The Emerson Suite - How to Find Lifelong Coaching clients and Efficiently Grow Your Business

How to find Lifelong Coaching ClientsAnd Efficiently Grow Your Business

WEBINAR

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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

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WHO WE ARE


DOUG EMERSON MARY LEGAKIS ENGEL


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


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


WHO YOU ARE

New Coach:

• Recently certified or exploring becoming a

coach

• May have a few clients

• Not sure where to start

Start with the Client

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Conflict


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Stress


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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


13© Reddin Global 2016 Source: http://www.techvibes.com/company-directory/toronto/tag/startup


BACKGROUNDCurrent 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

Case Example

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The “discipline of doing it”

Finding prospects

The proposal process

The conversation

The decision



1. Emailing contacts/network/friends/family2. Phoning contacts/network/friends/family3. 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


1. Find somebody who will talk to you

2. Meet them and show interest

3. Come back with a proposal

THE PROPOSAL PROCESS


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

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

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METHODOLOGY1. GETTING STARTEDDocument collection and Kick-off Session to get started and create trust

2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness



2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness3. JOBJob Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews



2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness3. JOBJob Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews4. SITUATIONOwnership Grid, and Meeting Effectiveness Tools, Concepts and Coaching Methodology



2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness3. JOBJob Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews4. SITUATIONOwnership Grid, and Meeting Effectiveness Tools, Concepts and Coaching Methodology5. BEHAVIOURPersonal Style Profile, 3D Managerial Styles Model, Style Planning and Coaching Method



2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness3. JOBJob Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews4. SITUATIONOwnership Grid, and Meeting Effectiveness Tools, Concepts and Coaching Methodology5. BEHAVIOURPersonal Style Profile, 3D Managerial Styles Model, Style Planning and Coaching Method


6. YEAR END EFFECTIVENESS REVIEWPrepare the client for year 2 and evaluate their success in the program

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SPONTANEOUS CONVERSATION


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

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


How to BECOME aCertified Effectiveness Coach


THE EMERSON SUITE TRAINING AGENDA

13 hours of training, 25 hours of practice

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Client Management System


I landed a new client and so the training has more than paid for itself already.

Leigh Gauthier, PCCCertified Effectiveness Coach

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WHAT YOU GETEFFECTIVENESS COACH CERTIFICATION PROGRAM

The Effectiveness Coaching Methodology13 hours of self-paced learning and exercises2 practice licences for The Emerson SuiteA Virtual Coach to mentor you through the processLive group Virtual Instructor calls twice per month with Head Coach, Mary Legakis Engel

$4,695 VALUE

EFFECTIVENESS


WHAT YOU GETFINDING CLIENTS FOR LIFEBONUS PROGRAM

Sales training and systemHow to keep clients for lifeProgram packaging and marketing materials

$2,500 VALUE

FIRST YEAR OF MEMBERSHIP INCLUDED

Access to the Client Management SystemAccess to a community of world-class coaches and consultants in CoachHubAccess to ongoing professional development and conferences

$1,200 VALUE


WHAT YOU GET1 FREE CLIENT LICENCE POST-CERTIFICATION

Comprehensive set of tools for REAL effectivenessGet 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 toolsLive training with Mary Legakis EngelQualifies the full program for ICF CCEs $800 VALUE


TOTAL SYSTEMEFFECTIVENESS COACH CERTIFICATION PROGRAM

or $994/month for 6 months

TOTAL INVESTMENT: $5,495 plus applicable taxes

FINDING CLIENTS FOR LIFEBONUS PROGRAM


1 FREE CLIENT LICENCE POST-CERTIFICATION

LIVE TRAINING EVENT IN THE TORONTO AREA

TOTAL VALUE: $9,985

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The client’s decision

Success rate

Depth of relationship

Value

Methodology


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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



TOTAL SYSTEMEFFECTIVENESS COACH CERTIFICATION PROGRAM

or $994/month for 6 months

TOTAL INVESTMENT: $5,495 plus applicable taxes

FINDING CLIENTS FOR LIFEBONUS PROGRAM


1 FREE CLIENT LICENCE POST-CERTIFICATION

LIVE TRAINING EVENT IN THE TORONTO AREA

TOTAL VALUE: $9,985

Set up a call…[email protected]

Leadership & Management

The Emerson Suite - How to Find Lifelong Coaching clients and Efficiently Grow Your Business