Академический Документы
Профессиональный Документы
Культура Документы
Allan N. Mulholland
Results Coach and Perception Expert
Author of
Change Your Perception, Change Yourself!
In Memory of
Maria Mul-Gerdessen
TABLE OF CONTENTS
Introduction
PART I
A Reality Check for Coaches
A Reality Check You Can Take to the Bank!
Lets Begin with the End in Mind!
Change Your Perception of Coaching
Become a Results Coach
How to Structure Your Coaching Practice
Going Back to the Basics of Coaching
One-on-One Coaching
Group Coaching
Hybrid Coaching
PART II
7 Strategies for Charging
High-End Coaching Fees!
#1 - Know Your Objective!
#2 - A True Life Coach is a Coach for Life!
#3 - Design your Signature Program
#4 - Develop a Unique Coaching Proposition
#5 - Your Coaching Proposal
#6 - The Accountability Factor
#7 - From Perception to Reality!
PART III
SPECIAL EDITION BONUS SECTION:
PersonaCoach Signature Coaching Program
Change Your Perception. Change Yourself!
How to Use This Coaching Program
I.
II.
III.
IV.
V.
VI.
VII.
VIII.
IX.
X.
XI.
Mirror of Perception
Cycle of Identity
Different MASKS for Different TASKS
Creating a New Persona
Finding Your Client's Restore Point
Creating a Persona Profile
Measure of Success
Changing the Conversation!
Code of Conduct
Plugging into Your INFLUENCERS
Delivering RESULTS!
XII.
PART IV
WHATS NEXT?
Results Coach Mastery
About the Author
Introduction
I have been a life and business coach for many years, but it
wasnt until recently that I realized that life coaching is a
tradition in my family. Back in Holland where I was born
and raised, my mother (1907 2004) had been a life coach
since she was eighteen years old. As a child growing up, I
remember how men and women would seek her counsel
for their personal and professional life. They would make
an appointment to come to our house and my mother
would sit down with them for a thirty-minute session. She
would listen intently to what they had to say, ask probing
questions and offer them advice. She would later say that
people always know what they need to do, but sometimes
they just need to hear it from someone else.
She didnt call herself a life coach, since that term had
not yet been coined! She simply told people that she was
a psychic. Now before you get the impression that my
mother was a dear lady who would stare into a crystal ball
or read tarot cards and tea leaves, let me assure you that
she considered those psychics as fraudsters and fakes.
My mother was a very intelligent and well-educated
woman who was emancipated well before her time in an
era where a womans place was in the kitchen. She was
also highly intuitive and a great reader of human
character. Her predictions and foretelling were often
more the result of her analytical mind then her ability to
see into the future! But since no one had an accurate
label for her prognostications, everyone accepted the
notion that she was psychic.
PART I
OK, lets assume for one moment that you answered YES
to each of these four questions and that you are fully
aligned with the ICF definition of a coach!
Now lets build these four elements into an elevator
speech that you can rattle off whenever someone asks
you what you do.
Would this be your elevator speech?
I am a thought-provoking and creative coach
who inspires clients to maximize
their personal and professional potential!
Reality Check #1
Clients Dont Pay for Coaching! They Pay for RESULTS!
Such a simple statement, yet so profound!
It is a fundamental principle of any successful coaching
practice and an essential element for charging high-end
coaching fees!
Yet this statement highlights the most misunderstood and
controversial aspect of life and business coaching.
The actual formula for creating a successful and profitable
coaching business is a simple one. It is essentially no
different from any other type of professional service!
Reality Check #2
Your clients dont care about your credentials or degrees!
I personally advocate that coaches should be trained,
educated and experienced in their chosen field of
coaching. I recognize that anyone who knows a little more
about any given subject, could be a coach to someone
who knows a little less about that subject! Based on that
logic, anyone can be a coach! But I truly doubt that you
can effectively monetize your coaching practice by staying
two steps ahead of your clients.
To be a successful coach, you need a demonstrable level
of expertise! But credentials or degrees by themselves do
not demonstrate competence as a coach. You need to be
able to deliver results!
It is results that your clients are after!
It is results that your clients hired you for as their coach!
And it is results that your clients are prepared to pay you
high-end coaching fees for!
But what exactly are the types of results that clients are
looking for?
And how can coaches deliver those results in a purposeful
and pragmatic way that does not compromise the
traditional role of a coach?
In other words, can a coach deliver the results that a client
is prepared to pay significant coaching fees for, without
actually creating those results?
The answer to that question is YES . . . . and YES!
In fact, this can be done in an ethical and authentic way
that meets all of the criteria of coaching as defined by the
ICF, while at the same time delivering the tangible and
measurable results your clients are looking for!
If you want to create a purposeful and pragmatic coaching
practice, you need to have a structured approach to
coaching. The structure that every successful coaching
program evolves around is as follows:
1. Identify the clients goal or objective for hiring you as a
coach.
2. Create a roadmap for achieving this goal or objective.
3. Facilitate the clients desired result at the end of the
coaching program!
When a student writes an exam, it is up to the student to
pass the exam. But it is the teacher who prepares the
student for the exam. And by doing so, the teacher must
deliver the value proposition he or she was contracted for.
That value proposition is not to pass the exam. Only the
student can do that! No, the value proposition that the
teacher must deliver is empowering the student with the
ability to pass the exam!
Reality Check #3
A perceived result is more valuable than an actual result!
In the above examples, the clients have achieved their
desired result. John became a firefighter and Jane rescued
her marriage. But with your Unique Coaching Proposition
(UCP), you were able to deliver the perceived result for
which you were hired, which can now be measured,
quantified and ultimately expressed in terms of a coaching
fee! By creating the perception of an achievement, a
coach can legitimately determine an actual coaching value
(in the form of coaching fees) based on the perceived
value of the clients desired outcome.
As a Results Coach:
You'll immediately rise to the top of the coaching
profession!
You'll be instantly recognized as a qualified coach!
You'll turbo-charge your coaching practice!
You'll gain an abundance of high-paying clients!
You'll be able to market yourself at speaking
engagements and seminars.
You'll be able to give interviews on radio and
television.
You'll have total confidence in your ability to coach
ANYONE!
You'll set yourself apart from other coaches as an
authority in the coaching industry!
You'll be the envy of other coaches and live the
lifestyle many can only dream about!
You can charge high-end coaching fees!
But the real reason why you want to become a Results
Coach is not just about charging more money! It is not
just about the recognition you'll receive in your niche! It's
not just about the status you'll gain in your industry! It's
not just about the credentials that you can put behind
your name! And it's not just about the respect you'll get
from your peers and clients!
While all these things are important elements of a
successful coaching practice, the real reason why you
want to become a Results Coach is because you can
deliver the Desired Outcome your clients are looking for!
Your ability to facilitate a Desired Outcome for your clients
will ultimately catapult you to the top of your coaching
profession!
provides the canvas upon which the client must paint the
image of their desired outcome!
EXPERT Signposts:
1. Of all the EXPERT qualities that are listed in this
chapter, I relate best to:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
2. The reasons I love to coach are:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
3. I am most comfortable coaching people in the areas of:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
I anticipate that:
You are a coach who is passionate about helping other
people.
You are a coach (new or seasoned) who wants to make
a difference in the lives of your clients.
And finally . . . .
You are looking for the opportunity to become a
Results Coach.
You are ready to take on the challenge of becoming a
Results Coach.
You'll do whatever it takes to become a Results Coach.
If this describes who you are and why you are reading this
book then let's continue!
In addition to the four goals I outlined in Chapter #1, I also
want to create one specific outcome:
I want you to become a Results Coach and start charging
high-end coaching fees!
In essence, all you need to do right now is to change the
perception you have about coaching.
More importantly, you need to change the perception you
have about yourself as a coach! So, let's change that
perception right now!
What exactly is your perception about coaching in general
and about your role as a coach in particular?
Again, I'm going to use some clairvoyance to make certain
assertions about what kind of coach you are.
EXPERT Signposts:
1. The things Ill have to learn in order to succeed as a
Results Coach include:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
2. The things Ill have to create in order to succeed as a
Results Coach include:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
3. The excuses Ill probably make along the way, which Ill
have to overcome, include:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
4. The grand vision I have for myself as a Results Coach is
to:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
5. When times are tough I will always remind myself that:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
6. In order to be perceived as a Results Coach, I am going
to have to let go of:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
I'll even open the door for you, but it's up to you to step
inside.
and let them know how you can help them get the
results theyre after and how they can connect with
you for further assistance.
3. I position myself as a Results Coach by creating highvalue content in the form of blog articles, video,
teleseminars, speaking engagements and podcast
interviews. When you have a platform where you're a
writer, speaker, seminar leader or a guest on a podcast
program, you'll gain instant recognition as a Results
Coach.
Strategy #2 - Stake out your turf as a Results Coach
Let the world know that you're a Results Coach. Don't be
modest about your ability to achieve results for your
clients. When a client hops onto your coaching bus, you
are behind the wheel! You're the driver! Many coaches
overlook the fact that they are perceived as leaders. As a
coach, you get to lead your client to a Desired Outcome.
Yes, it is the client who has to achieve the Desired
Outcome, but you're the facilitator! You are an integral
part of their success formula. Here are three proven ways
to claim your stake as a Results Coach:
1. Before you start any coaching program for your client,
create a customizable Coaching Agreement that
outlines the scope and duration of your coaching
program. Your coaching program must be customized
and personalized for your client, and contain all the
elements required to produce the results theyre after.
In your Coaching Agreement, clearly define:
a. The results your client wants to achieve. Be
very specific, so both you and the client have a
clear understanding of the goal that you are
coaching toward.
EXPERT Signposts:
1. The lessons I learned here about positioning myself as a
Results Coach are:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
2. The steps I will take to position myself as a Results
Coach are:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
3. When creating my coaching programs, I am going to
package them so that they are:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
43
48
EXPERT Signposts:
1. I have identified my ideal coaching niche as:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
2. My coaching niche will benefit greatly from my
backgrounds as a:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
3. I can truly relate to the needs and desires of my niche,
because:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
49
50
52
In the next three chapters I will explore the merits and the
benefits of each of these three option. Personally, I use all
three and I suggest that you do the same. Once your
coaching practice reaches a level where you want to scale
down on personal coaching, you may decide to add
passive income streams to your portfolio. I do not
recommend that you ever abandon personal coaching in
favor of online marketing of your products and programs.
Always remember your roots and your passion. No
55
56
EXPERT Signposts:
1.
The coaching method Im most passionate about
is:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
2.
What makes me distinct as a coach is my ability to:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
3.
The reason I am committed to excellence in
everything I do is:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
4.
The reason Im a coach in the first place is to:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
57
5.
Ten short articles I could write and post on my blog
include topics such as:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
6.
Ten short videos I could create and post to
YouTube could cover topics such as:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
_______________________________________________
7.
When I put all this free content inline, my goal is
for customers to read, hear or watch it and then take this
next action:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
In the next chapter, we explore in detail how a Results
Coach creates a one-on-one coaching program and how to
structure a comprehensive Coaching Agreement that
outlines the terms & conditions of your coaching
relationship with the client, the investment your client
needs to make (your high-end coaching fees) and most of
all the value that you will deliver as a Results Coach!
58
One-on-One Coaching
"There is no need for arrogance
where there is confidence"
~ Allan N. Mulholland
If you want to become a Results Coach and your goal is to
be the facilitator of your clients quest to achieve a Desired
Outcome, there is no substitute for One-on-One Coaching.
It is simply the best approach to achieve success as a
Results Coach. One-on-One Coaching creates a powerful
bond between you and your client. It is an intimate,
discreet and extremely personal relationship between
coach and client that is totally reliant on honesty, mutual
respect and the pursuit of a common goal the creation
of your clients Desired Outcome!
One-on-One Coaching is the only way to create a unique
and client-specific coaching program that goes far beyond
the structured approach used in group coaching. And
because One-on-One Coaching is fully focused on the
clients objectives, it will deliver far greater results than
any other type of coaching. But while One-on-One
Coaching is by far the most effective way to create
permanent change and achieve desired results, it is also
the most time-consuming and labor intensive way to
coach your clients. And this is why many coaching gurus
and trainers recommend the much more efficient group
coaching model as a way to leverage your time. And in
theory they are correct!
If you are a traditional coach who charges a set fee for
your coaching sessions, then the economies-of-scale
59
66
68
70
72
$ 6,500
75
76
EXPERT Signposts:
1. I believe that as a coach, I should be accountable for:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
2. I believe that my clients should be accountable for:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
3. The reason clients should hire me as their coach is
because I can:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
4. My coaching techniques ultimately give my clients the
following benefits:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
77
78
Group Coaching
"People don't just want a better life,
they want a better world to live in!"
~ Allan N. Mulholland
If Group Coaching is not a part of your coaching practice,
youre missing out on a great revenue source! Personally,
I like the freedom and flexibility that Group Coaching
offers me. It is an economical and affordable alternative
to the One-on-One coaching model that I described in the
previous chapter. But even with the Group Coaching
model, I apply the PersonaCoach Fees Formula to
measure the perceived value of my coaching program
against the actual value of the investment each member
of my group coaching program needs to make.
It is always about Value and never about Fees!
Benefits of Group Coaching
Lets take a quick look at some of the benefits Group
Coaching has to offer for you and your clients! The
immediate and most obvious benefit is your ability to
coach multiple clients simultaneously, thereby freeing up
valuable time to devote to other things that are important
such as your spouse and family, your health and wellness,
your community and your spirituality. The benefit this
brings to each one of these categories is well outside the
realm of any monetary value. This advantage alone
should be enough to have you re-think your marketing
strategy as a Results Coach! The ability to lessen your
busy work schedule and free up blocks of time to pursue
your hobbies, create an abundant lifestyle and travel
wherever your imagination takes you will be an
79
80
Dialogue
For those groups that are very familiar with your
coaching topic, such as corporate or industrial groups,
you're more likely to discuss "best practices" and
management ideas.
Connection is an essential element in group coaching
and as the groups moderator, you must constantly
build rapport and connectivity between the members
of your group. It is important that each member of the
group participates in the exchange of ideas while
contributing their own personal perspective. This will
enable the group to advance toward a collective
Desired Outcome. Engagement levels will be impacted
if group members do not feel connected with you or
the other participants in the group.
Check in with your group members at regular intervals
during the coaching call. As a rule-of-thumb, you
should engage your group through dialogue or other
means of participation on average every 5 - 7 minutes!
Get them involved in an exercise, or conduct a short
survey or quiz.
As a Results Coach, your role in the coaching group is
to act as the facilitator of new ideas and the
moderator of dialogue, making sure that each member
of the group is actively invested in the conversation
and is giving ample opportunity to contribute. A sure
way to continuously foster dialogue is by posing
thought-provoking questions.
81
someone who can assist you when youre live and need
to fix something that went wrong. Dont panic, even if
your coaching vessel hits a virtual iceberg and is about to
sink with all your coaching clients still on board! Just
remember to hit the mute button, before you start
cussing and hyperventilating in front of your live
audience! It has happened, believe me! Seriously, it really
pays off to be well prepared and well-rehearsed before
you start a teleseminar or similar coaching presentation.
And always have a computer whiz on standby!
Another major drawback of telephone conferencing is the
obscurity that results from not being able to see each
other. While the voice is capable of emotional intonation
and inflection, the dimension of the visual is absent in
this type of communication. Sometimes group members
will be distracted by their own surroundings or start to
engage in other activities, thereby diminishing the value of
the coaching session.
Until recently, I considered virtual Group Coaching a
slightly awkward way to develop the rapport needed to
create a true relationship with my coaching clients. Many
of the essential elements that are part of being perceived
as a Results Coach were obscured by this modality.
And then I discovered Google+ Hangouts . . .
. . . and that changed EVERYTHING!
If you havent heard or experienced the platform and
power of Google+ Hangouts combined with your YouTube
Channel, youre in for a treat! This program is amazing. It
is absolutely perfect for group coaching. And Google+
83
EXPERT Signposts:
1. My clients often dream of achieving:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
2. My clients often pay good money for things like:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
85
86
Hybrid Coaching
"The perception of who we are is responsible
For the situation we are in"
~ Allan N. Mulholland
What is Hybrid Coaching?
To get the best of everything a Results Coach has to offer,
you will need to create a coaching program that consists
of the following powerful delivery platforms:
1. Online Training
2. One-on-One Coaching
3. Group Coaching
By combining the very best from each of these platforms,
a Results Coach is able to achieve amazing results for the
client at a fraction of the investment that would otherwise
be required. I have coined this approach the Hybrid
Coaching System.
The Hybrid Coaching System I use in my own coaching
practice is a 12 week training and coaching program that
includes:
My unique and proprietary Signature Program, which I
will explain a bit further in this chapter.
6 bi-weekly group coaching session
3 One-on-One coaching session
Online email support
Here is how you can design your own Hybrid Coaching
System:
87
Online Training
I discovered that I can save my clients a lot of time and
expense by creating a unique and proprietary online
program that provides the basic training to create the
framework (blueprint) for transitioning my clients to a
Desired Outcome. I realized that there is sufficient
commonality among clients in any particular coaching
niche to create a format or formula that can be applied to
the objectives and challenges that clients from within that
niche are dealing with. I refer to this as my Signature
Program!
Create your own Signature Program
Creating your own Signature Program is not as
complicated or time consuming as you may think! If
youve already identified your niche, you are likely very
familiar with the goals, objectives and challenges people in
this group are facing. If youre not familiar with these
fundamentals of your coaching niche, you may want to do
your due diligence or look for a new niche that may be
more suitable. Most people who identify with a certain
niche also identify with its common goals and challenges.
How to achieve these common goals or deal with these
collective challenges is the premise of your Signature
Program. Just remember that you are the facilitator of
your clients Desired Outcome and not its architect. You
dont have to be an expert on the subject of your clients
Desired Outcome, just the facilitator! You are not a
consultant who must have specialized knowledge about
the subject in which your client seeks a Desired Outcome.
NEVER lose sight of that critical distinction!
88
I. Unique
If you want to be perceived as a Results Coach, you must
never regurgitate anyone elses product or program and
pass it on as your own. While the temptation to copy &
paste may have some allure, it immediately brands you as
a follower and not a leader! (To say nothing of the
potential of plagiarism or copyright infringements). You
need to be perceived as an innovator and not an imitator.
If you are going to use someone elses Signature Program
because it is a perfect fit for your clientele, then you need
to obtain the legal rights to the program and credit the
author and publisher.
II. Proprietary
If you are creating your own Signature Program, make
sure that it is proprietary and registered under
international copyright and intellectual property laws. As
a Results Coach you may want to share the content of
your work with the world, but you should fiercely protect
your ownership rights!
89
III. Authentic
Whatever you say or write must be substantially true and
verifiable. While you may on occasion invoke your literary
license for dramatic impact or the protection of
coach/client confidentiality, your Signature Program
needs to be authentic if it is going to be of value to your
clients.
IV. Valuable Content
While your Signature Program may be unique, proprietary
and authentic, it must also contribute in great measure to
the successful achievement of your clients Desired
Outcome. If the content of your Signature Program does
not support the premise upon which it was written, your
message will have little value. And in the process, you will
have lost an opportunity to connect at a deeper level with
your coaching clients. Remember that your Signature
Program is the foundation upon which your coaching
platforms are structured. The more valuable the content
you provide in your Signature Program, the more solid will
be the foundation for your coaching system.
V.
Step-by-Step
Your Signature Program must follow a systematic, easy to
follow and step-by-step format. One training module
must seamlessly transition into the next. Your One-onOne and Group Coaching platforms are designed to
expand on the content of your Signature Program and to
fill in the blanks where needed.
VI. Easy-To-Understand
Nothing undermines the effectiveness of a coaching
program more than the complexity of its structure.
K.I.S.S. is the mantra by which your Signature Program
90
Recognize the progress the client has made since the last
session and point out any recent milestones that he/she
has reached. A Success Formula is created when a string
of milestones are recorded along the path to a Desired
Outcome.
X.
Call-To-Action
A Call-To-Action is the inevitable final step in any
successful Signature Program. It is the answer to Whats
next? As a Results Coach, it is your goal to present the
client with the option to continue on the path that they
have chosen by enrolling them in a continued coaching
program that will break new ground, open new
opportunities and will achieve even greater results in the
months to come. Once one goal is reached, another goal
beckons. This is not the time to rest on your laurels. This
is the time to invest in even greater accomplishments!
Before we go further, I should point out that I have
created and developed a Signature Program specifically
designed for those of you who decide to become licensed
and certified as a PersonaCoach. It is called the Change
Your Perception, Change Yourself! and it is part of the
PersonaCoach Certification Program. Not only will my
unique and proprietary Signature Program work
seamlessly with the PersonaCoach Coaching System, it
will also make it very easy for you to develop your
reputation and brand as a Results Coach. Here is a brief
overview of Change Your Perception, Change Yourself!
92
93
95
EXPERT Signposts:
1. The draft focus of my Signature Program will be on:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
2. The draft title of my Signature Program will be:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
3. The 12 draft modules will be called:
i. ______________________________________
ii. ______________________________________
iii. ______________________________________
iv. ______________________________________
v. ______________________________________
vi. ______________________________________
vii. ______________________________________
viii. ______________________________________
ix.
______________________________________
x.
______________________________________
xi.
______________________________________
xii. ______________________________________
96
PART II
97
Which brings us to . . . . .
come by and will gladly spread the word about the results
you achieved for them.
On the other hand, if you dont develop an effective UCP,
getting any potential clients to pay attention to you will be
a constant struggle.
Your UCP can mean the difference between success and
failure.
Your Unique Coaching Proposition is what makes you
stand out as a coach. Its what makes you different from
other coaches and earns you a special place in the minds
of your potential clients. Differentiating your business is a
good thing, whether youre talking about your coaching
itself, your products or your marketing. I like to think of
your overall UCP as your reason for coaching. Think about
it from your clients point of view. With hundreds of
potential coaches out there, you have to answer the
question, why should I work with you? If you dont
answer that question quickly, your potential coaching
clients will move on. Its really pretty simple.
Its not about being the best coach. Its about delivering
the best RESULTS!
When youre just starting out or if your coaching practice
is struggling, its often hard to compete on coaching
quality alone. You need to change the conversation.
Instead of screaming hey, look at me, Im a great coach
too, you want to confidently say, Hey, Im all about
RESULTS! I do things differently. If youre looking for a
Results Coach, Im the coach who can deliver!
ii.
iii.
iv.
v.
EXPERT Signposts:
1. This is how I plan to implement Strategy #1 in my
coaching practice:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
2. This is how I plan to implement Strategy #2 in my
coaching practice:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
3. This is how I plan to implement Strategy #3 in my
coaching practice:
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
PART III
SPECIAL EDITION
BONUS SECTION:
PersonaCoach Signature
Coaching Program
Change Your Perception.
Change Yourself!
Structure
Each module of the program is divided into five
components:
1. Outline
(Niche Specific)
2. Objective
(Niche Specific)
3. Content
(Niche Specific)
4. Coaching Climaxes
(Client Specific)
5. Outcome
(Client Specific)
You will notice that the first 3 components are niche
specific. This means that they are applicable to my
particular coaching niche, which is Results Coaching!
They are more general in terms of their application to the
clients need and reflect the goals, objectives and
challenges that are most common to this niche.
The last 2 components are client specific and are focused
on the clients circumstances and personal outcomes.
Lets take a look at these 5 components in greater detail!
Outline
(Niche Specific)
(Niche Specific)
(Niche Specific)
(Client Specific)
Since your clients dont pay for coaching but pay for
RESULTS, you must find a way to quantify those results!
You must make your clients aware that theyve just
achieved a result that you helped to create! And nothing
is more powerful than a Coaching Climax to create this
awareness!
A Coaching Climax is the mental trigger that validates and
authenticates a pivotal point in a coaching session.
Some coaches refer to these as a-hah moments, but I
prefer the metaphor of Coaching Climaxes to underscore
the powerful impact they have on the successful outcome
of a coaching session!
A-hah moments are usually random and spontaneous!
But Coaching Climaxes are an essential element of any
coaching session and are therefore deliberately
induced! If your client does not experience 2 to 3
Coaching Climaxes during a coaching session, you did not
create the impact needed to achieve a desired result!
There are several ways to induce a Coaching Climax.
(Client Specific)
MODULE I
Mirror of Perception
Outline
You will bring your clients face-to-face with their
perceived identity!
They will confront their current self-perception.
They will be aware of the perception they project
onto others.
They will realize that they are in part responsible
for their perceived identity.
They understand how this perceived identity is
responsible for the situation they are in TODAY!
They must change that perceived identity in order
to achieve the RESULTS they want in the future!
Objective
In this Module, you will introduce your clients to the
concept of a perceived identity and the impact this
perceived identity has on the RESULTS your clients want to
achieve. If your clients want to change any outcome, they
must first change their perception of that outcome. And it
all starts here, with their perceived identity!
Content
This program will not change your clients True Identity,
but it will change your clients perceived identity!
Your clients perceived identity is the perception they
create about themselves and project onto others. It is the
way in which others relate to your client. It is the way in
which others define and characterize him or her. Its what
others talk about when they talk about your client. And
that perceived identity is responsible for the situation your
client is in today!
If your client is not attracting the right partner to build
an ideal relationship with, its because of this perceived
identity.
If your client hasnt landed that dream job or promotion,
its because of this perceived identity.
If your client is not successful in achieving RESULTS, its
because of this perceived identity.
Your clients perceived identity is like a mirror image.
This image may resemble your client in every way, but it
only creates a perception of that person.
If your clients enjoy watching police stories on TV, they are
undoubtedly familiar with the interrogation room. It is a
sparsely furnished and austere room where a suspect is
taken after an arrest. The suspect is seated behind a table
and stares into a mirror that is mounted on the wall.
Sometimes the suspect walks up to the mirror and tries to
see through it, but all he sees is his reflection.
The reason the suspect cant see through the mirror is
because the interrogation room is well lit, while the
secret room on the other side is kept in the dark. This
TODAY!
Today holds the opportunity to bring your clients
whatever and wherever they want to be tomorrow!
But tomorrow is elusive and always conditional!
Today, they possess the equity of their actions from the
Past! The residual of all the investments they have made
in their lifetime. These investments may have been
financial, physical, emotional, spiritual or intellectual. And
whatever the sum total of these investments has
produced to date, its value is determined by what they
can use today or carry forward to tomorrow. These
investments include their experiences, their knowledge,
their health, their wealth, their family, their friends, their
loved ones and their spirituality.
They all carry value, but only to the extent that they can
help your clients achieve their goals and objectives in the
Future. This is the Equity of the Past and its the only
leverage they have for their future! Their ability to
succeed at anything they do in the future will be
determined by the choices they make right now, right
here.
TODAY!
Change Your Perception. Change Yourself! is a powerful
program to will transition your clients to become
successful at anything they do and deal with any
challenges they will encounter along the way! It will
deliver the RESULTS they want to achieve.
Coaching Climaxes
Try to create 3 (or more) Coaching Climaxes during this
session.
Was there a strong a-hah moment when you
coached around the topic of self-perception?
How about when you talked about projecting a
self-perception onto others?
Or when you talked about a perceived identity?
Remember, you can induce a Coaching Climax through
discussions, explanations, quizzes or questions!
Outcome
What was the outcome of the session?
Was the client satisfied that progress was made?
Did the client reach a milestone that can be
identified as an achievement?
On a scale of 1 to 10, how important was this
milestone to reaching the final goal?
Did you leave your client with an assignment,
based on this session?
Ask the client to summarize the points he/she
found most valuable and email these to you as part
of the Coaching Prep Sheet.
MODULE II
Cycle of Identity
STAGE I
Evolved
Identity
STAGE IV
Merged
Identity
TRUE
IDENTITY
STAGE II
Projected
Identity
STAGE III
Perceived
Identity
Outline
Almost every client you work with will suffer from
some type of identity crisis as a result of the
perpetual Cycle of Identity.
In STAGE I, you place your clients in front of the
Mirror of Perception, where they will see the
image of their current identity. This identity has
evolved over time.
In STAGE II your clients project their identity onto
everyone they connect or come into contact with!
In STAGE III your clients identity will be defined
and characterized by their INFLUENCERS. This
effectively removes the control your clients have
over their identity!
In STAGE IV, the identity that was created by your
clients in STAGE I, merges with the identity that is
Objective
In this Module, your clients will discover the (r)evolving
nature of their identity and the impact it has on the
RESULTS they want to achieve. If your clients want to
change any outcome, they must first change the
perception of who they are! And it all starts here, with
the Cycle of identity!
Content
Almost every client you will meet will suffer from some
type of identity crisis! And while they may not be aware of
this internal conflict, most people truly dont know who
they are!
If you were to ask the president of the United States if he
considers himself to be a good president, he would likely
reply in the affirmative. His self-perception would
certainly confirm this and millions of voters would agree!
To them, the perceived identity of the president would be
positive.
But for millions of Americans who didnt vote for the
president and do not agree with his policies, their
perception of the presidents identity would be the
opposite!
So, is the presidents identity good or bad?
o Political
o Cultural
o Etc.
Exploitation
o On the job
o In the community
o In the family
And this is the stage where you will really start to earn
your high-end coaching fees!
Can your clients see how others see them? Not unless
theyre psychic or have a way to see through the Mirror
of Perception! Nevertheless, your clients must find a way
to make sure that they project the right image in order to
achieve the RESULTS theyre after! All your coaching from
this point on is focused on having your clients project the
right image.
STAGE III Perceived Identity
This Stage is the most uncomfortable for any client. It
removes the control over their identity and puts it
squarely in the hands of those who define and
characterize them! The reality is that your clients dont
create their identity, nor do they get to define who they
are. Who we are is strictly an outcome of our perceived
identity over which we have little or no control!
But heres the good news!
Over the balance of this program, youre going to coach
your clients how to:
Change the perception of Who They Are
Create the perception they desire!
Once they create the perception they desire, they can then
project that perception and positively influence the way
others define and characterize them. This will influence
their perceived identity in a powerful and positive way!
And in turn, this new perceived identity will merge with
your clients evolved identity and create a . . . .
Coaching Climaxes
Try to create 3 (or more) Coaching Climaxes during this
session.
Was the client able to identify factors that played a
role in creating the evolved identity?
Did the client show a reasonable level of
comprehension when you coached the concept of
projected identity?
Or when you talked about a perceived identity?
Did the client understand how the concepts of
evolved, projected and perceived identity
morphed into a unified identity?
Was your client uncomfortable with the notion
that he/she has little control of their perceived
identity?
Did your client grasp the significance of True
Identity?
Remember, you can induce a Coaching Climax through
discussions, explanations, quizzes or questions!
Outcome
What was the outcome of the session?
Was the client satisfied that progress was made?
Did the client reach a milestone that can be
identified as an achievement?
On a scale of 1 to 10, how important was this
milestone to reaching the final goal?
Did you leave your client with an assignment,
based on this session?
Ask the client to summarize the points he/she
found most valuable and email these to you as part
of the Coaching Prep Sheet.
MODULE III
Different MASKS for Different TASKS
Outline
At the time your clients engage you as their coach,
they have no CONTROL over their projected or
perceived identity!
Their identity is (in large measure) created and
formulated by INFLUENCERS.
INFLUENCERS are people who made an impact on
your clients life in the past, or will make an impact
in the future.
In order to create RESULTS, your clients must break
free from the Cycle of Identity, interrupt the
process of perception and take CONTROL over their
identity.
Your clients can take control over their identity by
wearing a Social MASK that they display to
others.
This Social MASK is their new Persona.
Objective
If your clients dont control the way in which they are
perceived, their identity will be at the mercy of those who
judge, label, define and characterize them. In order to
achieve the RESULTS your clients are looking for, they
must display a Social MASK for the person who would be
successful.
The person they must become!
And then they must create a new Persona for that person!
Content
We all wear different masks for different tasks!
The mask is our Persona.
What lies behind the mask
and gives it its unique characteristics,
is our Personality
~Allan N. Mulholland
During the last session, you introduced your clients to the
Cycle of Identity. Every stage of this cycle is in some
way responsible for the situation your clients are in, or is
hindering your clients ability to achieve a Desired
Outcome. The RESULTS they hired you for!
Much of what happens in the Cycle of Identity is
determined by your clients projected identity and
perceived identity. They will in turn shape your clients
unified identity and evolved identity!
Coaching Climaxes
Try to create 3 (or more) Coaching Climaxes during this
session.
Does the client see the need for control over the
way his/her identity is projected and perceived?
Who are your clients INFLUENCERS?
Is your client ready to break the Cycle of Identity?
Did the client understand the concepts of a Social
MASK?
Does the client see the need for a new Persona?
Remember, you can induce a Coaching Climax through
discussions, explanations, quizzes or questions!
Outcome
What was the outcome of the session?
Was the client satisfied that progress was made?
Did the client reach a milestone that can be
identified as an achievement?
On a scale of 1 to 10, how important was this
milestone to reaching the final goal?
Did you leave your client with an assignment,
based on this session?
Ask the client to summarize the points he/she
found most valuable and email these to you as part
of the Coaching Prep Sheet.
MODULE IV
Creating a New Persona
Outline
You identify seven essential elements that make up
your clients new Persona.
Behaviors will bring structure to your clients life.
It will restore order out of chaos.
You identify five patterns of social interaction that
will allow your clients to successfully integrate with
those whose approval and positive influence is an
essential element in achieving their RESULTS!
Your clients must embrace the positive, neutralize
the negative and eliminate the toxic INFLUENCERS.
Your clients have begun the process of
programming and conditioning their new Persona
to become the person who would be successful.
They do this by internalizing every element of their
Persona in terms of emotions, behavioral patterns,
sociology, language, environment, psychology and
physiology.
Objective
In this module, your clients bring together the seven
elements that are required for the development of their
new Persona. These are the elements that make up the
profile of the person who would be successful.
The person your clients have to become!
Content
When your clients stand in front of the Mirror of
Perception, they will see their image reflected. Every
detail of their physical being is reproduced by the mirror
and this image is only limited by the size, dimensions and
proximity to the mirror. However, if the mirror is warped,
the image becomes distorted. If the mirror is chipped or
cracked, the image becomes fragmented. A flawed mirror
no longer reflects the image that your clients wish to
portray.
When your clients project their self-perception onto
others, it will reflect their image in much the same way.
The image they project onto their INFLUENCERS will be
that of a full-length mirror. It must accurately display
every detail of the image they intend to project. A true
reflection of the way your clients want to be perceived.
Control
Influence
Contribution
Growth
Responsibility
Trust
Attitude
Vision
Self-esteem
Respect
Humility
Gratefulness
Courage
Motivation
Accountability
Personal Development
Discipline
Inspiration
Optimism
Empathy
Ask your clients to select the 5 qualities that they think are
the most important to fit the psychology of the person
who would be successful!
MODULE V
Finding Your Client's Restore Point
Outline
You select a Restore Point for your clients. This is
where theyll start to put their new Persona
together.
Your clients will make a list of the wrong choices
dating back to their Restore Point, so that they
wont make the same choices again.
You make a list of all the external influences that
have prevented you from achieving success in the
Past.
You identify and acknowledge the fears and
emotions that have shaped your clients identity.
You identify the INFLUENCERS that can threaten
your clients new Persona.
Objective
In this module, you lead your clients to a Restore Point
from where they can follow a different path to their
Desired Outcome. A Restore Point from where they will
start to create their new Persona!
Content
I have never met a client for whom I could not find a
Restore Point! A Restore Point from where your clients
will start to create their new Persona! This is the point in
their Past where they chose to follow a certain direction
on lifes journey.
At some point in our lives, we all arrive at a certain crossroads where we must make a decision:
Do we turn left or right?
Sometimes we choose a partner and ask that person to
join us on our journey. But what if we chose the wrong
partner?
Sometimes we commit to a career path based on our
education or our familys expectations. But what if were
unhappy with our career choice?
Perhaps we opened up a business, only to find that it is
not profitable or even viable.
What if we were seduced into believing that drugs or
alcohol are the antidote to our pain?
Maybe we follow a faith that is no longer meeting our
spiritual needs.
We can never go back into our Past and change it! But we
can go back to that intersection and start a new journey in
a different direction. We can go back to that Restore Point
and turn right where we once turned left!
have them revisit a time in the past when they had dreams
and aspirations. Go back to a time when your clients had
goals and ambitions. When they wanted to be different
from the judgements, labels, definitions and
characterizations that are now part of their perceived
identity.
Take your clients back to that time, so they can replant the
seeds of their True Identity that have long since been
trampled on and suffocated. Take them back to that
Restore Point where the seeds of their True Identity are
still dormant and waiting to be re-planted.
Tell your clients to close their eyes and create a mental
image of that Restore Point. Perhaps they can write a
description, draw a picture or a map, or take a photograph
and label it My Restore Point. Have them take a few
minutes to come up with the right imagery. Its from here
that they will grow their new Persona!
Weeding the Restore Point
OK, its time for your clients to roll up their sleeves and
put on the garden gloves. Their Restore Point has been
neglected for a very long time and now its overgrown
with weeds.
Even the evergreens that are the remnants of their past
achievements need some pruning and the colorful plants
and flowers that form their Equity of the Past are barely
visible in this jungle of untamed overgrowth.
The weeds at your clients Restore Point represent all
the things that are wrong about their projected and
Finally, lets clean up the debris. List three (or more) items
that have held your clients back in the Past, but are now
destined for the dumpster.
Whew! Mission accomplished! Your clients Restore Point
looks much neater now.
Tilling the Soil
Lets get out the spade and start digging deep into your
clients Past. This time youre not looking for rocks or
debris. This time youre not killing weeds. This time you
want to turn all their negative conditioning upside down.
Youre going to unearth the demons from their Past. The
beliefs that they hold about themselves and their
environment.
This is the acidity in the soil that has been allowed to
accumulate over the years and that has stunted and
stagnated your clients personal growth! How do they feel
about themselves? What negative emotions are harboring
below the surface? What are they afraid of?
Was your client popular as a child? Was he/she shy? How
did they do in school? How was their relationship with
their parents?
Their perceived identity was likely cultivated in the same
soil that is now a part of your clients Restore Point. If the
soil is too acidic or too alkaline, their new Persona will not
develop properly. If the soil lacks the proper nutrients,
their new Persona will not reach its potential. If they
dont water their new Persona, it will dehydrate. Give it
too much water and it will drown. Too much shade will
make their new Persona shy and demure. Too much light
will make it boisterous and arrogant.
A Persona that is warmed by the sun, yet cooled by the
breeze will grow into a beautiful arbor. Give it the right
nutrients and sufficient water and your clients Persona
will grow strong and independent. So you need to till the
soil at their Restore Point in order to expose all the toxicity
in the ground and allow the earth below to become
refreshed and revitalized!
Have your clients think back through the Past and start
digging for significant events that made an impact on their
life. Now list the three (or more) most important ones.
What are some of the fears your clients had in the Past
that may still impact them today?
What are some of the emotions your clients felt in the
Past and are still dealing with today?
Protecting the Restore Point
Your clients Restore Point needs protection from the
elements that may want to destroy their new Persona, the
parasites that may want to invade it and the unscrupulous
INFLUENCERS that may want to steal or sabotage it.
So what are the elements that could destroy your clients
Persona? They are the environmental hazards that they
are constantly subjected to. The environment that they
live and work in can be harmful to their new Persona. And
that environment starts with their immediate family. A
Coaching Climaxes
This session is so powerful, that your clients will
experience multiple Coaching Climaxes! Here are just a
few opportunities to ignite the spark!
How far back is your client willing to go to find a
Restore Point?
Did the client experience an a-hah moment
when pulling out the emotional weeds?
Were there any Coaching Climaxes when they
removed rocks & debris?
Did the treat of INFLUENCERS elicit any response?
Remember, you can induce a Coaching Climax through
discussions, explanations, quizzes or questions!
Outcome
What was the outcome of the session?
Was the client satisfied that progress was made?
Did the client reach a milestone that can be
identified as an achievement?
On a scale of 1 to 10, how important was this
milestone to reaching the final goal?
Did you leave your client with an assignment,
based on this session?
Ask the client to summarize the points he/she
found most valuable and email these to you as part
of the Coaching Prep Sheet.
MODULE VI
Creating a Persona Profile
Outline
For your clients to be in full alignment with the
person who would be successful, they must first
align their new Persona with a profile of such a
person.
There are two types of leadership that are part of
your clients Persona Profile:
o Internal Leadership, and
o External Leadership.
There are two fundamental qualities inherent in
the person who would be successful. They are:
1. The desire to achieve, which is similar to an
emotion and therefore inspired.
2. The ability to achieve, which is based on skill
sets and expertise and therefore acquired.
Society conditions us to accept External
Leadership from those who are our INFLUENCERS.
But without the guidance of the Leader within,
these External Leaders simply promote the values
of the institutions they represent.
Leadership is not determined by leadership skills,
but by leadership wisdom.
Objective
In this module, your clients will align their new Persona
with that of the person who would be successful by
modeling their Profile.
Content
Creating a Persona Profile from the Inside Out
In the previous module, your clients learned about the
seven elements of their Persona. They are:
1. Emotional patterns
2. Behavioral patterns
3. Sociological patterns
4. Linguistic patterns
5. Environment influences
6. Psychological characteristics
7. Physiological characteristics.
However, your clients new Persona is much more than
just a combination of elements in random order. It is
about becoming the person who would be successful!
But it is also about some else. Something even more
important than becoming the person who would be
successful! In fact, your clients new Persona will not
succeed unless it is a true, genuine, authentic and
accurate representation of their True Identity!
Your clients cannot assume someone elses personality
traits any more than acquire someone elses natural
talents. Personality traits and talents are a part of their
DNA. They are what makes your clients unique!
Leadership Wisdom
Your clients perceived identity is what defines them. But
your clients are not the ones who created this perceived
identity. That task belongs to those who come into contact
with your clients. Their INFLUENCERS.
Leadership wisdom influences when, where, how and why
that contact takes place. Relentless conditioning may have
made it almost impossible for your clients to tap into that
source of wisdom.
Why?
Your clients were conditioned to believe that leadership is
an acquired skill. They were conditioned to believe that
leaders are made and not born!
That makes as much sense as suggesting that intelligence
is a learned condition. The same applies to leadership.
Leadership wisdom is not determined by what your clients
learned about being a leader, but by how they apply this
knowledge. And that is a consequence of their inborn
leadership abilities and their inherent intelligence.
Oh yes, and something else! Intuition and instinct!
The Leadership Role
In Module II, we dispelled the myth that we are who we
are. The truth is that we are defined and characterized
by our INFLUENCERS.
3.
How can you put your client in a perfectly aligned
orbit around the person who would be successful?
For your clients to be in full alignment with the person
who would be successful, they must first align their new
Persona with the seven elements that define and
characterize such a person! (See Module IV)
To recap, these seven elements are:
1. The emotional patterns of such a person.
2. The behavioral patterns of such a person.
3. The sociological patterns of such a person.
4. The linguistic patterns of such a person.
5. The environmental influences of such a person.
6. The psychological characteristics of such a person.
7. The physiological characteristics of such a person.
In other words, you need to create a profile for the
person who would be successful and align that profile
with the profile for your clients new Persona!
Every Persona will have its black hole. It is the space
between perception and reality. The way in which your
clients will be defined and characterized by their
INFLUENCERS is based on the projected and perceived
identity that is being created by their new Persona. The
difference between a projected identity and a perceived
identity is referred to as the black hole of a Persona.
The black hole in your clients new Persona is not an
abyss as one might suspect. It actually contains all the
MODULE VII
Measure of Success
Outline
The formula for success is based on a set of values
that your clients new Persona shares with the
person who would be successful. These values
must be a true, genuine, authentic and accurate
representation of such a person.
Success cannot be measured by any conventional
standard. It must be measured on an individual
basis and aligned with a persons True Identity.
Lasting success cannot be achieved through
deception or fraud. If the perception of success
hinges on expensive toys and living a lavish
lifestyle, youre courting with disaster!
Success in itself is meaningless unless there is value
attached to it. We are not successful if the only
beneficiary of our success is us.
Objective
Your clients dont pay for coaching. They pay for RESULTS!
In this module, your clients will align their new Persona
with the RESULTS they want to achieve. This is how they
measure their success!
Content
The Formula for Success
This week your clients are going to look at success.
Theyre going to find out what success means to them and
how it fits in with their new Persona.
There are as many definitions for success as there are
people who wish to define it. Most dictionaries agree on
some generic definition of success, such as the
achievement of something desired, planned or
attempted.
Most Results Coaches will agree with the standard
convention that success is achieving a Desired Outcome.
The formula for success is based on a set of values that
your clients new Persona shares with the person who
would be successful. These values must be a true,
genuine, authentic and accurate representation of such a
person.
The person your client needs to become!
Here are some of the values that are closely aligned with
the profile of the person who would be successful!
1 - Be authentic
Success will have little significance, unless it is achieved
through the authentic application of the values and
principles by which your clients new Persona will be
defined.
2 - Make a contribution
Any measure of success increases exponentially with the
level of contribution it makes! Achieving success for a
self-serving purpose is not in keeping with your clients
value proposition.
3 - Create a vision
In order for any achievement to be desired, planned or
attempted, it must first have purpose. Without purpose,
there is no need to achieve. The purpose of your clients
achievement is aligned with the vision they have for the
achievement. Your clients must know the outcome
theyre after! They must devise a way to get to that
outcome. They need a vision!
4 - Have a strategy
Your clients need a roadmap for success. Help them plan
the route and place markers along the way to keep them
on track. Watch out for the road blocks and detours. And
remember that any good strategy must also have
contingencies in place.
5 - Find your passion
Success is imminent where passion is evident!
~ Allan N. Mulholland
Passion is the fuel that runs the engine of success.
Whatever RESULTS your clients are after, confirm that
their passion is at the core of it! Check their fuel gage and
make sure theyre running on a full tank of passion!
Coaching Climaxes
Coaching Climaxes for this session should be centered on
the following key concepts:
Values that your clients Persona shares with the
person who would be successful. These values
must be a true, genuine, authentic and accurate
representation of such a person. The person your
client needs to become!
Success cannot be measured in any conventional
and quantifiable way, but that does not diminish
the value of success.
Success is not success, unless it has value and that
value is a measure of what success brings and not
takes away. Your clients are not successful if they
are the sole beneficiary of their success.
Remember, you can induce a Coaching Climax through
discussions, explanations, quizzes or questions!
Outcome
What was the outcome of the session?
Was the client satisfied that progress was made?
Did the client reach a milestone that can be
identified as an achievement?
On a scale of 1 to 10, how important was this
milestone to reaching the final goal?
Did you leave your client with an assignment,
based on this session?
Ask the client to summarize the points he/she
found most valuable and email these to you as part
of the Coaching Prep Sheet.
MODULE VIII
Changing the Conversation!
Outline
Your clients new Persona must be an effective
communicator. When it speaks, it must be
understood and not just heard! It must not only
articulate your position with extreme clarity, it
must also be able to defend it in debate! Voice
intonations interpret your emotions, while at times
silence is your best and most powerful ally and
spokesperson.
Your body language validates what your Persona
Profile communicates and your spoken language
articulates.
Faith is the hardest thing to find and the easiest
thing to lose! When things go wrong and we have
no one left to blame, we blame ourselves and in
doing so, we blame our faith and our belief!
You can never go back to your past! Whatever
happened in the Past is now irrelevant.
Objective
Every type of human interaction can be reduced to a
single common denominator: COMMUNICATION!
Content
The human voice can hypnotize or agonize. It can
motivate or denigrate. It can command an army or
whisper in a lovers ear. It can shatter crystal or sooth a
crying child. It can carry the emotions of anger, love and
joy. It can express jubilation or despair.
Your clients voice is a powerful communicator that can
instantaneously change any existing perceived identity or
create a new one! In order for your clients to achieve the
RESULTS theyre after, they must first learn how to control
and command their conversation!
There are four areas of speech delivery that are essential
elements of verbal communication:
1 - The Power of Articulation
Your clients must articulate their purpose and intent in a
manner that leaves no room for misinterpretation. If their
verbal communication is ambiguous, they will be
perceived as wishy washy. Your clients may not always
be able to control the way in which they are defined and
characterized, but they should never leave the
impressions they create to chance! They should always
think before they speak and only speak after theyve
clearly formulated what theyre going to say and how
theyre going to say it. Avoid any ambiguity and articulate
any thoughts and messages in a clear and concise manner!
2 - The Power of Debate
Debating an issue is not the same as having a civilized
argument. Debating is not about winning somebody over
to your clients point of view, even though that may be the
Of all the things that could be said, the words that arent
spoken are often the most powerful! They will always be
understood, but they will never come back to haunt you!
The Pen is Mightier than the Sword!
Your clients must create an accurate representation of
their new Persona in both the spoken and written word.
In other words, your clients written communications
cannot be perceived as being less authentic than their
spoken word. Their written word will become a
permanent record of their spoken word and must
accurately reflect what they intend to say!
This is particularly true for emails and social media posts.
Poorly written messages can undermine your clients
ability to be perceived as the person who would be
successful. A hastily or sloppily composed email or an
absurdly abbreviated text or tweet can negatively impact
the way your clients are perceived. Dont rely on poorly
constructed emails and tweets to be the communicator of
choice for your clients new Persona. When it comes to
creating a lasting and positive impression, your clients
must write carefully crafted and properly worded letters
that are precise, to-the-point but above all, respectful of
their target audience. Taking the extra time and care in
preparing emails will go a long way to building the right
Persona.
I recommended that your clients write at least one
Personal Note per day to anyone in their sphere of
influence; their family, friends, colleagues or anyone else
who is an INFLUENCER. If they do this faithfully and
attentive
tense
relaxed
defensive
inviting
protective
casual
nervous
2. Denial
Your clients may have tried to deny any negative
emotions and experiences. They may have tried to
disassociate themselves from these feelings. But their
new Persona will not deny the existence of negative
emotions because eventually, they will erupt.
3. Endurance
Your clients may have tried to endure their negative
emotions and experiences, allowing them to inflict
psychological and emotional pain! Their new Persona
will not use negative emotions as leverage. Instead, it
will neutralize negative emotions by focusing on their
positive counterparts.
4. Elimination
Your clients may have tried to harbor their negative
emotions and perpetuate their destructive influence.
But their new Persona will try to convert negative
emotions into positive experiences and learn from past
mistakes.
Your clients new Persona also manages the ways in which
they experience other emotions, such as anger,
overwhelm, depression, frustration and loneliness. With
their new Persona, they will be able to change the ways in
which they deal with these emotions. A new Persona can
neutralize the negative consequences of these emotions
and experiences. Every emotion carries a message that
your clients must interpret and convert into some type of
love
flexibility
impactful
power
beauty
spirituality
kindness
integrity
Insecurity
boredom
anger
annoyed
unsure
depression
humiliation
Teach!
In this session, your clients learned how knowledge is the
source from which their Persona derives its strength. They
must also learn how to assimilate this knowledge and
impart it onto others.
Your clients new Persona is a highly qualified teacher. It
represents your clients lifes experience in a unique and
unorthodox way by being the Persona for their Future and
not from their Past. Yet, it is also the product of their
collective history that is encapsulated in their Equity of
the Past, without the burden of all the baggage they
acquired over the years.
Start Communicating with Your Faith!
Faith is the hardest thing to find
and the easiest thing to lose!
~Allan N. Mulholland
There are many ways for your clients to express their
affiliation with their faith. They can attend church as part
of a congregation or they can worship in the privacy of
their inner spiritual world. Whatever your clients choice
of belief and type of worship, the ability to believe is one
of the most powerful motivating forces known to
mankind.
Your clients faith should be a very private and personal
choice. If their faith is a part of their core values, their
new Persona will enshrine that faith with respect and
deference.
MODULE IX
Code of Conduct
Outline
Your clients new Persona must exude confidence
in the performance of its role as the person who
would be successful, or it will be judged as weak
and inferior. A new Persona that conducts with
confidence will be able to achieve anything that is
an absolute MUST!
Integrity is the moral compass of your clients new
Persona.
Determination will keep your clients on target.
Purpose will keep them on course!
Without passion, there can never be a complete
sense of fulfillment. When your clients follow their
dreams and stay true to their convictions, they will
eventually discover their passion!
Objective
As your clients continue to build the foundation for their
new Persona, its time to create a Code of Conduct for the
person who would be successful!
Content
Confidence
If your clients new Persona does not exude confidence in
the performance of its role as the person who would be
successful, the performance will be judged as weak and
inferior.
In a new relationship, a lack of confidence can be
considered a weakness that can ultimately lead to a
perceived imbalance in the roles each partner will play. If
your client is typecast to play a supporting role in the
relationship, he/she may be in for an unhappy and rocky
ride! If, on the other hand, your clients new Persona
conducts itself with an air of confidence, he/she will likely
share equal billing in the relationship!
When considering a career move or applying for a new
job, the confident way in which your clients new Persona
conducts itself is key to getting the job. If your clients
show a level of confidence in their ability to be the
person who would be the successful candidate, the new
employer will interpret that confidence as a measure of
conduct that will give them the edge over the other
applicants.
Confidence in the market place is a strong determinant of
stock value. Consumer confidence can build or destroy an
economy! Corporations will not be able to attract lenders
and investors without the underlying confidence that their
business is sound and profitable.
Integrity
Your clients new Persona must be a true, genuine,
authentic and accurate representation of the person who
would be successful. If your clients compromise their
integrity, their new Persona becomes a disingenuous copy
of someone else!
Many life coaches, behavioral analysts and personal
development experts preach the modeling technique as
a means of achieving success. They are of the naive and
mistaken belief that achieving success is as simple as
copying someone who already is successful! Virtually any
self-improvement course is somehow based on this
philosophy.
Theyll all tell you: Just copy someone who already is
successful and you will also be successful. Why re-invent
the wheel?
WHY INDEED!
But heres the catch 22 question that invariably asks If
being successful is that simple, why doesnt everybody just
model someone who already is successful?
For your clients to be successful, they must be a true,
genuine, authentic and accurate representation of the
person who would be successful and not simply a copy of
someone else! In other words, your clients new Persona
should not only model the person who would be
successful.
They must in fact becomes that person!
certainty
uncertainty/variety
significance
love/connection
growth
contribution
MODULE X
Plugging into Your INFLUENCERS
Outline
Your clients will connect the dots between their
new Persona and the people who are their
INFLUENCERS. They may include a spouse or
partner, children, relatives, friends, co-workers,
employers and members of their community!
Relatives can be an enormous source of support
for your clients. But they can also be an
exasperating irritant in your clients quest for a
new beginning.
Friends come into your life for a reason, a season
or a lifetime!
Your clients new Persona must be that of a
community leader.
Objective
Your clients new Persona is now a partially developed
picture that needs to be completed by connecting the dots
that link the various relationships your clients have with
their INFLUENCERS.
Content
Connecting the Dots
One of my favorite pastimes as a child was to open up a
puzzle book and flip to the page that showed what
appeared to be a collection of randomly strewn dots over
a partly drawn picture, with each dot having an assigned
number adjacent to it. Connect the dots in their
numerical sequence 'et voil', the full picture emerges!
Coaching Climaxes
Suggested Coaching Climaxes for this session are:
Who are your clients main INFLUENCERS and what
makes them SIGNIFICANT?
How does integrity align with your clients
approach to achieving RESULTS?
What might be some of the compatibility issues
that exist between your clients and their
INFLUENCERS?
Is your clients community the right environment
to nurture and grow their new Persona?
Remember, you can induce a Coaching Climax through
discussions, explanations, quizzes or questions!
Outcome
What was the outcome of the session?
Was the client satisfied that progress was made?
Did the client reach a milestone that can be
identified as an achievement?
On a scale of 1 to 10, how important was this
milestone to reaching the final goal?
Did you leave your client with an assignment,
based on this session?
Ask the client to summarize the points he/she
found most valuable and email these to you as part
of the Coaching Prep Sheet.
MODULE XI
Delivering RESULTS!
Outline
In order for your clients to succeed at achieving
their MUST goals and objectives, they must
become the person who would be successful.
That person is the Definitive Leader!
Your clients will seek out Resolute Relationships
that are eminently of benefit to them, to others
and ultimately make a contribution to the Greater
Good.
Your clients must become Intrepid Entrepreneurs.
They will not listen to the voices of doom and
gloom. They are intolerant of self-doubt! They are
fearless in the face of adversity!
Enduring friendships exist as long as the profile
created for us is matched by the profile created by
us!
Objective
Your clients new Persona is nearing completion. Soon it
will be ready to assume the role of the Definitive
Leaders, create Resolute Relationships, become an
Intrepid Entrepreneur, build Enduring Friendships and
experience Lasting Love.
Content
Definitive Leadership
Definitive Leadership originates from within and then
transcends all barriers and boundaries of physical
limitations.
Where the follower says I cannot do this, the leader asks
How can I do this? A child learns how to walk, because
it MUST! A prisoner of war survives his internment,
because he MUST! A mother protects her children,
because she MUST!
As Definitive Leaders, your clients will maintain their faith,
hold on to their values and stay true to their principles because they MUST!
No matter the odds, if it is a MUST, your clients will
achieve the RESULTS they hired you for! But first they
must become a Definitive Leader!
We all have inherent leadership qualities but not all
leadership is equally developed! The standard convention
by which our society defines leadership makes it virtually
impossible for the majority to achieve leadership status.
Definitive Leaders takes charge and are in control of their
lives! The Definitive Leader does not shirk his
responsibilities! Never! Not to his family and friends. Not
to his country. Not to his peers. Not to his work. Not to
his faith and his convictions. Never!
Coaching Climaxes
Suggested Coaching Climaxes for this session are:
Did the client experience a break-through moment
when the person who would be successful was
identified as the Definitive Leader?
Was the client able to create a distinction between
relationships and Resolute Relationships?
The Intrepid Entrepreneur is fearless in the face of
adversity. Did this, and other qualities of the
Intrepid Entrepreneur resonate with your client?
Was there an a-hah moment, when your client
realized that not all of his/her current friend or
acquaintances will be a good fit for their new
Persona?
Remember, you can induce a Coaching Climax through
discussions, explanations, quizzes or questions!
Outcome
What was the outcome of the session?
Was the client satisfied that progress was made?
Did the client reach a milestone that can be
identified as an achievement?
On a scale of 1 to 10, how important was this
milestone to reaching the final goal?
Did you leave your client with an assignment,
based on this session?
Ask the client to summarize the points he/she
found most valuable and email these to you as part
of the Coaching Prep Sheet.
MODULE XII
The Person Who Would Be Successful!
Objective
Over the past 12 weeks, your clients have created a
perceived identity and a Persona that is based on the
profile of the person who would be successful! Now its
time to create the perceptions that your clients desire and
deliver the RESULTS that they hired you for! Theyve
already created the perception of these RESULTS. All they
need to do now is make the perception of these RESULTS
their personal reality! Lets bring it home!
Content
Its time to congratulate your clients on achieving a major
milestone! Their new Persona is complete and they are
now ready to take on the identity of the person who
would be successful! And with the completion of their
new Persona, they have now become that person!
Whats Next?
PART IV
WHATS NEXT?
Whats Next?
Whats Next?
Whats Next?
Whats Next?
Whats Next?
Whats Next?
Whats Next?
Whats Next?
Whats Next?
Whats Next?
Whats Next?