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Is it time to expand your service offerings?
The Entrepreneur's Reality Checklist

 
 
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View this issue online at http://www.todayscoach.com/2003/022603.html


Wednesday, February 26, 2003

Dear Today's Coach Reader,

Getting tired of having clients who come and go?  Are you looking for clients who last a lifetime?  Why not work with the small business owner or entrepreneur (1 - 200 employees)?  Coaching clients in this category are uniquely loyal, your coaching is put to immediate use, and the positive impact on their bottom line is measurable.

In this issue of Today's Coach, we share a tool that you can start using with potential small business clients to help them see the benefit of working with a coach.  We call it the Entrepreneur's Reality Checklist.  Also available for your use in pdf format, this is a terrific item to use in a Coaching Welcome kit, among other places.

Is it time for you to consider expanding your service offerings to include this market?  You can get started with the checklist below, but don't stop there!  Dive in further by attending a Small Business Coaching Intensive for an immersion experience on how to be a coach to small businesses.  This is brand new event being led by Dean of the School of Small Business Coaching Richard Reardon and will be in seven cities in 2003.  Limited seating at the discounted tuition of $149 is available - for the San Diego event only - for just two more days. Starting March 1, 2003, tuition is $179, space permitting. Tuition for all other cities is only $179 for two full days of training.  See below to register now or for further details.

I hope you enjoy using the Entrepreneur's Reality Checklist many times over in your lifetime as a coach!

My best to you,

Andrea Lee
GM, CoachVille/SOC
andrea@coachville.com


 

 

The Entrepreneur's Reality Checklist


For a copy of this checklist that you can print out cleanly, and use in welcome kits with your clients, use the pdf format:

Entrepreneur Reality Checklist | pdf
(you'll need a copy of the free acrobat reader from www.adobe.com to view the pdf)
 

According to the American Small Business Administration there are 22 million small businesses in the United States alone, 9 million of which are women-owned.

This is a vibrant market that has only started to be tapped into by coaches.

The below checklist is designed to help potential small business clients see the benefit of working with you, their coach.  Enjoy!
 

Whatís going on with you and your business?

Take this quiz to find out.

Instructions: Circle the number of the statements that are true. If more than 5 statements are true, then working with a coach specializing in entrepreneurs may be the perfect solution.


1. I am uncertain about the sustainability of my revenue streams.

2. I have business debt that is more than 20% of my annual revenues.

3. Given the effort Iím putting in, my net income is nowhere near high enough.

4. If I wasnít here, the place would fall apart within a month.

5. I canít seem to attract Ė or keep Ė the right staff.

6. Iím doing tasks that I do not like or am not very good at.

7. I am working more than 10 hours a day.

8. I am working far too much in my business instead of on my business.

9. Sometimes I wonder if Iím both the arsonist and the fireman.

10. Weíre not as focused on our customers as we need to be.

11. Thereís more chaos in this company than the employees prefer.

12. I want to spend more time with my family or in other interests.

13. I donít feel free and thatís where I want to be.

14. I want to improve the focus and direction of where the business is heading.

15. I have ideas for significant revenue streams that I just canít seem to make time for.

16. Profitability isnít where it could be.

17. I want to delegate more so I can have the time to discover new opportunities.

18. The joy of owning a business is being replaced by the stress of running a business.

19. It would be valuable to develop a 12 to18-month growth plan.

20. We need to find a way to better motivate the staff.


For a copy of this checklist that you can print out cleanly, and use in welcome kits with your clients, use the pdf format:

Entrepreneur Reality Checklist | pdf
(you'll need a copy of the free acrobat reader from www.adobe.com to view the pdf)

© 2002 by the School of Small Business Coaching. Reproduction permitted with full attribution.

The Small Business Coaching Intensive will be held in San Diego, Philadelphia, Denver, Seattle, Boston, Los Angeles and Atlanta this year.  Seating is limited at each venue.  Why not join us?

One new client more than pays for the entire weekend at US$179.  Hmm...isn't it time for you to consider expanding your service offerings?

The very first Small Business Coaching Intensive, to be led by long-time small business coach Richard Reardon and Dean of the School of Small Business Coaching, is being held in San Diego on March 7 and 8, 2003.  This is guaranteed to be a top flight, content-rich training indeed and we look forward to seeing you there.

With a capacity of 200, there are currently 30 seats left. The early bird tuition ($149) is available for the San Diego event only until February 28, 2003.  Starting March 1, the fee for this training will be $179. Click to sign up at http://www.coachvilleconference.com

Can't make it to San Diego? Not a problem!

The Small Business Coaching Intensive will also be at the following cities, now available for registration:

Philadelphia, PA
April 11/12, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available march 2003
Denver, CO
June 6/7, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available april 2003
Seattle, WA
July 11/12, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available may 2003
Boston, MA
August 22/23, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available june 2003
Los Angeles, CA
September 12/13, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available july 2003
Atlanta, GA
October 24/25, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available august 2003


The idea of expanding your coaching practice to include small businesses is intriguing, yes? 

Over the space of two days, Richard Reardon will show you how to both attract -- and to do extraordinary work -- with this type of client, even if you have not yet been working in a business setting.

He'll show you the 15 'entry points' that help you get in the door with a small business client.

And, once inside, you can use the strategies, models and solutions that we teach you at this 2-day intensive to serve the small business client -- which tend to work with their coaches over a much longer term and at higher fees than with personal coaching.  Yet, of course, your coaching with them is also personal.  It's the perfect type of client to expand your abilities as a coach.

The cost of this highly-specialized training is easily paid for by as little as a single hour a coaching with a business client.  Be one of the very first to undergo this new intensive training, only offered at CoachVille.

Ready to register?

Click here.
Link not working with your browser? Go here:
http://www.coachvilleconference.com 



Here's the agenda for the 2 very full days.
 

Coaching Small Businesses & Entrepreneurs
FRIDAY & SATURDAY, MARCH 7, 8, 2003
SAN DIEGO, CA

Friday
morning
830-900am

Coffee, Tea and Networking With Trainer Richard Reardon
Friday Morning
900-12noon

Identify the
15 Entry Points To Coaching a Small Business Successfully
We believe that it is fair to say that virtually every entrepreneur and small business can benefit from coaching, but the challenge is to position yourself and your services to that the small business owner comes to believe that you can help them -- exactly where they are.  The big mistake that most coaches make is that they try to sell coaching instead of first determining the entry points where the client already has the door open and is just waiting for you to walk through it.  

During the morning session, you will learn the 15 entry points -- meaning the wants and needs the typical small business owner has and the ones that they are willing to pay for coaching services around -- and how to package yourself and your coaching to fit in those doors.  These entry points are not mysterious -- once you learn them.

If you are totally new to working with business owners, consider this a terrific overview as to what you can provide them. And if you are already experienced working with small businesses you'll find the language and the tools you'll need to get the attention of this type of client (often the biggest challenge).

Specifically, this morning, you will...
o Learn the 15 Entry Points to that you are offering exactly what the client is open to buying
o Learn the 5 types of entrepreneurs and how to adapt your approach to meet their very different styles
o
Learn the 15 Small Business Proficiencies -- these are what it takes for a business owner to be successful long-term. (Take a sneak preview of the 15 Small Business Proficiencies at http://www.coachville.com/sbc/sbizprofpdf.pdf)
 

Friday Afternoon
115-500pm


Position Your Coaching to Impact the Operating Dynamics of Small Business

When you walk into a small business or begin working with an entrepreneur, you are entering an already-established system of how  things get done in that company -- the culture, attitudes, procedures, expectations, relationships, politics, operating systems, success formulas, and the like.  The challenge for the coach is to quickly come to understand the operating dynamics of this business so that you can make the most of the culture while at the same time being the effective catalyst for upgrading how the company operates.  If you are insensitive to what you're walking into, your coaching won't hit the mark -- and your best work will not get done.

Specifically, this afternoon, you will...
o Learn how to use personal assessments as a way to learn more about the players and how the company operates
o Learn the basic models of how small businesses tend to work (share these with a client and they'll be impressed that you know them so well!)
o Learn how to use an organizational assessment (scorecarding)  in order to give the owner a bird's eye view of where his or her company is really at.
o Learn the 3 most common sources of problems for any small business -- come to understand these three and you'll have a solution to virtually every other problem the company is having.
o Learn how to use visual displays (called infoshapes) as a way to both educate your clients on what's going on, and how to improve that.

Saturday
morning
830-900am

Coffee, Tea and Networking With Trainer Richard Reardon
Saturday Morning
900-12noon

Package yourself and your services for a 5-20 year relationship with your clients

The biggest problem in coaching today is the churn factor -- clients come in for 3, 6 or 12 months and then they move on -- necessitating an always-on marketing effort for the coach.  But when you coach small business clients -- and have a complete menu of services for them -- you should expect to work with these clients for years, if not decades.  Now, that's coaching -- a long-term personal and professional relationship that continues to add value to all parties.

Specifically, this morning, you will...
o Learn how to design your role -- collaborator, consultant, coach, coach to the company vs. the owner, catalyst, accountability holder.
o Designing a short and long-term coaching plan (scope, order and magnitude) that includes the metrics that matter to the client:  functional, personal, emotional, financial
o Developing a communication style that commands attention yet doesn't turn off the client; edgy is good, if not essential.
o Staying ahead of the game:  Advanced business concepts and emerging business models to keep your client ahead of the competition, and give you a lifetime of work with your business clients.

Saturday Afternoon
115-500pm


Using Marketing Strategies and Systems to Ramp Up Your Small Business Practice

Now that you know the breadth of services you can provide to this marketplace, the next step is to make sure that small businesses and entrepreneurs can find out about you and your work -- which is the focus for Saturday afternoon.  There are two basic strategies that you'll be learning:
1. Short-term/immediate strategies to add several new clients in the coming weeks.
2. Long-term/permanent strategies (called marketing systems) to keep your practice full. 

Specifically, this afternoon, you will...
o Learn how to use giveaways as a way to build an e-mailing list and give business owners an experience of your work.
o Learn how to properly work a room at the Chamber of Commerce or other function.
o Build a website that is situation-specific vs. general services-oriented.
o Developing marketing systems around each of the 15 Entry Points that you learned at the beginning of this training.
o Learn how to share success stories (before and after) as a way to convey the power of the coaching process


 

Benefits of Attending the Business Coaching Intensive
o Learn how to break into the small business owner and entrepreneur marketplace.
o Come to understand what drives a small business and the entry/level points where coaching can make all the difference.
o Get inside the head of the business owner to understand his or her sources of motivation and inspiration.
o Learn how to use diagnostic tools including assessments, checklists and scorecards.
o Meet and network with other small business/entrepreneur coaches.
o Discover how to virtually eliminate your client turnover problem by offering long-term coaching plans for your small business clients..
o Leave with several years' worth of ideas, opportunities, programs and knowledge to accelerate your success as a small business coach.
o Learn how to apply what you learn at this conference to your own coaching practice so that you are a model of what you're helping your clients to achieve.


Ready to register? Click your preferred city and reserve your seat now:

San Diego, CA
March 7, 8, 2003
Leader: Richard Reardon
 Available
164 reg'd
$149/179
Small Business Coaching Conference| info
 event location is confirmed
Philadelphia, PA
April 11/12, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available march 2003
Denver, CO
June 6/7, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available april 2003
Seattle, WA
July 11/12, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available may 2003
Boston, MA
August 22/23, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available june 2003
Los Angeles, CA
September 12/13, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available july 2003
Atlanta, GA
October 24/25, 2003
Leader: Richard Reardon
Available
NEW!
$179
Small Business Coaching Conference| info
 
event location available august 2003
 

Link not working with your browser? Go here:
http://www.coachvilleconference.com 

Aside from being Dean of the School of Small Business Coaching, are you interested in Richard Reardon's work?  He welcomes your interest.  Visit Richard's website at http://www.richardreardon.com

Questions/Special Requests?
Please email:  tina@coachville.com