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Why Is The Last 5 % So Hard To Do? with Paul Roy

by | In the Magazine, Paul Roy | 0 comments

Most everyone has unfinished projects. They exist everywhere – from fixing the little things around the house to those very important projects at the office. 95% of them fall into the “choose to” category while the last 5% lives in the “have to” category.

“Have to” projects live where you don’t like to go and includes the little details. “Have to” is work. “Choose to” is fun. This is a rather simple observation but the reality is that no one wants to do what they don’t like doing.

Where does the answer lie?

The smart money knows you do the part you don’t like to do first. Once that’s behind you it’s clear sailing. The very best salespeople do this when they have call reluctance. Get those first few calls behind them first thing in the morning.

Beware of what happens when you put it off to later. This is especially true when it comes to coaches.  They love to coach, but most coaches hate to perform prospecting calls in order to grow their practice. It doesn’t feel natural to them, so they procrastinate and avoid it completely. We should take the great advice we give our clients and apply it to ourselves. Walk the talk so to speak.

I believe the best way to approach this is the same whether we’re working toward our goals or chipping away at our to-do list. It’s called planning. There are all sorts of experts out there who will help reduce the clutter on your desk, tidy your office and clean up your priority list. All good stuff.

Stripped down to the barest component, what needs to be cleared out first is your mind. One must understand why the block is there. If you’re honest with yourself and take a look you will see what’s stopping you. You don’t like cold calling or making follow up calls. But if you develop a process and then get comfortable with it your confidence level will go up.

Set realistic expectations. When calling prospects, many will say no… but realize they aren’t saying no to you personally. They simply don’t see value in what you propose, and that’s reality. Not every business owner feels they’re struggling, and as the old saying goes, no one buys a band-aid until they see the blood running down their arm.

Perhaps you need to seek some outside help. Hire an appointment booking company if need be.  When you consider the cost for the appointment booking service compared to your normal coaching retainer, that expense is extremely small. Take stock of yourself and learn how to put a value on your time.

Success lies in working smart.

Use your calendar to schedule the time to do the things you don’t like to do. You need to turn the “Have To” things into “Choose To” things to get those tough unfinished projects behind you. Just think of how your business will take off.

 About Paul Roy

Paul Roy is a Business Coach located in Halifax Canada.  He brings with him vast experience as a business owner for 25 years and has a coaching Certification. In the companies, Paul owned or managed he was always the sales and marketing arm insuring growth. His underlying passion is to help his clients grow quickly and more importantly create the profitable company of their dreams. 

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