Million Dollar Coaching

Table of contents

1. Cover Page
2. Million Dollar Coaching
3. Copyright Page
4. CONTENTS
5. PREFACE
6. CHAPTER 1 WHAT ON EARTH IS A COACH?
   1. Who Certifies the Certifiers?
   2. The Difference between a Coach and a Mentor
   3. The (Surprising) Reasons that We Require Coaches
   4. Why Great Athletes Usually Aren’t Great Coaches
   5. Summary
7. CHAPTER 2 THE COACH’S CALLING
   1. Improving the Client’s Condition
   2. Developing Trust
   3. Alan’s Trust Builders
   4. Assessing Performance and Progress
   5. Providing Accurate, Compassionate, but Candid Feedback
   6. Alan’s Fabulous Feedback Features
   7. Determining the True Buyer (and Why the Buyer Is Never in HR)
   8. Alan’s Questions to Identify True Buyers
   9. Alan’s Techniques to Build Value
8. CHAPTER 3 SETTING YOURSELF UP FOR SUCCESS
   1. Finalizing Conceptual Agreement
   2. Creating Rules of Engagement
   3. Determining Time Frames
   4. Selecting Effective Methodologies
   5. Alan’s Factors for Choosing Coaching Methodologies
   6. Making the Buyer (and the Client) Responsible
9. CHAPTER 4 DELIVERING THE GOODS
   1. How to Provide Effective Feedback
   2. How to Validate Your Assumptions and Information
   3. Alan’s Techniques to Verify Various Versions
   4. Dealing with Resistance and Worse
   5. Avoiding the Political
   6. Alan’s Political Analysis Techniques
10. CHAPTER 5 METHODOLOGIES, TECHNOLOGIES, AND ANALOGIES
    1. Interpersonal Techniques
    2. Remote Techniques
    3. Alan’s Remote Coaching Criteria
    4. Internet and Electronic Techniques
    5. Instrumented Techniques
    6. Off-the-Wall Techniques
11. INTERLUDE PHILOSOPHY AND PONDERINGS ON COACHING
    1. Test Me Not
    2. Improvement Is an Elusive Target
    3. Three Dimensions of Coaching
    4. Obstacles
    5. Coaching as a Business
12. CHAPTER 6 CREATING LONG, LONG-TERM CLIENTS
    1. Marketing Laterally
    2. Marketing in a “Web” System
    3. Marketing Gravity
    4. Diversifying Your Coaching
    5. Providing Long-Term, Alternative Support
13. CHAPTER 7 HOW NOT TO LEAVE MONEY ON THE TABLE
    1. Value-Based Fees for Coaches
    2. The Smart Art of the Retainer
    3. Separating Yourself from “Conventional Wisdom”
    4. Dealing with True Buyers
    5. Breakthrough: Money Is NOT a Scarce Resource
14. CHAPTER 8 AGGRESSIVE MARKETING
    1. Why You Can’t Coach Yourself
    2. Becoming an Object of Interest
    3. The Million Dollar Consultant® Accelerant Curve
    4. Think about Being a Thought Leader
    5. Blowing Your Own Horn (or Living without Music)
15. CHAPTER 9 DEVELOPING YOURSELF
    1. The Ski Instructor Needs to Be in Front of You
    2. Credentials Don’t Matter; a Track Record of Success Does
    3. Moving into Consulting, Speaking, Publishing, and Other Areas
    4. Creating Unique Intellectual Property and Trademarks
    5. Coaching Other Coaches: Licensing
16. CHAPTER 10 HIGHER LEVELS
    1. Wealth Is Discretionary Time
    2. It’s Not Good Enough to Be Better at What’s Already Good
    3. Alan’s Techniques to Reach New Levels of Coaching Success
    4. Success, Not Perfection
    5. Creating Legacies
17. APPENDIX WHAT’S MY COACH QUOTIENT (CQ)?
18. 101 QUESTIONS FOR ANY SALES SITUATION YOU’LL EVER FACE
    1. An Overview
    2. A Few Guidelines for Use
    3. I. Qualifying the Prospect
    4. II. Finding the Economic Buyer
    5. III. Rebutting Objections
    6. IV. Establishing Objectives
    7. V. Establishing Metrics
    8. VI. Assessing Value
    9. VII. Determining the Budget Range
    10. VIII. Preventing Unforeseen Obstacles
    11. IX. Increasing the Size of the Sale
    12. X. Going for the Close
    13. XI. The Most Vital Question
19. INTERVIEWS WITH COACHES
20. INDEX
21. Footnote
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