Welcome to Week 8 of the LCA4R!
The focus of this week’s materials is on proposing, and I have 4 pieces of amazing content to help you.
You will see my detailed notes along with each video or audio. Read over them carefully and consider what you will say when it’s time to propose.
Steve Chandler on Creating Clients
This is one of his best, if not THE BEST!
And if you recall, we listened to this audio in Week 1. But you’re a different coach now, and hearing Steve’s take on creating clients again at this point will help you tremendously, particularly when it comes to proposing!
Steve points out that we want the context of our conversation with our prospects to be centered on possibility rather than affordability.
He asks the following questions, which you want to ask when you propose…
“What’s possible if we worked together?”
“Why would it be worth it to you if we worked together?”
“How would it be different if we were together?”
“What would you like to change?”
“Tell me what you want and then tell me why it’s not in your life right now?”
“If you tell me why it’s not in your life right now we can put together a plan for how I can help you change that—for how I can help you create what it is that you want to create.”
Steve suggests that once the context of the conversation is on affordability, it’s important we acknowledge it…
“I agree that it’s a real investment, a real commitment, and a real challenge. I want it to be a challenge. I want there to be a commitment. I want it to be somewhat difficult to start because that commits a person.”
Then we can move the context back to possibility…
“Before we hang up I’ve got two or three final questions. Let’s really figure out, setting money aside, whether our work together would be worth it to you. We talked about what you want to accomplish—your goals. Tell me why you want to accomplish them. What are the goals behind the goals? Let’s look at the value you and I working together would bring to your life because if that value isn’t there, then it probably wouldn’t be worth it to work together. Not for you or for me.”
“Let’s say we work together for six months and you fulfill your goal, what will that do for you? What is it you want to experience and feel? Perhaps I can create a short cut…”
Use these words. Write them out. Practice saying them. Use them in your proposal. Let’s use them in our proposals.
A Conversation Between Master Coaches
This is one of the most important pieces of coaching content I’ve ever consumed, and if you recall, it’s from Week 2.
In addition to learning the importance of being a leader from the moment you begin to interact with your prospect all the way through the enrolling process, this audio will help you learn the art of proposing.
Here are my notes…
What clients want is the leader, someone who is assertive, someone who takes charge, someone who can lead them to where they want to go and to places they have not been.
So it’s up to you to demonstrate leadership throughout the entire relationship, and the more you can do that, the more confident they will be in you and your coaching and your leading.
With proposing, the nature of the solution always needs to match the nature of the problem.
You don’t want to present your coaching fee for a duration of time. You’re coaching fee is for a specific outcome. This is very important.
Identify what your prospect wants to create, accomplish, or overcome and talk about how you’re going to help them do that.
(Refer back to Steve Chandler’s questions above.)
Ask, “What would you want to create?”
Ask, “What else?”
Ask, “What would you want to create if anything is possible with my help?”
Present to your clients what needs to happen next because they don’t know.
The context of the conversation should be focused on what comes after the words “so that,” which is the most important thing you can saying during the proposal process.
“I am going to (help you with this or coach you this way) so that you can (feel more confident or stay consistent or whatever the outcome is you want to help them with.)
Stay in the clients world.
Keep the context of the conversation off of what you’re offering and on what they want.
Create a sense of hope and excitement about the fact that what they want is possible.
If you have a structure that you prefer, such as working together twice a month for six months, communicate it in terms of how it’s necessary in order to get the client results.
Since I typically work with someone twice a month for six months, for example, I usually say that twice a month is the perfect amount of time because it gives us plenty of time to work on… (I talk about what we are going to work on together based on what we’ve already talked about).
The Art Of The Proposal With Rich Litvin
This video is from Week 3, and it’s an advanced understanding of proposing.
I suggest you take what you can from it—mostly the aspect of slowing the conversation down—but focus your proposing on what Steve Chandler and Ron Wilder suggest.
And remember that the more you propose, the better you will get at it!
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. With proposals, find yours this week.
In this short video from Week 6, Rich talks about the art of proposing.
And what he does most importantly is show the necessity to consistently propose…
To say again and again, “This is how much it costs. Does this sound like something you’d like to do?”
Decide this week on how much you charge for how long, and start saying it. Remember, however, that when you present your coaching fee to your prospect, don’t do so for a duration of time. Present your coaching fee for a specific outcome.
The Basics Of Proposing
Now that you’ve viewed or listened to this week’s content on proposing, here’s my simple take on the process…
When the time is right, probably at the end of a second free Powerful Coaching Experience, the client will ask you what it looks like to work together (that’s always the best), or you can say, “Would you like to talk about what it would look like for us to work together?”
Then you can ask…
“What do you think is possible if we worked together?”
“How do you envision me helping you create or accomplish what you want?”
Depending on their answer, ask more questions. Get curious. And keep the context of the conversation on possibility.
“What else would you want to create?”
Take them deeper into possibility and ask, “What would you want to create if anything is possible with my help?”
Offer them some of your own amazing ideas on how you can help them.
Create a sense of hope and excitement around what’s possible for them, and get excited yourself.
“Let’s look at the value you and I working together would bring to your life because if that value isn’t there, then it wouldn’t be worth it to work together. Not for you or for me. I only work with people I can help. Now let’s say we work together for six months and you fulfill your goal, what will that do for you?”
Slow the conversation down. Pause when you can, and remember that you’re not in a hurry.
Next, offer them a plan for how you can help them create what they want in their life.
Be thinking about this before the call, by the way. Think about what you two discussed and how you can help them. Go deep within yourself, and be prepared to create a plan specific to their needs and wants. Be prepared to wow them with your ideas.
Remember, too, that you are not selling. You are serving. You are coaching. You are guiding them to make the best decision for themselves, whatever that is.
Present to your clients what needs to happen next because they don’t know.
“If we decided to work together, here is what we would do…”
Stay in the clients world. Keep the conversation focused on how you will help them achieve the outcome they want.
Use the words “so that.”
(Here’s some of my original proposal, which I don’t always use anymore. It’s a bit too structured for me, but it comes from Rich Litvin’s take on proposing in which he suggests we choose a few areas to focus on from his “Litvin List” on page 211 of the Prosperous Coach.)
“First we will focus on Clarifying Your Vision so that you can get really clear on what you want to create over the next 6 months… Often my clients think they want one thing, but through our coaching they realize what they really want is much bigger than they previously imagined. Let me give you example. I coached a woman in Sweden…”
“Then we will focus on Your Why—the goal behind your goal—so that you can keep going no matter what, in case you ever feel like quitting or procrastinating or trying to make something perfect. Knowing your why and being able to stay committed to it is essential because it’s where the drive comes from…”
“Next we will focus on belief and getting to the core of the limiting beliefs holding you back so that you can become an unlimited creator. See, one of the challenges for human kind is that we believe things are the way in which they appear. But usually they are not. Usually they’re not true. They only true because we make them so through our thoughts. And a belief is just a thought we continue to think. We can change our beliefs by changing how we think—by beginning to believe a different truth, a new truth. Let me give you an example. I coach an extremely introverted musical genius in Manhattan who started a band with Moby, and when we first started working together, he believed that in order to be successful he needed to be social…”
Sometimes I talk about mindset as well as strategy, but I think you get the idea.
The bottom line is that you want to stay in your client’s world and focused on their specific desired outcome. Then when you present your coaching fee, it’s not for a duration of time but rather a specific outcome with which they now believe your help is imperative to achieve.
And remember, it’s all about practice! You will get better and more confident with repetition!
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
Focus on Inviting
Keep inviting. It’s the “One Thing,” the single most important action you can take to build your coaching business and become a world-class coach. And it’s the path to proposing because all coaching agreements take place inside a conversation.
Take the information I have offered you this week and start to create your own proposal. Practice, like Rich Litvin suggests, saying your fee again and again.
Ask For Referrals!
These words… “If you know someone who would benefit from what I do, here’s what I'll do. I will offer them an hour and a half of my time for free and that would be a gift from you.”
My Weekly Report
—What was your goal from last week for the amount of invites you are committed to making?
—And how many invites did you make?
—How do you feel right now about inviting and why?
—How do you feel right now about proposing and why?
—How many people did you offer the gift of your time in the form of a referral?