Learn How to Use Coaching to Inspire Change in People’s Lives
The aim of this module is to teach you a basic coaching model that you can use to help the partners in your team become more productive and achieve their dreams.
Coaching is the art of helping people believe in the beauty of their dreams. This is done by speaking to their dreams in a way that allows them to see and feel them, then breaking the journey down into small steps, and encouraging them to take those steps.
The Golden Rules of Coaching:
Be a role model for others, and remember that the partners you’re working with have their own dreams and journeys in life. You need to be curious and listen more than you speak.
The Main Principles of Coaching:
1. Setting Goals:
A goal needs to be objectively measurable to be well-formulated and functional. Luckily, our compensation plan is perfect for this. See your journey as a “Ladder to Success” (missing steps on a ladder makes it harder to reach the top). Yes, we all share the dream of reaching the “President” level, but your actual goal is simply the next rank in the compensation plan. (Study the numbers for your next two ranks).
2. Creating a Game Plan:
Your game plan is a calculation of how many new or old prospects you will need to add to your pipeline over a given period (30, 60, or 90 days) to reach a specific goal. A “new prospect” is someone who has never been in the pipeline before, while an “old prospect” is someone from your follow-ups starting over. The game plan should realistically connect your goal, available time, and planned activities. It provides your weekly activities in a way that can be evaluated.
3. Inspecting What You Expect:
Once you’ve created your game plan, you know exactly what you need to do weekly to achieve your goal. These numbers are the focus of your weekly coaching evaluations.
4. Learning New Skills:
Now coaching becomes easy, and when the numbers are reached we celebrate! When they aren’t, we suggest new learnings from one or more of the six business-building skills. For instance, if you don’t have enough prospects to invite, focus on skill #1: prospecting. If you have prospects but can’t get them to meetings, focus on skill #2: inviting.
5. Recognizing Results:
When the partner you are coaching achieves their goals (and milestones along the way), it’s time to celebrate – both in coaching sessions, team groups, and at team meetings. Public recognition is one of the most powerful motivators in a team.
Coaching During the Fast Start Period:
It is critical that new partners achieve their Fast Start bonuses – not just for the €2,500 they earn, but also for the overall growth speed of your team.
During the Fast Start period, the goal is to concentrate on and achieving is always the next available Fast Start bonus (as quickly as possible).
The Game Plan: Add at least 10 new prospects to the relevant pipeline weekly. Start with the Customer Pipeline until the first Fast Start bonus is reached, then shift to the Partner Pipeline to reach the second and third bonuses.
The Coaching: During the Fast Start period, coaching should happen daily since the new partner is still vulnerable I in their belief in the business and them selves (and they will encounter dream stealers (and disappointments). It doesn’t have to be a full coaching session on Zoom – a short voice dialogue on WhatsApp or Messenger can suffice. The most important skill at this stage is skill #2: inviting (study skill #6 onboarding).
Coaching During the Rank-Up Months:
Rank-up months are typically February, May, August, and November. During these months, aim to qualify for 200% ECB (ECBx), which makes it much easier to reach your next rank. This is usually done the month before by signing up a certain number of new partners or customers.
The Daily Stand-Up:Â This is a daily coaching in small groups of 4 to 6 committed partners and a coach. It’s a 15-minute voice-only meetings on WhatsApp or Messenger. The aim of this meeting is to remove blocks and the agenda is simple:
- What have you done since the last meeting?
- What will you do before the next meeting?
- What’s holding you back?
If a partner mentions a blocker, the coach encourages the group to help solve it after the stand-up or offers personal follow-up coach. Never tries to solve the blockers in the meeting.
Coaching in the Long Run:
- How has your week been? Build rapport by talking briefly about the partner’s life and challenges (form).
- How many short presentations (SP) did you do last week? Compare the number to their game plan and discuss each prospect briefly.
- How many short presentation have you scheduled for this week? If the number doesn’t match the plan, ask how they will address this.
- Where do you need to grow the most? If performance is consistently below the game plan, review the business-building skills to find the “missing step on the ladder to success.”
- How can I help you better? This question fosters growth in you as a coach and builds trust.
Example of a Game Plan
The aim of the game plan is to convert a goal into a weekly number of prospects added to your pipeline over a given period. This is measured solely by the number of short presentations (SP) because the rest of the pipeline is always the same (study the pipeline (basic system).
Context: You are a Platinum Partner with 15 active partners and 400 Team Customer Points producing 2,800 credits monthly. Your goal is to reach Diamond in February. You’re A’Team (RCB) and qualified for ECBx in February.
Credits Needed: To reach Diamond in February you and your team need to produce 12,000 credits minus the 2,800 from the 400 customers equals 9,200 new credits to make you a DIramond. If we divide 9,200 credits with 16 partners we’ll know that each partner need to make 575 credits (let’s round up to 600 credits each).
How to Achieve 600 credits: Each partner aims for adding 1 Ultimate Partner (450 credits) and 4 BalanceOil customers with tests (42 credits each). This will probably take doing at least 20 short presentations (SP) and 10 product presentation (PP). Better do a little more to be sure to reach the goal.
Team Commitment: Ensure each partner commits to 30 adding prospects in their pipeline in the first 3 weeks of February. Motivate the team with rewards and daily stand-ups. If some partners wouldn’t commit to this amount of meetings in a month, the rest of you must do more. If some of the partners don’t have enough prospects., you’ll need to facilitate a weekly prospecting workshop starting already in January.
Quiz for Learning:
- Why do you think coaching is important in business?
- Why is it important to break goals into a game plan?
- Why must goals be objectively measurable?
- Why is collaboration important?