When Not to Hire a Coach
From time to time, managers and advisors consider the option of hiring a performance or business coach. Unless the conditions are right, an investment in coaching can be a waste of money. When should you NOT hire a coach?
1. When the advisor or manager is unclear on what he or she wants to accomplish. Without clear objectives, you can’t determine which coach or coaching process is a good fit. Before considering a performance coach, identify specifically the areas you want to strengthen. Then prioritize those in the order of potential payback.
2. When you are in the middle of an intensive skill-building program from the home office. You can’t effectively execute several change initiatives at the same time. Advisors, who are in the first year or two in a new career and involved in an intensive training program, should look first to maximize what is being offered by the home office program.
3. When you are undergoing significant personal change or trauma. If your family member is facing a serious medical challenge or dealing with an issue like divorce, it is extremely difficult to focus your energies on making habit or systems changes in your business. Implementing change and driving business growth require focus and energy. A performance or business coach is not the right resource during times of personal trauma. At these times, a psychologist or family counselor is a better fit.
4. “To Fix Your Business” or to “Fix The Advisor”. No coach can force an advisor to make changes. No one coaching organization is the TOTAL answer. The advisor needs to approach working with a coach with a sincere desire to improve, a willingness to change, and a commitment to address specific skills or business areas.
5. When looking for a miracle to save a sinking career. Coaches are not miracle workers. Some coaches have strong processes and systems that can upgrade performance. They can teach skills and help develop effective marketing strategies. However, coaches can not save someone who is not a good fit for the business.
When Hiring a Coach Can Be Profitable
1. When you (or your advisor) are clear about the areas you want to strengthen. At this point, you (or the advisor) can better assess which coaching process and organization is a good fit for your needs.
2. When you are ready to make a commitment to upgrade. Timing is a legitimate factor. To get maximum value from a development process, you must be ready to commit time and energy – not just money.
3. When you feel that the coach’s process fits how you learn and change. If you are a person who prefers to implement things one-step-at-a-time, do NOT select a boot camp program where you attend for several days and then are left on your own to execute. If on-going accountability is helpful to you, select a coaching process with frequent meetings on a regular schedule.
4. When you want specific expertise in a priority skill or business area (e.g. referrals or marketing or selling skills or technology)
5. When you skills or results are not improving at the rate you desire.
6. When you feel a need for accountability beyond that available in your organization
7. When you want an independent assessment of your business or skills or feel the need for a different perspective than what is offered internally.
For a free checklist to identify and prioritize areas to strengthen, mailto:checklist@referralmastery.com or call 800-865-2867.
See Part 2 of 5 Reasons NOT to Hire a Coach in the Referral Mastery Blog.