Items flagged with arrows require action on your part. If you are uncertain how to proceed, reread the appropriate section in this lesson. Use the model language in this chapter as a starting point, and then tailor it to make it unique to you. For the sections that say “Find a partner” you are welcome to do it on your own.

Frame the Relationship with the Prospect

➢ Find a partner and role play the approach and the refocus using the coach’s language in this chapter.

➢ Create your own version of the “Here’s who I am (what I do)” portion of your approach that you will say to your clients at the start of the introductory call.

➢ Create your own version of the “Here’s why I do it” (mission)” portion of your approach that you will say to your clients at the start of the introductory call.

➢ Create your own version of the “Refocus” portion of your approach that you will say to your clients to transition the subject of the call away from you and back onto the client.

➢ Find a partner and role play the approach and the refocus using your own newly created language in the steps above. Practice until you can say it without looking.

Discover if It’s an Appropriate Fit

➢ Find a partner and role play the coach’s language in this chapter to identify what really matters to the client.

➢ Decide which questions you will ask your clients to identify their opportunities, challenges and problems in their lives.

➢ Decide which questions you will ask your clients to ask for evidence of those opportunities, challenges and problems in their lives.

➢ Decide which questions you will ask your clients to determine the impact of those opportunities, challenges and problems in their lives.

➢ Decide which questions you will ask your clients to identify additional context for each of their opportunities, challenges and problems in their lives.

➢ Find a partner and role play an introductory coaching call where you identify what really matters to the client by doing the following: identify the client’s opportunities, challenges and problems, ask for evidence, determine the impact and identify additional context.

Convert Appropriate Prospects to Clients

➢ Find a partner and role play the coaching language in this chapter to question the constraints and close with buy-in.

➢ Decide which questions you will ask your clients to question the constraints for each of their opportunities, challenges and problems in their lives.

➢ Create your own version of the “Summary Buy-In Statement” that you will say to your clients near the end of your introductory call to close the client.

➢ Use your own language to role play an introductory coaching call where you transition the client to coaching by questioning the constraints and closing with buy-in.

➢ Create your own coaching agreement using the model in this chapter as your starting point.

Summarize in your own words below what the purpose is of each step in the introductory call: • Approach:
Refocus:
Opportunities, Challenges & Problems:
Evidence:
Impact:
Context:
Constraints:
Buy-In:

Better Understand the Client and Her Goals

➢ Find a partner and role play the coach’s language to get the client’s viewpoint on the Personal Professional Profile.

➢ Find a partner and role play the coach’s language to define short and intermediate goals.

➢ Find a partner and role play the coach’s language to look for clarity around the client’s goals and help the client recognize the power of her shortcomings, and make a statement of commitment about making a shift in her life.

➢ Write out how you would like change the wording (if at all) of the text below that contacts the client who hasn’t submitted the Personal Professional Profile form yet.

“Hey Bill, you know I would really love to have the Personal Professional Profile by this evening…that way it’ll give me an appropriate amount of time to read through it, get comfortable with what’s going on in your world, get comfortable with what you’re really seeking to achieve so that we can have the most effective meeting possible.”

➢ Find a partner and role play the coach’s language to handle a client during the first coaching call who still hasn’t submitted the Personal Professional Profile.

Highlight Historical Strengths and Weaknesses

➢ Find a partner and role play the coach’s language to leverage the client strengths to help them be their best.

➢ Find a partner and role play the coach’s language to identify what’s getting in the way for the client as well as connect the client’s categories for improvement and history to strengths and weaknesses.

➢ Find a partner and role play the coach’s language to leverage the client’s categories for improvement and connect history to strengths and weaknesses.

Assign the Client Comfortable Stretch Tasks

➢ Find a partner and role play the coach’s language to help the client select a stretch task to grow a human experience goal.

➢ Find a partner and role play the coach’s language to help the client select a stretch task to grow a business production goal.

➢ Find a partner and role play the coach’s language to help the client select a stretch task to grow a coaching relationship goal.

➢ Decide on the time(s) you will read your notes after the call for each of your clients.

Reconnect the Client to Her Goals and Capabilities

➢ Review the client’s goals prior to a coaching session.

➢ Find a partner and role play your language to reconnect the client to her goals.

➢ Find a partner and role play your language to see where the client is at with the stretch task(s).

➢ Find a partner and role play your language to reconnect the client to her capabilities.

Focus on Goals while Enhancing Life Integration

➢ Write down your own definition (and a few examples) of lagging indicators vs. leading indicators.

➢ Find a partner and role play the coach’s language below to get more specific on the client’s goals (including lagging indicators and leading indicators).

➢ Find a partner and role play your language to identify obstacles that are getting in the client’s way.

➢ Review the client’s Categories for Improvement prior to a coaching session.

➢ Find a partner and role play the your language to help the client balance goal(s) with the client’s life integration.

Agree upon Client Comfortable Stretch Tasks

➢ Find a partner and role play your language to help the client select a stretch task to grow.

Transition the Client to the MVP Stretch Task

➢ Find a partner and role play what to say at the end of a coaching session to share with the client what is coming and what the client needs to complete in order to be ready for this MVP call.

Connect the Client’s Mission to their Life

➢ Find a partner and role play the section below that goes over the actual MVP stretch task with the client to see how things went.

➢ Find a partner and role play pulling back up their MVP and you recognizing that this particular client has been stuck for a little while or they’re frustrated, or they’re not bringing that positive energy that they had, you can bring them back and remind them of this.

Clarify the Client’s Remaining Action Strategy

➢ Read through the 9 sections of the MVP driven action strategy in Appendix H.

➢ Find a partner and role play the remaining sections of the MVP with that client. Use Appendix H as your resource.

Address the Right Coaching Goals

You have just finished the introductory coaching calls with seven clients. From those goals, you have obtained 21 different goals from those seven clients below.

➢ Practice putting each of the goals from this chapter into the categories below you think applies to each goal. • Communication skills__________________________

• Marketing skills and Process____________________

• Organization and Team Design__________________

• Organizational Skills & Work Balance____________

• Leadership Skills_____________________________

• Delegation Skills_____________________________

• Family/Marriage/Relationships_________________

• Formal Learning_____________________________

• Emotional Intelligence & Character_____________

• Health/Wellness/Diet_________________________

• Mission/Vision/Principles______________________

• Spiritual/Religion____________________________

• Contract Alignment and Optimization_____________

➢ Practice writing your own goals you think clients may have for each of the categories above.

Ask the Right Coaching Questions

➢ Read through all the questions throughout this section of chapter 5.

➢ Find a partner and role play a coaching session using these 10 questions as your guide.

➢ Repeat the steps above for 50 more questions of your choice.

Assign the Client Comfortable Stretch Tasks

➢ For each of the coaching goals of the clients in this chapter, select the resources you would suggest they read/listen to.

➢ Choose your favorite general resources from the lists in this chapter that you would like to recommend to clients.

➢ Narrow down your favorite general resources to a “Top 10 List” for clients.

Mohamed Mursal

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