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Life Coach Training
By
Christian Mickelsen
Have you ever been asked for references?
It usually looks something like this: You are having an initial
"exploration session" with a potential client and, you get to the point
where you discuss the idea of working together. And then...
He/she asks for 3 references of other people who have worked with you
in the past.
Has this ever happened? If you have enough "sample sessions", it
happens to everyone.
I'll tell you why they ask, and how to handle it in two ways. Before I
get into this, let's just explore the impact it has on us coaches!
When someone asks you for references, does it catch you off guard and
surprise you? Does it put you on the defensive just a little bit? Do
you feel scared that you don't have a lot of "solid" references?
Do you feel disappointed because you know the client isn't going to
hire you (at least not in this moment)? Or, worst of all...
Do you feel hopeful because they're showing an interest in your
coaching and you think that if you just give them those references, you
could end up with another client? (This is the worst of all because
you'll almost never get this client!)
So why do people ask for references in the first place? There are 2
reasons for this.
#1, you did a poor job of connecting with them and their true needs,
and desires. Most coaches don't know how to "dig deep" during the
initial session and really "GET" their client.
They
don't want to say "no" and "hurt your feelings" or make things get
weird, so they ask for references as a way to put you off,
procrastinate saying "no" until they are in a safer place (at home 2
weeks later).
#2, part of them wants to hire you, but other parts of them are afraid.
They are afraid of a few things:
* wasting money
* being duped
* doing something other people would see as foolish
* that coaching will not really work for them
Here's what you can do to turn this request for references into a "yes"
to hiring you on the spot. Before I share this, please note that if you
didn't "dig deep" and really "GET" them in the first place, this WILL
NOT work.
(If you want to learn how to "dig deep" and really "GET" your potential
clients in a way that makes them want to hire you. I recommend my
program "Free Sessions That Sell: The Client Enrollment System")
HOW TO AVOID BEING ASKED FOR REFERENCES IN THE FIRST PLACE:
1) Dig deep, and "get" the client
2) explain coaching in a way that relates to his/her dreams and
challenges. (Toss out the "metaphors" and long winded explanations).
3) Offer a 30 day money-back guarantee. (I call mine an unconditional
happiness guarantee).
Doing these things, should cut down the requests by about 90%. But, in
the few cases where it may still arise, here is what to do.
The TURN AROUND CONVERSATION:
Client: I am interested, but I'd like to talk to some people that
you've already worked with. Do you have a list of references that I
could call?
Coach: That is a fair request. I'm happy to hear that you're interested
in hiring me. If you call some of my clients and they tell you exactly
what you want to hear, will you definitely hire me?
Client: Probably.
Coach: Why?
Client: Because I know I need the help.
Coach: Do you think coaching is the help you need?
Client: Yes.
Coach: Usually when people ask for references it's because they want to
hire me, but they're afraid that coaching might not work for them. Is
that what you're feeling right now?
Client: Yes.
Coach: The only way to know for sure that this is right for you is to
try it out. You know I offer a 30 day unconditional happiness
guarantee. If making this change is important to you, why not give it a
shot?
Client: OK!
Coach: Great! Here is the paper work.
Giving a list of references will rarely lead to getting clients. Hardly
anyone will actually call them. Plus, they get further away from
focusing on the changes they want to make. Now they are focused on you
and whether you are a good coach or not. Your job is to keep them
focused on themselves.
BOTTOM LINE: It's better to keep it from happening in the first place,
but if it comes up, now you know what to do. You might want to rehearse
this conversation so you feel totally ready for it, if it ever comes up
again!
This one life coach training tip can quadruple your business. If you
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~ ~ ~
 Christian Mickelsen is a leading authority on business
success. The founder of Small Biz U, an online business training
program with business owner students all around the world, Christian is
also the author of "How to quickly get started in professional
coaching: the hidden truth about what it really takes!"
One of many testimonials:
"Once I overcame the doubts and limiting
beliefs and committed to being a coach as my primary income source,
Christian helped me to catapult my income to over 6-figures. What we
worked on was getting me focused on what my values and core strengths
were, combined with identifying what I was really passionate about.
"Christian and I created a
strategic action plan and helped me to follow-through on these
high-leverage strategies and tactics. These included developing
seminars, and joint venture partners to attract clients.
"Within 3 months of hanging up
my shingle as a business coach, I had created over a 6-figure income
and continuing to expand on that. Also, I now have two other coaches
with me in my business and am preparing to add a third."
- Dr. George Huang,
M.D.
Christian Mickelsen's programs include:
CoachingBusinessRocketLauncher
Executive Circle: Fast
Track Program For Coaches.
 Also see more Christian
Mickelsen articles.
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