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Irock+ Method

The Irock process kicks of with an invitation to an inquiry. Listen deeply to what is being said and what is not being said. Listen for insights. Keep an open mind and let go of the need to be right. Consider that alternative possibilities may exist at the same time. Ask yourself really good questions, framed in the positive. What might be possible for you? What would you love to create in the next 12 months? What would life be like if you were to create your all of your life’s wealth in the next 12 months?

Consider when your are at your best. What are those moments that make your heart sing, that make you feel alive, like you can achieve anything?

Consider the people, places, circumstances that surround you at moments of extraordinary performance.

What gives you life and what drains your energy?

Who are the people you love spending time with? Who should you rather avoid?
What is your favourite place in the world? What kind of places make you feel overwhelmed and tired?
Which situations allow you to be at your best? Which ones make you want to shrink and run away?
Does your physical space reflect the kind of person you want to be? Does it lift and inspire you? Are there areas with clutter and unfinished projects?

Observe as if for the first time, what is happening around you. The levels of observation depicted in the image will guide you in this journey.

It’s easier to start form the outside and work towards the core. What are the situations you find yourself in on a regular basis? Who are you in those situations and what role are you playing? Become aware of your body. What sensations do you experience and where in your body do you feel it? What emotions might be attached to those physical aspects? Is the pain in your shoulder an indication that you carry too much weight on your shoulders. Is the pain in your knee an indication that you don’t have the support you might need for the current situation. What are the thoughts you are constantly thinking? Are they your thoughts, or can you recognise your mother/father/caregiver/teacher in the things you are thinking. Do you tend to see the good in most things or are you focussed on what could go wrong. Who are you really, when no-one is around. When you look in the mirror, what do you see? Do you like what you see and do you want to spend time with that person in the mirror?

Once we start paying attention and intensely observe what is happening around us and within us, we start to see the world more clearly. Situations that were difficult to comprehend before, now become easy to understand and the action we need to take becomes clear. We can know move towards taking conscious action and start creating our lives instead of being a victim of life.

We become aware of new knowledge that exists, because we have paid attention to our inner and outer world and have a clearer sense of direction. We can know distinguish between being, thinking and doing.

The Triangle of Trancendence allows us to move through different levels. In some instances we are physically doing and transacting. this level does not require much thought and often requires a lot of effort. Once we start thinking differently about our lives, our beliefs and experiences, transformation can take place. There is tremendous joy and freedom once we are able to step into being. When you are being a leader, you can relax becuase you know who you are and what is required of a leader. You no longer have to do leadership or think to hard about it. When you embrace being a leader it means that you are a leader in all areas of your life as parent, in your community, at work, at school, in friendly situations. You allow your leadership to shine though.

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Sales tips for reluctant sales people

Sales Tips for Reluctant Sales People

Would it come as a surprise to you if I said we’re all sales people? It’s true.

Every time you have a prospective client on a discovery call, you’re making a sales pitch. Every time you send an email or write a blog post with an offer, you’re making a sales pitch. Every time you write an opt-in page, you’re making a sales pitch.

And you’re probably pretty good at it, too, or you wouldn’t be where you are today, would you?

So why do we continue to think we’re so bad at sales?

Sales Feels “Icky”

I hear this one a lot. You feel pushy or uncomfortable when talk turns to money. You don’t want to force anyone into a decision. You secretly think your rates are too high.

I’m going to be honest with you. This is one of those things that gets better only with practice. But the good news is, you don’t have to be on the phone with a prospective client to get that practice time in.

Instead, use the technique self-help gurus have been advocating for years: Look in the mirror and talk to yourself. Practice saying your rates out loud. Practice your segue from discovery to sales pitch. The more you do it, the more natural it will sound, and the less uncomfortable you will feel when on a real call.

Fix Your Mindset

What if you weren’t selling anything, but instead were simply chatting with a friend about the incredible new product that was going to change her life? You’re helping your friend to improve herself by sharing your experience with this new product.

That’s exactly how you should think about selling your coaching programs. You’re not trying to get your prospective client to spend money. Instead, you’re offering a solution to her problems. You’re genuinely helping her to overcome some obstacle in her life or business.

When you can turn your thinking around from “sales” to “helping” you’ll find it’s much easier to have the sales talk.

Don’t Be Afraid of the Follow Up

Most clients won’t say yes with the first call, and maybe not even with the second. But good coaches know that many sales can be closed if you simply take the time to follow up. Send a quick email and invite your prospect to:

  • Schedule a follow-up call to answer her questions
  • Read some of your testimonials
  • Review your coaching program outline or sales page
  • Or even join a different program of yours that might be a better fit

Don’t let that old “I’m not good at sales” thinking get in the way of making a real difference in people’s lives, and in growing your business and your profits. With these easy tips, you can quickly turn your sales blocks into a system for landing new clients consistently.

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Is there a dark side to mindfulness?

Mindfulness is a currently trending topic that describes the importance of being aware of your own thoughts, and where you are directing your attention. The argument is that by controlling your awareness and focus, you can actually control the way you respond to events in your life – to become happier, calmer, and better.

This goes hand in hand with another popular trending topic: self-care.

But are they one and the same? Could there be a dark side to mindfulness?

Setting the Scene

Mindfulness actually comes from Buddhist meditation, but has since been commoditized to the point of being highly digestible. There are countless apps and books that encourage us to follow basic steps to focus on our breathing, rather than on the feelings of despair.

That in itself might raise some red flags. That such a huge industry has grown around the psychological suffering of others is a little worrying to say the least. But it is also not wrong in principle, so long as it is genuinely helping people.

The big issue then, is that a lot of companies seem to be backing this mindfulness movement, with the hope that it will make their staff more agreeable.

Let’s say you’re in a dead-end job that you find stressful and crushing. Your impulse might be to up and leave, but by following a course of mindfulness, you could control those feelings of stress and thereby be able to continue focussing.

And given that the entire purpose of mindfulness is to be “in the moment” and not to think about things that stress you out, this happens to be a very good way to prevent people from thinking about how much they hate their jobs – or what alternative options they might have.

We often see dystopian futures in fiction that depict a workforce kept in-check through the use of happiness pills. Is this so much different?

Then there’s the other issue: that mindfulness encourages us to be in the present moment at the expense of other mental states.

Daydreaming doesn’t only lead to feelings of stress and anxiety. Daydreaming can just as easily help us to come up with exciting new ideas or plans. Likewise, it doesn’t hurt to occasionally reminisce, or to experience a bit of positive, motivating stress (called eustress in the literature).

We’re not saying that mindfulness is bad. We’re just saying that it isn’t perfect either. Don’t just learn how to use it, but also when.

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How your emotions affect your health, drive and more

Want more proof that self-care is critical? How about the fact that your emotions affect everything.

What do I mean by that? Simple: your emotions control and influence everything from your health and your sense of wellbeing, to your motivation, focus, success, and even physical strength.

If this sounds like a whole lot of nonsense, then consider what emotions really are: they are neurotransmitters and hormones. Now what many people don’t realize about neurotransmitters and hormones, is that they have a huge range of different roles in the body that go far beyond simply affecting our mood. That is to say that when you change your mood, you also change many other things.

For example, did you know that norepinephrine (a neurotransmitter with much in common with the hormone adrenaline) can increase your physical strength? Hence, when you are “amped up” in the gym, you can lift more!

Did you know likewise, that if you have high cortisol (the stress hormone), then you will be more likely to store fat, you will have more anxious thoughts, you will struggle to sleep, and you will even degrade your muscle? Worse, cortisol can actually direct blood away from your immune system and digestive system, which is why chronic stress can lead to so many health issues over time. This same process is useful of course if you are in a life or death situation!

Hormones and neurotransmitters regulate our appetite, they control our sleep-wake cycle, and they impact on our ability to store memories. They can even increase or decrease our perception of pain! Did you know for instance, that serotonin is a natural painkiller? Whereas cortisol makes it much higher?

There are no good and bad hormones or neurotransmitters. That is not the point here!

The point though, is that if you can take control of your emotions, then you can take control of your entire body and system. As a result, you can be calmer, happier, stronger, healthier, and more resilient against illness. And that is all pretty amazing really when you think about it.

And this is why self-care really matters. Because if you don’t look after your well-being, it’s more than just your mood that is going to suffer. Learn to control your mood and you can perform your best, you can combat feelings of pain and lethargy, and you can feel amazing doing it.

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5 Ways you are neglecting yourself right now

Self-care is a popular trending hashtag right now. It describes the practice of deliberately looking after yourself. That means sleeping well, it means taking the occasional bubble bath, and it means grooming.

The popularity of this movement is of course born out of the sheer importance of looking after ourselves. Failure to do so is liable to result in illness, and to prevent us from performing at our very best.

But before we start “adding” things to our routines to try and be healthier and happier, perhaps it makes sense to look at our current routines first – and to identify the ways in which we aren’t taking care of ourselves.

Here are some prime examples.

You Punish Yourself for Mistakes

Punishing yourself for past mistakes is a common mistake, but no less destructive for it. When we punish ourselves, we essentially lack compassion for ourselves and we treat ourselves with unfair expectations. We all make mistakes, so why force yourself to relive them?

Ask this: would you treat someone else this way?

You Don’t Get Enough Sleep

This is another extremely common mistake: to work hard and long, or just to fail to think about your health; and thus to not get enough sleep.

This has major deleterious effects over time, that will ware down your health, mood, and drive.

You Never Go to the Doctor

Does this one sound familiar? Again, it’s a case of treating yourself with less dignity and care than you would show a stranger. How many times have you told friends and relatives they should see a doctor? Isn’t it time you took your own advice?

You Don’t Rest and Relax

Another serious mistake that many people make is not resting and relaxing enough. When was the last time you kicked your legs up on the couch, put on a good movie, and just enjoyed the peace and quiet?

When was the last time you read a good book? Or just sat outside and looked at the sky?

You Work Late

Working late is another extremely common example of putting your own needs last. We place so much pressure on ourselves to perform, that we are happy to let it grind down our energy and our health. Not only does this rob us of the free time we deserve, but it actually isn’t productive. Countless studies show that most of the work we do late at night is ineffective and not urgent!

Just try going home on time tomorrow, and see if it noticeably impacts your working week!

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The healing power of music

I want you to imagine a scene for a moment.

You just had a bad day at work. Like a really bad day. You are currently feeling absolutely miserable, and as though you just want to curl into a ball and forget the day happened. You can’t though, because you also have debt you need to sort out, and dinner you need to cook, and the house is a mess.

And you did want to work out tonight!

For many of us, this crushing sense will become too much and we’ll end up curling in the fetal position on the couch nevertheless.

But instead, you pop your headphones on, and you start listening to your favorite music. It’s an up-tempo tune that reminds you of better times, and that has lyrics about taking on anything. You feel supercharged, and you get to work!

This is the healing power of music! So, what just happened? It goes beyond the simple fact that the music you listened to happened to be something you really enjoyed and that perked you up. Rather, music can actually trigger the release of specific brain chemicals. Several studies for example demonstrate that listening to music can actually reduce the stress hormone cortisol. This works best as you might expect when the music is upbeat. It can also encourage the release of dopamine, which tends to occur during the “peak emotional moments.” Why this happens is uncertain, but it possibly has something to do with alterations in brainwaves affected by rhythm and pitch.

For those looking for a method of self-care that can help them to improve their mood, a good piece of music might be just what they need.

The Problem

The problem? Many of us will tend to listen o music that won’t help our mood, but that will rather echo their current mood.

In other words, when we are down, we tend to seek out sad music. Happy or upbeat music is simply too incongruous.

A solution to this issue though, is to listen to music that starts low tempo and perhaps a little melancholic, and that then rises in tempo and mood until it reaches a happy crescendo. By doing this, you can actually gradually raise yourself out of a funk.

That said, research also shows that sad music can be cathartic when we are feeling low.

So, whatever you need to feel, take some time out to close your eyes, and put on some headphones. Let the music take you away.

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3 Easy ways to improve your bad mood

Being in a bad mood is often taken lightly and seen as something of a joke. We’ll often tease our friends or relatives for ‘getting out the wrong side of bed’ or ‘being a bit moody’ and generally we don’t consider this to be a big deal. Sometimes though, being in a bad mood can be a serious problem if it happens often or is consistent. Not only can being in a poor mood prevent you from enjoying yourself, it can also lead to severe depression (or be a symptom of depression or stress), cause you to make bad decisions and even cause you to drive your friends and loved ones away. When a bad mood is severe, or when it emerges a little too often, it becomes a serious problem and you need to do something about it.

Here’s how to improve a bad mood using the right psychological techniques and tricks…

Let it Go

There are a lot of articles and books out there advising on catharsis when you’re in a bad mood. ‘Vent your anger’ they recommend, ‘by punching a punch bag or screaming into a pillow’. Unfortunately, though there is one small problem with this advice – it’s unfounded. Studies have shown repeatedly that punching a punch bag or ‘venting’ anger in any other way will achieve nothing and in fact only make you angrier and for longer. The better way to deal with anger is to make a conscious decision to ‘let it go’ – because after all you’re not going to help anyone by being in a strop. Likewise if you’re very upset, make the conscious decision not to wallow.

Be Incongruent

A piece of advice that is more useful, is to do something incongruent with being in a bad mood. Watch a funny film, sing a happy song or otherwise act in a way that doesn’t sit well with being angry or depressed. This can actually become a self -fulfilling prophecy: you act happy and suddenly you start to become happier. Even just smiling can help to improve your mood due to a process known as ‘facial feedback’.

Go Incremental

One slight problem though – you need to actually convince yourself to listen to that happy music if it’s going to have any effect. This can be tricky seeing as your bad mood will be clouding your judgement and will be affecting what you want to do.

The solution is to be incremental – to listen to gradually more upbeat music, or to watch gradually more upbeat programs. Doing this you will be able to ‘ease’ yourself into a better mood and it won’t seem quite so off-putting.

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Single focus: The secret to powerful VIP days

Single Focus: The Secret to Powerful VIP Days

Unlike a 3-day conference or telesummit, VIP days are generally tightly focused with a single goal. You want your client to walk away having solved her biggest business problem (or at least one that’s been holding her back for some time) and be able to jump back into work with a sense of accomplishment.

You don’t want her to go home with a head full of ideas and a notebook full of half-finished thoughts that she’ll never take action on.

Keeping your VIP day tightly focused is beneficial to you as well. Chances are you’re the go-to person in your market for one (or maybe two) things. Perhaps you’re known for helping clients break through their money issues to earn more than they ever thought possible. Or maybe you’re a genius at building an affiliate marketing empire. Or you might be the 4-hour workweek type, able to set up systems and processes that get your clients out of the office while still growing their income.

Whatever your area of expertise, by offering a VIP day centered around it, you’ll be able to command a much higher rate than a general “coach with me” kind of day where anything goes. After all, you’re the expert, so it’s time to show off your stuff.

You’ll find that attracting your ideal client is easier when your day has a strict focus as well. It might seem counterintuitive, but when you offer buyers lots of choices, they’ll often become confused, and end up buying nothing. The same is true for coaching. When faced with many ideas and potential programs, there’s a tendency to become overwhelmed.

By remaining focused, you have the opportunity to show potential clients exactly what you can help them accomplish, rather than using vague words and empty promises such as “take your business to the next level” or “overcome your roadblocks to success.”

Instead, your clients will know that after their VIP day with you, they can look forward to having a “step-by-step personalized action plan for becoming a super affiliate” or a “new attitude towards money and how it can work for you.”

Focus makes your sales page easier to write, ad targeting clearer, and testimonials more powerful, too.

Of course, all that means that you really do have to have the focus (and enough expertise) to teach for an entire day on a single subject. If you don’t feel you can pull that off, consider bringing in a guest expert who can speak about a related topic. For example, if your VIP day is all about money mindset, then a brief meeting with someone who can offer tips on budgeting would be a perfect fit.

Here’s the bottom line. The more focused your goal for your VIP clients, the more they will get out of your event. And the more value they receive, the more raving fans you’ll have, who will happily share you and your coaching programs with their friends and colleagues.

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Coaching business makeovers: It’s time for a change

Coaching Business Makeovers: It’s Time for a Change

When is the last time you changed the theme on your website? Changed your headshots? Rewrote your “About” page?

If the answer to any of those is more than a year ago, listen up, because big coaching paychecks require more than a fancy sales page and an email pitch. If you want to attract high-end clients, you have to look and act the part.

Headshots Done Right

We all looked better ten years ago, but that’s no excuse for using old, outdated or—heaven forbid—amateur headshots.

When you’re selling coaching programs that range into the five figures, looking professional is critical, and that starts with great headshots. Hire a photographer who specializes in portraits for speakers and coaches. Expect to spend a few hundred dollars for a selection of high-resolution images you can use in all your marketing materials, including on your website.

Get Your Website Redone

Speaking of websites, if you’re still using the same theme you designed yourself, it’s time for a new look. While you can say that potential clients should not judge you by the way your site looks, they will. A clean, modern website will work wonders to improve your credibility and start attracting the right clients.

While you’re at it, take some time to solicit new testimonials. Don’t just load them all up on a single page though. Take the best ones and add them to your sales page, put them in your email newsletters, and include them in your lead-gen materials as well.

Don’t forget your “About” page, either. This one is hard for most people, so it’s a good idea to have someone else write this, or at least have a writer revise the one you wrote. Remember to include your most recent accomplishments, any awards or accolades, your speaking engagements, and anything else that lets people know you’ve got what it takes to help them grow. Include a few personal details as well, so readers will feel as if they know you just little better for having read it.

Lastly, remember to update your social media profiles as well. LinkedIn, Facebook, Twitter and others have a long reach, so you want to ensure that no matter where potential clients find you, the information is consistent and professional.

Getting new headshots and making over your website might feel like a waste of time, but the truth is, people do judge a book by its cover, and you often only have a second or two to make an impression. Make sure it’s the best one you can make.

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Simple ways to eliminate tire kickers

Simple Ways to Eliminate the Tire Kickers

In any business, you’ll spend a certain amount of time on clients who will never pay you.

Website designers quote jobs that never come to fruition.

Car dealers spend hours chatting up customers who will never buy.

Book agents read countless manuscripts they will never be able to sell.

And coaches spend time giving out free advice to clients who cannot or will not hire them.

Truthfully, it can be frustrating, and it’s definitely a drain on your time and energy. But there are some things you can do to eliminate those who will never become clients without having to spend time with them first.

Post Your Prices

One of the most hotly debated topics among coaches and service providers is whether or not you should post your prices on your website. There are pros and cons on both sides of the fence, but the biggest advantage to posting your prices is that it immediately eliminates those who cannot afford you.

Of course, you don’t have to list prices for everything to achieve the same effect. If you offer private coaching and self-directed training packages, having a price tag of $1000 on your “entry level” course makes it pretty clear that your private coaching is going to be at the high end.

If you prefer to quote packages individually, a line that states, “Coaching packages start at $XXX” is a simple way to state your prices while still giving you some flexibility.

Intake Forms

Before you get on the phone with anyone, require that they do a little groundwork first. A client intake form should tell you everything you need to know about a potential client long before you pick up the phone. But what it tells you the most is how much work they’re willing to do. Freebie seekers aren’t likely to do the work required to answer even a simple questionnaire, so those who do fill out your form are better prospects.

Not only that, but you can include in your form a question about pricing, such as “What’s your budget for coaching?” Use a pre-defined list of answers that start with “$1,000 and up” rather than letting your potential client fill in her own amount, and those with smaller budgets won’t bother to complete it.

Change Your Language

Words have power, and if the words you use on your website and other marketing material are speaking to newbies or those just getting started in business, you’ll never attract the audience you’re seeking. Instead of using words like “step by step plan,” say, “advanced techniques.” Rather than talking about “easy systems,” mention high-end, complex software by name. Simple changes can help you to automatically attract the right audience.

You’ll still spend some time and energy on those who ultimately won’t hire you, but by making these simple edits to your website, marketing materials, and other business systems, you’ll begin to see more high-end clients and fewer of those you no longer wish to work with.