@stephannlpcoaching-com
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Good video…thank you for posting. 92% of 2 year olds play video games?!?!?! Wow! That reminds me of something. We had a client who was an optometrist who said that she had seen graphs showing the increase of young kids playing video games, playing with smartphones or tablets paralleling almost the same exact amount of increase of kids needing to correct their near-sighted vision with glasses, contacts, etc. Makes sense…overuse of all of these devices are training the eyes to be more near-sighted dominant and have issues seeing far distances (and strengthening fovial vision at the same time). Not to mention the blue light in these devices damages the retina. Technology is great and boy do these devices help our efficiency…and I agree with the key word mentioned in the video…Balance! I have another thought. Funny that some people are concerned about these VR (virtual reality) Goggles causing people to lose touch with reality in the future. Well let’s get real…you don’t need to wear goggles for this to happen. Someone is in extreme fovial vision when locked in to their smart devices and close themselves off to the world (I see it everyday around me). I see people walking on the streets bumping in to stuff…it’s nuts! So, people spending most of their day in social media and on the internet and reading fake news on their devices get lost in a reality that does not exist (no VR Goggles necessary). It’s not real! Think about what we’re doing with putting a goal in the future time line from Time Line Therapy®…we’re inserting pictures into the RAS (Reticular Activating System) so the Unconscious Mind can go out and look for a match from these pictures of things you want to have happen. Well…the more we do this…the more we create the future to be the way we want it to be. The less time we’re doing this and locked into smart devices and fear-mongering BS…the less time we can put goals in our future time line AND the risk that someone else is programming our RAS and creating our future for us. Then there is the damaging EMF (Electromagnetic Field) from cell phones. I’ve seen it and tested myself with an EMF meter. If it’s transmitting email, transmitting a text, searching on the internet, downloading a video or taking a call…it’s technically “unsafe” (per EMF health experts) if it’s anywhere within 2 feet from our bodies. If you’re at the Summer Series this summer…I’ll show you the video. OK…thanks for listening. 🙂
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This is not the case for Shay & I anymore though one we used when we got started. we got the idea from Adriana & Tad and ran with it. We sold to people that our trainings were smaller than the bigger companies and they’d get a lot of one-on-one time with us at the training. This worked well when we capped our trainings at 4 or 6 people. Then we increased to 8 seats. People loved this! Then when your trainings get big of course, sell other benefits.
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One of our favorite pitches, which is more for developmental coaching or executive coaching is: “Hi! We’re Stephane and Shalee Schafeitel and we help people get from where they’re at to where they want to be in a very short period of time. We have a 100% success rate and we guarantee results. Is that something you would be interested in or not?” This works for us in most (not all though) contexts.
For couples coaching we would say: “Hi! We’re Stephane and Shalee Schafeitel and we help couples get from where they’re at in their relationship to where they want to be in a very short period of time. We have a 100% success rate and we guarantee results. Is that something you would be interested in or not?”
Most of the time, we would shift the context within our pitch mentioned above, so it rolled off the tongue smoothly and consistently every time. Here’s the generic version: “Hi! We’re Stephane and Shalee Schafeitel and we help people get from where they’re at in their (insert context) to where they want to be in a very short period of time. We have a 100% success rate and we guarantee results. Is that something you would be interested in or not?”
Specifically for sales coaching, sales training, business coaching or business consulting we modeled Tad’s consulting pitch, as stated a few times above. “Hi! We’re Stephane and Shalee Schafeitel and we help businesses (or “people” when speaking to business & sales coaching prospects) make a lot of money in a very short period of time. We have a 100% success rate and we guarantee results.” It works really well.
Because we followed the “When is a client a client” criteria from the Practitioner training and Master Prac and did extensive tasking before taking on clients…we started off and still have a 100% success rate with our clients. So, we included that in all of our pitches. We also guarantee our work and would actually stick by that and work with people for free on us for an hour or two (or whatever was necessary) until they got the result. This rarely happened though and when it did, the client would become REALLY happy and refer a lot of new opportunities to us.
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Hi Mihaela. As I listed it above is how I listed those exact traits. Of course Shay & I had a lot more traits…and part of the project for you (as Adriana mentioned above) is for you to come up with your own traits of a preferred customer. And, if your niche is different (and it likely will be) your traits will also have differences. And your market there is different than ours was then and currently is now. Enjoy the projects on this topic!
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Thank you, Adriana! Great Zoom Webinar. I’m doing a repeat of what I posted on the transcript page as to make sure all can read.
Yup…loved the part about other profit centers. Shay already talked about this in detail on one of the other forums. We started out with a solid niche of “Executive Coaching and Powerful Communication Trainings” and then another profit center developed quickly from our business clients doing Couples Coaching. People we did Executive Coaching with or that attended our Powerful Communication Trainings would come up to us and say, “I’d love to have the alignment and synergy you and Shay have…can you help my partner and I achieve this?” 🙂 Of course we said “yes” and helped the couple with full breakthroughs with each person and did the relationship paradigm with both. At some points in the year, the Couples Coaching was a bigger profit center than our Business Communication & Sales Trainings or Executive Coaching. Though, we still primarily marketed ourselves in the niche of Executive Coaching and Powerful Communication Trainings. Then came kids coaching from the parents we did Couples Coaching with.
As for creating the characteristics of your preferred customer…this is SO IMPORTANT…and GET SPECIFIC!!! Otherwise…you’ll get what you get…or you’ll get what you absolutely did not want to get. There was a time back when we first got started that Shay and I had heaps of opportunities for new clients and when we did the Free Consult with each of them, we didn’t think they were fully invested in the process and they didn’t really want to do the change work. We figured that being fully invested and wanting to do whatever it takes was an obvious trait for what we were looking for…though we never wrote it down on our list. So, we were turning these people away. Then we got EVEN more specific on (what we call) our “Ideal Client List” and wrote “They will be fully invested and ready to do the change work and are ready to change and are ready to do whatever it takes and invest as much time and money and energy to have their problem be gone and to achieve all of their goals.” Then, we started getting REALLY good clients…and a lot of them! Also…this is a list that Shay & I frequently review and revise as we get more learnings about what we don’t want and what we do want.
Good luck with your project everyone. Have fun! This is what it’s all about! You’re creating your dream career and your dream life as we speak…now go get after it. Cheers!
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Thank you! Great Zoom Webinar. Yup…loved the part about other profit centers. Shay already talked about this in detail on one of the other forums. We started out with a solid niche of “Executive Coaching and Powerful Communication Trainings” and then another profit center developed quickly from our business clients doing Couples Coaching. People we did Executive Coaching with or that attended our Powerful Communication Trainings would come up to us and say, “I’d love to have the alignment and synergy you and Shay have…can you help my partner and I achieve this?” 🙂 Of course we said “yes” and helped the couple with full breakthroughs with each person and did the relationship paradigm with both. At some points in the year, the Couples Coaching was a bigger profit center than our Business Communication & Sales Trainings or Executive Coaching. Though, we still primarily marketed ourselves in the niche of Executive Coaching and Powerful Communication Trainings. Then came kids coaching from the parents we did Couples Coaching with.
As for creating the characteristics of your preferred customer…this is SO IMPORTANT…and GET SPECIFIC!!! Otherwise…you’ll get what you get…or you’ll get what you absolutely did not want to get. There was a time back when we first got started that Shay and I had heaps of opportunities for new clients and when we did the Free Consult with each of them, we didn’t think they were fully invested in the process and they didn’t really want to do the change work. We figured that being fully invested and wanting to do whatever it takes was an obvious trait for what we were looking for…though we never wrote it down on our list. So, we were turning these people away. Then we got EVEN more specific on (what we call) our “Ideal Client List” and wrote “They will be fully invested and ready to do the change work and are ready to change and are ready to do whatever it takes and invest as much time and money and energy to have their problem be gone and to achieve all of their goals.” Then, we started getting REALLY good clients…and a lot of them! Also…this is a list that Shay & I frequently review and revise as we get more learnings about what we don’t want and what we do want.
Good luck with your project everyone. Have fun! This is what it’s all about! You’re creating your dream career and your dream life as we speak…now go get after it. Cheers!
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Love it! This is a great project and one that Shay & I have done and continue to do on an annual basis…and check up on weekly (when applicable) monthly (where applicable) quarterly (when applicable) and annually on New Year’s Eve. We also find that when our personal goals are REALLY big…it drives more momentum and energy into the actualization of our business goals.
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The way I see it…Master Trainers train Trainers…and the biggest downhill ripple effect a person in the field of NLP can create is when they’re at the level of a Master Trainer. Knowing that when more people are awake…the planet will become more awake and maybe just maybe we can course correct the future timeline and direction of this planet. That’s what gets me out of bed everyday and keeps me going no matter how I feel everyday.
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What I was referring to about “not being the case anymore” was selling our trainings as smaller trainings. We started that way, though once the demand for our trainings got bigger and we had bigger trainings, we stopped that specific message as an advantage and shifted our sales pitch. From the beginning, we had a lot of business coaching clients that we were selling to and Shay & I had a lot of experience from the corporate world before doing NLP full time. So, that was a big advantage as well that we sold. Not to mention NLP has been the best set of communication techniques I had ever learned and used successfully while still in the corporate world. Another advantage for us was having grown so much in our relationship after taking all of the NLP Trainings. So, we told that story often and marketed heavily to couples as well. We actually attracted many couples that were in business together into our trainings. This was cool because it integrated our advantages! 🙂
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Hey Deb! Great pitches. I gotta give credit where credit is due…for Business Consulting and Sales Trainings opportunities we modeled Tad’s Profitability Consulting pitch (“we help businesses make a lot of money in a short period of time…is that something you are interested in or not”). It works! One of the other pitches we developed which was more for developmental coaching or executive coaching was: “Hi! We’re Stephane and Shalee Schafeitel and we help people get from where they’re at to where they want to be in a short period of time. Is that something you would be interested in or not?” This one works very well!
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