Welcome to Week 3 of the LCA4R!
I want to introduce you to Hafiz, the great mystic and poet.
Like Rumi, Hafiz was a member of the Sufi religious tradition, which means he sought a union with God, not after death but rather in life, in the here and now.
His poetry was his religion, and it’s recitation, his spiritual practice.
Through his words, Hafiz loved God in the deepest way, considering the Divine his lover, his Beloved.
Imagine loving God so passionately that you feel as if you've made love, that you've given all of you—your entire mind, your emotions, and even your body, until it all dissolves away, dissolving into God.
“This place where you are right now, God circled
on a map for you.
Wherever your eyes and arms and heart can move
Against the earth and sky, the Beloved has bowed
The Beloved has bowed there knowing you were coming.”
I want you to know that you are exactly where you are supposed to be...
And you are what you are looking for.
There's nowhere you need to go and no one you need to become in order to realize your potential.
You need nothing.
The power to crush your fears and become one of the world's top coaches is within you.
It is done...
As long as you're done...
as long as you're done fucking around...
Because life's too short to keep doing just that.
More on this idea in the the homework section.
Creating an agreement with your clients is essential, and doing so at the beginning of your coaching relationship will allow you to hold your clients accountable later as well as create a space in which everyone agrees on the terms of the relationship.
Ask yourself the following questions…
For how long do I want to coach this client and how much do I want to charge?
Would I like to ask for a down payment?
Should I have a slightly lower fee if they pay in full?
In what ways do I want to accept payments?
What do I want to do if my client cancels at the last moment or if they show up late to the call?
In what way am I available to my client in between meetings?
What is my commitment to my client, and what is their commitment to me?
I used to send my clients an agreement that we both signed, but after I started using MoonClerk to accept payments, I stopped.
MoonClerk has an option to include an agreement on the payment page, which I love because I don’t have to wait for my clients to sign their copy of the agreement and send it back to me. Many would never send it back!
I’ll talk about MoonClerk in the next section.
I created the agreement, by the way, with the help of my first coach, one of Rich Litvin’s students.
If you’d like to see and download a copy of one of my original agreements, go HERE.
If you’d like to have a copy of the same agreement in a Word Document so that you can use it and make changes to it, go HERE.
By the way, one of the most amazing free services I’ve found is SmallPDF.com. The site allows you to change a PDF into a Word Document, which can come in very handy!
Last year I got a free PDF copy of Think & Grow Rich, changed it into Word, branded it with “RebelAgainstYourself.com” into the footer, turned it back into a PDF, and began giving it away on my website.
SmallPDF.com is HERE.
I am in love with MoonClerk, especially after having so many past challenges trying to take payments accepting checks and using Venmo and Paypal.
The problem with those ways of taking payments is that they’re contingent on the client taking the action to pay on time, which can be challenging when they don’t.
What do you do when the client needs to pay by the 1st of the month, but hasn’t and then your next call is on the 2nd?
And when your client hasn’t paid, do you send gentle reminders? I used to have to do that, and it got old quickly!
Waiting for a check to come in the mail and then clear in my bank account got old, too.
With MoonClerk, you can set up your fees on automatic payment, and the app even includes an agreement section.
I love not having to deal with tracking people down for payments or worrying they won’t pay anymore.
I highly recommend using the service—it’s the only option I offer these days, and everyone is always fine with it!
You can customize every aspect of MoonClerk as well.
You can accept single payments. You can accept a down payment and then set up automatic payments each month after that for a specified period of time. You can pause automatic payments for one month. You can also duplicate a payment you've already created, therefore saving you time creating a new one. If you can imagine it, MoonClerk probably has the option.
Check out these examples I’ve used in the past…
When looking at these payments, I want you to know that at the end of October last year, I was signing a client at $200 a month. I just looked back over my old agreements. It's insane how much has happened in less than a year, and it's happened from mostly (and at times to be honest) barely sticking to the plan, which is...
Connect. Invite. Create. Propose.
Stick to this plan to the best of your ability, and over time, probably not that long, especially in the big picture, you will make plenty of money!
Follow Up Emails
Sending follow up emails to clients after your coaching sessions with them can be a powerful way to make a greater impact on them and ultimately create clients.
I used to do this a lot more in the beginning, particularly when I had more time.
It can be a beautiful additional to the already powerful coaching experience you can offer.
I am including 3 examples—1 from me and 2 from Rebel Coaches—so keep that in mind as you read them! You probably wouldn’t send so much information about the Rebel Rules, but you can if you want to! s
Also keep in mind that these emails come from an earlier version of my coaching when I focused much more on helping people to create affirmations as a way to achieve their goals. I still do this at times, but within the process of guiding my clients toward their own solutions, it doesn’t always come up!
The point with these is for you to see that you can create an entirely new powerful experience for your prospects by sending them an amazing follow up email.
An example of my follow up email is HERE.
Another follow up email is HERE.
And another is HERE.
Pre-Powerful Coaching Experience Message/Email
Sometimes sending a prospective client a message outlining your expectations for the free session you’re offering is a good idea.
While it’s not something I’ve done much—all I want to do is get them on the phone and then I take the lead—one of my clients thought the practice valuable as she was developing her own coaching business.
What she sends prospects prior to their calls is pretty awesome.
Check it out HERE.
Powerful (Provocative) Coaching Questions
Powerful coaching comes from powerful questions, which I know you understand and are beginning to experience now.
Learning how to ask powerful questions is the path to World-class Coach status, and it’s the easier path as well.
You don’t have to know it all. You just have to get curious, ask questions, and listen deeply.
He’s a master at asking Powerful Questions, which he calls "Provocative Questions."
Also, he uses the words "Extraordinary Coach," while I prefer “Powerful, World-class Coach.”
Here’s Rich in a series of short videos offering us Powerful Questions we can use with our prospects and clients.
Pay attention to his descriptions of the questions and the reasons he asks them, information you can use to educate your clients.
Also, notice how he’s constantly sharing stories of coaching people. He’s a master at it, and we need to become a master at it, too.
1. What are you tolerating?
2. What do you want? And what else?
3. What are you afraid of? What would you do if you had no fear?
4. I’d like you to imagine that it’s three years from now and you call me up on the phone and say, “Holy shit, coach. My life is amazing, and my business is extraordinary.” Then I say to you “Wow, can yell me about them, as if they’re happening right now?”
5. What would make this an extraordinary conversation? And what would make this even more extraordinary than that?
More Powerful Coaching Questions
6. How can I serve you so powerfully that you will never forget our conversation for the rest of your life?
7. When you’re too busy, how can you slow down to speed up?
8. A spiritual truth is that the right time to take action is when you feel the same level of fear as excitement. What action could you take that would make you scared and excited?
9. What people, places, and habits drain you of energy and time, specifically the energy and time you could dedicate to being more successful creating clients and coaching powerfully?
10. What’s working? What’s not working?
Download a PDF copy of these 10 Powerful Questions HERE.
If you haven’t done so already, download a PDF copy of the first 20 Powerful Questions HERE.
Connect. Invite. Create. Propose.
I was in a Rich Litvin program once called The 90-Day Money Game, which helped to make this 4-step client creation process fun.
The idea with turning challenges into games is that it takes much of the pressure off and alleviates much of the fear.
This is the idea with our Academy.
We want to have fun. We want to keep things light. And we want to laugh at ourselves.
To connect is to begin to develop relationships or improve relationships with people - over the phone, in person, and through social media, while always letting people know you’re coaching now. This is key.
At this point, you should be getting pretty good at this step...
But you can go deeper with it.
Meet Kendra Cunov.
Kendra is one of Rich Litvin’s clients as well as coaches on his team.
In the following video, which comes from Rich’s 90-Day Money Game, Kendra offers a deeper definition of the connect step.
In our definition of it, particularly for those of us newer to coaching, the step is more about letting people know we are coaching while always finding out what’s happening in their lives.
Kendra, however, encourages us to connect with people we would love to connect with.
She also makes an interesting statement I want you to consider as you continue to connect.
“If people aren’t accepting your invitations or you don’t know who to invite," she says, "then you haven’t connected deeply enough.”
Moving forward, as the amount of people who you already know you can connect with diminishes, ask yourself, "Who could I connect with just for the sake of connecting without considering whether or not I could coach them?
Who would I simply love to connect with?
Who haven’t I connected with already because I was scared to do so?"
Invite is the second step, and it's simple. We invite people to have an experience of our coaching, usually a 1.5 hour (or more) free coaching call.
Meet Giovanna Capozza. She, like Kendra, is one of Rich Litvin's clients as well as coaches on his team.
In the following short video, another from The 90-Day Money Game, Giovanna describes the invite step.
She refers to page 75 from The Prosperous Coach book, pointing out the two questions that can change everything for us when we are creating clients...
"Would you like some help with that?"
"Who do you know?"
Who do you know who would be interested in a 1.5 hour powerful coaching experience for free?
This question is a less direct approach to inviting and therefore typically causes less fear.
Ask, "Who do you know?"and every once in a while someone will say, "Me!"
Giovanna believes that what trips us up during the execution of this step is the energy we bring to the invitation.
She suggests what Rich suggests, which is to bring the same level of energy and enthusiasm we bring to inviting someone to a birthday party.
This is a great suggestion. Consider it as you continue to invite.
And please don't get too caught up in Kendra's and Giovanna's focus on deeply connecting. Again, in our understanding of the connect step, we focus on simply letting people know we are coaching now.
After connecting and inviting comes the Create step. We create the most powerful coaching experience we possible can.
In this next video, Rich asks, "How do you serve people so powerfully that they never forget the conversation for the rest of their life?"
Watch as Rich coaches Bay LeBlanc Quiney, one of his clients and a self-proclaimed high performer, although she's no more talented than you and me.
As a matter of fact, at the time of this video, Bay is a well established coach. Yet, she's extremely reluctant to accept Rich's challenge, the kind of challenge that before the end of this program, you would easily accept...
You would crush it and will crush it.
Rich suggests that as we start to connect, we get people on a call and use humor and curiosity.
"Don't be the no," he says, explaining that we end up being the no before we've even reached out to someone.
Notice, too, as you enjoy this really helpful video that while Rich guides a little in this video, he gives a lot more information. He also gives Bay a huge challenge, not one she's very keen on accepting. If you were in his place, how could you more gently offer her the same challenge? How could you slow the conversation down and ask Bay for permission more?
The last of the four steps is Propose. We offer our coaching to people who we want to help and can help. And we do so in a way that is far from needy.
In this video, Rich explains the process of transitioning from the third step to the fourth, from creating to proposing.
He suggests that when you guide your client toward an insight or breakthrough, slow down. Go silent. Hold the silence and give some space.
Since there's no rush to propose because we are building a relationship, offer them a second call.
And then when the timing is right, ask, "Would you like to talk about what it would look like for us to work together?"
It's a gentle question, and the answer is always "sure."
Pay attention to how Rich suggests we thank our prospects at the end of the call.
“I want to acknowledge you for really opening up for me today,”
“I want to acknowledge you today for not hiding anything—for being vulnerable today.”
I love that idea.
Also, his proposal is the perfect example of slowing down. He’s methodical in going over the five areas he will help someone master through his coaching.
And having the prospect use pen and paper to take notes is genius. So is saying, "Here's what I require of you" and offering an assignment or task to complete for the next call.
This is what it looks like to be a leader.
When you think about it, Rich's entire process serves as an excellent example of why we need to offer a second call—his proposal is easily a 30-minute undertaking.
By the way, when I was newer to the business, I tried to do and say exactly what he does and says...
But it didn't work. I had to find my own way. Find yours this week.
Homework is due by the end of this coming Monday night.
Post your weekly reports as well as anything else I assign in the Facebook group, please!
Keep Using The Powerful Questions
You've got 10 more questions from this week plus the 20 from Week 1. If you can, print the downloadable copies and keep them with you. Use them, and create your own questions as well.
Your Stories Journal
In Week 1, I asked you to start a Stories Journal. It’s a way for you to keep track of great stories of how being coached has transformed your life or how you’ve transformed the lives of some of your clients by coaching them.
Then you can refer to and read through it prior to your coaching calls...
Because people love stories...
They love to imagine themselves experiencing the same transformations you or your clients have experienced.
And the practice allows you to describe the power of your coaching without you trying to explain it or sell it.
I never describe what my coaching is like. I either offer people an experience of my coaching, or I tell them a story.
"What’s my coaching like? Well I never talk about what my coaching is like. I offer people an experience of it. And I would like to offer that to you. Are you available for a powerful hour and a half coaching call?"
"Rather than trying to explain what my coaching is like, let me give you an example. I had a client who wanted to create more money in her business. When we first started, I asked her..."
Always talk about the experience, not the concept.
See, coaching is different than most professions because people know what other professions are about. You never have to ask a massage therapist to describe what he or she does.
But with coaching, people mostly don’t understand it. The best way to explain it is to share stories.
And the worst way to explain it is by talking about the concept, such as what you charge, what you promise, and what your credentials are.
This is a waste of time, and it won’t help you create clients.
For this week, I want you to start adding stories to your Stories Journal—powerful stories about being coached or coaching others.
You will be adding one of these stories into Your Weekly Report.
By the way, your Stories Journal can exist in your computer/cell phone or in a notebook.
What's Your Why
In his book, Start With Why, Simon Sinek says, “People don’t buy what you do—they buy why you do it.”
Sinek explains that if we believe what an organization or company or individual believes, we will follow them.
We will buy into their ideas and ultimately buy what they are selling.
And while within this model of creating clients we aren't in the business of selling—we're in the business of serving—when people buy into what we're doing, we get to serve more people...
And our income as coaches reflects that...
Because money is the natural result of the amount of service and value we offer the world.
In the following massively popular TEDx talk by Sinek, he says, just like in his book, "People don't buy what you do—they buy why you do it."
He adds, "And if you talk about what you believe, you will attract those who believe what you believe."
Within the past year, after reading his book, I took some time to think about what I believe in terms of the human condition and relationship to my coaching business.
And while it took some time to come up with the best way to articulate it, in the end I realized this...
Life's too short to keep fucking around.
The statement hits home with me as well as the people to whom I tell it.
And I tend to talk about it a lot, particularly with new coaching prospects.
It resonates with them and inspires them to want to become a part of what I am doing and creating in life.
This week I want you to watch Sinek's massively popular TEDx talk below and think about what you believe.
What's your purpose? What's your cause? What's your belief?
What's your why—not the reason why you want to be successful, which drives your actions...
But your why in terms of why you help people in the way you do and why you have chosen coaching as your life's purpose. Why are you passionate about coaching?
What statement can you create, which will inspire people to want your help and become a part of what you're doing and creating in life?
Create a Why Statement and add it to your Weekly Report for this week.
By the way, I don't normally curse much, but it made sense to use the f-word with my statement. Although sometimes I say, "Life's too short to stay stuck in your head, not doing what you truly want to do in life."
But "life's too short to keep fucking around always has a greater" impact!
Oh and pay attention to the narrative about Samuel Pierpont Langley and the Wright Brothers and how Langley was motivated only by money and fame.
My Weekly Report
—How many people did you connect with this week, which is to directly let them know you’re coaching?
—How many people did you invite to have a powerful experience of your coaching?
—How many coaching proposals did you make this week?
—In terms of building your lucrative coaching practice this past week, what are you most proud of?
—What fears did you crush this week?
—What failures have you celebrated this week?
—Did you meet with your coaching partner in this week?
—What was the most important insight you experienced from this week’s homework and why?
—What did you find most helpful from this week’s "announcement" posts in our Facebook group and why?
—Inspired by Simon Sinek's video, what's your Why Statement, the best one you can come up with this week?