Business Coaching 101: How to strike out on your own, generate 6- or 7-figures as a business coach, and provide MASSIVE transformation to your clients. Learn all the basics. Swipe our time-tested templates. Live BIGGER! BusinessCoach.com.
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Business Coaching Essentials and Fundamentals
1. A Time Tested Organizational Coaching Model:
A BusinessCoach.com business coach is trained
to step over nothing, uncover everything,
reveal what’s missing and inspire others in the
infinite potential of their client’s success.
http://www.businesscoach.com/ 800-983-7769/ gary@businesscoach.com 1
Presented by Gary Henson, President of BusinessCoach.com
2. Gary Bradford Henson: Age 61, 30
year entrepreneur with a dry sense
of humor, an inspiration to anyone
who knows him, a lover of
mankind, a believer in Jesus, a
true family man.
You can’t be small around
him.
The man behind
BusinessCoach.com.
http://www.businesscoach.com/ 800-983-7769
gary@businesscoach.com
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3. Our Vision
BusinessCoach.com is a world-class Business Coaching and training resource born
from a clear vision – to cause transformation in the world.
Our Mission
We are the stand for the transformation of leaders in business. We create new
workplace cultures that are unstoppable. Leaders and their teams look forward to
going to work and to the daily challenge of consistently improving their
performance.
Our Commitments
We are honored to Coach leaders so they experience a greater sense of fulfillment
and we are committed to teaching them the art of developing productive teams.
We commit to provide training and Coaching services that produce extraordinary
results.
We are Champions Coaching Champions to cause breakthroughs in the face of
daily circumstances. We generate powerful results that make an impact on
people’s daily lives personally and professionally.
We commit to hiring creative, progressive employees that are committed to our
mission and vision.
We are committed to a fun, family oriented and exciting workplace. Through our
commitment to growth, acknowledgement and personal Coaching of one
another, our organization promotes a ‘want to be here’ attitude.
We are a sales-driven organization committed to consistently utilize a scoreboard
for measuring and achieving financial goals.
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4. BusinessCoach.com’s Definition
Of Business Coaching
What does Business Coaching provide?
Coaching is an extraordinary relationship between two or more people that commit to a
common goal or future.
The role of the client is to be willing to change their approach to business and be open to
reinventing themselves and their current belief system.
The client must be committed not only to change but to learning and growth.
The role of the Coach is to discover what the client is passionate about in their business
and personal life. At times, the Coach intervenes when he sees the client drifting or losing
focus on their goals. The Coach is always standing in the future that the client wants to
create and is totally committed to their success.
Business Coaching by design creates an environment for an organization to see its
potential while not being influenced by the past. Organizations are often limited by their
own self imposed limitations or fixed positions that prevent taking action or producing
bottom line results.
Business Coaching can be powerful for organizations that want to have breakthroughs in
areas where they have previously been stuck or experienced unsatisfactory results.
BusinessCoach.com has been dedicated to this process Since1989 and remains
committed to the development of extraordinary leaders and their teams, regardless of
where they are in the process.
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5. Domains of Knowledge
We Don’t Know
We Don’t Know
We Know
We Know
We Know
We Don’t
Know
Access
Through
Coaching
All Breakthroughs
Occur in this Domain
A coach is someone who gets you to do what you don’t want to do so you can be
who you want to be.- Dallas Cowboys Coach Landry 5
7. http://www.businesscoach.com/ 800-983-7769
gary@businesscoach.com 7
Ordinary
Not Coachable
Comfortable
Reasonable
Playing small
Avoiding risk
Status quo
Fearful
Reactive
Common goals
WIIFM
Non-entrepreneurial
Blame/make wrong
Focus on competition
Paying attention to obvious
Circumstances get in the way
Self-centered
Out of integrity
Excuses vs. responsible
Closed-minded
Average
Satisfied the way it is
Stingy
Undeclared expectations
Extraordinary
Creative
Being unreasonable
Risk taker
Leveraging others skills
Coachable
Open minded
Passionate
Focused
Continuous personal/professional growth
High level communication
Committed
Team-oriented
Generous
Visionary
Empowerment
Courageous
Being honest
Being in integrity/keeping your word
Possibility thinking
Leadership
Fun
Clear expectations
Humble
Ambitious
Diverse
Proactive
Balanced
8. http://www.businesscoach.com/ 800-983-7769/ gary@businesscoach.com 8
Consulting
Reporting
This is broken and needs fixing
Good/ Bad
Right/ wrong
Information (no transformation)
Systems in place
Business knowledge
Ordinary conversations
Something’s wrong here
Inside of the comfort zone
Conservative approach
Coaching
Counseling
Listening
Helping
Life lessons
Teacher/student
relationship
Advising
Sharing examples
Supporting
Problem solving
Open communication
Mentoring
9. Vision and Commitment
+
Effective Communication and Keeping Score
+
Action Planning and
Teamwork
+
Leadership and Accountability
=
RESULTS
Once you achieve results return to vision and commitment and keep following the model over
and over again. If you’re not getting to the “results” stage, make sure you are thoroughly
putting each of the above pieces in place.
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Our Model for Business Coaching
11. Our Likely Story
Often times we relate to situations, actions or conversations as stories.
Stories can seem as though they are the truth.
Stories describe how we perceived what happened vs. what actually
happened.
Stories create obstacles or barriers that get in the way of our view of reality.
Stories can paralyze action and avoid accountability and responsibility.
The Business Coach is trained to distinguish with the client what happened vs.
the perception of what happened; the Business Coach then works with the
client to distinguish stories in their business that prevent action or results.
The Business Coach works with the client on how to use no-excuse-
management to maximize performance of the people and the business.
Who would you be without your story?
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12. Our Likely Story
The “story” is the private and public conversation of justifications, reasons, explanations,
and fixed positions that stand in the way of our being effective.
We often trade our “story” for the results we intend. People rarely consider what would be
possible if they were not limited by their “story.”
Our “story” obscures the “source” of our effectiveness by locating what happened
outside ourselves. Our “story” has a design that always seeks to make us “right” about
the interpretations we are creating. Often, others are made wrong in our “story.” Our
“story” can also be a commitment to “looking good” to ourselves, and to what others
perceive.
We accept our “story” as though it were true, valid and “reasonable.” We are “blind” to
our “story.” If we are skillful, we sell our “story” to others. They often buy in, thus
creating additional agreement or “reality” about our “story.”
We seldom notice that our “story” is composed of unexamined assumptions and
ungrounded assessments that produce no distinctly designed action. Ultimately, what
we are left with is a life made out of our “story.” The result of this shows up as life not
working, or struggle.
When we are able to distinguish what happened and the meaning we gave to what
happened, then we can take responsibility for creating our “story.” Taking on
responsibility frees us from the prison of our “story.”
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13. Being Accountable
Accountability is living by choice rather than living by accident.
Accountability is the opportunity to carve out the future rather than sit
back and have it happen to you. Without accountability, there is no
committed speech, there are no promises and no declarations.
Therefore, there are no breakthroughs. There is, at best, business as
usual or the status quo.
A promise for which you are accountable has power. A promise made
from the stand that you are your word engages you as a participant.
You cease to be a spectator in your life as your words and actions
impact the world. With a promise, you create a condition that
supports your commitment rather than your moods.
When you are accountable to your promises you are your word; thus,
your relationship to the world shifts. You find yourself producing results
in all areas of your life. The experience is one of joy, fearlessness,
irrepressible energy and satisfaction.
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14. What It Takes To Be Number One
Winning is not a sometime thing; it's an all the time thing. You don't win once in a while; you
don't do things right once in a while; you do them right all the time. Winning is a habit.
Unfortunately, so is losing.
There is no room for second place. There is only one place in my game, and that's first
place. I have finished second twice in my time at Green Bay, and I don't ever want to finish
second again. There is a second place bowl game, but it is a game for losers played by losers.
It is and always has been an American zeal to be first in anything we do, and to win, and to
win.
Every time a football player goes to ply his trade he's got to play from the ground up—from
the soles of his feet right up to his head. Every inch of him has to play. Some guys play with
their head. That's O.K. You've got to be smart to be number one in any business. But more
importantly, you've got to play with your heart, with every fiber of your body. If you're lucky
enough to find a guy with a lot of head and a lot of heart, he's never going to come off the
field second.
Running a football team is no different than running any other kind of organization—an
army, a political party or a business. The principles are the same. The object is to win—to beat
the other guy. Maybe that sounds hard or cruel. I don't think it is.
It is a reality of life that men are competitive and the most competitive games draw the
most competitive men. That's why they are there—to compete, to know the rules and
objectives when they get in the game. The object is to win fairly, squarely, by the rules—but to
win.
And in truth, I've never known a man worth his salt who in the long run, deep down in his
heart, didn't appreciate the grind, the discipline. There is something in good men that really
yearns for discipline and the harsh reality of head to head combat.
I don't say these things because I believe in the "brute" nature of man or that men must be
brutalized to be combative. I believe in God, and I believe in human decency. But I firmly
believe that any man's finest hour—his greatest fulfillment to all he holds dear—is that moment
when he has to work his heart out in a good cause and he's exhausted on the field of battle—
victorious.”- Vince Lombardi
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15. What is a TEAM in Business?
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People with a common and well understood
purposeand/or mission.
People who are willing to communicate
clearlyand effectively.
People with a common commitment as
well as unique concerns with clearly defined
individual accountabilities.
People with an aligned agreement to produce
their collective and individual
accomplishmentsat some mutually
agreed upon level of performance.
People with absolute commitment to an
environment allowing for a balance of
communication,
contribution and
acceptance.
People utilizing coordinated action
in language to forward their common
commitment to accomplishments,
relationships and fun.
16. Company Survey
Name: _________________________ Position/Title: _____________________
All answers will be held in strict confidence. Please answer all questions to the best of
your ability. Give as much detail as possible. If necessary, attach additional pages.
-How long have you been working at this place of business? How long have you been at
your current job description?
-What is it that you like most about your job? What is it that you like least about your job?
-What could take place that would encourage you to become more enthusiastic about
coming to work everyday, especially on a Monday morning after a wonderful weekend?
-What changes do you feel would make this business more successful or productive?
If you were to become the owner of this business and you could make any changes that
you wanted, what would they be?
-What three adjectives do you think appropriately describes the business culture at this
time?
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17. Let’s Assume For Just A
Moment That You Are In
Business To Make Money.
$
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18. Job Description Outline
Position Title:
Reports To:
Objective:
Responsibilities:
Position Specific Responsibilities:
Standards of Performance:
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19. Client Recommended Reading List
All of the below books are available through BusinessCoach.com
The Dream Giver: Bruce Wilkinson
The Canoe Theory: Hibbard, Hibbard & Stockman, Ph.D.
The One Minute Manager: Kenneth Blanchard
The Five Dysfunctions of a Team: Patrick Lencioni
Secrets of the Millionaire Mind: T. Harv Eker
What Got You Here Won’t Get You There: Marshall Goldsmith
Little Red Book of Selling: Jeffrey H. Gitomer
16x Real Simple Innovation for 16 Times Better Results: Richard Koch
Endless Referrals: Bob Burg
Leadership 101: John Maxwell
Gung Ho: Kenneth Blanchard; Raving Fans; Kenneth Blanchard
Crucial Conversations: Patterson, Grenny, McMillan, Switzler
Good To Great: James Collins & Jerry I. Porras
The Four Disciplines of Execution: Stephen R. Covey
100 Ways To Motivate Others: Steve Chandler
The Three Laws of Performance: Steve Zafron, Dave Logan
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20. Reasons to Hire a Business Coach:
Gain an objective opinion of your
business.
Create a strategic plan that will direct
how your business will grow.
Learn how and why leadership is so vital
to business growth and success.
Increase the productivity of your
business and employees, now and in
the future.
Discover skills you didn’t think existed.
Exercise the muscle called your mind.
Locate what is missing in your plan in
order to develop increased action.
Reduce the stress in your personal and
business life.
Reach and achieve what you once
thought were unrealistic goals.
Hear how others are achieving success
in their business.
Cultivate a much larger capacity for
producing exceptional results.
Operate as someone who can
overcome ANY obstacle.
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Have power over your time instead of time
having power over you.
Experience having “fun” in business again.
Work from a place of creating rather than
“surviving”.
Make a difference in the world in a profound
way.
Have greater awareness and greater clarity
around goals and objectives.
Experience improved relationships in every area
of your business.
Greater capacity to initiate change within your
organization.
Increase your competency for conflict
resolution.
Become more assertive and make decisions
faster/easier.
Increase your ability to develop leaders and
bench-strength.
Experience increased retention of key
employees.
Attract and develop high performers.
21. BusinessCoach.com provides specialized training for
client’s employees. Following are a few examples of
the types of trainings companies need.
Specialized Trainings for Clients
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22. Sample 1: Building a Powerful Team
The purpose of this training is to develop managerial skills that effectively empower employees to engage and
Participate in the company to their fullest extent. Participants are introduced to techniques and strategies to
develop leadership traits that once emphasized and practiced by team members, provide the positive medium for
team members to interact and grow together. After attending the training, participants will know how to observe,
listen, communicate, suggest, motivate, analyze and interact with other team members in a positive and professional
manner.
Topics Covered:
The relationship between ambition, responsibility, participation
An assessment of leadership traits
Developing a cohesive, interactive team
Learning Outcomes:
Learn to develop a personal direction that furthers the organization’s goals
Learn how to build self-esteem through active participation in your career
Be able to assess individual values, and experience personal gratification while having a positive influence on others
Program Length: Designed to meet the needs of the organization ½ day $1K min.
Audience: Directors, Managers, Team Leaders and Team Members Double for a non-client
Special Features:
Participants form teams that conduct a new task in a novel environment. The exercise is followed by a debriefing
discussion. That examines what individual character traits surfaced during the exercise as participants examine their
own traits and assess the traits of others. The purpose of the exercise is to enhance team cohesiveness and
consensus building.
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23. Sample 2: Strategic Planning Made Easy
The purpose of this training is to develop the basic components of the standard business plan into an action tool that
dictates growth, direction, and pace by measuring intermediate goals and providing for leadership development
among all employees. After attending this training, participants will be able to draft a “Practical Business Plan” or
“Business Proposal” that focuses on the steps needed to inspire the whole team in their commitment to accomplish
the company’s need for profitability. Participants will also be able to identify the underlying commitments that drive
people, and assist others in aligning the company’s goals, mission and vision.
Topics Covered:
Identifying Organizational Characteristics of the Business Plan
An outline for the Practical Business Plan
Presenting the Business Plan
Developing the Business Plan
Presenting Proposals
Learning Outcomes:
Learn how to explore and create distinctions that open avenues for action in team member work, management, and
leadership qualities.
Be able to create and present business proposals
Be able to create a basic business plan by determining and applying basic questions and answers related to the plan
and/or proposal
Program Length: Designed to meet the needs of the organization
Audience: Directors, Teams, Managers, Support Personnel, Sales Staff, and Administrative Staff Members
Special Features: Participants form groups that write a Business Plan to create a profitable institution. Participants then
share their Business Plan with other groups. The course is designed to develop a total team, commitment to build a
framework for common goals, and foster a shared team commitment to achieve the goals of the business plan and
proposal.
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24. The purpose of this training is to identify the terms and concepts used to develop strategies that maximize
relationships with customers. Team Leaders and Team Members are introduced to customer values, trends,
techniques, and strategies used to acquire, serve and keep customers. After attending this training,
participants
will be able to effectively assess, plan, coordinate and manage a customer Service Operation.
Topics Covered:
Customer Service In Excellence
Organizing Your Customer Service Approach
The Value of Customer Trends, Strategies, and Techniques
Keeping Score of How Well You Reach Your Customer Service Goals
Learning Outcomes:
Develop the ability to use customer service terms, concepts and values as a medium to develop the best
organization and marketing plan for customer service
Be able to draft and develop a Customer Service Mission Statement
Recognize and apply trends and customer assessments for a timely and ever-changing customer service
strategy
Create a Customer Service self-correcting system that eliminates “bad habits” among those in direct or
indirect contact with customers.
Program Length: Designed to meet the needs of the organization
Audience: Directors, Managers, Team Leaders, Team Members, and Human Resources Personnel
Special Features: Participants form teams that role-play the customer service relationship. The role-play is
followed by a group discussion about what training participants observed, their impressions of several customer
service issues such as handling complaints, requesting information, taking orders, handling a customer
emergency, and more.
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Sample 3: Excellence In Customer Service
25. Sample 4: High Impact Leadership
The purpose of this training is to define the principles and values of leadership in your organization. Special
emphasis is on how to develop a culture that capitalizes on the diverse leadership characteristics within the
team. Participants will learn how to create leadership strategies that will enable them to properly manage a
solution-driven work environment. After attending this training, participants will gain insight for using change as
an opportunity to apply effective leadership principles.
Topics Covered:
The “Key” to Success
The Value of Leadership
Leadership Principles versus Leadership Techniques
The Empowerment of Change
The Characteristics of an Effective Leader
How to develop a “Solution-Driven” Work Environment
Learning Outcomes:
Learn to identify opportunities to implement leadership principles
Be able to identify a properly developed leadership strategy
Be able to execute leadership strategies that are appropriate
Assess team and individual team member behaviors and apply the appropriate leadership strategy for
maximum team effectiveness
Program Length: Designed to meet the needs of the organization
Audience: Directors, Managers, Manager Trainees, Team Members, and Human Resources Personnel
Special Features: Participants form “departments” which are tasked with the development of a leadership
training program for the organization’s administration department. At the completion of the exercise each
department will demonstrate to other participants how their team achieved the goals of the exercise; what
problems, if any, there were in achieving an effective training program.
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26. The purpose of this training is to educate and empower leaders with the tools to make the team members/employees of
the organization accountable. More specifically, participants will learn the various areas in their business that
communicates the level of accountability desired by the leader. After attending this training, participants will be able to
identify what type of culture they want their organization to be and what areas to develop in their business to support and
implement accountability. With time and consistent accountability, participants will see an increase in employee
accountability that transforms into improved client services and increased profits.
Topics Covered:
How to Create an Accountability Culture
Ways for Leaders to Enforce Accountability
How to Make your Organization Proactive
How to Create Employee Buy-in
How to Create a Highly Effective Team
Learning Outcomes:
Identify the areas within your business that need further development in order to support the future of your
organization
Be able to turn your mission, vision and company commitments into living documents that define and guide the
culture of your organization
Understand how Coaching will create success with your employees and clients
Learn the strategies and skills that will pump new life into your business
Program Length: Designed to meet the needs of the organization
Audience: Directors, Managers, Executives, Team Leaders, and Sales Mangers
Special Features: Participants will be able to present specific and current accountability issues facing their organization to
the group in order for the entire group to enact problem-solving techniques. This activity will encourage brainstorming and
further discussion about how to detect dysfunctional office behavior.
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Sample 5: Holding Employees Accountable
27. The purpose of this training is to develop sales skills that successfully and consistently grow your business. This training is
designed to transform the average sales person into a confident sales team member. For the more experienced sales
person, this training is designed to fine-tune and expand their sales skills, making their sales all the more powerful. After
attending this training, participants will be able to apply several successful and key techniques that will grow your
business.
Topics Covered:
The Sales Game
Establishing Relationships
Listening
Under Promise and Over Deliver
Motivational Techniques
Learning Outcomes:
Be able to keep measure goals in focus
Be able to successfully land the sale
Learn to recognize shared values among team members
Learn how to control the direction of the conversation
Be able to establish winning long-term relationships with clients/customers
Program Length: One full day
Audience: Sales Persons, Directors, Managers, Team Leaders, and Team Members
Special Features: Participants learn all the guidelines and benefits to winning the sales game. Participants are
encouraged to present situations that they have encountered in a variety of sales situations in order to brainstorm
alternate ways of turning a cold or warm lead into a sale. Questions, outlines and methods of keeping track of leads are
presented to attendants in order to maximize their selling.
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Sample 6: Training a Successful Sales Team
28. The contract between the coach and organization is
key to laying the foundation for the way the
coaching relationship works and creating powerful
agreements and goals upfront.
Letter of Agreement
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29. Letter of Agreement
Company Name: _________________________________________________________
Contact Name: ___________________________________________________________
Address: ________________________________________________________________
Phone: (_____) ________-_____________ Fax: (_____) ________-_____________
Email: __________________________________________________________________
The following outlines the objectives of the project, and our business terms and conditions. The nature
of our work is to include you, our client, in a Coaching program that is unique to you and your specific
business.
Specific Measurable Results (these are specific desired outcomes you, the client, define
and are looking to see happen in order to know that you are on track with the Coaching
program):
List all results you want from the coaching relationship below.
_____________________________________________________________________________________
_
_____________________________________________________________________________________
_
_____________________________________________________________________________________
_
_____________________________________________________________________________________
_
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30. Continued . . .
Terms and Conditions:
The following clarifies our business relationship regarding Client responsibility, fees and payment
schedule, and other legal considerations we have included.
Client Responsibility:
We request that you be responsible for the following activities:
Ensuring people are available for Coaching sessions.
Providing suitable facilities for group and individual Coaching sessions.
Providing suitable facilities and food for workshops and group Coaching sessions.
Fees and Payment Schedule:
The professional fees for this program are $____________ plus any out-of-pocket expenses. We agree to
Obtain prior authorization if our out-of-pocket expenses are going to exceed $____________ in any
calendar month. Expenses are due upon receipt.
Payment fees are to be made as follows:
$____________ upon acceptance of this agreement and ________________ every 30 days following
Acceptance of this agreement for a total of twelve consecutive months.
Conditions:
Both parties acknowledge and agree that during the term of this agreement and in the course of the
duties hereunder, BusinessCoach.com (BC.com), shall have access to and become acquainted with
information concerning the operation and process of the Client, including manuals, policies, procedures
and other information that is owned by the Client and regularly used in the operation of the Client’s
business as well as the information of the Client’s trade secrets.
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31. Continued . . . The Client acknowledges sole responsibility for the Client’s employees, contractors,
agents, supervisors, officers and directors and for any decisions, actions or conduct arising out of or in
any way relating to BC.com’s Services performed hereunder.
The Client agrees to indemnify, defend and hold BC.com and it’s partners and employees free and
harmless from any and all suits, actions, claims or liability arising out of or in any way related to
BC.com’s services provided hereunder.
Either party may terminate this agreement by giving four weeks written notice of cancellation.
Confidentiality Guarantee:
BC.com specifically agrees not to misuse, misappropriate or disclose any trade secrets, directly or
indirectly, to any other person or use them in any way either during the term of this agreement or
thereafter, except as necessary for the duties described in this agreement.
Both parties acknowledge the sensitive nature of a Coaching relationship; BC.com hereby agrees to
hold in strict confidence content, proprietary actions, information and structures of the Client’s business
that may be encountered during Coaching sessions. Should the Client wish to execute a separate
agreement of confidentiality of the Client’s choosing, bc.com agrees to execute such an agreement.
Unanticipated Services: Additional work requested and not covered by the scope of this agreement
will
be issued a change order. BC.com agrees to issue a change order for the client’s approval prior to
implementation of the service. BC.com agrees that if a service is provided without initial approval from
the client, the client will not be responsible for the payment of said services. This letter may be a made
a contract by both parties dating and signing below.
Agreed by: ______________________________________________ ___/___/___
For: BusinessCoach.com Date
Accepted by: ______________________________________________ ___/___/___
For: Client Date 31
32. Powerful Ground Rules for Coaching
I agree to keep my appointments with my Coach. If, for reasons beyond my control, I am unable
to keep an appointment, I agree to communicate this immediately to my Coach.
I agree to hold my phone calls and give the Coach my undivided attention during Coaching
sessions.
I agree to take responsibility for and complete each project assignment.
I agree to take responsibility for creating results from my participation with my Coach rather than
the Coach providing me with results.
I acknowledge that the results I experience are in direct relationship to the goals, specific
measurable results, and critical promised actions I set and commit to.
I acknowledge that my Coach does not judge me or my employees to be either “right or wrong”
or “good or bad” and I will, therefore, ask questions, make comments, and fully participate in the
dialogue with that in mind. I will encourage my employees to do the same.
I will be responsible for making the Coach aware of any employee disputes that occur during the
Coaching process.
I agree that part of this program is acknowledging myself and my employees for participating fully
with the Coaching process.
I agree that the Coach is not here to Coach me in the direction that I think I need to be
Coached.
I agree to share Coaching with other business owners and executives in order to experience the
powerful lesson of enrollment.
I acknowledge that the Coaching process is sometimes emotional and I agree to keep the
promises made to myself, my business, employees and my Coach.
________Initial here
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33. When You Change The Way You Look
At Things, The Things You Look At
CHANGE.
Wayne Dyer
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