Evolutionary Blog

Distinctions to accelerate your personal and professional evolution

Precision Practitioners | What Distinguishes a True Master

Often people ask me what separates a “Practitioner” from a “Master Practitioner”. Or what separates a “good” practitioner, from a “great” practitioner from an “extraordinary” practitioner. It is a good question, and one deserving of answers.

From a technical standpoint as well as a practical standpoint, there are several criteria that filter these levels, and the piece of paper upon which their certification is printed is usually not one of them.

The simple answer first ::: what separates a Practitioner from a Master Practitioner?

From a technical standpoint, a "practitioner" is effective at the lower logical levels; they can assist a client in changing behaviors, be they addictive behaviors, habits, or context or situational reactions.  They can also assist a client in changing or expanding their skills and capabilities. Whether it be to speak more effectively, or creating accelerated learning strategies, or modeling some physical, athletic, or communication based set of “skills” or capabilities or capacities.

They are likely still working to integrate their work themselves–still learning to walk their talk, but they are effective at working “on” a client. They can often point to how “others who are effective at XYZ do it” as a model.

The "Master Practitioner" can affect those levels as well as the higher or deeper logical levels. They can assist a client in altering or changing their beliefs about themselves–or about others or about the world–allowing the client to expand into previously “impossible” possibilities in relationships, or in what they can achieve. Still higher or deeper, they can assist the client in altering the very way they relate to themselves. The “kind of person” they are. Their identity and their egoic structures. And at the deepest or highest level, a Master Practitioner can facilitate change at the very level of Spirit. A profound, connected, spiritual shift that ripples out or cascades down to the rest.

They are walking their talk fully. There are no aspects of their life that are out of alignment with their espoused principles and approaches–unless quite briefly, before they right themselves again–they are the relationship coach who has an extraordinary relationship and communicates in the way they recommend, the financial coach that uses their own systems, and is affluent etc., etc. They can often point to how “they do it themselves” as a model. They are effective and come from a place of working "with" a client.

And you could say a practitioner is a “good” practitioner and a Master Practitioner is a “great” practitioner.

However, I would assert that what makes an Extraordinary Practitioner is several additional elements [at a minimum] transcending yet also including and encompassing the above :::

  1. Been trained in multiple, seemingly disparate approaches [a combination of Eastern and Western approaches at least]; my rule for practitioners who work with me as a client is at least 3 disciplines or “perspectives” to their training path
  2. Being dynamic with the client [they may have a loose framework, but it is fleshed out quite dynamically by the human being in front of them, who is a variable in the equation, to say the least]
  3. They know where they are headed, often multiple sessions in advance, and have an eye not only on where they’ve been, and where they are going, but also do a bit of dynamic triage at the beginning of the session and are unattached to the “plan” yet still committed to the path.
  4. They have no interest in ego-driven “authority” over a client and elegantly avoid any tension-filled conflict or power struggles as they are not “in the way” of being an instrument for the client and their outcomes
  5. Additionally, they have some understanding of the verticality [stages/waves/levels] in multiple "lines" of development and it is well integrated into their offering and work

However, there is one more component I consider critical in addition to all of the above that is an aspect of an extraordinary practitioner. Someone who is a true master and it is this :::

They understand that their client and the client’s evolution is a bit like a jigsaw puzzle.

First, you build out the foundation–the corners and then the outer border. And then you find the appropriate pieces to begin to build in toward the depths of the center. If you attempt to push a piece into the corner that does not belong there, you will break a piece or “blow it out”. Similarly, if you drop a piece in the middle with nothing to connect it to, it is just confusing. No place for it to fit. No place for it to be anchored or connected to, and so it is discarded. Forgotten. Perhaps even lost.

And if that is the case, no one is served.

What truly makes an Extraordinary Practitioner is the ability to discern what the client needs, what they have already integrated, which piece they can handle next, and which piece they will need even beyond that, and to elegantly give them that next piece with wisdom, precision, and with an eye on the ultimate evolutionary expanse for the client and their mental, emotional, and egoic structures.

It takes years and hundreds of clients to be able to develop not only the insight and lack of attachment, but the timing and precision to be an agent in service of the client in this way. And when you find them, they are worth their weight in gold, to be sure.

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Why NOT to Use Hypnotic Sales Techniques

Why NOT to Use "Hypnotic Sales" Techniques:

Often I get asked to teach someone "hypnotic sales" or some variation; anchoring, state association, etc. The idea is that if you associate someone into a positive state, then anchor yourself to that for them, this will be an effective sales technique--even if it has nearly nothing to do with your offering or the functional fit between your prospective client, and their needs with your services.

There are other ideas and approaches about this, but I am going to give just that one example. They are all of that flavor.

These techniques are thought to be very powerful, and some of the most effective techniques available. Which is partly true. They may be in the very short-term sense. They are also a nightmare strategically, in the long-term sense. Not only do I advise against it, I categorically consider them unethical in most situations.

If a prospective client cannot remember how they arrived at the decision to work with you [and as a good measure, if you can not easily remind them in writing over an email] then you are going to have blowback at some point in the future.

"Buyer's remorse" does not quite cover it.

 

So not only do I have people agree that they will only use the tools of influence that I do teach in service of someone else's outcomes [not their own], but I also advise against and refuse to teach hypnosis or anchoring in the context of sales and influence in the Evolutionary Sales process. It is anathema to all that Evolutionary Sales is. If you are always coming from the place of using tools of influence ONLY to assist another in achieving their outcomes, it is virtually guaranteed you
 be selling ethically.

Now there are trainers and entertainers and presenters and "edutainers" who not only use the hypnotic sales techniques, but teach it, brag about it, and sell products to do the very things I mentioned above as unethical in my not-so-humble opinion. I have also dealt with enough of their customers post-fact that I can say the resentments and shattered hopes as a result of that strategy is frustrating to watch and painful to behold, empathetically.

On the one hand, given the volume that people like Christopher Howard and Tony Robbins produce in terms of attendees, it is hard not to be grateful for what they are doing in the world in exposing people to rapid transformation. And to be honest, I am not sure how you could do it any other way in terms of sales with a crowd that large.

While hypnotic sales may be effective and the only viable solution in a large crowd [I question that, but it is efficient for short-term-monetary gain]; it is a toxic approach for those of us in solo-businesses as practitioners. 

There is a better way, where all sides are more effectively served. 

 What I do know is that if you are opening a relationship [rather than "closing deals"] You must engage the prospect in inquiry, mostly to be certain you can be of service. Once that is assured, direct them to consider if they did have the solution they seek what it would open up in their lives and then if you are certain you are a fit for their needs and they are a fit for you, then you can ethically open the relationship.

This is the process we teach in the Coaching the Life Coach Apprentice Program. This is the approach that assures conversion rates of over 95% AND what I call a "stick rate". In other words--no relationship fall off from buyer's remorse.

At the upcoming event I am not only going to teach this entire ethical sales process for free, but I will give you all the nuts and bolts you need to have high conversion rates in your introductory sessions.

Every nut and bolt I know how to deliver to you. In service of you having sustainability of finances, your clients having sustainability of change, so we can all create a better world together as we accelerate the Evolution of Consciousness.

Join us. RSVP now to reserve your spot

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Self-Esteem and the Solo-Preneur | Internal vs. External Locus of Responsibility

Read this sentence to yourself in your mind or out loud:


"My life is the sum total of my own choices; the state of my business is the sum total of my choices".

As you read that and re-read that, what is your experience? Do you feel excitement? Pride? Shame? Do you sense a burden on your shoulders? What does it weigh in your mind? Do you quickly move to insist it is not your "fault". That it was out of your control? That it was this circumstance or that circumstance? That you were "wronged"? Or "unlucky"?

Or do you experience a comforting and/or challenging level of acceptance. A "yup" with a quiet nod of your head?

One thing is for certain-your relationship to that sentence is a good indicator of your level of self-esteem, or your level of healthy egoic development in the positive sense. You see, it is not the big ego that needs defending or asserting in the world; it is the small ego. It is not the big ego that is arrogant, self-righteous, or deflects responsibility and blames others; it is the small, pre-rational, pre-conventional, vengeful, ego-centric ego.

It is a challenging re-frame for most to get their minds around. But just ask yourself this: what kind of ego could achieve a non-dual sense of reality; what kind of ego could be one with all things, moment to moment? A big, huge ego. An ego so large it can be a yes to whatever is arising moment to moment and relate to it, be a part of it. That takes an expanded sense of self. Yet that ego is also diffuse. It is large, but it is flexible. It lacks rigidity. It does not need defending or asserting; it understands its power. As a result, there is nothing to prove to anyone-not even itself.

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How to Determine Your Fees and Get Paid What You Are Worth [Part 1]

One of the challenges I see so many coaches and solopreneurs struggle with is what they should charge for their services. Most do not know what they should charge. Many charge what they think they can get. Some charge whatever the next coach or practitioner charges. That is--"the going rate". Many charge what they would be willing to pay themselves. Most charge less than they are worth--while improving the lives of others dramatically.

But why? And what are the solutions to this travesty of value?

There are three primary reasons:

  • Mistakingly thinking they are actually trading time for money, and/or that their services are a commodity. A thing to purchase
  • Limiting beliefs; usually about themselves or the value they bring at their very core-and what they or their services are worth, what the prospective client would be willing to pay, or about money in general
  • A lack of sales skill; they do not know how to create accurate yet inspiring value perceptions in the prospective client that make the fees irrelevant or appear minimal in comparison to what they are getting through the service.

How the heck do you determine or set your rate?

What are your services and/or your offering actually worth?

There are two answers to "how do you determine the rate?", or "what should I charge?":

  • 20% more than you feel comfortable asking for
  • Whatever the market can bear: whatever you can consistently get in return for your services or product

I have never met a solopreneur or some other type of small business person, who was in their first 5 years in business, who I have not advised to raise their rates. After understanding what they do, I examined their rates, and told every single one of them to raise them about 10% to 20%. They were all dramatically undervalued and undervaluing their offering.

You Might Be as Well

There is fear around raising rates for most people. They think they will see less clients, and as a result, have trouble with their financial obligations, they fear people will not pay that rate, and ultimately they either lack confidence in themselves and their offering, or they themselves are making the mistake of confused value perceptions; they do not see the true value for themselves.

So especially if you are just starting out or you are in the first few years of building your business, as a general rule of thumb, you should add 10% to 20%. Not so much that you are anxious about it, but enough to expand your beliefs about your value.

What can the market bare? In other words, charge whatever people are willing to pay. Ultimately, the consumers of your services set the rates. If your conversion rates of prospects to clients is too low [and I say it is too low if you can not reasonably count on them signing up], then your rate may need to be adjusted down. However, where you look first, is your ability to sell or enroll others in your services. Be careful to look there first. Anyone can get better at anything. Lowering your rates serves no one--least of all the client.

Clients who pay more are more serious about the work--and they get more accomplished in a shorter period of time. AND you show up at an ever grater level of excellence at a higher rate, multiplying this exponentially.

This is why I do not allow friends or family to subsidize a clients work for them with me.

They can borrow the money--they will take that seriously--but they may not be gifted any number of sessions. It is for the clients own good. And in the case of their borrowing it, I usually conduct my due diligence in making sure my work with them relieves more stress than it creates, so if there are underlying issues around money in their relationship, I may still decline that, not wanting to exacerbate them.

Additionally, if you told me you were unable to get the rate you wanted, I would ask a few questions

  • Can't get it from whom? Which market? There is always someone somewhere who can afford you and will see the value in it. The higher the rates, the smaller the pool of prospective clients as a matter of financial and numerical fact, but you can get it from the right target market
  • How confident and relaxed are you when they review the agreement and see the fees? Do you communicate worth and confidence? Or do you communicate an opening for a negotiation? Do you communicate uncertainty? Or--god forbid--do you ask them if it is too high as you project your own unresolved issues around money onto them? [The client has enough of their own limitations--they do not need you to add yours]
  • Are you selling from vision and possibility and creating more accurate and inspiring value perceptions in the prospect--or are you trading time for money?
  • How effective are you at inspiring, enrolling, and re-framing concerns?
  • Where do you need to gain additional skill?

No matter how good you are, you can ALWAYS improve your sales and communication skills.

Those are the questions we explore first to be an Evolutionary Professional--to be constantly improving our efficacy at leveraging others beyond their limitations to have the life they dream of. There is always something you could have done to make a difference in the process. Examine that and only that. After that inquiry is exhausted, then you can indulge in examining how the client X,Y or Z. And it is, in fact, an egoic indulgence unless you are clarifying what a "qualified" prospect is.

You also need to look at what your intake process and your behavior is telling the client and yourself about what are you selling and offering? What are you offering? How clear are you when you communicate that? Do you communicate competence? Where do you come from or what platform do you stand on? What does your approach and your behavior presuppose as organizing principles. Not espoused beliefs or platitudes, but rather--integrated and aligned behavior.

One of the organizing principles I shared with my Apprentices and Evolutionary Professional clients and I will share with you now is this: You are not selling them on your service or product. It is a mistake to think so no only for your relationship to your own fees, the client's relationship to your fees--their investment--but also your level of fulfillment. If you try to sell them on how great your product or service is, you run the risk of some dynamics that will be set you up to less effective.

What you are selling them is a solution to a problem, or an access--a gateway--to the vision they have for themselves. Therefore:

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

We have already covered errors in philosophical grounding, lack of skill, and a failure of implementing a sustainable structure for your business--and for the scope of your clients' needs. What is next? More nuts and bolts rather than philosophical grounding or mindset:

Mistake #4: Having Only 1 Stream of Prospects

Most coaches and solo-preneurs rely on word of mouth. Word of mouth is critical. 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 solo-preneur must establish for themselves. What are those three? Solution:
  • Formalized referral systems [two of them]
  • Speaking engagements and free evening talks
  • Word of mouth
The two formalized referral systems?
  • An affiliate program with a percentage or fee for referrals
  • Write a referral clause into your client contract--requiring two if the client is happy with your services. While you do not want to be heavy handed about this, it does set their intention and focuses their awareness on a more formal approach to referrals
The evening talks?
  • Make it explicit in your marketing AND in your introductory remarks that you are there for two reasons:
    • to provide value to their lives--first and foremost
    • to expose people to and offer an introduction to your services
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.
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.

Mistake #5: Failure to leverage contact points and the opportunity they hold

Solution: many
  • 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 leverage them beyond their current limitations emotionally or mentally--an opportunity for your to expand their world. An opportunity for you to be of service.
  • Do not give "free initial coaching sessions"
    • 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. 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.
    • Have them make a decision one way or the other in that exploratory session. 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.
    • Be respectful with their experience--set context--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.
  • 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.
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.

Mistake #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--but an afterthought.

Mistake #7: (Did I say 6?) I guess there is at least one more mistake:
"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. 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. 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? I hope this article helps you in your desire for sustainable prosperity.

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