If you want to become a business coach, your best strategy is to shut up and listen. Yes, what you know matters, but less than you think. Listening is your key to helping others succeed.
Watch this TEDx video with Ernesto Sirolli, Founder of the Sirolli Institute, on how you can't help anyone unless you first listen.
This is true whether you're coaching them or selling coaching to them. To learn more, click the button to join Business Coach, Master Sales Coach and Provocateur, Mattison Grey, MCC; for a free teleclass on how to Stop Talking & Get More Clients.
But first, get inspired by Ernesto's impassioned talk. You'll love it!
Recently I interviewed Mattison Grey, MCC, about her 15 years as a super-successful coach and the three secrets to success that she wished she knew when she first became a business coach.
If you want to become a business coach yourself, love your work and be well paid, you owe it to yourself to listen to the 45-minute audio, below. Even if you're a veteran business coach, this audio will be eye-opening. In it, Mattison discusses in detail the following:
- Your fee has to reflect the value your client wants to create, not what you think they want to pay.
- Her mentor was right when he told her she would have to learn to sell if she wanted to succeed.
- Traditional selling is pushy and manipulative, so she had to learn a new way to sell with authenticity.
Listen to the whole audio to discover what Mattison really means and why it matters if you want to become a business coach and succeed like she did:
I know, because I've taken her sales seminar (twice), along with a whole slew of other successful coaches, such as Coaching Telesummit Queen, Adela Rubio, who said, "Mattison shifted my resistance to selling when I took her virtual sales training." and Coach Laurie Peterson, who says simply, "It Works!!!", and TV Image Coach, Sarah Shah, who says the best part is, "I'm making more money and no one feels dirty in the end."
Guest post by Dr. Kristi Arndt, MCC
Dear Mr. Romney,
May I call you Mitt? It's more comfortable for me if we interact on a first name basis. I was pleased and honored to receive a request yesterday to coach you. Given that your final debate with Barack Obama is tonight, we do not have much time to build our relationship prior to the event. However, I would like our connection to deepen over time as that would allow us to work most effectively together.
As your coach also knowing you grew up around politics with your dad becoming Governor of Michigan, I think it is important for you to understand something. My mother was the political one, not me. Unlike you, I much prefer remaining on the sidelines. How proud your own father would have been to see you running this race!
If you didn't know "the late, great Mary Jo Arndt" as many friends now refer to her, then I encourage you to get acquainted by reading her obituary when you have a few moments. Interestingly, after my mother's sudden passing September 24, 2011, a family member realized she had died on Mary Jo Arndt Day proclaimed by the Village of Lombard President exactly one year earlier
Mitt, at this point the presidential race is way too close to call. Your campaign certainly has an eye on the latest polling data. As we've seen in recent elections, every single vote counts, and one can not take anything for granted. In today's world, information is available instantaneously around the globe. Given the dynamics of political systems, changing moment to moment under the influence of a multitude of complex, interacting factors, plenty of opportunity still exists that I believe can make a difference in your favor.
I'd like to ask you a couple of questions. After all, that is what coaches do best! What do you really think you most need as you prepare for tonight's debate? Whose vote might you gain by showing your true colors and saying what is in your heart instead of sticking to those talking points your advisers have given you? Remember, it's only me; what you say here remains strictly confidential. I really want to know who you are, what you value most, and what drives you to become the next President of the United States of America. Why do you deserve my vote on November 6?
I have an inkling. Would you like me to share it? The words GRACE under PRESSURE are coming to me. Given the fact that you have not yet effectively convinced women to elect you, perhaps a strong, independent-minded, intelligent female leader with her own set of political accomplishments could serve as a perfect role model for you. What do you think, Mitt? Are you willing to give it a try? By the way, the weekend Wall Street Journal summarized the gender gap nicely.
Why are you even with Obama among men in the "Monied 'Burbs" but lagging 10 points behind with women there? Given that you need some swing states to go your way, this seems like a really important gap, especially since I'm one of these women. What's possible while there's still time to influence suburban women who tend to be wealthier and more highly educated?
Perhaps my mother's example can provide some inspiration you might use to convince potential voters to trust you when they head to the polls on Election Day. Mary Jo instinctively knew when to speak up and when it was best to keep quiet even if it meant she had to bite her tongue because a larger issue really was more important. She also fought to win. While undergoing chemotherapy to keep an extremely aggressive cancer under control, she served as the Illinois Women for McCain Campaign Chairman as well as a member of the McCain National Hispanic Outreach Team. Throughout her life, she faced adversity head on and always remained victorious in spirit. She was adamant about bringing women of diverse backgrounds into the Republican Party, encouraging and preparing them to run for elected office. Many times she chose to rise above challenge to defeat the odds, even turning some adversaries into her biggest supporters.
If she did it, so can you. Let's go, Mitt!
A committed leader devoted to help steer the future direction of the coaching profession, Dr. Kristi Arndt is Vice President of the International Association of Coaching (IAC). Kristi integrates extensive knowledge of the Human Design System to guide her clients according to life strategies that are correct for them. A lifelong learner and agent of change, she has fifteen years of professional experience in secondary and higher education settings including roles as a university learning center director and faculty development coordinator at a veterinary school. Kristi is a Master Certified Coach with the IAC and a Board Certified Coach through the Center for Credentialing and Education who earned PhD, EdM, and DVM degrees from the University of Illinois at Urbana-Champaign. To get better acquainted, please book an appointment with her at www.CoachWithKristi.com.
In her article, Mattison makes a powerful case for acknowledgment as a masterful coaching tool. She should know. Mattison wrote the book on acknowledgment called, The Motivation Myth. And she points out that most coaches don't know what it is or confuse it with something else.
Mattison has studied the art of acknowledgment more than anyone I know, probably more than any coach alive, so I always defer to her on this subject. She started educating me on acknowledgment six or seven years ago and I've watched her use it in action many times. It truly is amazing.
Unfortunately, if you haven't watched a master acknowledger practice her art, or if you didn't know what you were witnessing, you probably missed the implications. So let me point out a few.
Here's Mattison's definition of acknowledgment:
Acknowledgment is saying what a person did, or results they achieved, delivered with a tone of appreciation, curiosity or surprise, and without judgment.
Easy, right? Try it. For most coaches, it's anything but easy. That's because we're still getting in the client's way (In other words, we're NOT making it all about them, so we're failing the first step in master coaching).
If you acknowledge well, here are some of the things that may happen:
- Your client lights up
- They feel seen/heard
- They don't feel suspicious (as in, 'What's she buttering me up for?')
- They acknowledge themselves ('I did!')
- They open up to us
- They see themselves in a new light
- They tell us things we didn't even know to ask about
- They think more resourcefully
- They step into their Personal Greatness
- They are willing to do far more
- They love themselves (and us)
When I teach acknowledgment to Master Coach Training students, I offer a few pointers, such as, use second-person pronouns (you, your, yours) instead of first-person pronouns (I, me, mine); acknowledge what the client did, the results they got and who they are becoming.
When used well, acknowledgment can express or enhance virtually any other coaching skill, including all of the IAC Coaching Masteries(tm). The right acknowledgment, well-placed and followed by a bit of silence, can even be a powerful clarifier.
Which is one reason why master coaches don't always ask questions.
*I'm an affiliate of Mattison's and I would recommend this book, anyway.