Coaching Overview

A. In order to coach someone, you need to know their goals. The two goals for new Reps are:

1. What is your breakeven? That is the income needed to pay all your business and personal bills as well as your taxes. 2. What is your dominant business goal?

B. The coach schedules regular coaching sessions of 30-60 minutes. The frequency of these meetings is determined by the coach and the Rep. The next coaching session is scheduled at the end of the coaching session.

C. The agenda for each coaching session is:

1. What are you grateful for? What is going well and what did you do to get those results? 2. What do you want to talk about? 3. How are you doing at implementing your strategies to get to breakeven and achieving your goals? 4. If the person is on track, congratulate and celebrate. 5. If the person is not on track, explore the three reasons.

Don’t want to - - - - - They don’t have a goal that is really important to them. Don’t know how to - There is lack of skill and knowledge to achieve the goal. Afraid to ------There is self-defeating thinking preventing the implementation of the strategies.

D. Ways to overcome the three reasons goals are not being achieved.

1. If there is lack of skill, you role play until the skill is mastered. 2. If there is lack of drive you can use these exercises from the book, Motivator Teacher Shrink. Balanced Goals, Financial Reality, What, Drive. In addition you can discuss the tangible and psychological rewards for achieving the goals. Negative consequences can also be explored if the goals are not achieved. 3. If there is self-defeating thinking, use these exercises from the book Motivator Teacher Shrink, as well as the exercises from the workshop - Worry, Feeling and Thinking, Self-concept, Resistance to Change, Difficult Questions, Referral Beliefs, Salesperson’s Beliefs and Rejection

E. The key question to ask Reps related to the Granum Numbers is: Will your current activity levels get you to breakeven and also to your dominant goal? If the answer is no, then explore lack of drive, lack of skill and knowledge, and what is the self-defeating thinking? At this point, you go to Item D above to get the Rep back on track.