9 Rules for Successfull Business Coaches by Results Rules OK Ltd

Results Rules OK...

The 9 Rules… for successful Business coaches... …what it takes to be a great Business Coach…

E Book # 5 David Holland MBA The Results Guy… September 2011

©Results Rules OK Ltd 2011

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Contents 1. Introduction 2. The 9 Rules 1. 2. 3. 4. 5. 6. 7. 8. 9.

Understand Why. Build your Toolkit. Build your Brand. Get Results. Say No sometimes. Selling is OK. Be Congruent. Learn Continuously. Drop the Ego.

3. About Results Rules OK

ÂŠResults Rules OK Ltd 2011

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1. Introduction My career in Business Coaching started at the end of 2002. I had a successful career, owned my own companies and had completed my MBA – with a Distinction no less – in 1998. I was looking for a way of combining all my experience and knowledge into a business that would enable me to grow and develop, whilst being professionally challenging and rewarding. I had never heard of Business Coaching when I was contacted by ActionCOACH – then called Action International. I was immediately put off by the name and the sales techniques that were being used; however, I was intrigued about the actual concept. After a couple of meetings and a process of due diligence – Lynn and I decided that we would invest and that I would become a Licensed Business Coach. There were only around 8 or 10 other Franchisees in the UK at that time and we were the first to buy a licence in the West Midlands region so we were Business Coaching Pioneers in the UK. I became one of the top Coaches in the Franchise and won several awards. When our 5 year agreement was up for renewal – we had decided that we would move to France and achieve one of our goals of living and working there. On the day the Franchise agreement came to an end – approximately two hours before midnight as it happened – I received a telephone call from the owner of the Action Coach Franchise inviting me to go to the USA and develop and deliver the training and support systems for the global network of existing franchisees and also the new ones that would be coming along. This was a great opportunity so we moved to Las Vegas and Lynn and I revamped all the training content, the systems and processes of the support functions and I trained around 450 Coaches over two years. I was then invited to become a CEO of the business based out of Luxembourg, so we headed back to Europe – finally achieving our dream of living in France. Starting Results Rules OK at the end of 2010, we have built our business to be unique and exceptional – combining all the skills and knowledge of both our careers to date and delivering products and programs that are the best in the World. So, I have been around a bit, I have learned that the large Coaching organisations may not actually be in the Coaching Business – they are in the Franchising business, in the business of making money out of selling licences and taking royalty. I have learned what it takes to be a great Coach, and I have seen plenty of people come into this business and do really well – I have also seen plenty of people come into this business end up wishing they hadn’t. So this EBook is designed to give you a guide to the 9 Habits that I believe define the conditions that will enable you to be successful as a Business Coach in any market. I hope it helps you find what you are looking for…

©Results Rules OK Ltd 2011

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2. The 9 Rules of Successful Business Coaches Rule 1 – Why… All the best Coaches I have worked with have absolute clarty about why they are doing what they do – it’s something that drives them and gives them a purpose, defining them as individuals and professionals. I have met 100’s of Coaches who tell me that they want to “help people”. Wanting to help everyone is a patronising and weak excuse for becoming a Coach. To assume that everyone needs help is naïve and tiresome – it will irritate more than invigorate. Whilst wanting to help others is a virtuous ambition – remember that not everyone needs or wants your help. To say that everyone needs help suggests that the Coach is somehow superior to everyone else – not attractive and very likely not true. I am a Coach for two main reasons - they both equally define my WHY... First, I had an interesting time when the family business was in decline. The picture shows the family business in around 1908 with the family name above and both my Grandfather and Great Grandfather in the picture (the big guy in the middle and the man on the right). This was our family firm in and around Birmingham in the UK, we had several branches and the business was successful. In the 1970’s the large supermarkets began to expand and as they did they swept away large numbers of specialist retailers, and we were one of them. The future I had planned up until the age of 15 was taken away from me and I had to go and find something else to do – which entailed me moving to London and starting from scratch. When an owner managed business declines and closes it is not just the business that suffers but the whole extended family. I have experienced the effects, and while those experiences have helped define who I am today – there are aspects of my background that I would not wish on anyone. So the first part of my WHY is that I have a passion for the small business sector, the owners, their families and their combined success. As a Coach I will fight both with and for them to help them achieve better, sustainable results. The second part of my WHY is that internally I crave approval. I didn’t get approval as a youngster so I have been looking for it ever since – as an only child of two only children I only had one place to get it from – my parents - and they were always too busy. ©Results Rules OK Ltd 2011

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Approval is a strong drive; it is one that in its extreme form means that we do anything to be liked, becoming a doormat for others if we are not careful. I have learned that approval at any cost is inappropriate – especially when there are those around who capitalise on the need others have to be approved of. I started out being a Rock Drummer – I still am, Coaching is just my day job  - being on stage and getting the feedback from the audience was the biggest risk and reward activity that I could think of – and it was legal. Now I get a kick out of being significant to others; enabling someone to get a great result, presenting training workshop and seminars that move, inspire and educate others is the greatest privilege and thrill – and they satisfy my need for approval. So when you consider being a Coach, look carefully at what it is that motivates you. It took me a while to actually realise my true WHY – when you find yours it will inspire and drive you to achieve, defining you as a Coach and attracting others to you. Conversely, when you are not clear on your true WHY; you will be just another wannabe coach chasing the money and flogging your services to the lowest bidder because money is the only reason you have. Questions for you if you are looking to become a Coach or work with one; 1. Why do you do what you do..? – If this question is answered with anything but a clear, definite and attractive response, either you are in the wrong business or working with the wrong Coach 2. What is the best result you could get in your business..? – If the answer includes a great win for a Client, supporting a cause or contributing to the success and wellbeing of others, then great. If the answer is in the currency of cash income alone then change career or choose a different Coach. Remember, money will show up in your life when you provide value to others. The Law of Precession dictates that your results will come at 90 degrees to your activity – focus on the WHY and the money will follow, focus on the Money and you will simply wonder WHY…

Rule 2 – Build your Toolkit… Coaching is all about enabling other to achieve more. The classic tool kit of a Coach consists of great questions, challenging the attitudes, beliefs and behaviours of clients such that a more positive outcome can be derived. I have met plenty of Coaches who have limited experience of Business, but have read Think and Grow Rich, The E Myth Revisited and The Secret – so they believe that they are somehow qualified to be a Coach.

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Furthermore they may have been trained in the art of NLP – Neuro Linguistic Programming and be able to analyse every word, breath and eye movement you will ever make, making elegant predictions and observations of your behaviour based on the way you sit when talking with them. My belief is that anyone can become a Business Coach regardless of their background, knowledge and experience – providing they have the knowledge and understanding that is required to be exceptional. Remember, a great Coach will attract Clients based on their personality, knowledge and style – and you have to have a USP, a uniqueness that people remember. Traditionally, to get help, business owners had a number of choices; 1. Hire a Consultant – typically, a consultant will assess a situation and then recommend a course of action to improve it. Consultants are great where there is a specific identified issue and specialist knowledge and experience is required, the relationship tends to be project based and short term duration. 2. Employ a Specialist – recruiting a specialist to the team, means that you have key skills and experience built into your company and you are able to develop improved products and services for your customers. The challenge with employment is that it can be expensive and as the environment changes, different skills will be required. 3. Education – learning about business through academic or formal training is a great way of building skills and understanding. The down side is that it will take a lot of time and involve weekend and evening study, and the relevance of the course to your business may not be what you expected. 4. Do Nothing – hope is a strategy that many business owners choose. Using instinct and best guess will deliver results; just not the results that were anticipated. Doing nothing is however cheaper in the short term, good for cash flow and doesn’t challenge the ego. It tends to fall down in the medium and long term however. Then, someone invented a new genre – enter the Business Coach. A Business Coach effectively combines all the positive attributes of the traditional choices, excluding of course the option of doing nothing. Coaching tends to be a long term relationship, using a generalist approach, with someone that you trust and respect. There are three main aspects to the Coaching relationship; 1. Transactional Coaching – getting things done using proven tools and techniques. 2. Transformational Coaching – challenging and adapting the mind-set of a client. 3. Accountability – the Coach holding the client accountable for agreed activities and outcomes.

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The Coach will then need to understand;

Transform

Transact

Accountability

1. Current – what is the current situation, what is the starting point for the journey? 2. Future – what is the desired outcome or future set of objectives to be achieved? 3. Route – how fast do you need to get there, and what is the preferred method or program? Armed with these tools and information about objectives, a Coaching program can be designed.

The emphasis on Transactional, Transformational and Accountability will depend on the needs of the client and their business which may change during the course of the program; this is the art of Coaching, and it is the ability of a Coach to be able to use all three with equal proficiency that will determine success. A great Coach will build knowledge in each of the three areas – two out of three isn’t good enough – and apply them consistently.

Top Tip – Make Personal and Professional development a priority for you. Read a book each week and attend webinars and seminars regularly. Being qualified in the University of Life will not cut it…

Rule 3 – Build your Brand… A Great Coach will attract people to them based upon their personality, style, content and results. You are your own brand – so make sure that you are clear and consistent with the messages you convey – they must all support the brand that you want to develop. We decided that one of my strengths was the use of humour in business and presentations with a clear focus on getting results – hence the name of our business – Results Rules OK – because they do... All our branding and products follow the consistent theme – my books; Life Rules OK and Your Business Rules OK follow the pattern and my workshops are similarly named, for example our 90 Day Planning Workshop is called – Planning Rules OK

©Results Rules OK Ltd 2011

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Additionally, if I have said that I use humour and fun in business – I had better deliver consistently. If someone comes to a workshop and my delivery style is not in line with the expectations that I have set, then I will have sent out a conflicting message. I know that some people are too serious to have any humour in business, and they don’t like my approach – I also know that plenty of people do like my style and have become great clients, associates and friends as a result. Your personal brand is what will define you as a Coach, and the reputation that you develop will depend on how consistently you deliver on the promises your branding makes. Remember, some people will be attracted to you because of your brand, and others will be repelled by it – providing you are attractive enough to the right people you will have a great business. In the words of Avril Lavigne – “be anything but ordinary please...” Never be concerned that some people are not attracted to you – mediocrity is a dangerous place to be in this business. Your brand must be clear and consistent – whether it is your coaching style, presenting style, writing style or the way you dress and present yourself at events and meetings. When I attend meetings I regularly find that people will have read my books, checked me out on Facebook, LinkedIn or our website – they know me before I arrive and I need to match their expectations, otherwise the meeting is disjointed. I went to a meeting recently where my book had been purchased and read thoroughly, and I was asked a couple of questions about specific parts of the book – that I had of course forgotten that I had written. The learning here is to have a great memory and revisit your own materials regularly to make sure you know as much about you as everyone else does. You will need Facebook, LinkedIn, Twitter amongst others to build your online brand – make sure that you keep the content fresh and consistent, and don’t let anyone else manage the content for you – it has to be you. I met a lady at a networking event whom I had got to know through Facebook. When I spoke with her she had no idea that we had corresponded, or what had been posted on her site. Turns out that she didn’t maintain her own site, she had someone do it for her – I had been talking to one of her team not her – this was disappointing and not a great start. Your brand is yours – all you supporting content must be yours too.

©Results Rules OK Ltd 2011

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Rule 4 – Get Results… The biggest challenge in the Coaching business appears to be attracting clients. There are dozens of Guru’s who will show you how to get 10 clients in 5 minutes, double your business in an hour or generate more leads than your inbox can cope with. Why do Coaches need so many new leads…? Simple - Because they suck at Coaching and don’t get results with Clients… As a great Coach you shouldn’t need that many Clients – Clients stay with me for years because they get great value, results and they like being around what we do and enjoy supporting us. And – they give me plenty of referrals… This is where using the content of Rule 2 really comes into effect – if you are a great Coach that gets results rather than a great lead generator that churns through clients, you will have a great business and reputation. How can you build a Coaching business with zero marketing? – easy – get one client, transform their results and invite them to refer you to other likeminded people, and then do the same for them… I have trained over 450 Business Coaches, and have seen a variety of people start their Coaching Career – it is those that deliver the results that get the business, not those that just understand marketing. Beware Coaches who only Coach other Coaches – make sure whoever you work with has actually been there and done it, not just read a book about it. The results you get with clients will be in a variety of currencies including money, time, feel good, relationships, balance etc. If you get the wrong result for a client you will be fired as the Coach – be absolutely clear about the result the client wants and needs – not the results you think they should get. When a client achieves their desired outcome they will recognise that you helped them and not only refer you, but set another set of goals for you to help them with. Have the goals of each of your clients on your office wall, carry them in your pocket – they should be at the front of your mind all the time. If you are helping your clients get great results – you will need to get great results yourself. You need to lead the way and show your clients that you are ambitious and successful in your business. I would share my business plans with my clients and produce my 90 day plans with them so they knew what I was committing to – they all wanted me to be successful and would hold me accountable and help me on the way...

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Rule 5 – Say No Sometimes… Not all clients will be right for you, in fact working with the wrong client can be damaging to you, your business and your brand. The challenge with websites and social media is that anyone can find you and make contact – whilst this is good in principle, it does mean that you will have to filter some of the people in your network. Once you are absolutely clear about your own brand and the type of clients you want to work with – you can apply the filter and not waste your time or that of the person making contact with you. Being clear about your niche is the first stage in being able to say no. If your niche is simply anyone with cheque book and a pulse – then anyone will do, that is not a niche it is a species. For example, my niche is working with business owners who are aged between 40 and 60, in the service sector, likely to be married with a family, who have been in business for 5 years with a turnover of between 500k and 10 million. For my marketing I would break the niche further down into geographic areas and business sectors – for example; Italian restaurants in a certain postcode area. This allows me to be specific in what I am looking for and tailor all my marketing and content towards my target – making our message attractive to those people I want to work with and repellent to those that I don’t. If I get contacted by someone who is just starting out, has no experience of life or business, and is working out of the spare bedroom at home – I may not be the best person to help them so I will filter them out and refer then on to someone who can help them. I was offered an engagement with a large corporate to deliver training to all their sales people on a regional basis – whilst the sales revenue would have been great, it would have meant that I would have had to reduce time with other clients and when the contract was over my business would be in a weaker position – they did not fit my target so I reluctantly said no and passed on to someone else.. The more specific you are the more people will understand what you actually do – if you keep getting bizarre enquiries for Coach Travel to the match on Saturday for example, clearly your message isn’t clear enough. Ask for what you want and you will get it – just be careful what you ask for.

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Rule 6 – Selling is OK… Whilst Rule 4 applies – you do have to sell what you do. I have met a number of coaches who tell me that they are uncomfortable with selling their services. What they actually mean is that they think that selling is beneath them and somehow a dirty word – the same can apply to accountants, lawyers etc. As a great coach you must have a built in ABS system – Always Be Selling, as in cars this system will prevent you from spinning out of control even under intense pressure. The sale is made long before the actual sales meeting; your sales results will be dependent upon your ability to build a relationship with your prospects even before you have met them.

The Buying Decision Process

The Chart above describes the 10 Stages involved with the conversion, or not, of a prospect into a customer. Red Line – level of Resistance, showing a value of 85 (the level of Resistance that we will need to overcome in order to convert this prospect into a customer) Blue Line – level of C x V, (Connection x Vision) this is the only line we can control and we can influence the relative values through our sales process. ©Results Rules OK Ltd 2011

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Stage 1 – background ambivalence. Your prospect may never have heard of you, your product or your service, they don’t know you, they have no relationship with you and in fact may be slightly hostile or negative towards the mere prospect of being contacted, called or marketed to. So we start the process at a -10 position, the position of rest for most prospects before we get in contact. Stage 2 – the Marketing works. Our message whether it be a call, advert, email or offer has resulted in contact being made with us, a meeting set or a conversation booked. It may also simply reflect a change or situation for the prospect, and that is why your marketing activity should be continuous, even if it doesn’t get immediate results – some people pick up the phone after the first touch from your business, others will need twenty touches. The relationship has begun, you are now registered in their minds and they are aware of you. This will improve your relationship with them immediately so the value of C x V has increased to + 20. Stage 3 – a critical stage. Once the initial contact has been made the next stage of the process must start immediately. The short dwell on the chart of the blue line at the 20 level will not last unless we take control and engage the prospect in a process of building the relationship with you, your business and your products. The potential here is that if the process does not maintain momentum, the lead will go “cold” very quickly and the opportunity will disappear – this is the first moment of truth in your sales process, your speed of response. Stage 4 – the start of the relationship process. To be clear – stage 4 must follow stage 3 very quickly. The number of times I have seen huge marketing investment be wasted simply because enquiries are not followed up efficiently. Try this out with a company, go online and request information and see what happens – some are really good and have an automatic response, or someone responds within 24hrs. Whilst others you will never hear from – I do this a lot and I am amazed at the responses I get, or rather don’t... Better still, try it on your own website – mystery shop your own business and see what happens, or drop me a note and I will do it for you… Stage 5 – relationship building. There are a number of ways to build the relationship with your prospect, whether they are with you in the store, restaurant or showroom or whether they are remote and only in contact by email and telephone. The objective here is to build trust and rapport with them, allow them to get to know you and understand that your product or service is in their best interests. Note – as a professional, if you discover that your product or service is not actually in their best interests, don’t sell it to them, refer them to someone who can help them. We are not in the business of selling for the sake of selling; we are in the business of solving other peoples purchasing challenges. ©Results Rules OK Ltd 2011

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Different ways of developing the C x V depending on your situation; a. With you “in store” – don’t sell to them, ask them questions. Find out about them, their needs and wants – don’t sell them anything yet, they are not ready, you don’t know what you need to help them to buy yet, and they don’t know if they can trust you yet. b. Remote location – build the relationship with a series of “touches” which could include sending them information, questionnaires to complete, telephone calls to find out how you can help them etc. The whole process you use guides them towards the point at which the deal can be closed, the more elegant and professional your system is, the less “selling” you will have to do. Stage 6 – the Sales meeting, the part of the process where it is appropriate for the sale to be confirmed. We all know when this is coming, and can sense it as the ritual begins. Whilst the C x V score is higher now than it ever has been it has not yet overtaken the level of Resistance, so more work to be done; don’t close too soon. The meeting should be based upon you asking questions and seeking clarification, settling any doubts the prospect may have regarding you, your product or service and final details regarding specification, colour, delivery and price are agreed. When the prospect starts to ask you questions about your service or product at this stage – that is a buying signal, allow them to buy. You have now entered the Green Zone on the graph, for the first time the levels of C x V are higher than the Resistance and the deal can be closed. Stage 7 - Allow them to buy, close the deal, shake hands, sign the form – whatever you need to do that enables the deal to be confirmed. The Green Zone is your Closed Area and represents your second moment of truth – it maybe a fleeting moment or maybe a few minutes in duration – but if you miss it the opportunity is regularly lost, sometimes for good. When the sale is confirmed, you must have a next stage, a process that maintains their enthusiasm and heads off the buyer’s remorse. This is where, after you have left, there is nothing to keep the C x V levels up and as the values come down, they change their mind and call you to cancel the order. Stage 8 – if a sale is not closed, and for example the prospect says the classic “I’d like to think about it...” objection, the C x V value drops almost instantly. They will not be thinking about it, or you or your service and product. The truth is that you didn’t show them the value, you may have never even entered the Green Zone, and rather than tell you that they don’t trust you or your company, they will simply say “I’d like to think about it…” At stage 8 the situation can be salvaged by maintaining a relationship with the prospect, following up and keeping in touch. You will effectively return the process to stage 5 again and may well have the opportunity of selling to them again in the future. Remember, it was your process of selling that failed; the prospects process of resisting beat you. It’s your responsibility and your opportunity to put it right, don’t blame your prospects for not seeing the value; it’s your job to demonstrate it to them in a manner that is compelling. ©Results Rules OK Ltd 2011

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You need to adapt your selling process to match the buying process of your prospects, not the other way round. Stage 9 – free fall. Without professional follow up the relationship value of the C x V continues to fall over a very short period. That is why follow up is critical, and the more quickly it is done the better. Stage 10 – mild bitterness. If the process is handled really badly, the prospect will have the levels of C x V continue to drop to a level lower than that of the background ambivalence they had before they had ever heard of you. At a level of – 25, all your marketing and sales activity has produced is a person who dislikes you more than they did a month ago. Well done… Remember in business as in life, once a relationship comes to an end, there is the possibility that the parties will become more adversarial at the end than they were before it began. See notes on divorce settlement cases for evidence… Finally – remember that at any time in the process your Prospect may decide to buy from you, and your job is to allow them to. Don’t go through the whole process just because it’s your system – it’s OK to take the cheque early… And – remember to have at least 11 lead generation strategies in place that take you towards the meetings…

Rule 7 – Be Congruent… Coaching is not simply something that someone does – it defines who they are as an individual. The best coaches do not simply become a coach at 09.00 in the morning and clock off at 17.00 in the evening – they live by the values and standards that they believe in, it is who they are not simply what they do. I have been in this business since 2002 and I know that I am a better father, husband, son and friend than I was before I began my coaching journey – how do I know? – Because people have told me and I am comfortable and confident in myself as a person. It is no good delivering a fabulous workshop on personal values and development only to end up in the bar afterwards and driving home after a drink – I have seen this done and it simply isn’t good enough. Not only is it wrong to drink and drive – but this is compounded by the fact that it followed a day of “personal standards” coaching and training. Live and work in accordance with the standards that you believe in and relay to your clients – define them and publish them so that you can be held accountable to them.

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We have a Vision & Mission Statement and a number of Rules of the Game that are published on our documents and website so everyone can see what they expect from us – not just while we are working in the business but when we are socialising, networking and relaxing – the standards are the same. David and Lynn Holland have created Results Rules OK Ltd with a simple and clear 2020 vision;

To enable everyone to enjoy learning, achieving, doing and being more...

Mission Statement Results Rules OK is a growing, profitable and successful business, our growth will be achieved through the design and delivery of the world’s best knowledge based experiences to all of our customers regardless of their size and location, or the type of our programs or products they buy from us. We are a team of outstanding, professional and passionate people, who believe and trust in the 2020 Vision, Mission and Values of Results Rules OK. We are in the business of providing amazing training, support and development programs that will be experienced enjoyed and used by everyone on the planet. All our customers will be attracted to us and stay with us because of our abilities, reputation, the results we enable them to achieve and the trust based relationships we develop. We offer value for money and we adapt our products and services to the needs of our customers, offering a truly unique and bespoke service. We will do whatever it takes to achieve results, both for ourselves, our partners and customers. We will impress our customers by exceeding their expectations and through shock and awe, they will not only remain with us but they will be compelled to refer us to other customers, suppliers’, friends and associates. We are in the people business and work with like-minded Partners and Associates to help us achieve our Vision. We build long term relationships and value the feedback we receive from those who work with us. We have fun in our business and we encourage everyone else to do the same. Every one of our team is empowered to make decisions using their best judgment at all times, customer service is everyone’s responsibility, profit is the result of customers saying “wow!” about what we do, not about what we charge. Our suppliers are our partners and we will treat them as such, we promise to pay for the services we have requested and work with them to resolve any issues that may arise. We are good people to do business with, we play nice and we respect that all businesses have to be profitable; we expect the same in return. Our strategic and tactical plans are designed to support the 2020 Vision of our business and will be reviewed on a regular basis. This Mission Statement will be reviewed continually, but by no later than the end of 2015.

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Our Rules of the Game 1. Respect – we treat everyone with respect, courtesy and friendship. We are in the business of building positive long term lasting relationships with customers, suppliers, partners and team members. 2. Fun – we enjoy what we do and it shows, and we encourage others to do the same. 3. Service – we are here to help our customers with our products, service and enable them to achieve great results. Everyone in the team is empowered to make decisions using their best judgment that will ensure our customers are amazed by what we do. 4. Success – we are a successful business and we make a profit so that we can maintain our standards and continue to grow and develop. 5. Excellence – second best is not good enough. Our products and services are amazing and so are the results our clients achieve; we will innovate and introduce new concepts and materials only when they add value to our customers. 6. Ownership – we take responsibility for our results and accept feedback regarding our conduct. We will always speak about others in the manner we would have them speak about us, and assume the same courtesy in return.

Rule 8 – Learn Continuously… Almost a statement of the obvious; but often overlooked by so many. What you knew 10, 5 or 2 years ago doesn’t apply now – whilst the concepts of business, and personal development are fundamentally unchanged, the tactics that will deliver success are changing constantly, and to be a leader in the field, you have to keep ahead. Still using PowerPoint…? Use Presi instead – so much better and interactive.. Still on Facebook..? Check out Google + I read a book a week, I attend workshops and seminars – if someone is speaking I go and listen to them. 50% of what I read and watch is of no use to me – but I don’t know which 50% until I have completed 100%.

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Rule 9 – Drop the Ego… Sometimes, does it all just feel like things aren’t working? Your clients are a pain in the neck, cash flow is tight, you’re working harder than your team and your marketing sucks, you are grumpy with your partner, the kids hide from you and even the dog keeps out of your way... Sound familiar? - There are two facts about this situation; 1. It is only true to you - you just paint a dark picture because it fits in your dark corner at that moment... 2. You are not alone - welcome to being in business. Guess what, everyone goes through this at some time... So what to do... First, remember that your view of the world is just that - your view. You make your view true for you by finding evidence and "facts" to support your belief that everything is going against you. You may even find that if you look really hard you can find other people who have a similar picture of the world - so then you can confirm your beliefs with negative affirmations and third party validations too - bravo, that should help.. Your physiology follows your emotional state - if you are unhappy, frustrated or angry, it will show. This will affect your behaviour, your work and your relationships. If you believe things are bad then you will create the environment for those "bad things" to become manifest to you. Beliefs + (Thoughts x Actions) = Results If you start the equation with a negative Belief – regardless of how positive your Thoughts and Actions are – the resultant Result will always be negative... Imagine that we rate your Beliefs, Thoughts and Actions on a scale of -10 to +10 with -10 being very low or negative and +10 being very high and positive. Let’s say that your results look like this; Beliefs = -7, Thoughts = +2, Actions = +8 This means that whilst your beliefs are negative, you’re Thoughts, (hoping and praying) that things will get better, are +2 and your Actions are + 9 – you are really busy…

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This is what your Result will be... -7 + (2 x 8) = -23 It all starts with a belief… If you decide to believe that, for example, social media, telemarketing or networking (pick anything from training to coaching, customer service to budgeting) won't work in your business - then guess what; it won't because you will sabotage the process and find reasons to justify why in your "special business" these strategies don't work - then you will look for facts to back up your argument. If you search on Google for "social media doesn't work" you will get 406 Million results - now you can even write a book on how you always knew that social media wouldn't work - your ego will be inflated and you will be vindicated because you were right.. If however you search on Google for "social media does work" you will get 747 Million results - but because these facts are uncomfortable to your ego, you decide to ignore this and revert back to your comfortable dark corner safe with your other evidence. Doh..! This is painful because it means that you will have to concede that you are not the master of the entire universe and that, in fact, the laws of physics do apply to you.

Rule 1 - drop the ego and choose a different belief. Whatever Belief you choose, will manifest itself in your business and in your life – you will make it happen and attract the circumstances to yourself that will satisfy your ego’s demands for vindication. One of the best ways to change a belief is knowledge and education – read books, watch videos, listen to stories of those who you actually want to be like. It isn’t that you will copy what they did, or have to do what they did – it is just that when you are open to the possibility of a different outcome, your belief changes and therefore so will your Thoughts, Actions and Reactions. Using the formula above; let’s just assume that your Belief shifts to +2, this is what happens; 2 + (2 x 8) = 18 A positive result – in fact for a 9 point movement in Beliefs, you have achieved a 41 point shift in your Results…

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Rule 2 – get help. This is another huge challenge to the ego – especially us guys. We are the hunter killers, we bring meat and make fire we are the stealthy predators. Without help support, we build our business and our income simply because we are the alpha male – and we never cry either... How is that working for you…? What would you rather have, a huge balance sheet or a huge ego..? The two are generally mutually exclusive, one is very attractive, and the other isn’t. Man or woman – it doesn’t matter, reaching out and asking someone to help you is a great step in changing your beliefs; Coaching works not because the Coach knows all the answers, rather they ask the right questions to challenge your Beliefs and adapt your Thoughts and Actions. If you have got this far, then we should talk – providing of course your ego doesn’t stop you pressing send on the email…  Remember, the easiest way to get out of your dark corner is to turn the light on – it just maybe that someone else needs to show you where the switch is..

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3. About Results Rules OK Results Rules OK was created with a simple and clear 2020 vision;

To enable everyone to enjoy learning, achieving, doing and being more... This is achieved through the delivery of World Class Business Coaching, Training, and Development Programs designed for business owners and entrepreneurs just like you… We recognise that all businesses are different, as are the people that build, own and run them so we have a range of products and programs that will help, inspire and support you – whatever stage of development your business is at… You can register for our newsletter, check out David’s latest blog and even download documents and templates from our website at www.resultsrulesok.com If you’d like to come along to an event – either to join one of our Webinars or participate in a Workshop or Seminar – click on the LINK to find our full schedule of events. David is offers a limited number of FREE Business Strategy Sessions for qualifying businesses, to arrange a meeting or discussion with David, simply got to our Home Page, scroll down and press the “Book Free Session with David” button... Our USP is our people, our delivery, the results our Clients achieve and our philosophy of Fun in Life and in Business. We are a growing profitable business, and we believe in making contributions to charity and causes that are aligned with our values. David’s unique experience, background and passion for adding value to the business and personal lives of others have enabled him to become not only a top Business Coach, but an accomplished Speaker and Author. Having worked in 21 countries so far, his presentations and key note presentations are compelling, informative and fun and his books reflect his knowledge and personality…

David’s first two books are available now… Buying David’s books in Hardback, Paperback or in Kindle format is easy – just click on the LINK… To check David’s schedule and arrange for him to speak at your next event, or arrange a bespoke program or workshop for your team – just drop us an email at info@resultsrulesok.com We look forward to hearing from you…

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If you have got this far then maybe we should talk…!

Results Rules OK Ltd 55, Newhall Street, Birmingham, B3 3RB. England Tel - +44 (0)121 416 0023

Looking for someone inspirational, competent but also kind & honest? He's THE guy. A true leader that's always there to make you better.' "David Holland MBA is FUN, he is extremely engaging and shares his wisdom generously with an intent to always be of service to others." 'David is always able to add just the right bit of humour to his professional endeavours’ 'David is a superb coach with extensive business experience and knowledge - oh, and one of the funniest people I have ever met! ' 'David has been an inspiration to me with my business and possesses many systems and processes to help anyone!' 'David is an amazing coach & trainer.' ''David blends strong practical commercial experience across a number of industries and continents with a great sense of humour. '