by Eric Dombach | Business Coaching Tools
Today, we’re going to address a problem that has wreaked more havoc and destroyed more promising business coaching careers than anything else.
Procrastination.
Of all the deadly mistakes I see business coaches make, this is perhaps the most serious– not just because it’s an automatic career killer when it’s a serious factor in people’s lives, but because it’s so widespread. Almost everyone does it. And that makes procrastination a problem of epic proportions.
But the ultra-successful have mastered it. To join us, so must you.
As we go through the rest of this article, think of the tasks you procrastinate most. What are they? Make a list of at least 3-5 things you’ve been putting off.
Maybe it’s cold calling…budgeting…planning…appointment setting…preparing for coaching sessions…approaching potential investors…
Whatever you’re procrastinating, write it down now. No, seriously. I’ll wait.
Why Business Coaches Procrastinate
First, ask yourself WHY? Whenever you’re confronted with procrastination, it helps to understand the source of your hesitation so you can take positive, productive steps to overcome it.
Here are some of the most common reasons people put off important action items:
- Fear of the unknown
- Disorganization
- Perfectionism
- Stress and overwhelm
- Fear of failure
Perhaps different tasks on your list have different reasons. Maybe they’re all extensions of the same thing. Whatever the source, identify it now.
And then deploy this five-step process to help you overcome procrastination, regardless of the reason…
STEP ONE: Visualize Your Outcome
Take a moment to really imagine what it will be like when your project is done. The relief to have it off your plate. The sense of satisfaction that comes from doing something hard. The appreciation of your clients. The money in your pocket. Just enjoy the thought of finally being able to cross this off your to-do list.
STEP TWO: Brainstorm Solutions
Is a project to advance your business coaching practice stuck because you’re confused or confounded by an ongoing problem? Brainstorming is a terrific way to approach it with a new perspective. Sit down with a blank sheet of paper and jot down every idea that comes to you. Don’t “self-edit” or criticize anything. Get it all out–then review and evaluate what you’ve written. Oftentimes you’ll find the solution is right in front of you.
STEP THREE: Give Yourself a Hard Deadline
If you’re having difficulty finding motivation for activities with soft or revolving deadlines–like sales or marketing tasks–give yourself a hard deadline for completion. Find an accountability partner, such as a mentor, spouse, friend–or best of all, your own coaches’ coach–and tell them what your deadline is. Ask them to check in with you to ensure you complete it.
STEP FOUR: The 30 Minute Rule
Set a timer for 30 minutes and shut off all other distractions: phone, email, internet, everything. Then work as hard and fast and focused as you can for just that time. You’ll be amazed at how much you can accomplish in 30-minute increments. Sometimes you’ll discover you’re engaged enough to just finish it up. But if you’re still finding it difficult to connect, give yourself permission to stop after those 30 minutes and start again the next day.
STEP FIVE: Ready, FIRE, Aim
Successful business people often refer to a strategy called “Ready, FIRE, Aim.” The idea is that you give yourself some general preparation (“Ready”), and then take immediate action based on your preparation–understanding even as you do it that it won’t be exactly right (“Fire”). But there’s no better way to learn than by hands-on experience. So take action, evaluate, and make adjustments based on what you’ve learned (“Aim”).
Then go back and do it all over again.
It’s an incredibly powerful philosophy that will change the way you think about success and business, and help you master the habit of procrastination once and for all.
Finally, a word of advice from someone who’s been around the business coaching industry a long time: if you’re an otherwise talented and effective person, the source of your difficulty might very well be perfectionism–an unrealistic expectation that you must do the job perfectly the first time around.
So give yourself permission to fail fast.
Understand that true success is only achieved through trial and error.
If you're an otherwise talented and effective person, the source of your difficulty might very well be perfectionism--an unrealistic expectation that you must do the job perfectly the first time around. So give yourself permission to fail fast. Understand that true success is only achieved through trial and error.
Of course, one of the best ways to overcome procrastination is by knowing EXACTLY what you need to do to be successful. Then you can plunge forward with full confidence that you’ll get the results you’re seeking.
That’s why I’d like to invite you to take advantage of a FREE 30-day trial of our comprehensive business coaching system.
You’ll immediately obtain actionable information you can use to make massive strides in your business coaching practice today. Sometimes all you need is some solid direction to get you unstuck. I’m willing to bet you’ll find it inside our system. Enjoy!
by Eric Dombach | Business Coach Training
Remember that scene in The Ten Commandments when Charlton Heston comes down the mountain with the stone tablets, only to discover that the people have made a mess of things at the foot of the mountain? And so he holds the tablets over his head and flings them into the crowd, shouting, “If you won’t live by the law…you’ll die by the law!”
While I’m not about to do anything nearly as a dramatic as that, I will point out that Heston’s Moses had a point. When it comes to client service, your business coaching practice will live or die based on how well you treat your clients–and so I’ve developed my own 10 Commandments of Client Service.
Follow them, and you’ll create client loyalty by delivering massive value to your clients as quickly as possible.
Neglect them, and your client relationships will be full of mistrust and disappointed expectations.
Yes, it really is that important.
The 10 Commandments of Client Service
Follow these ten commandments of client service, and you'll create client loyalty by delivering massive value to your clients as quickly as possible. Neglect them, and your client relationships will be full of mistrust and disappointed expectations.
- Don’t expect your clients to tolerate client service mistakes.
- Always do what you say you will do when you say you will do it.
- Never, ever make a promise that you’re not absolutely sure you can keep, because promise-breaking is the same as lying.
- Never try to remember your promises. Write them on a task list.
- Remember that unacknowledged communication is the most profound form of disrespect.
- Reply to every inbound email or phone call within half the time your clients expect you to reply.
- Review your task list before the end of the day to make sure you haven’t broken any promises.
- If it appears that you won’t be able to keep a promise, re-negotiate before the deadline.
- Always use autoresponders and voice mail messages to communicate your absence so you don’t appear non-responsive.
- Communication technology problems are never acceptable excuses for breaking promises, so make sure your technology is working.
Treating your clients the way they deserve to be treated is absolutely critical to building a thriving business coaching firm, because when you do, you’ll open the floodgates of referrals and positive word-of-mouth.
Looking for more great business-building tips like these? Download a copy of our FREE ebook, Secrets of a Business Coaching Rock Star.
by Eric Dombach | How to Become a Business Coach
In a recent Monday Morning Memo, advertising guru Roy Williams warns against the fallacy of “survivorship bias”–something that we here at the Coaches’ Coach have seen over and over again among business coaches struggling to make their practice profitable (HINT: business coaches who succeed stay aware of it, and adjust for it). But what is survivorship bias, exactly? Roy explains with an anecdote from the navy:
When the Center for Naval Analyses evaluated the bullet holes in aircraft returning from missions during WWII, armor was recommended for the areas that showed the most damage. An engineer, Abraham Wald, popularized the term “survivorship bias” when he pointed out, “These are the planes that were able to return to base. The areas we need to reinforce are the areas that are undamaged on these planes, because those are the areas where damage makes it impossible to return.”
In other words, as Roy defines it so succinctly, “when we focus our attention on those who succeed–and ignore the lessons of those who failed–we tumble headlong into survivorship bias, a dangerous but invisible fallacy of logic.”
Over the past fifteen years, we’ve been studying not just the business coaches who succeed, but also the business coaches who fail miserably. And we’ve come away with the top three factors that separate them.
1. They don’t have sufficient start-up capital
I call this a “war chest,” and if you launch your business coaching practice without one, you’re almost guaranteed to fail. This is the money you need to begin marketing–and to tide you over until you begin to generate sufficient revenue. A huge mistake too many business coaches make is blowing their war chest on things that are unnecessary, such as office space and franchise fees, instead of marketing their butts off. My advice? Don’t buy a franchise, work from a home office, and put all the capital you can toward generating leads.
2. They don’t want to learn to sell
Some coaches get into the business because they want to help people–which is fantastic, that’s the heart of business coaching–but they bring an aversion to sales. Let me be blunt: if you don’t learn to sell, you won’t succeed in this business, period. Contrary to some who believe you’re either born knowing how to sell or you aren’t, sales is a skill. And like any skill, you can learn to master it. But if you don’t, you’ll never become one of the business coaches who succeed.
3. They don’t have anyone holding their feet to the fire
I’m always surprised at the amount of business coaches who don’t have a business coach. Do you believe in the process you’re selling or not? Just like any business coaching client, you need someone to hold you accountable, to help you ensure you’re doing the difficult things every single day that are required to be successful in this business. Don’t just talk the talk–walk the walk, and hire your own coaches’ coach.
If you’re looking for someone to make business coaching sound easy, you’ve got the wrong group. Here at the Coaches’ Coach, we’ll tell you the things you need to do to be successful in this business. Some of it isn’t particularly glamorous and some of it requires old-fashioned elbow grease. But at the end of the day, we know what separates the business coaches who succeed from the business coaches who fail because we’ve been in the trenches with both for the last fifteen years.
Here at the Coaches' Coach, we'll tell you the things you need to do to be successful in this business. Some of it isn't particularly glamorous, some of it requires old-fashioned elbow grease, but at the end of the day, we know what separates the business coaches who succeed from the business coaches who fail because we've been in the trenches with both for the last fifteen years.
Learn what you can from both the successes and the failures and you’ll be poised to beat the odds.
For more hard-hitting advice on becoming a business coach, don’t miss our FREE ebook, How to Become a Business Coach.
by Eric Dombach | Business Coaching Tools
Today, I’m going to give you some important advice that made all the difference when I was at the beginning of my business coaching journey. I’d gone through my training, I’d send out a bunch of marketing materials, and I was ready to start coaching.
The only problem?
I didn’t have any clients.
And I struggled to close them.
So here’s the advice that made all the difference:
If you’re a new coach or struggling to make sales…just start coaching someone. Anyone!
Allow me to explain…
Over the years, I’ve seen scores of would-be business coaches with amazing resumes and tons of value to share–but who, for whatever reason, just can’t seem to land those first few clients.
So they take their ball and go home before they’ve even had a chance to play.
Why?
Because they refuse to capitalize on the “stepping stone” opportunities in their path.
Small Steps Lead to Big Success
Pride can be a killer in this business. So if you’re a new or struggling coach, don’t make the mistake of targeting only the bigger businesses–and don’t price yourself too high for your own good!
Over the years, I've seen scores of would-be business coaches with amazing resumes and tons of value to share--but who, for whatever reason, just can't seem to land those first few clients. So they take their ball and go home before they've even had a chance to play. Why? Because they refuse to capitalize on the "stepping stone" opportunities in their path.
When you’re starting out, even consider taking on micro-businesses if they’re willing to pay you something.
One of the very first clients I ever signed was turning over just $50,000 per year in revenue and operating out of his living room.
What a disappointment! I thought, when the call came in from my marketing campaign.
But as we talked, I began to see a vision for his business–and I shared it with him.
He caught the vision, and offered to pay me $250 per month to help him implement it. Even though my lowest “official” program was $1000 per month, I knew I needed clients. So I took it and didn’t complain.
Together, we built his business and provided him a solid return on his investment. He got the revenue he so desperately needed…and I got invaluable experience that gave me confidence I lacked.
The lesson here?
If you’re a rookie, there’s nothing more valuable than coaching a living, breathing business owner. You’ll start generating the cash flow, confidence, and referrals you need to be successful. And you can use that momentum to propel you into incredible success now and in the years to come.
Of course, if you’re struggling to land that first client, may I suggest an invaluable resource? It’s our business coaching system, complete with sales scripts, customizable marketing material, training, and more–and now you can get a FREE 30-day trial. Check it out–you might discover your next stepping stone opportunities are right in front of you.
by Eric Dombach | Business Coaching Franchise
Interested in finding a business coaching franchise or training program that will help you become a business coach?
Business coaching is a fast-growing, $2.4 Billion industry. But it’s also a competitive industry. If you’re researching how to become a business coach, then the importance of finding a quality business coach training program is paramount. Some might suggest you choose a business coaching franchise. But is that your only option?
Precisely because now is an excellent time to create a 6-figure business coaching income, the market is becoming saturated with dozens–if not hundreds–of business coaching franchises and training programs. It can be difficult for aspiring coaches to know what to choose. After all, your success depends heavily on learning a system that gives you the best chance of producing real financial results for you and your family.
Here’s what I suggest you look for…
The Three Components of a Quality Business Coach Franchise or Training Program
1. Proven Results. This might seem like a no-brainer, but you’d be surprised at how few newbie coaches take this into account. The first thing you need to look for is a proven track record of coach success. Sometimes companies that sell business coach training opportunities make bold claims they just can’t back up with real-life success stories. This tends to be especially true of business coaching franchises.
Be sure to conduct rigorous due diligence. Whether you’re talking to a business coach franchise or some other form of training, ask to see more than just written testimonials. Ask questions about how many coaches have completed training, how many are still coaching, and get a list of coaches you can speak with personally.
Effective business coaching systems will teach you to close clients who pay you between $1,500 and $3,000 each month — and to generate enough of them that you are making a minimum of $10,000 – $20,000 in gross revenue each month.
Effective business coaching systems will teach you to close clients who pay you between $1,500 and $3,000 each month -- and to generate enough of them that you are making a minimum of $10,000 - $20,000 in gross revenue each month.
2. A Business Coaching System that Is Effective and Comprehensive. This is one of the most critical components of any good training program: a powerful, duplicatable system that works for businesses across the spectrum — but is simple enough to understand and apply quickly.
You want a business coaching system that gives you the language, assignments, and exercises you need to diagnose your clients’ problems — and solve them — QUICKLY. Without this component, you just won’t see the results you’re capable of getting…both for your clients and for your own income.
3. A Sales and Marketing System That Works. You need a sales and marketing system that will help you generate leads and close sales. Of the hundreds of business coaches I’ve worked with over the years, this causes more frustration than anything else. Even coaches who have graduated from prestigious business coach training programs, or are business coaching franchise owners, have difficulty with this because their systems simply don’t have the support in place to help them generate new business!
Remember: without clients, your business coach training is a liability. It only becomes an asset when you can use it to make money. The best business coach training programs are well aware of this critical fact, so make sure you sign up with a group that delivers marketing support. This can be in the form of templates, sales scripts, diagnostic tools, and ongoing training to make sure you grow your business as quickly as possible.
For more great tips on conducting thorough due diligence on business coaching franchises and other business coaching training systems, check out our ebook, The Business Coaching Franchise Buyer’s Guide.
