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Mar
12

Coaching Framework 4: Retraining the past for greater possibility

Whether you believe you can do a thing or not, you are right.

— Henry Ford

Never a true adage was spoken. I’ve coached a lot of people during the course of my career and one thing I can say with certainty is that the biggest impediment to people reaching their true potential is their own negative self-belief. In fact, as a business coach one of your greatest challenges will be ensuring your clients not only understand this, but believe it.

All it takes is a simple shift in mindset for someone to recognise that their past and current reality doesn’t equal their future. Unless they say so. And that’s a really important point. The power lies within your clients themselves. They have to get on board with the notion that they can use their past experiences but instead of being defined by them, be empowered.

Reframing the past:

A great starting point is to work with your team to reframe the past. Here are few techniques to get you started:  

  1. Your past does not equal your future. Have this conversation with your team and ensure they truly believe in the concept. If they don’t, status quo will prevail.
  2. Probable or possible future? Ask a six year old – what does your ideal house look like? Then ask an adult. You’ll hear very different responses. Kids might describe a house with seven pools, a vending machine and a bowling alley, just to name a few. Adults on the other hand will stick to the more probable response – three bedrooms, two bathrooms, white picket fence yadda yadda *yawn*.

My point here is that when goal setting for our future successes, we need to shift our thinking and focus on possibility, not probably. Coach your clients to have the courage to reach for that big hairy audacious goal, what do they have to lose?

  1. Case studies: Are powerful tools that you should use regularly as part of your coaching armour. They will enable your clients to see or hear someone who has been through what they have been through and achieved remarkable things. Use as much evidence-based studies as you can.  
  2. Fluff busting: Is about breaking down the barriers that are not allowing your clients to move forward and accelerate to a new level. In other words, taking that old way of thinking and reframing it to operate in a different way. Some classic real estate examples:
  3. a) Your client says: “I need to be at every photo shoot or I’m letting my clients down”. Is this an effective use of their two hours? A more productive use of their time would be to spend 10 minutes there and the rest of the time walking around to meet the neighbours. Reframe!
  4. b) Your client gets caught in a deal that hasn’t gone their way. The fact they have missed the deal isn’t so much the issue. The issue is the amount of effort they put in to worrying about that loss in comparison to the effort they put in to going out and finding new business, will have a huge impact.

Your clients need to understand that business is full of swings and roundabouts, and as coaches we need to apply a bit of a ‘get up and get over it’ attitude in order to be achieving more.

  1. Challenge frame: If you see regular patterns emerging from your client that are impeding on their ability to grow, it is likely there needs to be a change in behaviour to reframe past thinking. These can be difficult conversations to have and the technique should only be used if you have the rapport with your client that enables you to engage in a tougher coaching style.  Some examples:
  •        When did you decide that you can only list two properties a month?
  •        When did you decide that it was easier to drop fees as opossed to becoming better at negotiating?

The fundamental driver behind each challenge frame should be: how can I help my client overcome these patterns of behaviour to become more successful?

Tough love

As a business coach it is your role to work with your clients to get the best out of themselves. Sometimes part of that journey means having conversations that challenge them to new ways of thinking and working. Although these conversations at times may seem difficult, they have the ability to transform that person forever. There is no greater reward than seeing your clients producing results that they never thought imaginable, it’s a gentle reminder about why we do this in the first place!

For further information about the business coaching frameworks, please contact the team on 1300 273 785.

 

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