As we help professionals raise their referral proficiency until they operate “BY REFERRAL ONLY”, we encounter people operating at very distinct levels of effectiveness. We call it our “proficiency staircase.” Each step up the staircase provides a dramatically higher level of profitability – our research shows a 300% increase. Each proficiency level is unique and requires a different focus and set of strategies in order to continue moving up. See where you are and what steps you can take to reach the next level of profitability. (more…)
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Posts Tagged ‘Quality Referrals’
5 Reasons NOT to Hire a Coach
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?
- 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.
- While 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.
- 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.
- “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.
- 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 (more…)
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