UCBS S2 Know what you care about Manual by The Coaching Institute

KNOW WHAT YOU CARE ABOUT MANUAL 1

KNOW WHAT YOU CARE ABOUT O N C E WE U ND E R S T AN D O U R S T AN D AR D S AN D WH AT WE AR E AN D AR E NO T PR E P AR E D T O D O , WE C AN B E G I N T O WO R K O U T WH AT W E ’ R E G O I NG T O C O M M I T T O …

If we aim for nothing, we’ll hit anything… and we’ll be off the hook, because we can say, ‘I wasn’t really trying…’ If we aim for something, we may not hit the target, but we will learn, and we will grow…

MINDSET FOR SUCCESS – BUILDING YOUR VISION (PURPOSE FIRST!) B U I L DI NG YO U R VI S I O N AN D M I S S I O N

What are the reasons you want to become a coach? What drives you? The idea here is to get reasons so strong, that no matter what the obstacle, you will be able to handle them because you’re driven by a purpose bigger than any challenge. You’ve only just started, but it’s worth being aware of, and considering, what kind of culture your coaching business will be. Our culture, as you know, is open, friendly, informal and innovative. We swear (we know), we are irreverent, cheeky and always determined. What kind of culture do you think your coaching business needs to be? To work this out, consider what kinds of clients you want to attract. Consider the types of people you want on your team. Consider the kind of environment you want to turn up every day. Who do you need to be, to have that kind of environment? Your culture will reflect you. If you’re serious, your culture will be serious. If you’re funloving, so will your culture. If you’re judgemental, that’s who’ll you’ll attract, both as clients and as team members.

MY MINDSET FOR MY BUSINESS SUCCESS – MY PURPOSE AND HOW I RIDE

MY PURPOSE FOR BEING A COACH, AND HOW I BRING THAT TO LIFE…

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My purpose for coaching…

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Why that matters…

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The ‘experience’ or culture I create…

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The ‘experience’ and culture I want to create…

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Based on this, I need to learn about…

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My commitment is to study…

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My commitment is to read…

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My commitment is to discuss with the Wow Team…

MINDSET FOR SUCCESS – BUILDING YOUR VISION YOUR VISION Your vision for you, and/or your coaching business is about deciding where you’re heading. This is important because it sets up the grand vision – the direction – you’re going to take your coaching business. Your vision is a statement of a promise to be filled. As you know, ours is: Live Your Dream. That’s what we’re here to achieve. For you. For us.

YOUR MISSION STATEMENT Your mission statement is a personal statement about you and your standards for you. It does include your beliefs and your attitude, which we’ll cover soon. Your personal mission statement is a statement about who you are and what you stand for. It’s the type of person you want to become – who you aspire to be – the ideal you. For example: “I am a truly compassionate and passionate person in all areas of my life. I am loving, warm, genuine, heartfelt and caring in my all my relationships. I am a person of integrity, a valued friend, and I’m known for my generosity, my sincerity, my patience, my understanding and my passion. I am always positive, see the best in people, see the best in myself, happy, empowered, engaged in life, present and love it all. I am admired, sought out as a leader, and respected by those I meet.” And then for your career/business: “I am a truly outstanding coaching professional in every respect. I am extremely knowledgeable about what we offer, fully present to what my clients are experiencing, and I’m always completely prepared for all my appointments. I am filled with passion for what we do and always set an example for others when it comes to who to be, and how to conduct ourselves within our organisation. I always say what I mean and mean what I say, and my passion and enthusiasm for what we are creating enthuses others. I set the standard when it comes to integrity, passion, caring, focus, discipline and results. I am warm, friendly, approachable, and caring of all I meet and I take care of my clients as if they are family.” Then set your intention to walk this talk every single day. Read your mission statement daily and with emotion. Connect to it. See its reality. Act as if it’s all true, right now. Note: There are no accidents when it comes to results – you get the results based on who you are, and what you do. There are no exceptions. You are not the exception.

MY MINDSET FOR MY BUSINESS SUCCESS – MY VISION AND MISSION STATEMENT

MY VISION AND MY MISSION…

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My vision…

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My mission statement…

MINDSET FOR SUCCESS – YOUR BUSINESS VALUES 5.

Y O U R B U S I NE S S V AL U E S

Your values are what you consider to be important. Our values are clearly shown, everywhere you look in our building, our marketing, our manuals and our team. Our values are our guides to how to make decisions. Your values need to reflect what is true as important for you. Some companies have three, some five, some ten. There is no right or wrong. Just having them starts a process of alignment around who you’ll work with.

THE TCI VALUES…

1. LET OUTSTANDING RESULTS DO THE TALKING 2. BE PASSIONATE AND DETERMINED

3. DELIVER WOW

4. TAKE RESPONSIBILITY

5. CREATE FUN AND A LITTLE BIT OF QUIRK

6. BRING OUT OF THE BOX THINKING WITH A SENSE OF ADVENTURE

7. DRIVE INNOVATIONS AND IMPROVEMENTS

8. BRING AN INSATIABLE HUNGER TO LEARN AND GROW

9. MODEL EXCELLENCE

10. BUILD A POSITIVE TEAM SPIRIT

MINDSET FOR SUCCESS – YOUR IDEAL CLIENT – MY VALUES MY VALUES…

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Value #1:

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Value #2:

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Value #3:

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Value #4:

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Value #5:

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Value #6:

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Value #7:

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Value #8:

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Value #9:

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Value #10:

MINDSET FOR SUCCESS – YOUR IDEAL CLIENT – AVATAR 8.

Y O U R I D E AL C L I E N T

YOUR AVATAR IS

The ideal, average client you attract who does business with you, is happy to do business with you and sees you as an exact match for the problem they want solved. There are not lots of avatars in your market. Your avatar is the ONE description, of your ONE ideal client.

YOU WILL MARKET EVERYTHING AS IF YOU ARE MARKETING IT TO THIS ONE INDIVIDUAL

That way, if someone doesn’t like your marketing, your message or your style, great – you know they are not your avatar. They will stay with you, spend more money with you and like you because you deliver exactly what they want. That’s who you should always do business with. BEFORE you can go to market you need to create a story, become a character, deliver great content and become their trusted adviser. To do this, you need to know THEM. Who is your prospect? Write down a real description. Pretend they are sitting across from you. Try to nail down the average person, in terms of likes and dislikes, income, sex and age etc. What is causing them pain? What’s their biggest problem? What miracle would deliver their biggest desire whilst solving their biggest problem? It could be a product that holds their hands as the do the steps, or it could be someone else doing it for them. It could be the steps are given to them one at a time with help. What are their top fears and frustrations? What gets them mad? What gets them worried? What do they want? What is the outcome they are really after? The secret thing they want that isn’t a result that’s tangible, but a feeling or an experience?

What are their top wants and desires based on what they actually say they want? What are they really after? How is that different to what they think they want? What does your product/service do or give your prospect that they don’t know about? What are the hidden benefits that your prospect doesn’t know about? How do they like to receive their goodies? Email? Membership? Mailed folders? Contact with people face-to-face? Contact with people on the phone? Networking? What forums do they go to? What do they write about? What are they afraid will be discovered about them? What do they want no one to know about them? What would happen for them if they got their desire? Finish this sentence for your prospect: “If I could just...” What’s your prospect’s name? If I could pick them out from a crowd, who am I looking for? What do they do for a living right now? What other identifying traits does this person have? Married? Kids? Past bankruptcy? NOW FILL IN THE BLANKS FOR THE NEXT PARAGRAPH: “Hi, <THEIR NAME>. I know it’s not easy being a <THEIR AGE> year old <THEIR GENDER> and <THEIR IDENTIFYING TRAIT> who’s trying to <THEIR DESIRED OUTCOME>... especially when you’re tied up most of the time working as a <THEIR JOB>. And when you think about <THEIR BIGGEST PROBLEM>, it can seem overwhelming. So I want to just take a minute and let you know everything is going to be fine. How can I say this? Because I know how you feel. Getting <THEIR DESIRED OUTCOME> wasn’t easy for me either and I sure had challenges of my own... just like you do now. “

So if Frank Kern was doing this exercise, writing to his prospect for a beginner’s marketing product, he’d be writing to a 45 year old man named Bob who sells insurance. Bob is married with two kids who drive him nuts and his wife thinks he’s an idiot for trying this internet stuff. He’s about 10 kilo’s overweight and wears glasses. He wears a short sleeved button down shirt (white) and khaki pants. His shoes are brown leather. His biggest desire is to make enough money to quit his job, which pays him $58,000 a year. His biggest problem is he doesn’t know where to start and he gets information overload because he sees so many different promotions.

THIS IS WHAT FRANK WROTE ABOUT HIM USING THE ABOVE TEMPLATE: “Hi, Bob, it’s Frank. I know it’s not easy being a 45 year old dad trying to make it online AND juggle a family... especially when you’re tied up most of the time selling insurance. And when you think about trying to piece all this stuff together and find a place to start, it can seem overwhelming. Especially since you’re getting a new “make money” email every ten minutes. So I want to just take a minute and let you know everything is going to be fine. How can I say this? Because I know how you feel. Making enough money online to quit my job wasn’t easy for me either and I sure had challenges of my own... just like you do now.

I remember when I was broke back in 1994. It was bad enough that I didn’t have two nickels to rub together... but then a flood came through my home and all of my possessions. So then I was broke and homeless! I’m lucky I didn’t have my two kids to support back then because I don’t know how I would have done it. And I’m really lucky I discovered the one little thing that would change my life forever. It’s the one thing that’s let me know I’ll never have a job again and it’s called...”

NOW LET ME HAVE A GO FOR THE COACHING INSTITUTE AVATAR... “Hi, <JACQUI>. I know it’s not easy being a <45> year old <MUM> and <JUGGLE A FAMILY> who’s trying to <HAVE A LIFE OF REAL MEANING>... especially when you’re tied up most of the time working as a <SCHOOL TEACHER>. And when you think about <HOW YOU’VE NEVER DONE ANYTHING LIKE THIS BEFORE>, it can seem overwhelming. So I want to just take a minute and let you know everything is going to be fine. How can I say this? Because I know how you feel. Getting <TO A PLACE WHERE YOU’RE WITH LIKE MINDED PEOPLE, CONTRIBUTING AND GROWING> wasn’t easy for me either and I sure had challenges of my own... just like you do now. I remember... <FEELING TRAPPED BY THE CHOICES I HAD ALREADY MADE, AND CONFUSED ABOUT HOW TO BUILD A LIFE OF AUTHENTICITY, ESPECIALLY WHEN I WAS SO BUSY JUST GETTING BY AND TAKING CARE OF WHAT I ALREADY HAD IN MY LIFE>... “

All credit for this goes to Frank Kern, the world’s most highly paid online marketing consultant, and a friend.

MY MINDSET FOR MY BUSINESS SUCCESS – MY AVATAR

MY AVATAR…

Hi, …………………………………… I know it’s not easy being a ……………………… year old …………………………………… and …………………………………………… who’s trying to ……………………………………………………………………………… especially when you’re tied up most of the time working as a …………………………… And when you think about ………………………………………………………………… it can seem overwhelming. So I want to just take a minute and let you know everything is going to be fine. How can I say this? Because I know how you feel. Getting ………………………….…………………………………………………………… ……………………………………………………………………………………………… wasn’t easy for me either and I sure had challenges of my own… just like you do now.

I remember…………………………………………………………………………………. ………………………………………………………………………………………………… …………………………………………………………………………………………………. …………………………………………………………………………………………………. …………………………………………………………………………………………………..

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What keeps them awake at night?

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What do they desire more than anything?

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What do they want, that they keep to themselves? Overcoming fear, for example…

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What solution could they buy, other than coaching?

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What could they have purchased, before buying coaching?

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SHARON PEARSON KNOW WHAT YOU CARE ABOUT - MANUAL Ultimate Coach Edition 1 | Version 1 | May 2017 Published by Global Success Institute Copyright 2017 © Global Success Institute All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, mechanical or electronic, including photocopying and recording, or by information storage and retrieval system without permission in writing from the publisher. In some instances, people or companies portrayed in this book are illustrative examples based on the author’s experiences, but they are not intended to represent a particular person or organisation.

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