If I could be this good without a coach, how great could I be with a coach??

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by: Lucywo
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Word Count: 1130
Date: Sat, 8 May 2010 Time: 8:12 AM
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If you've ever asked the question, what impact can a good coach really have on my business? I have a simple answer that came to me after an experience of the hardest I've ever worked for the easiest deal I've ever closed.

One of the best clients I've ever had came about in a very unique way. I've always done the majority of my marketing through word of mouth, and up to this point, I can count 99% of my business back to a referral from another client or friend. In this business, referrals are important, as they really cut down on the time it takes to build the relationship. I've had numerous clients who've come on board after one meeting simply because someone they trust implicitly recommended me highly. They barely even asked a question of me aside from, "So, to whom do I make out the check?" However, in this case, it was a little more work.

I was sent a referral from a client, Annie, to a colleague of hers, Paul. Paul was the head of a successful manufacturing company and not an easy guy with whom to schedule even an hour of time. However, after one phone call, Paul immediately and eagerly agreed to meet with me. We scheduled to meet at a Starbucks next to his office. After the initial pleasantries, I began asking my usual sort of investigative questions. Just like a medical doctor, before I try to make any sort of assessment as to how I can help a business, it's important that I get a good picture of exactly what's going on in the organization. So I started in with my questions.

"Paul, tell me about what's going on with your business," I asked.

"Well, everything is going pretty well, I'd say. We're growing faster than we ever have, our staff is awesome, we're generating great profits, and I'm working less. Overall it's really good," he answered, about as excited as a five-year-old at an ice cream shop. So I went a little deeper.

"Well, that sounds great. Are there any major challenges you are dealing with right now?

"Actually we're doing pretty well; no major problems. Worked through a few recently, but they're all behind us and we're moving forward and right on track," he said calmly.

Let me paint a picture of my goals for asking these kinds of questions with a potential new client. One of the major elements I'm looking for is a gap between where they are and where they want to be. By initially asking them to share what is happening, then about what challenges they are facing, I get to hear right away about any immediate needs they have. It's great to hear that there aren't any pressing issues; however, that's usually an uncommon response. Most people don't even think about meeting with a coach unless there's some sort of issue they are working towards. In this case, on the surface, Paul didn't appear to have any issues. I was excited for him, but I wanted to know a little more so I went a little deeper. "So, what are your visions, goals, and objectives for growth over the next year?" I asked.

Paul went on to explain in great detail about what he wanted for the company, where he was going, what the goals were, what he anticipated as problems and challenges, and even how he was planning to deal with them. I fired off a few more questions checking his strategies for carrying all this out. He had those pretty solid too. So I went into the staff, finances, accountabilities, and communication; all good. I kept saying over and over, "Well that sounds great." After about twenty minutes of inquiry, I was wondering why the heck this guy agreed to meet with me. His time is way too valuable, and he just wasn't the type of guy who would take an hour just to chat with a business coach without some sort of intent. So finally, I decided I better just ask the obvious, and I said, "Okay, I give up. Everything in your business seems to be exactly like you want it, you're happy about where you are, and officially you're doing great, so why on earth did you want to meet with me?" His response blew my mind.

"Well, I figured if it could be this good without a coach, I was just wondering how good it could be if I had a coach helping me?" Whoa! Now that's the type of thinking that gets you to the top of your game and then some. IF I COULD BE THIS GOOD WITHOUT A COACH, I WONDER HOW GOOD I COULD BE IF I HAD A COACH?

I instantly changed my approach and we began talking about upgrading everything. Needless to say, he hired me right there on the spot and we began working immediately. We took his current goals and targets and ramped them up to a point where he started to get nervous. We challenged his current staff, his leadership, his systems and structures, and we pushed the envelope to a point where he had to grow in a way he'd never imagined before. That was the hardest I've ever worked for the easiest deal I've ever had.

Now back to your question, "what impact can a good coach really have on my business?" The simple answer is it all depends on you and your own mindset. I refer to one of my favorite quotes from one of the greatest business men ever Henry Ford, ""Whether you think you can or can't, you're right." If you think a coach will have an impact, then there's a whole world of possibility and opportunity out there for you and you will experience breakthrough results. If you think it won't, you're right on that account too. It doesn't matter if you're business is struggling, if you are riding a massive wave of success like Paul, or anywhere in between. The truth is it's really all up to you. If you want to play big, if you want to grow your business fast, if you want to build a strong and effective team, if you want to have a powerful mindset and focus, and if you want to have the strength, skill, and ability to overcome everything. Then put the structure in place to give you the absolute best possible chance for success. There's a lot of evidence supporting business coaching, but none of it matters until you make your own decision. Yes it will, or No it won't. Your choice!!

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