November 5, 2024 • 24 mins
In this episode of Deep Dive Dialogues, I dive into a powerful framework for creating meaningful connections with potential clients— through my application of The Prosperous Coach Approach. Based on the book by Steve Chandler and Rich Litvin “The Prosperous Coach”, this approach is all about connecting deeply, offering value without pressure, and creating authentic client relationships through genuine conversations. I share a bit about my personal journey with this approach, which shifted my coaching practice from traditional “selling” to serving and engaging from a place of curiosity.
If you’ve ever felt uncomfortable with the idea of “selling” in your coaching practice, this episode will introduce you to a way of building a thriving business that feels authentic and pressure-free. I break down each key step of The Prosperous Coach Approach, including:
Connect – Engaging in real conversations with people you genuinely want to connect with.
Invite – Making simple, heartfelt invitations for powerful conversations without feeling pushy.
Create – Creating clients by showing them what you can do, rather than telling.
Propose – Making confident proposals to clients who are ready for the transformation coaching offers.
In This Episode, You’ll Learn:
Why authentic connections often lead to the best coaching relationships.
Practical strategies for starting genuine conversations, including 8 powerful conversation starters.
The importance of “micro-connections” and small, meaningful gestures that help nurture relationships over time.
How to offer value first, building trust and allowing clients to experience your expertise without obligation.
When and how to make a simple, natural invitation to a coaching conversation.
I also share some real-life examples illustrating how these connections can turn into thriving, impactful coaching relationships.
Challenge of the Week
I encourage you to start three new conversations this week using the authentic approach discussed in this episode. Focus on being curious and service-oriented, letting the connection unfold naturally. Share your experience with me on social media or reach out to me via my podcast website at podcast.danw.us.
Links and Resources
The Prosperous Coach by Steve Chandler and Rich Litvin – Purchase here
Visit my Podcast Website – Deep Dive Dialogues with Dan Woerheide
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Hey there, welcome back to Deep Dive Dialogues or,
if you're new here, welcome toDeep Dive Dialogues.
I'm your host, dan Warheide,and today I want to talk to you
about creating the life and thethriving business that you
deserve by establishing thosegenuine, authentic connections
and creating opportunities byhaving powerful conversations
(00:23):
with people.
Some of you have heard me saythat I serve without selling,
and you've told me how that'spiqued your curiosity.
Most coaches I've encountered,who may be new to the business
of coaching, have an aversion tosales and, believe me, I've
been there.
However, that comes from yourpersonal experiences throughout
(00:48):
your life, or maybe it's apreconceived notion or
perception of what sales is, andthat's really a different
conversation, but I want you tohear me on this.
I have learned to love the artof sales.
That comes from intentionalpractice and study around sales
(01:08):
and getting out there, puttingmyself out there in a sales
capacity for a different purpose, not related to my coaching,
because I don't conduct salescalls when I'm speaking with
people who may be potentialclients about my coaching.
So I want to share with you onemethod that I have studied and
(01:31):
working to apply continue towork on applying, rather, in my
own journey, and it comes fromthe Prosperous Coach.
The Prosperous Coach approachis inspired by a book written by
Steve Chandler and Rich Litvin,that is the Prosperous Coach.
I will include a link to thatin the show notes, of course.
I just want to say it's had aprofound impact on how I
(01:52):
approach client creation.
Instead of focusing on sales orpromotion, it's really about
connecting deeply with people,understanding their goals and
their challenges and providinggenuine value without any
pressure to sell coaching, and Ibelieve that that's key because
, like I said, the idea ofselling often for people is
(02:15):
uncomfortable.
This approach removes any ofthat pressure so we can serve
from a place of curiosity andauthenticity.
So I want to walk you throughthose core principles and the
steps to build those connectionsthat could potentially lead to
paid coaching relationships inthe future.
Before I do, I just want toremind you that I'd love to hear
(02:39):
from you.
So I've added a new feature tomy podcast.
If you look in your currentplayer I know it's true for
Apple Podcasts I'm not positiveabout all of them.
I haven't tested them all, butyou should see at the top of the
show notes there's a link totext, dan.
You could text me there orvisit my podcasting website,
(02:59):
podcastdanwus, and shoot me avoicemail, send me a note.
Let me know what your questionsare or what you might like to
hear about.
More importantly, I'd love tohear from you your answer to one
question what is the mostchallenging thing, the most
frustrating thing that you'reexperiencing as it pertains to
(03:22):
building your online coachingbusiness or consulting business?
Go ahead and send me a note.
I'd love to hear from you, andif you send me a voicemail that
could potentially end up on afuture episode.
Either way, I'll give you ashout out.
So let me know if you'd like meto include your name or a
project.
You're working on a podcast,whatever it may be, and I'd be
(03:43):
happy to do so.
So let's dive into the corephilosophies of the Prosperous
Coach.
First.
The main idea is to createclients through genuine
service-based connections.
It's not about pitching orselling.
It's about being present, beingcurious, being generous.
It's about showing up forothers and building
(04:04):
relationships that are real andvaluable.
Not only do they feel authenticto the people that you're
engaging with, but they feelauthentic to you.
Most likely, if you're hearingthis, if you're listening to my
voice, authenticity is one ofyour core values that you hold
near and dear is one of yourcore values that you hold near
(04:28):
and dear.
So I have found this approachto be just so aligned with who I
am and how I like to show upand serve.
So what are the four steps ofthe Prosperous Coach?
Let's talk about that reallyquickly.
The first step is to connect.
You focus on connecting withpeople that you genuinely want
to speak to and I paused for asecond because I'll come back to
(04:50):
that.
But the second one is to inviteMake invitations to have
powerful conversations withpeople.
Create Create clients byfocusing on delivering
consistent value to your currentclients, to the people that
you're inviting into thosepowerful conversations, and then
, when the time is right,propose Make bold proposals to
(05:15):
potential clients.
The other key ideas that I wantyou to take away about the
Prosperous Coach and I highlysuggest that, if you haven't
read the book, you go out andbuy it.
I'll leave a Amazon link foryou.
You can purchase it right afteryou listen to this episode or
you can pause this episode.
Go check the show notes, clickon it and put that in your cart,
(05:37):
click purchase and it'll be onits way, but focusing on
relationships instead of coldcalling focus on building
genuine relationships withpeople.
Show potential clients what youcan do.
Help them to understand whatyou can do for them, rather than
just telling them.
It's hard to explain theconcepts of coaching to people
(06:00):
who may not be familiar withwhat coaching can do for them.
It's much easier to show them.
Set high standards.
Set high standards for yourclients to ensure the coaching
relationship that you have withthem is transformative.
But, more importantly, set highstandards for yourself.
Continue to learn, grow toachieve that next level.
(06:25):
Challenge yourself consistently, right we'll.
We'll come back in anotherepisode and talk about pricing,
because there's been a lot ofconversations in the last couple
weeks actually in communitiesI'm involved in around the topic
of pricing and I believe thatthis high standards piece
contributes directly to chargingmore, and charging more
(06:47):
contributes directly to higherstandards.
When you charge more, you wakeup in the morning and you do
more.
You're challenging yourself todo more, to deliver, to over
deliver, to give that value inexcess of what you think, your
perception of what your clientexpects from you.
So definitely set highstandards for yourself and for
(07:12):
your clients.
Understand yourself, understandwho you are and how you coach
and finally, be committed tocoaching, no matter what.
If this is the business thatyou want to create, you must
remain committed, fully focused,all in.
(07:32):
Why does this approach work?
This approach is effectivebecause people can sense
authenticity.
When you're genuinelyinterested in people, in their
growth, their challenges, theirvisions, they genuinely feel
valued and trust starts to build.
Naturally, you're focusing onhelping them to solve real
(07:57):
problems instead of trying toclose a sale, and the beauty of
this is that it's effective fornew coaches the same as it's
effective for seasoned ones,because it comes back to genuine
, authentic connection.
So when I let go, this is whatI wanted to come back to earlier
(08:17):
.
When it comes to creating theconnections right, the book
suggests that you start with thepeople that you want to reach
out to.
Typically, when we look at this, we're looking at this from a
certain perspective.
I would love for that person tobecome a paying client of mine.
(08:39):
Now what I found and what hasworked well for me, and take
what you like from this.
Of course, if you didn't likewhat I have to say, maybe you're
not listening anymore anyway,but I found that I needed to
remove any attachments to anyspecific outcome in this process
(09:02):
.
It became much more enjoyableand much more effective, and
it's really amazing to see whatwe focus on when it comes to
connections versus potential foroutcomes.
People can feel it when they'rewhen we're there to help, not
to get something from them.
(09:23):
So how do I put this approachinto action?
And actually, before I get tothat, let me just say right,
removing those attachments.
I started with removingattachments on whom I was
reaching out to and connectingwith.
That really changed the gamefor me, and I do like the word
(09:44):
game because I try to make itfun, I like games, I enjoy games
, and this process of creatingconnections and potentially
creating new clients, ofcreating connections and
potentially creating new clients, making bold proposals, is
ultimately a game.
How many no's can I achieveright?
The more no's I achieve, themore potential and possibility
(10:07):
that exists for a yes, noteverybody wants to pay the fees
that I propose, and that's okay,and I don't know.
I'm recording this in myapartment office and there's
sirens in the background.
I hope they don't appear onthis episode.
If so, life is what it is.
So, moving on, how do I put thisinto action?
(10:31):
So I think that there is a fewsteps to creating those initial
connections using this approach.
The first step is to engage inauthentic conversations.
This is about showing up withcuriosity, not with some sales
pitch in mind.
Imagine that you're getting toknow the person, because
(10:55):
hopefully you are.
Find out what drives them, whatexcites them, what challenges
they might be facing, whetherit's in their business, their
personal lives, or maybe yourcoaching focuses on a specific
niche, and that's wonderful.
What challenge are they facingas it pertains to your niche?
What challenge are they facingas it pertains to your niche?
(11:17):
Here are some potentialconversation starters that can
help you keep things a bit morenatural and open-ended right.
It's important to askopen-ended questions of people
rather than asking yes or noquestions, because that doesn't
invite more conversation.
So ask things like what'ssomething you're aiming to
accomplish this year that isreally important to you?
(11:39):
What's been your biggestchallenge or struggle lately?
If you had all the resourcesyou needed, where would you like
to see yourself in the nextyear?
What about the next three years?
These questions are designed.
I pulled them off the internet,but they're designed to bring
out the person's goals, some oftheir interests or challenges,
(12:04):
without you having to feel likeyou need to sell anything at all
.
As they open up, you get tolearn more about who they are,
their story and you'll start tosee how or where you could
potentially be of service.
Step number two in theseconnections, this is what I like
to call micro connections.
(12:24):
Once the conversation's begun,the next step is to create those
micro connections.
These are small, authentictouch points, if you will, that
might lead to something biggerdown the line.
But remember I said remove theattachment, right.
If you have an attachment to aspecific outcome, I want this
(12:46):
person to become my client.
This process is not asenjoyable, it's not as easy and
it doesn't feel as truly alignedand authentic to me.
Maybe it will for you.
You, and that's okay.
We are each different.
One process works for me, maynot work for everyone else, and
I fully appreciate and acceptthat.
(13:07):
So it's not about trying topush people towards a coaching
conversation.
Instead, it's about nurturingthat relationship in a natural
way, those micro connections.
So here's some examples andpractical ways that you could
look to building those touchpoints, those micro connections.
You can comment on their socialmedia posts, especially if
(13:29):
they're sharing somethingpersonal or about their business
and, more importantly,especially if there's something
of value that you can add to theconversation.
Follow up on previousinteractions you've had with
people.
For instance, if they mentioneda project to you or something
they'd like to achieve, youcould check in on their progress
.
Maybe you could share a helpfulresource if you come across
(13:52):
something relevant like anarticle, a podcast or some tool
that aligns with somethingthey've shared with you.
These are simple gestures thatshow you're genuinely interested
and helps to build familiarityover time.
Think of them as planting seeds.
Right, they're not meant tobear fruit today, but it's meant
(14:15):
to keep the connection alive.
And who knows what can happenin the future.
Without the attachment to anyspecific outcome other than
creating those connections, it'sa much freer experience.
Step three it's all aboutcreating value first.
It's central to the prosperouscoach approach.
(14:38):
Before you ever think aboutinviting someone to any kind of
formal coaching conversation,focus on how you can add value
to their life.
Examples of how you can createvalue Again, if they mention a
challenge, share an insider tipthat you think might help them.
Simply listening deeply canhelp.
(14:59):
Sometimes.
That is the most incrediblyvaluable experience.
When someone takes the time toactually listen to the words
you're sharing with them, thestories, the vulnerabilities
right, they're more apt toengage with you at a deeper
level if you take the time tolisten.
(15:20):
I've been complimented a numberof times on my ability to create
a safe space for my clients tofeel completely comfortable with
sharing with me, and while I'mgoing to do some journaling
around that topic in particular,I think to dig in a little bit
more at as to where that abilitystems from, because I'd like to
(15:43):
understand that part of what Ibring to the table.
But I love that kind offeedback that the ability to
connect with people at a deeperlevel is absolutely important
when it comes to the business ofcoaching and to the business of
serving people, whether that'syour personal passion or your
business, either way it applies.
Whether that's your personalpassion or your business, either
(16:06):
way it applies.
Then offer them a complimentarysession if they're open to it,
but position it as a way to helpthem gain clarity on a specific
issue, not as some sort ofteaser for a potential sale.
More into specifics of how Iapply this moving beyond
creating connections in anotherepisode, most likely, but this
(16:28):
one's kind of focused aroundthat building genuine, authentic
connections piece.
So I just there to be morefocused on the connection piece,
(16:49):
the connection step, which isthe first step of the four steps
in the Prosperous Coach.
So, again, the idea is to getpeople to experience how your
expertise and support, withoutany strings attached, could
potentially benefit them.
It helps to build trust.
They'll be more likely toconsider working with you
(17:10):
because they've already seen theimpact you can make in their
life.
Finally, when you sense that aconnection is there, you can
invite them to that coachingconversation.
Here's the key.
Think of it as inviting themand not in selling to them.
You're not going to sell tothem in this initial coaching
(17:34):
conversation either.
It should feel natural like anextension of your existing or
ongoing conversations.
Here's how you couldpotentially frame those.
Hey, I'd love to explore thiswith you more deeply.
If you're open to aconversation, I could set aside
some time on my calendar.
(17:54):
You know what works best foryou, and if you want to apply
some things you've learned fromsales, you could say I have this
Thursday open.
Would 11 am or 2 pm be betterfor you?
You don't even have to take itthat far, though.
Just ask the question.
Hey, I'd love to, or I'd behappy to, explore this with you
if you're open to that kind ofconversation.
(18:15):
Hey, if you're interested, wecould dive into this further in
a more formal coaching session.
We could dive into this furtherin a more formal coaching
session.
No strings, no obligations andno expectations that you'll ever
become a paying client.
But I really think that I mightbe able to add some value to
(18:38):
this topic.
It's a simple invitation.
There's no pressure light andthey'll feel they will feel free
to say yes or no without anysort of uneasy feelings.
So let's talk about a quickexample for you.
Imagine that you meet someoneat a networking event and you
(18:59):
start talking about theirbusiness.
Excuse me, they start talkingabout your business as you're
talking.
They mention that they arestruggling with focus or clarity
, and maybe you share with thema quick tip about how time
blocking or prioritization couldpotentially help them.
If they seem interested, youcan follow up later with a
(19:21):
message.
Hey, I enjoyed our conversation.
If you'd ever like to dive intothat topic more, I'd love to
chat with you about it.
It's a natural progression thatleads to potential for coaching
conversations without thepressure of feeling like you
have to sell someone something.
They don't feel like you'reselling to them.
They feel like you're beingauthentic because you are and
(19:46):
you feel more genuinely alignedwith who you are and the value
that you bring to the table.
Again, I said I'll cover alittle bit more in depth some of
these steps that I've appliedin my approach and that I've
learned from my coach.
Continue to develop andimplement new things in this
(20:08):
process to help me reallysolidify how I can align these
steps for who I am.
But today's was really aboutthe connection building, so
here's something I want to talkabout.
Let's talk about some practicaltips to implement what I've
(20:30):
already shared.
How do you make this approachpart of your regular routine?
Here I have just a fewsuggestions.
The first suggestion in makingthis a regular routine is to
create a daily habit.
Simply reach out to two orthree people each day or every
other day.
Whatever you choose is best foryou and your schedule, whether
(20:54):
you're commenting on their posts, you're following up on a past
conversation or you're startinga new one.
Make it a habit.
The second thing I think isimportant in making this part of
your regular routine is beingable to track your progress.
Use a journaling app or ajournal and keep track of these
(21:15):
connections.
Reflect on what you arelearning from each interaction
and stay open to the process,how it might align with you, how
you might more align with theprocess.
What tweaks or changes can youmake?
That journaling piece is wildlyimportant.
I am learning to make that moreof a daily habit for myself.
(21:39):
So the next thing and the finalthing I think you can use to
make this a part of your regularroutine is to focus on
curiosity and service andremember the goal is to serve,
not to sell.
Approach each conversation withgenuine interest and let go of
any attachments to a specificoutcome.
(22:10):
I think that I've coveredeverything I wanted to today in
today's episode.
So what did we cover?
Really quickly, we covered thekey steps of the Prosperous
Coach approach.
I did not go fully into eachstep and how I've applied them
into my business or my coachingconversations and creating
clients.
Again, this was really focusedaround the initial step, which
is the connection creatingconnections or connecting with
(22:34):
people, so engaging in thoseauthentic conversations and then
building those microconnections, creating value
first and then potentiallyinviting them into a deeper
conversation when it feels right.
So this week I want tochallenge you to start three new
conversations.
Start with just three newconversations.
(22:56):
Focus on being curious andgiving service.
See where these connectionstake you and, again, I'd love to
hear about your experiences.
So I'd further invite you toshare your journey.
You can go to my podcastingwebsite at podcastdanwus or
reach out to me on any socialmedia.
(23:18):
You can leave me a voicemail onmy website.
You can send me a note on mywebsite.
You can also sign up to be onmy mailing list there.
No strings, no obligations, andI'm not going to try and sell
you anything.
Maybe later.
I don't know, it won't be asales conversation, I can
promise you that.
So, hey, thanks for joining metoday on Deep Dive Dialogues.
(23:41):
And remember, creating the lifeand business you deserve starts
with building those authenticconnections.
So until next time, I want youto keep showing up, stay curious
and keep making a difference inthe lives of the people you
serve.
Now, before you go, if you foundvalue in this episode or
(24:02):
another, there's one way thatyou could really help me, beyond
answering those questions orsharing your journey with me.
Reminder, the question thatI've asked is what's the biggest
challenge you're facing?
What's the most frustratingthing you're experiencing when
it comes to growing yourcoaching business?
So one thing you can do for methat would really help get this
(24:24):
show in front of other people,to get my voice heard, to share
these things.
If you find them.
Anything in here has beeneffective for you or intriguing
to you.
Share this episode or this showwith one other person you think
may benefit from it.
I'd be super grateful.
Until then, have a great one.
Hey there, welcome back to Deep Dive Dialogues or,
if you're new here, welcome toDeep Dive Dialogues.
I'm your host, dan Warheide,and today I want to talk to you
about creating the life and thethriving business that you
deserve by establishing thosegenuine, authentic connections
and creating opportunities byhaving powerful conversations
(00:23):
with people.
Some of you have heard me saythat I serve without selling,
and you've told me how that'spiqued your curiosity.
Most coaches I've encountered,who may be new to the business
of coaching, have an aversion tosales and, believe me, I've
been there.
However, that comes from yourpersonal experiences throughout
(00:48):
your life, or maybe it's apreconceived notion or
perception of what sales is, andthat's really a different
conversation, but I want you tohear me on this.
I have learned to love the artof sales.
That comes from intentionalpractice and study around sales
(01:08):
and getting out there, puttingmyself out there in a sales
capacity for a different purpose, not related to my coaching,
because I don't conduct salescalls when I'm speaking with
people who may be potentialclients about my coaching.
So I want to share with you onemethod that I have studied and
(01:31):
working to apply continue towork on applying, rather, in my
own journey, and it comes fromthe Prosperous Coach.
The Prosperous Coach approachis inspired by a book written by
Steve Chandler and Rich Litvin,that is the Prosperous Coach.
I will include a link to thatin the show notes, of course.
I just want to say it's had aprofound impact on how I
(01:52):
approach client creation.
Instead of focusing on sales orpromotion, it's really about
connecting deeply with people,understanding their goals and
their challenges and providinggenuine value without any
pressure to sell coaching, and Ibelieve that that's key because
, like I said, the idea ofselling often for people is
(02:15):
uncomfortable.
This approach removes any ofthat pressure so we can serve
from a place of curiosity andauthenticity.
So I want to walk you throughthose core principles and the
steps to build those connectionsthat could potentially lead to
paid coaching relationships inthe future.
Before I do, I just want toremind you that I'd love to hear
(02:39):
from you.
So I've added a new feature tomy podcast.
If you look in your currentplayer I know it's true for
Apple Podcasts I'm not positiveabout all of them.
I haven't tested them all, butyou should see at the top of the
show notes there's a link totext, dan.
You could text me there orvisit my podcasting website,
(02:59):
podcastdanwus, and shoot me avoicemail, send me a note.
Let me know what your questionsare or what you might like to
hear about.
More importantly, I'd love tohear from you your answer to one
question what is the mostchallenging thing, the most
frustrating thing that you'reexperiencing as it pertains to
(03:22):
building your online coachingbusiness or consulting business?
Go ahead and send me a note.
I'd love to hear from you, andif you send me a voicemail that
could potentially end up on afuture episode.
Either way, I'll give you ashout out.
So let me know if you'd like meto include your name or a
project.
You're working on a podcast,whatever it may be, and I'd be
(03:43):
happy to do so.
So let's dive into the corephilosophies of the Prosperous
Coach.
First.
The main idea is to createclients through genuine
service-based connections.
It's not about pitching orselling.
It's about being present, beingcurious, being generous.
It's about showing up forothers and building
(04:04):
relationships that are real andvaluable.
Not only do they feel authenticto the people that you're
engaging with, but they feelauthentic to you.
Most likely, if you're hearingthis, if you're listening to my
voice, authenticity is one ofyour core values that you hold
near and dear is one of yourcore values that you hold near
(04:28):
and dear.
So I have found this approachto be just so aligned with who I
am and how I like to show upand serve.
So what are the four steps ofthe Prosperous Coach?
Let's talk about that reallyquickly.
The first step is to connect.
You focus on connecting withpeople that you genuinely want
to speak to and I paused for asecond because I'll come back to
(04:50):
that.
But the second one is to inviteMake invitations to have
powerful conversations withpeople.
Create Create clients byfocusing on delivering
consistent value to your currentclients, to the people that
you're inviting into thosepowerful conversations, and then
, when the time is right,propose Make bold proposals to
(05:15):
potential clients.
The other key ideas that I wantyou to take away about the
Prosperous Coach and I highlysuggest that, if you haven't
read the book, you go out andbuy it.
I'll leave a Amazon link foryou.
You can purchase it right afteryou listen to this episode or
you can pause this episode.
Go check the show notes, clickon it and put that in your cart,
(05:37):
click purchase and it'll be onits way, but focusing on
relationships instead of coldcalling focus on building
genuine relationships withpeople.
Show potential clients what youcan do.
Help them to understand whatyou can do for them, rather than
just telling them.
It's hard to explain theconcepts of coaching to people
(06:00):
who may not be familiar withwhat coaching can do for them.
It's much easier to show them.
Set high standards.
Set high standards for yourclients to ensure the coaching
relationship that you have withthem is transformative.
But, more importantly, set highstandards for yourself.
Continue to learn, grow toachieve that next level.
(06:25):
Challenge yourself consistently, right we'll.
We'll come back in anotherepisode and talk about pricing,
because there's been a lot ofconversations in the last couple
weeks actually in communitiesI'm involved in around the topic
of pricing and I believe thatthis high standards piece
contributes directly to chargingmore, and charging more
(06:47):
contributes directly to higherstandards.
When you charge more, you wakeup in the morning and you do
more.
You're challenging yourself todo more, to deliver, to over
deliver, to give that value inexcess of what you think, your
perception of what your clientexpects from you.
So definitely set highstandards for yourself and for
(07:12):
your clients.
Understand yourself, understandwho you are and how you coach
and finally, be committed tocoaching, no matter what.
If this is the business thatyou want to create, you must
remain committed, fully focused,all in.
(07:32):
Why does this approach work?
This approach is effectivebecause people can sense
authenticity.
When you're genuinelyinterested in people, in their
growth, their challenges, theirvisions, they genuinely feel
valued and trust starts to build.
Naturally, you're focusing onhelping them to solve real
(07:57):
problems instead of trying toclose a sale, and the beauty of
this is that it's effective fornew coaches the same as it's
effective for seasoned ones,because it comes back to genuine
, authentic connection.
So when I let go, this is whatI wanted to come back to earlier
(08:17):
.
When it comes to creating theconnections right, the book
suggests that you start with thepeople that you want to reach
out to.
Typically, when we look at this, we're looking at this from a
certain perspective.
I would love for that person tobecome a paying client of mine.
(08:39):
Now what I found and what hasworked well for me, and take
what you like from this.
Of course, if you didn't likewhat I have to say, maybe you're
not listening anymore anyway,but I found that I needed to
remove any attachments to anyspecific outcome in this process
(09:02):
.
It became much more enjoyableand much more effective, and
it's really amazing to see whatwe focus on when it comes to
connections versus potential foroutcomes.
People can feel it when they'rewhen we're there to help, not
to get something from them.
(09:23):
So how do I put this approachinto action?
And actually, before I get tothat, let me just say right,
removing those attachments.
I started with removingattachments on whom I was
reaching out to and connectingwith.
That really changed the gamefor me, and I do like the word
(09:44):
game because I try to make itfun, I like games, I enjoy games
, and this process of creatingconnections and potentially
creating new clients, ofcreating connections and
potentially creating new clients, making bold proposals, is
ultimately a game.
How many no's can I achieveright?
The more no's I achieve, themore potential and possibility
(10:07):
that exists for a yes, noteverybody wants to pay the fees
that I propose, and that's okay,and I don't know.
I'm recording this in myapartment office and there's
sirens in the background.
I hope they don't appear onthis episode.
If so, life is what it is.
So, moving on, how do I put thisinto action?
(10:31):
So I think that there is a fewsteps to creating those initial
connections using this approach.
The first step is to engage inauthentic conversations.
This is about showing up withcuriosity, not with some sales
pitch in mind.
Imagine that you're getting toknow the person, because
(10:55):
hopefully you are.
Find out what drives them, whatexcites them, what challenges
they might be facing, whetherit's in their business, their
personal lives, or maybe yourcoaching focuses on a specific
niche, and that's wonderful.
What challenge are they facingas it pertains to your niche?
What challenge are they facingas it pertains to your niche?
(11:17):
Here are some potentialconversation starters that can
help you keep things a bit morenatural and open-ended right.
It's important to askopen-ended questions of people
rather than asking yes or noquestions, because that doesn't
invite more conversation.
So ask things like what'ssomething you're aiming to
accomplish this year that isreally important to you?
(11:39):
What's been your biggestchallenge or struggle lately?
If you had all the resourcesyou needed, where would you like
to see yourself in the nextyear?
What about the next three years?
These questions are designed.
I pulled them off the internet,but they're designed to bring
out the person's goals, some oftheir interests or challenges,
(12:04):
without you having to feel likeyou need to sell anything at all
.
As they open up, you get tolearn more about who they are,
their story and you'll start tosee how or where you could
potentially be of service.
Step number two in theseconnections, this is what I like
to call micro connections.
(12:24):
Once the conversation's begun,the next step is to create those
micro connections.
These are small, authentictouch points, if you will, that
might lead to something biggerdown the line.
But remember I said remove theattachment, right.
If you have an attachment to aspecific outcome, I want this
(12:46):
person to become my client.
This process is not asenjoyable, it's not as easy and
it doesn't feel as truly alignedand authentic to me.
Maybe it will for you.
You, and that's okay.
We are each different.
One process works for me, maynot work for everyone else, and
I fully appreciate and acceptthat.
(13:07):
So it's not about trying topush people towards a coaching
conversation.
Instead, it's about nurturingthat relationship in a natural
way, those micro connections.
So here's some examples andpractical ways that you could
look to building those touchpoints, those micro connections.
You can comment on their socialmedia posts, especially if
(13:29):
they're sharing somethingpersonal or about their business
and, more importantly,especially if there's something
of value that you can add to theconversation.
Follow up on previousinteractions you've had with
people.
For instance, if they mentioneda project to you or something
they'd like to achieve, youcould check in on their progress
.
Maybe you could share a helpfulresource if you come across
(13:52):
something relevant like anarticle, a podcast or some tool
that aligns with somethingthey've shared with you.
These are simple gestures thatshow you're genuinely interested
and helps to build familiarityover time.
Think of them as planting seeds.
Right, they're not meant tobear fruit today, but it's meant
(14:15):
to keep the connection alive.
And who knows what can happenin the future.
Without the attachment to anyspecific outcome other than
creating those connections, it'sa much freer experience.
Step three it's all aboutcreating value first.
It's central to the prosperouscoach approach.
(14:38):
Before you ever think aboutinviting someone to any kind of
formal coaching conversation,focus on how you can add value
to their life.
Examples of how you can createvalue Again, if they mention a
challenge, share an insider tipthat you think might help them.
Simply listening deeply canhelp.
(14:59):
Sometimes.
That is the most incrediblyvaluable experience.
When someone takes the time toactually listen to the words
you're sharing with them, thestories, the vulnerabilities
right, they're more apt toengage with you at a deeper
level if you take the time tolisten.
(15:20):
I've been complimented a numberof times on my ability to create
a safe space for my clients tofeel completely comfortable with
sharing with me, and while I'mgoing to do some journaling
around that topic in particular,I think to dig in a little bit
more at as to where that abilitystems from, because I'd like to
(15:43):
understand that part of what Ibring to the table.
But I love that kind offeedback that the ability to
connect with people at a deeperlevel is absolutely important
when it comes to the business ofcoaching and to the business of
serving people, whether that'syour personal passion or your
business, either way it applies.
Whether that's your personalpassion or your business, either
(16:06):
way it applies.
Then offer them a complimentarysession if they're open to it,
but position it as a way to helpthem gain clarity on a specific
issue, not as some sort ofteaser for a potential sale.
More into specifics of how Iapply this moving beyond
creating connections in anotherepisode, most likely, but this
(16:28):
one's kind of focused aroundthat building genuine, authentic
connections piece.
So I just there to be morefocused on the connection piece,
(16:49):
the connection step, which isthe first step of the four steps
in the Prosperous Coach.
So, again, the idea is to getpeople to experience how your
expertise and support, withoutany strings attached, could
potentially benefit them.
It helps to build trust.
They'll be more likely toconsider working with you
(17:10):
because they've already seen theimpact you can make in their
life.
Finally, when you sense that aconnection is there, you can
invite them to that coachingconversation.
Here's the key.
Think of it as inviting themand not in selling to them.
You're not going to sell tothem in this initial coaching
(17:34):
conversation either.
It should feel natural like anextension of your existing or
ongoing conversations.
Here's how you couldpotentially frame those.
Hey, I'd love to explore thiswith you more deeply.
If you're open to aconversation, I could set aside
some time on my calendar.
(17:54):
You know what works best foryou, and if you want to apply
some things you've learned fromsales, you could say I have this
Thursday open.
Would 11 am or 2 pm be betterfor you?
You don't even have to take itthat far, though.
Just ask the question.
Hey, I'd love to, or I'd behappy to, explore this with you
if you're open to that kind ofconversation.
(18:15):
Hey, if you're interested, wecould dive into this further in
a more formal coaching session.
We could dive into this furtherin a more formal coaching
session.
No strings, no obligations andno expectations that you'll ever
become a paying client.
But I really think that I mightbe able to add some value to
(18:38):
this topic.
It's a simple invitation.
There's no pressure light andthey'll feel they will feel free
to say yes or no without anysort of uneasy feelings.
So let's talk about a quickexample for you.
Imagine that you meet someoneat a networking event and you
(18:59):
start talking about theirbusiness.
Excuse me, they start talkingabout your business as you're
talking.
They mention that they arestruggling with focus or clarity
, and maybe you share with thema quick tip about how time
blocking or prioritization couldpotentially help them.
If they seem interested, youcan follow up later with a
(19:21):
message.
Hey, I enjoyed our conversation.
If you'd ever like to dive intothat topic more, I'd love to
chat with you about it.
It's a natural progression thatleads to potential for coaching
conversations without thepressure of feeling like you
have to sell someone something.
They don't feel like you'reselling to them.
They feel like you're beingauthentic because you are and
(19:46):
you feel more genuinely alignedwith who you are and the value
that you bring to the table.
Again, I said I'll cover alittle bit more in depth some of
these steps that I've appliedin my approach and that I've
learned from my coach.
Continue to develop andimplement new things in this
(20:08):
process to help me reallysolidify how I can align these
steps for who I am.
But today's was really aboutthe connection building, so
here's something I want to talkabout.
Let's talk about some practicaltips to implement what I've
(20:30):
already shared.
How do you make this approachpart of your regular routine?
Here I have just a fewsuggestions.
The first suggestion in makingthis a regular routine is to
create a daily habit.
Simply reach out to two orthree people each day or every
other day.
Whatever you choose is best foryou and your schedule, whether
(20:54):
you're commenting on their posts, you're following up on a past
conversation or you're startinga new one.
Make it a habit.
The second thing I think isimportant in making this part of
your regular routine is beingable to track your progress.
Use a journaling app or ajournal and keep track of these
(21:15):
connections.
Reflect on what you arelearning from each interaction
and stay open to the process,how it might align with you, how
you might more align with theprocess.
What tweaks or changes can youmake?
That journaling piece is wildlyimportant.
I am learning to make that moreof a daily habit for myself.
(21:39):
So the next thing and the finalthing I think you can use to
make this a part of your regularroutine is to focus on
curiosity and service andremember the goal is to serve,
not to sell.
Approach each conversation withgenuine interest and let go of
any attachments to a specificoutcome.
(22:10):
I think that I've coveredeverything I wanted to today in
today's episode.
So what did we cover?
Really quickly, we covered thekey steps of the Prosperous
Coach approach.
I did not go fully into eachstep and how I've applied them
into my business or my coachingconversations and creating
clients.
Again, this was really focusedaround the initial step, which
is the connection creatingconnections or connecting with
(22:34):
people, so engaging in thoseauthentic conversations and then
building those microconnections, creating value
first and then potentiallyinviting them into a deeper
conversation when it feels right.
So this week I want tochallenge you to start three new
conversations.
Start with just three newconversations.
(22:56):
Focus on being curious andgiving service.
See where these connectionstake you and, again, I'd love to
hear about your experiences.
So I'd further invite you toshare your journey.
You can go to my podcastingwebsite at podcastdanwus or
reach out to me on any socialmedia.
(23:18):
You can leave me a voicemail onmy website.
You can send me a note on mywebsite.
You can also sign up to be onmy mailing list there.
No strings, no obligations, andI'm not going to try and sell
you anything.
Maybe later.
I don't know, it won't be asales conversation, I can
promise you that.
So, hey, thanks for joining metoday on Deep Dive Dialogues.
(23:41):
And remember, creating the lifeand business you deserve starts
with building those authenticconnections.
So until next time, I want youto keep showing up, stay curious
and keep making a difference inthe lives of the people you
serve.
Now, before you go, if you foundvalue in this episode or
(24:02):
another, there's one way thatyou could really help me, beyond
answering those questions orsharing your journey with me.
Reminder, the question thatI've asked is what's the biggest
challenge you're facing?
What's the most frustratingthing you're experiencing when
it comes to growing yourcoaching business?
So one thing you can do for methat would really help get this
(24:24):
show in front of other people,to get my voice heard, to share
these things.
If you find them.
Anything in here has beeneffective for you or intriguing
to you.
Share this episode or this showwith one other person you think
may benefit from it.
I'd be super grateful.
Until then, have a great one.
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