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E#191 Share Your Brilliance!

This episode is about sharing your brilliance!

Today I want to talk to you about sharing your brilliance. After all, you are an amazing practitioner who wants to change the world, and therefore, you need to be able to let people know how you do this, and then, to do it well.

I am talking through the lens of a summit I’m speaking at shortly and will share some tips and insights to help you get your brilliance into the world!

In the show notes, I’m sharing a link to your FREE ticket to the Share Your Brilliance Summit, being held from May 23 – 27, 2022.

In this episode, I’ll talk about 
* What Sharing Your Brilliance is All About
* What Gets In the Way of Your Brilliance?
* The FREE Share Your Brilliance Summit
* Three Steps to Share Your Brilliance

What is “Sharing Your Brilliance” All About?

Brilliance means splendour or magnificence. And in a business context, I think that sharing your brilliance is about bringing your greatness, your zone of genius and your special skills and talents into the world.

Why does this matter?

Because as an authentic person who is in the business of helping and supporting others, you are on this world to make a difference, to have an impact, to help others to overcome their fears, challenges and find the joy and fulfilment they deserve.

Further, if you have greatness and the power to help others, it would be an absolute travesty if you DIDN’T share your brilliance.

Everyone would be missing out on the impact of your superpowers!

What Gets in the Way of Your Brilliance?

I think you and I both know the answer – it’s the stuff between your ears. Your fear, your lack of confidence, your scattered thoughts, your impostor syndrome.

Feeling not good enough.

Not knowing where to start.

And when you say those sorts of things to yourself repeatedly, they become beliefs. This is how beliefs are formed!

Now, I know how confusing business can be – especially if you are running an online business.

You’re on the journey of building a client base and getting things right in your business. But if you have any sort of impostor syndrome or self-doubt, there are a billion people out there trying to sell you the magic solution.

With SO much noise and information out there, so many people to compare yourself with, so many shiny objects….it can lead you away from your integrity.

It can be a challenge to work out how to get started and succeed in sharing your brilliance, and, find business strategies that suit multi-passionate, intuitive types like us.

The Share Your Brilliance Summit

That’s why I’m so excited to tell you about the Share Your Brilliance summit from May 23 – 27!

Most importantly, this event is totally, 100% FREE. No cost.

For 5 days, May 23 to 27, Natasha Berta of Connected Marketing is bringing you presentations from 25+ heart-led business owners who have found ways to grow their business without selling out on their soul. You’ll hear about everything from mindset, sustainable business foundations, content creation + creativity, your offer, how to reach more people, and more.

It features 25+ amazing presenters who are ready to teach and mentor you on how to book more sessions and have greater clarity about your value.

Let’s face it, these things are the secret sauce for building a purposeful, profitable business. Communicating your value and booking more sessions with paying clients.

The goal for this summit is different than most. It’s going to be more like an online retreat than a summit with morning movement sessions, daytime learning sessions and wrapping up each day with a sound healing to integrate it all.

Plus, there is a theme for each day tailored to people in business who are just like you – waiting and wanting to share YOUR brilliance.

For example, I am going to be speaking at the summit, on How to Create a Client Centric Program that Sells.

I am so excited to be featured alongside some pretty big names in business, including:

· George Kao
· Danielle Gardner
· Karen Humphries
· Lucine Eusani
· Bridget Avgoustakis
· Claire Kerslake
· Aesha Kennedy
· Chantal Khoury
· And a whole lot more

There’s a free option and an affordable VIP pass with tons of goodies.

Each presentation will be available to you for 24 hours, but you can also get lifetime access (along with some other amazing bonuses) by grabbing the VIP All-Access Pass.

There’s more I’d love to tell you about this summit, but I’ll let you check out all the details for yourself – and you can grab a free ticket for the Share Your Brilliance Summit using this link!

How You Can Share Your Brilliance

So, how do you share your brilliance?

Here are some ideas to get started.

Firstly, clarify the value of working with you and the service you offer.

  1. Write down all the skills and strengths you have – think about the things that come EASILY to you but are hard for others to do.
  2. Make a list of your top three strongest values. What drives you, and what makes you passionate about your work?
  3. Write down three important reasons why your work is so meaningful. If you can do this work, what sorts of impact or result does it have?

Secondly, define the turning point that causes people to reach out for help.

  1. What is the moment of realisation that they need to change? Where are they, and what is the situation?
  2. If you’ve been on the same journey, what was YOUR turning point?
  3. What is the pain that becomes so big, that the person reaches out for help?
  4. What is the result they know they desperately want?

Finally, work out who your target audience is, and where they might be. 

  1. Think about the people that light you up, who ‘get you’, and who you love to be around. What kind of people are they? 
  2. The saying goes that your niche is the version of you from 5 years ago. What kind of person are you?
  3. Think about where you like to hang out and find out about or buy services in your area. Where would you go, and what would your requirements for buying be – would you need to follow someone on LinkedIn for a while before speaking to them, or would you listen to their podcast, or something else? 

    These three sets of questions help you to define your value, your people, what they need help with, and where to find them. Feel free to write out your own set of questions in these areas to help you get clarity. 

    Also, go back to my previous episode 186 Three Proven Marketing Roadmaps for Coaches to help you get clarity on using your communication strengths to build your audience. 

    Summary

    Today I talked about what sharing your brilliance is, and some of the things that get in the way of that. I mentioned a totally FREE summit in May 2022, with over 25 experienced speakers to help you learn how to share your brilliance. A link to your free ticket is in the show notes.  

    Finally, I walked you through a three-step process to share your brilliance. What are you waiting for? Get out there and share your greatness with the world. I dare you! 

    Ready to get clarity on your pathway to success?

    Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

    Learn more here:

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    E#171 Pull Marketing – Attract Clients with Confidence

    This episode is about pull marketing – attract clients with confidence

    I was asked recently for tips on how to ask clients to work with you, or engage people in a sales process. This episode covers what I call a coaching approach to attracting clients with confidence and creating clients with ease. 

    What is Pull Marketing?

    I use the concept of ‘pull’ marketing. It means creating demand for your services or products, rather than pushing them onto people.

    If you are a coach, you are perfectly equipped with the coaching skills that can help you do this easily. All you need to do is to flip your thinking and redefine the words that currently seem icky and uncomfortable, like “marketing” and “sales”. 

    In this episode, I’ll talk about 
    * What is Pull Marketing?
    * The 4 Step “Pull Marketing” Process
    * How to get it right?

    The essence of pull marketing, from a coaching perspective, is to speak with conviction about your why, to be aspirational and inspirational, and to build or tap into a community around that. Then to match your values and services with the people who need them, and offer to support them through a journey if and when they are ready to take it.

    Here is a rough 4-step process that I use, that others have used, and that really works.

    4 Step “Pull Marketing” Process

    Step 1 – Start with the Why

    Pull marketing starts with clearly communicating your big why and your bigger mission and really unpacking it.

    The why naturally speaks to a huge problem that people want to solve – confidence, fear, isolation, self-doubt – or whatever it is. 

    It paints an aspirational picture of what’s possible (and what we can achieve together). People see themselves in that and create a shared vision.

    Speaking to the why regularly ignites the fire in people who are thinking about change but are afraid (it’s not you, it’s them!) – they move through the stages of change to become ready. 

    They sit up and take notice. Your inspirational and aspirational approach gives them a sense of hope, of potential, and that you are the leader who can help them.

    Step 2 – Give a Vehicle for Engagement

    By communicating your why in your content, people are attracted and engage with you as they become readier and readier to change (and therefore buy).

    They want to stay connected because it feels good to be around you.

    They may not be ready to buy yet.

    So, create a vehicle for engagement. Give them a place to go to stay in touch – a meetup group, a LinkedIn group, or some other ‘container’ for like-minded people.

    They will want to be part of that community and they will have ownership if they can co-create it with you (and this is the coaching way). 

    In that container, you can speak more to the journey they are on and help them solve day-to-day problems that they’re facing, and to get peer support.

    Be authentic, and speak to both obstacles and wins. Keep the positive momentum going.

    The community will become very problem aware, and solution aware, and are equipped to evaluate how important it is to change at this time.

    Step 3 – Add More Value

    With the help of your content in steps 1 and 2, some of the people in your audience will become more ready to change and will start to prepare for change.

    You can add more value in an event of some kind – a workshop, webinar, etc.

    In that session you would unpacking your why (related to their problem), and then introduce how you help people solve that problem. What has worked for you, and/or your clients?

    What you are selling is support to walk people through a 4-step process or formula for helping them go from point A (problem) to point B (solution).

    Engage the audience and make them part of it. Make the content specific and relevant to them. And right up front, let them know that at the end you’ll let people know how to work with you if they want to.

    Step 4 – Make a SMART Offer 

    There is an offer at the end of this event (and you can make this offer once a month at least, for your general audience). The offer is your vehicle to actually help those people to find the confidence and support they need on such a big journey.

    The offer is essentially formulated like a SMART goal (I am patenting this idea) 

    It talks about the:

    1. Specific problem you are helping with and type of people who have that problem 
    2. Two Measurable elements – how long it is (e.g. 8-week program) and how many people you have capacity to work with (e.g. 5 clients)
    3. Actions that 
      1. people need to take e.g. must be committed to attending weekly sessions, and, 
      2. the actions that you will take to help them overcome their obstacles and objections
    4. Realistic results that people will get if they take the actions – and the outcomes that those actions will generate e.g. have a bigger impact, be a role model for their kids
    5. Timing of the offer – e.g. contact you by a specific date, starting on a specific date

    Then, you must have the next steps mapped out clearly to enquire or take up the offer.

    I like to have a good fit call to see if the person is truly ready to change, and if they are a fit for working with me.

    If they aren’t interested, it might not be the right offer or the right time.

    If they aren’t a fit, you can refer them to someone or something else.

    In either case, you can STILL offer them value through ongoing connection with you on (LinkedIn, email, community etc) and you can invite them to share the message with others who need the courage and confidence to navigate the journey.

    Getting it Right

    This method works for me, and others. 

    Your courage to do it is borne from your bigger why, the thing that you MUST do no matter what – which is the kryptonite for your fears.

    If you can engage people in your why and share the dream with them, and co-create a vision, you will both be able to put the fear of marketing and sales aside and focus on making a change, and a difference. 

    Summary

    Attracting clients and selling programs is a big challenge for a lot of coaches. There are mental and emotional hurdles and often limiting beliefs in the way.

    Your courage to make offers is borne from your bigger why, the thing that you MUST do no matter what.

    Pull marketing is a strategy that leverages coaching skills and strengths.

    The four-step process I shared today includes:

    1. Starting with the why (as the focus for all your content) 
    2. Creating a vehicle for engagement where you dive into the what 
    3. Adding more value by offering events that truly help the people who are becoming ready to change
    4. Making a SMART offer that helps people connect with you so they can benefit from your skills, abilities and support.

    Ready to get clarity on your pathway to success?

    Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

    Learn more here:

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    E#162 The Link Between Stress and Mental Health Issues

    This episode is about the link between stress and mental health issues

    Mental illness is a significant global issue. If we want to take a preventative approach, we need to understand the factors that lead to mental health issues. 

    In any one year, 1 in 5 Australians is affected by diagnosed and undiagnosed mental health issues.

    Mental health is a global issue, having the third highest disease burden of all diseases in Australia and globally. The World Health Organisation (WHO) predicts that depression (in particular) will be the leading health concern in both developed and developing nations by 2030[1].

    In this episode, I’ll talk about 
    * What causes mental health issues?
    * How does stress affect mental health?
    * What we can do about mental health and stress

    We know that mental health issues affect a person’s thinking, emotional state and behaviour and disrupts their ability to work, carry out daily living activities and engage in healthy relationships. We also know that early, effective prevention or intervention programs maintain good mental health[2].

    In that sense, if we can understand the causes and etiology of mental health issues, we are better placed to reduce and manage them better.

    What Causes Mental Health Issues?

    If we are to intervene early and effectively to prevent mental health issues, where do we start?

    A logical place is the link between stress and mental health. There is overwhelming evidence that stress is a precursor to mental health issues and is tightly linked to mental health decline. Stress is also strongly related to depression[3].

    Since 15 – 45% of mental health issues are attributable to workplace conditions, understanding the workplace risk factors seems to be a logical next step[4].

    How Does Stress Affect Mental Health?

    One model of stress and ageing/disease suggests that an individual’s perception of stress and prolonged exposure to stress can change the brain, body and behaviour, all of which perpetuate a vicious cycle of excessive response, damage and poor recovery3.

    In the brain, an enlarged amygdala and diminished hippocampus are related to memory loss, reduced learning ability, and depression. The longer a person is highly or chronically stressed or depressed, the smaller their hippocampus gets.[5]

    In the body, elevated cortisol levels and a chronically active fight or flight response can cause symptoms such as elevated resting heart rate or blood pressure.

    A chronically stressed person may change their behaviour to help them cope or adapt[6]. Behaviour changes may include decreased exercise and sleep, increased smoking, changes to diet and reduced adherence to medication, all of which contribute to mental and physical health decline.

    In other words, an employee who faces stressors such as constant overwork, prolonged screen time, sedentary work behaviours, feeling pressure to work or respond to emails outside working hours, discrimination, bullying or harassment, constantly facing disgruntled customers or workers, or long/irregular working hours, is at risk of chronic stress, and both physical and mental health issues[7].

    The initial signs of mental health decline in the workforce may be subtle and therefore hard to detect at first, but over time will become more obvious in terms of health metrics and behaviour change.

    Workplace Impacts

    Chronic stress and mental health concerns in the workplace result in increased absenteeism, reduced contribution and participation, reduced productivity, reduced cohesiveness and cooperation and high staff turnover.

    There are concomitant increases in the cost of health services, insurance and supplementary employment benefits to the tune of $17.4bn per annum in Australia4.

    What We Can Do

    As a starting point, the hierarchy of control is a useful framework to identify and reduce stressors in the workplace, to reduce the risk and development of mental health issues.

    If workplaces can eliminate, substitute, or reduce exposure to stress and mental health hazards, provide protection and treat the negative impacts, then we may start to see mentally healthier, happier workplaces.

    But let’s go one step further.

    We all know that prevention is better than cure. From a preventive standpoint, workplace programs and initiatives that are proven to build employee resilience and improve individual stress responses will create a workforce where employees cope well, bounce back better, are happier and more productive in their roles.

    Summary

    Mental health issues are a global concern, and they have a significant impact on both quality of life and workplace productivity.

    An individual’s perception of stress and prolonged exposure to stress are key factors in the development of mental health issues, via changes in the brain, body and behaviour.

    We know that workplace conditions strongly linked to both chronic stress and the development of mental health issues. This provides us with a golden opportunity to get on the front foot by better-managing existing risks and by taking preventive action to improve resilience and create healthier, happier workplaces.

    [1] https://www.who.int/healthinfo/global_burden_disease/GBD_report_2004update_full.pdf?ua

    [2] https://mhfa.com.au/

    [3] Epel, S. et al., (2018). “More than a feeling: A unified view of stress measurement for population science,” Front Neuroendocrinol, vol. 49,   pp. 146-169, Apr 2018, doi: 10.1016/j.yfrne.2018.03.001.

    [4] Carter, L and Dr Stanford, J (2021). Investing in Better Mental Health in Australian Workplaces. The Australia Institute, Canberra, ACT.

    [5] Doidge, N. (2007). The Brain that Changes Itself. Scribe Publications, Melbourne, Australia.

    [6] Cohen S, Janicki-Deverts D, Miller GE (2007). Psychological Stress and Disease. JAMA. 2007;298(14):1685–1687. doi:10.1001/jama.298.14.1685

    [7] Johnson, a. et. al (2020) A review and agenda for examining how technology-driven changes at work will impact workplace mental health and employee wellbeing. Australian Journal of Management

    2020, Vol. 45(3) 402–424

    Ready to get clarity on your pathway to success?

    Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

    Learn more here:

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    E#156 Overwork vs productivity

    This episode is about overwork vs productivity

    Today I’d like to talk about how overwork impacts your productivity and how to flip the switch so you can enjoy high productivity and balance.

    What is overwork?

    A lot of people have the belief that you must work hard to succeed. And while this is correct in many ways, I want to split the hair and separate working hard from overwork.

    When you hear the phrase ‘working hard,’ what comes to mind? What does it mean to you?

    Does it mean working to produce an outcome, or working long hours or to the point of exhaustion?

    In this episode, I’ll talk about 
    * What is overwork?
    * What is productivity?
    * What leads to overwork or productivity?

    Our ability to work with balance starts by what we make things mean – in other words, the meaning we assign to words and phrases.

    To me, working hard is staying focused on a task, giving it my sole attention and finishing it in the allocated time. I define working hard as focused work that has an outcome of positive, empowered productivity without burnout. It is punctuated by dates, boundaries around a finishing time, and working to a step by step plan mapped out in advance.

    That means I define overwork as the opposite of that. 

    To me, overwork means spending long hours on a task and driving yourself to do it, with insufficient breaks, and with diminishing returns. 

    To me, a hallmark of overwork is long hours for diminishing returns. In other words it is inefficient and ineffective. We know that your productivity and focus declines after x minutes. So working longer usually means working softer, being less efficient and less productive.

    Overwork doesn’t mean high quality, and it may not even mean high output. It often means the opposite – a low to moderate volume of low to moderate quality work.

    Very few people who work long hours for long periods, are able to generate high quality work. Or if they do, it comes at an emotional cost.

    What is productivity?

    Productivity is the art of working in a focused way to produce tangible outcomes and results.

    It is not about the number of hours you spend. It is about the quality of focus and results that you create.

    Here are some hallmarks of productivity.

    I think a big one is the fact that you feel good and like you have accomplished something.

    Another hallmark of productivity is that you can see a tangible output. You’ve completed something. There is something to show for your efforts.

    A simple way to sum this discussion up is that productivity is about quality, not quantity. Overwork tends to be more about quantity, not quality.

    The problem with overwork

    Overwork causes problems for both individuals and organisations.

    At the individual level, overwork often leads to excessive stress. When someone becomes stressed, their behaviour changes. 

    They are prone to become emotionally imbalanced and reactive towards other people and situations. They feel negative emotions more often, such as irrationality, frustration, irritation, resentfulness. They more likely take things personally, and more likely catastrophise or amplify problems. 

    Thinking patterns of rumination and worry can result.

    Since the human brain can’t multitask (yes, that’s a myth), it makes sense that with all of those things going on in your brain, you have very little space left for productive work.

    Imagine the impact of this if you are running a solo business? It means that you’re left feeling flustered, lost and not getting anything done, and doubting yourself.

    Now, imagine the impact of that person within a team or an organization?

    If that overworking person is a manager (and I’ve worked with these) then their team ends up walking on eggshells to appease their boss and avoid getting sprayed. The team may feel pressured to also work long hours, may lose confidence in themselves. Everyone in the team feels stressed.

    If that overworking person is an employee (and I’ve worked with these), they may feel entitled to more money, better conditions or elevated status. But remember that overwork usually means poor quality output, and possibly a low volume of it, so the person who overworks 

    The overworking employee might become a prickly person who is hard to connect and interact with. Or they may become withdrawn or morose. None of these outcomes is favourable for team or client relationships.

    What leads to overwork…or productivity?

    Simply, it’s all about your values, beliefs, thinking patterns and expectations.

    If you value hard work and believe that you must work hard and long hours to get an outcome and that it must be perfect, then you’re probably on the path to overwork and actually lower productivity due to burnout.

    If you value tangible outcomes and efficient use of time without distraction, with a sense of balancing your energy on the journey to getting there, even accepting imperfect results, then I believe you’re more likely set up to be productive.

    Resolving overwork

    Since overwork is founded in beliefs and may be driven by workplace culture and policies, the answer to resolving it is two-pronged.

    Firstly, businesses (even solo businesses) can create policies that set boundaries around working hours, and can introduce initiatives to help people better structure and plan their work. 

    In other words, workplaces (and solo business owners) can change their work environment to make it more conducive to breaks, to manage expectations and to send a message about the importance of time off to rejuvenate.

    We’re talking about a positive workplace culture.

    But a lot of the resolution is in the hands of the individual.

    So the second prong is supporting individuals to set boundaries around their work and personal lives, to review their own expectations of themselves, to challenge old thinking patterns, and to better manage urges.

    Let’s use my old workplace as an example, in the 1990’s.

    I managed a business where we had very clear boundaries around personal time off, and encouraged employees not to work on weekends. We allowed them  to take some of their sick leave as ‘well days’ if needed so that they could rejuvenate themselves. 

    We were very progressive, and our CEO was big on creating a supporting culture that rewarded hard work and encouraged enough time to rest and recover.

    This went against the grain in our industry, because many other firms like ours were requiring their salaried staff to work many hours of overtime to finish work that was over budget.

    Our approach was to quote for jobs very accurately, to teach our staff tightly manage time budgets, and to ensure we have the right people for the right job so that they could work efficiently and effectively in their zones of genius, which is much more time efficient than trying to make somebody do a job that they’re not very good at.

    So as a workplace, we created the environment and policies to support productivity, and we created a culture that upheld those same values.

    That is the bit we could control. We also encouraged employees through our performance review system to work productively rather than excessively, and we engaged staff who fit this way of working.

    Summary

    As I mentioned earlier, simple way to sum this discussion up is that productivity is about quality, not quantity. Overwork tends to be more about quantity, not quality.

    You may be driven to overwork or to be productive in a balanced way, depending on your work environment, your beliefs and your values.

    If you’re in an organisation, the policies and structures can drive overwork or productivity.

    If you’re a solo business owner, then it’s up to you to create this framework for yourself.

    But as an individual, your values and beliefs may require examination to discover what drives you and if necessary, how to develop a more positive, self-sustaining perspective that promotes work life balance.

    Ready to get clarity on your pathway to success?

    Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

    Learn more here:

    Posted on

    E#155 The Value of (Pilot) Program Content + Emails

    This episode is about the value of (pilot) program content + emails

    Program content and emails are important program resources that help your clients to know what to do, grow into their new identity and make positive, lasting change. The right amount and type of content and emails can make your clients’ ‘know, grow and change’ journey more impactful, therefore adding incredible, tangible value to an intangible service – at least initially, before clients truly experience the value of coaching itself. 

    When creating content and emails, it’s essential to consider the customer journey and user experience so that you can meet clients where they’re at and meet their needs and wants.  

    Simply listening to and addressing needs is another great way to add value!

    I like to call content and emails ‘assets’ – the definition being ‘things that you own (e.g. your IP) that has an economic or other value. 

    In this episode, I’ll talk about 
    * Getting started guide
    * What are the monitoring tools that can really help?
    * How your personal experience can help you come up with great content?

    Content Assets

    Here are some of the content assets that you can create and use in your pilot and completed programs.

    Getting Started Guide

    This is a program road map and welcome guide for your clients, all in one. It explains briefly how the program works and includes housekeeping items like how to book appointments, log in, whitelist your email, etc. 

    Written and Verbal Quizzes

    Everybody loves to learn more about themselves. Everybody!

    And as coaches, we know that self-awareness is the first step to making change. It’s an essential pre-requisite for creating a compelling vision (where I am now, vs where I want to be).

    Quizzes, questionnaires and reflective worksheets are effective tools for raising self-awareness and/or changing perspective and negative thinking patterns that keep us stuck. They are fun and interesting methods of bringing curiosity and attention to who we are, what we like, and what we are capable of.

    As clients become aware of the symptoms, thoughts, feelings, behaviours and situations that they experience, and identify those which affect their motivation and habits, they will start to really ‘get it’ – that they have unique lifestyle challenges that they must master on their own terms. 

    In coaching programs, we tend to use quizzes more in the pre-work and first 2 – 3 weeks of a program (in the awareness phase), but they are also useful going forward for ongoing discovery.

    Quizzes can be sourced externally or you can create your own (Word doc, quiz software, Microsoft forms, Google forms).

    Examples include:

    Monitoring Tools

    We know that recognising success makes you feel like you are getting somewhere, and achieving a result – and that creates a sense of value.

    Yet so few of us take the time to recognise our efforts, our progress, and our incremental results.

    We live with ourselves every day, so the subtle changes that occur may be hard to see and acknowledge.

    Monitoring tools offer a powerful way to help your clients recognize some of the more subtle but important changes they are creating in life, body and/or mind.

    You can use monitoring tools from the first week of your program to help your client feel good and see hard data to show that your program gives specific benefits and results. 

    Useful tools include:

    • Weekly, in-session monitoring tools like a rating of 1 – 10 in any area, like energy, stress, hunger, sleep etc. Discuss and get the client to write them down.
    • Weekly goal review, including % success
    • Goal review (mid-program & final week) to give a big-picture view of change.
    • Wellness wheels (good ‘before and after’ visuals)
    • Reflective journals
    • Blank meal plans or other schedules
    • Checklists
    •  Progress charts or spreadsheets (e.g. for workouts done, glasses of water etc)
    • Anything else that helps a client ‘tick things off’.

    Homework Tasks (in Email, or Portal Resources) 

    In addition to a client’s own weekly goals, you may like to offer optional homework such as some activity or experiment you determine with the client in their session.

    Homework generally falls into the category of skills development (self-efficacy), challenge, or self-awareness.

    Here’s an example of each:

    • Skills development – invite a client to create their own tool for monitoring exercise based on their learning style, or to practice reframing negative thoughts.
    • Challenge – invite a client to say no to something, or set a boundary with a person, or themselves at work. Or, in a group setting, create 2 or 3 teams to complete a fun task such as highest total number of exercise minutes. 
    • Stretch – invite a client to complete one of the goals they set, with the option to stretch beyond it and do a little more (e.g. 5 more minutes of exercise.

      Other examples of homework tasks for coaching programs include:

      • Complete the VIA strengths inventory and identify one way they have used their #1 strength this week to help them with their goals.
      • Writing down 3 successes every night. This is a quick exercise that reinforces positive change – which is good for the client AND the perceived value around your program.
      • Saying ‘you’re worth it!’ into the mirror each morning.
      • Keeping a gratitude diary.

      Coaching tools

      Coaching tools are used to help clients get unstuck and/or otherwise facilitate change. 

      Like regular quizzes but with more of a coaching flavour, these tools can help to enhance a client’s self-awareness and facilitate a shift in perspective. Both are essential parts of change. 

      They may include: 

      • Decisional Balance, 
      • the VIA Strengths Test, 
      • Appreciative Enquiry, 
      • Energy Drains and Boosters, 
      • the ABCDE model, 
      • Reframing
      • Socratic questioning, 
      • a Positivity Rating. 

      Emails (or private / video / audio messages)

      Used wisely and in the right amount, emails, private messages and/or audio/video messages can add value to coaching programs.

      They can make it easier and more convenient for clients to remember to do this, such as:

      • log in to the coaching call each week
      • remember to complete their homework

      I once had a program for busy people and many of them wanted to remember to do a small daily task during the program. 

      To help them, I created an email autoresponder series was optional for my clients to subscribe to. It sent a simple email at 6am every day for 6 weeks, reminding them to do their activity. 

      It finished after 6 weeks, and didn’t sell or subscribe to anything else. They found it extremely useful!

      Emails, messages and personal video or audio messages can build connection, rapport and trust, if you use them to:

      • check in with progress on goals
      • let them know that you’re thinking of them or are ready to support them if they’re having trouble.
      • be a cheer leader for them
      • acknowledge their progress.

      In short, emails can support a client to deliver content, but also to remember to do things, feel supported in tough times, and feel acknowledged and valued.

      Experience Content

      Your own experience – what you did, what worked for you, how you felt at the time, and what worked for your client – is super helpful content to share with program members.

      It could be delivered as live or recorded videos, audios, blog posts or small snippets.

      There needs to be context added, for example, how you overcame a mental hurdle along the way, or a specific tool your client used to finally get out of bed at 6am, or a story of how someone redesigned their environment so they were no longer tempted.

      Stories are powerful and they help people imagine themselves in the same position, and succeeding.

      Value Adds

      Value adds are those unexpected little things that delight and surprise you – and add tangible value to a program, simply because you’re showing that you care.

      The goal is to make the client feel personally valued, supported and/or rewarded

      A great way to enhance ‘user experience’ (UX)! 

      Examples include:

      • A physical welcome gift (goodie bag, book voucher etc)
      • A personalised welcome letter
      • A blank journal and a branded pen (easiest to start) 
      • A beautiful worksheet that you create
      • Recipe booklets
      • Recommended Reading lists
      • Links to relevant Ted talks
      • Offering a private 15 minute chat
      • Links to ‘how to’ or ‘why’ style blogs or podcasts you’ve created (or others)
      • A completion certificate
      • A completion gift
      • A personalised thank you letter
      • A follow up postcard (e.g. 4 weeks after the program)

      For value-adds that can be used within a program, getting your clients to use them – in session, and for homework activities – can significantly boosts their self-awareness, achievements and results. 

      Value-adds used outside a program help a client to feel heard, acknowledged and valued.

      In a pilot program, actively taking on feedback and making changes to a program also demonstrate respect for and acknowledgement of your program clients. This is a way to add ’emotional value’ and to build trust and rapport.

      Summary

      Content and emails (and other media) aren’t about pushing your story or information on people, or forcing them to do or buy anything. 

      Content and emails (and other media) are an opportunity to truly support and help your client on a sometimes-challenging and uncomfortable journey to change and, to demonstrate that their journey and success is your priority.

      Best of all, you don’t need reams of stuff. You just need a few pieces of super useful stuff to support the journey to know, grow and change. 

      Based on what you know of your ideal clients, what could YOU create that would add the most value to your clients’ journey?

      Ready to get clarity on your pathway to success?

      Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

      Learn more here:

      Posted on

      E#154 The Why, What and How of Pilot Program Workflows

      This episode is about the why, what and how of pilot program workflows

      When you’re creating a coaching program or an educational program, there is SO MUCH that needs to go into the finished product that you don’t even realise. It’s like thinking you are putting together a 50 piece jigsaw and realising it’s actually a 5000 piece jigsaw. 

      In this episode I’m going to help you sort out the pieces of your program jigsaw and map out the basic roadmap or workflow of your pilot program so you can build it quickly and efficiently.

      In this episode, I’ll talk about 
      * What pilot programs?
      * What are workflows, and why create them?
      * What is it that you are mapping out?

      Why pilot programs  

      I did a compete episode on the benefits of pilot programs a while ago. But to recap, in my experience of over 3500 coaching hours, I have had the best results in programs that have started with a pilot version. 

      Now, I firmly believe that you should always run a pilot program so you can develop and test a draft version of a program with real clients before you launch it so you can feel more confident, professional and give clients exactly what they want.

      The starting point for any program is to map out a workflow which helps you to develop a professional program outline that captures all the key things you need to do, in a way that maximises your clients’ experience and results.

      In this episode, I’ll briefly map out the Why, What and How of pilot program workflows to help you capture the key elements and make the build out a little easier.

      What are workflows, and why create them? 

      Workflows are essentially planning tools that help you think through and map out the individual tasks you need to do to build your pilot program from both YOUR perspective AND considering the needs and wants of the clients you will serve. 

      Workflows help you build your program in a way that is very time efficient – aiming to capture all the important steps and do them in a logical order, so you know exactly what to do and how to do it.

      For example, building a program isn’t just about working out what you are going to do in a session and what content you might need to create. 

      It’s also looking at those things from the clients perspective – like how to make your client feel excited and comfortable when they attend the session. Consider also the format and delivery style of content in your program.

      For example, some social media Guru might have told you that you need to send three emails each week with a long story to engage your reader. How is your ideal client going to feel if they hate getting lengthy emails? The answer is simply, turned off.

      Or, what if you want to build out some fancy expansive platform to share coaching resources with your clients, but they are virtually IT illiterate and hate being online?

      As you can see, workflows are definitely about creating your own step-by-step roadmap for building your program, but more importantly they’re about making sure that your client has an exceptional service experience with your business.

      After all, it’s exceptional customer service that creates raving fans, transformational results, and plenty of referrals.

      In summary, workflows are all about good planning and customer service. They ensure you don’t miss anything in the build, and to co-create the program and build it in exactly the right way for your niche clients to have the best experience and results.

      What is it that you are mapping out?

      Since you want your clients to have a great experience in working with you (UX = user experience), you want to break your program into chunks and ensure that the customer experience in each area is easy, seamless, and enjoyable.

      There are three main areas to map out with workflows:

      1. Key steps in the promotion-to-sign-up phase
      2. Key steps in the onboarding phase (payment, welcome, engagement)
      3. Key steps in how the program will be run and what needs to be delivered, and when.

      Along the way, you can liaise with a niche focus group to get their opinions at each step of the way. Here’s how that could work.

      Once you’ve mapped a workflow for the areas above, test each one out yourself, as if you were a customer. 

      What was the experience like to sign up, be welcomed, pay, receive the info etc?

      How did you feel as you did it?

      What could be different/improved?

      Refine the process if needed, then, ask a couple of focus group members to talk through it or walk through it with you to see if you’re on the same page.

      No need to ask the WHOLE focus group to do all three aspects – just a couple for each is enough.

      How do you create workflows?

      The workflows themselves can be as simple, visual or detailed as you like – YOU decide.

      Some people (e.g. visual learners) like to use post it notes. 

      They write one step on each post-it note, then rearrange them on a mirror, wall or window until it seems like all of the steps (for signing up, on boarding or working through the program) are in a logical order, easy to undertake without any frustration, tech issues or time wasting.

      Alternatively, they may like to draw pictures.

      Some people (auditory or interactive learners) prefer to talk through things.

      Asking clients for their opinions might be the best way for you to map things out – or to talk through it aloud on your own.

      Some people (visual / detail learners) prefer to write answers and/or use spreadsheets.

      Working through a series of prompt questions might be helpful to identify all the considerations.

      Having a detailed, step-by-step project plan in a spreadsheet might help you to capture all the steps and schedule/allocate time to each task.

      Remember, they can be as simple or detailed as you like.

      Some people are happy to go with the flow and build things on the fly as they go, so might prefer to start with little detail and just some main ideas.

      Other people feel like they need a detailed, step-by-step list of tasks in order to do it properly and feel confident enough to launch.

      Summary

      Pilot programs (and eventually, full programs) contain a lot of moving parts.

      Workflows are great tools to help you capture all the steps and put them in the right order for three critical areas: sign up, onboarding and program delivery.

      As you create workflows, it’s important to get client opinions, test them yourself as if you were the client, and even get clients to talk through or walk through the ideas with you. That way you build more than just a great program – you build a program that gives your niche the best possible experience in working with you.

      Ready to get clarity on your pathway to success?

      Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

      Learn more here:

      Posted on

      #152 7 Considerations for Choosing a Program Platform

      This episode is about 7 considerations for choosing a program platform

      When it comes to offering a program and content to your clients, there are SO many ways you can do it. Today, I want to help you break it down and get clear on how to choose a platform that is right for you.

      What is a platform?

      The word ‘platform’ refers to the online space that hosts the content for your program for both you and your clients to access.

      Ideally, a platform provides content in a way that is easily accessible, visually appealing and in a logical order/layout. 

      In this episode, I’ll talk about 
      * What is a platform and its main functions?
      * What your audience wants?
      * What doesn’t the platform do?

      Platforms are many and varied. They perform different functions and have different levels of complexity.

      Here are seven main considerations for choosing a platform for YOUR program.

      What is the main function of the platform? 

      Is it primarily for delivering content, or creating a community, or facilitating communication between you and your clients – or a mix of these? 

      This is a huge consideration when picking a platform. It needs to be fit-for-purpose.

      What does your audience want?

      Do they prefer to go to a platform they’re familiar with, or something else?

      This is the second biggest consideration. If they don’t like the platform you’re using, or if it’s hard to use, they won’t use it.

      How user-friendly/intuitive is it?

      Trialing a platform before you buy/sign up is important. 

      If it’s not intuitive or doesn’t quite fit the structure you want, then it will be hard for you and your niche clients to use it.

      You can ask focus group members to test it for you during the trial phase (screen share on Zoom, or send them a test link) and again once you start building it out.

      How secure is it?

      Platforms have varying levels of security and this is a key consideration, especially with regard to national Privacy Acts, GDPR, etc – AND your intellectual property.

      Example: when you load content onto a WordPress website on a ‘hidden page’, it may be discoverable by random keyword searches.  Make sure you choose a system that doesn’t expose your IP or the confidentiality of your members.

      Also, ensure you have clear disclaimers and policies about privacy, use of personal information and precautions taken (including liability).

      What DOESN’T the platform do?

      If you like a platform but it doesn’t cover all the functions you need, look at what it integrates with, and/or what you might need to set up as a separate system.

      Examples include Zoom meetings, payment gateways, landing pages, email functionality, automation, booking links.

      This will help you decide whether you need to switch platforms, and/or set up associated systems to deliver your pilot.

      How tech savvy are you and your audience?

      Simpler platforms (even the more manual sharing of a Google Drive folder, or printing worksheets) might suit some demographics and live audiences better. In this case, YOU will still need a digital platform to store and create files in a logical, sequential order. 

      If your audience is familiar with tech, they may be interested in something more complex. 

      How long will it take to set up? Do you have the knowledge? These are two important questions to ask yourself.

      You can always pay someone to set up a platform for you – but this is a cost and, I think if you need to pay someone to set it up, that’s an indication that it’s too complex or big for your needs right now.

      How much do your niche want, and in what format?

      If your audience wants a lot of content, consider what the platform allows in terms of storage, and if web-based, how it might affect speed.

      Example: website membership plug-ins are great, but a lot of video files loaded onto a website take up space and slow site loading. In this case, you’d be better to host videos externally (e.g. Vimeo) and simply provide links within the platform.

      Some platforms allow hosting of a variety of content while some are restricted.

      Example: Facebook groups allow live videos, uploaded videos, written content etc).

      Example: you can’t upload audio files to Mighty Networks directly, you have to use a third party program like Soundcloud to store the file.

      Summary

      This is an overview of considerations when choosing a platform to host a coaching program.

      There may be other considerations not listed here.

      The message is – don’t jump in too quickly. Think about how it will actually work when you are ready to use it. Test it. Get your clients to test it.  

      Pick something that is the best fit, and then, start building it out in collaboration with your focus group clients.

      Ready to get clarity on your pathway to success?

      Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

      Learn more here:

      Posted on

      E#151 Commitment, Failure, Success

      This episode is about commitment, failure, success

      I love AFL football. And watching my team play the other day, it became clear to me how football is just like business. Today I want to use football as an analogy for committing to your business no matter what and getting through the failures so that you can succeed.

      Commitment 

      Commitment to your business is like commitment to your football team.

      I have followed the same football team since I was 14 years old and that’s a long time ago. I’ve been with that team through the celebrations, through the hard times, through the controversy, and I’m still here supporting that team.

      In this episode, I’ll talk about 
      * What is business self care?
      * How developing weekly habits and monthly reviews can help your business
      * How a support/check-in process can help your business

      And there are two parts to this that are relevant to business. 

      Firstly, your commitment to your business could be seen, generally, as your commitment to a particular sport. You love that sport and follow it like a true fan.

      More specifically, you might follow a particular member of that sport. At some point, you might shift your focus to a different player that you like better, or that has more aligned values with you.

      This is a bit like you changing your business model, or even changing your niche.

      You’re still committed to that sport, but you’re just saying things a bit differently and doing things a bit differently.

      Imagine for a moment that you could bring the same commitment to your business, that you bring to your favourite sport?

      How would that change your attitude each day?

      How would that change the action that you take?

      What would happen if you were 100% committed to your business, determined to persist, and you did that over a period of years?

      What would happen then?

      Failure

      If you’re any kind of sport fan, then you know that every team has failure. There is failure on a weekly level, on an individual level, at a team level, and even add a season level.

      No team ever, and no individual sports person ever, is always at the top of the ladder all the time.

      If you enter a sport or a business or anything knowing that there’s going to be failure along the way and committing to it anyway, what do you think would happen?

      One of the things that would happen is that you would be training for that sport no matter what and expecting to win, but being prepared to fail and knowing what to do when that happened.

      You don’t see teams and footballers and sports people throwing their hands up in the air, giving up, falling in a heap.

      They are committed to the process of training and being their best and skills development no matter what their win or lose count.

      If they lose a game, they watch a recording of it to learn what they did well, could have done more of, and what the mistakes were so that they can correct them.

      They know that if they keep doing the work, and the training, and the preparation, and keep focusing on what it takes to win, and learning from failure, they will get there.

      A friend of mine is a huge Richmond supporter in the AFL, and he has followed Richmond even when they failed miserably for many years.

      But more recently he has had his comeuppance, because Richmond has become a very good team and they won premierships in the last few years.

      Failure is easier when you accept that it will happen, learn from it, and also rally support around you to get through it.

      Sports teams and individual sports people have fans who relentlessly support their team no matter what.

      In your business, and in your life, you also need to have that cheer squad, and that support team who will help you to keep on doing the work and showing up and delivering every day so that you can achieve the success that you define for yourself.

      If you’re committed to a process, embrace failure and build a support network and fan base you are well positioned to wear the hard times and celebrate the good.

      Success

      If you commit to your business or your football team and you roll with the punches in the hard times, then success will inevitably come as a result of continual action.

      Success is not just an end result though. Success is also an opportunity to refine your message, do more of what you love, and create a singular focus to become a specialist.

      To learn what your zone of genius is, your most lucrative service is, and what you do best.

      This happens in football, too.

      Recently, while watching the footy, a commentator made an insightful comment: in an average team, it’s all hands on deck. In a good team, every player sticks to playing their best in their specific role.

      To reiterate – success is more than an end game – it’s a chance to refine, streamline, focus and excel.

      Summary

      There are many analogies for creating success in daily life.

      Today I explained how the AFL could be a metaphor for commitment, managing failure and leveraging success in your business.

      I invite you to reflect on the parallels and see what insights you gain.

      Ready to get clarity on your pathway to success?

      Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

      Learn more here:

      Posted on

      E#150 Business Self Care

      This episode is about business self care

      I want to start today’s episode with a question for you – how resilient is your business? 

      Are you looking after your business as well as you’re looking after yourself? 

      As a specialist in resilience building and planning, I have come up with a concept – business self-care – that will help you to develop and manage your business in a more proactive and organised way so that you can stay on top of things and build resilience in your business to help you better withstand the storms.

      In this episode, I’ll talk about 
      * What is business self care?
      * How developing weekly habits and monthly reviews can help your business
      * How a support/check-in process can help your business

      What is business self care?

      In a general sense, self-care refers to activities that you do to enhance your physical, mental and emotional wellbeing, so that you have the resilience to maintain your energy and manage stress well.

      In other words, if you want to be physically and mentally fit and resilient, then you need to have regular habits and rituals in place to first achieve and then maintain those states.

      Exactly the same goes for your business!

      Business self-care is a concept that I developed to describe the set of activities that you do to enhance the running of your business, so that you are actively taking better care of your business, experiencing less stress and have more clarity, certainty and a sense of organisation around what you are doing each week.

      If you want to grow and manage your business in a way that feels easy, organised and generates regular income – then you need to adopt a few regular business habits and rituals.

      Here are my top four business self-care practices that every business needs.

      1.  A routine of weekly tasks (habits)

      For you as a person, there are certain things you do every week to build resilience – the ability to bounce back from stress. These include things like exercise, eating well, getting a good night’s sleep, journaling, creative hobbies, social contact and being in nature.

      There are also parts of your business that need attention every week so it can bounce back from setbacks and not succumb to pressure.

      What are business weekly self care tasks?

      They’re generally tasks related to financial health, service quality and generating new income.

      While every business is unique, I’d suggest that most businesses can be resilient by:

      • making a weekly plan and priorities list,
      • checking the bank balance, 
      • calling in debtors, 
      • paying bills on time, 
      • confirming client appointments, 
      • scheduling and completing the week’s marketing activities, 
      • measuring trends in engagement, and 
      • taking time out for personal self care.

      All of these tasks might equal around one day’s worth of time per week, either in one block of time or in not negotiable time slots.

      Scheduling them into not-negotiable slots makes them happen, and will keep your business running smoothly. 

      These are the things that keep the wheels turning and to stay on course toward your goals.

      2.  A monthly review 

      For you personally, checking in with yourself helps you to identify what’s working well and which areas of your life need more attention, or help. 

      The same goes with business.

      It’s easy to get busy with doing the work, but you also need to take time to review how things are going, what’s working, and what’s not.

      One very good reason for this is to increase your efficiency – to do more productive work in less time and/or with less effort.

      Your business review highlights what’s working in your business, and what’s not.  It might help you to identify where you are losing money, wasting time, or misguided effort.

      In one example, I had a client who spent around 10 hours per month promoting products in her business, but they made up only 1% of her business!

      As soon she saw that, she realised that those 10 hours could be better spent – and, she defined an easier way to sell more products that took far less time.

      Another example is marketing.

      When was the last time you looked at how many people responded to your offers, or joined your mailing list, or joined your group?

      If you don’t know those things, then you have no way of measuring the effectiveness of your marketing. You’re flying blind.

      Knowing and tracking a few numbers and doing a simple monthly review will help you work out what’s working and what’s not – so you can build more resilience into your business.

      3. A support/check-in process 

      Support and check-ins are so important for us as individuals to maintain health and wellbeing.

      I go to my dentist regularly, get checkups with the doctor, see a skin therapist, and do other things to help me get an external perspective on my state of health and resilience.

      I hire coaches to coach me through the year in different areas to help me recommit to my health habits or motivators.

      When life is busy, it’s easy to forget to check in and ensure things are on track, and that you are attending any blind spots, and anticipating challenges so you can respond appropriately.

      The same goes with your business.

      Having outside eyes on your business, or to help you recognise what’s working, trends over time and identify which areas of your business need attention, is the best way to maintain the health and wellbeing of your business.

      4.  A growth process

      If you know anything about how the human body works, you know that it’s only by changing things up regularly that you get progression and growth.

      It’s only by changing your exercise routine that you maintain fitness and strength.

      It’s only by learning new things that you grow your knowledge and mental capacity.

      Without changing things up and committing to growth, you risk becoming stagnant and bored. 

      The same thing goes with business.

      You can keep doing the same thing day in, day out, but it may not help you to keep abreast of changes in technology, client sentiments, trends, disruptors and industry changes.

      Professional development and business training are essential parts of business self-care and resilience.

      When you stay on top of the changes that affect your business, and upskill to address those changes, you’ll more easily pivot and adapt, keep the ship sailing on course, and roll with the changes with ease.

      The pandemic is a great example. We all had to learn how to pivot into online service delivery and for some people, that means learning new skills like using online conferencing platforms, changing to an online payment system, and finding new ways to market their business.

      Being responsive and proactive means you can prepare yourself to adapt and maintain your clients and your business income. 

      Summary

      Today I talked about self-care essentials for business, which I consider to be:

      • A weekly schedule of not-negotiable, business-critical tasks
      • A monthly review to see what’s working and what’s not
      • A support or check-in process to help you see the blind spots so you can remedy them, or simply get new perspectives, and
      • A process of ongoing growth and learning so your business stays agile, relevant and appealing to your target audience.

      Ready to get clarity on your pathway to success?

      Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

      Learn more here:

      Posted on

      E#148 Identifying high chemistry clients

      This episode is about identifying high chemistry clients

      High chemistry clients are the people that you have a natural resonance with. They are the people that you look forward to seeing and find pleasure in being around. 

      The saying goes that you are the average of the five people closest to you. So if you want to have enjoyable work with great people, then seek high chemistry clients and your whole life will change.

      Let’s look at their traits, how to identify them and how to find more of them!

      In this episode, I’ll talk about 
      * Identify high chemistry clients
      * Know the traits of a high chemistry clients
      * Where to find your high chemistry clients

      Traits of high chemistry clients

      They have the same journey or history as you. 

      When they tell you their story you hear that you have experienced it all – or worked with many clients like that.

      They have similar values as you. Maybe it’s health, family, community, giving, or not taking any BS!

      My top values are honesty, fairness and justice. So when I hear people talking about what’s fair, or being very honest about something, or if they are helping people or championing the cause, then I know that they’re my people.

      I think this is the clearest trait of high chemistry clients, because values influence thinking patterns, feelings and behaviours so this sets the scene for the other things that will help you identify high chemistry clients.

      They are at a similar age and life stage. Perhaps they’re a mum of young kids like you, or going through menopause, or are juggling career promotions and social activities, or need to get off the couch and back into running.

      They are you, five years ago. You’re a few steps ahead in the journey. Maybe you’ve lost the weight, run the race, beat the demons or are better at mastering your monkey mind, or you’re motivated, inspired and able to talk yourself down from drama. So, they want to be like you.

      They have similar fears, worries and obstacles as you. When you hear them discuss the fear they had about taking that first step, or the same limiting beliefs you get, or the schedule clashes you had to navigate, it resonates.

      They think the same way as you. Maybe they also think kids should do chores for pocket money, that Labradors are cool, or that outdoor exercise is way better than indoor. 

      Start listening for the signposts in your coaching conversations with your favourite clients.

      Last week, I heard one of my clients saying that she likes to write down her goals and tick them off with a pen because she can see them and acknowledge them more clearly. She likes the sense of achieving things and it motivates her. 

      She said that starting is hard, but once she’s started she is ok – she gets momentum. All the same for me. I know she is my high chemistry client. 

      Identifying high chemistry clients

      You know when you’re looking forward to something and you get that tingly feeling of anticipation, and butterflies in your stomach?

      That’s a similar kind of feeling that comes up when you are with high chemistry clients.

      You have almost instant resonance with high chemistry clients, like you are long lost family members or have known each other for 100 years.

      I know that if a client is coming for a session with me and I’m excited to see them, I feel a sense of admiration for them, and we have a really good, deep conversation with a lot of resonance, then I’m with a high chemistry client.

      The conversation flows easily, and we go deeper quickly, and there is a real sense of honesty and openness.

      In contrast, if the conversation feels clunky, awkward, or stilted in any way, then I’m probably not with a high chemistry client.

      Or if I leave the session wondering if I actually helped them, they’re not a high chemistry client for me (caveat – if you are inexperienced, you may feel this way all the time, so this doesn’t count!)

      Finally, if I feel irritated, deflated or de-energized before or after a session with someone, then it’s likely they are not my people either.

      The great thing is that when you learn to identify that feeling you get inside, it can help you to quickly screen your leads and decide if they’re in or out, based on how you feel in that initial enquiry or sales call. 

      And in that case, it’s your chance to thank them politely and offer to refer them on, because you don’t feel like you’re the right person for them. 

      Finding more high chemistry clients

      Client referrals

      The great thing about working with high chemistry clients is that they might refer their friends to you. And remember, they are the average of the five people closest to them, so it means that they will probably refer more high chemistry clients to you.

      Best of all, high chemistry clients LOVE you and rave about you, so they will easily tell all their friends how wonderful you are and you will have a steady stream of leads.

      I know a coach who had excellent resonance with a client, and subsequently that client referred her mother, sister, cousins and aunt to the coach for the same service. How good is that?

      Friend referrals

      Another way to find more high chemistry clients is to have your own friends, family and inner circle refer people to you. After all, they know you well, so they are equipped to do a good job of match-making you with someone who would be a good fit.

      This is why family and friends are a great place to start practice coaching (so they experience your service) but also, you can equip them with a short statement to describe what you do (specifically) and how you help people. 

      I’m talking about a simple message to share with people about how you help others. This is not necessarily your elevator pitch, it’s a much simpler statement that describes the type of person you work with.

      This happened to me earlier this year. A friend referred someone to me because she could see the fit with me and how I work. She told her contact that I helped people with developing healthy habits and that I could work with her alongside her other health practitioners.

      We met for an initial conversation for an hour, and went from there. As it turns out, we have a LOT in common and have a great connection in the sessions.

      Preferred Locations

      So many coaches ask me – where do I find my ideal clients?

      This is actually a no-brainer – they generally hang out in the same sorts of places as you do.

      For example, I don’t like social media much and prefer networking and referral in live conversation to meet people. I’ve never tried to find clients on social media. 

      My ideal clients are the same. They tend to come to me via one of three ways;

      1. People I know refer them, 
      2. They listen to my podcast or YouTube channel and sign up for something,
      3. I meet them through my work partnerships and buy after they’ve gotten to know me.

      I’ve met and engaged high chemistry clients through social engagements after conversations about a shared love of football, similar work backgrounds, or a love of nature.

      You can meet high chemistry clients anywhere. You just have to have your radar up and start looking out for them, from the supermarket to the dentist’s waiting room, to the next charity event or party you go to. 

      Screening to Make Sure

      Even if they seem right at that initial meeting or contact, I always have a formal good fit call or chat to make sure the prospective client is someone I can give value to.

      It sets the scene for a professional relationship and it provides certainty that you ARE actually a good fit.

      As I mentioned earlier, your good fit call gives you the chance to hear them using the same sort of language as you or your typical client, a similar background or stage of life, and definitely the same sorts of whys. 

      For example, my high chemistry client has a professional background, often in science or law. She doesn’t usually have kids or if she does, they’ve grown up. She’s driven by truth, fairness and achievement and has a career focus. She wants to have an impact in the world and is sensitive, sometimes fearful or lacking self confidence. She loves nature, data and getting to the bottom of things. She’s hopeful, optimistic, innovative and tenacious.

      So when I hear those things coming up in that first conversation, I know I can truly connect with and add value to that person.

      Summary

      Today I discussed the traits of high chemistry clients, how to identify them and how to find more of them!

      There are the things that they say that resonate, but also, there is that underlying ‘feeling’ you get that they are on the same wavelength, and someone you feel totally at ease and comfortable with.

      Once you start working with high chemistry clients, they will refer more of the same to you!

      You can also equip your friends and networks with some information to help their high chemistry contacts to connect with you more easily.

      Ready to get clarity on your pathway to success?

      Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

      Learn more here:

      Posted on

      E#143 Just Be Yourself and Be Authentic in Marketing with Natasha Berta

      This episode is about just being yourself and being authentic in marketing with Natasha Berta

      MW: Hi Natasha. So great to see you and thanks for being here on the podcast today.

      NB: Hello, it’s lovely to be here, we’re so smiley. If you’re listening on the podcast, you’re not going to see our gigantic smiles of happiness to see each other but if you’re watching the YouTube version of this clip then you might.

      MW: Now, I just love chatting to you and I think a lot of people listening to this would have heard our last session. But can you just introduce yourself just in case there’s a new listener that doesn’t know how awesome you are.

      In this episode, I’ll talk about 
      * Marketing
      * How people think and handle their marketing

      NB: Oh yes. I have a little tiny marketing agency called Connected Marketing which I’ve just branched into having a team in the last couple of years and it finally just felt weird to not just be called Natasha Berta anymore because I was saying I was doing things but actually just was helping so that’s exciting. And I would say that I mostly focus on our online presence. And so by that, I mean your website or your social media or however it is that you connect with your audience and also growing your audience and I love doing that with Facebook ads. Jess helps with things that people don’t want to do like turning their blog in 250 million social media posts and spreading them all around the universe.

      And what else do I mean? I love email marketing. I love all the tech of marketing I would say, mmm, that’s the bit you all hate. That’s why I’ll get you guys and your team to do my stuff.

      MW: Yes, I hate all that stuff.

      NB: A lot of people do not like it and no wonder because it’s like minutiae and you just want to get on and do your work, like your zone of Genius stuff.

      MW: Right. And I guess anyone listening to this podcast is going to be like me and think I’ve got to create posts and what a drag. So I make sure I put your details in the show notes.
      And so, we are going to get a bit ranty today, right?
      NB: Probably we’re going to talk about that old, imposter syndrome, that all that old judging yourself, comparing yourself to other people and say “well, why do you think you have to be like everybody else out there?”
      What’s your first thought when you hear that, if you don’t have a strategy, you’re going to be like a little boat in a big sea just getting tossed around. You know, like the times that I get that, I imposter syndrome, like “what should do – this or that is” when I don’t have a proper plan and then I’m very vulnerable to, you know, marketing of people trying to sell me things or I’m taking advice from multiple people and just getting really confused and I would say it’s so important.
      It doesn’t mean you have to do what I say or you have to do what Mel says, or you have to do what any big-name person says. It’s just that you should choose one and just give it a red-hot go for, probably at least three months, maybe 12 and that when I have a strategy, I feel so impenetrable.

      I see people’s marketing and I’m like, it’s like an Iron Man suit or something. Like I just, it just washes off me and I don’t feel any compulsion to leap at it. I might look at what they’re saying and be interested but it’s so easy for me to resist because this my plan is to create a bunch of small courses and to leverage my business through selling courses on a one-to-many level. So I’m trying a different kind of leverage. I’ve tried a few different things and this is my year of making little courses and selling them one-to-many.
      So because I know that that’s my strategic move for this year, there have been a couple of funny things. Like I saw the Big Shiny tender for the $5,000 website or $15,000 pitch to someone and I start with her for a few days and I just thought, actually no – I’m doing this course thing, if I start bridging out and getting distracted I’ll go off course.
      And then my, my strategic plan hasn’t gone as well because I diluted my attention. So, I feel really excited that this year, I’ve got a fantastic strategy that I’m in love with, I’m fully committed to, and yeah, I’m undiluted.

      MW: Funnily enough, that’s my strategy for this year.
      NB: I think it depends on what stage of business you’re at. So, I think it’s helpful to build up one-on-one clients first.
      MW: Absolutely with one-on-one first.

      NB: And then once you’re fully booked this, an obvious next step is to scale and grow.
      MW: And I think the other thing too, is that it’s easy to get wrapped up in somebody else’s success. But you also have to look at your own things. Like I see so many people go “I need to have a Facebook group and I need to be in there every day and I need to learn how to do that.” But if you hate Facebook, you’re going to hate showing up for work every day and it’s like, why do you have to be like everyone else? Why can’t you just do it your way? Like for me I’ve figured out what I like to do is podcast and turn that into a Blog and have your team, put it out there on social media as snippets on Facebook, LinkedIn and Instagram. So that’s what I do. And I lead people to an information session or a free call.
      I’ve stopped doing my email newsletter list which some people might say, oh, that’s terrible, but I’m doing it my way and I’m going to roll with it for the next 12 months and see what happens.
      NB: I’ve just posted about this last week on social media as well, especially for people who either have another job and then their coaching or consulting little baby business is sort of a side thing or if you’re a mother and any kind of business of your side thing, you can’t follow certain people on social media because they don’t have kids or they don’t have a side hustle, they have 40 to 60 hours a week to dedicate to their business baby and you simply cannot achieve. What they can achieve in half the time with this psycho-emotional pressure of this other thing like for parenting.
      It’s very intense having other people in your life and if you have another business then you’ve got or, you know, or a job, you’ve got all those people take your energy as well. So it’s just noticing what’s your energy resource of time or money and making smart choices with that and just turning some people off like you just have to choose not to follow certain people.
      Now, when I think certain people, I just scroll past. I’m like, I like you. I love you. I dig what you’re doing but you cannot serve me right now. It’s going to mess me up if I try and take your advice.
      MW: So that’s a really important point that you’ve kind of touched on a couple of times now is that you’re clear on what you’re doing. And you’ve got to keep that front of mind and let that guide your decisions as in, “No, I’m going out of my lane if I follow that person know I’ve got a switch that off. No, I got to stay focused on what I can do.
      NB: And I think a key piece that backs that is the business Vision which I know you are so good at covering like I’m really clear about what kind of business I want. What kind of days I want? How sustainable? I want my business life to be?
      Two years ago when I would do business Vision, it would be really vague and I just didn’t get it, but I guess after a long enough in business, you have enough days where you’re cracking your own whip, you’re not eating, you’re not exercising, your burning yourself out that you come to a point where you’re like oh that’s my vision for my business is actually to feel good to eat well too, rest myself and for it to be sustainable.
      And something that I actually want to even do next year.

      MW: That’s such a good point and you know, you wonder why do people fall in the hole? When you create a vision at first and you’re not familiar with meeting your own needs, even like health and wellness coaches, who know this stuff, still do it, right. But they’re comparing themselves with people who’ve got a 10-year established track record in business and they go “I’ll never be that person.”
      But it’s like any other part of health and wellness. It’s like somebody who wishes they could lose 30 kilo and they’re comparing themselves with a size 8 person or somebody that says, oh, I wish I was fit as that marathon runner. They’re just looking at the end result after hours and hours and hours of persistence and hard work.
      And I think that’s that important part of the vision is to say, maybe I aspire to that but what I want to achieve now, and what I need to do to get there, what a my strengths like, you can definitely learn by the way, somebody else does something but you don’t have to follow their exact process to the letter and like in health and wellness coaching, we say, oh there’s no cookie cutter approach.
      And yet when it comes to marketing and business, everyone wants to follow a cookie cutter approach, it’s so funny.

      NB: Well, that makes me think of that like weight loss as a metaphor. It’s like everybody has a different Constitution. Like I’m only five six but I weigh 85 kilos. I’m not that fat honestly at the BMI just the nightmare for me. But even if I lost 30 kilos, I would still just look like I would, I would still just look a lot like this, you know, like maybe my tummy and my bum would be slimmer. My face would be a tiny bit slimmer and I’m just never going to be a size 8.
      So business-wise, if I look at someone who’s really great at networking, who’s really extroverted, who has loads of time and just loves going and hang out, who’s got all the fancy frocks? Who’s just that kind of front person. Like, constitutionally I’m not like that, like, I’m really sensitive. I’m probably a little bit introverted and I know what I need.
      I need lots of downtime and my digestive stuff gets in the way of me like, you know, because I’ve got some gut healing stuff to do or, you know, I’ve got food sensitivities or whatever. So in the same way like yeah I don’t know I guess if you look at someone who’s doing well and you want to align your vision with that, I guess it’s worth doing that kind of Abraham Hicks thing. Whether you’re into that or not of like you know they say we’re just out and about and we’re just kind of information.

      Yeah, look at someone who’s famous and rich and has a great business and you sort of want to collect them into your life like in, you’re going to sort of register that like that’s part of my future Vision.
      It’s worth being super specific and just noting like oh which bits are really actually achievable. Like if I don’t have a 40 hour a week, ten thousand dollars a week business does that can that actually fit inside my life container with me the way I am? Like,
      That person’s possibly constitutionally quite different to me. So yes, notice what they’re doing and pick like cherry pick the bits of their life, that you really.
      MW: Yes, yes, absolutely. And it’s so funny. I recently went to Grace Lever’s doing weekend because someone said to me, you could totally do what Grace does.
      And I thought, well, I’ll see what she does. And it’s this huge production. This huge event with a team and three or four hundred people online. And a lot of selling and while I can see the appeal of the business and how it works and what she’s able to achieve, I’m not that person and I don’t want to do that.
      And I think a lot of people get stuck in “I should be like this, and I should do it like that, and I wish I was like that person.”
      But you also have to be honest with yourself and go I’m not that person. Yeah, I mean, and I can do that, like, I actually don’t want that.

      NB: I reckon you’re actually smarter than her at least and like, at least, as good as hers. And, and so, maybe that’s what the person has seen. They are seeing some kind of echo of that. Your advice is as good or better than hers, but that doesn’t mean that you have to be her.
      NB: One thing I learned was when I was doing Kate Bush dancing a few years ago. So fun. So you’ve got like 20 or 30 women in a room together all doing the Wuthering Heights choreo and she split the group and she said okay so half the group will perform in the other half could watch them.
      So I was in the first group to perform and I was the whole time just thinking that because you can see yourself in the mirror is I’m so stumpy, I’m so lumpy, like like the way I move is not like Mica led the dance persons like, I don’t know if mines really that good.
      And just all the self-talk of performing and just hated it and sat down and watch the other people. And then I noticed that each woman has her whole own beautiful way that they dance, and it’s not like Mica. But each woman, like, I just cried. I just cried and I cried because I realized that the way I take in information and the way I am body in this life and then the way I express in this life is as each of those women and we all contain that like we are all a very unique filter that ingests information and then creates it and expresses it out in such a moving and beautiful and wonderful way.
      And we don’t have to be or it’s just actually not possible or desirable to try and fit in someone else’s frame. It’s just gross.

      MW: It’s true. And as you’re just describing that I was thinking about the people that you naturally attract and I do honestly, believe and what I teach in my passion to profit program is start. They’re like, who are you attracting? Who are the people that are naturally drawn to you and resonate with you? They’re the ones with the similar personality or the complementary personality, the shared values, are the people that are going to buy your stuff?
      If you’re trying to be somebody else, you’re not going to attract those natural connections. You know, you need to be yourself and be authentic.
      The best marketing is authenticity, is my catchphrase, and, and you’re going to get those right people because, you know what, Brooke Castillo says. You can be the juiciest peach in the bowl, but some people like bananas.
      NB: So, stop trying to pretend to be a banana and be a juicy peach December. That makes me think, you know, I’ve seen some people lately and I know what they’re like in real life and then I see their videos on social media. I’m like, why is she acting like that?
      And I think I got a couple of friends and a client who does that and like why is she talking like that? She never talks like that in real life and it just confuses the crap out of me? And I think yeah, what are you going to attract? If you show up like that, like that’s not you. That’s not the you that I know.

      But then I know that there are these hurdles particularly with marketing oh you need to do video. Yeah, you need to do video but you know, maybe there’s other ways like if you’re a great writer, maybe there is another way you can get around it. Because if you’re not able to embody on video just as your natural self, I don’t know how that’s supposed to work and I know my first video was in a Facebook group and I could not stand it. I literally wanted to delete it straight away and then we’ll how do, you know, don’t delete it because I had cut. I was a mummy. I was thinking the mummy and I had piles of washing behind.
      And me, and I could not stand to listen to my own voice. I could not stand my own physical appearance, like it was just a visceral and I got through that. And then I posted my first public video and a troll, some trolled me. And he said, you know, the reason I left the city, you like a parasite on the face. Okay, I’ve heard about this because I was in a supportive business group and I’d heard that if you start getting trolled on your videos, it’s a good sign, it means you’re showing up, you know, don’t take it to heart. So gratefully, I mean, it still hurt, but greatly I was able to kind of divest from that instead of clean. Just kind of set that free, but there were definitely hurdles but now I’ve just done so many videos. Like, sometimes it’s, I don’t even care how it sounds.
      Sometimes, I watch my own videos back and I listen to myself and I’m like, that’s pretty good. Like now, I’m in a place where I’m really okay with it. Plus I have a video on YouTube that has 50,000 views that is me with wet hair hunched over with all my jowls with bluetac photos in the background and it’s had 50,000 views.
      So I’m like, okay you it really is about the value that you give and that video is how to put faces in circles in canva. If you Google that might come up and it just literally gives people the information that they need in that moment. So, you know, people could check out our how to blog to grow your business course.

      Think about their SEO and think about what are the things that people are typing in because that can be a great way to just organically get some people to find you. If you know what they’re asking for, you can create content to slot that in but where I was going with that was a bit of a little segue little appendix and coming back to the intestine of the conversation.
      MW: You were talking about video and I did want to add to that. That audio is just as good. Like, there are so many people that listen to podcasts on the way to work and staff and while they’re walking and if you have an awesome voice and you love talking, why not do that instead? I mean, we both know somebody that hates being on video, but loves doing podcasts.
      Actually it’s not me because I’m on video and I love video but we know somebody you and I and she doesn’t actually do a podcast but she does audio really well.
      NB: That’s right. And that is the key piece. Really easy with content. If you’ve got one piece of content, you’ll be amazed what we can tease out of that. Even if it’s a three minute audio that we can get tons of social media posts out of that.
      There’s this great app called headliner. That will turn audios into little videos so you can actually turn audios into videos. I mean it’s not you it’s just a static photo with an audiogram over the top like a wavegram and that makes it a video and it still gets great reach, the robot loves them because it thinks they’re a video. So yeah you don’t have to get on video but you do need to find a way to share your Juju.

      Like all the good things you have to do is to find a way to share that consistently. I mean you just showing up on the regular really moves the needle. Hmm.
      MW: And also, getting on the stage a little bit too. You know, you can submit an article to Mamma Mia online. If you are a good writer and you get a bigger audience there or like Sarah Rusbatch has done some ABC and other radio interviews, a lot of people listen to the radio.
      I’ve done radio before, as well. I had a Weekly Wellness session on our local radio station here in the country and people would come up to me in the street and go “Oh, you’re that person on that wellness segment.” You get in everybody’s ears, in their brains.
      Even though videos really popular people have busy lives, I can’t sit still and watch a video.
      NB: Yeah, it’s very difficult as a mother and I would say, like, I’m just reading them how to break up with your phone, and there are people who they don’t want to be on social media.
      I mean, I never really wanted to in the first place. It was my work. I’m happy to do it for work. But in terms of how I receive information I might read your blog, you know, I might be more inclined to read your email then to find you on social media now, so it’s worth knowing that you don’t have to do the social media thing.
      Leonie Orson, who is massive, recently just quit social media and I mean, she’s already very established. So I feel like she’s in a different position.

      MW: Yeah. You could definitely make it work.
      NB: It doesn’t have to be cookie cutter there. It’s a big fat experiment. That’s what nobody wants to hear.
      You need to try something, but give it a good chunk of time and then re-evaluate and go again. That’s what I do. That’s what you do.
      MW: I built my first coaching business face-to-face, without anybody looking at my website or social media. It was all talking to people. And it’s the quickest way to connect because you’ve got all the benefit of the visual cues and the body language.
      And if you’re afraid to get on video, get out there in person and talk to people and I guess the, you know, the common theme we’re coming to here is you have to kind of know who you are and what you stand for and build up a level of confidence to put yourself out there, whether it be online or in a blog or face-to-face.
      Like I’ve met people who say I’m so terrified about posting my first blog and what happens when people read it? And as we know, you’re on page 7 million of Google and no one’s going to see it anyway until you share it.
      NB: I can totally relate and I started writing a bit more now and I’m coming around to writing and I think there’s loads of options, and you know, if you need a safe space, what can be nice is to share a blog, or your first piece of content with just a few trusted colleagues or friends but maybe don’t send it to the wide world. If you are feeling really tense and I think that’s the thing.

      You break down those barriers with little achievable steps and then actually your body realizes, I’m not going to die. Like I’m not in the savanna. I know I am not actually going to die and once you’ve done it a few times, then you just kind of ease up about it and you know that you’re safe and you know that it’s an okay thing to do here. And it’s, you know, it’s also that evolving Journey. Like what works now you might get sick of it. Like I did a lot of email list, newsletters and then I went actually, this is hard work for me. I don’t want to do this.
      MW: It means a learning experience, the whole thing. Think about what you were like when you were a kid, I don’t know about you, but I was incredibly shy and I didn’t want to speak to anybody or be seen by anybody. And I’ve had to do a lot of work to overcome that, but I went to Melbourne last week and did a pitch in front of a room full of people and I loved it – so good. I just thrived on the opportunity to do it and I thought, wow.
      Remember if I took my ten year old self had looked forward and said, what are you going to be doing in the future? I never would have guessed that.
      NB: Yeah. And the other thing that came to mind for me is like, if you’re 30, you have enough life experience to help anybody who’s in the early 20 years, mid-20s, you’ve got enough experience to help anyone who’s in their late teens. Like wherever you are, you have already got enough experience and like, even before I had a Commerce degree, I had enough life experience.
      If I’d known I could have totally just become like a personal transformation coach or something. We all are sitting on a ton of knowledge and care and love and ability to support other people. And that’s really valuable and it’s what makes you, YOU.
      Your unique life experience and your interpretation of that and how you process things and how you overcome challenges, that’s what people buy at the end of the day, right?
      They believe you to be credible because you have these skills and strengths and experience. And I think also, there is an energetic resonance there. Like, you call it, the, what do you call it?

      MW: The high chemistry clients.
      NB: There are people that just need to work with you and you could almost like, be teaching them to make bread or you could be teaching them to change a tyre. It kind of doesn’t matter because you guys just need to hang out. There’s some kind of catalyst for change in your relationship and quite, possibly leave for both of you. So yeah there’s lots of levels you know the way we need to hang out with each other that’s often where the niche is.
      MW: A lot of people think about or teach that you should start with a niche and then drill down and I think it’s totally reasonable to say instead, “who’s the person that you love being around?” and then to go and see what all these people have in common that you can help them with. Because ultimately, why would you want to work with people that drain you?
      NB: Exactly. And nobody wants that. There are those right people in your personal connections that you could give a free session to who would write you a testimonial who are already high, chemistry people in your life that would love to help you. And yeah, so you’ve already got six potential clients, just, you know, even if you’re a pretty low-key person.
      MW: I think we just solved the problems of the world to know that was gonna happen. Now it’s easy to be captain hindsight to look back and say these are the things that work but I guess from our experience we’re saying to people at the beginning of that journey or who are trying new things, just do it your way, give it a good crack given enough time and get help if you need and especially get help from Natasha Berta at Connected Marketing.

      NB: I’ve got heaps of cool courses now on like all good things for newbies as well. I just doing MailerLite and MailChimp at the moment and it has been really fun – I’m excited.
      So, I’ll be polishing all of those up and rehashing, some old Instagram, and it’s just actually been really fun. Just talking about little nibbles of things.
      MW: Super fun, bitesize learning to empower your growth.
      NB: Oh, I need your copy team!
      MW: Thanks so much for making the time today to catch up!

      Ready to get clarity on your pathway to success?

      Understanding who you are and what you need will allow your business to thrive! If you’re truly ready to break old habits and get out of the rut I encourage you to check out the Habitology membership.

      Learn more here:

      Posted on

      E#142 Interview with Michelle Hasani

      This episode is about my interview with Michelle Hasani

      MW: Today, I’m very excited to be talking to Michelle Hassani today and Michelle, I’m not going to introduce you. I’m going to let you introduce yourself and tell us all about your business and what it is that you do.

      MH: Thanks Mel. Well, I’m Michelle Hasani and my business is Revive and Thrive. It’s about workplace wellness, leadership and lifestyle coaching. And I’ve been in business for about three years now. So my background is in leadership policy. 

      I work a lot for not-for-profits, in government organizations, which is where those services will come into play. For me, starting out in business, I had been in leadership for a long time and realized that I didn’t actually loved what I was doing anymore, and I guess the flow had gone out of it. 

      In this episode, I’ll talk about 
      * The value of coaching
      * Helping clients understand whether they have systems and structures that support people

      I had an aging father who was ill and I had a young daughter at the same time so it was just a combination of things and reflecting and thinking I’m not loving what I do anymore. And there must be a better way of doing life. So following that I went and worked for the government for a little while. And for about five years and did some really interesting pieces of work.

      During that time I started thinking about where I wanted to be long-term and coaching was the bit in the equation that I loved doing as a leader and as a manager. But I didn’t really get the opportunity to do it because there were so many other parameters that were influencing my time and then having had a cancer experience within the mix of that, I recognize that prevention was an important piece. 

      Our health system, while fragmented, was awesome at providing treatment but not awesome at helping a person, really make behavior change or reclaim their health and wellness post-intervention of some really heavy-duty chemoradiotherapy, lots of surgeries, that kind of thing. So, often our system leaves people broken rather than cured.

      So that’s kind of where I started thinking, what did I want to be doing? I wanted to help people with prevention which is far better than cure. 

      MW: You’ve talked about the gaps in healthcare, and it’s an interesting thing, and people often say what’s the value of coaching, and when you think about somebody having been through such a significant journey and then being on their own in between visits to their doctor or their specialist or whatever. It’s a lot to deal with. It’s not just like you broke an ankle. It’s a it’s a life-changing experience, right? And you have to maybe rethink and re navigate your life going forward and who’s going to help you with that? 

      MH: That’s where I started in terms of thinking it was one of the areas that I actually wanted to be working with people, helping them navigate the multiple practitioners that are in your world. When you have something like cancer, you’ve got multiple practitioners who aren’t necessarily talking to each other. And so that in itself presents a whole heap of other challenges in the equation. 

      It’s about helping people to develop a really clear plan about what their priorities are, and how can they rebuild following that trauma of the experience. 

      MW: So fast, forwarding three years now who’s your typical client? Who are you working within your business? 

      MH: It’s predominantly women though I have started to get some male referrals. My model is about working with a whole organization, but I have to say that that hasn’t transpired as I thought it might. It’s still work in progress. But my main clients are coming from government employees, who are actually being seen to be underperforming or having significant health issues that are preventing them from performing, or perceived health related issues that are impacting their ability to perform at work. That’s one cohort. 

      There is another who have been underperforming but they’ve been long-term employees so their employers are wanting to invest in them, rather than the ‘three strikes or you’re out’ approach. They’re looking at what else they can be doing to actually help these people reach their maximum potential. It’s quite a proactive approach? It’s actually still very experimental. 

      For me, this work has extended to two government departments and I’m talking to a third, so it’s slowly developing. But we’re looking at how we can look at that as an ongoing model rather than it just being.

      I have other clients who have had breast cancer and want to invest in not going back there again. So rebuilding post-treatment and and going from there.

      I have a few clients who are women who run their own businesses. They work as professionals and recognize that their health and well-being has been compromised because they’re putting others first rather than self. Some of those want to progress in terms of being at a particular level in their career but that would like to go to the next step but they know that going to that next step requires them having the foundation really solid in terms of their self-care as well as their skill set. 

      Because of my background, I’m able to help them build the tool kit around leadership, as well as their toolkit around their their health and well-being. 

      MW: That’s interesting. You’re working with those three groups and I think I can hear some similarities between them.

      MH: Yeah, there are similarities. So performance is there, people working at their optimum, whether it’s their day-to-day management of their family versus how they perform within their workplace, or whether it’s about that performance in terms of the next step career-wise and building on from where they are now. 

      Some of the tools that I use with people are the same regardless of whether they’re underperforming at work, or they’re wanting to progress to the next level. The foundation for each of them is very similar, the same because one size doesn’t fit all, but it is quite similar.

      MW: Interesting. We are kind of dancing around the topic of niches, but it’s almost like you’re looking at above and below the line of performance – with some coming up to that line and then some wanting to exceed.

      MH: Yeah. Sometimes people don’t even know what their baseline is, you know. So that’s helping them to know where they are at right now, where they want to be and how they are going to get there, which is the whole coaching Journey. 

      And when I think about a whole organization and when I go in and work with them, it’s about helping them to understand whether they have systems and structures that support people.

      Not being an effective leader is actually holding them back so I talk about wellness systems but it’s as simple as their communication. It’s not just about the health. It’s about the mindset and values that organizations use and then how that plays out in terms of enabling and supporting people to actually be self-driven within context. 

      MW: That’s interesting to think about the types of organizations that you’re working with. Are they generally that are more proactive and have a bit of a framework and some policies in place? Or are they people that don’t give that level of attention to their workforce, and almost need to be educated and directed a bit in that area? 

      MH: It’s kind of interesting in the government because the state government is such a large beast, then there are policies and procedures, but what happens in practice is different depending on who’s leading individual teams. There’s not a streamlined consistent approach, so that’s where the work is.

      With some of the smaller organizations that I’ve been working with, they might have some things in place. One in particular that I’m thinking of have done some fantastic work in terms of the documentation, but it’s then the implementation and anything leaders need to model what they’re doing. So you can have it on paper, but if you don’t have people that are walking the talk so then it isn’t congruent. 

      Often there’s a lack of congruence with the environments and so it’s about helping them to recognize that this may be the aspiration, but you’re not quite there yet. 

      MW: I was thinking this morning that a corporate culture starts with the individual and every individual has an impact on that. There’s definitely that role for leadership but it’s also, “how do you help the individual to take responsibility for their own health and well-being in a place?”

      MH: Yeah I talk to organizations about that in my model, it starts with self, then it starts with the shared systems within an environment then it’s about enabling and equipping the leadership. Whether you’re a leader or you’re not, it all starts with being self-aware and building your own toolkit. 

      Then as you build your leadership within that, you’ve got your shared systems, shared language and shared values. 

      What that does is it frees up your teams to actually be self-managed. They have the confidence to be able to experiment as we do in coaching and explore different ways of doing things and it brings a freedom in environments because, you know, everyone’s on the same page and consequently creates thriving cultures. It’s like, you’re closing the gap between the leadership in the workforce, almost bringing them onto the same page and getting them talking, the same language and working together, rather than that distrust or that they don’t understand me. 

      I think what I see more is that often smaller businesses are fantastic at taking care of their people but they forget to actually take care of themselves right? You know so you can have the policies and practice you can actually really give you staff days off. You can fund them to go and have fun. You know, you have a gym program for them, all of those things, but when it comes to, you know, a couple of organizations, I’m thinking of their stress levels are really high because they’re actually spreading themselves too thin. So some of the work I also do is around helping to identify what the gaps are. So one organization are recently worked with was identifying the right level of support that is needed for their growing business as well. By then being able to help them develop what that looks like. 

      We don’t have to do it all ourselves. It’s sometimes knowing when’s the point same as in your coaching business, when’s the point of when you get help from others and pay someone to do a component of your work versus

      MW: I’m curious to know your focus in business for the next 12 months. So if there were one or two things that you think are your priorities, what would they be? 

      MH: I’m having some interesting conversations with some peak bodies at the moment around how they can provide adequate support.

      A lot of services are delivered by not-for-profits and see organizations might have an employee assistance program but it’s about helping people to change the behaviors on going around their health and wellness. You can have a debriefing service, for example a lot of not-for-profits work in environments where vicarious trauma is actually an issue.

      But there are a whole heap of things that you can put in your toolkit to reduce your stress, manage your health and wellness, be more open around those conversations, those kind of things. There is a space for coaching to actually support in education engagement. 

      The other is around, consolidating, some of the government work and and trying to move it from an ad hoc referrals to actually looking at a system response.

      For example, you can get a free physio appointment or something like that, but you co uld also have a health check or health and wellness check. How might we be able to add a service in place that’s been so that the employers are getting maximum benefit?

      MW: Yes, really packaging what you’re doing and taking that out into companies. 

      MW: I was talking to someone the other day and it’s all about timing. In September last year, I had conversations with a person. He’s a head of a peak body and they were worried about getting support, and decided to go a different way which is absolutely fine. Then only a week ago, I pick up the phone and say, hey, I’m just touching base to see how you’re doing and is there anything I can support you with?’ And that person said hey your timing is perfect. We need to have this conversation. So, you know, sometimes you as a coach who’s running a business, you don’t see the immediate effectiveness of those conversations that you are having. 

      It’s about planting the seed and then making sure that you go back and water it. 

      MW: It’s such an important point because a lot of people say, “how do I get a steady flow of clients?” and the answer is, “you have a steady flow of conversations.”

      MH: Absolutely, you know, lots of people will go the social media way and you have to really know who the client is. The clients that I’m working with are of the age and professional status that are not going to pick up a service from an ad on Facebook or Instagram, you know. So they might check it out in terms of the quality of your content. Yeah. But they’re not going to click a link and book there. 

      MW: That’s a very important point. Coaching is a relationship business and you’re in the you what you are doing is building relationships in both the service that you deliver and the marketing of it and it’s like building friendships. I remember moving to a town where I knew nobody, but I didn’t get on the internet and start posting and hoping to make friends and business connections. I went out and talked to people and kept showing up and kept showing up and kept showing up and eventually they figured out who I was and got to know me. It’s that repetition of showing up and adding value to them, sharing articles, asking how they’re going, following up and it’s also about making those strategic connections. 

      MH: This year, I’ve done a couple of workshops for a local government, but also for the tourism industry tourism Commission of South Australia. 

      Now I can’t say that immediate work has come from either of those but the relationships that I made in one Workshop, eighty percent of the people in there were in the health provision space, but they’re all relationships, you know, from that we’ve talked about setting up a meeting on an ongoing basis to come together and look at how we can actually collaborate to provide support to clients. So that becomes a referral pathway rather than a thing that you sign up a client there and then. So that’s ongoing and it’s about building that relationship again with the tourism commission. That’s about keeping in contact with the people that attended, you value-add by giving something and not expecting anything back but what might come is that referral. 

      MW: It’s called the principle of reciprocity. Give first in order to receive as Stephen Covey, would say, absolutely yeah. 

      MW: So, and I don’t go and deliver a workshop with the intent that I’m going to walk away with three clients from it.

      I have the intent of hoping that people walk away with an aha moment that they can, then start to make improvements within their business, or within their own personal life. And then to know that if they then need additional support that it’s a phone call away and that starts a conversation. 

      MW: And I guess the other thing too, is that when you go to go to any sort of event or you run an event, there are going to be people who your values are aligned with. As in “values-aligned” as a hyphenated word. That’s a bit jargony for a podcast, but it just means that you might make a couple of connections in that session that you then take offline and and can, continue and build that more intimate relationship as well. 

      MH: There are some people who I know of who run workshops and sign clients before they’ve left the room and I don’t know how authentic that is. What I mean is, I personally like to process the information. And so, you know, gathering information and testing and then saying “is that what I want to be doing? Is that who I want to be working with?”

      And maybe my clients stream comes slower because that’s the approach I take, but I’m actually quite comfortable with that because the people that come on board are genuinely committed to going through the process and then become long-term clients rather than it being you’ve done this short intervention and thanks very much.

      MW: So, just to wrap up, Michelle knowing what, you know, now of all that you’ve done and experienced. If you could go back in time, what advice would you give yourself the you of five years ago or three years ago? 

      MH: If I just go back three years I think the thing that I would have done is I probably would have stayed working part time. I need to be in collaboration and working with people in that context. So I think what I would have done is maybe stayed employed by someone for a period of time until I had the flow of clients because it takes time, it takes a good two years not just in coaching just generally. It takes time to build a solid client base to build those relationships. 

      Also, I’d say trust yourself in lots of different stuff. I originally was encouraged by multiple people to have a niche and one niche, you know, like an I think that slowed my business progress rather than looking at my whole skill set and tool kit. So, you know, like I was going mainly in that cancer space to start with, but in actual fact, our culture in Australia around paying for support in that space people get so much free stuff and there’s so much fundraising, and those kind of things, people expect to be given. I don’t agree with that but that’s okay. So I think, yeah, I think take the advice of others but then really trust your sense of where you think you need to go. 

      And I think the other thing, a great piece of advice that I and I was given is, don’t build it unless you’ve sold it. One of the things I did in the beginning was start writing programs, having them ready to go, but if you actually haven’t sold it, there’s no point building it now.

      MW: Right, you just need enough of a skeleton to have the confidence to go out there and promote yourself and say I’ve got this, but it’s not the complete whiz-bang finished product. 

      MH: Yeah. Because you can spend a lot of time that’s not paid for so, you know, like, be really clear. I guess the advice is, be really clear on what is income-producing activity? And what’s not. Because at the end of the day, as much as, you know, we all become coaches because we want to help and support people who grow the stuff that you can do sitting at your desk like designing your website, doing your social media, all of those kind of things isn’t actually income-producing activity so it’s about having it’s been clear on what is what is your income activity and what’s not and so have a best structure. 

      You don’t need it to be perfect and, you know, as we would talk to our clients about progress, not perfection, I think in terms of our business that’s the same piece of advice. I would have given myself. It’s progress not Perfection. Yeah. So and no, you don’t have to spend a lot to get your business off the ground but there’s just some key Basics that you need a good logo, good business card.

      MW: And you can do that electronically, you don’t even have to have a paper form, you know, if you’ve got a fantastic LinkedIn profile. You don’t need a website until you until you’re really clear who you want to work with and you’ve done some work, it’s good to have a starting point, but then when you don’t know in the beginning. 

      It’s like when I was three, I didn’t know that I was going to University and to become a biologist 20 years later, you know? So it’s that same kind of thing. You might pick a direction and keep it rubbery and also not too much in place so that you can develop it out through your experience of working with people and figuring out what you love to do. 

      Thanks so much. Michelle for your insights today and I hope that everything goes as you wish it to this year and the coming 12 months. 

      MH: One thing I’ve learned Mel is that it’s just being open to what the possibilities might be – to have a direction but then be grateful for the new opportunities that are presented. If you’re not open to them, you can’t actually know what they are. The space that we that you’re going to work in may not even be designed yet. So the space that we’re working in as health and wellness, coaches may not even be defined yet be open to listening to what people need and adapt.

      MW: It’s very valid and the first bit you said is the important bit – listening to what people need.

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