Book: Prosperous Coach

The Prosperous Coach

Overview: “The Prosperous Coach” is a guide for coaches seeking to build a thriving practice based on invitation and referral only. It emphasizes a shift in mindset, the importance of deep, truthful conversations, and the power of service, boldness, and personal authenticity. The book outlines practical disciplines and techniques for creating clients, overcoming fear, and achieving both professional and personal prosperity.

Main Themes and Key Ideas:

1. Mindset Shift:

• Prosperity as a Mindset: The book challenges the limiting beliefs that coaches often hold about money, clients, and their own worth. The authors advocate for a shift from scarcity to abundance, understanding that “Money is a result of your impact, your service and your creativity.”
• Authenticity and Boldness: Coaches are encouraged to be their true selves and to communicate their value confidently. “Figure out who you are and then do it on purpose.” The book discourages “schmoozing” and emphasizes direct, truthful communication. “Be real and tell the truth about how you really see their problems.”
• Service over Neediness: A core concept is to focus on serving clients deeply, not on needing them. “When you put your energy into total service, the energy flows back to you in the form of clients and wealth.” Neediness is described as “creepy” and counterproductive. “Human need in the world of business is really off-putting. It causes people to not want to work with you. So it must be stopped.”

1. The Power of Conversation:

• Conversations as the Foundation: The book emphasizes that all coaching agreements occur inside of a conversation. “All coaching agreements occur inside of a conversation. Please see that.” Coaches are urged to prioritize conversations over other activities like marketing or social media. “Have your day be about the next conversation you are going to have…”
• Deep and Truthful Inquiry: The authors advocate for asking powerful questions that go beyond surface-level goals to uncover the client’s deeper desires and motivations. “Find the goal behind the client’s goal.” “Be on a relentless quest to go deeper than they ever imagined they wanted to go. Find their “secret dream”—the goal behind their goal.”
• Truthful Communication: The book stresses the importance of honesty and directness in conversations with potential clients, even if it’s uncomfortable. “Instead, be willing to listen deeply and then be the first person in their lives to tell them the truth.”

1. Client Creation:

• Invitation and Referral: The book focuses on creating clients through invitation and referral, rather than traditional sales techniques. This involves connecting with people, inviting them to experience a powerful coaching conversation, creating value, and then making a clear proposal. “Connect + Invite + Create + Propose = CLIENTS”
• Creating a Powerful Coaching Experience: Coaches are encouraged to deliver exceptional value in every interaction, demonstrating the power of coaching. “As a coach, your only mission is to wake up each morning and ask yourself: “Who can I serve so powerfully that they never forget our conversation for the rest of their life?”
• Being Okay with “No”: The book emphasizes that “yes lives in the land of no.” Coaches are encouraged to be comfortable with rejection and to see “no” as a necessary part of the process. “Yes lives in the land of no. Without no there could be no yes. No means you are in action. Only passivity can stop you from being prosperous.” They are encouraged to ‘play the NO game’ to embrace rejection.

1. The Coach’s Role:

• Leadership and Direction: The book emphasizes that coaches should lead powerfully and challenge their clients’ perspectives. “Challenge how they see the world. They do not need sympathy. They do not need you to be their friend.” It encourages taking a leadership role in the close of any coaching arrangement.
• Focus on Client’s World: The authors stress that the sale always occurs inside the client’s world.
• Not a Friend, But a Catalyst: Refrain from being a friend, and act as a catalyst for your client to achieve their best.

1. Disciplines for Success:

The book outlines 18 disciplines:

• Honor Conversations
• Find the goal behind the client’s goal
• Do not be needy
• Maintain innocence in getting your yes and no.
• Slow Down
• Leave the conversation in a context of possibility, not a context of affordability.
• Limitation creates value.
• Be constantly aware of role reversal
• Honor Conversations
• Find the goal behind the client’s goal
• Be okay to begin as a beginner
• Honor Conversations
• Actively seek exciting clients
• Possibility will trump affordability
• Always be creating clients

1. Overcoming Fear and Taking Action:

• Embrace Discomfort: The book encourages coaches to step outside their comfort zones and to take bold action, even when they feel afraid. “Do one thing every day that scares you.” “Strength comes from getting uncomfortable.”
• Don’t Wait for Readiness: The authors argue that waiting for 100% readiness is a trap. “Don’t wait for one-hundred percent readiness. It will never come.”
• Failing as a Learning Tool: Get ready to fail and stay in the game.

1. Value and Fees:

• Value-Based Pricing: The book implies a value-based approach to pricing, where fees reflect the impact and transformation that coaching provides. “Value-based fees changed everything for me”.
• Possibility over Affordability: The book emphasizes always leaving the conversation with a prospect in the context of possibility, rather than affordability.

1. Self-Improvement and Coaching Mindset:

• Be okay with silence in coaching. The power of a pause is immense.
• Pay absolute attention to your client’s words.
• Set a clear intention. Get clear on where you are speaking from, and where you are speaking to.
• Maintain integrity and authenticity.

Notable Quotes:

• “When you help someone see their world differently, their world changes.”
• “Meet fun and interesting people. My attention is on building relationships and coaching people and making bold proposals.”
• “Always be creating clients.”
• “A coach without a coach is like a doctor who won’t see a doctor.”
• “Needy is creepy.”
• “Yes lives in the land of no.”
• “Money equals service.”
• “It’s lazy to be busy.”
• “Because what the world needs is people who have come alive.”

Implications:

“The Prosperous Coach” offers a comprehensive framework for coaches who want to create a thriving practice based on authenticity, service, and powerful conversations. It requires a willingness to challenge limiting beliefs, embrace discomfort, and prioritize the needs of clients. By implementing the disciplines outlined in the book, coaches can create not only financial success but also a deep sense of purpose and fulfillment.

 

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