Evolutionary Blog

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The Top 6 Mistakes Coaches Make and Their Solutions (Part 2)

The Top 6 Mistakes Coaches and Practitioners Make (Part 2)

In Part 1 we discussed the need to integrate money and spirutality, and how to better serve your clients's needs in a sustainable way.

What’s next? More nuts and bolts to build on the philosophical grounding and mindsets we established in Part 1.

4: Having only one stream of prospects

Most coaches and practitioners rely solely on word of mouth and word of mouth is good. In the 21st century marketplace there are hyper-empowered and talkative people. This is good for you. However, it is not enough. Make a decision now to take control–to be the locus of responsibility–for the success of your business. While word of mouth is critical, it is only one of at least three prospect streams the successful coach or practitioner must establish for themselves. What are those three?

•Formalized referral systems [two of them]

•Speaking engagements and free evening talks

•Word of mouth

Referral Systems

•An affiliate program with a percentage or fee for referrals; offer to pay a commission – a generous one.

•Write a referral clause into your client contract stating that if the client is happy with your services that they then agree to refer two people to you for a complimentary exploratory session. While you never want to be heavy handed about this, it does set their intention and focus their awareness on a more formal approach to referrals. And wouldn’t you rather pay them than pay for advertising (online or otherwise)?

Evening Talks | Introductory Talks | Speaking Engagements

These are the bread and butter of filling your practice and keeping it full. When you give talk make it explicit in your marketing and in your introductory remarks that you are there for two reasons:

1.     To provide value to their lives–first and foremost and;

2.     To market your services and/or products, course

Say this at the beginning – in the first three minutes – and let them know you will be revisiting what is available to them at the end. And then at the end of your talk, pass around a signup sheet for them and next – and this is critical – if they expressed interest, initiate contact with within 24 hours with an initial email beginning the sales flow process of your sales system.

Word Of Mouth

Consider this a great backup and occasional unexpected icing on the cake when those unintentional or random referrals occur. And occur they will. Sometimes they come from something you posted online or from a referral you were unaware of or a former client you have not contacted in a while.

If you do this, and you consider them in this order of importance, you will always be in control of your flow of clients and prospects–and they will flow in. Your sustainable prosperity will follow.

5. Failure To Leverage Contact Points And The Opportunity They Hold

Solution: many

First, let me give you a tip – forget about handing out business cards. You don’t really need them except for scratch paper. People will lose your card, become overwhelmed, forget what exactly they talked to you about, etc. It gets lost in the shuffle. If you really want to be of service, you get their information – get their card – and send them a follow-up email within 24 hours.

Teach the people who want to refer people to you – whether they are clients or affiliates – to get the person’s permission to give you their contact information (not give them one of your cards, send them to your website or what have you. Have them get their permission to give you their contact information and then again, you initiate contact within 24 hours and begin the process.

I had a student who was a massage therapist and he doubled his business in two months using only this tip.

Consider any contact point you have with a prospect -- be it an initial session, an email, or a phone call -- an opportunity for you to take control of the situation gently and ethically and move the process forward to the next step. And every step is an opportunity for you to of further service.

Do not give “free initial coaching sessions” (Another contact point to leverage)

Many coaches and many prospects think it is beneficial to give away services or to experience the practitioner directly. I have never found this to be effective in a prosperous business. If you want to turn your practice into a business then offer a complimentary exploratory session–and consider it an information gathering session for you and a sales presentation for the prospect. Let them get a sense of you, but do not give them free coaching. You are not part of a buffet they are sampling. You want them to commit to a more fulfilling experience; a full 3 course meal. Be sure to show them the menu and explain the dishes and presentation–be sure to demonstrate your competence, but be careful you are making sure your contact point is leveraged to its full potential–for their sake in finally having a better life–and for yours in creating a sustainable and prosperous business.

In service of this, have them make a decision one way or the other in that exploratory session – mine are two hours and are complimentary. If you let them “think about it” then they will get less and less clear on what you presented, and therefore less and less clear on what it will make possible in their lives and their fear and limitations kick in; the very habit patters of the mind that they are coming to you to resolve take over. It is your duty to guide them to a choice in that session. Yes and no are both fine answers–but require an answer. I will often ask a prospect who wants to “think about it” if that is the thing that stops them elsewhere in their lives. That is usually all I have to say in those situations for them to sign the agreement in front of them. If they ask why they have to make a choice today, you do something shocking: you tell them the truth. You tell them that if they think about it, what happens is they get less and less clear on the presentation, less and less clear on what it would make possible in their lives and the habit patterns of their minds – many of which they have come to you to resolve begin to take over – and then you have failed your very first test as their coach or practitioners.

Because it is the truth, I have trouble even recalling a time where the response was not agreement. That is what happens to most people.

Be respectful with their experience–set context/pre-frame the session flow–and make sure when you chat with them on the phone for the purpose of setting up the exploratory session that they are aware of the process–that they know you will clarify what they want, then explain your approach, and then if it is a fit–have them review a contract.

Those contact points are critical for your guidance of the client to changing their lives.

Client Emails  | Testimonials (yet another contact point to leverage)

When a client sends you an email raving about your contribution–or when they acknowledge you verbally communicating the difference you have made for them–ask them if you can quote them. Turn that acknowledgment into a testimonial for your marketing materials.

You don’t need the ego strokes or the compliments (well, maybe you do, but hopefully you don’t) what you do need is the “social proof” for your marketing channels. Always offer to write it up and/or edit it and send it to them for their approval before publishing it, but make sure you leverage this contact point.

There are more examples I could give, but remember, if you want to have sustainable prosperity and truly be of service to a larger and larger portion of your community, and therefore be an agent of change rippling out to assist in creating a better global condition–consider every contact point an opportunity to serve them or others through them.

6: Considering Your Service a Commodity

There is a reason I do not publish my rates.

My services are not a commodity on the shelf to be price-shopped. And no one else does what I do, really. And consider that you offer something unique that no one else does. In discovering that you will not only feel better about your “fees”, but you will also have take the first step in being able to communicate the value of your services to your clients and prospects in such a way that your fees seems insignificant and nearly irrelevant when measured against the value your service will bring to their lives.

And really–just between you and me–do you really feel that a number, no matter how reasonable or how unreasonable it may seem communicates the scope and richness of the difference your service can provide in their lives? Unless you have nothing unique to offer–you do your prospects a disservice by buying into their mindset that they can price shop.

I have never lost an opportunity or had a client not want to work with me as a result of this approach. In fact, it is one of the secrets of my success–selling from vision and value and having the money be a formality; an afterthought.

The sales system I have developed works so well that we don’t even cover overcoming objections or “reframing” objections in the course. There is no need if you follow the system because you will so clearly be coming from service and you will have fit that objections rarely – if ever – arise unless you skipped a step in the sales process.

Mistake #7: Did I say 6?

I guess there is at least one more: “Healing” that which you need to resolve in your self and in your own life by healing others

I am going to say something harsh here and say that I consider it unethical–yes, “unethical” for coaches, therapist, or “healers” to work on the same issues with clients that they have not resolved within themselves.

While you may still be able to provide solutions–at least be honest with your client that you have not handled it in your own life. And make a choice now to only provide services that you feel competent, resolved with, and apply to your self in your own life.

If you are a relationship coach–have a great relationship, or at least don’t be leaving wreckage behind you. If you are a coach around self-esteem, have a well-developed ego [in the positive and healthy sense]. If you are an addict who is still smoking, drinking, or doing drugs, do not counsel others on that – get sober first. Do not look to heal your wounds through the wounds of others. There is a danger of projection, and even more so–how can you charge someone to solve something you have been unable to demonstrate as being solved in your own life?

Integrate Your Purpose and Your Prosperity | Join us in San Francisco June 20, 21, 22 for Evolutionary Sales.  http://evolutionarysales.comhttp://evolutionarysales.com

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Mistaken Identity | The Larger Self as Spirit | Expansion of Ego Until It Dissolves

Whatever you think you are -- you are more than that; whatever and however you identify yourself, you are far more than that. The problems with identification are many -- whether it is identification with/ as your gender, your nationality, your sexual orientation, your finances, your social reputation, your career, your role as a mother/father, your political affiliations, you religious beliefs, your competence or skill in a certain context, etc. -- to identify with any of those things will create problems if/when they are taken away or are shaken at their foundations as you will experience a very real identity crisis. But the "why" it creates problems is because it is not really who you are -- and to identify with it is *at least* selling yourself short.

In the face of such a crisis there are only two directions to move from an ego perspective -- expansion/evolution or contraction/regression. There is no neutral. You can expand to incorporate the new information/circumstances, or you can dig in, regress, and solidify (which requires engaging in some degree of self-deception).

Who you are is none of that. Who you are is Spirit. If you want to identify with something, identify with yourself as Spirit. 

Which every breath - breath out your lack of self worth that has you play small and identify with something less than your full birthright and breathe in the fact that who you are is ... all of it. 

Who you are is the Witness. 

And rest in that, smilingly.

Nothing else really matters. Anything else is chatter. What remains are the ego and self-esteem practices to engage in that have you experiencing the gap between what you think you are (identification) and what you really are -- Spirit manifest.

Let go of the small you and become a full-time God/Goddess. It is your birthright.

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Money and Spirituality | The Mythos of Conflict

Money and Spirituality | The Mythos of Conflict

One of the things that I am committed to changing in the world is the painful separation of Spirit and wealth acquisition.

So many people think they have to sacrifice their spiritual life to make money or they think they have to sacrifice wealth to be truly spiritual.The truth is quite the opposite. Not only can we integrate them, but we must.

I think we can all agree, that if these were integrated--if people were acquiring wealth AND living a robust spiritual life in the same time -- then so much of the unethical stuff we have seen in the financial markets in the last few years would not have happened. 

For our world to solve so many problems it has, not only can we integrate spiritual sensibilities and wealth acquisition--we must. Integrate your purpose and prosperity. End the suffering of this painful separation by integrating your purpose and your prosperity.

That is the what and the why of Evolutionary Sales. The course teaches you the how. February 28th, March 1st and 2nd in San Francisco. 

Watch the 14 minute video about the course »here«:
http://evolutionarysales.com

 
Come to the free evening introduction for the course in San Francsico next Tuesday. Details on Facebook »here«.
 
In Service,
 
Jason
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Resolution Evolution | Creating Your 2014

Resolution Evolution | Jason McClain NLP time line goals
That time of year has just passed when most of us have taken inventory. And many of us imagine a future that is somehow ... different from the past.

Sometimes it comes in the form of examining what we learned from the year we have just lived and experienced--and making plans for what we want to accomplish in the coming year.

Either way, we all know how it goes for most of us by the end of January. Or, heck, by January 10th. Have you already broken a "resolution"?

This is not some failure on our part; more often it is a matter of conflicting parts within us that are yearning to be understood, appreciated, and integrated. Still other aspects can simply be not being present to our internal representations and not understanding our unconscious organization of time and how to access that and maximize its power.

Essentially not understanding how to harness the power of our own mind.

And sometimes it is not knowing how to language a goal to make certain that the probabilities that it will become a reality are dramatically increased.

We'll cover all of that in this free evening event.

What you will discover:

• How to create S.M.A.R.T. goals and outcomes
• Why resolutions rarely ever work--and how to make sure they do
• Understanding your unconscious organization of time
• How unconscious, internal conflicting parts can be brought into your awareness, honored, and integrated

• The art and science of Time Line Seeding to create spooky cool results

Join us. It's free. 

You have everything to gain and nothing to lose by being exposed to this powerful way to manage your own mind.

Your future begins now ...

 

What: Creating Your SMART Future
When: Tuesday, January 7th @ 7:15pm Pacific
Where: 2nd and Bryant in San Francisco  »» RSVP ««

Update:

If you missed the evening, or if you were there but want a refresher, here is a video summary of the material for you that includes me guiding you through the process of creating your future.

In Service,

Jason

Viewing it on an iPad? Your video is »m4vhere« .

The video below is for the rest of us.



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How to Increase Testosterone Accelerating Your Weight Loss and Increasing Your Cognitive Edge

How to Increase Testosterone Accelerating Your Weight Loss and Increasing Your Cognitive Edge

60 pounds and 8 inches.

That's how much I have lost in weight and around my waist in the last 15 months. I have gone from a 42 inch waist back down to a 34" waist and I have gone from 265 lbs down to just under 205 today -- while adding a significant amount of muscle mass. And I did so with a fairly relaxed workout routine.

I had gotten fat and what was worse (for me) was that my mental edge and sharpness as well as my motivation were dulled and muted. All of that has changed radically in the last 14 - 16 months.

How did I do it? What was the major or primary shift? There were certainly things that helped: I eliminated sugars and all grain-based carbohydrates except for the ever-famous "cheat day" once a week. That certainly helped. Ten months ago I chose to stop consuming alcohol -- choosing clarity over self-indulgence. Yes, that has assisted in the process.

But the primary component? Testosterone. Testosterone manages a lot of things: libido and aggression gets all the press, but did you know it also impacts drive and motivation, cognitive edge/sharpness, and fat metabolism/retention? And mood. Oh, mood.

Most people don't realize it, but if you have low testosterone levels you will retain fat--and it will increase your estrogen levels, which then in turn has you retain even more fat, which in turn lowers your testosterone even further -- it becomes a hormonal downward spiral.

A general medical practitioner will tell a man with very low testosterone that it is "normal" if it is still in the normal range. The range being between 200 and 1100. So 200 is "normal" but it is certainly not optimal.

And even more sadly (no pun intended) many men are being mis-diagnosed with clinical depression when they really just have low testosterone levels.

Disclaimer: I am not a trainer, nutritionalist, a medical Dr, or a practitioner of any kind of medicine nor do I hold myself out as such. I am simply a guy who has done a lot of research on my own and experimented with certain supplements and herbs and gotten my blood tested 4 times in the last year at regular intervals--and I am reporting my findings here for those who want to do their own research.

Let's discuss testosterone, free testosterone, levels, dietary adjustments, and most important of all, supplementation. Henceforth, testosterone will be simply referred to as "T" and free testosterone as "Free T".

Distinctions, Levels, and Ranges

Total T is what most people get measured with the blood tests that are out there--and if your Dr is not a specialist, this is the test they will give you unless you request both Total T and Free T to be tested.

Total T is just what is sounds like: your total levels in your blood. Free T is a test to see how much is bio-available; how much of your T is floating around available to be put to use at any given moment.

What is a "normal" range? Depends on which lab you ask, but there is some overlap. Some labs will say that a "normal" Total T level is between 200 and 1,300 ng/dl (nanograms per deciliter). Others say it is between 300 and 1300. Normal range for Free  T is murkier because of the different tests that different laboratories use. Here is a set of ranges from a forum I was involved in for a while:

 

Consequently, if your doctor tests your free testosterone, be sure you know the analytical method used. If your test results have a reference range as follows, you have probably been tested with one of the other test methods:

 

Male Reference Range - Test Type

 

* 66-417 nanogram/dL FWRA
* 12.3-63% %FWRA
* 5-21 nanogram/dL UF or ETD
* 50-210 picogram/mL UF or ETD

 

There are those that hold the opinion that Free T is the more important test because that is what measures bio-available T. Personally? I like to get both done.

My Personal Results

In November 2012 I took my first test. Here were my results:

Total T: 208
Free T: 14

At first, I tried the typical recommended herbal supplements: tribulus, fenegreek seed, yohimbe, and L-Arginine (an amino acid). I did see a 10% increase in my levels, but that elevation did not last long--about 2 months--even though I continued to take the herbs. So I decided to begin to investigate what body builders were doing who were not into the black or grey market stuff (pro-hormones, hormones themselves, and/or steroids because once you start taking those you have to take them for the rest of your life because your body stops producing its own T--and what we want to do is increase your body's natural production of T and slow its conversation to estrogen, which it is particularly prone to do if you have a large amount of body fat. 

I tried a few supplements that had some positive effects, but not impressive. I tried others that did not work at all. I finally settled on a triad of supplements that have produced the results I was looking for. I just received my most recent results and here they are:

September 10th, 2013

Total T: 495
Free T: 71

So ... what were these supplements?  

The first was D-Aspartic Acid. It is available in bulk at pharmaceutical grade. That is how I buy it--and I add it to my protein shake or simply shake it up with my other morning nootropic supplements. You can also buy it in capsules, but whatever deliver system you choose, the daily recommended dose is about 3.5 grams. You can purchase it »herehere«. The second is MuscleMeds Arimatest. You can purchase it on Amazon for a pretty good price »HEREHERE«. The third is PES Erase High Affinity Inhibitor which can be found on Amazon »HEREHERE«.

There are also things you want to avoid in terms of your consumption habits when you are looking to increase your T. Pseudo-estrogens are everywhere, which will lower your T and increase your estrogen. They are in plastics and in chemicals used in conventional agriculture (non-organic). What does this mean? When you are trying to increase your T, endeavor to eat only organic fruits and vegetables, and whenever possible, store your leftovers in glass containers--not plastic ones, and double goes for using the microwave; reheat your food in stainless steal pans on the stovetop or glass containers if and when you use the microwave.

In terms of diet for sustainable weight loss added to this program for increased T, I will leave that to a follow up article. For now, here is a summary to increase your T:

•Get tested and be sure you are testing both Total T and Free T

•Use the "big 3" supplements:

D-Aspartic AcidD-Aspartic Acid
MuscleMeds ArimatestMuscleMeds Arimatest
PES ErasePES Erase

•Reduce and/or eliminate pseudo-estrogens in your environment, starting with using organics food sources and glass or stainless steel food storage and reheating containers and methods.

One side note: if you are on this program and you reduce your estrogen levels, some report problems with joint lubrication. To counteract this, I recommend taking another supplement:

Glucosamine, Condroitin, MSM. See it »HEREHERE«.

As a final note: educate yourself around ranges. Everybody's body is different, so your methods may vary. The natural approach may work for you. I know for me, they did not pack enough punch at my low levels. Get educated, get tested, and experiment.


Additional Resources:

The Art of ManlinessThe Art of Manliness (ranges and measuring your T)

The 4 Hour BodyThe 4 Hour Body (seriously awesome book, that includes a food-based program for increasing your T and about a dozen other things you will want to know about.

Life Expectancy and Testosterone and EstrogenLife Expectancy and Testosterone and Estrogen (interesting read on how they can predict your life expectancy based on your hormone levels.)

UPDATE:  It is worth noting that Tim Ferris has a food-based protocol for increasing your T that involves brazil nuts, fermented cod liver oil, rich butter fat (think Irish butter) and egg yolks. Check the 4-Hour Body for the details. And it is an excellent book every man should have anyway.  


UPDATE January 17th, 2014: I just received my lates test results, and I am quite pleased.

Total T: 773
Free T: 160 

There were no supplement changes -- I did "cycle off" everything listed above for about a month before I took this latest test. I also increased my intake of red meat, egg yolks, and nuts. I can not speak to how much that contributed, although it is part of the diet-based protocol in the 4-Hour Body. However I did not consume nearly as much of the yolks as he suggests, and I consumed a lot more nuts...


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