Posted by: Jason McClain
on Dec 21, 2009
Tagged in:
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21st Century Marketplace
There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components.
Not just the “how” but “how specifically”.
In this free evening talk discover:
- The 3 Necessary Components for Building and Maintaining a 6-Figure Practice
- 7 "Tricks of the Trade" including :::
- 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
- 3 critical techniques to turn your initial consultations into results
- The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and their copy writing
This from a former student :::
"Jason McClain is the real deal. His personal life story makes the stories of both Tony Robbins and Christopher Howard look like happy-go-lucky children’s books. He has been quoted as saying, 'if I can be happy and successful anyone can'.
"He built a 6-figure practice from scratch with an intangible service ::: “Personal Evolution
”. Something no one wakes up in the morning and thinks they need or looks for. His success was as a result of the incredible efficacy of the system he developed by trial and error." -M.D.
Posted by: Jason McClain
on Dec 19, 2009
Part 1 is here. Part 2 is forthcoming.
The final variable in your personal equation for success is Will. The Will To Carry It Through.
Even if your thoughts are aligned, your actions directed appropriately, and all other factors are in alignment and in support of your desired outcomes, if you lack the will to carry it through you will fail. AND you will fail in the worst way—as a result of your lack of will; something entirely under your control and an aspect of your very own making.
To be blunt: a function of your character.
Posted by: Jason McClain
on Nov 23, 2009
Sustainability of Change for Your Clients | Financial Sustainability for You
[RSVP Required]
It is no secret that a primary component of building a 6-figure practice is to offer prospective clients a comprehensive package and path to step into.
Not only does it allow you to guide a client to more sustainable and stable change that takes hold--change that actually sticks--serving them more comprehensively--it also allows you, as the practitioner, to relax into serving them--allowing you to focus all of your energies on the clients outcomes--rather than concern for whether they will be back next week--or not.
That's all well and good...but :::
Many of my clients lately have been asking "Well, HOW do I create one, McClain?"
HOW do we create these offerings such that they are coherent, cogent, compelling, and credibly solid?
Posted by: Jason McClain
on Nov 13, 2009
Often people ask me what separates a “Practitioner” from a “Master Practitioner”. Or what separates a “good” practitioner, from a “great” practitioner from an “extraordinary” practitioner. It is a good question, and one deserving of answers.
From a technical standpoint as well as a practical standpoint, there are several criteria that filter these levels, and the piece of paper upon which their certification is printed is usually not one of them.
The simple answer first ::: what separates a Practitioner from a Master Practitioner?
From a technical standpoint, a practitioner is effective at the lower logical levels; they can assist a client in changing behaviors, be they addictive behaviors, habits, or context or situational reactions. They can also assist a client in changing or expanding their skills and capabilities. Whether it be to speak more effectively, or creating accelerated learning strategies, or modeling some physical, athletic, or communication based set of “skills” or capabilities or capacities.
They are likely still working to integrate their work themselves–still learning to walk their talk, but they are effective at working “on” a client. They can often point to how “others who are effective at XYZ do it” as a model.
The Master Practitioner can affect those levels as well as the higher or deeper logical levels. They can assist a client in altering or changing their beliefs about themselves–or about others or about the world–allowing the client to expand into previously “impossible” possibilities in relationships, or in what they can achieve. Still higher or deeper, they can assist the client in altering the very way they relate to themselves. The “kind of person” they are. Their identity and their egoic structures. And at the deepest or highest level, a Master Practitioner can facilitate change at the very level of Spirit. A profound, connected, spiritual shift that ripples out or cascades down to the rest.
Posted by: Jason McClain
on May 13, 2009
One of the CLC3 Apprentices recently asked me a very important question.
He asked about the problem of becoming attached to the outcomes of the client--in other words, “what happens if they do not achieve them? What happens if they do not hold up their end of the bargain [doing homework, reading, etc.], and what does that mean about us? How do I avoid this problem—and the discomfort of it all”.
“And what happens if--even worse, they have already paid in advance in full and it becomes clear they are not keeping up with the milestones that are necessary as sign-posts on the way to their destination we call 'goals' or 'outcomes'? What do we do?”
This is an important question and it has a several-part answer. It is important because it comes up for most coaches and practitioners; at some point you really, really want XYZ for the client. Yes, they must be outcomes the client wants [not outcomes you see they "need" but they do not resonate with] but even still, with their outcomes we get emotionally engaged--we care--and we want them to have XYZ really badly.
Part of the challenge is that we are not responsible for the lives of our clients--we can't be. They would get less out of the process if we were; at best, we would actually be inhibiting their growth if we take on that responsibility. They might blame us; they would take less responsibility for creating the life they want and deserve. It could become the coaches "fault" or for some, the coaching [or whatever you call the process] will be just another thing that did not work for them, etc.
And we created that with our attachment.
So the first part of the answer is to make clear to the client--practically--that we are not responsible for their life; that they are. How do we do this? We write it directly into the client-coach agreement that they "are responsible for the results of their life, business, relationship", etc. And given how some people can be when they are making large life-altering decisions, we review the agreement and then we further clarify and have them initial each paragraph while reviewing it with them to make sure we have done our due diligence as a practitioner in making sure they understand the nature of the relationship is one of trusted adviser--nothing more—and that they understand the agreement in full.
That is the practical aspect.
What about the interpersonal aspect? The actual coaching dynamic? Because you see, to complicate matters if you seem attached [that is you start become emotionally attached to their outcomes, you may engage them in a way that has them polarize, dig in, and resist you--and they start to resist you in ways that will not serve the process overall.
Or worse...
Or worse--they do not do their "homework"--whatever that may be or represent--and they are scared to tell you. In the worse cases they may simply go missing in action. Or they become dishonest.
This is simply another reason I am not a "coach" I am a "Guide" and that approach is something I am careful to embody in every interaction--they do not do their "homework" I communicate to them--with a compassionate smile and a shrug--that I want them to get their outcomes. That I care; and I may even ask them how they best want to be supported. How they want to be held accountable--and I have them design the dynamic.
I have found this softer approach--with nothing for them to resist or push back against--is far more effective than any hard-nosed techniques by far.
Finally [and at times most importantly] is our own development as we, as practitioners, continue our path: who we are is not the results we assist clients in achieving [both positive, amazing over-the-top goals as well as "failures". Who we are is not that.
Those are the results we assist them in producing, to be sure, and we are professionally responsible for that, but who we are is that which is experiencing it all. Who we are is that Witness; that locus of awareness. And as we come from that place, we will be even more effective, they will feel more freedom to expand and grow within that gentle, ever-present embrace. From that place, where universal beauty unfolds, we are reminded why we do what we do--for that expansion. And within that expansion a better, more joyous, more beautiful world awaits us all.
Posted by: Jason McClain
on Apr 19, 2009
Why NOT to Use "Hypnotic Sales" Techniques :::
Often I get asked to teach someone "hypnotic sales" or some variation; anchoring, state association, etc. The idea is that if you associate someone into a positive state, then anchor yourself to that for them, this will be an effective sales technique--even if it has nearly nothing to do with your offering or the functional fit between your prospective client, and their needs with your services.
There are other ideas and approaches about this, but I am going to give just that one example. They are all of that flavor.
These techniques are thought to be very powerful, and some of the most effective techniques available. Which is partly true. They may be in the very short-term sense. They are also a nightmare strategically, in the long-term sense. Not only do I advise against it, I categorically consider them unethical in most situations.
If a prospective client cannot remember how they arrived at the decision to work with you [and as a good measure, if you can not easily remind them in writing over an email] then you are going to have blowback at some point in the future.
"Buyer's remorse" does not quite cover it.
So not only do I have people agree that they will only use the tools of influence that I do teach in service of someone else's outcomes [not their own], but I also advise against and refuse to teach hypnosis or anchoring in the context of sales and influence in the Evolutionary Sales process. It is anathema to all that Evolutionary Sales is. If you are always coming from the place of using tools of influence ONLY to assist another in achieving their outcomes, it is virtually guaranteed you will be selling ethically.
Posted by: Jason McClain
on Apr 16, 2009
How Has the Marketplace's Current Economic Conditions Affected Our Business?
There is more money now for coaches, consultants, and holistic practitioners who are effective than before the economic downturn; it is also harder to acquire it [for some/most].
How can this be?
What do I mean?
People know they need assistance in being more effective now. Those in business for themselves who were able to scrape economic cream off the top are no longer able to; money is not simply just bubbling forth. As a result, they are looking for coaches and practitioners to assist them in gaining skill, becoming more effective, systematizing their businesses, etc.
And in some cases, if they are aware enough, becoming more at ease both physically and emotionally.
What this translates to is more business for those of us who are effective both at providing service to our clients, but also at turning prospective clients into clients and clients into raving fans.
For coaches and practitioners, this is a good thing if you are effective.
If you are not, this is the End of Days for your practice.
I would prefer if you were in the former category rather than in the latter.
Simultaneously, prospective clients are making more careful choices-there is plenty of choice out there. Where they put their money Is now a more conscious choice; a more careful choice.
Your process needs to be immaculate or they will go somewhere else.
Simultaneously, people want more for their money and there is less latitude and grace for ineffective, non-results-producing practitioners. And they may be out of work, and they may have the time to actually invest in the endeavor of reporting their results-no matter how wildly inaccurate they may perceive the process of working with you. [Frankly, I have become more careful about who I take on as a client as a result].
What that means to you is that not only do you need to be a more effective practitioner all the time, but you also need to become a more and more effective sales professional all.the.time.
To assist you in that, there is a free event in San Francisco on April 28th in the evening. See details about that here:
http://tinyurl.com/clbnek
Posted by: Jason McClain
on Apr 11, 2009
Daniel from Portugal [http://yogaportugal.com] writes:
I am really loving [Evolutionary Sales] it has turn my world around, I am listening to them in order and I am now on ES012 so if the next 2 two question I have for you have already been answered on the show I would appreciate it if you could direct me to it.
The idea of an integrity and service-based sale is one that I even without knowing had been searching for quite some time, I am very glad I have found you.
Glad you are finding it of value.
As I said I have two questions that have been haunting me.
1. What if when talking to someone you are trying to sell to you realize that the person doesn’t need the product you are selling? You make it seem like it is always a matter of the right context and the right motivational techniques.
Posted by: Jason McClain
on Jan 8, 2009
One of the challenges I see so many coaches and solopreneurs struggle with is what they should charge for their services. Most do not know what they should charge. Many charge what they think they can get. Some charge whatever the next coach or practitioner charges. That is--"the going rate". Many charge what they would be willing to pay themselves. Most charge less than they are worth--while improving the lives of others dramatically.
But why? And what are the solutions to this travesty of value?
There are three primary reasons:
- Mistakingly thinking they are actually trading time for money, and/or that their services are a commodity. A thing to purchase
- Limiting beliefs; usually about themselves or the value they bring at their very core-and what they or their services are worth, what the prospective client would be willing to pay, or about money in general
- A lack of sales skill; they do not know how to create accurate yet inspiring value perceptions in the prospective client that make the fees irrelevant or appear minimal in comparison to what they are getting through the service.
How the heck do you determine or set your rate?
What are your services and/or your offering actually worth?
There are two answers to "how do you determine the rate?", or "what should I charge?":
- 20% more than you feel comfortable asking for
- Whatever the market can bear: whatever you can consistently get in return for your services or product
I have never met a solopreneur or some other type of small business person, who was in their first 5 years in business, who I have not advised to raise their rates. After understanding what they do, I examined their rates, and told every single one of them to raise them about 10% to 20%. They were all dramatically undervalued and undervaluing their offering.
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There is fear around raising rates for most people. They think they will see less clients, and as a result, have trouble with their financial obligations, they fear people will not pay that rate, and ultimately they either lack confidence in themselves and their offering, or they themselves are making the mistake of confused value perceptions; they do not see the true value for themselves.
