o o C ACH U o o CO ACH U o ISBN 0 - 47l 711. 72 - 1 ".om "j Coach U's Essential Coaching Tools: Your Complete Practice Resource Coach U, Inc. ffi WILEY John Wiley & Sons, Inc. This hook is printed on acid-free paper. @ Copyright © 2005 by Coach Inc. com. All rights reserved. Puhlished by John Wiley & Sons, Inc. Hoboken, New Jersey. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. 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For general information on our other products and services please contact our Customer Care Department within the u.s. at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002. Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. For more information about Wiley products, visit our website at www.wiley.com. Designations used by companies to distinguish their products are often claimed as trademarks. In all instances where John Wiley & Sons, Inc. is aware of a claim, the product names appear in initial capital or all capital letters. Readers, however, should contact the appropriate companies for more complete information regarding trademarks and registration. ISBN 0-471-71172-1 Printed in the United States of America 10 9 8 7 6 5 4 3 2 Contents Acknowledgments XI Preface Xlli Introduction xv Part 1 Practice Support 1 Chapter 1 About Coaching and Being a Coach 3 1. Client Q&A about Business and Personal Coaching 4 2. Coachee Q&A about Business and Personal Coaching 6 3. Benefits of Being a Professional Coach 9 4. All about Coaching: 100 Key Points about Coaching and the Coaching Process 11 5. Coaching Customs 14 6. Primary Foci of Coaching 16 7. Coaching Focus Areas 18 8. The Professional Coach Is 19 9. Basics of the Coaching Relationship 20 10. Things People Want Most 21 11. Coachee Situations 24 12. Should You Be a Coach? 27 Chapter 2 About the Prospective Coachee 29 1. Top Questions to Ask a Potential Client 30 2. Potential Coachee Selling Questions 31 3. Top Sellable Personal Features of the Coaching Service 33 4. Benefits of Working with a Coach 35 5. Top Five Objections Potential Clients Raise 37 6. Client Lead Form 39 7. How I Coach 41 8. How I Coach Clients 43 9. How I Coach Coachees 44 10. Coachability Index 45 11. Complimentary or First Session Agenda 46 12. Referral Thank You Letter 48 Chapter 3 For the New ClientiCoachee 49 1. Agreement 51 2. Credit Card Authorization 53 3. Welcome 54 4. Coachee Profile 55 v Vi I Contents 5. How to Get the Most Out of Your Coaching 63 6. Focus and Scope of Work 67 7. Client Data Sheet 68 8. Coachee Data Sheet 70 9. Welcome to Clients 72 10. Welcome to Coachees 77 11. Preparing for Coaching: Client Welcome Letter 82 12. Top 10 Ways to Get the Most Out of Coaching 84 13. What to Talk about with Your Coach 87 14. Comprehensive Assessment Chart 89 15. Welcome to Coaching 90 16. Coachee History 91 17. I Believe in You: The Coach's Credo 92 18. Assessment Summary 93 19. Goals List 96 20. Promise Log 98 21. Possibility 99 22. Priorities 100 23. Work, Career, or Business Environment 101 24. Money 102 25. Improvements to Make 103 26. 101 Things to Work on with Your Coach 104 27. Goals to Work on with Your Coach 109 27A. First-Year Checklist 121 28. Coaching Evaluation 122 29. Evaluation of the Coach 124 Chapter 4 About Your Coaching Practice 127 1. 10 Steps to Developing a Successful Coaching Practice 129 2. Coaching Specialties: 100 Areas of Specialty 133 3. Choose Your Coaching Specialties 136 4. Practice Design 138 5. Client Extras 141 6. Ideal Coachee Characteristics 144 7. Client Retention Checklist 145 8. 25 Steps to Filling Your Practice 146 9. 100 Ways to Fill Your Coaching Practice 148 10. 101+ Ways to Fill Your Practice (and Keep It Full) 151 11. Team 100 Program 154 12. Start-up Budget for a Coaching Practice 166 13. Budget for the First 90 Days 168 14. Client Fee and Cash Flow Projection 170 15. Time and Billing Log 171 16. Checks Received This Month 172 17. Cash Receipts Log 173 18. Monthly Practice Checklist 174 19. Top Five Things Your Coaching Web Site Should Be Set Up to Do 176 20. Top Five Ways to Convert Your Web Site Visitors into Paying Customers 21. 90+ Ways to Use a Virtual Assistant 22. TeleClass Leading: 100 Skills and Steps of Designing and Leading TeleClasses Contents I Vll 178 180 189 Chapter 5 About Working with Coachees 193 1. New Client Checklist 194 2. Top 10 Places to Start Your Coaching 195 3. The Most Important Things to Know about Your Coachees 198 4. What to Say to Your Coachee 201 5. Coaching Session Agenda 204 6. First Coaching Session 206 7. Coachee's Life 207 8. About the Coachee 208 9. Client Laser Questions: Creating Value in Coaching 209 10. Principles Discussed 210 11. Coaching Strategies: 100 Ways to Help Your Coachees Get More of What They Want 211 12. Listen For: 100 Things a Coach Listens For and Hears 215 13. Make Your Point: 100 Creative and Powerful Ways to Make Your Point 218 14. Success Formulas Program 221 15. Coaching Mistakes: 100 Mistakes You Can Avoid 229 16. The High Hidden Costs of Coaching 235 17. Master Coach Profile 237 Part 2 Personal Coaching 245 Chapter 6 Life Coaching 247 1. Skills to Work on with a Coach 248 2. 15 Human Conditions 250 3. Problems, Concerns, and Blocks 251 4. Uncovering the Fundamental Lie 252 5. Emotional Reactions: How Are You Feeling? 253 6. Reaction Free 256 7. The Attachment Index 258 8. Letting Go 260 9. Stress Index 261 10. The Adrenaline Lifestyle 262 11. Adrenaline Self-Test 265 12. Who Are You? 100 Elements of a Person 267 13. What Fuels You 269 14. Strengths Inventory 270 15. Personal Wins 273 16. Resources and Assets 274 17. Spending and Debt Questionnaire 275 18. Daily Report 277 Vlll I Contents 19. 10 Goals to Reach in the Next 90 Days 279 20. Clean Sweep Program 281 21. 25 Secrets to Having the Life You Want 289 22. The Success Process: 10 Steps to Sustainable, Fulfilling Success 291 Chapter 7 Personal Foundation 293 1. 25 Steps to a Strong Personal Foundation 294 2. Personal Foundation Program 295 3. 10 Daily Habits 306 4. 200+ Tolerations 307 5. What Am I Tolerating? 313 6. NeedLess Program 314 7. Tru Values Program 321 8. Reserve Index Program 328 9. Super Reserve Program 335 Chapter 8 Attraction 341 1. 28 Attraction Principles 342 2. Fundamental Changes to Becoming Irresistibly Attractive 344 3. The Zen of Attraction 347 4. Irresistible Attraction Program 348 5. 100 Smiles Program 355 6. What Makes You Happy? 356 7. Quality of Life 100 363 8. My Personal Mission Statement 367 9. Life Purpose Worksheet 368 10. Life Purpose, Business Mission, and Legacy 369 11. Personal Path Program 370 Chapter 9 Perfect Life 381 1. The 12 Areas of a Perfect Life 382 2. The Zen of Perfect 383 3. The Benefits of Having a Perfect Life 384 4. How to Have a Perfect Life 385 5. Background Changes to Make 386 6. "Absence Of" 100 388 7. Abundance Of 392 8. Time Peace Program 393 9. Sports, Recreational Activities, and Hobbies 400 10. My Perfect Day 402 11. Annual Life Planner 404 12. 100 Steps to Becoming a Class Act 405 13. Class Act 100 Program 408 14. Buff It Up! Program 417 Chapter 10 Personal Evolution 425 1. 100 Ways to Know You're Evolving 426 2. 100 Key Distinctions to Fully Understand and Evolve Into 431 3. 21 Evolutionary Practices 4. Evolutionary Progressions 5. Evolutionary Progressions: 100 Three-Step Developments 6. Extreme Self-Care Program 7. 101 Relationship Questions: Ways to Know You're Evolving Part 3 Business Coaching Contents I IX 434 436 440 444 452 457 Chapter 11 Business Coaching 459 1. The Coach Approach: An Introduction to Coaching in the Organization 460 2. Coach Manager/Staff Excellence Program 463 3. Communication Faults: 100 Communication Mistakes People Make 470 4. Certified Communicator Program 473 5. Biz Whiz Success Program 477 6. Professional Practice Checklist 485 7. New Business Start-Up Program 493 8. Business Mission Statement 500 9. Business Budget 501 10. The Friday Checklist 502 11. Annual Goals Chart 503 12. Internet Marketing 100 504 13. Web Site 100: Design and Functional Elements of a Terrific Web Site 508 14. E-Tip Broadcasting: 100 Steps to Setting Up a Successful E-News or E- Tip Broadcast 513 Appendix: About the CD-Rom 519 Acknowledgments In 1992, the original curriculum for Coach U was authored by Thomas J. Leonard, the person rec- ognized as the founder of the coaching profession. Since its inception, we have remained committed to regularly updating and improving our materials to remain the leading accredited coach-training organization in the world. There are literally hundreds of seasoned coaches to thank for contribut- ing to the quality of our training materials. One particular individual who deserves recognition is Jodi Jan Shafer, the training director for CoachInc.com. This book would not have been possible without her ongoing focus and dedication. Each year, we receive many calls and e-mails from our students and graduates, who graciously and generously provide us with input on how to further improve our body of knowledge. Today, our materials truly embody the concept of collective wisdom at its very best. This book is a synergistic product of many minds coming together in collaboration. Although we cannot thank each contrib- utor individually, we sincerely appreciate all of the support that you have given us throughout the years. The comments, suggestions, class facilitation and participation, and coaching experiences that you have shared with us have made a difference. We hope that you are proud of the role that you have played and the contributions that you have made. Finally, we would like to acknowledge you for considering this book. We know that if you are read- ing this book, you have an interest in supporting others in their personal and professional develop- ment or supporting the growth of organizations. Our vision has always been to have all individuals and organizations on the planet take a coach approach in all forms of communication, whether at home or at work. We have come a long way since 1996, when we started working together-there were fewer than 500 coaches worldwide. Now, it delights us to know that you, our readers, understand that coach- ing isn't found just in sports and that coaching is changing the world, one person at a time. Sandy Vilas Owner and CEO of CoachInc.com Jennifer Corbin Coach U and Corporate Coach U President Xl [...]... about Coaching: 100 Key Points about Coaching and the Coaching Process Coaching Customs Primary Foci of Coaching Coaching Focus Areas The Professional Coach Is Basics of the Coaching Relationship Things People Want Most Coachee Situations Should You Be a Coach? 3 Client Q&A about Business and Personal Coaching What is coaching? Coaching is a new profession that has synthesized the best from psychology,... for it Coaches shouldn’t coach to get love, but you will get it So enjoy! Copyright © 2005 by Coach U Inc www.coachu.com All About Coaching: 100 Key Points about Coaching and the Coaching Process This section should come in handy for anyone preparing a brochure, presentation, or story on coaching It lists the key elements that comprise the coaching process and describes the purpose and focus of coaching. .. solving/tolerations Copyright © 2005 by Coach U Inc www.coachu.com 7 Benefits of Coaching 8 Future of Coaching Why is coaching worthwhile? Better, more rewarding goals Group/common-interest coaching Faster, easier results, advancement On-call/as-needed coaching Rapid personal evolution/development Annual-fee coach- training packages Clearer, sharper thinking Web/e-mail/QuickCam coaching More money, security Teach... professionalism of your business Both you and your coachees will have peace of mind from the clarity the framework will provide Introduction I XVll Includes are forms for credit cards, coachee data and coachee direction, agreements, letters, information, charts, questions, and evaluations All these tools will get you off to a strong start with both your practice and your coachee 4 About Your Coaching Practice. .. Certified Coach Training director, CoachInc.com Chapter 1 About Coaching and Being a Coach This chapter is designed to provide information for both the coach and the coachee on the profession It will provide information on the profession in general, the coaching relationships, focus areas and specialties Learn about what coaching is, the benefits of coaching, who hires a coach, customs, and foci along... and coachee situations You will find general and specific information, key points, charts, lists, and assessments to guide you The following sections are included in this chapter: 1 2 3 4 5 6 7 8 9 10 11 12 Client Q&A about Business and Personal Coaching Coachee Q&A about Business and Personal Coaching Benefits of Being a Professional Coach All about Coaching: 100 Key Points about Coaching and the Coaching. .. Meaningful accomplishments Specialty coaching/ experts Happier, more fulfilling life Niche markets Far fewer problems Hosting virtual communities Higher profits and profitability International/global coaching Better optimization of ideas 9 What is on the horizon? Multiple -coach/ single-coachee coaching Client Priorities 10 Source of Coaching What will coachees want more of? Where do coaching principles come from?... and business owner Why does coaching work? Coaching works because of three unique features: Synergy: Coachee and coach become a team, focusing on the coachee’s goals and needs to accomplish more than the coachee would alone Structure: With a coach, a coachee takes more action, thinks bigger, and gets the job done, thanks to the accountability the coach provides Expertise: The coach knows how to help entrepreneurs... make the most of the meeting Some coaches spend extra time (gratis) with new clients getting to know them and coaching them to set the best goals for themselves, and together they design the best way to work together as a team to accomplish the goals Copyright © 2005 by Coach U Inc www.coachu.com Coachee Q&A about Business and Personal Coaching What is coaching? Coaching is a new profession that has... you, call and let’s talk Coaching is not something we sell; it is something you buy because you want it Copyright © 2005 by Coach U Inc www.coachu.com Where do I start with a coach? Most coaches begin with a special coachee meeting to get to know each other The coach wants to hear about the coachee’s goals, needs, and problems The coachee wants to get comfortable with the coach During this meeting, . Professional Coach 9 4. All about Coaching: 100 Key Points about Coaching and the Coaching Process 11 5. Coaching Customs 14 6. Primary Foci of Coaching 16 7. Coaching Focus. Coaching 2. Coachee Q&A about Business and Personal Coaching 3. Benefits of Being a Professional Coach 4. All about Coaching: 100 Key Points about Coaching and the Coaching. About Your Coaching Practice 127 1. 10 Steps to Developing a Successful Coaching Practice 129 2. Coaching Specialties: 100 Areas of Specialty 133 3. Choose Your Coaching Specialties