Guide to Getting the Most Out of Coaching

Welcome to Coaching with Suzanne!

What I want for all my clients is to get the maximum benefit from our coaching relationship.  This guide will show you how to get the most value from coaching with me.

I. What do you really want?

Make a list of the things you really want in life
Coaching works best when you have clear goals based on your needs and values.  Think about the things you really want to accomplish in life.  Your goals should be SMART: Specific, Measurable, Attainable, Realistic, and Timely.

• What do you want to accomplish in the next 6 to 12 months
• What do you want to accomplish in the next 5 years – I call these BIG PICTURE GOALS

If you’re not sure what your goals should be, we can discuss them during our calls.

You will need 4 things to be successful:

1. Vision: Successful business owners have a vision for what they want their business and their life to look like in five to ten years.  (I will provide materials for you to write your vision).
2. Plan: A plan for how to get where you want to go.  We will develop this together.
3. Attitude: A positive attitude to guide you in your journey.
4. Accountability: you will need someone to hold you accountable for working your plan and getting you out of your comfort zone.  That person is me.  I'm glad you're ready to make changes and improvements in your business and your life. I'm glad you're ready to take action!

II. Who are you, really?

Get to know yourself anew
Working with a coach is a healthy way to grow.  Most clients hire a coach to accomplish several specific goals and spend much of the time and focus on these goals.  Yet, with coaching, don’t be surprised if you discover new parts of yourself, or if you find your goals adjusting to who you really are.  This discovery process is natural, so don’t rush it, just realize it will likely happen.  Accelerated personal and professional growth is the hallmark of being coached. 

Double your level of willingness
Part of working with me as your coach is that I will ask a lot of you, and probably more than you would ask of yourself.  I need you to be willing to experiment with fresh approaches and be open to redesigning some parts of your life.  This may be necessary to help you reach your goals.  These are some of the things I may ask you to be willing to do:

• Change your behavior, a lot
• Re-examine some of your assumptions
• Experiment and try new things
• Remove sources of stress in your life
• Associate with people who add to your life
• Stop associating with people who criticize or maintain a negative attitude
• Redesign how you spend your time
• Get the support you need to handle a problem
• Set goals that are much, much bigger yet still attainable
• Raise your personal standards to be high
• Adopt a positive attitude and believe in yourself – anything is possible!!!! – coaching is about forward facing solutions
• Take responsibility for your life and your business – this requires action on your part
• Learn to delegate and let go of busy work and tasks that are taking up too much of your time
• Learn to let go of limiting beliefs and replace them with positive self talk (limiting beliefs are subconscious thoughts that limit our success such as “I don’t deserve it”, “I’m not good enough”, “I have to do everything on my own”)
• Start on the road to a balanced life.  Your body and mind need to be re-charged on a regular basis. 

I encourage you to use our time together to think deeply and profoundly about what you most want in life. Ask yourself: 

• What parts of my business am I most passionate about?
• What was the original reason for starting my business?
• What is most important in my life?
• Am I focusing on the activities that energize me?

Once you envision your ideal business, commit to a process, and begin taking action, one of two things will happen. You will achieve the results you want, or you will discover what blocks you from easily attaining those results. Either scenario elicits valuable information in creating an ideal life.  As you explore the source of these blocks, use your image of the ideal business as a frame of reference. Moving through these points of resistance will ultimately open you up to greater success in other parts of your life as well.

III. How Coaching Works

What to expect during our calls:

The definition of coaching per the International Coach Federation states that "the client picks the agenda and outcome; the coach helps him/her achieve it…"

How will we spend our coaching time?
You can expect that we will get to know each other very well.  We will have an easy going conversation during each session.  We will strategize about varying tactics and brainstorm solutions. 

I will act as your business partner, your confidant, and your coach.  I listen a lot. You may hear me say “I’d like to go back to something you said earlier…” or “what stood out for me is…”
 Our coaching relationship will be all about finding out what’s holding you back from getting out of your comfort zone, therefore, we will do quite a bit of talking.

What will we work on during coaching?  You will review Key Areas of Focus and Strategies so that we can create an Action Plan. You always tell me what you want to work on. This ensures that you get what you want.  We will discuss issues that came up for you that week as well as exercises that I will send you on a regular basis. It's up to you to decide if the exercises I send you are issues you want to work on. I trust that you will tell me what you want.

TIP: I teach you to think for yourself!

You create the agenda for each call, so please come to the coaching call prepared
During our time together you may want to have a written list of things for you to share and us to discuss.  Having this agenda helps you get what you want from the call.

Some of my clients have a “post it note” or Coaching Session Prep Form where they jot down their thoughts for what they want to discuss with me.

On your list/agenda you may want to include things like:

• Report on the homework you completed
• Report on any exercises you have completed
• Successes and wins that you have had during the week

• Problems you faced and how you handled them
• Advice you want from me regarding a situation
• New skills you want to develop
• Insights, aha’s and new awareness

TIP: Keep a list of things you want to work on or run by me

Not sure what to work on? Click here for Ideas-what to work on during your session

Sample Coaching Session Prep Form
Please make notes about things you would like to cover with me in your session.

Update - your progress
Questions/Advice
What you want to work on this week during your session
Other

Find a quiet place for your session
We will be exploring private, confidential issues.  You will need the space and quiet location to focus on our coaching.

Structure of the Call:
At the beginning of each session, we will review your action items from the previous week.  I will then ask you what you would like coaching around for today’s session. We may review materials I have sent you or work on other issues.  A few minutes before the end of each session I will ask you to review what you’re going to do for the coming week and when you will do it.   

TIP: I will ask you what you want to work on - Take charge and lead the call!

What will Suzanne do if you don’t call in on time?
I will wait five minutes, and then I will call the numbers I have on file for you.

Enjoy our call
We have work to do together, but feel free to enjoy the call with me.  After several sessions, you may find that we take a little time to catch up on those parts of your life that mean a lot to you or you may want to share something personal and confidential.  And after several months, you may find that we even laugh a lot during the call – at life, how you have grown, how things happened – without losing sight of your goals.  However, feel free to set the tone of the calls and I will respect what you need.

TIP: I help hold you accountable, but ultimately, you are responsible for your success

Coaching Procedure:

• Please call me at (480) 922-1723 for our scheduled sessions.   I often schedule my client calls back to back, so if you receive my voicemail when calling in for our appointment, please wait one minute and call again, as I may be just getting off the prior call.  http://www.timeanddate.com/worldclock please use this link to sync your clock 
• I am available for short calls between our appointments if you have a big win or progress you would like to share.  I ask only that you keep these calls to ten minutes.
• I don’t send you reminders about our calls, so please block the time on your schedule and call me at the pre-determined time.
• We coach the first and third weeks of every month on the same day at the same time.
• We don't coach the 4th week of the month (or 5th if applicable). This is for you so that you don't "burn out" and for me so that I can teach workshops and classes and participate in consulting contracts.
• Make up calls are generally scheduled on one of my designated make up days.
• Please provide at least 24 hours notice if you must reschedule your call. I am unable to make up calls without notice due to a very busy schedule.
• Please purchase a 2” 3-ring binder to hold the exercises and materials I send you.

TIP: The best results are from changes made over time - take your time and don't overwhelm yourself

Do your homework/fieldwork
This is not homework like in high school.  These are tasks, actions, results or changes you are telling yourself and your coach (me) that you will do your best to complete before our next call.  You must apply yourself and use the homework to help you achieve your personal and business goals.

TIP: There is tremendous value in having a business partner focused on your success

What you can expect from ME:

• That our coaching relationship and what we talk about will be completely confidential and held in the strictest confidence
• That you have a completely safe place to be yourself
• That I will be deeply honest and forthright in what I say to you
• That we will be always looking for ways to simplify your life, work, and relationships by getting rid of the things that are not adding to your life
• That our coaching time is yours, not mine.  This is all about YOU
• That you can count on me to hold you accountable for achieving your desired action items and goals
• Availability: I will be available to you 9am to 5pm Monday through Thursday and 9am to 12 noon on Fridays.  I don't check email or voicemail on the weekends or after hours.  If you need to reach me, please send a voicemail or email message and I will respond within 24-48 hours during the business week.
• I am sometimes unable to respond to emails and phone calls during the day as I am with clients.

IV. What You Should Know:

• I Make Direct Requests

From time to time, I’ll make a direct request, like "Will you accomplish X by the end of the month?" You may accept the request, counter-offer (as in say what you can do) or decline (rare). I’ll make you right whichever way you respond.

• I Give Straight Advice

If I am sure of the situation, and you’re open to it, I may make specific suggestions on how to handle a problem or "go-for" an opportunity. If I am not sure, I’ll say so. Regardless, use the best of what I say and use your own judgment.

• I Don’t Step Over Much

When I hear a funny tone in your voice, or hear you say something that I just can’t "get", I’ll ask you about it. Often, it is these small moments that offer the chance to resolve something. However, I don’t confront; I’ll merely invite you to look at something.

• I Give Homework

I usually ask that the client come up with several goals, actions or breakthroughs to have between this call and the next. If it is too much, say so. If you want more, just ask.

• You Are Expected to Use Me, Not Depend on Me

As your coach, I am a resource and presence for you to use to your best advantage. I ask that my clients use me as this resource and friend, but not to let themselves get into the position of needing me (or the coaching) as a dependency thing or fix. So please come to the coaching call prepared with an agenda so that you get the most out of our relationship.

• Lead The Session. Know What You Want

Once we have established your detailed goals, it’s up to you to lead the session.  It’s your goal and your vision. It’s your life. It’s your opportunity. So get what you want out of each session. Don’t wait for me to initiate. Come to each session with a list of questions, a concern, or an opportunity you want advice about and/or a problem you are ready to solve. Now I can help you.

• Under-Promise, Don’t Over-Promise

Sometimes you may find yourself promising yourself and me too much. I ask that you do not do this. Experience has shown that most of my clients do better promising less and accomplishing more. Playing catch-up to too many promises and to too many people robs you of energy. Promise little, produce more, enjoy the surplus.

• Tell Others about Being Coached

Your coaching should not be a secret. You may find it empowering to share what you are beaming about and accomplishing with your coach. Remember, you are the lucky one to have a coach to work with. Nothing worth doing is worth doing alone.

• My Clients Are Great

I am blessed with the privilege of choosing my clients. I want and enjoy each one of them. They are all growing, successful and well, and I am assisting them to further their personal and professional lives.

• I Expect Your Best

If you are hiring me, then you’re probably ready to do and be your best. And if you aren’t doing your best, I’ll ask you to. If you can’t do that at that moment, I’ll understand and do what you need to be heard and helped back into the groove.

• Be on Time for Your Coaching Appointment

Please respect our time together by coming to our scheduled calls on time or call 24 hours in advance if you cannot make it. It is very difficult for me to reschedule due to other scheduled calls.  I will be unable to make up non-emergency spur of the moment reschedules unless it is a life or death emergency. 

 

IV. Don't Know What to Work On? Here are a few ideas:

• I will ask you to commit to working ON your business – you will need to set aside one to three hours per week to work ON your business.  I will ask you to make a weekly appointment with yourself on your calendar to spend time working on your business.  Successful business owners realize that in order to grow their business, they need to focus on Planning, Policies, and Procedures.  This may include 1) Policies and Procedures to run your business, 2) working a Marketing Plan, and 3) Creating Meaningful Goals. I find that Fridays are the best day to schedule an appointment and block time to "Work ON the Business."
  
  
• Commit to Personal and Professional Growth - get Success Magazine - we all need to be immersed in positive, success-oriented content and Success Magazine will help you stay on track with a monthly issue focused on, you guessed it, GROWTH. They provide a monthly DVD that you can listen to in your car for added motivation.

• Service your Best Clients - Infatuation Marketing helps you create a service model where you are servicing your best clients and growing organically. When you maintain a Client Service Matrix your clients fall in love with what you do for them and refer new Ideal Clients to you.

• Professional Referral Strategy – we will decide together how to create a referral strategy that works for you.
  
  
• Effortless Marketing/Credibility Marketing – Website design, effective copywriting, Internet Marketing strategies, and finally writing the book you've been thinking about.  Learn how to draw clients to you rather than you going out to find them. 

• Target Clients vs. Ideal Clients – learning to identify your Target Client (industry, demographics, and geography) versus Ideal Clients (clients who most value your services and can pay you handsomely without a problem) is essential to profitable business management.

• Accounting – if you do not have a way of determining how profitable your business is, why are you in business?  Learn to run your business like a business! You can do it yourself with QuickBooks or you can hire an accountant to do it for you (or some combination of the two).  This is not expensive to set up and provides you with regular reports showing you where you should increase efforts, and where you should pull back.

• Organizing Your Work Day with a Daily Success Schedule – many of my clients have found that eliminating distractions allows them to take control of their work day.  Creating a weekly schedule that helps you block time on your calendar to work on - prospecting, follow up, client meetings, and networking - is the key to organizing your business.   Some of my clients turn off their phone and ignore email to focus and get things done.  Let me help you organize your day so that you are working smarter not harder.  
  
  
• Technology and Productivity - Go to Bill Winterberg's web site and download his free report:
  "7 Essential Tips for the Productive Advisor" and implement his tips to get more work done each day without working harder. From faster rebalancing, account aggregation, dictation, going paperless, and simplifying client meetings, Bill has great tips to get more done without more effort.

• Delegate, Delegate, Delegate – if you are spending time on menial tasks, consider delegating to an assistant or Virtual Assistant.  Your time is valuable and should be spent wisely so that you can maximize your revenue.  Why waste your time with duties that don’t pay you your best rate – delegate those tasks. Consider that if your hourly rate is worth $200 per hour and you are doing menial tasks such as entering transactions into your accounting software or doing research, you are wasting valuable time. You could be paying a part time assistant $15 an hour to take these tasks off your hands.

• Professional Corporate Identity – I believe in going after the high end of the market.  Businesses that go after the low end of the market don't stay in business.  If your company materials are not designed by a professional, please consider making the investment.  This is a one time expense and an investment that will pay off for many years in the future.  While a website template or template business card can be helpful initially, I strongly encourage you to hire professionals as soon as you possibly can.  You should plan on designing a Corporate Identity and custom website.  You want to elicit trust from your clients, and having a business card/website that is not professionally designed will hold you back. To go after a better market (ideal client) you must LOOK like a better company. I strongly recommend Art Guy Creative for his branding and website design skills.

• Focused Networking to bring in more Ideal Clients – I want you to be open to looking for new ways to find clients.   Focused networking is the key.  Where do your ideal clients congregate? We will work on this issue together. If you network to bring in new clients, I would like you to consider designing a professional name tag to wear to events.  Your name tag should be 4-color and list your name, title, and business name.  My nametag says "Suzanne Muusers – ICF-Certified Marketing Coach for Financial Advisors".  The perfect size is usually 3” x 1 ¾”.  Go to www.namifiers.com or www.mynamebadges.com

• I will ask you to consider joining Toastmasters.  Toastmasters is a great way to improve your leadership and public speaking skills, gain confidence, and network.  Go to www.toastmasters.org to find a convenient club near you.  Suzanne is a Competent Communicator (CC) and is working towards her Distinguished Toastmasters award (DTM).
  
  
• More ideas for what you can work on during your session

V. Keep Yourself Well Between Our Sessions:

A business is like many professional sports.  You have to be in good physical and mental condition to be functioning at your best.   Coaching and being coached both take energy – emotionally, intellectually and physically.

You will need more energy to attain your goals.  How can you improve your energy level?  You will be redesigning parts of your life so that you function more effectively.  I will ask you to set aside one hour a day for functioning at your best.  This could be working out 3x per week, spending more time with your family, turning off the TV and reading, cooking a family meal, or whatever you want to do. 

Some of the habits my clients have developed into a routine are:

• Add exercise 3 or more times per week: Walking, biking, yoga, swimming, tennis
• Eating more fruits and vegetables: Consume at least two servings of fruit or vegetables with every meal (1/2 cup = one serving)
• Reduce caffeine intake: Drink more filtered or bottled water
• Reduce fat intake: Eat lean protein such as white meat chicken, lean pork, fresh fish
• Take vitamins and herbal supplements
• Make an appointment to see a Nutritionist or Acupuncturist
• Schedule a massage, facial, pedicure or manicure
• Meditation: Purchase a book and learn to meditate and relax
• Start being five minutes early for appointments
• Read and improve yourself
• Keep weekends for yourself – no working, no checking email
• Under-promise and over-deliver on your commitments
• Learn to say “NO” to requests unless they directly support your goals
• Listen to great music
• Floss and take care of your teeth
• Handle an unresolved issue that may be holding you back
• Need nothing - Just build up your reserves and your needs will disappear
•  Adopt a positive attitude
• Start a 5 Year Journal (by Doreene Clement) to detail your progress – purchase from amazon.com

 

Let's Go!!!

• Together we can create the life you want.
• Please make the commitment to take ACTION to reach your goals.
• Have patience – life changing events happen during coaching, usually from six to eighteen months into the process!
  

The effectiveness of coaching increases with time, so if you stop coaching at six months, you may very well miss out on the big "aha's" and the beneficial changes that happen over time.

TIP: If you give up before getting to the "meaty" issues you will only scratch the surface of your true potential and you won't overcome what's really holding you back

With all of my clients, coaching results in action immediately and produces a return on investment (ROI) over three to eighteen months. What you learn from an eighteen month coaching engagement could fuel your business from three to five years or more. So be willing to invest in yourself and go the distance.

Building a million dollar business takes time. I can help you get there, but you must commit and take action!

Suzanne

Suzanne Muusers
Prosperity Coaching LLC
Helping Advisors Build Wealth
www.prosperitycoaching.biz

Contact Suzanne

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