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Don’t ever sell ‘Coaching’.

If a woman goes to a hardware store to buy a power drill – what does she need?
[HINT: it’s not a drill].

She needs holes….

holesShe has a financial, emotional, logical or intellectual need for holes. She might think she wants a drill. But it’s your responsibility to determine the real truth and her real need.

Your responsibility and opportunity is not to just sell her a drill. You must figure out how to satisfy her financial, emotional, logical or intellectual need for holes and make sure the drill she buys from you will solve her problem and give her the exact holes she needs.

Or maybe she thinks she wants holes, but when you find out that she needs to insert rods in these holes, you realize that fasteners would work better than holes. So you sell her some fasteners. You have truly solved her problem.

You have also become a trusted advisor and a friend. And you should think of your clients as “dear, valued friends.”

(Adapted from an article by Jay Abraham)

As a coach: get clear on what you are REALLY selling each client.
[HINT: it’s not Coaching]

Love. Rich

PS. Dramatically increase your confidence as a coach by mastering enrolling clients. Drastically increase your ability to raise your fees and up-level your clients. And learn to have fun making money. Join me on The 90 Day Money Game. There’s still time to join us…   

 

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  1. Assess your current coaching level and learn how to get to your next level. Read – or remind yourself of – The Litvin Levels, from The Prosperous Coach.
  2. Watch me coach some of the top coaches on the planet, in order to drastically uplevel your coaching skills. Join me on How To Coach A Superhero: The 4PC edition
  3. Imagine joining a Deep Coaching experience alongside the members of 4PC, my community of high-level coaches… We only offer The 4PC Accelerator once a year and it always sells out in advance. Save $1,000 with early-bird pricing.
  4. Learn how to enroll and coach successful, talented and ambitious clients – with power and impact. Join my flagship program, Project Kairos – for 8 months of guidance, challenge and support to master creating clients.

 

Transforming world-class leaders into world-class coaches.
That’s what we do.

If this sounds like you, let’s talk and explore if working together is a good fit.

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