Post on 23-Sep-2020
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 1
Introduction to Relationship Coaching
Supplements for Class #3:
How to Build a Successful Practice
Contents:
Page 2: Seven Habits of Highly Successful Practitioners
Page 4: Top Five Critical Distinctions for Private Practice Professionals
Page 7: Top Five Tips for Marketing That Gets Results
Page 9: Build Your Practice with RCI
Page 10: About RCI
Page 11: Top 10 Reasons to Join RCI
Page 12: Beyond Relationship Coaching
Page 18: An Invitation from BuildingYourIdealPractice.com
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 2
SEVEN HABITS OF HIGHLY SUCCESSFUL PRACTITIONERSby David Steele
A small percentage of helping professionals are able to reach their financial
goals with full time private practice. Most practitioners struggle to make it by
working with managed care, accepting part time employment, working for
discounted fees, etc.
In my experience mentoring professionals to build their practices, I have
found highly successful practitioners to share the following characteristics:
1. PASSIONATE Highly successful professionals love their work, and are
so excited by it that they would do it for free, and have no thought or
intention of retirement. They truly could not imagine doing anything else,
and consider themselves lucky to have the best job in the world. Their
passion is easily expressed, and very attractive to their potential clients.
2. POSITIVE These professionals always have a 'can do' attitude. They
truly believe in themselves and trust that they will find a way around
obstacles to survive and thrive, and thus are able to effectively empower
their clients to be positive as well. They assume abundance instead of
scarcity. While they may experience fears and doubts, they are never
reasons for 'no.'
3. ENTREPRENEURIAL Highly successful professionals have an
entrepreneurial attitude, consider their practice a business, and take the
trouble to learn and apply the business skills needed to be successful.
While most helping professionals understandably wish to focus on serving
their clients and resist the business and marketing aspects of their
practice, successful professionals enjoy the challenge of pioneering a
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 3
successful business that is an expression of their gifts, mission, and
purpose.
4. PLAY LARGE Successful professionals are always expanding by
growing themselves and their practices. They desire to play as large as
they can, and take every opportunity to do so. They get impatient with the
status quo, and are always in motion seeking to maximize their time,
energy, opportunities, and resources.
5. CREATIVE Highly successful professionals pioneer their work with
their clients and their practice. They like to build on what they've learned,
and are excited by developing their own approaches to their work that
express their gifts, talents, and perspectives. Most enjoy the thought of
writing a book or developing a program that would make a unique and
powerful contribution to the world.
6. SERVICE-ORIENTED Highly successful professionals truly wish to
make a difference in the world, and are grateful for the opportunity to be
of service to their clients. While they may have their financial goals, they
wish to practice 'right-livelihood,' and it is more important for them to fulfill
their mission and purpose than it is to be financially successful.
7. WALK THE TALK Highly successful professionals believe in the value
of their work and are enthusiastic clients as well. They put time and effort
into developing themselves and building the life that they really want,
while they are making a living helping others do so. They have walked in
their clients' shoes, and continue to do so.
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 4
Getting Clients: Top Five Secrets for PrivatePractice Professionalsby David Steele
Here are my top five distinctions and secrets for getting clients and building a
successful practice:
1. Practice vs. Business
Your practice is helping your clients. Your business is all the other stuff that
comes with the territory of being in private practice, such as paperwork, billing,
marketing, etc.
Why is this distinction important? Most private practice professionals prefer
to work with their clients and resist some or most business activities, which can
seriously sabotage a practice.
Secret #1: Identify business activities you resist and find ways to implement
them effectively.
2. Marketing vs. Sales
Marketing is communicating what you do, which will generate prospects. Sales
is converting prospects to clients.
Why is this distinction important? You can market till the cows come home,
and not get any clients! Many private practice professionals resist selling, which
becomes an obstacle to getting clients.
Secret #2: Identify and implement effective strategies for converting prospects
to clients that fit your values and personality.
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 5
3. Selling vs. Enrollment
Selling usually refers to attempting to influence someone to buy a tangible
product. Enrollment is building a relationship with a prospective client and
inviting them to work with you.
Why is this distinction important? Many private practice professionals feel
like they are “selling” themselves and are uncomfortable with the enrollment
process, and as a result struggle to get clients.
Secret #3:Reframe “selling” to “enrollment” and focus on authentically
connecting with your prospective clients, being of service to them, and building
your relationship with them.
4. Services vs. Your “Real” Product
Your services are what you do to help your clients. The real product, however,
is YOU!
Why is this distinction important? You offer a very intimate, personal service
that requires your prospective client to like and trust you.
Secret #4: Prioritize connecting with your prospective clients and building your
relationship with them individually.
5. Bluebirds vs. Boulders
“Bluebirds” are prospects that are so attracted to working with you they almost
enroll themselves become clients. “Boulders” are prospects that are interested
and attracted, but have reservations and questions and require effort and
follow-through to enroll.
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 6
Why is this distinction important? Many private practice professionals focus
on the bluebirds and don’t follow through with the boulders. They interpret the
boulder’s behavior as not interested or ready; then struggle to fill their practice
because they don’t have enough bluebirds. Since you offer such a personal,
intimate service, many, if not most of your prospects will feel vulnerable and
experience fear, and need your support to make the leap to hire you.
Secret #5: Design your marketing and enrollment systems for the boulders, and
the bluebirds will follow. Learn and practice effective enrollment strategies to
help boulders overcome their fear and resistance.
Conclusion
The common theme of the above distinctions is that private practice
professionals tend to sabotage themselves by focusing on what they want to
do, and resisting what they don’t want to do. We want to help our clients and
make a difference in the world, and don’t want to put our limited time and
energy into activities that take us away from our mission.
Well, what you resist, persists. Much of what we might resist above can be
addressed simply by reframing the way we interpret that activity. We might hate
selling, but love to connect with people and build relationships, which is
effective enrollment. If a prospective client appears genuinely interested and
attracted to working with us, but has reservations (a “boulder”) that is NOT the
same as someone who is not interested in working with you, and reframing their
resistance as fear might be helpful.
It is critically important to understand that marketing alone will not create clients,
and we must identify, learn, and practice the skills and attitudes necessary to
effectively get clients. They didn’t teach this to you in graduate school, so you
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 7
must embrace learning to get clients as the final piece necessary to your career
success. I recommend taking this as seriously as any graduate school class or
professional training and get the information and support you need to be
successful.
Top Five Tips for Marketing That Gets Results
When marketing your practice, as well as designing your brochure,website, business card, flier, advertisement, or other marketing effort, werecommend investing the time and effort needed to effectively address thefollowing:
Tip #1. MARKET FOR YOUR DESIRED PROSPECTS, NOT YOURSELF
What looks good to you is not necessarily effective for your desiredaudience.
Do your market research and test your strategies on your target market.
Tip #2. ALWAYS ANSWER THE FOUR CRITICAL MARKETINGQUESTIONS:
Question 1: WHAT'S THIS ABOUT?Is it immediately clear to the reader what is being offered? Anyopaqueness, confusion, question marks?
Question 2: WHAT'S IN IT FOR ME?The big benefit(s) are very clear and directly stated... not implied; thereader doesn't have to guess.
Question 3: CAN I TRUST YOU?How do I know you are safe and credible? Can I find out easily enough if Iwant to? Is your photo and contact info prominently displayed so I can builda relationship with you?
Question 4: DO I FEEL GOOD ABOUT THIS?Do I WANT to engage you? Do I feel COMPELLED to click my mouse orpick up the phone? Do I feel good about myself in deciding to engage you?What's my motivation? Am I being motivated by fear, shame, or being
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 8
empowered to make a good choice? Am I so excited that I want to tell allmy friends?
Tip #3. ALWAYS INCLUDE THESE THREE KEY ELEMENTS:
Element 1: POWERFUL HEADLINEThis grabs their attention and lets the reader know what you can do forthem; the big benefit.
Element 2: COMPELLING CALL TO ACTIONYour desired result is to motivate your ideal client to act immediately toengage you directly or indirectly and generate a prospect by getting theircontact information.
Element 3: CHOICE OF CONTACT METHODSYou offer a choice between e-mail, telephone, web site, etc, so yourprospect can choose what is most comfortable to them.
Tip #4. CREATE A SYSTEM
Design a marketing system that you can implement over and over again.
Don't waste your time, effort, and money with one-shot deals or fragmentedmarketing activities.
Tip #5: FOLLOW UP, FOLLOW UP, FOLLOW UP
-Work your marketing system, especially your follow up activities.
-Always have the next step planned and let your prospects know of futureopportunities to engage you.
-Always contact your leads within 24 hours of receiving them.
-Always follow up by e-mail, telephone, etc, multiple times (80% of salesare made with 5 or more contacts!).
These elements will make all the difference in the world between strugglingto get clients and becoming wildly successfully in marketing your services.They are worth investing your best efforts and getting the support you needto implement them effectively.
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 9
BUILD YOUR PRACTICE WITH RCI
The Relationship Coaching Institute is the first and largestinternational relationship coaching training organization.
Our trainings are conducted entirely by telephone! You can joinus from your home, office, or anywhere else in the world.
To Qualify To Join Our Trainings:
1. You must be a practicing helping professional; coach,
counselor, therapist, social worker, minister, etc.
2. You must join our membership program and be a member in
good standing
About Our Membership Program:
We utilize a membership program for three reasons:
1. To make our trainings affordable
2. To enable you to use our turn-key, proprietary programs for
singles and couples in your practice
3. To provide you a complete support system, including:
Referrals
Certification
Marketing support
Practice development programs
On-going training and mentoring
Resources of our international professional
community
Revenue Sharing Program
And more
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 10
ABOUT RCI
Our Mission is to promote fulfilling life partnerships by providing
effective, healthy, and empowering support, information, and
resources to singles, couples, and other helping professionals.
Our Vision is to create a social movement promoting successful life
partnerships by collaborating with professionals who share our belief
in the importance of healthy marriage and family relationships in the
quality of life for ourselves, our children, and future generations .
This is an open invitation to all professionals who share our
vision.
Let's make a real difference. Failed relationships are at the root of our
social problems. We share the same goal, so let's join forces. We
have developed a powerful model which helps singles and couples
have successful relationships. By collaborating with other
professionals, we can more effectively bring to public awareness the
tools and information needed to create successful life partnerships.
A successful life partnership is a high priority for most of us.
When people enter committed relationships they do not want to fail. If
our society can solve economic and technical problems, creating a
healthy economy and technological wonders such as the World Wide
Web, surely we can achieve our shared human relationship goals by
applying our skills and knowledge in a similar fashion. There should
be no barrier to any single person or a couple wanting to have a
successful marriage and family. Let's join together and make this
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
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happen. If you share this vision, please Click Here and become a
member of our community of relationship coaches.
Top 10 Reasons to Join RCI
1. RCI is the first and largest relationship coaching trainingorganization
2. Cutting-edge relationship coaching methods and materials
3. Innovative, structured programs for coaching singles andcouples
4. Low enrollment and membership fees
5. All trainings, materials, and support included
6. Proven, turn-key practice building programs
7. Earn passive income with our Revenue Sharing Program
8. Active, international community of relationshipprofessionals for networking, support, ideas, resources
9. Referrals from our outreach organizationsConsciousDating.org and PartnersInLife.org, as well asnational and international co-marketing partnerships
10. Membership benefits such as your own web site, freebridge lines, and more!
For a comprehensive listing of RCI member benefitsvisit www.RCImemberbenefits.com
Click Here To Join Today!
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 12
BEYOND RELATIONSHIP COACHING TRAINING
Fully communicating what Relationship Coaching Institute is about; what we
provide our members and how our system works, has been a challenge because
few people have experienced anything similar.
Just the fact that we are a membership organization can be confusing, as this is
not a traditional model for providing professional training.
Prospective members seem to focus on our relationship coaching training and
certification, and file everything else away in the"other" category.
Even our members forget all that is available to them, and are often pleasantly
surprised to find that we have the exact resource they need for their situation and
didn't realize it.
Here is how Relationship Coaching Institute works:
OUR MISSION
Our mission here at RCI is to help you have a successful practice helping your
clients with their relationship goals.
There are two main parts of this mission:
A. Relationship coaching training and certification to provide you the
tools and skills to help your clients with their relationship goals, whether
you specialize in relationships or as part of your existing
services/specialties.
We can confidently state that regardless of your specialty, all your clients
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 13
have relationship goals, and we want to help you to help them have
successful relationships.
B. Practice development support to help you market, build your practice,
and get clients.
We can only make a difference in the world if we are able to get clients.
RCI is not satisfied to simply sell training; we want you to have a successful
practice applying our tools and skills for coaching singles and couples.
WHY A MEMBER ORGANIZATION?
RCI started out like any other professional training program, offering a menu of
trainings and certification choices, each one having a price point and requiring a
buying decision.
Graduates from our trainings were excited and motivated to apply our programs
in their practice. However, we were hearing over and over again how difficult it
was for them to get clients, so we added practice development programs and
marketing support, charging extra for each program, pricing them as low as
possible to make them attractive and affordable.
It was very difficult to witness our graduates needing and wanting to participate
further in our programs, but not signing up because of the cost, even though we
priced them as low as possible.
When you make a buying decision you ask yourself questions such as "Can I
afford this right now?" "Is this worth the cost?" "How will I pay my bills if I do
this?" If something worthwhile requires a buying decision there is a risk you will
not do it, even if you want to.
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 14
We wanted to remove any and all barriers to accessing our trainings and practice
development programs, so we converted to a membership organization where
everything is included, and the buying decision is made only once.
The added benefit of being a membership organization, besides being affordable
and including everything, is that it motivates us to do a good job for our members
because we want them to be happy and stay. Even though our basic
membership is only $29.00 per month, few would continue paying that if they
were not receiving value from it. This is the way it should be- we will only be
successful if we are helping you be successful.
A membership model is a win-win; very affordable for you, and motivates us to
continue to provide value for you after the training is over.
BEYOND RELATIONSHIP COACHING TRAINING
Here is an idea of what we provide our members beyond relationship coaching
training and certification, included with RCI membership at no extra charge:
1. RCI members are automatically members of
BuildingYourIdealPractice.com with unlimited access to:
o Private Practice Marketing Secrets Mentoring Program
($1497.00 value- verify here
o Private Practice Marketing on a Budget digital collection ($97.00
value- verify here)
o Complete access to our past, present, and future practice building
audio recordings. ($600.00 value- verify here)
o Members-only Knowledge Bank and Resource Bank
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
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››This member benefit alone is worth over $2,200.00!
(We are passionate about helping you have a successful practice
because we can't make a difference in the world if we can't get
clients!)
2. Membership in supportive community of relationship professionals
who share ideas, feedback, marketing materials, etc.
3. Listing and referrals from our outreach website for singles at
http://www.consciousdating.org and couples at http://www.partnersinlife.org
4. Listing and referrals from http://www.relationshipcoachfinder.com
5. Unlimited use of proprietary "Conscious Dating®" and "Partners in
Life™" programs for singles and couples, including workbooks/manuals.
($30.00 value per workbook)
6. Weekly mentoring and consultation conference calls with David
Steele and staff (equivalent to mentor coaching group- $300.00 per month
value)
7. Monthly Continuing Education Trainings and recordings of past
trainings on specialized relationship coaching topics
8. Unlimited technical support by e-mail and telephone
9. Marketing materials such as flyers, bookmarks, audio programs,
online quizzes, e-programs, newsletters, seminar content and handouts,
etc.
10. Turnkey business models for your practice with the information and
support needed to implement them. (closest comparison is $1,000.00 -
$3,000.00 per year for a "Mars & Venus Counseling Center license)
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 16
11. Monthly newsletters for singles and couples that feature articles, "Ask
the Coach" responses, and program listings from our coaches.
We have a "Member Resources and Benefits" listing on our website. As
you might guess, it needs updating, as we are continually adding to the
value we provide members.
CONCLUSION
We hope this has helped to clarify for you what Relationship Coaching Institute is
about and how our relationship coaching training is just the beginning of a
mutually beneficial relationship.
For more information about joining Relationship Coaching Institute, please visit
http://www.JoinRCI.com or call us toll free at 888-268-4074
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 17
An Invitation fromBuildingYourIdealPractice.com:
Subscribe to our Getting Clients newsletterand join our Free Monthly Practice Building
Seminars!
David Steele sponsors a FREE monthly Practice Building SeminarSeries for subscribers of his free monthly “Getting Clients” newsletter.
For more information visit http://www.BuildingYourIdealPractice.com
New subscribers receive a FREE How to Get Clients e-book andaudio program.
Invitations
Relationship Coaching
Subscribe to our e-newsletter- www.RelationshipsRock.com
Register for our free introductory training- www.rcifreetraining.com
Join RCI! Training, marketing and practice-building support- www.joinrci.com
Practice Building
Free membership in our practice-building network!
Live monthly tele-seminars Monthly “Getting Clients” e-newsletter “Secrets of a Successful Practice” audio and e-program All FREE when you register at www.BuidingYourIdealPractice.com
Relationship Coaching Institute’s Introduction to Relationship Coaching Tele-training
2007 Relationship Coaching Institute / All rights reserved / www.RelationshipCoachingInstitute.com 18
“Top 7 FREE Ways to Get Clients” e-program www.privatepracticemarketingonabudget.com
“How to Fill Your Practice Using an Audio CD” www.PrivatePracticeMagic.com
For Singles
Free Conscious Dating e-programs, audio programs, & more www.consciousdating.org
Free live monthly Conscious Dating tele-seminars- www.consciousdatingseminars.com
Free live monthly Conscious Dating Tele-clinic- www.consciousdatingteleclinic.com
Monthly Conscious Dating e-newsletter- www.joinconsciousdating.com
New ground-breaking book for singles- Conscious Dating: Finding the Love of Your Life
in Today’s Worldwww.consciousdatingbook.com
For Couples
Free e-programs, audio programs, & more at www.ConsciousMating.com
Free live monthly Conscious Mating tele-seminars www.consciousmatingseminars.com
Free live monthly Conscious Relationship Tele-seminar Series featuring top relationship
experts- www.consciousrelationshipseminars.com
Monthly “Partners in Life” e-newsletter for couples- www.RelationshipsRock.com