by Doug Gray | Sep 20, 2011 | Business, change, Coaching, Employment, energy industry, Financial Professionals, Leadership, Managers, money, Personal Development, Resources, safety, Sales, Success
There are 2 kinds of coaches in the marketplace. Those who 1) work based on value and those who 2) work based on hourly transactions.
(And perhaps a third kind, who are aspiring coaches or underemployed.)
The value of performance based coaching is based on transformation. Too many people, such as HR professionals, regard coaching as a transactional event. Yet coaching cannot be billed hourly. That is unethical. It leads to inflated billing, inaccurate expectations, or time waste. Can you imagine how long a transactional coach might have to “work with you?” It may be years! Instead, if the coaches goal is to help someone change beliefs or behaviors, then the coach should be paid based on results. The value is not time spent, or wasted. The value is results. I do not understand why any professional would suggest billing hourly.
Instead, we use internal champions to 1) show the value of coaching, 2) sell the value of coaching.
Here is a representative dialog thread. It led to a meeting with the next buying agent, and a 12 month engagement.
From (Champion):
Thanks. I am not suggesting it’s not fair & know that Lou has direct experience in this sort of thing. Just instincts, and they may surprise me. I may continue with coaching even if they don’t fund the shadowing. I’ll follow-up with you after I can get in touch with Lou.
From: Doug Gray [mailto:doug@action-learning.com]
Sent:
To:
Subject: RE: next steps: performance based coaching
Good morning (Champion),
Welcome back from your well-deserved spa time.
1. There is nothing more important than driving employee engagement/ response. What gets tolerated causes emotional responses and delay. You have an urgent need.
2. This proposal reflects a fraction of your value to the company. Assuming a 10:1 ROI, these numbers are more than fair.
3. I remain glad to speak to Lou, or anyone at any time.
Respectfully, Doug Gray, PCC
To: Doug Gray
Subject: RE: next steps: performance based coaching
Sorry Doug – I didn’t get a reply from Lou on the message I sent him before vacation. (I kind of have a problem with that). Have 1:1 with him tomorrow, but to be honest, not sure they will fund this expense.
From:
Hello Champion,
As we discussed on Tuesday, September 6, here is a proposal with 3 options. We have an opportunity here to create significant change/ impact…
We have tentatively set aside Tuesday, October 4 as the first day to meet/ observe your team in Atlanta. Please let me know which option you would like, by Friday Sept 23, so that I can submit an invoice.
(In the interim I certainly hope that you can enjoy your well deserved vacation time!)
I look forward to helping you apply/extend your leadership skills to your team.
Here are at least 2 questions for you:
1. What does your team need?
2. And how are you being a champion?
Naturally, I urge you to contact me ASAP so that we can discuss your needs.
by Doug Gray | Sep 20, 2011 | Business, change, Coaching, family, Leadership, Managers, Personal Development, Success
Hello _________,
I have been thinking about our conversation all day and have some initial thoughts,
1. Change starts with the overwhelming BELIEF that you DESERVE a better life/ desired change.
2. That idea may sound cyclical, or odd, but it is overwhelming to me at times. And I see it in the most difficult coaching clients too. It requires you to adopt some beliefs. And frankly, that is the hardest step.
3. IMHO, many people were raised to believe many limiting beliefs about money, wealth, deserving a rewarding career, health, you name it. My family of origin caused me to change many beliefs. I have struggled. My coaching clients struggle. You may not struggle, I understand.
4. As a gift, I have just ordered you a book that has helped me a lot. And I enjoy giving it to many clients. It is called “Secrets of the Millionaire Mind”, by Harv Eker. He claims that he can predict anyone’s financial or career future after 2-3 minutes of conversation. His experience is that we all have financial blueprints about wealth and opportunity and success.
5. In graduate school I learned how these can be re-programmed. Thankfully. The brain is elastic. It cannot separate “I am stating that I deserve a new career” from “I deserve a new career.”
6. So, a coaching question to explore may be, “What would it take for me to BELIEVE that I DESERVE a better life?”
7. Coaches help people change. There are three well-proven steps that help all of us move from 1) awareness to 2) constructive action, to 3) individual and team accountability. Our beliefs are a choice. I have changed. You can change too.
Here are some options for your consideration. I am willing to:
1. Talk daily for 30 minutes as you define your passions and next career
2. Meet weekly directly, or over Skype, or on the phone, to do the same
3. Provide best of class articles on career search, etc,
4. Provide assessments to help you assess your strengths and consider next steps
5. Steer you toward digital resources, essential networks
6. Share the above with your wife
7. Be a coach at times
8. Be a friend at times
9. Be uninvolved at times
10. Something else/ any combination of the above.
So, what would you like to do next?
by Doug Gray | May 17, 2010 | Business, Coaching, Leadership, Managers
Have you heard these comments?
- “I have always wanted a chance to do this job!”
- “If I do not get a promotion soon, with more challenges, then I will have to look elsewhere.”
- “Frankly, I am not sure that I am ready for the demands of this job.”
- Thanks for the promotion offer, however…”
I have heard these comments, almost every week, from managers and leaders who want to do a good job but are not sure HOW to do great work.
You may have heard that one measure of corporate success is agility. HR professionals cite studies that describe “learning agility” as a key determinant of corporate success. In fact, just yesterday a coaching client stated, “My core competency is my flexibility and willingness to take on any challenge.” He is representative of any high potential manager. He was recently re-assigned to manage a new group.
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by Doug Gray | Apr 29, 2010 | Business, Coaching, Employment, Leadership, Managers, money, Personal Development, Sales, Success
Selling defines success. Nothing else is more important in your business. So what is this notion of the trust business?
Are you in the financial services business or the “trust business”? Your answer could well determine your success. The trust business is defined by what you provide for your clients. People hire you—or decide not to—based on how much they trust you. People reinvest or walk away based on how much they trust you.
Perhaps the idea of selling trust is new to you. If you think you sell products or services, you’re limiting yourself. Here are the four principles you need to remember to be successful at selling in the trust business:
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by Doug Gray | Apr 22, 2010 | Business, change, Coaching, Leadership, Managers, Personal Development, Sales, Success
Excellence springs from courage, but not everyone chooses to be brave. These financial advisors share how and why they acted with courage, and how it benefited their business. Consider their insights into the nature of courage, and start using it to build your business, too.
Let’s start with a definition. The word “courage” shares a root with the French word coeur, or heart. So when you act with courage, you’re acting from the heart, from your inner instincts.
I define courage as being authentic, acting from your gut. You know when your gut senses danger or trustworthiness during a first meeting with someone. Courageous actions spring from taking to heart what your gut is telling you.
The brain is involved. But there are no decision trees. In fact, your executive center may stifle courage at times. “Courage has need of reason, but it is not reason’s child; it springs from deeper strata,” wrote Herman Hesse.
For instance, if your gut instinct is that a wealthy prospect is going to be extremely difficult to work with, it may be courageous to walk away. It may be good business practice to say, “I’m not interested in moving in that direction at this time.” But that might mean giving up what seems to others to be a blockbuster account. Do you focus on the dollars? Or do you do the courageous thing and listen to your heart and your gut?
Following are six examples of people in the financial services industry who have acted with courage. Perhaps you are facing similar situations.
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