced learning and exercises 2 practice licences for The Emerson Suite A Virtual Coach to mentor you through the process Live group Virtual Instructor calls twice per month with Head Coach, Mary Legakis Engel $4,695 VALUE EFFECTIVENE S S
- 33. WHAT YOU GET © Reddin Global 2016 FINDING CLIENTS FOR LIFE BONUS PROGRAM Sales training and system How to keep clients for life Program packaging and marketing materials $2,500 VALUE FIRST YEAR OF MEMBERSHIP INCLUDED Access to the Client Management System Access to a community of world-class coaches and consultants in CoachHub Access to ongoing professional development and conferences $1,200 VALUE
- 34. WHAT YOU GET © Reddin Global 2016 1 FREE CLIENT LICENCE POST- CERTIFICATION Comprehensive set of tools for REAL effectiveness Get started for free with your first client after certification $595 VALUE LIVE TRAINING EVENT – VIRTUAL OR IN THE TORONTO AREA Dedicated practice time with the tools Live training with Mary Legakis Engel Qualifies the full program for ICF CCEs $800 VALUE
- 35. TOTAL SYSTEM © Reddin Global 2016 EFFECTIVENESS COACH CERTIFICATION PROGRAM or $994/month for 6 months TOTAL INVESTMENT: $5,495 plus applicable taxes FINDING CLIENTS FOR LIFE BONUS PROGRAM FIRST YEAR OF MEMBERSHIP INCLUDED 1 FREE CLIENT LICENCE POST- CERTIFICATION LIVE TRAINING EVENT IN THE TORONTO AREA TOTAL VALUE: $9,985
- 36. The client’s decision Success rate Depth of relationship Value Methodology © Reddin Global 2016 36
- 37. Why do people say No • Don’t have the budget (in other words, not thinking about the ROI) • Lack commitment • Think they can figure it out on their own © Reddin Global 2016 37
- 38. TOTAL SYSTEM © Reddin Global 2016 EFFECTIVENESS COACH CERTIFICATION PROGRAM or $994/month for 6 months TOTAL INVESTMENT: $5,495 plus applicable taxes FINDING CLIENTS FOR LIFE BONUS PROGRAM FIRST YEAR OF MEMBERSHIP INCLUDED 1 FREE CLIENT LICENCE POST- CERTIFICATION LIVE TRAINING EVENT IN THE TORONTO AREA TOTAL VALUE: $9,985
- 39. Set up a call… mary@reddin-global.com
Editor's Notes
- Our experience as consultants and the new coaches we’re getting are saying it’s creating new conversations they haven’t had before. It’s more interesting. It’s a broader, richer conversation. And you don’t have to stop doing what you’re doing. All the new tools are optional. Day to day basic mechanical things that your clients (who actually have a job) need to figure out. Horrible meetings, annoying emails, bad metrics, no authority. Real business stuff. Round out your practice.
- We as coaches like to do what we do. We have access to many resources: personality assessments, certifications, consultants, etc. With our combined experience at The Emerson Suite, we did our research and looked at the market: The history of how the tools were developed Why we have so many personality tools available Why that has not yet solved the most plaguing problems impacting corporations and leaders
- Traditional source of conflict: the person Actual source of conflict: the job People don’t know how they are being evaluated So they are missing one another’s expectations One person thinks they get to make the decision Others don’t agree Working at cross purposes The way you know: the two people will argue during the day, and go for a drink together after work
- Traditional source of stress: Other people’s personalities, no control, no authority – and a family, no work life balance Actual source of stress: Decisions are made inefficiently, people spend way too much time in the wrong meetings, and when they are in the meeting its ineffective and unroductive
- What happens: Conflict + stress leads to bad behaviour But what do we blame? The person isn’t strong enough, the person isn’t smart enough
- Let’s take a look at who’s focusing on this? Starting to introduce new ways of removing stress and handling conflict. These big name companies are introducing a number of different tools related to setting individual objectives to create role clarity, re-organizing their meetings, and having more meaningful business conversations. Namely – it’s not longer just about personality. They are realizing that true performance is a combination of 4 key ingredients that I’m going to show you during this webinar.
- If you think these companies are too big to penetrate, that’s probably true. They have their coaches already, and they have been very successful. But look at what is happening around them. Smaller players are coming out of the woodwork – thousands of venture capital transactions are happening every year in North America. These companies are looking to what the big guys are doing and are trying to do the same. They are reading the books, following the blogs, and trying to implement the same methods with questionable results They have fewer resources, and less support. Because they are doing it alone.
- Demand for coaching has skyrocketed The demand exceeds supply There is a greater call for internal coaches The market lacks a turnkey, comprehensive process for showing leaders how to manage Management tools are available but fragmented - this tool for that, that tool for this Tools are paper based and bureaucratic – technology solutions are sought after as mobile has overtaken More coaches are looking for a proven methodology – few methodologies are all-inclusive and none are mobile Coaches are hired to work 1-1 with clients to focus on their apparent effectiveness: how they act, how they look. Coaching is a high demand industry - Demand is driving growth of the $12 billion coaching market by 6.8% p.a. - IBISWorld – Business Coaching Report, 2015 The current state provides many opportunities for coaches Your coaching toolkit will be all in one place, in a one stop shop Mobile tools that speak to the generation A proven, integrated, methodology will provide coaches with a solid foundation to build your practice on and to differentiate yourself Work with your client to focus on real effectiveness: clients were hired to do a job so start there This is the next generation of coaching
- We are going to use a case study. I have a client, a tech company in downtown Toronto – 80 employees. I was referred by one of my private clients. The first year coaching, consulting and facilitation program for this client netted me $150,000. This year’s program is $135,000. At it’s most basic form, the process for finding and retaining clients is this…
- And you repeat it over and over and over again.
- Make a list – A and B lists Direct – good client prospect Referral source
- Practice coaching while you’re selling Think about how much time you need! Assume a 3 step process – find somebody who will talk to you, meet them and show interest, come back with a proposal Practice coaching while you’re selling What I did with my client
- Creating a dialogue.
- A mobile, management toolkit with a proven coaching methodology that will help you maximize client results AND grow your business consistently over time The Emerson Suite tools if implemented and followed in a disciplined way, will make very leader-manager more effective. The Emerson Effectiveness Coaching Methodology: methodology that creates discipline and stickiness Increase retention of your existing client base using our multi-year coaching methodology (to be clarified) A process that has referral sales built into it - spread it within your corporate client environments to include group and team coaching
- I’ll show you how you can access the methodology and tools for this, and then I want to share one final piece of the puzzle – how the prospect makes their decision
- IF YOU REGISTER BEFORE THIS FRIDAY WE WILL ALSO INCLUDE THE 3D STYLE PLANNER COURSE – value $695, for free. And the following promo code that will give you $500 off also ends on Friday. That brings the cost down to $4,995.
- Your role as the coach is: To have a track record – and if you don’t have one, you can buy one – use a proven methodology Build a deep relationship with the prospect, and deepen it as their coach – use amazing coaching skills during the sales conversation – listen really really really well Show value – get results – and measure the results – one thing we hear over and over again is that the value of coaching ROI is still unmeasurable – we disagree. Not if you are focusing on the deliverables each leader-manager has to produce in their job – it is exceedingly measurable Sell the methodology instead of yourself as a person
- IF YOU REGISTER BEFORE THIS FRIDAY WE WILL ALSO INCLUDE THE 3D STYLE PLANNER COURSE.
- How to enroll: You will receive an email with all of this information and a recording of this webinar The email will have a link in it for enrollment Or you can set up a call with either of us to talk more about whether this is right for you