Coaching 10

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WELCOME!WELCOME!Coaching 101Coaching 101

Workshop presented byWorkshop presented by:

Catherine McAnally, CSAC, CICC, CHDMPresidentJoshua Tree Coaching & Consulting, LLC


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Building TrustBuilding Trust

October 19, 2010October 19, 2010


• Getting Started – Recap Call to Action

• What’s Trust Got to Do With It?

• Building Relationships

• Masterful Listening – 3 Keys to Connecting

• Topics

• Questions – What are Effective Questions?

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What You’ll Hear Today…What You’ll Hear Today…


Recap: Call to ActionRecap: Call to Action

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• Define

• Clarify

• Establish

• Execute


What’s Trust Got to Do With It?What’s Trust Got to Do With It?

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“The moment there is suspicion about a person’s

motives, everything he does becomes tainted.”

~ Mahatma Gandhi


Building Relationships (or Building Relationships (or Connecting with People)Connecting with People)

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↑ Increase cooperation

↑ Increase productivity

↑ Increase confidence

↑ Increase value and self-worth

“If there is any great secret of success in life, it lies in the ability to put yourself in the other person’s place and to see things from his point of view – as well as your own.” - Henry Ford


Building Relationships (or Building Relationships (or Connecting with People)Connecting with People)

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What results am I getting?

How am I getting those results?

What results do I want to get?

How will I get those results?


Masterful ListeningMasterful ListeningThree Keys to ConnectingThree Keys to Connecting

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Listen first, speak last

Ask questions

Seek to understand



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Ask questions

Seek to understand



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Ask questions

Objections

Seek to understand



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Ask questions

Seek to understand

Identify emotions

Remove your “I”

Empathize

Get to know your team

Seek answers


TopicsTopics

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Pareto Principle

New advisors

Incumbent advisors


Manage Call ExpectationsManage Call Expectations

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Define

Clarify

Communicate


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Thank YOU for your time!Thank YOU for your time!

“The best time to plant a tree is twenty years ago. The second best time is now.” ~ Chinese Proverb

Seminars and Workshops to help you bring Net Value to you, your customers… and your business.

Learn more at http://www.JoshuaTreeCoaching.com Direct: (570) 868-5720Office: (888) 330-6985

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Coaching 10