Investing in a Business Coach or Professional Organizer

In an interview, I was asked how do I help people see the value in investing in personal productivity?

My response was that I learned to be very focused on what I am truly passionate about and to concentrate on the outcome and the completion of what it takes for individual personal productivity. Like my clients, I strive to not get distracted by the shiny objects. Just as I coach my clients, I avoid the peripheral “things,” the “maybe we should look at that too or look at this.” I focus on the simplified methodology for the issues they are dealing with, and that is really where I am the most successful.

I have clients who ask me to do things that are off my radar screen and although I may have a good experience, professional or personal, it’s really not in the mainstream of my core competencies. In those instances, I’ve learned that I have to say no and work with my wonderful network of colleagues from mastermind groups, The National Speaker’s Association, and other associations. I find other professionals and recommend my clients to those individuals and let it go. That’s where I feel I can be most of service, and I really learn from that. It doesn’t have to be all about me; it’s really all about the client.

People sometimes feel ashamed of where they are, and they are embarrassed to say that they need help. Oftentimes, they think they should have figured it out by now. At other times, they believe that someone in their organization, who already shares in their pain and knows the challenges, will be able to fix things. They consider using someone from the inside rather than bringing in an outsider. The issue with using insiders is that they may be enmeshed in the problem themselves and lack a sense of objectivity. Having an outsider, such as me, come in and take a look offers the organization that objective, non-judgmental, bird’s eye view. I am there to assess and analyze the problem, identify the root causes, and offer solutions that, once implemented, will result in consistent, positive, and efficient outcomes.

I always like to remind people that they're in business because they wanted to do something they care deeply about. Maybe they run an international nonprofit organization or want to be a physician heading up a healthcare company. That’s what their passion is, and my passion has always been analyzing methodologies to help people be more efficient. I’ve worked with so many different people through different industries—entrepreneurial to large organizations—that I can make more expedient decisions and not just set up little packages of quick fixes or band aid containers for how things should look. I can really give them systems that are repeatable and transferable to other people. Once those systems are in place, they will be there for the long haul. Their investment in me and my services is really a significant and worthwhile value to them and their organization.

Are you committed to change?

In an interview I was asked, "as a business coach, how do I get commitment from clients?"

            I gain commitment by influencing and persuading clients about several objectives and by having them buy into the process. I have a plethora of methods. As I said earlier, every client is unique. I figure out what works for each individual one. I do have one client in particular, and even though her company is no longer keeping me on retainer, she still emails me weekly. I had this company for about eight years, and due to a reshifting of their priorities, my services were put on hold. Even though I’m no longer on retainer, this individual still emails me every Friday with her successes for the week and a quick note about the lessons she’s learned that week.

I had just started working with her prior to the budget cuts, so we really wanted to keep this going. We established a spirit of cooperation and cohesion for goal achievement. I couldn’t let her go because I saw how much she wanted to change. The method I used with her was for her to write an “accountability” every week of what her goals were, what she’d accomplished, and what lessons she’d learned.

I inquire which methods my clients have previously used or considered using and what they want to accomplish in using those resources. In the process of questioning them, I validate and acknowledge their desire to learn more, to do things more efficiently, and to help themselves. I then help them identify which resources will best address their needs, taking into consider ease of use and cost-effectiveness. Once we establish that I’m listening to them, understanding their needs, and looking at what’s best suited for them based on where they are, then they’re ready to make the time commitment to learn and incorporate these new methodologies into their work practices.

I have heard lots of speakers over the years and recently have been on calls with Michael Bernoff. He talks about asking people to commit to the time they schedule with you. I learned from him that just using the words, “Do I have your commitment that you will accomplish such and such?” has a strong emotional affect for people. They hear commitment and know they need to show up. 

Also, I have found that if a client isn’t committed to keeping appointments, I have to fire them. I guarantee my clients that I can help them and if they are not willing to commit to the work or systems that we define are best for them, then I tell them that they are setting me up to fail in helping them. If that’s the case, then either they get on board and become accountable or we work together to get them help elsewhere. Sometimes, they are just not ready, and I let them go with love.  

What Do You Need to Get from Point A to Point B

In an interview, I was asked, "Once you get the client to understand that they are losing money through lack of productivity, how do you address their problems?"  You may be thinking the same thing and wonder how it applies to your business.  You may think each scenario would be different, because each industry or business has their proprietary ways of doing things. 

Ironically there’s a common thread to the majority, if not all, work environments. There are generic checklists for general areas to address, no matter what industry or size. Very quickly, we are able to identify where there are missing links. We then refine the checklists to address their specifics.

I heard a story that I incorporate into my basic “getting organized” training. If you have a car sitting in the garage and it has three flat tires, a dead battery, and expired plates, chances are you’re not going to be using it. People often have stuff in their office, or even staff in their office, that are just taking space and not being fully utilized. They throw ideas at the employee to get them motivated, hoping they’ll be more productive, and they are surprised when it doesn't help. If you compare that scenario to the stranded car in the garage, it would be the equivalent of getting a new battery. Sure, the car will start and sound alive. The question is, how far will it go when the tires are still flat? And what other problems would you encounter with those expired plates? The key is to continually look at the big picture while working with a client. Understanding and assessing where they want to go and what resources they have to get there gives you a foundation to start. This holds true for all businesses and industries.

This blogpost is an excerpt from my book, Concrete Jungle, Survival Secrets for the Real World.  Co-authored by Bob Proctor.

Order it today at http://www.annemcgurty.com/annes-tip-booklet.htm

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How to Work with a Business Coach

In a recent interview, I was asked about how I deal with clients who are super busy, bouncing all over the place multi-tasking. The question was asked, "How do you decide what will work for them? How do you help people get focused?"

My recommendation as a consultant of personal productivity is that I have to really quiet down the client and start to look at what is going on in their world. What is their vision? It’s up to them to set up the systems by defining how they want to communicate and have people reach them.

We all need to take responsibility for how the world communicates to us, and we need to have the appropriate tools so that we can synchronize incoming information. In that way, we can be as efficient and productive as possible, maximizing all the benefits of these technologies and not getting ourselves overwhelmed in the process. Every day, there is something new that comes out—something bright and shiny. People don’t want to get behind the eight ball, so they grab it. I just have to tell them to pull in the reigns—tame them down a little bit and tame their technology. 

I also use the example in my webinars of using a day planner or a calendar. Some people still carry around a planner because they like to see their calendar, and it often makes sense. If however they also use an electronic calendar and don’t synchronize the two systems, there will be havoc. And it can get even worse if they have a family calendar on the refrigerator. You see where this is going. The solution is to get one system and stick to it. Consolidate all the information in one place—one container, so to speak. You’ll always know where to go when you need to make an appointment.

It’s the same with all the new devices out there. You need to stop and look at what you need to stay on track and make sure that all your technology talks to each other and can be accessible in one container. Document management systems are all about keeping your information in one place and being able to collaborate with others so they can find it. Too many businesses spend too much time resending emails, redoing documents, or using outdated documents because they don’t have synchronized systems. I took a huge turn in my business this past year educating people on how to organize their electronic information. I’ve known about it for years, having been an information system major in college. I’m just happy that my clients are finally open to hearing about how to use them.  

This interview is an except from my book, Concrete Jungle, Survival Secrets for the Real World.  Co-authored by Bob Proctor.  Available at www.simplifyyourlifeblog.com.