Become A Better Coach – A SUPER COACH

Become A Better Coach – A SUPER COACH

One thing I know about coaches is this…you LIVE for getting amazing results for your clients.

There’s nothing more exciting for a coach than to see the impact of their work through the results of their clients….we really do live for that.

Unfortunately, few coaches get to experience this often enough…as often as I’d like them to anyway.

Too often the scenario is one of pressure…and failure….the pressure to deliver a result and the failure TO deliver a result and the cycle of hell that accompanies this.

If that sounds like where you’re at right now then please read on because I’m going to share 2 simple ways ANY coach can become a SUPER-COACH and deliver great quality results for their clients on repeat.

TWO SIMPLE STEPS FOR BECOMING A SUPER COACH.

The first thing I’m going to need you to do is to stay in your lane!

If you’re not sure what your lane is then the thing you need to do before that is to get clear about what you’re good at!

My first job with any new coaching client is to help them uncover what they’re amazing at, I call this helping them to find their coaching sweet spot because once we’ve done that the rest becomes easy, far easier than they ever anticipated it can be because then I am able to uncover the area of expertise my client shines in, where the work feels effortless because what they’re good at is second nature to them and talking about it? You can’t shut them UP!

And this is a good thing…passion for your work and is critical I reckon.

Here’s one of the ways I’m different as a coach, I do NOT want you doing ANY ideal customer avatar or dream client stuff UNTIL we nail your sweet spot and craft your offer because I don’t want you changing what comes naturally to you to accommodate a certain market.

I want you to 100% create the coaching package of your dreams, doing the work you excel at FIRST, then we look at STEP TWO.

Step Two is where we uncover who’s a good fit for your work based on all of the other stuff we’ve done to ready you for calling in your dream clients.

So we identify who is the right fit for your program AND who you’re going to LOVE hanging out with.

The coaches I work with do a lot of content, content drives sales so I want my clients doing a lot of great quality content and creating communities of potential clients they can heap some love on.

If you’re going to be hanging out with these people every day you need to love them right?

I also want to ensure my clients can access the market easily on social media…no point serving a community you can’t gain access to so it’s important to know your content can be delivered to these awesome people.

So chose your market based on who is a good fit for your product – who you are going to LOVE to serve and how accessible they are to you so you CAN serve them.

SUMMARY

Step One – Work out what you’re good at and stay in your lane by only offering a coaching product you know you can easily deliver so you feel confident your client will get a result.

Step Two – Match the market to your SWEET SPOT coaching product based on offering a real solution to a real problem – loving these people – having access to them.

Do those things and you WILL become a SUPER COACH because the more you do the thing you’re great at the better you’ll become AND along the way you’ll be building a reputation for getting results BECAUSE you’re in your sweet spot.

Sounds simple right?

It really IS simple, but sometimes we can’t see the forest for the trees and we need someone to help us see what we can’t.

If that’s you and you need some help check out my signature program for coaches who need help getting clarity on the stuff (and a whole bunch more). You can check it out here: https://www.michellehext.com/start-up-coach/

M xo

There’s A Time For HUSTLE

There’s A Time For HUSTLE

 

I am ALL about letting things be easy and working from a place of flow and in complete and total alignment…..in fact that’s how I do business 80% of the time, and then there are the times I feel the need to PUSH.

I think we can all be guilty of coasting at times and then we look up and realise it’s been a while since we REALLY pushed hard in our business, since we REALLY, TRULY hustled to make things happen, or happen faster.

Right now I’m in FULL hustle mode and for me, hustle means content, content and MORE content.

I’m committed to blogging every single weekday.

Live streaming every single weekday.

Emailing my list every single weekday.

Updating my Youtube and Website every single weekday.

Upping my insta game every single weekday.

Introducing new (to me) social platforms to spread my reach even further.

Running more free Masterclasses.

And launching more programs than I have in a while.

This isn’t new for me, if you’ve been in my world for a while you’ll have seen this before, where I pick up the pace and hustle my ass off.

I know ya’ll notice because you’re in my inbox letting me know I’m on fire.

Here’s the thing…YOU can do this too.

I’m not doing anything differently to what I would normally do, I’m just doing MORE OF IT…a lot more.

This creates momentum.

Sales pick up.

And I am so firmly in my zone you couldn’t pry me out with a crowbar.

Every time I do this I lift another level and even when I lose steam and take my foot off the pedal I’m still better for it and my usual pace of ease has a little more hustle to it.

Is this pace sustainable? 

For some people, it is…for me these days not so much but a month or so of pushing like this is all I need to create a massive impact on my bottom line.

So where are YOU at right now?

Is it time to pick up the pace and hustle?

If so you know what to do! 

Go make it happen!

M xo

Have you joined my facebook group SECRET COACHES BUSINESS yet?
Head to my bio or head here: https://www.facebook.com/groups/secretcoachesbusiness/

Keeping Strong Boundaries With Your Clients

Keeping Strong Boundaries With Your Clients

Today I did LIVESTREAM  on this topic after a frustrating conversation with a client.

One I’m sure you’ve had at some point as a coach.

The type of conversation that once upon a time would have left me reeling.

So let’s talk about that!

WHY YOUR CLIENT IS POINTING THE FINGER AT YOU.

Firstly I want to talk about WHY clients point blame at coaches when they’re challenged.

Of course, we always need to be checking in with ourselves first to be sure we’ve acted with integrity and aren’t in fact TO blame.

But what this usually means, in a nutshell, is that this thing is much harder than they were anticipating and they’re not up to it.

Some clients will let you know “hey, I’m really struggling here, I underestimated how hard this would be and I think I need some extra support” and as coaches, we LOVE it when our clients give us a heads up that they’re struggling because then we CAN help.

I think too many clients expect the coach to deliver a miracle, often without the client putting in a lot of effort and when the results aren’t coming or they realise they need to pull their weight frustration can rise up and in their panic, they lash out and blame the person they hoped would save them.

It is not your responsibility to save your clients when they’re feeling desperate, no-one needs this pressure and it’s important that your clients take full responsibility for their own failures along with their success.

 

HERE’S HOW THIS WILL LOOK

“You pressured me to sign up” – this one really pisses me off because quite frankly I don’t need the sale…my business is never going to hinge on a single sale and in my experience, anyone who comes on board who needed a lot of convincing is a recipe of disaster anyway and it’s just not the way I roll.

When this was said to me in the call I referenced above I was very clear in letting this client know that AND I also reminded her that she is a grown woman, who had time to change her mind before she signed our agreement and paid her money.

I let her know firmly that she alone was responsible for her decision and that if she no longer stands by that decision that’s her problem because I’m doing everything I said I would in the exact way I said I would do it.

“I don’t have enough time to put into the coaching and I don’t think I’ll make the most of it” – this is another “after the fact” excuse when what it really means is “this is hard and I don’t want to do this anymore”.

“I’m not getting what I need from the coaching” – I’m quick to ask what they DID expect because I am 100% clear about my approach, style and expectations before we begin.  Often this means they’re not doing the work because they expected you to do it.

There are many variations of the above but you get my drift.

 

HOW TO AVOID BEING IN THIS SITUATION

I think this stuff will always come up simply because human nature is what it is but here’s how I minimise the occurrence (this is very rare for me these days) and have myself covered if it does come up like it did today.

Be 100% clear and honest about what you’re promising – don’t overpromise because you’re setting yourself up for pain!

Have processes in place – I have very detailed agreements with my clients and they need to be signed before we begin, I also record my discovery calls so I can always send the recording to the client if they’re lying so they can see I have proof of everything agreed upon and that I made things very clear.

These days I don’t take payment on sales calls because I want to leave time between the call and the person making payment so they can choose not to go ahead. I’d rather a very firm YES and know my clients are all in than someone getting caught up in the moment and saying yes when they should have said no…maybe.

This really is a big topic and too long to cover in full here but I will continue to talk about this because this isn’t spoken about enough, we hear about bad coaches all the time but the topic of bad clients is rarely raised.

I see too many coaches being pushed around by clients who don’t take responsibility for their decisions or responsibility for their results and no coach deserves to be made to feel bad when it’s often the client who should!

That’s a wrap! I hope this helped the coach who really needed to hear this one today 🙂

M xo

Have you joined my facebook group SECRET COACHES BUSINESS yet?

Head to my bio or head here:

https://www.facebook.com/groups/secretcoachesbusiness/

 

 

Forget The Formula & Trust Your Instincts

Forget The Formula & Trust Your Instincts

When you’re 100% committed to growing your coaching business to the level you know you’re capable of, there’s no doubt you need a game plan, a strategy that’s going to get you there AND we also need to acknowledge that there is no one size fits all formula for doing so. NO “formula” on the planet should ever trump trusting your instincts.

Your instincts are your bread and butter as a coach and they should be within your business too.

We’re overloaded with information at any given time simply because we have access to SO much of it and it can be easy to find ourselves neck deep in information we don’t know what to do with or how to apply it to our specific set of circumstances, formulas appeal to us because we want something simple we can follow that will guarantee a result.

Unfortunately, there are no guarantees even if you follow any given formula to a T because what works for one coach simply will not work for another.

I have a formula based program called The $5K Formula For Coaches and you can be assured that there is no one size fits all formula for that program, instead, each coach is encouraged to find the best way forward within the framework.

I have clients who did this program who sell their packages for $3K and not the recommended $5K because their instincts told them $3K was the right number for them and their potential clients.

I have clients to go about lead generation in a number of different ways because one way will not suit all coaches.

So even within my own formula, one I know works, I encourage my clients to trust their own instincts every step of the way because their instincts are always going to trump mine in their businesses.

Any coach who tells you to blindly follow a mapped out strategy is doing you a disservice.

A great coach will always work with you to find the way that works and feels good for you.

So we know that trusting our instincts is critical….but HOW do we learn to do that?

I’m glad you asked 🙂

HERE ARE THREE WAYS YOU CAN BEGIN TAPPING INTO AND TRUSTING YOUR INSTINCTS

1: Whenever you’re presented with an idea that pertains to your business (a marketing initiative for example) ask yourself “How do I feel REALLY about this?”.
Think about what this would look like in action and then ask ”Does this feel like a good fit for me?” and “Is this something my dream clients would respond well to?”.
Regardless of how well something is working for someone else ALWAYS run a gut check to be sure it’ll work for YOU and be appealing to YOUR dream clients.

2: Write a list of 5 times you trusted your instincts and things worked out for you.
What made you sure you were on the right track?
What thoughts and feelings were present as you made those decisions?
Remind yourself that when you DO trust your instincts things go well for you.

3: Clear your mind of any mental clutter and noise and then bring into focus your bigger vision……the big dream you’re chasing.
Spend time visualising your dreams as already achieved.
In this state ask yourself “what do I need to do next?”
Then do it.

Your internal guide is your greatest strength so please don’t underestimate the importance of creating a daily habit of tuning into and trusting your instincts as you made daily decisions in your business from who you take on as a client to the way you market your business to the coach you hire to help you grow.

Making rash decisions based on fear is the opposite of trusting your instincts so weigh your decisions, run them through your radar and then trust those decisions because if you do that second-guessing is no longer required.

I hope this helps you to feel more empowered when it comes to trusting what you know.

M xo

Have you joined my facebook group SECRET COACHES BUSINESS yet?
Head to my bio or head here: https://www.facebook.com/groups/secretcoachesbusiness/

 

 

Why most coaches suck at sales.

Why most coaches suck at sales.

 

 

 

I used to constantly tell myself I sucked at selling and so it became a self-fulfilling prophecy…. I really DID suck at sales and the more I told myself I sucked the suckier I became!

Sound familiar? I wouldn’t be surprised if it does because this is a pretty common thing for the coaches I work with and the coaches inside my community. https://www.facebook.com/groups/secretcoachesbusiness/

They, like me up until a few years ago, would do anything to avoid running sales calls, or as we commonly call them in the coaching industry “discovery calls” and their businesses reflected this.

 

HERE’S WHAT I DISCOVERED that changed everything for me.

Most successful coaches LOVE sales calls…in fact, this is often HOW they become successful and can then go ahead and scale beyond running calls BUT most of the successful coaches you see, me included, got great at these calls. 

This was truly a game-changer for me and so I got over myself and decided to embrace the fact that this was a skill I would need to learn if I wanted the same success I was witnessing other coaches achieve.

Today I LOVE my discovery calls and my conversation rate is ridiculous (in a good way).

Let me just say that this is NOT because I became a master salesperson or fell in love with selling.

Far from it.

Plus I’m an introvert who loathes being on the phone and so while I can barely muster the energy to call my mum on a regular basis, these days I adore coaching my private clients AND running discovery calls..who knew!! 

When my calls began converting at a ridiculous rate (this turned around fast) and I found myself working with dream client after dream client BECAUSE of these calls I became hooked.

I want you to become hooked too!

If you want to hear about why most coaches suck at sales, how I changed my sales game and how I teach my clients to sell with confidence then please keep reading.

 

WHY MOST COACHES SUCK AT SALES

There’s a multitude of reasons really but here are the top 3 that keep coming up in my work with coaches.

1: They’re trying to use the dodge sales script/ process their coaching training provided and that doesn’t work for most coaches because it feels staged and unnatural and if you’re not comfortable in the sales conversation your potential clients won’t be either and it just ends up being some awkward conversation that comes to an abrupt ending with everyone feeling weirded out, which is why so few coaches follow up after these calls but that’s a post for another day.

2: They head into the sales call desperate for the sale, this is what kills most calls dead in the water. It’s like when you head into a bar and you can sense the most desperate single in the room…everyone’s avoiding them…because it’s nasty energy. That’s what it feels like for your potential client when they come onto a call and you’re all desperate and needy for the sale.

3:  They start coaching on the call, this is a big no-no. Do NOT coach in your sales calls people! When you do this your potential client’s mind shifts into getting off the call so they can take action and you’ve lost them.  Discovery Calls are an exploration ie: can you help this person? Are they a good fit? Can they afford you? Are you a good fit for them?  ZERO coaching should take place on DC’s. The minute you start jumping through hoops and “performing”, trying to prove yourself…you’ve lost the sale.

4: The calls are unqualified and so they have no idea about the person coming onto the call (if they even show up). ALL of my discovery calls are screened ahead of time so I’m never wasting my precious time on calls I know will go nowhere.

5:  This is a big one….they lack clarity and confidence in themselves as coaches and what it is they offer.  If you’re not 100% convicted that you’re an amazing coach who knows they’re shiz and 100% clear on what you do and how you do it you WILL struggle to close any sale.

 

HOW I CHANGED MY SALES GAME

Again there’s a multitude of things I have changed over the years but in the interests of keeping this to a reasonable length, I’ll cover the main ones.

1: I stopped talking and started listening, these days if I’m doing more talking than my caller I know I’m trying too hard. The majority of my call is spent listening for what’s really going on so I can share my true observations with my caller and also determine: Is this someone I can help?  Do I like this person? Are they being honest? The ENTIRE time I’m listening for clues about what’s really going on for my caller and determining if I want to work with them. 

2: I screen all of my calls first to ensure I’m not wasting my time or my callers…you can see how I do that here: https://www.michellehext.com/discovery-call/

3: I’m completely detached from any outcome, if the person becomes a client that’s great, if not that’s ok either. This is NOT something determined by an overflowing bank balance, I adopted this when I sucked and needed to make money. I’m also playing the long game and I know that even if the caller isn’t a good fit now or not ready now, there’s a good chance they will be ready in the future. I have had people get in touch with me years after a discovery call ready to get started. Every call is another seed planted for the future so I work hard to ensure the experience is good and that the person always feels they can reach out to me at any time in the future. 

4: I’m 100% confident and 100% clear.

5: I’m super relaxed and feel zero pressure to perform or to prove anything to anyone, I create a lot of high-quality free content and my sales pages are super clear so far me these calls are mostly a formality because my callers have either been in my community or have consumed my free content and already know they want to work with me if I think they’re a good fit.

 

HOW I TEACH MY CLIENTS TO SELL WITH CONFIDENCE.

What I really want you to understand is that the sales call is the final piece of the puzzle and it really everything you do BEFORE the call that set’s you up for a win and makes the calls a formality.

The checklist I’m running in the background preparing my clients for confident selling goes like this:

1: Are they confident they can deliver a result for their client? If not we work on that.

2: Do they have a clear offer that is easy for dream clients to understand and say yes to? If not we work on that.

3: Are they prepared for a yes? Meaning, if a client says yes do they have their systems in place to swing into action? If not we work on that.

4: Are they creating high-quality content for their potential clients to consume so that when they schedule a discovery call the person is already familiar with their work? If not we work on that.

5: Do they feel comfortable in a sales conversation and in asking for the sale? If not we work on that.

Many coaches come to me lacking clarity and confidence and it’s my job to ensure both of those challenges are overcome by developing congruency and alignment across all facets of their business so that when those discovery calls start coming in they’re eager to run them and confident their conversion rate will climb quickly.

M xo

Have you joined my facebook group SECRET COACHES BUSINESS yet?

Head to my bio or head here:

https://www.facebook.com/groups/secretcoachesbusiness/

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