Coaching 177 Mental Toughness Secrets of the World Class

COACHING177 MENTAL TOUGHNESS SECRETS

OF THE WORLD CLASS

The Thought Processes, Habits And Philosophies Of The Great Ones

Steve Siebold

COACHING177 MENTAL TOUGHNESS SECRETS

OF THE WORLD CLASS

The Thought Processes, Habits And Philosophies Of The Great Ones

Steve Siebold

Published byLondon House

www.londonhousepress.com

© 2008 by Steve SieboldAll Rights Reserved. Printed in Hong Kong.

No part of this book may be reproduced, stored in or introduced into a retrieval system, or transmitted, in any form or by any means (electronic, mechanical, photocopying, recording or otherwise) without the prior written permission of the copyright owner.

Ordering InformationTo order additional copies, visit www.coachingmentaltoughness.com

or by calling 561-733-7078

ISBN: 0-9755003-2-5

Credits

Editor: Brenda [email protected]

Book design by Sandra Larson Designwww.sldesignfx.net

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Dedications ............................................................................................................ iv

Introduction .......................................................................................................... vii

Secret 1 - The World Class Operates From Objective Reality .................................. 1

Secret 2 - World-Class Wealth Begins With World-Class Thinking .......................... 4

Secret 3 - Champions Have An Immense Capacity for Sustained Concentration ......................................................................... 7

Secret 4 - Champions Are Driven by Emotional Motivators .................................. 10

Secret 5 - The Great Ones Separate Truth from Fact ............................................ 13

Secret 6 - Champions Lead Through Facilitated Introspection .............................. 16

Secret 7 - The Great Ones Know They Are Unaware ........................................... 19

Secret 8 - Champions Develop World-Class Beliefs Long Before They Become Champions .................................................. 22

Secret 9 - Champions Embrace Relativity ............................................................. 25

Secret 10 - The World Class Compartmentalizes Emotions ................................... 28

Secret 11 - The World Class Connects To The Source Through Gratitude ............ 31

Secret 12 - Champions Know Adversity Is The Catalyst of Mental Toughness ..................................................... 34

Secret 13 - The Great Ones Do It All With Class .................................................. 37

Secret 14 - Champions Make ‘Do or Die’ Commitments ....................................... 40

Secret 15 - The World Class Is Consistently Great ................................................ 43

Secret 16 - Champions Understand Logic vs. Emotion .......................................... 46

Secret 17 - Champions Are Willing To Suspend Their Disbelief ........................... 49

Secret 18 - The World Class Is Ferociously Cooperative ........................................ 52

Secret 19 - Champions Are Curious ...................................................................... 55

Secret 20 - The Great Ones Possess Supreme Confidence ..................................... 58

Secret 21 - Champions Evolve From Competing to Creating ................................. 61

Secret 22 - Champions Remember Their Roots .................................................... 64

Secret 23 - The World Class Never Bows To Criticism .......................................... 67

Secret 24 - Champions Believe In Choice .............................................................. 70

Secret 25 - The World Class Embraces Metacognition .......................................... 73

Secret 26 - Professional Performers Don’t Require Immediate Compensation .................................................................... 76

CONTENTS

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Secret 27 - Champions Embrace Conflict For Growth ........................................... 79

Secret 28 - Champions Are Comeback Artists ....................................................... 82

Secret 29 - The Great Ones Are Masters Of Their Work/Rest Cycles .................. 85

Secret 30 - The World Class Is Coachable ............................................................. 88

Secret 31 - Champions Are Mentally Engaged in The Creative Process ................ 91

Secret 32 - Champions Operate With A Clear Conscience .................................... 94

Secret 33 - Common Sense Is The Foundation Of High Performance ................... 97

Secret 34 - Champions Always Strive for Greater Competence ........................... 100

Secret 35 - Champions Develop Bravery In The Battle for Their Dream ............. 103

Secret 36 - Champions Hold Strong Convictions ................................................. 106

Secret 37 - The Great Ones Know The Power Of Conversation ......................... 109

Secret 38 - Champions Are Decisive .................................................................... 112

Secret 39 - The Great Ones Choose Discipline Over Pleasure ............................. 115

Secret 40 - The World Class is Determined To Win .......................................... 118 -

Secret 41 - Champions Dedicate Their Lives To Greatness ................................. 121

Secret 42 - Champions Are Driven By A World-Class Belief System ................... 124

Secret 43 - The World Class Has Great Expectations ......................................... 127

Secret 44 - The Great Ones Are The Most Enthusiastic People Alive .................. 130

Secret 45 - Champions Love What They Do ....................................................... 133

Secret 46 - Champions Create A Winning Environment ..................................... 136

Secret 47 - The World Class Makes Exercise a Priority ........................................ 139

Secret 48 - The Great Ones Are Professional Failures ......................................... 142

Secret 49 - Champions Have Tremendous Faith .................................................. 145

Secret 50 - Champions Handle Fear Like a Snake Charmer ................................ 148

Secret 51 - Champions Evolve From Fear To Love Based Motivation .................. 151

Secret 52 - Champions Understand The Limits Of Money ................................. 154

Secret 53 - Champions Are Future-Oriented ....................................................... 157

Secret 54 - The Great Ones Challenge The Facts ................................................ 160

Secret 55 - Champions Are Driven By Fun .......................................................... 163

Secret 56 - The Great Ones Learn to Forgive ...................................................... 166

Secret 57 - Champions Know Why They Are Fighting ........................................ 169

Secret 58 - Champions Know Very Good is Bad ................................................. 172

Secret 59 - The World Class Embraces Free Enterprise ....................................... 175

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Secret 60 - Champions Believe In Global Citizenship .......................................... 178

Secret 61 - The Great Ones Don’t Give Back . . . They Just Give ....................... 181

Secret 62 - The World-Class Is Obsessed With Their Goals ................................. 184

Secret 63 - The Great Ones Believe They Cannot Fail. They Can Only Learn And Grow ...................................................... 187

Secret 64 - Champions Are World-Class Communicators .................................... 190

Secret 65 - Champions Are Products of Their Habits ........................................ 193

Secret 66 - The Great Ones Understand The Power Of Humility ....................... 196

Secret 67 - The World-Class Achieves Happiness From Being And Becoming, Not Acquiring and Possessing .................................. 199

Secret 68 - Champions Believe In Honesty .......................................................... 202

Secret 69 - The World Class Knows Great Ideas Are The Solution To Success ... 205

Secret 70 - The Great Ones Are Products Of Their Own Imagination ............... 208

Secret 71 - Champions Don’t Let Feelings Get In Their Way .............................. 211

Secret 72 - The World Class Operates From Love and Abundance ...................... 214

Secret 73 - World-Class Leaders Are Willing To Get Fired Everyday ................. 217

Secret 74 - Champions Don’t Care Who Gets The Credit .................................. 220

Secret 75 - Champions Are Zealots For Change .................................................. 223

Secret 76 - The Great Ones Operate With Integrity ........................................... 226

Secret 77 - The Great Ones Are Bold .................................................................. 229

Secret 78 - Champions Are Interdependent ........................................................ 352

Secret 79 - The World Class Knows The Leaders Primary Role ......................... 235

Secret 80 - A World-Class Attitude Leads to World-Class Happiness ................... 238

Secret 81 - Champions Seek Balance .................................................................. 241

Secret 82 - Champions Are Professional Listeners ............................................... 244

Secret 83 - The Great Ones Are Masters of Momentum ..................................... 247

Secret 84 - World-Class Achievement Requires Teamwork .................................. 250

Secret 85 - Champions Evolve From Proving Themselves to Expressing Themselves ................................................................. 253

Secret 86 - World-Class Managers See Themselves as Change Agents ................. 256

Secret 87 - Champions See Mistakes As Intellectual Capital ................................ 259

Secret 88 - The Great Ones Only Negotiate Win-Win Deals .............................. 262

Secret 89 - The World Class Builds And Nurtures An International Network of Contacts .................................................... 265

Secret 90 - The Great Ones Never Hesitate To Seize Opportunity ...................... 268

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Secret 91 - Champions Are Masters of Mental Organization .............................. 271

Secret 92 - The World-Class Catapults Their Consciousness By Overcoming Obstacles .................................................................. 274

Secret 93 - The Great Ones Are at Peace with Themselves ................................. 277

Secret 94 - Champions Know The Power of Persistence ..................................... 280

Secret 95 - The World Class Pursues Power To Manifest Their Dreams .............. 283

Secret 96 - The Great Ones Always Push For Progress ........................................ 286

Secret 97 - Champions Praise People Lavishly And Often ................................... 289

Secret 98 - The World-Class Is Always Willing To Pay The Price ........................ 292

Secret 99 - The Great Ones Are Aware Of Their Limitless Potential .................. 295

Secret 100 - Champions Prepare To Win ............................................................. 297

Secret 101 - The World-Class Is Committed To Personal Development ............... 300

Secret 102 - The Great Ones Are Problem Solvers .............................................. 303

Secret 103 - Champions Are Obsessed With Productivity And Results ................ 306

Secret 104 - The World Class Is Profit Driven ..................................................... 309

Secret 105 - The Great Ones Take Responsibility ............................................... 312

Secret 106 - Champions Take Risks ..................................................................... 315

Secret 107 - The World Class Has Tremendous Self-Respect ............................... 318

Secret 108 - Champions Know Revenge Is For Amateurs .................................... 321

Secret 109 - Champions Keep Things In Perspective ........................................... 324

Secret 110 - The World Class RAISES Their Rate of Vibration At Will ............. 327

Secret 111 - The Pros Reward Themselves For Execution .................................. 330

Secret 112 - Great Leaders Understand Recognition ........................................... 333

Secret 113 - Champions Know The Power Of Programming ............................. 336

Secret 114 - Champions Are Of Good Cheer ..................................................... 339

Secret 115 - The Great Ones Are Learning Machines ......................................... 342

Secret 116 - Champions Change Their Emotional Responses ............................. 345

Secret 117 - The Great Ones Have A Sense of Urgency ...................................... 348

Secret 118 - The World Class Believes In Servant Leadership ............................. 351

Secret 119 - The Great Ones Make The Complicated Simple ............................. 354

Secret 120 - Champions Understand Success ...................................................... 357

Secret 121 - Champions Thrive On World Class Self-Talk .................................. 360

Secret 122 - The Great Ones Know Salespeople Drive All Business .................... 363

Secret 123 - Champions Know Security Is A Perception ..................................... 366

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Secret 124 - The World Class Believes In Self-Reliance ....................................... 368

Secret 125 - The Great Ones Manufacture Their Own Self Image .................... 371

Secret 126 - Champions Are Bold And Daring Visionaries .................................. 374

Secret 127 - Champions Never Say Die ............................................................... 377

Secret 128 - Champions Define Winning As Personal Progress ............................ 380

Secret 129 - Champions Know Abundant Health Begins With Body Weight ....... 383

Secret 130 - The World Class Seeks The Wisdom Of The Ages .......................... 386

Secret 131 - World-Class Employees See Themselves As Self-Employed .............. 389

Secret 132 - The Great Ones Aren’t Afraid To Suffer .......................................... 399

Secret 133 - Champions Learn From Role Models .............................................. 395

Secret 134 - The World Class Believes In The Power of Self-Understanding ....... 398

Secret 135 - The Great Ones Evolve from Success To Significance ..................... 401

Secret 136 - Champions Know Humor Is No Joke ............................................... 404

Secret 137 - The World Class is Character Conscious ......................................... 407

Secret 138 - The World Class Builds On Support ................................................ 410

Secret 139 - Champions Have a World Class Work Ethic .................................... 413

Secret 140 - The World Class Dreams Of The Future, Yet Lives In The Present ................................................................ 416 -

Secret 141 - The Great Ones Know How to Say “No” ........................................ 419

Secret 142 - Champions Are Not Addicted To The Approval Of Others ............. 422

Secret 143 - The World Class Loves Liberty ........................................................ 425

Secret 144 - The Great Ones Seek Solitude ......................................................... 428

Secret 145 - Champions Are Happily Dissatisfied ................................................ 431

Secret 146 - The World Class Masters Time Management .................................. 434

Secret 147 - Champions Follow The Results Matrix ............................................ 437

Secret 148 - Champions Avoid Delusion .............................................................. 440

Secret 149 - Champions Feed Their Vision and Starve Their Fear ...................... 443

Secret 150 - The Great Ones Are Powerful Public Speakers ................................ 446

Secret 151 - The World Class Develops Emotional Intelligence ........................... 449

Secret 152 - The World Class Forms Brain Trusts ............................................... 452

Secret 153 - The Great Ones Are Obsessed With Strategic Advantages ............... 455

Secret 154 - The World Class Reframes Painful Past Experiences ....................... 458

Secret 155 - Champions Know Their Brains’ Primary Purpose ........................... 461

Secret 156 - The World Class Focuses On ‘The Why’ .......................................... 464

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Secret 157 - The Great Ones Are Critical Thinkers ............................................ 467

Secret 158 - Champions Live By The Law of Attraction .................................... 470

Secret 159 - The Great Ones Use Mentors .......................................................... 473

Secret 160 - Champions Are Congruent .............................................................. 476

Secret 161 - The Great Ones Seek Fulfillment ..................................................... 479

Secret 162 - Champions Escape Excessive Cognition .......................................... 482

Secret 163 - The Great Ones Are Masters Of Follow Up .................................... 485

Secret 164 - Champions Do What’s Right ........................................................... 488

Secret 165 - The Great Ones Think Big .............................................................. 491

Secret 166 - Champions Build Cocoons ............................................................... 494

Secret 167 - The World Class Chooses Repentance Over Blame ......................... 497

Secret 168 - The Great Ones Grow Up ............................................................... 500

Secret 169 - Champions Embrace Diversity ........................................................ 503

Secret 170 - The Great Ones Use World-Class Language .................................... 506

Secret 171 - Champions Understand Cause And Effect ....................................... 509

Secret 172 - The World Class Relies On Infinite Intelligence .............................. 512

Secret 173 - The Great Ones Manifest Energy .................................................... 515

Secret 174 - Champions Embrace Nonlinear Thinking ...................................... 518

Secret 175 - The World Class Gets Paid To Think ............................................... 521

Secret 176 - The Good and Great Are Separated By A Razor’s Edge .................. 524

Secret 177 - School Is Never Out For The Great Ones ....................................... 527

Resources ............................................................................................................ 531

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DEDICATION

This book is dedicated to the tens of thousands of people around the world who purchased and promoted 177 Mental Toughness Secrets of the World Class. As good as I felt about the book when it was published back in 2005, I had no idea how many lives it would touch. It’s a humbling experience to receive so many emails, letters and phone calls of appreciation from so many wonderful people. Thank you for supporting my life’s work. I hope the mental toughness process does as much for you as it has for me.

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INTRODUCTION

Since I began coaching the mental toughness over 20 years ago, people have been asking me the secret of my success. While there is no magic formula, there is a process I’ve developed that works. That’s what this book is all about. It’s intended to be used as a companion to 177 Mental Toughness Secrets of the World Class. You’ll need both books to coach the process effectively.

Some of my peers have asked why I would reveal the system that made me a million-dollar coach to some of the largest sales teams in the world, and the answer is simple: it’s the right thing to do. Don’t get me wrong. I’m not trying to sound like a saint. I’m a proud American capitalist and I’m going to continue to sell my services. At the same time, there are so many small business owners, entrepreneurs, and managers all over the world who desperately need this process yet don’t have the luxury of a substantial training budget.

This book will show you exactly how to coach each of the 177 Mental Toughness Secrets. It will guide you step by step and give you the tools to build a psychological blueprint of every performer you coach. It includes over a thousand critical thinking questions, which will serve as the foundation of your coaching.

HOW TO USE THIS BOOKFOR MAXIMUM RESULTS

Think of this book as a tool that will help you open the window to your performers mind. The questions, beliefs and suggestions should be used as a starting point to helping the performer reveal himself, to himself. (Or herself) It’s what we call facilitated introspection. You, the coach, are facilitating the introspective process for the person you’re coaching. You’re asking critical thinking questions designed to make the performer really think about…what she thinks about…and how her thoughts are impacting her performance on a daily basis. Use the book as a guide, but don’t be limited by it. If the performer has a negative reaction to a certain question or concept, dissect it and discuss it…or table it for another session. You’re overall goal as a mental toughness coach is to build a mental/emotional blueprint of the performer you’re coaching so you can coach directly to the blueprint. If you’re coaching a team of 25 people, be prepared to develop 25 different approaches to coaching the mental toughness process. Remember that amateur coaches use one coaching style for everyone, and professional coaches tailor their style to the blueprint of the performer. Each performer is different, with his/her own set of beliefs, fears, philosophies, dreams, habits, thought processes, prejudices, etc. This book will help you unveil the performer’s uniqueness so you can coach him in a language he’ll understand and respond to.

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Use the 177 Mental Toughness Secrets of the World Class as your guide, and bring your coaching book with you during your face to face or telephone coaching sessions. You can use this book in small groups, but one on one is where the performer will reveal herself the most. If you have a team, conduct a 40-60 minute coaching session once a week with the group and an additional one on one session at least once a month. If you’re doing private coaching, I would conduct one session per week for 40-60 minutes. What you’re doing is teaching the performer two major languages: middle class and world class. At the same time you’re asking the performer to reveal some very personal, closely held beliefs that were programmed into him as a child. Pretty heavy stuff! Be sure to allocate sufficient time to match the magnitude of the task. When I coach a Fortune 500 sales team, I ask them to commit to 12 months of training with me or one of our coaches, and then have the sales managers take over my role and continue the process. So when does it end? It doesn’t! Mental toughness training is like exercise. There is no end. It becomes an ongoing part of the everyday culture of the organization that becomes more valuable every year. The more a performer is exposed to world-class thinking, the more she will understand herself and why she’s getting the results she’s getting.

If you run a small or medium size organization, make it mandatory for every employee to participate in the mental toughness process. The more rejection oriented your business is, like direct sales and network marketing, the more time you should invest. Remember that most people are ill-equipped to handle massive doses of rejection. They don’t possess the emotional toughness necessary to survive in a rejection oriented environment. If your annual retention rate is less than 90%, understand that most people are quitting because they’re not mentally tough enough. Implement the mental toughness training process before they hit the street, and watch what happens to your retention rates. Often time’s companies with low retention rates will ask me to deliver a motivational speech for their salespeople. I always tell them the same thing: It’s not motivation you’re people need, its competence. Not sales competence. Not product competence. I’m talking about emotional competence. Give them the tools to navigate their way through criticism, rejection, and negativity and watch what happens to your retention. Odds are you’re wasting millions of dollars on new recruitment tools looking for the one out of a thousand who is tough enough to thrive in a rejection laden environment. The fact is almost anyone can be trained to develop mental toughness, but very few organizations know how to do it. The answer is in this book. I hope you will decide to use it.

FINAL THOUGHT

My last piece of advice to you as a coach is to exercise patience with the people you’re coaching. Keep in mind that if you’re coaching a 30 year old, you’re asking her to question beliefs she’s had for 25 years. These beliefs are how she makes sense of the world, much like a ‘connect the dots’ game. When you come in and start scrambling her dots, she may become defensive or project an attitude of disbelief. Don’t take it personally. Don’t be offended. It has nothing to do with you. It has to do

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with threatening her sense of security. Human beings are a funny animal. We fear what we don’t understand, sometimes even when it’s in our own best interests. Your patience and consideration will payoff in time. Most likely you’re the only person who will ever take the time and possess the skill to open the door to the land of abundance we call the world class. It’s not taught in any college or university. You don’t learn it on the street. The only way to learn the thought processes, habits and philosophies of the great ones is through repeated exposure. You, Mr. or Mrs. Coach, is the catalyst. You are the gatekeeper. You’re job is to expose these ideas and philosophies to the performer to the best of your ability. How your students decide to use the process is up to them. As my late business partner Bill Gove used to say; you are responsible to your students, but not for them. Take them as far as you can and then release them back into the masses. Some will build world class lives from your coaching. Others will fall back into middle class mediocrity. The choice is theirs, not yours. Don’t ever forget that. Some people can’t be saved. Decades of poverty, working, and middle-class programming is difficult to overcome for any coach. Give if it all you’ve got, and then let it go. Many mental toughness coaches get discouraged and disillusioned when people don’t get it. I used to be one of them. The fact is not everyone is going to become a world-class thinker and experience world-class success, and that’s ok. Focus on your success stories and know that you’re making a difference.

I’d like to thank you in advance for all the coaching you’re going to do with this system. Being a coach can seem like a thankless job, and as a fellow coach I respect and appreciate your efforts and sacrifice on the behalf of others. I pray you will feel the joy of this job, as I have, from the hundreds of emails, phone calls and letters you’ll receive over the course of your career thanking you for making a positive change in someone else’s life.

It’s the greatest thrill of all.

To your success,

Steve SieboldMarch 1, 2008Palm Beach, Florida

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COACHING 177 MENTAL TOUGHNESS SECRETS OF THE WORLD CLASS

1

Objective

Coaching objective reality means making sure the performer per-ceives his or her skill level as close to reality as possible. Most middle-class thinkers are mildly to extremely delusional regard-ing their career skills, work ethic, attitude, goals, etc. This delu-sion interferes with taking your charge to the next level. This is a serious issue especially as it relates to skill level. A salesperson who believes she is world class will continue to make excuses and blame others as she continues to manifest middle-class results. She will remain confounded and excuse prone until a world-class coach steps in and coaches her into objective reality.

Getting Started

Have a one-on-one discussion and pore over her sales results. Ask her to explain the reasons her numbers are not satisfactory, and get all of the excuses on the table so you know exactly what she’s thinking. If she doesn’t make excuses and accepts full responsibility, you are talking to a world-class thinker.


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Questions To Uncover Beliefs

1. If you improved your sales skills, would you get better results? If so, by how much?

2. What would it take to improve your sales skills?3. Are you confident enough in your ability to improve to sign your name to

it?

Middle-Class Beliefs/Objective Reality

1. I’m a world-class performer (when their results show otherwise)2. World-class results are more about luck than skill3. World-class results are pie in the sky

World-Class Beliefs/Objective Reality

1. My results are the true measure of my level of thinking2. I am responsible for my results3. When I become a better performer, I will get better results

Shocking Questions

1. Are the results I expect you to get really impossible, or are they just impossible for you?

2. If you really believe you’re a world-class performer, how come your results don’t show it?

3. Are your habits, actions and behaviors congruent with the size and scope of your vision?


3

Sensitive Questions

1. How can I help you bridge the gap between the results you need to achieve and the results you’re currently getting?

2. What action steps can you take in the next 90 days to move you closer to the results I need you to get?

3. What benchmarks can we set to indicate you’re on the right track?

Coaching the Upgrade

Challenge her beliefs and ask her to prove they’re true. Soften your words with the right brain creative, and be candid and direct with the left brain analytical. Use this Dr. Jekyll/Mr. Hyde coaching approach to tailor the coaching tool to the personality style of the performer.

Final Thought

The cornerstone of the mental toughness coaching process is simple: Identify the performer’s core beliefs−what he or she “knows” to be fact−and then coach around upgrading the beliefs that are holding the performer back.

COACHING NOTES


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Objective

To help the performer upgrade his beliefs regarding the manifesta-tion of money, and to remove any intimidation around the wealth creation process.

Getting Started

Have a discussion about the performer’s core beliefs about money. This coaching session is designed specifically to clear a huge area of confusion within the middle-class mindset. Helping the performer gain clarity around money will have a direct impact on every other area in this process.


1. What is your philosophy on making money?2. Is making money easy or difficult?3. Why do the rich get richer, and the poor, poorer?


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Middle-Class Beliefs/World-Class Wealth

1. I’ll wreck my personal life if I attempt to become wealthy.2. Rich people are snobs, crooks, and hucksters.3. I don’t care about making a lot of money.

World-Class Beliefs/World-Class Wealth

1. Making money is fun and easy.2. I deserve to be rich.3. World-class wealth begins with world-class thinking.

Shocking Questions

1. If you’re so smart, why aren’t you rich?2. Who do you listen to about money? Financial experts or rich people?3. What’s stopping you from becoming financially independent?

Sensitive Questions

1. Are you interested in becoming financially independent?2. What would you need to change in your thinking to earn more money?3. Would building a mentor team of wealthy people help you become

wealthy?


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Most people have a low financial net worth. We know the root cause of this is middle-class thinking about money. The masses will deny they even care about money. Your objective here is to get them thinking about money and questioning their beliefs about wealth and wealthy people. Be patient. Money is one of the most misunderstood and maligned concepts in the history of the human race. You’re not going to change their beliefs overnight. Your job is to coach them into the habit of thinking about and monitoring their thoughts, feelings and attitudes about money. Remember to take one step at a time.

Final Thought

Help a person upgrade his beliefs about money and you will change his life for the better. Lead by example with world-class results.

COACHING NOTES


7

Objective

To help the performer upgrade her beliefs in reference to the significance of sustained concentration on a single objective.

Getting Started

Have a conversation around the importance of sustained focus and get a feel for how the performer thinks about this concept.


1. On a scale of 1-7, 7 being the highest, how would you rate your level of discipline when it comes to sticking to a long term goal?

2. Why did you rate yourself at this number?3. How important is sustained focus and concentration to attaining world-

class results?”


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Middle-Class Beliefs/Sustained Concentration

1. I can concentrate on a lot of different goals and still get world-class results.

2. I’m too busy to narrow my focus onto a single objective.3. It’s hard to concentrate because my life is so chaotic.

World-Class Beliefs/Sustained Concentration

1. Sustained concentration and laser focus on a single objective are critical to world-class success.

2. The clarity for sustained concentration comes from selecting the single most important objective you want to focus on. The drive comes from the passion you feel to achieve the goal.

3. Put the goals you like on the backburner. Put the goal you love as your top priority.

Shocking Questions

1. Do your results show you are more interested in instant pleasure or delayed gratification?

2. Give me your most impressive example of a time you used sustained concentration to achieve an objective?

3. Name three objectives you have focused on and achieved in the last three years.


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Sensitive Questions

1. How can you improve your ability to concentrate on an important task to its fruition?

2. How can I help you decide what your most important goal of the next 12 months should be?

3. What skills do you need to build or upgrade in order to develop world-class concentration?


Help her decide on the single most important goal or objective she wishes to achieve in the next 12 months. Do this by helping her iden-tify which goal will help her move closer to the manifestation of her vision. Next, ask her what activities she needs to eliminate or suspend in order to focus on the chosen goal.

Final Thought

Sustained concentration must be coached in incremental steps. Remember you’re teaching someone who has been raised in the age of computers, microwaves, and videogames. The younger your student the shorter their conditioned atten-tion span. Their mindset is instant gratification, and if they don’t get it, they turn their focus elsewhere. This is a formula for losing, and it’s your job as a coach to help them break this middle-class habit.

COACHING NOTES


10

Objective

To make the performer realize that some of his thought processes, habits, philosophies and behaviors are childish and hampering his level of success, fulfillment and happiness.

Getting Started

Talk to the performer about what growing up emotionally means to him, and what he would have to do to move to the next level of psychological maturity.


1. What is the primary difference between the way adolescents and adults process the world?

2. How about when it comes to fear?3. What does growing up emotionally mean to you?


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Middle-Class Beliefs/Emotional Maturity

1. Since I’m an adult in chronological terms I automatically think like an adult.

2. Physical maturity and emotional maturity are one and the same.3. I’m already emotionally mature. Further growth is unnecessary.

World-Class Beliefs/Emotional Maturity

1. I only focus on the events and circumstances I can control.2. I operate out of objective reality. The world is what it is.3. The more competent I become at controlling my emotions, the more suc-

cessful, fulfilled and happy I will be.

Shocking Questions

1. When you experience rejection, is your emotional response more like an adult or a child?

2. Have you ever responded emotionally like a child and caught yourself doing it?

3. What percentage of the time do you respond emotionally like an adult?

Sensitive Questions

1. Do you understand the distinction between adult and childlike emotional responses?

2. What can you do to remind yourself in adverse situations to grow up and stop reacting to events like a child?

3. How can I help keep you on track in this area without being a nuisance or offending you?


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Your goal is to increase your charge’s level of awareness as it relates to his emotional maturity. Simply walk him through the questions and then keep this concept in front of him on a regular basis. After a while it will become a part of his everyday self-analysis.

Final Thought

The average person is ill-equipped emotionally to respond to adversity at the world-class level. The idea of growing up is easy to understand but a little in your face. The bluntness of the expression quickly gains the attention of the student. The way he responds to this candid and direct coaching will tell you how emotionally mature he actually is, as opposed to the level he claims to be. The delusion factor in this area tends to be extremely high, especially among the middle class.

COACHING NOTES


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Objective

To help the performer make the distinction between truth and fact.

Getting Started

Explain to the performer that facts cannot be changed while truths are alterable. Use the weather example to make the point. “Right now it’s thirty degrees outside, which is a fact that cannot be changed. Is thirty degrees cold or mild? It depends on your perception of temperature. If you’re from Toronto, thirty degrees is mild. If you’re from Miami, you would probably say thirty degrees is cold. So, is thirty degrees mild or cold? It depends on your perception. In the mental toughness process we call this perception a truth.


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1. Do you understand the significance of making the distinction between truth and fact as it relates to becoming a world-class thinker?

2. Do you see how someone operating under facts that are actually truths would be handicapping his success?

3. How many truths have you been operating under that you believed were facts?

Middle-Class Beliefs/Truth vs. Fact

1. There is no difference between truth and fact.2. I don’t need to question what I believe to be fact. I’m old enough and

smart enough to know the way the world works.3. I’ve gotten this far with what I know to be a truth. Why rock the boat?

World-Class Beliefs/Truth vs. Fact

1. I’m not locked into any belief. I’m always searching for a higher level of thinking.

2. I am always questioning what I believe to be fact.3. I’m in a never ending quest to raise my level of conscious awareness.

Shocking Questions

1. What is not making the distinction between truth and fact costing you and your family?

2. Have you double checked your facts? Are you absolutely positive they are not truths? Are you aware what it will cost you and your family if you’re wrong?

3. Are you willing to do whatever it takes to upgrade your truths, or are you willing to settle for mediocre results?


15

Sensitive Questions

1. How can I help you make the distinction between truth and fact in your everyday performance?

2. Do you believe utilizing the mental toughness tool of truth vs. fact will move you closer to your ultimate vision?

3. When was the last time you realized you were operating under a fact that actually turned out to be a truth?


The goal is to help the performer realize that most facts are actually truths, and he has the power to upgrade those truths to philosophies that serve him, rather than limit him. Use this technique as an ongoing coaching tool until your performer begins to challenge your statements with” Ok, coach…is what YOU just said Truth or Fact?

Final Thought

Middle-class thinkers refuse to consider the idea that many of the things they see as fact are actually truth. The aver-age person connects the dots of life though the things they believe are facts, and will strike back out of fear when chal-lenged. Remember that comfort is the mantra of the middle class, and anything or anyone that jeopardizes it will incur the wrath of a frightened, threatened performer.

COACHING NOTES


16

Objective

To help the performer develop the habit of self analysis and intro-spective thinking.

Getting Started

Ask the performer if she has a crystal clear vision of what she wants out of life, and if she answers yes, ask her to write it out and include as much detail as possible. Most people are delusional about the level of mental clarity they have as it relates to what they want in their life, and this simple exercise will show you exactly where your performer stands in this area.


1. When you say you have a crystal clear vision of what you want in your life, what exactly do you mean by that?

2. How clear is the average person about what they want out of life?3. How clear do you believe the World-Class is about what they want out of

life?


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Middle-Class Beliefs/Facilitated Introspection

1. I know myself well enough.2. I don’t need anyone to help me discover my hidden desires and emotional

motivators.3. Introspection is simply answering the question “why” over and over.

World-Class Beliefs/Facilitated Introspection

1. The more I understand myself the more successful, fulfilled and happy I will be.

2. The answers to my problems are all inside me waiting to be discovered.3. I’m grateful to have a coach facilitating my introspection.

Shocking Questions

1. If you know yourself so well why isn’t your vision clearer?2. What makes you think the answers you’re searching for are not inside

you?3. Are you letting your ego interfere with your evolution?

Sensitive Questions

1. Is it possible there is more power in the introspective process than you fully understand?

2. Would you be willing to suspend your disbelief regarding the introspec-tive process to see if it’s more valuable than you think?

3. What have you got to lose by giving it a try?


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Help the performer understand the value of the introspective process. Give them a little time if they don’t buy into the concept right away. Remember that years and years of middle-class programming have left most people closed-minded about ideas that are ethereal by nature.

Final Thought

Taking a performer down the path of facilitated introspection is not a coaching technique, but an ongoing, never ending process. Since consciousness is a moving river, we are all in a state of perpetual physical, mental and spiritual evolu-tion. You will know you’ve completed the task when the per-former begins to do this without your prodding.

COACHING NOTES


19

Objective

To help the performer realize the more you know the more aware you become of how much you have to learn. This paradoxical con-cept keeps the performer in a never-ending quest of learning and growing. The person who believes he knows it all will rarely be interested in personal growth. Your job as coach is to help the per-former wake up to this critical truth.

Getting Started

Ask the performer to rate his or her level of awareness as it relates to success, fulfillment and happiness. The higher the person rates himself, the lower he usually is. Most world-class performers are at a level of awareness that allows them to see the actual scope of how much there is to learn.


1. How did you arrive at your current level of awareness?2. How much higher do you believe there is left to climb in terms of your

thinking?3. Who are some of the most aware people you know and what makes you

feel this way about them?


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Middle-Class Beliefs/Awareness

1. I’m already at a very high level of awareness.2. I don’t need to increase my level of awareness to achieve world-class

results.3. Success, fulfillment and happiness are unrelated to my level of aware-

ness.

World-Class Beliefs/Awareness

1. The more I learn the more I realize how little I know.2. The more I increase my level of awareness the easier it is to succeed in

life.3. The more aware I become the more peace, joy and love I experience.

Shocking Questions

1. If you have world-class awareness why haven’t you achieved world-class results?

2. What makes you believe you are so aware? What evidence do you have to support this belief?

3. Do your habits, actions and behaviors reflect your belief of world-class awareness?

Sensitive Questions

1. How can I help you raise your level of awareness?2. Who are your role models for world-class awareness?3. Do you believe it’s good or bad to reach the level of awareness where

you come to the realization that the more you know the less you actually know.


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Remember that in Mental Toughness coaching your job is to push the performer to think and question what he or she knows to be true. Keep asking questions and take copious notes on the answers.

Final Thought

The amateur mental toughness coach attempts to motivate through the outside in approach. The professional mental toughness coach works from the inside out. This takes patience, practice, and lots of questioning.

COACHING NOTES


22

Objective

To help the performer recognize that beliefs are the software of our minds, and that by upgrading her beliefs she will automatically upgrade her behavior.

Getting Started

Explain how we learn and adopt the majority of our beliefs from our parents and other adults of influence during childhood, and how most of us spend our lives operating on these inherited beliefs, no matter how limiting or false they are.


1. What are three things in your work life you know to be true?2. What would you classify as your world-class beliefs?3. Would you classify most of your beliefs as middle class or world class?


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Middle-Class Beliefs/World-Class Beliefs

1. Most of my beliefs are world class.2. Beliefs cannot be changed or upgraded. After childhood it’s too late.3. I feel disloyal to my parents if I classify the beliefs they taught me as less

than world class.

World-Class Beliefs/World-Class Beliefs

1. It’s my responsibility to upgrade my own beliefs.2. My programming creates my beliefs; my beliefs direct my behavior; and

my behavior dictates my results.3. Beliefs and results have a cause and effect relationship. Middle-class

beliefs create middle-class results. World-Class beliefs create world-class results.

Shocking Questions

1. If your beliefs are world class why haven’t your results followed?2. Would you rather hold onto middle-class beliefs or be successful?3. How successful are the five people you spend the most time with?

Sensitive Questions

1. How do you feel about the belief/behavior connection?2. Do you believe it’s possible to upgrade your most closely held beliefs?3. What are you doing to upgrade your most closely held beliefs?


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Be patient with people when it comes to helping them upgrade their beliefs. Remember you’re challenging beliefs that have been held since childhood. It’s probably going to take some time to raise their level of awareness. The good news is you can coach more than one belief at a time. Continue giving examples of what the middle class and world class tend to believe about different aspects of life, and that will serve as their guide to elevated consciousness.

Final Thought

The great ones believe in their greatness long before we call them champions, because their beliefs lead them to do what-ever it takes to become great. They operate their lives know-ing their destiny is certain. They encounter obstacles yet rarely falter knowing they are on the road to their ultimate vision, and bumps in the path are simply are a part of the journey. Whereas the middle class is shocked and stunned by setbacks, the world class expects these things to occur as part and parcel of their ascension to the top. The great ones know it all begins with a vision and a belief system to make it reality.

COACHING NOTES


25

Objective

To remind the performer that everything is relative, and the obsta-cles and challenges they are facing pale in comparison to others around the world.

Getting Started

When the performer is wasting mental energy in self pity, remind him that half of the world’s population will spend the day simply looking for something to eat.


1. When you say you’re facing a big challenge, what are you comparing it to?

2. When you say times are tough, what exactly do you mean by that?3. Whose problems or challenges would you like to trade yours for?


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Middle-Class Beliefs/Relativity

1. Relativity only relates to the physical.2. Relativity is not a high performance tool.3. Other people’s hardships having nothing to do with getting what I want.

World-Class Beliefs/Relativity

1. Reminding myself that others face much tougher challenges helps keep my problems in perspective.

2. Relativity makes me feel grateful3. Relativity grounds my thinking and makes me a better performer

Shocking Questions

1. Why would you waste your mental energy in self pity?2. In a world where many people spend their entire lives struggling to sur-

vive, what gives you the right to complain?3. Are you mentally tough enough to move past this problem?

Sensitive Questions

1. Is the way you’re thinking right now moving you closer to or farther from your ultimate vision?

2. Is this thought process helping or hurting you?3. How can I help you move your mental energy off the obstacles you face

and on to the dream you have for you and your family?


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Keep in mind that the performer already knows he should keep his problems in perspective, but it feels good to wallow in self-pity and receive sympathy from others. The goal is to help the performer wake up and realize that this is a tool she can and should be using when things get tough. This tool will help reduce stress and increase perfor-mance.

Final Thought

Embracing the idea that everything is relative puts things in perspective and shifts the performer’s thoughts from self-pity to gratitude. The emotion of gratitude has the magical quality of increasing mental energy as its expending mental energy. It’s a non-linear concept rooted in quantum physics. What physical exercise is to the body, gratitude is to the mind.

COACHING NOTES


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Objective

To help the performer build the skill of focusing on one problem or challenge at a time.

Getting Started

Ask the performer to explain how she handles multiple problems without becoming emotionally overwhelmed.


1. What’s the best technique you’ve learned for compartmentalizing your emotions?

2. Do you believe the ability to compartmentalize is something you’re born with or something you learn?

3. How do you think the president of a country compartmentalizes his/her emotions while making life and death decisions?


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Middle-Class Beliefs/Compartmentalization

1. Compartmentalizing is only important during crisis situations.2. You can’t learn to compartmentalize. You either have the skill or you

don’t.3. You can’t practice compartmentalization.

World-Class Beliefs/Compartmentalization

1. Practicing compartmentalization is an ongoing process that never ends.2. Compartmentalization is a skill you build through practice and disci-

pline.3. Compartmentalizing gives you the ability to focus on the most critical

task and keeps you from becoming emotionally overwhelmed.

Shocking Questions

1. If you were better at compartmentalizing would you be farther ahead in your life?

2. How skilled are you at directing and controlling your mental energy? What positive results have you achieved by doing this effectively?

3. How often do you become overwhelmed emotionally?

Sensitive Questions

1. How can you improve your compartmentalization skills?2. How can I help you improve your compartmentalization skills?3. How can improving this skill help you become more successful, fulfilled

and happy?


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Observe your student in pressure situations where focusing exclusively on one problem at a time is a necessity. See how many challenges you can throw at him before he becomes emotionally overwhelmed and experiences a mild mental meltdown. Once you know where his break-ing point is, make him aware of it and help him expand his capacity a little at a time.

Final Thought

The size of a leader can be measured by his or her capacity to handle multiple challenges without becoming emotion-ally paralyzed. The skill of compartmentalization is being able to maintain mental focus no matter what is happening on the outside. It’s all about harnessing mental energy and consciously directing it toward the task at hand without dis-traction.

COACHING NOTES


31

Objective

To help the performer learn to use the emotion of gratitude as a tool to manifest feelings of success, fulfillment and happiness.

Getting Started

Explain that psychologists have found through years of study that people who express gratitude on a regular basis experience higher levels of life satisfaction and happiness.


1. How do you feel about expressing gratitude?2. Do you believe expressing gratitude can make you happier?3. What were you taught about expressing gratitude as you were growing

up?


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Middle-Class Beliefs/Gratitude

1. Expressing gratitude is corny.2. You don’t have to tell people you appreciate them. They know it by the

way you act.3. Gratitude is a touchy/feely concept that makes me feel uncomfortable.

World-Class Beliefs/Gratitude

1. Expressing gratitude keeps you in a spirit based consciousness.2. Gratitude is the aristocrat of all the emotions.3. Feelings of gratitude attract more good feelings.

Shocking Questions

1. When was the last time you expressed gratitude to a friend, coworker or loved one?

2. Do you believe expressing gratitude can make you a better performer?3. Who do you think would love to have you express your gratitude to him/

her? If you know this, what are you waiting for?

Sensitive Questions

1. How can I help you use the concept of gratitude?2. How can gratitude enhance the quality of your relationships?3. How can gratitude make you feel more fulfilled and happy?


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Once you uncover what the performer believes about gratitude you can begin helping him implement it into everyday life. If he believes gratitude is corny, start dissecting that belief with a series of coaching sessions. Once the performer begins to realize the impact this tool can have on him and others, you simply remind him to continue to use it. An effective method of doing this is having him start a gratitude jour-nal where he records what he is grateful for on a daily or weekly basis. This will get him in the habit of thinking grateful thoughts and allow him to experience the emotion of gratitude on a regular basis.

Final Thought

Coaching a performer to think in terms of gratitude every-day may be the single greatest gift you could ever bestow on another human being. This state of mind, held in the head and felt in the heart may contribute more to the success, ful-fillment and happiness of the performer than anything else.

COACHING NOTES


34

Objective

To help the performer alter her perceptions about the role adversity plays in getting what she wants.

Getting Started

Have a discussion around what adversity means as well as the most productive responses to it.


1. What does adversity mean to you?2. Have past adversities been more harmful or helpful over time?3. What have you learned about overcoming adversity that has helped you

the most?


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Middle-Class Beliefs/Adversity

1. Adversity creates stress and wears you down2. Adversity leads to burnout3. Avoid adversity at all costs

World-Class Beliefs/Adversity

1. Adversity facilitates growth2. Adversity forces you to think at a higher level3. Adversity allows you to start over more intelligently

Shocking Questions

1. Is it impossible to overcome this adversity, or just impossible for you?2. When you say you’re facing a major adversity, what are you comparing it

to?3. Could this seemingly insurmountable adversity actually have a kinder-

garten solution?

Sensitive Questions

1. How can I support you in getting the biggest benefit out of this adversity?2. What steps can you take today to overcome or cope with this adversity?3. Can you see the long term benefit of this adversity?


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Determine the performer’s current level of consciousness and begin moving him to a higher level of awareness by helping him understand our greatest achievements and breakthroughs have come out of our greatest adversities. Help him build the mental habit of being more concerned about how he responds to adversity as opposed to the adver-sity itself.

Final Thought

World-class performers aren’t out looking for adversities to conquer, but they are mentally equipped to deal with them as the need arises. Just the military guarding the borders, the mentally tough performer is well prepared and trained to handle any threat on any level and respond in a proportional manner. Your job as a coach is to help the performer develop the belief that he has the ability and skill to adequately deal with anything adversity that life throws him. Once this belief takes hold, the performer becomes fearless and free to attack life with all the talent and ability he has inside him.

COACHING NOTES


37

Objective

To help the performer make the connection between self image and classy behavior. To help the performers conduct themselves in a respectful manner to build confidence and self-esteem. One leads to the other, regardless of the order in which you facilitate the upgrade.

Getting Started

Ask the performer whom she admires when it comes to conducting herself in a manner she would consider “classy”.


1. Why did you select this person as your role model of class?2. How often do you qualify as behaving “classy” in your everyday life?3. What would it take for you to behave in a class manner all the time?


38

Middle-Class Beliefs/Class

1. You can only have class if you have money.2. It’s easy to have class if you can afford all the latest styles, fashions, and

gadgets.3. Class is something you’re taught only if you grow up in a privileged situ-

ation.

World-Class Beliefs/Class

1. Class is about self respect and respect for others.2. Class has nothing to do with money. It’s about behaving in a manner that

matches your self image.3. Class is an outer reflection of an inner belief. The more you think of

yourself the classier your behavior will be.

Shocking Questions

1. What makes you believe class has anything to do with success and money?

2. Where did you develop your beliefs about class?3. Is it possible your self image is holding you back from higher class

behavior?

Sensitive Questions

1. On a scale of 1 to 7, 7 being highest, how would you rate yourself in terms of the class you exhibit in your daily life?

2. Do you believe there’s a link between self image and classy behavior?3. Do you think the class you exhibit has an impact on your relationships?


39


Once the connection is made between self image and classy behavior, begin to help the performer address the issues that erode her level of self respect. Encourage her to see herself as the classiest person on the planet and exhibit the kind of behavior that person would have. This will allow her to test drive what it feels like to have world-class self respect. The longer she pretends to be this person, the more she will prefer to operate in this mode. Loving and respecting yourself feels great, and carrying that into your interactions with others just adds to the jubilation she will experience.

Final Thought

Amateur coaches will tell you that classy behavior cannot be coached, but don’t buy it. Almost anything can be coached if the coach is competent enough to break it into small steps and patient enough to give the person time to grasp it. Encourage your performer to select a role model and simply pretend to be this person when it comes to operating with class. Let her walk a mile in the role model’s moccasins, and watch the transformation begin.

COACHING NOTES


40

Objective

To help the performer understand the importance of making iron clad commitments that will force him to utilize the full capacity of his mind to succeed.

Getting Started

Make the distinction between how middle-class thinkers make commitments compared to how world-class thinkers make commitments. The basic difference surfaces when things become difficult and the middle-class thinker begins to question his commitment and search for a way out. The world-class thinker rarely wavers, and maintains complete mental focus on the task.


1. What does the concept of commitment mean to you?2. What role does commitment play in a person’s quest for success, fulfill-

ment and happiness?3. How committed have you been to achieving your goals throughout the

course of your life?


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Middle-Class Beliefs/Commitment

1. Commitments can be flexible.2. Commitments can be broken.3. Commitments are about doing the best you can.

World-Class Beliefs/Commitment

1. A commitment is an iron clad, rock solid promise to deliver.2. Commitments must be met or your credibility is ruined with yourself and

others.3. Making a commitment means fulfilling the promise no matter what it

takes or costs.

Shocking Questions

1. How many commitments have you kept in your life and how many have you broken?

2. What would your three closest friends say about your track record of keeping your commitments?

3. What has breaking your commitments cost you in terms of self respect?

Sensitive Questions

1. How can I help you improve your commitment keeping capability?2. How does keeping your commitments make you feel about yourself?3. What would you have to change in order to keep more of your commit-

ments?


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Your job here is to help the performer recognize that delivering on commitments is the foundation of world-class performance. Make the performer aware of the consequences that breaking commitments invokes in terms of self image and self respect erosion. The person who consistently breaks commitments loses belief in his ability to per-sist until he succeeds. The true cost of a middle-class approach to com-mitment is more about what it does to destroy the performer’s integrity with himself than it does to anyone on the outside.

Final Thought

There is no compromise when it comes to coaching around commitment. You must make the performer understand that the fundamental reasons the average person is getting nowhere are his middle-class beliefs and approach to com-mitment. The average person simply quits when he feels pain. The world class forges ahead knowing that pain is tem-porary, but self respect is forever. Pound away at the idea that your commitments represent your word, and if your word has a shaky reputation, you will be relegated to lower levels of success.

COACHING NOTES


43

Objective

To help the performer understand that the mark of the pro is con-sistency. Consistency in behavior and consistency in thought.

Getting Started

Give the performer examples of how consistency separates the good from the great in her performance field.


1. What role do you think consistency plays in being successful?2. On a scale of 1 to 7, 7 being highest, how consistent are you in your job?3. What have you learned about how to be consistent in your job?


44

Middle-Class Beliefs/Consistency

1. Success is about luck, not consistency.2. I don’t have time to think about consistency, I’m too busy trying to eke

out a living.3. Consistency is one of those overused business buzz-words.

World-Class Beliefs/Consistency

1. Consistency is one of the hallmarks of champions.2. Consistent habits, actions and behaviors require consistent thought.3. Consistent thinking manifests consistent results.

Shocking Questions

1. If you were being tried in a court of law for being consistent in your career, would there be enough evidence to convict you?

2. Do your results reflect consistent actions?3. When you say you’re consistent, to whom are you comparing yourself?

Your peers, or the best performers in the business?

Sensitive Questions

1. How can I help you become more consistent?2. What steps do you need to take to improve your consistency on the job?3. Who is the ultimate role model of consistency in this business?


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Move the performer from delusion into objective reality as it relates to how consistent she is in her position. Remind her that judging her consistency is based on behaviors and results, not on anyone’s opin-ion. If her consistency is already world class, delve into the nooks and crannies to find ways to improve. Remember that most performers in business believe they are much more consistent than they actually are, and tend to dismiss this critical component of success. Your job is to dissolve the delusion and move the performer into objective reality.

Final Thought

Coaching consistency is one of your most important tasks as a world-class leader of people. It begins with helping the performer understand the critical nature of consistent perfor-mance and how it serves as the foundation of success. Once the performer understands this, you move on to helping her evaluate where she stands in this area and how to get to the next level.

COACHING NOTES


46

Objective

To help the performer understand the dual roles of logic and emo-tion and how to separate the two for maximum effect.

Getting Started

Explain that logic is based on linear thinking and is used best in business to formulate business strategy and action plans. Emotion is non-linear and is used to motivate a performer to make quantum leaps in thinking and performance.


1. Do you believe the process of goal setting is more logical or emotional?2. Do you believe there’s more power in logic or emotion?3. Are you more logical or emotional?


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Middle-Class Beliefs/Logic vs. Emotion

1. Men are logical creatures. Women are emotional creatures.2. Emotion has no place in the business world.3. Showing emotion reveals weakness.

World-Class Beliefs/Logic vs. Emotion

1. Human beings are primarily emotional creatures.2. Logic creates the ‘how’. Emotions create the ‘why’3. Showing emotion and vulnerability are signs of maturity and mental

strength.

Shocking Questions

1. How have you used emotion in the past to improve your performance?2. Do your results indicate that you’ve used emotion to get superior results?3. What are your top 3 emotional motivators?

Sensitive Questions

1. How can I help you use both logic and emotion more effectively?2. How can I help you uncover your emotional motivators?3. What can I do as your coach to support you in learning how to use both

logic and emotion to improve your results?


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Make sure the performer understands the distinction between logic and emotion, and that emotion is where her real power resides. You’ll know you succeeded when the performer tells you that logic is for strategy and emotion is for motivation.

Final Thought

Most business people fully understand the role logic plays in performance, yet have no idea how emotion fits into the world of commerce. Begin by uncovering the performer’s beliefs around emotion and help her understand how to leverage it for world-class success. Professional sports coaches use raw emotion to drive performance more than any other tool to get the best out of their players. If it works in professional sports, why wouldn’t it work in business?

COACHING NOTES


49

Objective

To persuade the performer to suspend his disbelief in the ideas, thoughts and philosophies you’re presenting.

Getting Started

Have a discussion with the performer around open-mindedness and spirit-based consciousness. Tell him he can always choose not to adopt these new ways of thinking after he has fully digested the concepts. Keep in mind that the middle-class thinkers hold onto beliefs that make them comfortable like a drowning man to a life preserver. Exercise patience and give him a chance to think about what you’re suggesting.


1. Do you consider yourself to be open-minded?2. Are you more ego driven or spirit-driven?3. Are you willing to consider new ideas that have produced world- class

results?


50

Middle-Class Beliefs/Suspending Disbelief

1. I know what I know. I’m not looking for new ways of thinking.2. I already know what to do, it’s just a matter of doing it.3. I’m already an educated person. I don’t help.

World-Class Beliefs/Suspending Disbelief

1. I’m always open to new ideas that move me closer to my vision.2. I’ll follow anyone who can show me a better way of doing things.3. I always check my ego at the door. I don’t care who gets the credit. All I

want is the result.

Shocking Questions

1. Has ego-based thinking hurt you in the past?2. Has being open minded hurt you in the past?3. What’s more important: achieving your vision or feeding your ego?

Sensitive Questions

1. Do you think it would help you to consider the ideas of other successful people?

2. Is it possible someone has found a better way to get the results you desire?

3. How can I help you put what you know aside for a while and consider some new ideas that have the potential to help you?


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What you’re trying to accomplish here is to convince the performer to open his mind for the sake of getting results faster and more effi-ciently. Once you’ve accomplished this, give the performer some time to consider the new ways of thinking. Remember the beliefs the per-former has are probably as old as the performer himself. They’ve been re-stated, corroborated, and reinforced for decades. Breaking limiting beliefs down takes time and persistence. As always, use the sensitive questions for the right brain creative types and the shocking questions for the left brain analytical−as a general rule.

Final Thought

Getting a performer to suspend his disbelief when presented with a new idea, no matter how small or radical is an essen-tial step in world-class coaching. Without an open mind it’s difficult to help the performer increase his level of con-scious awareness. Without an open mind, he is relegated to the beliefs he was programmed with growing up. For most people that means a middle-class existence and a mediocre life.

COACHING NOTES


52

Objective

To help the performer transcend her ego-based thinking and build the habit of ferocious cooperation.

Getting Started

Explain that the concept of ferocious cooperation means going well beyond the average team member and becoming the biggest asset to any group she represents. This idea includes work ethic, attitude, and overall interaction with the team.


1. Do you believe being extremely cooperative makes you more valuable?2. What do you think of people who others call “ a company man/woman’’?3. How would you respond to teammates who accuse you of sucking up

because of your ferocious cooperation?


53

Middle-Class Beliefs/Ferocious Cooperation

1. Overly cooperative people are suck-ups who make the rest of us look bad.

2. It’s us against them. The company/organization doesn’t care about us, and people who go beyond their job description are on the side of the company.

World-Class Beliefs/Ferocious Cooperation

1. Ferocious cooperation shows dedication and fearlessness.2. Ferocious cooperation is rare and makes you more valuable to any orga-

nization.3. Ferocious cooperation is always rewarded, in one way or another.

Shocking Questions

1. Are you afraid of being ostracized by your middle-class thinking peers if you exhibit ferocious cooperation?

2. What’s more important to you: Your peers’ acceptance or achieving your vision?

3. Would you classify ferocious cooperation as more middle class or world class?

Sensitive Questions

1. How can I help you upgrade your level of cooperation?2. Do you believe becoming more cooperative will move you closer to your

vision?3. What would hold you back from making a decision to become “fero-

ciously cooperative”?


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The biggest obstacle to getting the performer to adopt this philosophy is the middle-class belief most people have about going the extra mile. The middle class think it’s about being recognized for their efforts, and the truth is it’s about the performer herself. In other words, a performer who adopts this habit will be in demand no matter where she goes. Be sure to leverage the performer’s vision when trying to persuade her to take action on this idea. Everything you’re coaching will ultimately benefit her more than anyone else. Once she understands this, you can stop playing cheerleader and start coaching around strategy.

Final Thought

Coaching around ferocious cooperation is easy once you convince the performer it’s the only logical choice for a world-class thinker. When the middle-class zig, the world-class zag. Coach your performer to always consider doing the polar opposite of what the middle-class think and do. You’ll find this often leads to success. Once your charge reaches this level of awareness, the middle-class mentality will begin to lose its grip on her consciousness.

COACHING NOTES


55

Objective

To encourage the performer to recapture the childlike curiosity we all had as children. To convince the performer that curiosity is a habit that often leads to finding kindergarten solutions to seem-ingly complex problems.

Getting Started

Coach around the concept that the best problem solvers seek the simplest solutions to problems and only utilize complex solutions when absolutely necessary. Talk about the fact that world-class performers use childlike curiosity to discover solutions in places where middle-class performers would never look. Explain that this is another example of how the great ones use non-linear thinking in problem solving.


1. On a scale of 1 to 7, 7 being highest, how curious of a person are you?2. Do you believe being curious can help you get better results?3. Do you believe there’s a link between world-class results and curiosity?


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Middle-Class Beliefs/Curiosity

1. Curiosity is for children.2. I know what I need to know.3. I don’t need to be more curious. I just need better results.

World-Class Beliefs/Curiosity

1. I love to ask questions and learn how other people think.2. I absorb ideas about new ways of creating success by being curious.3. The answers to my problems already exist. I just have to keep my eyes

open and continue to ask strategic questions.

Shocking Questions

1. Have you ever considered curiosity as a problem solving skill?2. Have you ever solved a problem as a result of being curious?3. If you were charged with being a curious person in a court of law would

there be enough evidence to convict you?

Sensitive Questions

1. How can I help you become a more curious problem solver?2. How can you use your curiosity to get better results?3. Does using curiosity make sense to you as a non-linear problem solving

tool?


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Encourage the performer to nurture his curiosity in all areas of life as a strategy for finding solutions. Suggest reading books he wouldn’t normally choose, going to movies, meeting new people, and becom-ing a master at asking questions and listening intently to the answers. Convince him of the belief that all the answers are there, just waiting to be discovered. Help him understand that curiosity is a catalyst to new perceptions and points of view.

Final Thought

The average leader coaches in left brain, logical linear style. World-class coaches know big problems require new ideas and creative thinking, which demands non-linear thinking. The great coaches push their charges to see things at a higher level of consciousness and look for answers in unlikely places where middle-class thinkers would never look.

COACHING NOTES


58

Objective

To help the performer understand the power of acquiring supreme self-confidence. To coach around the belief that supreme self-con-fidence is a mindset created by thinking, as opposed to external events or circumstances.

Getting Started

Talk to the performer about the difference between middle-class language and world-class language, and the subsequent impact of the language on self-confidence.


1. On a scale of 1 to 7, 7 being highest, how self-confident are you?2. Do you believe supreme confidence is something you’re born with or

something you learn?3. Who are the three most self-confident people you know and what created

their confidence?


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Middle-Class Beliefs/Supreme Confidence

1. Confidence is something you’re born with. You either have it or you don’t.

2. Success is the only thing that creates self-confidence3. Supreme self-confidence is arrogance, and people won’t like me if they

think I’m arrogant.

World-Class Beliefs/Supreme Confidence

1. Supreme self confidence is self created.2. Self-confidence has nothing to do with whether you’re winning or losing.

It’s an inside job.3. Self-confidence is a decision you make about how you see yourself.

Shocking Questions

1. Would your three closest friends say you have supreme self-confidence?2. Do your results reflect supreme self-confidence?3. Do your habits, actions and behaviors reflect supreme self-confidence?

Sensitive Questions

1. On a scale of 1 to 7, 7 being highest, how would you rate your self-confi-dence?

2. What would it take for you to develop greater self-confidence?3. What has contributed most to the self-confidence you have now?


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Encourage the performer to begin to monitor the way she uses the language with herself and others. Self talk is the single most power-ful proactive reprogramming technique. Listening to world-class pro-gramming CDs in the background of her life will also be a big help. Have her visit www.milliondollardmind.com.The second most powerful tool is visualization. Ask the performer to picture herself as having supreme self-confidence in any situation that is currently creating anxiety or uncertainty. As this visualization pro-cess becomes a habit, the subconscious mind will begin to see the pic-tures as real. Visualization combined with positive self talk will serve as the foundation of her world-class belief system.

Final Thought

Coaching self-confidence is critical. It’s both an active and passive process. The active part is done through self talk and visualization programming. The passive part occurs when the performer begins to experience uncommon success. Most people wait for the success, but as a world-class coach, your job is to help the performer understand that to get results she’s never gotten she’s going to have to become someone she’s never been.

COACHING NOTES


61

Objective

To help the performer evolve from ego to spirit based thinking. To raise his level of awareness and foster the belief that self actualiza-tion is a more intelligent approach to high performance.

Getting Started

Have a discussion with the performer around the concept of competing versus creating. Encourage the performer to redirect his thoughts of beating the competition to thoughts of creating world-class results. Help the performer realize that while competition is healthy, it’s usually a waste of mental energy that could be better spent focusing on creating superior solutions.


1. Do you believe competition is the best way to improve performance?2. Does competition motivate you?3. What percentage of your time do you invest thinking about beating the

competition?


62

Middle-Class Beliefs/Competing to Creating

1. Competition is the highest form of motivation2. Success is being # 13. Show me a good loser and I’ll show you a loser.

World-Class Beliefs/Competing to Creating

1. Creation is the highest form of thinking.2. Creating solutions is the key to world-class success.3. Competition is ego based. Creation is spirit based.

Shocking Questions

1. Would you rather succeed or stroke your ego?2. Which is more important to you: beating an opponent or building world-

class problem solving skills through creativity?3. Are you more of an ego or spirit based thinker?

Sensitive Questions

1. How can you build your creativity muscles to become a better problem solver?

2. How often do you use your creative powers to solve complex problems?3. Do you think more about winning or solving problems?


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Your job is to build the performer’s belief that creativity is the secret to world-class success, and if he focuses his mental energy on improving this skill, beating the competition will take care of itself. Coach around the concept that the more time the performer spends in a spirit-based consciousness the more creative he will be. Teach him to recognize when his ego is dominating his thinking and encourage him to switch to spirit-based thinking immediately. Focusing on thoughts of love and gratitude will help the performer make the change in a matter of min-utes.

Final Thought

Coaching a performer to transcend the middle-class obses-sion with competition is one of the most significant gifts you can offer. While competition has motivational value and can be effective and enjoyable, you want your charge to under-stand there is a higher level of thinking that manifests better results.

COACHING NOTES


64

Objective

To encourage the performer to stay connected to her roots and be proud and grateful for how far she has come. To help her avoid the trap of forgetting what it took to get to the level of success she’s achieved. To use this concept for stress reduction and as a ground-ing tool.

Getting Started

Ask the performer to share the story of her journey to the level of success she has achieved, however modest or extreme.


1. How hard was it for you to get where you are now?2. Looking back to where you came from, how does it make you feel to be

where you are now?3. Who are the people that helped you most along the way?


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Middle-Class Beliefs/Remembering Your Roots

1. It doesn’t matter how far I’ve come, because I have such a long way to go.

2. No one ever helped me. I’m a self made man/woman.3. I was always a world-class thinker.

World-Class Beliefs/Remembering Your Roots

1. Everything that happened in my past, good or bad, ended up contributing to my current success.

2. I wouldn’t be where I am today without the help and support of many other people in my past.

3. Remembering how far I’ve come and what it took to get me here keeps me grateful and humble.

Shocking Questions

1. Where do you think you would be right now without the help and support you have received throughout your life from other people?

2. Do you ever take time to reflect on the growth and progress you’ve made?

3. Have you ever thanked the people who made your success possible?

Sensitive Questions

1. Does thinking about how far you’ve come give you peace of mind?2. Do thoughts of gratitude for the help and support of others in your past

create a sense of fulfillment for you?3. Does slowing down and remembering where you came from help reduce

the stress you experience?


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Explain to the performer that this is just another mental toughness tool to add to her toolbox and utilize in pressure situations.

Final Thought

Coaching a performer to remember her roots is another way to help her become her own coach and best friend. It’s easy to get caught up in the current challenges in life and forget the progress we have made.

COACHING NOTES


67

Objective

To help the performer make the distinction between world-class advice and middle-class criticism. To coach the performer to ignore middle-class sniping and stay focused on her ultimate vision.

Getting Started

Describe the difference between solid advice and baseless criticism and coach around the idea that the more you do the bigger target you become for critics. Mentally prepare the performer to expect ongoing criticism that will increase as she becomes more successful.


1. Why do middle-class thinkers like to criticize world-class performers?2. What impact does criticism have on your day to day performance?3. Does criticism bother you less or more than it did 5 years ago?


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Middle-Class Beliefs/Criticism

1. Criticism makes me feel bad and weakens my resolve.2. Criticism is painful and should be avoided at all costs.3. Criticism is negative.

World-Class Beliefs/Criticism

1. Criticism says more about the criticizer than it does about me.2. Constructive criticism should always be considered.3. Baseless criticism should be dismissed without comment.

Shocking Questions

1. When was the last time criticism stopped you from doing something?2. Has criticism helped or hurt you more often in the past?3. How does criticism make you feel?

Sensitive Questions

1. How sensitive are you to criticism?2. How can you decrease your sensitivity to criticism?3. How can I help you learn to ignore baseless criticism?


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Your job here is to raise the performer’s level of awareness when it comes to being criticized by helping build the belief that criticism is one of the most valuable tools for creating world-class success. Both constructive and baseless criticism should be considered a stepping stone. Coach the performer to evaluate criticism from a logical, left brain point of view, without emotion.

Final Thought

Coaching a performer to use criticism as a growth accelera-tion tool is one of your most important roles. Be sure to keep the performer’s ultimate vision in front of her when consid-ering the validity of any criticism. If she sees the criticism as a way to manifest her vision more rapidly, she will process the criticism with her logical left brain. If she doesn’t see the benefit, she will likely process the criticism with her right brain and become emotional and angry. Having her vision in front of her will insulate her from the pain and keep her mental energy focused where it can serve her most effec-tively.

COACHING NOTES


70

Objective

To help the performer understand everything he does is a choice, and the more competent he becomes, the more choices he has.

Getting Started

Talk to the performer about the choices he makes every day, from getting up in the morning to how to spend the day. Make him understand that everything we do is a choice, and some of the things we choose are simply not in our best interests.


1. Tell me some of the things you do in your life that are not a choice.2. If you had the freedom of choice in every area of your life, what would

you choose to be, have and do?3. What would it take for you to be able to choose everything you would be,

have and do?


71

Middle-Class Beliefs/Choice

1. I have very few choices.2. Only wealthy people have choices.3. Having too many choices scares me.

World-Class Beliefs/Choice

1. I choose everything I do.2. Freedom of choice is essential to world-class living.3. Freedom to choose is the ultimate gift.

Shocking Questions

1. Did you choose to get up for work this morning because you wanted to or because you had to?

2. Who makes most of your choices for you?3. How could making better choices help you move more quickly toward

your ultimate vision?

Sensitive Questions

1. Can you see how altering your perception about making choices could help you?

2. What would empower you to take control and make better choices in your life?

3. How can I help you make better choices?


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Coach around the concept that middle-class thinkers believe they have no choices and tend to see themselves as victims of an oppressor. Help elevate their thinking by talking about how world-class thinkers believe everything they do is a choice, and how this belief empowers them to take control and responsibility for their lives.

Final Thought

Keep in mind as a coach that the belief that says we have the freedom to choose is essential for attaining quantum leaps in success. Your job is to make the performer understand that he is in charge and 100% responsible for his own success, fulfillment, and happiness.

COACHING NOTES


73

Objective

To help the performer recognize the value of thinking about what she thinks about, and how her thinking is impacting her results.

Getting Started

Talk to the performer about how human beings are the only species on earth who have the ability to evaluate their thinking. Explain that this is the equivalent of a computer possessing the ability to step outside of itself and evaluate the quality and effectiveness of its own software. The benefit of self-consciousness lies in a person’s ability to objectively evaluate how her thinking is helping or hurting her, and then making the necessary upgrades and adjustments.


1. Do you believe thinking about what you think about can help you get better results?

2. Have you used meta-cognition in the past to enhance your performance?3. Do you believe there is a cause and effect relationship between your

thinking and your results?


74

Middle-Class Beliefs/Metacognition

1. My thinking is fine. It’s my results that need improvement.2. I’m too busy to think about what I think about.3. My thinking has nothing to do with what happens in the real world.

World-Class Beliefs/Metacognition

1. The more aware I am of what I’m thinking the easier I can upgrade my thoughts.

2. I become what I think about.3. World-class thoughts lead to world-class results.

Shocking Questions

1. What do you think about most of the time?2. Are your dominant thoughts helping or hurting you?3. What thoughts would you consider upgrading or discarding?

Sensitive Questions

1. How can I help you increase your awareness of what you’re thinking about?

2. Do you think it’s possible to get better results by upgrading your think-ing?

3. What would motivate you to become more conscious of your dominant thought processes?


75


Your goal should be persuading your performer to build the habit of using meta-cognition, and to continue asking herself is this thought process moving me closer to or farther from my ultimate vision. Help the performer build the belief that there is a cause and effect relation-ship between thinking and results.

Final Thought

Coaching around thinking is the job of the world-class coach. While the amateur struggles to motivate his team from the outside in, professional coaches motivate from the inside out. It all begins with analyzing what is happening inside the mind of the performer.

COACHING NOTES


76

Objective

To help the performer strengthen the habit of delayed gratifica-tion and compensation, and to realize that every action moves him closer to enhanced rewards and recognition.

Getting Started

Have a conversation around the meaning of compensation to determine what the performer believes about it. Emphasize that world-class performers are in the habit of performing at this level whether they’re compensated or not. It doesn’t matter if they’re running for office or sweeping the floor.


1. Have you ever felt as though you were putting out more effort than you were being paid for?

2. Do you put more effort into activities that offer greater compensation?3. Do you believe your level of compensation should dictate your effort?


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Middle-Class Beliefs/Delayed Compensation

1. I do exactly what I get paid to do. Nothing more, nothing less.2. I work at the same pace as my co-workers, otherwise I’ll be ostracized.3. I’m overworked and underpaid.

World-Class Beliefs/Delayed Compensation

1. I have world-class work habits whether I’m saving someone’s life or washing the dog.

2. Compensation has nothing to do with my work habits.3. Compensation always catches up to performance.

Shocking Questions

1. Are you afraid of putting in more effort than you’re paid for?2. What’s the worst thing that could happen if you put in more time and

effort than you were compensated for?3. Are you afraid your world-class work ethic will go unnoticed?

Sensitive Questions

1. Do you believe you’re underpaid?2. What would it take for you to believe that compensation always catches

up to performance?3. What would you have to change in order to upgrade your efforts regard-

less of the compensation you receive?”


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Take inventory of where the performer currently stands on this issue. If it’s not a world-class position, begin the process of gradually moving the performer towards adopting the belief that compensation has noth-ing to do with putting in a world-class effort, and that accurate com-pensation will eventually follow their her results.

Final Thought

Most people you will be coaching have been programmed with limiting, middle-class beliefs, and most likely hang around people who help to reinforce those beliefs. This is how they make sense of the world. It’s all they know because they’ve never had exposure to a world-class coach like you to walk them through the belief upgrade process. Be strong and tough, but also be patient. All of those middle-class beliefs have many years head start on you. Remember that moving someone to world-class thinking is a process.

COACHING NOTES


79

Objective

To determine the performer’s belief about conflict and if he sees any potential for growth in situations where conflict occurs.

Getting Started

Talk to the performer about his feelings around conflict and how often he experiences it during his daily work routine. Find out how he has dealt with conflict in the past, and if it has ever served him in the long run.


1. What role has conflict played in your evolution as a performer?2. Do you believe there are times when conflict can be positive?3. Can you remember a time when conflict accelerated your growth?


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Middle-Class Beliefs/Conflict

1. Conflict makes me uncomfortable.2. Conflict is negative.3. Avoid conflict at all costs.

World-Class Beliefs/Conflict

1. Conflict catapults growth.2. Conflict makes me think3. Conflict creates dialogue within a team.

Shocking Questions

1. Why are you afraid of conflict?2. What’s the worst thing that can happen in this conflict?3. Why are you offended by someone with an opposing view?

Sensitive Questions

1. Is there a possibility that conflicting opinions might accelerate growth?2. How can I help you embrace conflict as a catalyst for positive change?3. Would you be willing to purposely create conflict to infuse energy into a

longstanding problem?


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Coach around the concept of embracing conflict keeping in mind that most of us have been taught to avoid it at all costs. Remember that the middle class loves to be comfortable, and conflict terrifies the average person. Give them examples of leaders who have used conflict as a strategy to generate an emotional response from people who would not ordinarily get involved.

Final Thought

Getting a performer to embrace conflict is all about helping them transcend the fear of not being liked.

COACHING NOTES


82

Objective

To help the performer develop the world-class belief that being a comeback artist is one of the greatest secrets of world-class success, and that the ability to recover from defeat may be more important than the initial effort.

Getting Started

Ask the performer about her greatest comeback and the impact it had on her thinking. Ask her to share what she believes is the greatest comeback story of all time, and how she thinks the performer was able to pull it off.


1. Do you consider yourself a comeback artist?2. Are comeback artists born or made?3. What does it take to become a comeback artist?


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Middle-Class Beliefs/Comeback Artists

1. Comeback artists are born with the ability to persist.2. Not everyone can be a comeback artist.3. It’s easier to accept defeat and move on.

World-Class/Comeback Artists

1. Being a comeback artist is a decision.2. Failure is a set up for a comeback.3. Being a comeback artist isn’t a skill, it’s an attitude.

Shocking Questions

1. What have you given up on where you could possibly made a comeback?2. Do you have the mental toughness to become a comeback artist?3. Are you allowing fear to paralyze you and delay your comeback?

Sensitive Questions

1. How can I support your comeback efforts?2. Are you certain you haven’t given up on some of your goals and dreams

prematurely?3. How would it feel to make a comeback in an area no one believed was

possible?


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Coaching around becoming a comeback artist will often take you back to making sure your performer is in objective reality. Many people claim to be comeback artists yet have never made a comeback in any-thing in their life. Probe them for examples of their comeback prowess and you will automatically raise their level of awareness as to what being a comeback artist really means. Give them comeback examples from world-class performers in your business that will help them see the big picture.

Final Thought

Seventy percent of the population will quit at the onset of physical or psychological pain and never even consider a comeback. Share this statistic with your charge and ask him if he considers himself average. Once he claims to be above average, you have the right to ask him to prove it by engag-ing in a comeback. Once a performer defies his own belief system by making a comeback, he will never see failure the same way again. This is when you will know you have cre-ated a comeback artist.

COACHING NOTES


85

Objective

To help the performer determine how balanced she is in her per-sonal and professional life. To show her what a high performance work/rest cycle looks like.

Getting Started

Engage in a dialogue with the performer and ask what her ideal work/rest cycle would ultimately be. Ask her if she believes this would lead to world-class results. Give her some examples of performers in her profession who are getting world-class results and what their work/rest cycle is.


1. What do you believe your work/rest cycle would have to look like for you to get the results you want without burning out?

2. At what point have you experienced burnout from overwork in the past?3. Do you believe most world-class performers overwork themselves?


86

Middle-Class Beliefs/Work/Rest Cycles

1. World-class performers are workaholics.2. World-class have no personal life.3. World-class never rest.

World-Class Beliefs/Work/Rest Cycles

1. Rest and recreation are critical for peak performance.2. Relaxation is the incubator of new ideas.3. It’s possible to work less and make more money.

Shocking Questions

1. Is it possible to create more leverage at work so you can get more rest?2. Is lack of money costing you your rest and recovery time?3. Is anyone to blame for the lack of balance in your life?

Sensitive Questions

1. What action can you take in the next 30 days to help you balance your work/rest cycles?

2. How can I help you balance your work/rest cycles?3. What’s the worst thing that could happen if you built more rest time into

your schedule?


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The key to moving the performer into balance is to persuade her that she is 100% responsible for being out of balance. As long as she is blam-ing outside forces for being overworked, balance won’t be achieved. Middle-class performers usually want to work less. World-class per-formers usually want to work more. Both require coaching in this area because one will never attain world-class results and the other will burn herself out.

Final Thought

As in most aspects of mental toughness coaching, you must uncover the performer’s beliefs about work/rest cycles. Avoid prescribing specific action until you know what the performer believes. Be patient. Remember that the performer’s beliefs, no matter how limiting, are probably as old as the performer herself. Give her time to consider your suggestions knowing that beliefs must be chipped away at a little at a time until the change takes place.

COACHING NOTES


88

Objective

To have a discussion with the performer around his level of coach-ability; and how being at that level is moving him closer to his ultimate vision.

Getting Started

Determine how close to objective reality the performer is in terms of his level of coachability. Ask him to rate himself, on a scale of 1-7, 7 being most coachable. As his coach, you will know exactly how much (if any) delusion you are dealing with.


1. Is your level of coachability helping or hurting you?2. Whom do you believe is more coachable: The middle class or the world

class?3. How important is coaching to manifesting your vision?


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Middle-Class Beliefs/Coachability

1. Being coached is for beginners.2. Being coached is only for sports.3. I already know enough.

World-Class Beliefs/Coachability

1. Being coached keeps me sharp.2. Being coached gives me an outside perspective that brings me closer to

objective reality.3. The higher I climb the more valuable being coachable becomes.

Shocking Questions

1. Is your ego getting in the way of your coachability?2. What’s more important: being a lone wolf or achieving your vision?3. What’s keeping you from being more coachable?

Sensitive Questions

1. Is there anything I can do to help increase your level of coachability?2. Do you see the value of becoming more coachable?3. Would becoming more coachable expand your perspective as a per-

former? In other words, can being coachable help you see your per-formance more accurately by getting feedback from someone outside yourself?


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The two biggest hurdles you face when attempting to improve a per-former’s coachability are ego and emotionally sensitive people who are unaccustomed to accepting constructive criticism. Be sure to address both of these hurdles during your coaching sessions and build your case around the idea that the benefits of transcending their ego and opening up to feedback will exponentially accelerate the journey to their ultimate vision. Like a broken record, keep coming back to how everything the performer decides to improve will help them manifest their vision. Otherwise they will interpret everything you ask them to do as extra work in their already overloaded schedule.

Final Thought

Coachability is a key ingredient in creating world-class per-formers. No matter how good a coach you are, if they’re not listening, you’re getting nowhere.

COACHING NOTES


91

Objective

To persuade the performer that creativity and imagination are two of the highest forms of thinking, and that both skills must be exercised daily to unlock her full potential. To build the belief that focusing their mental energy toward creating new solutions is smarter than wasting it worrying about the competition.

Getting Started

Have a discussion around how she uses her creativity and imagination in the problem solving process. Ask her if she believes she can improve in this area and if that would help move her closer to her ultimate vision.


1. Do you believe the best performers are the most creative?2. What role does creativity play in building wealth?3. Do you believe creativity and imagination are rooted in a mindset of fear

and scarcity or love and abundance? How about competition?


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Middle-Class Beliefs/Creativity

1. Creative thought and imagination are for artists and inventors.2. I’m too busy to be creative.3. I’m not a creative or imaginative person.

World-Class Beliefs/Creativity

1. Creativity is the secret to problem solving.2. Creativity is the way to wealth.3. Competition is ego-based. Creativity is spirit based.

Shocking Questions

1. Why aren’t you using your creative power to help you get better results?2. What is the biggest problem you ever solved using creative thought?3. Are you denying the power of creativity because of it’s non-linear nature?

Sensitive Questions

1. How can you become more creative in your work?2. How can I help you exercise your creative faculties?3. Are you a better problem solver when you’re in an ego or spirit based

consciousness?


93


Remember during your coaching session that most people have been conditioned to operate from a fear and scarcity based mindset. Com-petition is an example. The performer wastes precious mental energy worrying about the competition. While a measure of this is prudent, most of this mental energy should be directed toward creative thought to manifest new solutions. Fear and scarcity restricts thinking. Thoughts of love and abundance expand thinking.

Final Thought

Creativity and imagination make the finite infinite. There can never be a finite amount of money because money is mani-fested from ideas, which are the product of creative thought. Love is the soil and creativity is the flower that grows in it. Love and creativity are the two greatest examples of non-linear concepts. Neither have a beginning or an end. They have always been and will always be.

COACHING NOTES


94

Objective

To help the performer evaluate how congruent his habits, actions and behaviors are with his conscience. To persuade the performer that part of the world-class mindset is always attempting to do the right thing.

Getting Started

Have a discussion with the performer around the importance of having a clear conscience and being proud of his personal and professional code of conduct. Get a feel for where the performer stands in this area and the level of importance he places on it.


1. How does knowing you are doing the right thing impact your perfor-mance?

2. Do people that refuse to do the right thing have an advantage over you?3. In your experience, do most people do the right thing in business?


95

Middle-Class Beliefs/Conscience

1. People who take advantage of people get ahead faster.2. You can’t have a clear conscious and be super successful.3. People who have no conscience make more money in business.

World-Class Beliefs/Conscience

1. Doing the right thing is best way to insure success, fulfillment and happi-ness.

2. You can fool other people, but you can’t fool the universe. Act against your conscience, and you will pay the price.

3. Operating with a clear conscience elevates you from a successful person to a significant person.

Shocking Questions

1. Based on your conduct in business, do you have a clear conscience?2. Are you proud of the way you operate in business?3. What could you do to improve how you feel about yourself?

Sensitive Questions

1. Do you always try to do the right thing?2. Have you ever done something that left you with a guilty conscience?3. What would have to let go of to improve the way you feel about your

conduct in business?


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Be reminded this is a sensitive subject for many people. Ask these questions gently, yet in a firm, professional tone. The performer may not reveal he has a guilty conscience, but these questions will certainly make him think. The purpose of this coaching tool is more about facil-itating introspective thinking than it is confessing feelings of guilt or shame. Don’t belabor this. Ask the questions and move forward.

Final Thought

Coaching around conscience opens the performer’s mind to uninhabited areas of thought. A performer whose habits, actions and behaviors are congruent with his or her con-science is a happy performer who sleeps well at night. One coaching session in this area has the power to catapult a per-son’s level of happiness and life satisfaction.

COACHING NOTES


97

Objective

To help the performer realize all of the mental toughness secrets and success principles are rooted in common sense. The goal is to help the performer avoid the middle-class mistake of making the simple, complicated.

Getting Started

Make the point that these beliefs, philosophies, habits and thought processes are thousands of years old, and that she has been using some of them her entire life, either consciously or unconsciously.


1. Are the most successful people you know smarter than you?2. Is success more about successful habits or luck?3. Is world-class success more about knowing or doing?


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Middle-Class Beliefs/Common Sense

1. You need a lot more than common sense to achieve world-class success.2. Common sense will only get you so far.3. Common sense is for kids. Business requires advanced thinking.

World-Class Beliefs/Common Sense

1. Most business problems have kindergarten solutions.2. Common sense is the foundation of problem solving.3. Common sense is the cornerstone of world-class success.

Shocking Questions

1. Do you consider yourself a sensible person?2. Give me an example of a problem that can’t be solved through a common

sense?3. Do you believe common sense is the root of most great ideas?

Sensitive Questions

1. Can any of your current problems be solved through common sense?2. What’s the biggest problem you’ve ever solved with common sense?3. How can you implement common sense more often in your work on a

daily basis?


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Remember that most people have been conditioned to search for com-plex answers to complex problems. Your job as a mental toughness coach is to encourage the performer to exhaust all common sense solu-tions before looking to more sophisticated formulas.

Final Thought

Be reminded that higher level thinking almost always moves towards simplifying the problem and solution, yet the aver-age person believes the opposite. Middle-class thinkers look for complex answers, while world-class thinkers look for simple, everyday, common sense wisdom.

COACHING NOTES


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Objective

To persuade the performer that the key to better results is greater competence. To encourage her to focus her mental energy on devel-oping world-class competence in her area of expertise.

Getting Started

Ask the performer how she rates in terms of competence compared to the most successful people in the business.


1. How important is possessing world-class competence to getting world-class results?

2. How do you think a person develops greater competence in your posi-tion?

3. What do the best performers in the business do to continually upgrade their level of competence?


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Middle-Class Beliefs/Competence

1. Success is about luck, not competence.2. Success is about who you know, not competence.3. I have world-class competence in my job, but I’m still getting middle-

class results.

World-Class Beliefs/Competence

1. World-class competence yields world-class results.2. The more competent I become the more I’m worth in the marketplace.3. Greater competence comes from ongoing study and experience.

Shocking Questions

1. On a scale of 1-7, 7 being highest, how competent are you in your job?2. How competent are you compared to people you admire most in busi-

ness?3. If your level of competence continues to improve at its current rate how

long will it take you to manifest your ultimate vision?

Sensitive Questions

1. What steps have you taken in the past to become more competent in your job?

2. What actions could you take in the next 90 days to dramatically improve your level of competence?

3. How can I help you become more competent?


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The goal is to help move the performer into objective reality in rela-tion to how competent he is in his job, especially compared to the best performers in the business. Remember that many people overrate themselves in terms of competence as a defense mechanism. Perform-ers who believe they are already great tend to coast, and neglect to strive for greater competence. Results are the ultimate measure. Emo-tion skews many people’s self evaluation, but results are impossible to refute.

Final Thought

Coaching around competence is a critical starting point in the mental toughness process. Only when a performer is operating from objective reality is it possible to coach him to the next level of competence.

COACHING NOTES


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Objective

To help the performer build the belief that taking the necessary risks required world-class success requires bravery; and that brav-ery can be developed over time.

Getting Started

Have a conversation with the performer in reference to what role she believes bravery plays in her work life. Get a feel for what she thinks about bravery, and what she believes it will take to move to the next level.


1. How important is bravery to manifesting your vision?2. Do you believe bravery can be learned and developed?3. What does it mean to you to be brave in business? Can you think of any

examples of ‘business bravery’?


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Middle-Class Beliefs/Bravery

1. Bravery is for war heroes.2. Bravery means putting yourself in physical danger.3. Bravery is something you’re born with.

World-Class Beliefs/Bravery

1. Bravery is a state of mind that can be cultivated at will.2. Bravery means pushing for progress in spite of fear.3. Bravery is a decision to move closer to your dream.

Shocking Questions

1. In business, on a scale of 1-7, 7 being bravest, how brave are you?2. What are you doing to increase your tolerance for risk?3. Are you more brave in business this year than you were last year?

Sensitive Questions

1. What action steps can you take to become braver in business?2. Are you playing it safe in business like you’re going to live forever?3. What’s the worst thing that can happen if you become braver and take

more risks?


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Move slowly with this one, knowing that most people have never been questioned about bravery. Men have been trained to associate their self worth with their level of bravery for generations, and it’s easy to arouse an illogical, emotional ego based defensive response if you move too fast. Your goal is to make the performer think and evolve intellectually, but it doesn’t need to happen in one coaching session. Be patient and aware of the role ego plays around bravery.

Final Thought

The world-class coach handles bravery like a sharp sword, moving confidently yet carefully allowing the performer to grow through a process. She knows keeping the performer’s ego at bay is the secret to clear and rational thinking.

COACHING NOTES


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Objective

To see where the performer stands in terms of his degree of convic-tion of his work. To find out how much the performer believes in what he is doing, and how he is using his conviction to influence others.

Getting Started

Talk to the performer about his level of conviction in his career. Try to get a feel for how much he believes in his product or service and it’s impact on customers.


1. How important is your degree of conviction to your career?2. What role do you believe conviction plays in a person’s success?3. How does a person develop a stronger sense of conviction?


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Middle-Class Beliefs/Conviction

1. Strong conviction is for ministers and salespeople.2. You are either convinced about something, or you’re not.3. If I take a stand on something, people won’t like me.

World-Class Beliefs/Conviction

1. Great conviction can be developed.2. All leaders hold strong convictions.3. Conviction is what empowers people to take action.

Shocking Questions

1. Do your results in business reflect your conviction?2. How convinced are you that you’re in the right job?3. Do your co-workers and customers see you as leader with conviction?

Sensitive Questions

1. On a scale of 1-7, 7 being the strongest conviction, how would you rate your conviction toward your job?

2. What job would present a stronger conviction for you?3. How can you increase your level of conviction in your current role?


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Remember that most people don’t hold very strong convictions about anything, including their life’s work. The masses are encouraged not to get too excited about anything for fear they will be disappointed. Talking about this is often new territory for people, and it flies in the face of what they’ve been conditioned to believe. Conviction comes naturally in some cases, but can also be developed through program-ming. Strong convictions have the power to alter people’s beliefs and behaviors. Your job is to make sure the performer understands how important great conviction is to world-class success, how to develop more of it, and how to use is it as a tool of influence.

Final Thought

Coaching conviction has the power to catapult performance. Conviction can be coached and conviction can be built.

COACHING NOTES


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Objective

To highlight the power of becoming a world-class conversational-ist, and how rare yet critical this sacred skill is to the performer’s success.

Getting Started

Have a discussion around the importance of conversation as it relates to manifesting her vision. Get a feel for how she thinks about conversation and what she’s doing to improve her skills.


1. How important is developing your conversational skills to manifesting your vision?

2. Do you believe most world-class performers possess great conversational skills?

3. Can great conversational skills be developed, or do you have to be born with the gift of gab?


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Middle-Class Beliefs/Conversational Skills

1. Only extroverts are great conversationalists.2. Great conversationalists are born, not made.3. Great conversationalists are big mouths.

World-Class Beliefs/Conversational Skills

1. Conversational skills are critical to world-class success.2. Great conversation is the catalyst of building relationships.3. World-class conversational skills can be learned.

Shocking Questions

1. How would you rate your conversational skills: middle class, upper class, or world class?

2. What would it take for you to become a world-class conversationalist?3. Is there a direct link between your conversational skills and the manifes-

tation of your vision?

Sensitive Questions

1. Who is the best conversationalist you’ve ever met and why?2. What are your best and worst traits as a conversationalist?3. Do you have a plan of action for becoming a better conversationalist?


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Your goal is to help the performer understand that her conversational skills are one of the most critical aspects of success, and to help her develop an action plan that will move her toward world-class compe-tence in this area.

Final Thought

Keep in mind that coaching your performer around conver-sational skills is probably the one and only opportunity she will have to improve in this area on a conscious level. This is one of the most critical yet overlooked secrets of the world-class.

COACHING NOTES


112

Objective

To make your charge aware of the fact that world-class performers make decisions quickly and change them slowly due to their self-confidence and fearless mindset.

Getting Started

Talk to the performer about how he feels about his ability to make decisions and accept the consequences. Explain that the masses are conditioned to second guess themselves at every turn and tend to be indecisive. The root of the problem lies in their fear of making the wrong decision.


1. What do you believe is the secret to making world-class decisions?2. How important is being decisive to attaining world-class success?3. Why are decisive people so successful?


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Middle-Class Beliefs/Decisiveness

1. Decisiveness makes for hasty decisions.2. Decision making is scary.3. Following someone else’s decisions is safer.

World-Class Beliefs/Decisiveness

1. Decisions create results.2. Decisions create direction.3. Decisiveness is a critical leadership skill.

Shocking Questions

1. How long did it take you to make your last major decision?2. How often do you reverse your decisions?3. Are you decisive enough to become a world-class leader?

Sensitive Questions

1. On a scale of 1-7, 7 being most decisive, how decisive are you?2. As your coach, how can I help you become more decisive?3. Do you have the necessary confidence to become a decisive leader?


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Coaching decisiveness means coaching confidence. People who are more self assured and believe in their abilities are more decisive. Push your performer to take stock of her level of confidence and help her build the belief that she will be able to deal with any result of any deci-sion she makes.

Final Thought

Remember that decision making is a skill that can be devel-oped through practice and mental reframing on what making an incorrect decision means.

COACHING NOTES


115

Objective

To help the performer become more aware of the critical nature of choosing discipline over pleasure enroute to manifesting his vision.

Getting Started

Talk to the performer about his beliefs and philosophies as they relate to discipline. Try to get a feel for what role discipline has played in his life up to this point, as well as how much more discipline he believes will be required to move to the next level.


1. Do you believe most world-class performers are more disciplined or just luckier than middle-class performers?

2. What does the term discipline mean to you?3. Can discipline ever be enjoyable?


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Middle-Class Beliefs/Discipline

1. Discipline is painful.2. Discipline isn’t fun.3. Discipline isn’t worth the reward.

World-Class Beliefs/Discipline

1. Discipline is what separates the world-class from the middle-class.2. Discipline creates the excitement of knowing you’re on your way to your

goal.3. Discipline means making a decision and sticking to it.

Shocking Questions

1. Based on your results, how disciplined are you?2. If you were more disciplined, would you be living your dream?3. What is your lack of discipline costing you?

Sensitive Questions

1. On a scale of 1-7, 7 being most disciplined, how disciplined are you?2. What would you have to do to become disciplined enough to manifest

your vision?3. As your coach, how can I help you become more disciplined?


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Remember that most people believe discipline is painful, and they avoid it at all costs. Talk to your performer about discipline in terms of benefits, and how improvement in this area will move him closer to his ultimate vision. Getting the average person to embrace the idea of discipline is no easy task, so be sure to talk about his emotional moti-vators to keep him fully engaged.

Final Thought

Once a performer wakes up and realizes that develop-ing world-class discipline has the power to change his life, results begin immediately. Your role as a coach is to be the alarm clock that jolts him out of middle-class thinking.

COACHING NOTES


118

Objective

Hold a coaching session around the concept of the role determi-nation plays in the creation of world-class success. See what the performer thinks about this, and ask him just how determined he is to making his vision a reality.

Getting Started

Ask the performer how determined he’s been in the past, and the driving force of that determination. Probe further by asking how this level of determination served him in overcoming obstacles and maintaining motivation.


1. Do you believe world-class performers are more determined than middle-class performers?

2. Can determination be enhanced, or are you born with a fixed amount of it?

3. Can a person’s level of determination be quantified?


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Middle-Class Beliefs/Determination

1. Determination is something you either have or you don’t.2. You cannot create determination.3. People without determination are lazy.

World-Class Beliefs/Determination

1. Determination comes from clarity of purpose.2. Determination is bolstered by belief.3. Determination separates the classes.

Shocking Questions

1. Do your habits, actions and behaviors reflect your determination?2. Do your results reflect your determination?3. What does your level of determination say about your belief in yourself?

Sensitive Questions

1. Do you have the determination to manifest your vision?2. On a scale of 1-7, 7 being most determined, how determined are you?3. What would motivate you to become more determined to manifest your

vision?


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One of your primary coaching goals is to help the performer reveal his level of determination to himself. Chances are you are the only person who has ever coached around this subject with him, and it’s probably going to take him a little time to get his arms around it. Making him aware of how he rates in this area is important, and persuading him that it’s possible to raise his level is critical. Once again, it’s about tying it back to his vision. Without the vision, it’s going to come across as just another thing he has to think about that he doesn’t have time for. Con-necting it to his vision changes the entire landscape.

Final Thought

World-class determination follows world-class belief. If most people believed they could attain world-class results, you can bet they would be determined to go for it. Your job as a coach is to help them believe it’s possible, and that they can make it happen.

COACHING NOTES


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Objective

To make the performer aware that world-class performers aren’t world-class because they’re lucky; they’re world-class because they are dedicated to greatness.

Getting Started

Have a coaching discussion around what it really means to be great at something, compared to the best of the best. Help the performer recognize that the masses like to belittle the accomplishments of the world-class by calling them lucky, gifted; and at the right place at the right time. This is how they justify their own mediocrity to themselves and others. The fact is champions earn every ounce of their greatness through hard work and dedication.


1. What does it mean to dedicate your life to greatness?2. Is it possible to go from being good to great at something? If so, how do

you believe this is done?3. Why aren’t more people dedicated to becoming great performers and

manifesting their dreams?


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Middle-Class Beliefs/Dedication to Greatness

1. People dedicated to greatness suffer in their personal lives.2. You can’t be dedicated to greatness and have a happy family life.3. Only greedy people are dedicated to greatness in business.

World-Class Beliefs/Dedication to Greatness

1. Dedication to greatness is the foundation of a successful and happy life.2. Dedication to greatness means both personally and professionally.3. Dedication to greatness means fulfilling ones full potential.

Shocking Questions

1. If you were on trial for being dedicated to greatness in your career, would there be enough evidence to convict you?

2. If you were more dedicated would you be more successful?3. If you are really dedicated to greatness, why aren’t you more successful?

Sensitive Questions

1. Who is the most dedicated person you know and why?2. What would motivate you to become more dedicated in your career?3. Do you believe it’s possible to achieve greatness in your career and still

have a fulfilling personal life?


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The most popular excuse middle-class performers use for mediocre dedication is they will sacrifice their personal and family life if they increase their efforts in business. In the best of cases this is a weak excuse, in the worst of cases it’s a limiting belief. Be sure to address this issue before moving forward.

Final Thought

Coaching the average person to a level of dedication they have never experienced means helping her transcend her limiting beliefs and taping into her emotional motivators. The only hope most people have of doing this is through the guidance of a world-class coach—that’s you!

COACHING NOTES


124

Objective

To help the performer understand the only way to attain and main-tain world-class results is by building a world-class belief system. Give a person with a $100,000 a year self image a $300,000 salary and he will find a way to get back to earning $100,000. Explain that our beliefs dictate our behavior, and our subconscious minds house our most deeply held beliefs.

Getting Started

Persuade the performer that he must embark on building a world-class belief system through the reprogramming process, which consists of upgrading the language and mental pictures the performer uses with himself and others.


1. How do a world-class performer’s beliefs differ from a middle-class performer’s?

2. Do you believe a person’s beliefs can be upgraded and reprogrammed?3. Are world-class performers born with world-class beliefs?


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Middle-Class Beliefs/World-Class Belief System

1. Some people are born with world-class beliefs.2. Only the highly educated have world-class beliefs.3. Only the rich and powerful have world-class beliefs.

World-Class Beliefs/World-Class Belief System

1. World-class beliefs are the result of world-class programming and repro-gramming.

2. World-class beliefs must be consciously created.3. Wealth, education and power have nothing to do with world-class beliefs.

World-class beliefs are the result of world-class programming and results.

Shocking Questions

1. If you have world-class beliefs why aren’t you getting world-class results?

2. What would it take for you to build a world-class belief system?3. What level of beliefs do you have right now in the eight different areas of

your life?

Sensitive Questions

1. Do you think you’re capable of building a world-class belief system?2. How can I help you upgrade your belief system?3. Is it possible your beliefs have been holding you back?


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After questioning the performer and determining her beliefs, help her create a plan of action for upgrading her limiting beliefs. The most effective method is through increasing her awareness of how she talks to herself and others. Explain that programming occurs primarily through language, and by upgrading the words she uses and creating strategic world-class affirmations and embedding them into everyday conversation, her belief system will begin to change.Persuade her to listen to world-class programming CDs in the back-ground of her life to give her a boost in the right direction and teach her what world-class beliefs and philosophies sound like.

Final Thought

Be patient with people knowing that whatever beliefs they hold have been there for many years and are deeply rooted in the performer’s psyche. Remember that beliefs are the way people make sense of the world. It’s how we connect the dots and make sense of something we cannot fully comprehend. Challenging the performer’s beliefs may cause conflict, because the new world-class belief you’re suggesting may scramble the person’s dots and disrupt the way in which they organize their world psychologically.

COACHING NOTES


127

Objective

To persuade the performer that what we expect is very often what we get. To help her build this belief and continuously raise her level of expectation.

Getting Started

Depending on the personality and beliefs of the performer, make your case about how and why our expectations tend to manifest themselves on the physical plane. For the left-brain analytical personalities, coach around this concept with as few ethereal ideas as possible. For the right-brain creative types, coach around the foundation of quantum physics which states we are literally creating what happens to us through our thoughts. Quantum theory suggests that everything at its core is energy, and energy can be manipulated by thought. Customize your examples any way you think the performer will understand, knowing the end result is her believing that positive expectations are the cause, and results are the effect.


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1. Do you believe we can influence our results by upgrading our expecta-tions?

2. How does raising your expectations help you attain better results?3. How do raise your level of expectation?

Middle-Class Beliefs/Expectation

1. Expectations have no impact on results.2. Its impossible to raise your expectations. You either expect something or

you don’t.3. High expectations lead to disappointment.

World-Class Beliefs/Expectation

1. Positive expectations lead to positive behavior.2. High expectations move a person into a higher vibrational frequency,

which makes them more attractive to others.3. Raising expectations is a skill that can be learned.

Shocking Questions

1. If you have such high expectations why aren’t you getting better results?2. How are you actively raising your expectations?3. Give me an example of something you expect to happen that you

couldn’t imagine expecting five years ago.


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Sensitive Questions

1. How would you rate your personal expectations: middle class, upper class, or world class?

2. How have your expectations helped or hurt you in the past?3. Give me an example of an expectation you have recently expanded upon?


Keep in mind that most people you’re coaching around expectation have probably never given the idea much consideration, so it may take a little time to comprehend the actual scope of what you’re suggesting. Take it step by step, knowing that some people must experience suc-cess with a new idea before it becomes an integral part of their belief system.

Final Thought

The impact of positive expectation on a performer’s subcon-scious mind cannot be overstated. Positive expectation is a skill that can be learned and utilized by anyone.

COACHING NOTES


130

Objective

To convince the performer of the benefits of world-class enthusi-asm, and its massive impact on the subconscious mind.

Getting Started

Talk to the performer about his level of enthusiasm and whether it’s helping him move closer to his vision. Explain that the emotion of enthusiasm is rooted in a mindset of love, and that’s what makes it so attractive to other people.


1. Who is the most enthusiastic person you’ve ever met?2. Do you believe there is a correlation between enthusiasm and success?3. Is there a correlation between enthusiasm and happiness?


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Middle-Class Beliefs/Enthusiasm

1. Enthusiastic people are naïve.2. Enthusiastic people are phonies.3. Enthusiastic people are child-like.

World-Class Beliefs/Enthusiasm

1. Enthusiastic people are courageous.2. Enthusiastic people are emotional risk takers.3. Enthusiastic people have the most fun.

Shocking Questions

1. How enthusiastic are you about your work?2. How would your co-workers rate your level of enthusiasm?3. Would you be more successful if you were more enthusiastic?

Sensitive Questions

1. On a scale of 1-7, 7 being most enthusiastic, how would you rate your level of enthusiasm?

2. What would it take to for you to become more enthusiastic in your work?3. How can I help you become more enthusiastic in your work?


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Try to coach around the concept that enthusiasm can be natural, but it can also be artificially manufactured through reprogramming. Rein-force the idea that the subconscious mind simply responds to con-scious programming and does not possess the ability to judge whether something is natural or self created. It’s a robot that obeys its conscious programming. Coach the performer to upgrade her self-talk about her work and to tell herself why she is so enthusiastic about it. Warn her that reprogramming through conscious self-talk may seem strange at first, but is extremely effective. Encourage her to proceed on faith and be sure to guide her in the process, especially during the first thirty days when most people give up.

Final Thought

Coaches: Make no mistake. Enthusiasm can be coached and it can be programmed. Refuse to give up on a performer who lacks enthusiasm until you have exercised these world-class coaching strategies. Sometimes all a performer needs is an awakening to his or her own personal power.

COACHING NOTES


133

Objective

To help the performer learn to love what he does for a living, and to show him that loving what you do is the ultimate strategic advan-tage.

Getting Started

Ask the performer what he loves, if anything, about his work. Once you determine his level of passion, you can have a conversation about the impact this is having on his work.


1. Do you believe most world-class performers love what they do, or do they simply love the results what they do brings them?

2. Is it possible to learn to love what you do, or does it have to occur natu-rally?

3. What impact does loving what you do have on the quantity and quality of a persons work?


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Middle-Class Beliefs/Loving What You Do

1. Nobody really loves what they do until they retire.2. Work is hard. It’s not supposed to be fun.3. You either make good money or you do what you love to do. It’s unrealis-

tic to expect both. You’re just setting yourself up to be disappointed.

World-Class Beliefs/Loving What You Do

1. Loving what you do is your best chance of attaining wealth.2. Doing what you love is possible for anyone in a democratic society.3. When you love what you do, the only reward you need is the experience

of doing it.

Shocking Questions

1. Do you love your work?2. If you won fifty million in the lottery, would you continue to work?3. Do you act as though you love your work?

Sensitive Questions

1. Is it possible to increase your love for what you do?2. Would loving what you do move you closer to your vision?3. Would your co-workers say you love what you do?


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Keep in mind most people are middle-class thinkers who are just happy to have a job. That’s how most of us have been programmed, even in America, the most prosperous nation in the history of civilization. Loving what you do is almost seen as being greedy to many people, and most are programmed not to even think about it. Be patient in your coaching and remember it’s not going to happen overnight.

Final Thought

Coaching someone to move toward a life of loving what they do might be the greatest gift you can offer as a world-class coach. If you’re a manager or coach within a company, you risk losing the performer to another profession if she can’t find a way to love her current job. The performer begins to understand that her best interests are your top priority, and that you have transcended any fears about losing her. When you coach out of love the performer will feel it and do every-thing in her power to keep you as her leader.

COACHING NOTES


136

Objective

To persuade the performer of the impact environment has on think-ing, success and happiness.

Getting Started

Question the performer about her environment, and the impact she believes it’s having on her life. Remind her we become like the people we spend the most time with, and ask her if that’s acceptable.


1. Are the people you’re hanging out with helping or hurting you?2. Do you want to be like the people you spend the most time with?3. Have you surrounded yourself in a world-class living and working envi-

ronment?


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Middle-Class Beliefs/Environment

1. As long as the people I associate with are nice, it will have a positive effect on me.

2. The important thing is to be comfortable with the people you associate with.

3. If I upgrade my level of associations I will alienate my current friends.

World-Class Beliefs/Environment

1. Associating with world-class thinkers is the single most powerful tool to becoming a world-class thinker.

2. The more time I can spend surrounded in an environment of abundance the more I will believe I belong there.

3. A world-class environment is both physical and mental.

Shocking Questions

1. Do the people you spend the most time with enjoy the level of success, fulfillment and happiness you are seeking?

2. Are you willing to spend more time with champions for the impact they can have on your level of thinking?

3. Do you live in a neighborhood that exudes abundance?

Sensitive Questions

1. On a scale of 1-7, 7 being the world class, how would you rate your envi-ronment in terms of the people you associate with?

2. What would it take to upgrade your level of associations?3. Are there any other ways you can associate with world-class thinkers

without ever meeting them?


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Be aware that many middle-class thinkers become offended when you coach around upgrading their associations. They feel they are betraying old friends and family members. This is the result of years of middle-class programming, and it sometimes takes several coach-ing sessions to help them transcend this low level of consciousness. Help them understand they’re not dropping their friends or family, but simply choosing to add some bigger thinkers to the mix of people they interact with. Help them see that consciousness is contagious, and the people they hang around have a major impact on their thinking. Your job is to persuade them to take action and get them around the great ones as often as possible. If not in person, then through reading their books, CD programs seminars, etc. In other words, whatever it takes.

Final Thought

As a mental toughness coach you need to dig into the per-former’s environment and see how he lives day to day, as well as who are the major influencers in his life. Then little by little, encourage him to begin to upgrade.

COACHING NOTES


139

Objective

To show the performer that exercise is a critical aspect of his climb to the top, even if physical prowess has nothing to do with his per-formance field.

Getting Started

See where the performer stands around the belief that regular exercise has the power to catapult his performance no matter what field he’s in. Explain that cognitive functioning is enhanced by exercise, in addition to the obvious physical health benefits.


1. Do you believe regular exercise has the power to move you closer to world-class performance in your career?

2. Is forming the discipline of regular exercise worth it to you?3. If regular exercise is instrumental to world-class success, why don’t more

people engage in it?


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Middle-Class Beliefs/Exercise

1. Exercise is for fitness fanatics and health nuts.2. Exercise is for athletes.3. I hate to sweat so I don’t exercise.

World-Class Beliefs/Exercise

1. My body is a temple and I keep it healthy through exercise.2. Exercise manifests mental, physical, and spiritual energy.3. Exercise is the foundation of world-class health.

Shocking Questions

1. Is your current fitness level helping or hurting you?2. Are your exercise habits closer to middle class or world class?3. Does your fitness level mirror the level of success you are trying to

obtain?

Sensitive Questions

1. What would it take for you to build world-class exercise habits?2. Would regular exercise help you attain your ultimate vision?3. What is your current exercise schedule?


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Remember that your goal is to help the performer understand that con-sistency is the key to maximizing the benefits of exercise. Get him to commit to at least one hour of daily exercise.

Final Thought

The world class is the product of superior habits, including daily exercise.

COACHING NOTES


142

Objective

To help the performer build the belief that every world-class per-former has failed many more times than they have succeeded. To persuade her that the middle-class thinker’s obsession with secu-rity is what keeps him mired in mediocrity.

Getting Started

Coach around the distinction in thinking between the middle class and world class as it relates to how they perceive the concept of failure. Help the performer understand that the middle class is conditioned to crave security, which is what keeps them fearful of failure and limits their success. On the other side of the spectrum, world-class performers believe failure is an illusion, and that they cannot fail, they can only learn and grow.


1. What does the concept of failure mean to you?2. What effect would doubling your failure rate have on you?3. What were you taught about failure as a child?


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Middle-Class Beliefs/Failure

1. Failure equals pain.2. Only losers fail.3. If I play it safe I’ll avoid failure.

World-Class Beliefs/Failure

1. I cannot fail, I can only learn and grow.2. Failure enables you to start over more intelligently.3. Avoiding failure insures mediocrity.

Shocking Questions

1. If you were more willing to risk failure, would you be more successful?2. What would happen if you set a goal to double your failure rate?3. Are your beliefs about failure closer to middle class or world class?

Sensitive Questions

1. On a scale of 1 to 7, 7 being totally unafraid, how afraid of failure are you?

2. If you were accused of being a fearless business person in a court of law, would there be enough evidence to convict you?

3. What would it take for you to become a fearless performer?


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Talk to the performer about the benefits of transcending fear, espe-cially in the business arena. Make sure the discussion also addresses how fear not only limits your level of success, but is also the primary cause of burnout. Living in a fear-based state of mind consumes the performer’s energy, enthusiasm, and zest for life. Fear is the main reason most middle-class thinkers never break out. Coach around the philosophy of “What have you got to lose, versus what you have to gain by taking calculated risks.”

Final Thought

Remember that whatever level of fear your performer is operating under is the product of many years of program-ming and conditioning. Taking the average person from fear-ful to fearless is possible, but improbable without years of coaching and heavy exposure to fearless role models. Settle for small, incremental gains in the beginning and allow for the magic of momentum to accelerate the process. Any gains you make in this area are significant considering the number of fear-based beliefs most of us have.

COACHING NOTES


145

Objective

To take inventory of the performer’s faith in himself and anyone or anything beyond himself. To help the performer understand the necessity of having a high degree of faith in himself, and to sug-gest he consider faith in a higher power if he hasn’t or is opposed it. The goal is not religious or spiritual conversion, but the ability to tap into a higher energy field that has the power to dramatically increase persistence, tenacity, and purpose.

Getting Started

Have a discussion beginning with faith in self and expand the conversation from there. Remember you may be entering sacred territory as it relates to the performer’s religious and spiritual beliefs, so proceed cautiously. Turning the performer off in this area could destroy the trust you’ve established and jeopardize entire coaching relationship. Exercise caution, tolerance and empathy.


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1. What role does faith play in creating success, fulfillment and happiness in life?

2. Would you be offended if I asked you what role religion or spirituality plays in your life?

3. How have your religious or spiritual beliefs helped you through tough times?

Middle-Class Beliefs/Faith

1. Faith is about religion.2. Your faith must reflect your parent’s faith.3. Choosing a different faith than your parents is disloyal and wrong.

World-Class Beliefs/Faith

1. Faith is about believing in something you cannot prove.2. Faith in yourself is critical to world-class success.3. Great faith manifests energy, enthusiasm and persistence.

Shocking Questions

1. Are your religious/spiritual beliefs really your own, or someone else’s?2. Are you mentally tough enough to question your own religious/spiritual

beliefs?3. Are your religious/spiritual beliefs helping to expand or limit your think-

ing?


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Sensitive Questions

1. Have you ever considered the impact your faith has on your work?2. Do you believe people who refuse to question their own beliefs are more

middle or world-class thinkers?3. Are people who refuse to discuss religion, sex or politics operating from

love or fear?


Remember that for many people faith is what helps them connect the dots and make sense of the world. They fill in the gaps of understand-ing with faith in things they cannot prove. The middle-class thinker will most likely become offended if he thinks you are challenging any of his most sacred beliefs, no matter how delusional they are. Use a soft and warm tone of voice when coaching in this area. If you’re too strong, the performer will interpret your coaching to be a threat to his beliefs and it will frighten him into a fear-based response. He may even attack you verbally. All you’re really attempting to accomplish is to challenge the performer to think about faith at a higher level of consciousness, and learn to use to it as a mental toughness tool.

Final Thought

Coaching around faith is tricky, yet worth the effort to the dedicated leader. To leave a source of such great energy and power untapped is unthinkable to a world-class coach.

COACHING NOTES


148

Objective

To help the performer harness the power of fear and use it as a tool while never allowing it to dictate her thought processes.

Getting Started

Talk to the performer about the how the middle-class lives in fear while the World-Class world-class manages fear. Coach around the fact that a fear-based consciousness is what keeps people from climbing to higher levels of thinking and results.


1. What role do you believe fear plays in success, fulfillment and happi-ness?

2. Do you believe it’s possible to transcend adolescent fears?3. What is the best way to overcome fear?


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Middle-Class Beliefs/Fear

1. Fear is negative.2. Feeling fearful is uncomfortable.3. Avoid fear at all costs.

World-Class Beliefs/Fear

1. Feeling fear is powerful.2. Fear protects me.3. Fear builds my critical thinking skills.

Shocking Questions

1. Do your results indicate you are a fearless or fearful performer?2. When was the last time you made a decision that terrified you?3. Would the people that really know you say you are closer to fearless or

fearful?

Sensitive Questions

1. What role does fear play in your life?2. Does feeling fearful help or hurt you?3. Has fear ever held you back from doing something you wish you would

have done?


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Keep in mind there is a high level of delusion when it comes to fear. Most people claim they’re operating in an abundant state yet their results show a pattern of fearful decision making. Help the performer understand that the purpose of helping them become aware of their fear is not to attack them, but to help them move to the next level of success. Most people are so close to their own fear-based thinking they can’t see it. Help them by citing examples of world-class performers operating fearlessly and manifesting major results. Continue to com-pare and contrast their thinking and results with those in the world class until they can clearly make the distinction between a fear and scarcity and a love and abundance based consciousness

Final Thought

Successfully coaching fear usually means cutting through the performer’s delusion of his/her own level of thinking. Middle-class performers almost always rate their thinking higher than it actually is, while world-class performers often underrate themselves. With the performer’s results as your proof, move them into objective reality and help them see how fear has continued to hold them back.

COACHING NOTES


151

Objective

To show the performer the difference between fear and love-based motivation, and to help him identify which one he’s using most of the time. To persuade him that while fear-based motivation is pow-erful, love-based motivation is the choice of champions.

Getting Started

Ask the performer what his five most powerful emotional motivators are. Refuse to accept general answers such as “My family” or “Happiness”. Continue to probe through questioning. Get specifics and don’t be surprised if the performer hesitates to answer knowing he probably hasn’t thought about it before. Keep asking questions until you have clearly identified five emotional motivators.


1. What’s the difference between fear and love-based motivation?2. What do you believe are the advantages of love-based motivation?3. Do you believe it’s possible to move from fear to love-based motivation?


152

Middle-Class Beliefs/Fear vs. Love-Based Motivation

1. Love-based motivation is for new age thinkers.2. The world is a jungle and love-based motivation will only take you so far.3. Love-based motivation doesn’t cut it in the real world.

World-Class Beliefs/Fear vs. Love-Based Motivation

1. Only love-based motivation can real sustain.2. Fear-based motivation leads to burnout.3. Love is more powerful than fear.

Shocking Questions

1. What percentage of your daily motivation is rooted in love?2. What has been the more dominant motivational force in your life: love or

fear?3. What are your three greatest successes, and were they motivated by love

or fear?

Sensitive Questions

1. Do you believe you would be more successful if you shifted your motiva-tion from fear to love?

2. Do you believe you would be happier by moving from fear to love-based motivation?

3. How can I help you make this critical transition?


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Get the performer to dissect her results and identify whether she was motivated more by fear or love. The delusion factor will probably be high in this area because most people don’t want to admit they’re fright-ened. Fear-based motivation is not rewarded and sometimes looked down on in our society, so few people will confess to it. By looking at prior motivators from past achievements, the performer will reach her own conclusions and most likely realize that fear has been her primary motivator.

Final Thought

Celebrate the idea that the performer has gotten this far on mostly fear-based motivation and survived the pain of being frightened. Help her imagine what heights she could reach if she transcended her fear and upgraded to love-based motiva-tion. The sky is the limit!

COACHING NOTES


154

Objective

To help the performer understand what accumulating world-class wealth will and will not do. To help her make the distinction between success, fulfillment, and happiness. To persuade her that if she’s not happy without wealth she won’t be happy with it, and that having money simply makes you more comfortable.

Getting Started

Remember that nothing among the middle class is more misunderstood than money. Most middle-class thinkers believe money is the magical solutions to all their problems. Your job is to help them understand the limits of money without destroying their desire to acquire it. Explain that money is extremely important, but has very little to do with happiness. Studies show that once a person adjusts to her new found wealth, she quickly goes back to her normal level of happiness and fulfillment.


1. What role does money play in your current level of happiness?2. If you doubled your net worth, would it impact your level of happiness?3. What would you do with your life if you won ten million dollars in the

lottery tomorrow?


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Middle-Class Beliefs/Money

1. Money is the root of all evil.2. Rich people are crooks.3. Rich people are greedy and ruthless.

World-Class Beliefs/Money

1. Rich people have total control over how they spend their time.2. Great wealth comes from big ideas.3. Money has little to do with happiness.

Shocking Questions

1. Do your results indicate you understand money?2. Are you expecting money to make you happier?3. Are your efforts congruent with the wealth you wish to accumulate?

Sensitive Questions

1. Do you believe it’s possible to double your income?2. If you doubled your income, how do you believe it would affect your

feelings of success, fulfillment and happiness?3. What do you believe is holding you back from earning more money?


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Remember that most people would love to earn more money but are unaware of how to do it, because they’ve been conditioned through formal education to think in linear terms. Your job is to help her believe it’s possible, and at the same time help her realize becoming wealthy won’t make her happier, just more comfortable. You want her to work towards wealth with a full understanding of what money will and will not give her.

Final Thought

Great persistence and patience is required when coaching someone around creating world-class wealth due to years of middle-class programming. Use as many real world exam-ples as possible to chip away at the performer’s limiting beliefs and lack and limitation thinking.

COACHING NOTES


157

Objective

To make sure the performer is focusing his mental energy on what needs to be done today while creating a crystal clear vision of his future. The goal is to limit the performer’s expenditure of mental energy on events of the past, unless they empower him. Middle-class thinkers tend to spend an inordinate amount of mental energy focused on negative past events that cannot be changed. Your job is to help him understand this and build the habit of redirecting his thoughts back to the present and future.

Getting Started

Explain this concept of energy spent on the past to the performer and ask him what he thinks about it. To make this idea more tangible in his mind, assign a number to the amount of mental energy we all have during a twenty four hour period, like one hundred units. Ask him if he has only one hundred units per day, how many units is he wasting on the past? Most people don’t realize how much time and energy they devote to thinking about the past.


158


1. Do you believe focusing more on the future helps a person become more successful?

2. How much return does a person get from focusing on the past?3. Why do middle-class thinkers focus so much on the past?”

Middle-Class Beliefs/Future Orientation

1. The future will be here soon enough. I don’t need to think about it.2. I have no control over the future.3. If I create a vision for the future, I’ll just be disappointed.

World-Class Beliefs/Future Orientation

1. Thinking about the future clarifies my current actions.2. Thinking about the future brings me closer to it.3. Thinking about the future attracts the people, events and circumstances I

need to manifest my vision.

Shocking Questions

1. How much of your life have you wasted thinking about the past?2. Do your results indicate you are past or future-oriented?3. Would you have enough evidence to prove to a jury that you have world-

class future orientation and vision?


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Sensitive Questions

1. Do you see the value of becoming more future-oriented?2. What could you do today to help build the habit of future orientation?3. How can I help you become more future-oriented?


Help the performer begin to monitor her mental energy expenditure on a daily basis, and build the skill of redirecting thoughts of the past toward the present and future. Awareness is the key to helping her make the change. After a few days of analyzing where her mental energy is being directed, she will begin to see the potential of redirect-ing. Another method of helping her raise her awareness is to listen to other people talk, and notice if they speak mostly of the past, present, or future. This will help her recognize how much mental energy the middle class wastes on the past.

Final Thought

Coaching future orientation involves expanding the per-former’s awareness of how middle-class thinkers dwell on the past and world-class thinkers focus on the future. Show her enough examples of these two groups and eventually she will build the belief that world-class results demand future-oriented vision, focus and planning.

COACHING NOTES


160

Objective

To persuade the performer to think at a higher level and challenge what the masses claim to be fact. To help him understand middle-class results are the result of middle-class thinking.

Getting Started

Ask the performer about past experiences when he followed someone or some idea he was sure was right but turned out to be wrong. Explain that world-class performers are always questioning the facts and searching for better solutions. The goal is to move the performer from positive thinking to critical thinking.


1. Do you believe there is always a better way to accomplish something?2. What do you believe most people mean when they refer to themselves as

“realists.”3. Why do you believe most people refuse to challenge the facts?


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Middle-Class Beliefs/Challenging the Facts

1. I can’t afford to challenge the facts. I’m barely surviving.2. I’m too busy to challenge the facts.3. Challenging the facts is for dreamers. I live in the real world.

World-Class Beliefs/Challenging the Facts

1. There is always a better way to do everything.2. There is always a higher level of thinking.3. When the dream is big enough, the facts don’t count.

Shocking Questions

1. Give an example of a time you challenged the facts in your life.2. Would your three closest friends say you are more of a follower or a

leader?3. Do your results prove you are a follower or leader?

Sensitive Questions

1. How can challenging the facts help you become more successful, ful-filled, and happy?

2. Give an example of something or someone you unconsciously followed without challenge?

3. On a scale of 1-7, 7 being most often, how often do you challenge the facts in your life in hopes of better results?


162


The idea here is to get the performer to really think about who and what he is following, and to consider the possibility that there is a better way. The goal is to unlock the door of the performer’s mind so it’s wide open to greater possibilities. Coaching this can create anxiety for the performer because the facts as he knows them are part of how he makes sense of the world. Be sensitive to this as you push him to challenge. You can afford to agitate him a little, but any more than that is probably counterproductive. Help him raise his awareness a little at a time.

Final Thought

Coaching a person to challenge the facts as he knows them is more about persistent questioning and prodding than it is about educating. It’s better if the performer comes to this realization on his own. World-class coaches are more guides than teachers.

COACHING NOTES


163

Objective

To make the performer aware of the fact that most world-class per-formers are having fun because they love what they do for a living. To probe the performer to see if he really enjoys his work, and if it’s possible to eliminate activities that aren’t fun. To persuade the performer to begin to think about the strategic advantages involved in having fun at work.

Getting Started

Have a discussion around having fun at work and get a feel for what the performer thinks about this.


1. Do you believe most world-class performers love what they do so much they would do it for free?

2. Is it possible to experience great success and fun at the same time?3. What percentage of world-class performers do you believe are having fun

at work? How about middle-class performers?


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Middle-Class Beliefs/Fun

1. Work is not fun.2. Work is not supposed to be fun.3. You work hard so you can have fun when you retire.

World-Class Beliefs/Fun

1. Work is fun.2. Workers having fun are always the most successful and happy.3. If you earn your living doing something fun your chances of experienc-

ing uncommon success increase dramatically.

Shocking Questions

1. Are your beliefs about having fun at work helping or hurting you?2. How much fun are you having at work?3. What is the most fun job you ever considered?

Sensitive Questions

1. On a scale of 1-7, 7 being most fun, how much fun are you having in your job?

2. How does someone who’s not having fun in their job compete with some-one who is having fun?

3. How can I help you have more fun in your job?


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Remember that most people have been conditioned to believe that fun is something you experience on the weekends, not during work hours. This programming comes from the industrial age when people slaved away doing physically demanding, sometimes backbreaking work. Beliefs are handed down from generation to generation and can last hundreds of years, well past the point where they have any value. We are now living in the age of the mind, where it’s possible to have fun performing tasks that challenge the intellect and serve as a catalyst for personal growth. Part of coaching around having fun at work is help-ing the performer understand that some of their beliefs are no longer valid or empowering in the modern world.

Final Thought

Coaching fun at work gives the performer permission to smile, laugh, and enjoy their work more than ever. The bene-fit to the organization is increased productivity and decreased turnover. It’s a win-win deal.

COACHING NOTES


166

Objective

To help the performer redirect any mental energy she’s wasting being upset or angry. To help her understand the same energy she’s investing in something out of her control could be used to move her closer to her vision.

Getting Started

Carefully question the performer regarding her beliefs about the past and how she feels about it. Are their people and negative circumstances of the past occupying her thoughts in the present and what impact is this having on her performance?


1. What is the benefit of forgiving someone who has hurt you?2. Is holding a grudge more ego or spirit-based?3. Is it possible to forgive someone without condoning their behavior?


167

Middle-Class Beliefs/Forgiveness

1. Only weak people forgive.2. Only naïve people forgive.3. If I forgive them it will happen again.

World-Class Beliefs/Forgiveness

1. Only strong people forgive.2. Forgiveness sets my spirit free.3. Forgiveness is about loving myself enough to let go of the past.

Shocking Questions

1. Have you ever done anything you wish to be forgiven for?2. Have you forgiven people who have hurt you?3. How does it feel to forgive?

Sensitive Questions

1. What impact does forgiveness have on you psychologically?2. Does holding a grudge have an affect on your body?3. Who is the most forgiving person you know? Do you admire him or her?


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Coach around forgiveness with caution, due to the personal nature of the subject. The idea is not to pry into the performer’s personal life, but to help redirect energy being wasted on the past. Move slowly as you walk the performer through her thoughts, feelings, and beliefs on this subject. Like most of the more sensitive concepts, forgiveness will likely require multiple coaching sessions over an extended period of time. Don’t push too hard or too fast. Simply move the performer for-ward, clearly and gently.

Final Thought

Coaching a performer to embrace forgiveness is a gift, and you may be the only person who will ever discuss this sub-ject with him. Few of us are taught anything about forgive-ness, and we have no idea how much mental energy is bound up inside us just waiting to be released.

COACHING NOTES


169

Objective

To help the performer uncover her emotional motivators, and to understand that the ‘how’ of world-class success is not as impor-tant as the ‘why’.

Getting Started

Hold a coaching session around the performer’s primary motivator for achieving her vision. Find out what’s driving her by asking a series of probing questions around her emotional motivators, starting with “Why do you want to achieve your vision”. After she tells you, ask her “Why is that important to you?” Once she tells you, she will be in a highly charged emotional state of mind that will allow you to dig into uncovering the “wizard behind the curtain”. In other words, people are usually driven by things that cannot be seen on the surface. Keep peeling back the layers through thoughtful questioning and watch the emotion flow.


170


1. Do you believe most people fail to escape middle-class results due to a lack of knowledge or motivation?

2. What is a more powerful motivator; logic or emotion?3. What do you believe drives world-class performers more than anything

else?

Middle-Class Beliefs/Knowing Why You Are Fighting

1. I fight to survive2. I fight to be comfortable3. I fight so I don’t have to worry about money.

World-Class Beliefs/Knowing Why You Are Fighting

1. I fight to maximize my potential.2. I fight to manifest my vision and fulfill my dreams.3. I fight because life is a gift and I want to experience all of it fully.

Shocking Questions

1. Do you know what you’re fighting for?2. Is your current level of motivation strong enough to manifest your ulti-

mate vision?3. Is it possible to tap a deeper level of emotional motivation inside you that

you are currently unaware even exists?


171

Sensitive Questions

1. On a scale of 1-7, 7 being strongest, how strong are your emotional moti-vators?

2. Are you willing to allow me to lead you though the introspective process of uncovering your emotional motivators?

3. What emotion drives you the most in your life? Is it possible to use it in your business life?


Most people have no idea of the depth of fire that burns within that can be converted into emotional motivation, because no one has ever taken them through the process. Your job is to get the performer to trust you enough to tell you the truth in terms of how she really feels, especially at the deepest levels. Keep asking why the performer wants what she wants and feels the way she feels, without judgment. You’re not coach-ing or advising in this role, you are simply facilitating the introspective process.

Final Thought

Helping a performer uncover her emotional power is the psychological equivalent of escorting Clark Kent to a phone booth. When a performer knows why she’s fighting she becomes bullet-proof. Reject her, laugh at her, scorn her, and she will continue moving toward her vision, totally unfazed.

COACHING NOTES


172

Objective

To help your charge understand the world is full of very good per-formers, yet great performers are rare, which is why they’re so well compensated. Greatness is mandatory for the manifestation of a world-class vision.

Getting Started

Ask the performer the difference between good, very good, and great. You’ll find most people throw around terms like “great” as though greatness was a common occurrence. Your job is to move the performer into objective reality regarding how to identify greatness, and lead him through an accounting of his results to see where he stands.


1. What do you believe separates the good from the great?2. What role do you believe luck plays in attaining world-class success?3. What do you think it takes to become a great performer in your field?


173

Middle-Class Beliefs/Very Good Is Bad

1. The only difference between the good and great is who they know.2. People get great results because they suck up, cheat, and get lucky.3. World-class performers are more intelligent and educated than middle-

class performers.

World-Class Beliefs/Very Good Is Bad

1. Very good performers have never made the decision to become great.2. Very good performers are unclear about what they’re fighting for.3. Very good performers negotiate the price of greatness.

Shocking Questions

1. How difficult is it to become a very good performer?2. Is it impossible to become a great performer in this field, or just impos-

sible for you?3. Are you holding back from making the decision to be great because

some middle-class performer sold you on the idea that what you would have to sacrifice wasn’t worth it?

Sensitive Questions

1. What’s the difference in compensation in your job between a very good performer and a great performer?

2. Do you believe you have what it takes to become a great performer?3. Who would you identify as a world-class role model in your business

attaining great results?


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Once the performer understands the difference between good, very good, and great, and that these three categories are determined solely by results, it forces him to take full responsibility for his place on the scale. Once he understands that the first step in moving to the next level is a decision to do whatever it takes, he becomes aware that the only thing holding him back from manifesting his ultimate vision is himself.

Final Thought

The difference between very good and great in business is the difference between living a comfortable life and becom-ing a multi-millionaire.

COACHING NOTES


175

Objective

To persuade the performer that the concept of free enterprise is as much of a mindset as a structure of enterprise. The goal is to help the performer develop the belief she is in business for her-self, regardless of who signs her paycheck. This belief breeds great work habits and puts the performer’s success or failure squarely in her hands. It demands she take full responsibility for her results.

Getting Started

Talk to the performer about her beliefs surrounding this idea to get a feel for how much coaching you’re going to need to do. Be aware that most people who have always been employed have never seen themselves as professional performers leasing their services to the corporation where they work. Many see themselves as cogs in the corporate wheel, no matter how high their position. Once the performer begins to see herself as self-employed she begins to realize that she is fully responsible for her own success. The better she becomes as a performer, the more compensation she can command. This mindset empowers people to do whatever it takes to be successful or risk facing a life of regret. The company can no longer be blamed.


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1. What do you think of the philosophy that all of us are really self-employed?

2. Does the philosophy of self-employment motivate or de-motivate you?3. How do you feel about taking full responsibility for your results, no

matter what the company does or doesn’t do for you?

Middle-Class Beliefs/Free Enterprise

1. Free enterprise only works for people who have their own business.2. Free enterprise is only for risk takers.3. I have too many responsibilities to take advantage of the free enterprise

system.

World-Class Beliefs/Free Enterprise

1. Free enterprise is a mindset.2. Free enterprise means you are free to become wealthy.3. Free enterprise means taking responsibility for your business life.

Shocking Questions

1. Do you take full responsibility for your results in your business life?2. Do you see yourself as self-employed?3. What does free enterprise mean to you?


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Sensitive Questions

1. Would adopting a free enterprise, self-employed philosophy help or hurt you?

2. What would you have to do to fully adopt this philosophy?3. How would this idea change how you approach your job on a day-to-day

basis?


Moving from believing you’re a cog in the corporate wheel to realizing you’re in total control of your destiny is a major shift in thinking, so be patient with people if they seem to be struggling. Instead of forcing it to fast, go for small gains that build momentum. Remember you are up against years of middle-class programming.

Final Thought

Coaching around free enterprise and seeing yourself as self employed is critical to building a world-class performer. Until your performer takes full responsibility for her results, she will be relegated to modest levels of accomplishment.

COACHING NOTES


178

Objective

To expand the performer’s world view regarding the responsibility we all have as citizens of the world. To help him understand that being a true member of the world class means not only world-class success, but taking responsibility for having a positive effect on the world.

Getting Started

Ask the performer how he feels about the concept of global citizenship, and any responsibility he feels to become a great global citizen. Give examples of world-class leaders such as former Presidents George H. W. Bush and Bill Clinton continuing to contribute time and energy to important world issues.


1. Do you believe in the idea of global citizenship?2. Do you believe becoming a more active global citizen can move you

closer to your ultimate vision?3. Would becoming a more active global citizen help you be more success-

ful at work?


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Middle-Class Beliefs/Global Citizenship

1. Global citizenship is for wealthy people and politicians.2. I don’t care about global citizenship. I’m just trying to survive.3. Global citizenship has nothing to do with my success at work.

World-Class Beliefs/Global Citizenship

1. Everything affects everything. The better global citizen I am the better I will be at everything else.

2. To whom much is given, much is expected. World-class success comes with world-class responsibility.

3. The world needs all the help it can get. I refuse to leave the burden to someone else.

Shocking Questions

1. Are you more of a giver or taker as a world citizen?2. Are you willing to give back to a needy world, even on a small scale?3. What have you done to make the world a better place?

Sensitive Questions

1. Is it possible that responsible global citizenship could be a non-linear success strategy of the world-class?

2. What could you do to become a better global citizen today?3. How would becoming a better global citizen make you a better employee

or business owner?


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The idea of global citizenship for most middle-class thinkers will sound foreign. Few of them will be able to connect this concept with becoming a better performer. Your job as a coach is to help them see the big picture.

Final Thought

Coach this philosophy knowing most people are operating in a fear-based consciousness, and will not immediately con-nect with this non-linear success strategy. Global citizenship is about sharing out of love and abundance for your fellow man, and that means the performer will move into this higher state of consciousness when he is involved in active global citizenship. The more time a person spends in a love-based consciousness, the more time he will want to spend there. Your job as a coach is to be the catalyst that gets him started. The way it makes him feel will take care of the rest.

COACHING NOTES


181

Objective

To help the performer understand the world-class philosophy of abundance and how it relates to giving without expecting anything in return. To persuade the performer of the positive effects giving has on confidence, self-esteem, and overall sense of fulfillment.

Getting Started

Talk to the performer about the difference between giving to get and giving for the sake of giving.


1. Do you believe it’s possible to give without getting?2. What impact has giving had on you in the past?3. Why do most people give? Why do you give?


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Middle-Class Beliefs/Giving

1. I can’t afford to give.2. Giving is for rich people.3. Most people don’t appreciate it, so I don’t give.

World-Class Beliefs/Giving

1. I can’t afford not to give.2. Giving attracts abundance3. Giving is the responsibility of every world-class performer.

Shocking Questions

1. Are you really giving or trading favors?2. Is it possible your beliefs about giving are hurting you?3. Have your beliefs about giving evolved with your thinking, or do you

have the same philosophy you had five years ago?

Sensitive Questions

1. Could not giving enough be costing you?2. Can becoming more of a giver move you closer to your ultimate vision?3. Do you only give when you get something in return?


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Keep in mind that most of us have been conditioned to be traders, not givers. We give only when we expect to get an equal benefit in return. This low level of consciousness is rooted in fear. Your goal should be to help raise the performer’s level of awareness in this area so she sees that giving is actually a non-linear strategy that floods the giver with abundance, especially if she gives without expectation of return.

Final Thought

Giving without attachment floods the giver with feelings of love, abundance and gratitude. It tells the subconscious there’s a limitless supply, which directs it to make this idea a reality. The more the performer gives, the more she gets back. It’s impossible to outgive the universe.

COACHING NOTES


184

Objective

To coach the performer that putting goals on paper and reviewing them daily is critical to his success. Everyone understands goal setting, yet few people practice it. Your job is to persuade the per-former how important this activity is.

Getting Started

Ask the performer about his beliefs on goal setting, and if he can tell you his top three business goals in ten seconds. If he can’t, they’re not burned in his mind at the world-class level.


1. How important is goal setting?2. Why do you believe goal setting is important or not important?3. Why do so many people know about goal setting yet only one percent

takes it to the world-class level?


185

Middle-Class Beliefs/Goals

1. I know what I want. I don’t need to write it down because it’s all in my head.

2. If I write down my goals and fail I’ll be disappointed.3. Goals are for dreamers. I’m a realist.

World-Class Beliefs/Goals

1. My goals are the blueprint of my life2. My goals direct my everyday actions.3. Goals are mandatory for world-class success.

Shocking Questions

1. How much mental energy do you direct toward your three primary goals during on the average day?

2. How often do you review your major goals? Is this helping or hurting you?

3. Is it possible you have underestimated the importance of world-class goal setting?

Sensitive Questions

1. Would you be willing to reevaluate your beliefs around goal setting if I told you it would move you closer to your vision?

2. On a scale of 1-7, 7 being most important, how important is world-class goal setting?

3. Why is goal setting so important?


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Most people enjoying moderate success will tell you they believe in goal setting, but couldn’t tell you their primary goals in 10 seconds or less if you put a gun to their head. They are dangerously unaware of how much this is costing them, because they are at the level of thinking where they believe knowing something is equal to actively practicing it. In reality, they are no better off than the person who’s never heard of goal setting. Convince the performer to write his Top 10 goals down every day for 30 days and describe what happens. The performer will be stunned at the level of mental clarity and focus gained from this exercise.

Final Thought

World-class goal setting is the linear, logic-based process of champions. Vision is the non-linear, emotion-based process of champions. Put them together and you have a laser focused, emotionally turbo-charged performer who is unstoppable!

COACHING NOTES


187

Objective

To persuade the performer to adopt this philosophy.

Getting Started

Give the performer examples of successful people who have failed over and over, yet eventually achieved world-class results. Specific industry related examples will probably have the most impact.


1. How do you define failure?2. What creates more personal growth: success or failure?3. Do you believe personal growth is the secret of success?


188

Middle-Class Beliefs/Learning and Growing

1. Failure is scary.2. Failure is embarrassing.3. Failure equals pain.

World-Class Beliefs/Learning and Growing

1. Failure is necessary.2. Failure creates growth.3. The possibility of failure creates excitement.

Shocking Questions

1. What evidence do you have to show you’re not afraid of failure?2. What would happen if you set a goal to double your failure rate?3. In the past, have you actively failed, or failed by default?

Sensitive Questions

1. On a scale of 1-7, 7 being most scared, how much does failure scare you?2. If you failed more would you experience more personal growth?3. If you’re not afraid of failing, why haven’t you taken more risks?


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Since most of us have been conditioned to fear failure and avoid it at all costs, you are almost always going to be coaching someone who claims not to be afraid to fail when the fact is they’re terrified of it. Through careful questioning their fear will be revealed, and that’s when you can go to work to convince them that reprogramming their beliefs in this area is critical to their success. Most people don’t even realize how much fear dictates their lives, but the more you question them, the more aware they become.

Final Thought

If you can coach a performer to control fear and embrace the growth that follows it, you automatically remove the intimi-dation factor. You’ll know the change has begun when the performer begins taking more risks.

COACHING NOTES


190

Objective

Help the performer understand that his communication skills play a major role in his results. To persuade him to actively improve his communication skills on a daily basis.

Getting Started

Ask the performer what role communication skills have played in his life, and if he believes they are important enough to warrant an active improvement process.


1. How much impact have your communication skills had on the success of your most important relationships?

2. Do you believe great communication skills are important in attaining world-class success?

3. What is the most powerful form of communication?


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Middle-Class Beliefs/World-Class Communicators

1. Communication means making people understand what you’re saying.2. Communication is talking.3. Successful communication is about getting people to do what you want

them to do.

World-Class Beliefs/World-Class Communicators

1. Your ability to communicate is critical to your success.2. Successful communication means mutual understanding.3. Successful communication is about connecting with people.

Shocking Questions

1. Do your results indicate you are a good communicator?2. What are you doing to improve your communication skills?3. Do you believe it’s possible to get better results through improved com-

munication skills?

Sensitive Questions

1. What makes you a good/bad communicator?2. Who are the best communicators you know and what makes them so

good?3. On a scale of 1-7, 7 being best, how good of a communicator are you?


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Very few people deny the importance of communication skills. Your job is to persuade the performer to begin an ongoing process of improvement. This could include reading books or watching DVDs on the subject, attending seminars or workshops, or joining a communica-tion club like Toastmasters International or a Bill Gove Speech Club. Get the performer to really think about how his ability to communicate is affecting his life.

Final Thought

Coaching communications skills is about getting the per-former on the path to constant and never ending improve-ment in this area.

COACHING NOTES


193

Objective

To persuade the performer that world-class performers are the product of superior habits, and that successful habit formation is built one activity at a time.

Getting Started

Talk to the performer about how good and bad habits have affected her life.


1. Do you believe world-class habits lead to world-class results?2. Why are habits so critical to success?3. Why don’t more people develop world-class habits?


194

Middle-Class Beliefs/Habits

1. Habits are something to break.2. Habits are hereditary.3. Great habits are too difficult to develop?

World-Class Beliefs/Habits

1. World-class habits lead to world-class results.2. Great habits are developed one day at a time.3. Great habits start out as cobwebs and turn into cables.

Shocking Questions

1. If your habits were better, would you be living your vision?2. Are your habits more middle class or world class?3. What would you have to change to build world-class habits?

Sensitive Questions

1. What middle-class habits would you have to give up in order to make room for world-class habits?

2. On a scale of 1-7, 7 being best, how good are your work habits?3. As your coach, how can I help you develop better habits?


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What you’re up against is the middle-class belief that habits are some-thing to overcome. Convince the performer that a pre-determined set of world-class habits is one of the most important things he can do en route to his vision. Help him identify the top five most important habits of the best performers in his business and create a plan of action to develop these five habits.

Final Thought

Coaching and monitoring a performer’s daily work habits is one of the most important roles of the world-class coach. Motivating the performer is great. Inspiring him is even better. But building and coaching around habits is critical to your performer’s success.

COACHING NOTES


196

Objective

To help the performer understand the only thing standing between herself and her vision is the help and support of enough other pow-erful people.

Getting Started

Talk to her about the role humility plays in soliciting the assistance of others, and how most people love to help those who make them feel important.


1. What role does humility play in achieving world-class success?2. Why do people respond better to humility than arrogance?3. Why do most people fail to present themselves more humbly in business?


197

Middle-Class Beliefs/Humility

1. Humility is a sign of weakness.2. Humility shows a lack of confidence.3. Humility can be interpreted as a sign of incompetence.

World-Class Beliefs/Humility

1. Humility is classy.2. Humility allows others to shine and feel important.3. Humility helps me connect with other people.

Shocking Questions

1. Would your three closest friends say you are humble?2. Do you believe being more humble would move you closer to your

vision?3. Are you afraid to be more humble?

Sensitive Questions

1. How could being more humble help you get what you want?2. What would you have to do to become more humble?3. Who are the most humble people you respect in business?


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Coaching humility is tricky because you have to encourage the per-former to be self-effacing without destroying his confidence. One of the most effective methods of coaching humility is to let the performer select a role model of humility and simply mimic the role model.

Final Thought

Coaching humility is about helping the performer become more well-liked, accepted, and successful. It’s also about helping him develop into a class act that other champions will embrace and allow into their circles of influence.

COACHING NOTES


199

Objective

To persuade the performer that happiness is the byproduct of becoming the person you were meant to be and pursuing the people and passions in harmony with your spirit.

Getting Started

Have a discussion with the performer around happiness and get a feel for how happy she’s been throughout her life.


1. What does happiness mean to you?2. What are the ingredients of a happy life?3. Why are so many people unhappy?


200

Middle-Class Beliefs/Happiness

1. Only the lucky ones are truly happy.2. Happiness can be purchased.3. If I only had (fill in the blank) I would be happy.

World-Class Beliefs/Happiness

1. Happiness isn’t a condition, it’s a decision.2. Thinking dictates happiness.3. Happiness is a byproduct of acting in a manner congruent with your

value system.

Shocking Questions

1. Are you happy?2. Explain what happiness means to you?3. How could lead a happier, more fulfilling life?

Sensitive Questions

1. Who are the happiest people you know, and why do you believe they are so happy?

2. On a scale of 1-7, 7 being happiest, how happy are you with your life?3. When you are feeling unhappy, what do you do to make yourself happy

again?


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Remember as you’re coaching around happiness that most people have never been taught anything about the science of happiness. They therefore tend to engage in pleasure seeking, which only creates short-term happiness. Your job is to help the performer realize that being and becoming the person they were meant to be is the real secret to long term, self-sustained happiness that is immune to outside factors.

Final Thought

Happiness is the ultimate outcome in the game of life, so coaching around this elusive state of mind may be your most important task. As a coach, be aware that achieving happi-ness is so simple that many very intelligent people miss it completely. Coach them to forget about happiness and focus on fulfilling their potential as people, and happiness will show up in the process.

COACHING NOTES


202

Objective

To serve as a reminder that honesty is the most intelligent strategy to attaining world-class success, fulfillment, and happiness.

Getting Started

Ask the performer what he believes about honesty, especially as it relates to business. Many fear-based performers believe in honesty, yet think its ok to be dishonest in business. Give examples about the current wave of business executives who believed it was ok to bilk thousands of their employees out of their hard earned pensions. Get a feel for what the performer believes about this. Many of our coaches are shocked at what their performers share with them around this topic.


1. What does honesty mean to you?2. Is what you were taught as a child about honesty congruent with what

you believe now? How have your beliefs evolved?3. Do you believe most successful people are honest?


203

Middle-Class Beliefs/Honesty

1. You can’t be successful and honest.2. If I’m honest, people won’t like me.3. You can’t be honest in the business world today.

World-Class Beliefs/Honesty

1. The only path to long-term success is honesty2. Dishonesty erodes the richness of success.3. Honesty feels good.

Shocking Questions

1. How honest are you?2. Is dishonesty ever justified?3. Would being more honest help or hurt you?

Sensitive Questions

1. Who is the most honest person you know?2. What would you like to be more honest about in your life?3. What would you have to change to become more honest?


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There’s more to coaching honesty then meets the eye. Most people agree honesty is important and claim to be honest in everything. Expect this initial response and continue to ask probing questions. Most people have conflicting beliefs about honesty that are rooted in fear. They believe if they were more honest in certain areas it would hurt them. Gathering this information on their belief and value system will give you great insight into how the performer is wired.

Final Thought

Learning what a performer believes about honesty will enable you predict a lot of his behaviors. As with all of your coaching conversations, keep good notes on the performer’s responses and it will serve as a mental blueprint for your coaching.

COACHING NOTES


205

Objective

To help the performer realize the difference between what middle-class thinkers believe about ideas versus world-class thinkers. To persuade the performer that almost any problem can be solved if enough creative energy is focused on it.

Getting Started

See how the performer feels about his own ideas, and ask for examples of how being creative has helped him succeed in his life.


1. What role do you believe ideas play in creating world-class success?2. Can a person improve his or her idea generating ability?3. What is the best way to generate new problem solving ideas?


206

Middle-Class Beliefs/Great Ideas

1. Some people are idea people and others are not.2. You have to be wealthy to invest time simply trying to come up with

ideas.3. There’s no connection between money and ideas.

World-Class Beliefs/Great Ideas

1. Ideas are the heart of world-class success.2. Developing your ability to generate great ideas is one of the most profit-

able activities you can pursue in business.3. Money flows to great ideas.

Shocking Questions

1. Are you an idea person?2. What are you doing to cultivate your idea generating abilities?3. What’s the best idea you ever had that you took to fruition?

Sensitive Questions

1. Do you see the value in becoming an idea person?2. Is it possible one great idea could change your life?3. Could you double your income in the next twelve months with the right

idea?


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Many people must experience the success of one of their ideas to fully understand the magnitude of becoming a professional idea person. Encourage the performer to think back on problems, no matter how small, that he solved over the course of his life by coming up with an idea. You’re attempting to help him make the connection between ideas and getting everything he wants out of life. Once he understands this, he realizes he is one spectacular idea away from manifesting his ultimate vision.

Final Thought

Coach this one with patients knowing you are most likely the only person who has ever or will ever coach him around this concept. You are probably the only chance he’ll ever have at understanding how crucial this skill is to his success. Coach from your spirit and give him time to grow, knowing this one idea could literally change his life forever.

COACHING NOTES


208

Objective

To persuade the performer that imagination is one the most power-ful tools on the planet, and that world-class imagination is a skill built one day at a time.

Getting Started

Talk to the performer about the role imagination plays in world-class success and get a sense of how she has used it in the past.


1. Do you believe imagination is critical to attaining world-class results?2. Can someone learn how to use his imagination more effectively?3. How does a person’s imagination impact his level of success?


209

Middle-Class Beliefs/Imagination

1. Imagination is for children.2. Imagination doesn’t work in the real world.3. I don’t have time to imagine.

World-Class Beliefs/Imagination

1. Imagination is the foundation of world-class success.2. If you can imagine it you can do it.3. All visionaries tap their imaginative powers.

Shocking Questions

1. If you were more imaginative would you be more successful?2. Could building a more vivid imagination be the missing link you’ve been

searching for?3. Are you afraid of imagining things you don’t believe you can achieve?

Sensitive Questions

1. How could you develop your imagination?2. Who is the most imaginative person you know?3. Are imaginative people daydreamers or visionaries?


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Always be aware of the personality style of your pupil. The left brain, logical, linear personality will be tougher to coach due to the non-linear aspect of imagination. Be patient and explain the benefits of imagination in the same way you would electricity. You can’t see it, but it exists. The mind is drawn to images we create on our mental movie screen, especially when the pictures are emotionally charged. The mind immediately goes to work to bring the images into reality on the physical plane. The right brain, emotional, non-linear personality will be quicker to catch on. She’s probably been using her imagination all of her life.

Final Thought

Coaching imagination has the potential to expand the per-former’s entire spectrum of thought. Once she believes what-ever she sees clearly in her mind can be created, she’ll begin to use her imagination to its full potential.

COACHING NOTES


211

Objective

To help the performer break the habit of allowing his emotions to dictate his behavior. To convince him to take continuous action toward his vision whether he feels like it or not.

Getting Started

Discuss how the middle-class is plagued by the disease of being led by their emotions and the inconsistency in performance this creates. Talk about how the world class is aware of this disease and learns to use emotion as a tool without letting it interfere with their performance.


1. Why do most people allow their feelings to hold them back from doing what they need to do to succeed?

2. How do world-class performers control their feelings?3. Is it possible to break the habit of having to feel like doing something in

order to do it?


212

Middle-Class Beliefs/Feelings

1. It’s comfortable to do what I feel like doing.2. Don’t do things that don’t feel good.3. There’s always time to do it later.

World-Class Beliefs/Feelings

1. Feeling follows action.2. Feelings are sometimes irrational and can get in your way.3. Feelings are valuable as long as they are governed.

Shocking Questions

1. If you ignored your feelings more often would you be more successful?2. Are your feelings costing you your vision?3. How good are you at doing what you need to do whether you feel like it

or not?

Sensitive Questions

1. On a scale of 1-7, 7 being best, how good are you at pushing past your feelings and doing what needs to be done?

2. How can you improve your ability to push past feelings that threaten to slow you down?

3. How can I help and support you in this area?


213


Be aware that most people will overrate themselves in this area and claim great control over their feelings. Let the performer’s results be your guide in moving him toward objective reality. Cross check what he says with his daily habits, actions, and behaviors and you will be able to prove or disprove his claims. Once he locks into this idea, he will begin to become more aware of how his feelings are dictating a substantial portion of his behavior.

Final Thought

Creating a heightened sense of awareness in reference to how his feelings are affecting him is the first and most impor-tant step. Once he begins to see what is really happening as compared to what he originally believed he will be forced to decide whether to take control of his emotions or settle for a life of mediocrity.

COACHING NOTES


214

Objective

To persuade the performer that the path to world-class success is paved with love and abundance, and that the root of middle-class thinking is fear and scarcity. To convince the performer to monitor her ego and operate from love and abundance as often as possible.

Getting Started

Discuss the difference between a love and fear-based consciousness. Get a feel for the performer’s beliefs around this concept.


1. What is the middle class so afraid of?2. How do you think world-class thinkers transcend their fear and build a

love and abundance based consciousness?3. Why do so few people succeed at making the transition from fear and

scarcity to love and abundance based thinking?


215

Middle-Class Beliefs/Love and Abundance

1. Only the rich and powerful can afford to operate from a love and abun-dance based consciousness.

2. If you operate from love and abundance the world will take advantage of you.

3. Love and abundance thinking is a sign of weakness.

World-Class Beliefs/Love and Abundance

1. Fear and scarcity are ego-based. Love and abundance are spirit-based.2. Love and abundance attracts more love and abundance.3. Love and abundance-based thinking is in harmony with the source that

created the world.

Shocking Questions

1. What’s the worst thing that can happen if you decide to give up all thoughts of fear and scarcity?

2. How has fear and scarcity based thinking contributed to your success, fulfillment and happiness?

3. What would it take to adopt a love and abundance based consciousness?

Sensitive Questions

1. How would your approach to life change if you adopted a love and abun-dance based mentality?

2. What would you have to let go of in order to adopt a love and abundance based mentality?

3. What beliefs would you have to adopt in order to make the transition from fear and scarcity to love and abundance?


216


Keep in mind that moving from fear and scarcity to love and abun-dance is a giant leap for most people and is going to require time and patience. Remember that at some level, fear has served and protected this performer from pain and injustice, and letting go is going to gen-erate additional fears. Coach this process step by step and allow the performer to grow at a challenging, yet non-threatening pace. Too little pressure from you will create stagnation. Too much pressure will create burnout. Find the right balance for every performer you’re coaching and world-class results will follow.

Final Thought

The middle class has been conditioned over years and years to embrace fear and scarcity to protect them from pain. Your job is to introduce a systematic process of coaching that breaks down this low level of programming and helps the performer upgrade his or her thoughts to love and abun-dance. It’s an extremely difficult task, but if you succeed, you will have altered the destiny of another human being and everyone he or she influences forever.

COACHING NOTES


217

Objective

To help the performer understand that in order to achieve world-class results, leaders must be focused and fearless. Their convic-tions must be so strong they’re willing to bet everything they have on them. A leader who lives in fear of reprisal will wilt when the pressure from superiors becomes too great. This is just about the time world-class leaders are warming up for the fight.

Getting Started

Talk to the performer about her most closely held beliefs as it relates to her role as a leader, and how far she is willing to go to back them up. Ask her about the role fear plays in this process, and how she has handled it in the past.


1. What leaders do you respect the most, and why do you respect them?2. Do you associate great leaders with fear or fearlessness?3. What values are you unwilling to sacrifice in order to save your job or

business?


218

Middle-Class Beliefs/Fearless Leadership

1. People that make waves don’t last as leaders.2. If I get fired I won’t be able to pay my bills.3. Leadership by consensus offers greater job security.

World-Class Beliefs/Fearless Leadership

1. The only true leader is the fearless leader. The rest are followers.2. Courage is the primary trait of a great leader.3. Leaders are willing to stand up for what they believe in.

Shocking Questions

1. Are you willing to be fired in order to maintain your integrity as a leader?2. Are you more of a leader or follower?3. How far are you willing to go to defend your beliefs?

Sensitive Questions

1. On a scale of 1-7, 7 being strongest, how strong of a leader are you?2. What steps would you have to take to become a stronger leader?3. What would you have to believe in order to become a fearless leader?


219


The enemy of mental toughness is delusion. Be aware that most people will rate their leadership ability far higher than their peers rate them. Your job is to ask probing questions and move the performer into objec-tive reality as it relates to their leadership ability and fearlessness. A delusional leader is difficult to coach, because he is wondering what he could possibly learn from you considering how great he already is.

Final Thought

The world is full of followers and partially committed lead-ers. What the world needs is people are bold enough to stand up for what they believe in and refuse to acquiesce to the threat of retribution or termination.

COACHING NOTES


220

Objective

To persuade the performer to build the habit of giving credit to others. To help him understand that taking credit is an ego-based action while sharing credit is spirit-based. Ego repels, while spirit attracts people to you.

Getting Started

Remind the performer of the difference between ego and spirit-based thinking, and how giving credit reflects a person’s consciousness.


1. What’s the downside of giving people credit for their achievements?2. Have you ever been denied credit you deserved?3. What does it say about a leader who doesn’t give credit to his or her

people?


221

Middle-Class Beliefs/Sharing the Credit

1. Sharing the credit takes the spotlight off me.2. You have to take credit or risk being overlooked.3. Taking full credit gives me more credibility.

World-Class Beliefs/Sharing the Credit

1. Part of a great leader’s job is to give credit to others.2. The more credit you share the more you receive.3. Giving credit fosters harmonious relationships.

Shocking Questions

1. How often do you publicly praise other people?2. What would your peers say about you regarding giving credit to others?3. Are you afraid to give credit to other people?

Sensitive Questions

1. Would sharing credit more often move you closer to your ultimate vision?

2. On a scale of 1-7, 7 being most, how often do you share credit with others?

3. What beliefs would you have to relinquish to become a world-class pur-veyor of recognition?


222


Have a conversation about the benefits of sharing credit with more people, more often. Convince the performer that it’s impossible to out-give the universe, and that whatever you give away must return to you in abundance by way of natural law.

Final Thought

Coaching around sharing credit is a non-linear life strategy that the masses tend to ignore in exchange for instant ego gratification. Your job as coach is to help him transcend this middle-class habit.

COACHING NOTES


223

Objective

To help the performer build the belief that change means progress, and progress is good. The middle-class is afraid of change, and as a result tends to avoid risk and new opportunity.

Getting Started

Start out by asking the performer about some of the potential changes she’s facing in the next twelve months. Next, ask the performer the worst thing that could happen if this change occurs. With the worst case scenario on the table, you can begin the coaching process by breaking down the cause of the fear, which many times will be illogical or irrational.


1. Do you consider change to be a good thing?2. In your experience, what percentage of the time does change turn out to

be positive?3. Do you believe that a leader’s primary role is to bring about change?


224

Middle-Class Beliefs/Change

1. Change is scary.2. Change is uncomfortable.3. Change is unnecessary.

World-Class Beliefs/Change

1. Change means progress.2. Change is exciting.3. Change equals new opportunity.

Shocking Questions

1. What is your fear of change costing you?2. Is resisting change more middle or world-class behavior?3. What part of the change process scares you the most?

Sensitive Questions

1. Is your attitude toward change helping or hurting you?2. Is your attitude toward change moving you closer to your vision?3. What would you have to believe in order to become a zealot for change?


225


Identifying and breaking down why the performer fears change is criti-cal to helping her move past this limiting belief. Dissect each one of her fears in small, manageable pieces and you will remove the intimi-dation factor. Reduce each fear to the ridiculous, and watch the per-former begin to transcend this middle-class mindset.

Final Thought

The professional Mental Toughness Coach knows getting the performer to become a zealot for change is crucial in this permanent white-water world.

COACHING NOTES


226

Objective

To persuade the performer that integrity is a prerequisite for world-class success.

Getting Started

Have a conversation with the performer around the idea that champions only like to deal with champions, and one of the key requirements to becoming a member of their circle is absolute integrity. World-class performers are usually moving at such a rapid rate that they don’t have time to double check that you’re doing what you promised. Breach their trust one time and it will be the last opportunity you have to do business with them.


1. What role does integrity play in success, fulfillment, and happiness?2. Do you see integrity as more of an asset or liability when you are trying

to get what you want?3. Who tends to have more integrity: the rich, poor, or middle class?


227

Middle-Class Beliefs/Integrity

1. Only the naïve believe in 100% integrity.2. Integrity is a luxury of the rich and powerful.3. Wealthy people have little integrity. That’s how they got rich.

World-Class Beliefs/Integrity

1. Integrity is everything.2. Acting with integrity is the right thing to do.3. Integrity is a value and has nothing to do with outside circumstances.

Shocking Questions

1. If you were accused of acting with world-class integrity, would there be enough evidence to convict you?

2. What percentage of the time would your colleagues, superiors, and sub-ordinates say you act with integrity?

3. What percentage of the time do you act with integrity?

Sensitive Questions

1. What percentage of the time do your closest friends act with integrity?2. What are three core beliefs you have regarding integrity?3. What would you have to believe in order to maintain 100% integrity?


228


Realize when you’re coaching integrity that the delusion factor with the middle class is high. The average person will rate themselves twice as high as they should. Most are not lying to you. They really believe they’re living this way. Your job, as always, is to make them think at a higher level and move them towards objective reality. Once they are more aware, they will begin working on increasing their integrity quo-tient.

Final Thought

Coaching integrity means asking the performer to be bru-tally honest about how often he follows through on the promises he makes, and then coaching him around the value of increasing his percentage.

COACHING NOTES


229

Objective

To help the performer understand the value of being bold in select situations.

Getting Started

Ask the performer about situations when she was bold and it made the difference between success and failure.


1. Fill in the blank: Bold people are___________________.2. Who is more likely to be bold: the middle class or world class?3. Growing up, what were you taught about being bold to get what you

want?


230

Middle-Class Beliefs/Boldness

1. Bold people are rude.2. Bold people are pushy.3. Bold people are arrogant.

World-Class Beliefs/Boldness

1. Bold people are strong.2. Bold people have firm convictions.3. Bold people get what they want without hurting others.

Shocking Questions

1. If you were bolder would you be more successful?2. Do you have the self confidence to be bolder?3. Is it possible to be bolder without being pushy?

Sensitive Questions

1. On a scale of 1-7, 7 being boldest, how bold are you?2. What would you have to believe to become bolder?3. Would becoming bolder move you closer to your ultimate vision?


231


Your job is to help the performer develop the belief that boldness is a requirement for world-class success. The meek and quiet rarely mani-fest their visions and fulfill their potential. The secret is to develop a level of boldness congruent with her value system, so while she’s pushing to be bold, she sees it as a stretch and not a sign of abandoning her core values in regards to how she believes she should behave. A Wall Street power broker is going to be bold on one end of the spec-trum, while a housewife in Nebraska might be on the other end. Both can succeed through boldness without changing who they are or their core values.

Final Thought

Coach your people to consider the power of a bolder approach than they’ve ever taken, and give them time to convince themselves of its value.

COACHING NOTES


232

Objective

To help the performer discover the power of working with a team, and what’s possible when you’re willing to let go of doing every-thing on your own.

Getting Started

Ask the performer about what independence and interdependence means to him and how it fits into his work and family life.


1. How has counting on other people in business and in life worked for you in the past?

2. Do you believe it’s possible to accomplish more through independent or interdependent action?

3. What are the advantages and pitfalls of an interdependent business phi-losophy?


233

Middle-Class Beliefs/Interdependence

1. I can do it better myself.2. By the time I teach someone I could have done it myself.3. If I relinquish control I won’t get the credit.

World-Class Beliefs/Interdependence

1. A good team beats a great individual every time.2. There is no limit to what you can accomplish with a team.3. The self made man/woman is a myth. Everyone is interdependent.

Shocking Questions

1. Does interdependence scare you?2. Would your co-workers say you work more independently or interdepen-

dently?3. Can you accomplish you ultimate vision alone?

Sensitive Questions

1. Does working more interdependently create more opportunity?2. Do you believe interdependence is a sign of weakness?3. Are you afraid moving from independence to interdependence will lessen

the amount of recognition you receive?


234


The goal is to get the performer to ponder the possibilities of a more interdependent philosophy. Coach around the benefits the performer could gain by expanding the size and scope of their vision through building a powerful team.

Final Thought

The independent superstar pales in comparison to the power of a team. Coach around the ego-based mindset that says you have to do everything yourself. Persuade your pupil not to allow middle-class thinking to limit the magnitude of his success, fulfillment and happiness.

COACHING NOTES


235

Objective

To clarify the primary role of the leader as someone who is there to bring about change.

Getting Started

Talk to the performer about what world-class leadership means—and that true leadership is more of a phenomenon that occurs when people believe in someone more than it is a designated position.


1. What does it mean to be a leader?2. What are the core competencies of a leader?3. What are three key things every great leader does?


236

Middle-Class Beliefs/Change

1. Leaders are oppressors.2. Leaders are to be feared.3. Leaders are dictators.

World-Class Beliefs/Change

1. Leaders are change agents.2. Leaders are to be respected, not feared.3. Leaders run the world.

Shocking Questions

1. Are you a competent leader?2. Are your leadership skills helping or hurting you?3. On a scale of 1-7, 7 being highest, how would your colleagues, superiors

and subordinates rate you as a leader?

Sensitive Questions

1. What would you have to improve to become a better leader?2. Who are three leaders you admire, and why?3. What beliefs would you have to change or adopt to become a leader

people want to follow?


237


Remind the performer that people tend to follow leaders who get results, even if they’re unpopular. Leadership is more about creating change than about being popular. Popularity isn’t negative, but people follow leaders who get results.

Final Thought

Tailor your leadership coaching around getting clear about what world-class leaders do—and keep reminding the per-former that a leader who fails to deliver results—no matter how popular he/she is—will soon be out of work.

COACHING NOTES


238

Objective

To persuade the performer that adopting a world-class attitude is a decision unrelated to outside circumstances.

Getting Started

Talk to the performer about what role he believes attitude plays in creating success, fulfillment, and happiness.


1. Where do you believe a person’s attitude comes from?2. Is it possible to upgrade your attitude?3. What does it take to improve your attitude?


239

Middle-Class Beliefs/Attitude

1. If I was more successful I would have a better attitude.2. If I was more fulfilled I would have a better attitude.3. If I was happier I would have a better attitude.

World-Class Beliefs/Attitude

1. Attitude determines your approach to everything.2. Attitude can be upgraded in seconds.3. Attitude is a decision you make.

Shocking Questions

1. Is your attitude toward life helping or hurting you?2. Would your closest friends say your attitude is more middle or world-

class?3. What perceptions would you have to alter to upgrade your attitude?

Sensitive Questions

1. What’s the best advice you ever received regarding attitude?2. How can I help you upgrade your attitude?3. What advice would you give someone about attitude?


240


Your job is to get the performer to take 100% responsibility for his attitude, and to help him understand the magnitude of this concept.

Final Thought

Amateur coaches coach attitude like cheerleaders. Profes-sional coaches know that in order for attitude change to occur, the performer must understand that it’s more about decision and taking responsibility than anything else. Don’t waste time pumping people up. Invest time teaching them how to pump themselves up.

COACHING NOTES


241

Objective

To help the performer create a balanced life by blending world-class work habits with a fulfilling personal life.

Getting Started

Talk to the performer about her beliefs around balance and how satisfied she is in this area.


1. Why is balance so elusive to so many?2. What keeps people out of balance?3. Is balance even possible in today’s hectic society?


242

Middle-Class Beliefs/Balance

1. It’s impossible to attain world-class success and live a balanced life.2. World-class performers have no balance and no life.3. You have to choose between wealth and balance.

World-Class Beliefs/Balance

1. World-class success and balance is possible.2. Losing balance from time to time is natural.3. If you’re not out of balance once in a while, you’re not pushing yourself

enough.

Shocking Questions

1. Are you working enough to be out of balance?2. Will creating more balance move you closer to your vision?3. How will you know you’ve achieved a balanced life?

Sensitive Questions

1. On a scale of 1-7, 7 being most, how balanced is your life?2. What does a balanced life mean to you?3. What would you have to change in order to attain balance?


243


Do you agree with this sentence -While helping a performer create world-class success, coach her on how to use objective reality to achieve balance. Remember that middle-class thinkers want world-class results without the work. Your job is to tell them what it takes, and then coach them on how to create balance as they pursue their vision.

Final Thought

Coaching balance alongside work ethic is difficult, but pos-sible. Cut through the delusion quickly and only add balance to your coaching after they’ve committed to do the work.

COACHING NOTES


244

Objective

To help the performer take advantage of one of the most under-rated professional skills in business today: the art of listening.

Getting Started

Have a discussion around listening skills to determine the value the performer puts on them.


1. How important are listening skills to world-class success?2. Do you believe listening skills are important enough to practice?3. What impact have your listening skills had on your career?


245

Middle-Class Beliefs/Listening

1. Listening is something you do while you’re formulating your response.2. Listening is a passive activity.3. Talkers are leaders. Listeners are followers.

World-Class Beliefs/Listening

1. Listening is one of the most important skills in business.2. Great listening is an interactive process.3. Listening is something that should be practiced every day.

Shocking Questions

1. How would you rate your listening skills: good, very good, or great?2. How would your closest friends and colleagues rate your listening skills?3. If you were a better listener, would you be closer to manifesting your

vision?

Sensitive Questions

1. Who is the best listener you know?2. On a scale of 1-7, 7 being best, how would you rate your listening skills?3. What could you begin doing immediately to actively improve your listen-

ing skills?


246


Many people are delusional about their listening skills and believe they are far better in this area than they actually are. Make sure you chal-lenge them to ask the people around them to rate their skills, which will help move them into objective reality.

Final Thought

Coaching listening skills is one the most important pieces of the success puzzle. It gives your client a strategic advantage because so few of us are really listening. Fifty percent of people who visit therapists say the only reason is to talk to someone who is actually listening. Human beings have an innate desire to be heard and understood. A crucial part of your job as a mental toughness coach is to help your client understand this.

COACHING NOTES


247

Objective

Convince your charge of the awesome force of momentum; and that it can be manufactured in the mind regardless of outside cir-cumstances.

Getting Started

Talk to the performer about the concept of momentum and what role he believes it plays in success, fulfillment and happiness.


1. How does mental momentum occur?2. What experiences have you had with momentum in business?3. Can momentum be artificially manufactured?

.


248

Middle-Class Beliefs/Momentum

1. Positive momentum evolves from positive events.2. Momentum can’t be explained. It just occurs.3. Momentum comes and goes without warning or explanation.

World-Class Beliefs/Momentum

1. Momentum can be manufactured at will.2. Mental momentum is created in the mind.3. Momentum is a fearless state of mind.

Shocking Questions

1. Do you know how to create psychological momentum on demand?2. What steps do you take to create momentum?3. How competent are you at creating momentum when you need it?

Sensitive Questions

1. What thought processes assist you in creating momentum?2. On a scale of 1-7, 7 being best, how good are you at creating momen-

tum?3. Who is the best momentum creator you have ever met and why?


249


Once you have persuaded the performer to study the power of momen-tum and to know it can be triggered by specific thoughts, get him engaged in the momentum creation process. Have him report back to you with his results during every coaching session. The more he does it the easier it will get.

Final Thought

Coaching momentum means teaching a person how to control and direct his mental energy toward thoughts that emotionally excite and move him into positive action. Most people respond to thoughts that randomly cross their mind like sheep following a shepherd. Your coaching will empower him to control his thoughts and move him away from think-ing like the masses.

COACHING NOTES


250

Objective

To reinforce the idea that a great team will outperform a great indi-vidual every time.

Getting Started

Talk to the performer about the power of teamwork and what her experience has been working with teams.


1. What are the advantages of working with a team to solve a complex set of problems?

2. What are the disadvantages?3. Have you ever been part of a world-class team? If so, what was your

experience?


251

Middle-Class Beliefs/Teamwork

1. Teams are difficult because you lose control to the majority.2. Teams are dangerous because teammates steal your ideas and claim them

for their own.3. Teams spend too much time bickering and not enough time solving prob-

lems.

World-Class Beliefs/Teamwork

1. Teams create a mental multiplier effect no single individual has the capacity to achieve.

2. Teams create momentum and fun on their way to accomplishing their task.

3. When the team solves the problem, the team gets the credit. No one team member is more important than another. Each individual brings his or her own genius to the table and allows the team to tap into it.

Shocking Questions

1. Are you afraid of teammates getting credit for your work?2. If you could build a dream team to help you achieve your vision, who

would be on your team?3. How good of a team member are you? Would your teammates agree with

your answer?

Sensitive Questions

1. What are your strengths as a team member?2. What are your weaknesses as a team member?3. What are you doing to improve your teamwork skills?


252


Fear and ego are the two biggest inhibitors of effective teamwork. Team members operating from love and abundance who aren’t con-cerned about who gets the credit are limitless in their ability to tackle complex problems. Your job as coach is to help your charge become aware of this simple fact.

Final Thought

Coaching teamwork is as simple as conditioning someone to eliminate their fear-based thoughts and move from ego to spirit-based consciousness. Be persistent, take your time, and exercise patience. Remember anytime you’re fighting fear you’re up against millions of years of instinctual condi-tioning and habit ingrained in a person’s DNA. It’s possible to break through, but it takes time and persistence.

COACHING NOTES


253

Objective

To help the performer recognize the difference between ego and spirit based motivation.

Getting Started

Have a discussion around the difference between proving and expressing yourself, and attempt to determine what motivates him more.


1. Have you ever been motivated by the desire to prove yourself?2. Are you trying to prove yourself to anyone right now?3. Have you ever gained satisfaction by proving yourself to someone else?


254

Middle-Class Beliefs/Proving vs. Expressing

1. When I prove myself I’ll be happy2. I don’t have any specific goal, but I’ll know when I’ve proved myself.3. I’ll feel inadequate until I prove myself

World-Class Beliefs/Proving vs. Expressing

1. I don’t need to prove anything to feel worthy.2. Self expression is the highest level of living.3. Self expression is for my own satisfaction.

Shocking Questions

1. Are you out to prove yourself or express yourself?2. Do you know the difference between proving and expressing?3. Are you more ego or spirit driven?

Sensitive Questions

1. What percentage of the time do you operate from an ego-based con-sciousness compared to a spirit-based consciousness?

2. Would your closest friends and co-workers agree with your answer?3. Is your dominant form of thinking (ego or spirit) helping or hurting you?


255


Like many of the critical thinking questions in the mental toughness coaching process, the ego/spirit question must be asked on a regular basis, no matter how great the performer. Proving vs. expressing is just one component of this concept. The overall goal is to condition the performer to constantly analyze his thinking as well as what is creating his thoughts. You are the catalyst of this process, and most likely the only chance the performer will have at becoming a world-class thinker. (But don’t feel any pressure!).

Final Thought

Coaching people to express themselves instead of trying to prove themselves is a tall order, no matter how good a coach you are. It won’t happen in a day. Be patient and persistent knowing that if you succeed, you will have helped him alter his destiny forever.

COACHING NOTES


256

Objective

To help leaders see themselves as change agents who are never satisfied with the status quo. To help them realize stagnation does not exist. You are either moving forward or slipping behind.

Getting Started

Talk about her feelings around being a change agent, and the costs associated with being a leader who is known for steering people away from their comfort zones.


1. What do you believe is the primary role of a manager in terms of leader-ship?

2. Do you believe it’s more important to be liked or respected?3. Do managers have to be likeable to gain cooperation from their teams?


257

Middle-Class Beliefs/Change Agent

1. A manager’s job is to manage people and keep them happy.2. A good manager’s main role is to retain her people.3. A good manager motivates through cheerleading.

World-Class Beliefs/Change Agent

1. World-class leaders get feedback and then make their own decision for the good of the team.

2. Great managers aren’t addicted to being popular. They prefer it, but they aren’t addicted to it.

3. The manager’s primary role is to bring about change.

Shocking Questions

1. Based on your past results, have you been more interested in being popu-lar or bringing about change?

2. Do you lead by consensus?3. Is your leadership style more like a politician campaigning for votes or a

football coach focused on winning?

Sensitive Questions

1. On a scale of 1-7, 7 being best, how good of a leader are you?2. On a scale of 1-7, 7 being best, how good of a leader would your team

say you are?3. Why do you think it’s so important for a leader to be an agent of change?


258


Many managers have been promoted into the role without ever having led a team. As a result of being promoted from the field they are now leading, they often try to maintain the linear relationship they had when these people were their peers in order to retain popularity. Your job is to help the manager get out of her own way and step up to the plate as a true change agent focused on moving the team forward. Remember this is a huge shift in mindset, and will probably take some time. Con-dition the leader to modify their addiction to being liked into a prefer-ence for being liked.

Final Thought

Coaching people to become real leaders is the equivalent of coaching an adolescent into adulthood. The adult doesn’t have the luxury of putting popularity before performance, and is often forced to make tough love decisions. What you’re essentially suggesting to your student is to grow up and become a real leader who people will want to follow. Your performer must know this exalted status will not be free. Popularity is often part of the price.

COACHING NOTES


259

Objective

To help the performer see mistakes as an important aspect of learn-ing and growing.

Getting Started

Ask the performer how he views mistakes and what value sharing them openly with the team could present.


1. Have you been open with teammates about your mistakes in the past?2. Do you see the potential of removing fear from your team so people will

be free to share mistakes and the wisdom gained?3. How would you lead a team in order to empower them to share mistakes?


260

Middle-Class Beliefs/Mistakes

1. If I admit mistakes I’ll be looking for another job.2. Mistakes make me look bad.3. Mistakes are embarrassing.

World-Class Beliefs/Mistakes

1. Making mistakes is human.2. Making mistakes means taking chances and moving forward.3. If you’re not making mistakes you’re not taking enough risks.

Shocking Questions

1. Why are you afraid to share your mistakes?2. Were you ever penalized for admitting mistakes?3. Are you sharing your mistakes often enough to help your team grow?

Sensitive Questions

1. What percentage of the time do you share your mistakes with your team?2. What would it take overcome your fear of sharing mistakes?3. As your coach, how can I help you overcome your fear of sharing mis-

takes?


261


Like many pieces of the mental toughness coaching puzzle, condi-tioning people to see sharing mistakes as positive and risk free, you must approach it from an emotional perspective. Trying to convince a person to be fearless in this area is the equivalent of trying to persuade a child that the noise under the bed is not the boogy-man. Be sure to appeal to his emotions by inspiring him to transcend the middle-class, fear-based protection mechanism of self preservation and move into world-class thinking rooted in love, abundance and gratitude. Remind him that if he’s a good enough performer, any company or organization will seek him out no matter how many mistakes he makes.

Final Thought

Because most people are middle-class thinkers with thought processes and philosophies rooted deeply in fear and scar-city, you will have to use many different strategies to elevate their level of thinking to world-class. Covering up mistakes is something most of us learned during childhood, so it’s more than just a habitual thought process, it’s a reflex. Be sure to recognize and acknowledge the performer’s fear in this area, as well as the fact that it has worked for him to some degree and helped him survive. Remind him that in world-class thinking, survival is the booby prize. The goal is a fearless mindset that thunders down the track like a loco-motive toward the performer’s ultimate vision.

COACHING NOTES


262

Objective

To persuade the performer the best negotiators only do win-win deals that serve the best interest of all parties.

Getting Started

Have a talk with the performer about her negotiating philosophy to get an idea of what her beliefs are.


1. Who are the smartest negotiators you know and why?2. Are the best negotiators more ego or spirit driven?3. How do you know when you’ve succeeded in a negotiation?


263

Middle-Class Beliefs/Negotiation

1. The person who gets the best deal wins.2. The negotiator who makes the most money wins.3. The best negotiators are shrewd, crafty, and not to be trusted.

World-Class Beliefs/Negotiation

1. No one wins a negotiation unless everyone wins.2. The best negotiators are spirit driven.3. The smartest negotiators always do the right thing for all parties

involved.

Shocking Questions

1. Do you always negotiate win-win deals whenever possible?2. Are your thoughts during a negotiation rooted in fear and scarcity or love

and abundance?3. Are you afraid to help the party you’re negotiating with get what they

want? If so, what are you afraid of?

Sensitive Questions

1. Would your friends, family and co-workers say you’re a world-class negotiator always interested in a win-win deal?

2. What would you have to believe in order to negotiate from a mindset of love and abundance?

3. What makes you feel good after a long negotiation?


264


Be reminded that middle-class thinkers are always afraid people are out to take advantage of them. Even though this is sometimes true, it has nothing to do with influencing the performer’s mindset. Your job is to help them realize that operating from love and abundance is always in their best interests, even though it’s not always evident. Win-win negotiating is another opportunity to help them raise their level of awareness and transcend their fear-based thinking.

Final Thought

Coaching a performer to negotiate win-win deals has almost nothing to do with the art of negotiating. You are coaching the performer to use her mind and direct her mental energy. Win-win negotiating is an effect. The cause is world-class thinking rooted in love.

COACHING NOTES


265

Objective

To help the performer understand the differences between the way the middle class and the world class build, nurture and utilize their networks of contacts.

Getting Started

Discuss what the performer believes about the importance of using contacts to manifest her vision, and the current form of methodology she is using. Discuss the idea that middle-class performers tend to view their contact base like a Christmas card list; while the world-class world class builds databases of influential friends and supporters.


1. Do you believe building a network of important contacts is critical to the manifestation of your vision?

2. Why don’t most people invest more time cultivating key relationships?3. Can the importance of key contacts be overstated, or are they really that

important?


266

Middle-Class Beliefs/Network of Contacts

1. I don’t need a large list of contacts to get what I want.2. I don’t have time to build a network.3. I don’t have enough credibility to build a world-class network.

World-Class Beliefs/Network of Contacts

1. Building relationships is the key to success.2. The only thing that stands between where I am and where I want to go is

the help and support of enough other powerful people.3. The bigger my network the more the more leverage I gain.

Shocking Questions

1. How many people do you have in your network who will return your phone calls?

2. How many world-class contacts do you have?3. Whom are you actively pursuing to get into your network?

Sensitive Questions

1. What action steps could you take in the next ninety days to build your network?

2. Have you created a Dream One Hundred List?3. What individual could help you the most in your quest to manifest your

vision? Are you actively pursuing this person?


267


Remember that most people think a network is an address book or rolodex. Your job is to get them to start building a database loaded with contacts. First convince the performer of the value of building a network, and then teach them how the world-class does it.

Final Thought

Coach someone to build a world-class network and you have single handedly altered their future. It’s all about getting them to understand that big time success is never achieved alone. Everyone needs other people to boost them onto their shoulders to move to the next level.

COACHING NOTES


268

Objective

To help the performer understand that middle-class thinkers allow fear to hold them back from seizing opportunity, which virtually guarantees a mediocre existence.

Getting Started

Coach around the difference between how the middle-class and world-class approach opportunity. Your job is to make the performer aware of how the middle-class paralyze themselves through the fear of failure, and how by transcending their fear and moving forward boldly world-class success is possible.


1. Why don’t more people seize the opportunities they are presented with?2. How do you push past fear and seize opportunity?3. Do you believe it’s possible to condition your mind to seize opportunity?


269

Middle-Class Beliefs/Seizing Opportunity

1. Seizing opportunity is risky.2. Seizing opportunity is uncomfortable.3. Seizing opportunity is for people without responsibilities.

World-Class Beliefs/Seizing Opportunity

1. Seizing opportunity is exciting.2. Seizing opportunity means growth.3. The more often I seize new opportunities the more courageous I get.

Shocking Questions

1. If you would have seized more opportunities you’ve had in your life would you be farther ahead?

2. What’s the worst thing that can happen if you take more risks and seize more opportunities?

3. Are you waiting for your second lifetime to seize opportunity and live your dreams?

Sensitive Questions

1. How can I help you become more of a risk taker?2. What would you have to believe to become more of a risk taker?3. Would you be more successful, fulfilled and happy if you capitalized on

more opportunities that moved you closer to your dreams?


270


Remember that seizing opportunity must become a habit, and in order for it to become a habit the performer must be able to see the benefit of taking the risk.

Final Thought

Get the performer to take increasingly larger risks to build courage and confidence. Once she believes she cannot fail, she can only learn and grow; intimidation will be replaced by excitement.

COACHING NOTES


271

Objective

To persuade the performer of the importance of mental clarity for peak performance.

Getting Started

Discuss the impact mental clarity has had on his life.


1. What does mental organization mean to you?2. What are the benefits of being mentally organized?3. Is it possible to become more mentally organized?

Middle-Class Beliefs/Mental Organization

1. You’re either born with mental organization of you’re not.2. Mental organization has nothing to do with success.3. Only physically organized people are mentally organized.


272

World-Class Beliefs/Mental Organization

1. Mental organization is critical to success.2. Mental organization creates clarity.3. Mental organization is a learned skill.

Shocking Questions

1. Is your level of mental organization more middle or world class?2. Would you be more successful if you were more mentally organized?3. Why aren’t you more mentally organized?

Sensitive Questions

1. How can I help you become more mentally organized?2. On a scale of 1-7, 7 being best, how mentally organized are you?3. Who is the most mentally organized person you know?


273


As you’re coaching around mental organization, be reminded that most people are unfocused and scattered when it comes to managing their mental energy. Your job is to make him aware of the fact that one of the best kept secrets of the world class is their clarity of thought and ability to harness their mental power on only their most important objectives.

Final Thought

Coaching mental organization is only a two step process: The first step is to help the performer decide on the most important things he wants to accomplish. The second step is to help him focus on those things to the exclusion of every-thing else.

COACHING NOTES


274

Objective

To help the performer understand the potential for growth each obstacle represents.

Getting Started

Talk to the performer about how the masses perceive obstacles compared to how super-achievers perceive them. Explain how the average person’s belief about obstacles builds a fear-based consciousness that keeps them from taking the necessary risks required to win.


1. What are the three biggest obstacles you’ve faced?2. Have obstacles helped or hurt you more in the past?3. What do obstacles mean to you?


275

Middle-Class Beliefs/Obstacles

1. Obstacles are the enemy.2. Obstacles equal pain.3. Obstacles should be avoided.

World-Class Beliefs/Obstacles

1. Obstacles are opportunities in disguise.2. Obstacles are necessary for mental growth.3. Are your beliefs about obstacles more middle or world class?

Shocking Questions

1. Are your beliefs about obstacles limiting your chances for uncommon success?

2. Are your beliefs about obstacles moving you closer to your vision?3. Are your beliefs about obstacles more middle or world class?

Sensitive Questions

1. Are your beliefs about obstacles empowering or disempowering you?2. How do you feel about obstacles in general?3. If you could eliminate obstacles from your life, would you?


276


Make sure the performer starts (or continues) to see obstacles as a necessary catalyst for growth. Take as long as you need to help her understand what you’re suggesting is not about positive thinking—but objective reality.

Final Thought

Seeing obstacles as your friend puts you in a mental position to embrace the catalyst to greatness.

COACHING NOTES


277

Objective

To help the performer realize world-class thinking begins with a mind at peace with itself, and that their approach to life and their world view is the secret to achieving it.

Getting Started

Have a coaching conversation around the concept of creating a calm and peaceful state of mind, especially when it comes to the performer dealing with herself. Convince her that she already has everything she needs inside of her to create and live in a peaceful state of mind.


1. Where does peace of mind come from?2. What would it take for you to increase your peace of mind?3. Who do you know that has the most peace of mind, and why do you

believe this person experiences such peace?


278

Middle-Class Beliefs/Peace of Mind

1. Peace of mind is the result of external factors and circumstances.2. Peace of mind is elusive.3. Peace of mind is the result of abundant wealth and resources.

World-Class Beliefs/Peace of Mind

1. Peace of mind is the result of healthy thinking.2. Peace of mind is attainable for anyone.3. Peace of mind is the cornerstone of creative thought.

Shocking Questions

1. Could greater peace of mind change your life?2. Would greater peace of mind make you a better problem solver?3. What are you willing to do to increase the peace you feel?

Sensitive Questions

1. How do you feel about your current level of peace?2. Could greater peace of mind be the missing link to your next level of

success?3. How can I help you experience more peace of mind?


279


Your job is to persuade the performer of the massive impact enhanc-ing his peace of mind will have, and then move him to a daily plan of action to make at happen. Daily action suggestions include reframing high pressure situations and events, using humor to lighten up, and increasing physical exercise.

Final Thought

Peace of mind enhances productivity, a greater sense of well being and feelings of fulfillment and happiness.

COACHING NOTES


280

Objective

To make sure your charge understands persistence is one of the most powerful traits anyone can possess, and that many world-class performers call it the secret of their success.

Getting Started

Have a coaching conversation around the idea that while the concept of persistence is simple and well known, most middle-class performers give up at the first sign of adversity. Talk about the gap between knowing and doing and get the performer to make a commitment to persist until he succeeds.


1. On a scale of 1-7, 7 being most important, how important is persistence to success?

2. What role has persistence played in your past successes?3. Who is the most persistent person you know and why?


281

Middle-Class Beliefs/Persistence

1. The impact of persistence on success is exaggerated.2. Persistent people are annoying3. Persistent people are desperate

World-Class Beliefs/Persistence

1. Persistence is a trait of champions2. Persistence is to success what carbon is to steel3. Nothing can take the place of persistence.

Shocking Questions

1. Is your level of persistence more middle or world class?2. Could increasing your level of persistence be the strategy that moves you

to the next level?3. What would it take for you to increase your level of persistence?

Sensitive Questions

1. Would you be willing to monitor your level of persistence on a daily basis to see how you rate in this area?

2. Tell me about the time you were the most persistent and succeeded?3. During the times you lacked persistence, do you believe it was your lack

of belief or desire that made you quit?


282


Most performers won’t push back on the importance of persistence. Your job is to help them realize this is arguably the most important piece of the success puzzle, and not to be fooled by it’s simplicity. Once you’ve driven this point home, persuade the performer to take inventory of where he stands in this area and develop a tangible plan of action to make the necessary improvements.

Final Thought

Once a person sets his or her sites on a well thought out vision with a solid strategy for its attainment, the only miss-ing element is a level of persistence that refuses to quit no matter how rough it gets. The persistence is equal to or more important than all the other elements of success.

COACHING NOTES


283

Objective

To get the performer thinking about how possessing power would help him manifest his ultimate vision.

Getting Started

Talk to the performer about her beliefs and philosophies around power.


1. What does power mean to you?2. How important is having power to you?3. What’s more important to you: having power over yourself or others?

Middle-Class Beliefs/Power

1. Power corrupts.2. Power is evil.3. Seeking power makes me a bad person.


284

World-Class Beliefs/Power

1. Power creates leverage.2. Power allows you to help others.3. Seeking power to fulfill my vision is an intelligent strategy.

Shocking Questions

1. Are your beliefs about power holding you back?2. Should you consider upgrading your beliefs about what power means to

you?3. How much faster could you live your vision by increasing your power?

Sensitive Questions

1. What has been your experience with powerful people?2. Have you ever seen powerful people use it for honorable purposes?3. How could I help you develop more power?


285


The trick to coaching around power is to uncover the limiting beliefs that most people have about it. Since power is abused so often the upper class, many people see it as a tool of negative manipulation. Your role is to help the performer understand that power can create tremendous leverage and be used in many positive ways to help them get what they want. All this is possible while still doing the right thing and helping others along the way.

Final Thought

A person with power has the ability to move rapidly from one vision to the next by engaging the help and support of other powerful, successful, connected people. Use it as a tool but handle it with utmost care. Possessing power creates great advantages but can be intoxicating. Wield your power with care and compassion while you’re reaping its rewards and be sure to use it to help someone else less fortunate.

COACHING NOTES


286

Objective

To make sure the performer understands the difference between middle and world-class thinking around progress and its impact on results.

Getting Started

Explain that the average person’s fear of progress is rooted in the belief that he won’t be able to successfully adapt to the changes. Since the middle-class thinker’s consciousness is rooted in fear, it simply attaches this mindset to any kind of change or progress that takes place, both personally and professionally.


1. How do you feel about the rapid progress of today’s society?2. Do you see progress as exciting or scary?3. If you could turn back the clock to a slower pace, would you?


287

Middle-Class Beliefs/Progress

1. Progress is scary.2. Progress equals stress.3. I’m not smart enough to keep up with progress.

World-Class Beliefs/Progress

1. Progress is exciting.2. Progress equals opportunity.3. Progress is natural.

Shocking Questions

1. Are you afraid of progress? If so, why?2. If you upgraded your beliefs about progress would you be more success-

ful?3. If you upgraded your beliefs about progress would you be happier?

Sensitive Questions

1. What would it take for you to embrace progress at a higher level?2. How can I help you upgrade your beliefs about progress?3. What action steps could you take to develop additional world-class

beliefs around progress?


288


Your primary goal is to get the performer thinking about progress the same way the world-class does. Persuade the performer of the benefits of abandoning fear and embracing progress as a vehicle to greater suc-cess, fulfillment and happiness.

Final Thought

People who push for progress automatically transcend the fear of change. This adds another brick in the wall of their love and abundance-based consciousness, which they attach to everything they do.

COACHING NOTES


289

Objective

To remind the performer of the power of praise.

Getting Started

Speak to the performer about how praise has impacted her life and how to use it as a tool to build people.


1. Does praise have a place in business?2. Have you used praise as a tool in your personal life?3. Do you believe searching for praiseworthy behavior is a high perfor-

mance habit or a naïve philosophy?


290

Middle-Class Beliefs/Praise

1. Praise makes people believe they are better than they are.2. Praise creates conceit.3. Great performers get enough praise.

World-Class Beliefs/Praise

1. Praise builds self esteem.2. No one gets enough praise.3. Praise creates confidence.

Shocking Questions

1. Do you praise people often enough?2. If you used praise more often, would it help you get what you want

faster?3. Are you looking for people to praise you before you praise them?

Sensitive Questions

1. How would praising three people a day affect your thinking?2. How can I help you become a hunter of praiseworthy behavior?3. Have you been praised enough in your life?


291


Make the performer more aware of using praise as a tool on a daily basis. Help her build this philosophy into a habit and the results will take care of themselves. Ironically, most of the impact will be on the performer rather than the people she’s praising.

Final Thought

Coach around praise as a linear tool for success, all the while knowing the biggest impact will be the non-linear result of how this habit impacts the mindset of the performer. As a coach, understand the more praise the performer gives, the stronger her self esteem and confidence will grow.

COACHING NOTES


292

Objective

To persuade the performer he will have to pay a price for world-class success, and that there is no way around it. To help the per-former decide what he is willing to sacrifice to make his vision a reality.

Getting Started

Determine the level of desire the performer has for his vision and discuss what you believe it will take to make it happen. Help the performer if his current habits, actions and behaviors are not congruent with the size and scope of his vision.


1. Do you believe world-class success comes with a cost?2. What role does luck play in world-class success?3. Is world-class success more about talent or hard work?


293

Middle-Class Beliefs/Paying The Price

1. Super achievers are lucky.2. Super achievers are smarter.3. Super achievers are highly educated.

World-Class Beliefs/Paying The Price

1. Super achieves are determined and enthusiastic.2. Super achievers are average people with extraordinary focus and persis-

tence.3. Super achievers know massive success comes with a non-negotiable

price.

Shocking Questions

1. Are you negotiating the price for success?2. Are you clear on the price you will have to pay to manifest your vision?3. How badly do you want to see your vision become reality?

Sensitive Questions

1. Is the price you have to pay worth it?2. Are you sure you’re willing to pay the price?3. Have you thought about how these sacrifices will affect your personal

life?


294


Your role is to help the performer realize that paying the price for what he wants is a necessity instead of an option. You’re trying to get him to think things through before embarking on a journey with a hefty price tag attached to it. If the performer answers your questions and remains enthusiastic, he will have a much better chance of achieving it due to clarity you’ve helped him gain.

Final Thought

Coaching around the cost of success clarifies the perform-er’s thinking and challenges him to examine his true level of desire.

COACHING NOTES


295

Objective

To help the performer recognize she has limitless potential.

Getting Started

Have a conversation around the concept of human potential and get a feel for the performer’s belief system in this area.


1. How much potential are human beings born with?2. How do you see your personal potential?3. What does the phrase “unlimited potential” mean to you?

Middle-Class Beliefs/Potential

1. Only special people have great potential.2. Focus on survival, not potential.3. The concept of limitless potential is naïve.


296

World-Class Beliefs/Potential

1. Anything is possible for those that believe.2. Fulfilling your potential is the purpose of life.3. The concept of limitless potential is realistic.

Shocking Questions

1. Are you living up to your potential?2. What actions are you taking to fulfill your potential?3. Could you be doing more to fulfill your potential?

Sensitive Questions

1. How do you feel about the potential you were born with?2. How can I help you maximize your potential?3. Is it possible you have more potential than you realize?


Your job is to get the performer thinking about her potential and if she is taking the steps to fulfill it.

Final Thought

Coaching around potential builds a performer’s belief that she can have anything she desires because she can become anyone she wants to be. Your job is to make her believe it.


297

Objective

To uncover how the performer feels about the role preparation plays in world-class success.

Getting Started

Ask the performer for his thoughts around preparation and how he has used it in the past.


1. Do you believe preparation is overrated as a contributor to world-class success?

2. What impact has preparation had on your career?3. Do you believe the best performers are the most prepared?


298

Middle-Class Beliefs/Preparation

1. Preparation isn’t necessary when you’re good.2. Preparation is for novices.3. Talent is more important than preparation.

World-Class Beliefs/Preparation

1. The more I prepare the more I win.2. Preparation is critical to world-class success.3. Extensive preparation separates the good from the great.

Shocking Questions

1. Has a lack of preparation limited your success?2. If you were tried in a court of law for always being prepared in business

would there be enough evidence to convict you?3. Does your level of preparation match the size and scope of your vision?

Sensitive Questions

1. On a scale of 1-7, 7 being most prepared, how prepared are you most of the time?

2. What would you have to change to become more prepared?3. Do you prepare as much as the best in your field?


299


Persuade the performer that world-class preparation is one of the keys to world-class success, and to help her build this habit into her daily routine.

Final Thought

Coaching around preparation is critical because of its non-glamorous nature. Most of the competition won’t do it, which gives the performer an edge.

COACHING NOTES


300

Objective

To persuade the performer that better results begin by focusing on personal development.

Getting Started

Have a conversation about how the performer sees the role personal development plays in his success.


1. How important is personal development to world-class success?2. What does personal development mean to you?3. What percentage of your success would you attribute to your ongoing

personal development program?


301

Middle-Class Beliefs/Personal Development

1. Personal development isn’t as important as professional development.2. Personal development and self help programs are for unsophisticated

people.3. Personal development is unrelated to financial success.

World-Class Beliefs/Personal Development

1. If I become a better performer I will get better results.2. Personal development helps me understand myself.3. Personal development teaches me to think at a higher level.

Shocking Questions

1. How much money have you invested in personal development in the last twelve months?

2. How much time have you invested in personal development in the last twelve months?

3. Do you believe you are responsible for your own personal development?

Sensitive Questions

1. How could you use personal development in the next twelve months to increase your income?

2. What is your personal development plan of action for the next 90 days?3. What’s your favorite form of personal development?


302


Get the performer to believe he is 100% responsible for his results, and that means adopting an ongoing, never-ending personal development program.

Final Thought

Be patient when coaching around personal development knowing that the masses, even in corporate America, haven’t picked up on the enormous potential of developing people from the inside out. Personal development could be your team’s ace in the hole and offer a substantial strategic advan-tage over the competition.

COACHING NOTES


303

Objective

To make sure the performer understands all compensation is based on the level of complexity of problem solving and/or the number of people served.

Getting Started

Ask the performer if she sees herself as a problem solver, and if she believes that all compensation is based on solving problems.


1. How does problem solving fit into what you do?2. Do you see your role in business as a problem solver?3. Do you believe solving more complex problems that serve more people

will help you earn more money?


304

Middle-Class Beliefs/Problem Solving

1. Only a select few get paid to solve problems.2. The size of my paycheck is unrelated to the size of the problems I solve.3. My company/industry doesn’t reward problem solvers.

World-Class Beliefs/Problem Solving

1. Problem solving is the heart of business.2. World-class problem solvers amass world-class wealth.3. The key to my future lies in becoming a better problem solver.

Shocking Questions

1. Based on your results, are you more of a middle or world-class problem solver?

2. How would your three closest colleagues rate your problem solving skills on a 1-7 scale, 7 being best.

3. Do you spend more time complaining about problems or solving them?

Sensitive Questions

1. What would you have to give up in order to become a better problem solver?

2. What’s the first step you’re willing to take to become a better problem solver?

3. How can I support you in your quest to become a better problem solver?


305


Your job is to make sure the performer understands that society will gladly make her wealthy beyond her wildest dreams in exchange for developing world-class problem solving skills and applying them in business where they serve great numbers of people.

Final Thought

Coaching around problem solving’s direct connection to compensation has the power to alter a performer’s financial future. Be diligent, patient and absolutely certain you get this point across before moving on to the next coaching piece.

COACHING NOTES


306

Objective

To make sure the performer’s mental energy is always focused on productivity and results.

Getting Started

Discuss the difference between people who focus on activities versus results.


1. Does thinking about increased productivity and results lead to behaviors that create them?

2. What’s the difference between productivity and results?3. Is it possible to be too results focused in business?


307

Middle-Class Beliefs/Productivity/Results

1. I’m not in the results part of the business.2. I don’t get paid based on results.3. Productivity and results take care of themselves.

World-Class Beliefs/Productivity/Results

1. All business is about results.2. Constantly thinking of ways to increase productivity and results gives me

an edge.3. The better my results the more money I make.

Shocking Questions

1. How much mental energy do you waste during the business day on activities unrelated to results?

2. If you focused more on productivity and results would you be better at what you do?

3. How results oriented are the five people you spend the most time with and is that helping or hurting you?

Sensitive Questions

1. How often do you think about getting better results during the business day?

2. What beliefs would you have to alter or adopt in order to get better results?

3. How can I help you increase your productivity and get better results?


308


Your job is to convince the performer that becoming more conscious of his productivity and results will help him move closer to his ulti-mate vision. Make sure he understands that performers who master this mindset are far more successful then those who don’t.

Final Thought

Coaching around what a performer is most conscious of means training him to think like the great ones. Cognitively speaking, you are teaching him to think about what he thinks about all day long, and the impact of those thoughts.

COACHING NOTES


309

Objective

To get a sense of what the performer believes about profit in the free enterprise system.

Getting Started

Have a conversation about what profit means to the performer.


1. What do you believe is the upside of a profit driven company/business-person?

2. What do you believe is the downside of a profit driven company/busi-nessperson?

3. Is profit more of a good or bad thing in business?


310

Middle-Class Beliefs/Profit

1. Profit driven people/companies are evil.2. Profit driven people/companies are crooks.3. Profit driven people/companies are greedy.

World-Class Beliefs/Profit

1. Profit is the heart of the free enterprise system.2. Profit driven people/companies deliver superior service.3. Profit driven people/companies are highly motivated.

Shocking Questions

1. Are your beliefs around profit helping or hurting you?2. Are your beliefs around profit more middle or world class?3. Are you profit driven enough to get where you want to go?

Sensitive Questions

1. What was your earliest belief about profit when you were growing up?2. What did you learn about profit in school? Was it positive or negative?3. If you upgraded your beliefs around profit would it help you become

more successful?


311


The key in coaching around profit is to dispel any negative or self limiting beliefs the performer has around it. You’re fighting an uphill battle as a coach because of the middle-class beliefs around what being driven by profit really means.

Final Thought

Coaching a performer to embrace a profit driven conscious-ness removes one of the most powerful mental obstacles that holds people back: the fear of success.

COACHING NOTES


312

Objective

To help the performer recognize the first step on the road to world-class success is taking full responsibility for her results.

Getting Started

Have an in depth discussion about past successes and failures and get a feel for where the performer is in terms of assuming responsibility. Most middle-class thinkers take credit for their successes while laying blame for their failures and setbacks.


1. Is it possible to be fully responsible for your successes and failures?2. Why do most people play the blame game when they fail?3. Is it critical that you train yourself to take full responsibility for your life?

If so, why? If not, why not?


313

Middle-Class Beliefs/Taking Responsibility

1. You can only take responsibility for your own actions2. You can’t take responsibility for things you can’t control.3. You can’t responsibility for results outside of your own.

World-Class Beliefs/Taking Responsibility

1. I am responsible for everything in my life.2. If it is to be, it’s up to me.3. No one is coming to the rescue.

Shocking Questions

1. Would you be more successful if you assumed a higher degree of per-sonal responsibility?

2. Is it possible you are your greatest obstacle?3. How far has blaming others got you in the past?

Sensitive Questions

1. What would you have to change in order to assume greater personal responsibility for your life?

2. What habits would you have to develop to assume greater personal responsibility?

3. What would you have to let go of to assume greater personal responsibility?


314


Keep in mind only a small percentage of people on the planet take full responsibility for their lives, and most of them had to recondition their minds to think this way. Your job as coach is to expand the performer’s awareness and let her know it’s mandatory for world- class success. Ego based upper-class success may be achieved without it, but world-class success, fulfillment and happiness requires this very rare level of thinking.

Final Thought

Coaching the concept of taking 100% responsibility is about consistent, systematic suggestion from coach to student. The secret is to never let up or back off of this idea, knowing it’s critical to the performer’s long term success and happiness.

COACHING NOTES


315

Objective

Help the performer understand risk taking is to be embraced rather than feared.

Getting Started

Have a conversation with the performer around what risk means to him to see where you’re starting from.


1. What does risk taking mean to you?2. Has risk taking been more positive or negative for you?3. What are the up and downsides of taking risks?

Middle-Class Beliefs/Risk Taking

1. Risk is scary.2. Risk is dangerous.3. Risk is a threat to my security and peace of mind.


316

World-Class Beliefs/Risk Taking

1. Embracing risk makes me more secure.2. Risk taking is exciting.3. Risk taking is fun.

Shocking Questions

1. What risks scare you the most?2. How could you become a better risk taker?3. If you took more risks would you be more successful?

Sensitive Questions

1. On a scale of 1-7, 7 being biggest, where do you rate as a risk taker?2. Where would your family, friends and business associates rate you on the

same scale?3. How can I support you in building your risk taking muscles?


317


Remember going into this coaching session that most people are taught from childhood to avoid risks, and this play it safe philosophy is usu-ally reinforced through adulthood. Like most deeply rooted beliefs and philosophies, making even small increments of change is going to take time and patience. Over time the performer will begin to see the ben-efits of risk taking and eventually realize that world-class success is impossible without it.

Final Thought

Coaching people to believe risk taking is exciting, fun and full of adventure will be one of your greatest challenges as a coach, but once your charge has made the change, she will never be the same. Embracing calculated risk taking is one the most important aspects of a million-dollar mindset.

COACHING NOTES


318

Objective

To persuade the performer self respect is one of the pillars that sup-ports and sustains world-class habits, actions, and behaviors.

Getting Started

Ask the performer about her beliefs around self respect and exactly what this means to her.


1. Where do you believe self respect comes from?2. How important is self respect to world-class success?3. Is there any relation between self respect and happiness?


319

Middle-Class Beliefs/Self Respect

1. High self respect equals conceit.2. High self respect turns people off.3. High self respect equals a big ego.

World-Class Beliefs/Self Respect

1. Self respect is the reputation we have with ourselves.2. Self respect is critical to world-class success.3. Self respect is critical to peace of mind and happiness.

Shocking Questions

1. How much do you respect yourself?2. Why do you respect yourself?3. What adds to and detracts from your self respect?

Sensitive Questions

1. On a scale of 1-7, 7 being highest, how much self respect do you have?2. What action can you take to raise your level of respect for yourself?3. How much respect do the people you hang around most have for them-

selves?


320


Be careful and thoughtful as you walk your performer through the psy-chological maze of self respect. Coaching this can be tricky. You’re better off listening more and talking less on this one, because most of the time the performer hasn’t given much thought to this and will most likely reveal his innermost feelings to you in the process of answering your questions.

Final Thought

Coaching around self respect is more about facilitated introspection than traditional coaching. Ask questions and take notes, and as soon as the performer stops talking, ask another question. That’s the core of coaching something as delicate as self respect. Very few people have ever given it much thought.

COACHING NOTES


321

Objective

To help the performer understand that any form of revenge is rooted in ego based thinking, which is the downfall of the upper class.

Getting Started

Start a dialogue with the performer around revenge and get a feel for his beliefs in this area.


1. Do you see any long term value in seeking revenge?2. What’s the downside of seeking revenge?3. What were you taught about revenge as a child?


322

Middle-Class Beliefs/Revenge

1. The only way to even the score is through revenge.2. Revenge feels good.3. If I don’t retaliate after an injustice I’ve lost.

World-Class Beliefs/Revenge

1. Revenge is a waste of energy.2. Revenge never satisfies the ego, because the ego cannot be satisfied.3. Revenge is low level thinking rooted in fear.

Shocking Questions

1. Talk about a time you sought revenge and how it impacted your thinking.2. When is revenge an intelligent strategy?3. How has revenge served you in the past?

Sensitive Questions

1. How have you talked your way out of seeking revenge in the past?2. Do you believe it’s important to get even?3. Is revenge the sign of a great competitor?


323


Chances are most people you coach will see revenge as a negative strategy. What you’re looking to get across is the subtle things people do to get revenge, and help the performer elevate her thinking to a higher level where she doesn’t need it. Keep in mind you’re not only coaching around revenge in this session, but also the fear and scar-city based mindset where it originates and incubates. Make sure to talk about the role ego plays in revenge, but also the other destructive thoughts that ego causes.

Final Thought

Remember revenge is the manifestation of a fear-based consciousness and an out of control ego. Coach around the effect, but don’t forget to discuss the cause.

COACHING NOTES


324

Objective

To help the performer recognize the massive potential that exists in learning to alter his perceptions of people, places, events and circumstances.

Getting Started

Talk to the performer about keeping things in perspective and what that means to him. Explain that nothing we experience in life has any meaning until we assign our own perception of it. This ultimately allows us to keep things in proper perspective in order to use them as a launch pad instead of an albatross.


1. How can keeping things in perspective help you get what you want?2. How can gaining a more positive perspective move you closer to your

ultimate vision?3. How has keeping things in perspective helped you in the past?


325

Middle-Class Beliefs/Perspective

1. Perspective is unrelated to performance.2. Perspective is unrelated to pressure.3. Perspective is unrelated to winning.

World-Class Beliefs/Perspective

1. Gaining perspective changes everything.2. Gaining perspective can save your life.3. Gaining perspective manifests mental energy.

Shocking Questions

1. Who is the best person you know at keeping things in perspective under pressure?

2. How good are you compared to him or her?3. How would improving in this area impact your life?

Sensitive Questions

1. On a scale of 1-7, 7 being best, how good are you at keeping things in perspective under pressure?

2. What thoughts would you have to change to improve in this area?3. How would your closest friends and family members rate you in this

area?


326


Remember that people are emotional creatures who justify their per-spectives with logic. Most people learn what value and perspective to place things in from well meaning middle-class thinkers during child-hood. Your job is to help them understand how the world class uses perspective as a high performance tool to move them closer to their dreams.

Final Thought

Being coached in perspective makes the performer realize she is in control of her thoughts and emotions, and if a cur-rent perspective on something isn’t serving her best interests, all she has to do is reframe it and change what it means to her.

COACHING NOTES


327

Objective

To help the performer understand the role their rate of vibration plays in influencing people, as well as how to raise it at will.

Getting Started

Have a conversation with the performer about how she’s used her ROV in the past and the impact it’s had on her results.


1. Does a person’s rate of vibration really have an impact on other people?2. Do you believe it’s possible to raise your rate of vibration?3. What techniques or strategies do you use to raise your rate of vibration?

Middle-Class Beliefs/Rate of Vibration

1. Rate of vibration is just an ethereal, new age idea.2. Rate of vibration cannot be raised or lowered.3. Rate of vibration has no impact on others.


328

World-Class Beliefs/Rate of Vibration

1. Rate of vibration can move people to action.2. The higher the ROV, the more attractive the presenter becomes.3. The most powerful leaders have the highest ROV.

Shocking Questions

1. If you had a higher ROV, would you be more successful?2. What are your three most effective ROV raising strategies?3. What action steps could you take to become more proficient at raising

your ROV?

Sensitive Questions

1. Name three celebrities you believe have the highest ROV?2. On a scale of 1-7, 7 being highest, how good are you at raising your

ROV?3. How could you build ROV raising practice into your daily routine?


329


Get the performer to understand the magnitude of impact learning to raise his rate of vibration could have on his life. Next, help him build ROV raising into his everyday activities until it becomes a habit and his belief around this technique is solid.

Final Thought

Coaching a performer in ROV means coaching him how to increase his charisma and use it as a tool of influence. This is one of the powerful mental toughness tools you will ever teach your students.

COACHING NOTES


330

Objective

To help the performer understand the value of execution based goal setting and focusing her efforts on what she can control.

Getting Started

Have a conversation about the difference between focusing on results versus focusing on execution. Be sure to explain that while results are the primary objective, focusing on things outside of your control can drain your mental energy and even be demotivating.


1. Do you believe focusing on execution creates momentum?2. Do you believe it makes a difference in your performance by focusing on

execution instead of results?3. Since results are the bottom line, is it naive to focus on execution?


331

Middle-Class Beliefs/Execution

1. Activities don’t matter. Results are all that counts.2. Focusing on execution deludes people into believing they’re closer to

their goals then they actually are.3. It doesn’t make any difference if you focus on execution or results.

World-Class Beliefs/Execution

1. Focusing on execution puts the performer in control.2. Focus creates activity, and activity builds skill and belief.3. Activity creates momentum and raises rate of vibration.

Shocking Questions

1. Explain the purpose of using units of mental energy on results you can’t control?

2. When it comes to execution in business, would you consider yourself good, very good, or great?

3. When it comes to getting results in business, would you consider your-self good, very good, or great?

Sensitive Questions

1. What would you have to let go of in order to become more execution focused?

2. What would you have to do more to become more execution focused?3. What beliefs would you have to upgrade to become execution focused?


332


Keep in mind when you’re coaching around execution that you’re up against an age old adage that say’s focusing on activities is a waste of time because activities don’t pay the bills. Chances are the performer has been conditioned by society to believe this.

Final Thought

Make the case for focusing on execution while monitoring results. The key learning is focusing on what you have 100% control of.

COACHING NOTES


333

Objective

To remind the performer of the power of recognition.

Getting Started

Have a brief discussion around recognition. You probably won’t have to persuade the performer about the power of recognition, but you may have to coach around ways to use it more often.


1. Do you believe recognition has positive long term effects?2. Does recognition enhance performance?3. What types of recognition are the most effective?


334

Middle-Class Beliefs/Recognition

1. Recognition is insincere flattery.2. Recognition only goes down in an organization, not up.3. Only the emotionally imbalanced need to be recognized.

World-Class Beliefs/Recognition

1. Everyone wants and needs recognition.2. Recognition affirms people to themselves.3. Recognition brings out the best in people.

Shocking Questions

1. Is it possible to recognize people to often?2. Have you ever been recognized too often?3. When was the last time you recognized someone for great work?

Sensitive Questions

1. Have you ever given recognition to a superior?2. On a scale of 1-7, 7 being most, how much recognition do you receive in

your career?3. What would you have to change in order to give more recognition to

more people?


335


You want the performer to think about how recognition affects him and the people around him. The idea is to get him to think about the role recognition plays and how he can use it as a motivational tool with the most important people in his personal and professional life.

Final Thought

Everyone knows recognition is a powerful tool. Coaching around it means getting the performer to use it in as many different capacities as possible, as often as possible.

COACHING NOTES


336

Objective

To persuade the performer that most, if not all of her beliefs were programmed into her consciousness in childhood, before she was able to make the distinction between empowering and limiting beliefs. Help her understand that any belief can be upgraded or changed through the reprogramming process.

Getting Started

Have a conversation about programming, reprogramming, and the impact of beliefs.


1. Do beliefs dictate behaviors?2. Do behaviors dictate results?3. Can long held beliefs really be altered?


337

Middle-Class Beliefs/Programming

1. Beliefs cannot be changed.2. We are born with certain beliefs.3. Beliefs have nothing to do with results.

World-Class Beliefs/Programming

1. We adopt most of our beliefs from influential people during our child-hood.

2. Our entire belief system can be reprogrammed over time.3. World-class beliefs create world-class results.

Shocking Questions

1. Is the programming you received as a child more middle or world class?2. What steps are you taking to reprogram your limiting beliefs?3. Would you be more successful if you were able to reprogram your

thinking?

Sensitive Questions

1. How can I assist you in the reprogramming process?2. How long do you believe it will take to reprogram your most limiting

beliefs?3. Could you enlist the help and support of other people, and if so, who

would those people be?


338


This is a major mental toughness tool that should be addressed on an ongoing basis. Remember that the reprogramming process takes patience and time. Your performer will need a lot of help, support and encouragement along the way.

Final Thought

If you can coach someone to reprogram their limiting beliefs you have given them the ultimate tool to change their life.

COACHING NOTES


339

Objective

To persuade the performer that being of good cheer always serves his best interests both personally and professionally.

Getting Started

Talk to the performer about his general disposition and philosophy of life as it relates to attitude.


1. Does having a cheerful disposition contribute to your success?2. Does having a cheerful disposition contribute to your feelings of fulfill-

ment?3. Does having a cheerful disposition make you happier?


340

Middle-Class Beliefs/Good Cheer

1. Cheerfulness has nothing to do with getting results.2. Cheerfulness has no impact on performance.3. Cheerfulness is for tree huggers.

World-Class Beliefs/Good Cheer

1. Cheerfulness has a positive impact on relationships.2. Cheerfulness opens doors in business.3. Cheerful people are happier.

Shocking Questions

1. If you were more cheerful in business would you be more successful?2. Are you afraid to be more cheerful for fear of being seen as naïve?3. Who has more courage: The pessimist who fears the worst or the optimist

who expects the best?

Sensitive Questions

1. Would your life be more fun if you were more cheerful?2. On a scale of 1-7, 7 being most cheerful, how cheerful are you on aver-

age?3. What beliefs would you have to alter in order to adopt a more cheerful

disposition?


341


Coaching cheerfulness to optimists is like preaching to the choir. Coaching pessimists is where your skills will be tested. Remember that pessimism is rooted deeply in fear, while optimism is rooted in love. A frightened performer who is in the habit of using fear as a pro-tection mechanism will require more time and patience.

Final Thought

Never underestimate the significance of coaching someone to be more cheerful. It’s a simple concept with wide reach-ing ramifications. Don’t skip it because it’s basic. Many well educated, highly intelligent, successful people struggle with this simple concept and your coaching could catapult their happiness. Being of good cheer is one the sleeper secrets of the world class that many amateur coaches overlook.

COACHING NOTES


342

Objective

To coach your charge around the idea that one of the hallmarks of world-class performers is their insatiable desire to keep learning and growing.

Getting Started

Discuss this idea with the performer and get a feel for what she believes about continuing education. Explain that many successful performers in corporate America believe in going back to school to attain advanced degrees, but only about five percent understand the power of education through self-development. Drive home the point that this could give her a strategic advantage in the marketplace.


1. What are your feelings about personal development as a success strat-egy?

2. Do you see the value in having a coach in business?3. What’s been more valuable to you: formal or self-education?


343

Middle-Class Beliefs/Learning Machines

1. Education ends when you graduate.2. Self-development is for weak people.3. Self development is all the same.

World-Class Beliefs/Learning Machines

1. Self development gives you an edge in business and life.2. Self development helps you understand who you are and why you’re get-

ting the results you’re getting.3. Formal education helps you make a living. Self development will make

you wealthy.

Shocking Questions

1. Are your beliefs about self-development and learning more middle or world class?

2. Are you absolutely sure your beliefs about self development are accurate and are you aware of what it will cost you if you’re wrong?

3. What do you have to lose by becoming a learning machine for the next twelve months?

Sensitive Questions

1. What beliefs would you have to let go of in order to embrace your own personal development program?

2. How can I help you embrace self development?3. Could self development be the missing link you’ve been looking for?


344


The middle-class has been conditioned to be skeptical of anything out-side of linear learning. Terms such as “self-help” and “personal devel-opment” are often viewed by academia as pseudo education. Be ready to tackle this objection.

Final Thought

Coaching around learning means directing your charge toward building the habit of consistent, focused study in the areas that provide the largest sustainable benefit.

COACHING NOTES


345

Objective

To persuade the performer that events and circumstances don’t cause negative emotions, and that he can control his emotions by altering his perceptions.

Getting Started

Ask the performer how he feels about this concept and if he believes it’s possible to change his life by altering his perceptions.


1. Do you believe that events or perceptions of events create emotions?2. Is it possible to alter your perceptions?3. How would altering your perceptions help you manifest your vision?


346

Middle-Class Beliefs/Changing Responses

1. Its impossible to manipulate your emotions by altering your perceptions.2. Changing my responses won’t make me happier.3. Altering my perceptions won’t work unless they’re rooted in truth.

World-Class Beliefs/Changing Responses

1. My responses reflect my perceptions and my perceptions control my emotions.

2. My happiness is the direct result of how I interpret the events in my life.3. The quality of my worldview dictates the quality of my life.

Shocking Questions

1. Are most of your emotional responses helping or hurting you?2. Do extremely successful people respond to events the same way as you?3. Is it possible there’s more to this process than you’re currently aware of?

Sensitive Questions

1. Have you ever successfully upgraded an emotional response that was hurting you in the middle of a challenging event?

2. On a scale of 1-7, 7 being best, how good are you at changing your emo-tional responses?

3. How can I support you in your efforts to upgrade your responses?


347


As always, awareness is the first step in mental toughness coaching. Try to observe the performer in as many challenging situations as pos-sible. Little by little, help the performer build the habit of world-class emotional responses.

Final Thought

Coaching around emotional responses has the power to cat-apult the performer’s results, so it needs to be an ongoing conversation in your coaching. Observe the performer in as many challenging situations as possible and offer immediate feedback.

COACHING NOTES


348

Objective

To help the performer develop a greater sense of urgency in the quest for her vision.

Getting Started

Discuss her sense of urgency and what role it plays in her day to day performance.


1. Do you believe having a greater sense of urgency will help you achieve your goals more rapidly?

2. Do you believe it’s possible to develop a greater sense of urgency?3. Do you believe world-class performers have a greater sense of urgency

than middle- class performers?


349

Middle-Class Beliefs/Sense of Urgency

1. Sense of urgency is unrelated to success.2. Thinking about how many days I have left demotivates and depresses me.3. I have plenty of time left.

World-Class Beliefs/Sense of Urgency

1. Time is my most precious asset, and I only own a piece of it called now.2. The future is a promissory note.3. Since death is imminent, urgency and risk are a necessity.

Shocking Questions

1. Since death is unavoidable and it’s arrival time unknown, what’s holding you back from fearlessly pursuing your dream?

2. Are you deluding yourself when it comes to facing your own mortality?3. How much more successful could you be by increasing your sense of

urgency?

Sensitive Questions

1. If you live to be the average age, how many days do you have left to live?2. If your life ended today, what do you wish you would have done?3. On as scale of 1-7, 7 being most urgent, how would you rate your sense

of urgency in the pursuit of your ultimate vision?


350


Keep in mind as you’re coaching around urgency that the thought of death freaks most middle-class thinkers out. Most people won’t even talk about it much less see it as a tool to help them perform at a higher level. Be patient and coach this in small doses until it’s more palatable to the performer.

Final Thought

Coaching sense of urgency at the world-class level requires the performer to come to terms with her mortality see it as a positive catalyst for creating results. This is the ultimate example of coaching the performer from delusional thinking to objective reality.

COACHING NOTES


351

Objective

To remind the performer that the heart of leadership is service.

Getting Started

Discuss his thoughts and philosophies around servant leadership.


1. Do you believe the greatest leaders are the greatest servants?2. Is it possible to over-serve?3. Do you believe servant leaders are rewarded?


352

Middle-Class Beliefs/Servant Leadership

1. Leaders are dictators, not servants.2. Leaders only serve themselves.3. Leaders are too ego driven to serve.

World-Class Beliefs/Servant Leadership

1. The greatest leaders are the greatest servants2. The more people you serve the more success you enjoy.3. Servant leadership is a privilege.

Shocking Questions

1. If you provided more service would you be a better leader?2. Are you too ego-driven to serve?3. If you were more of a servant leader would you gain more respect?

Sensitive Questions

1. Who are the greatest servant leaders you know?2. What three action steps could you take immediately to become more of a

servant leader?3. On a scale of 1-7, 7 being a world-class servant leader, how would the

people you serve rate you?


353


The biggest challenge you’ll most likely encounter when coaching ser-vant leadership is the belief that people serve leaders, instead of lead-ers serving people. Your job is to correct this middle-class belief and get the performer on the path to world-class servant leadership.

Final Thought

Coaching servant leadership is simple and straightforward. The goal is to get the performer to stop thinking of the lead-ership role as it appears in the corporate hierarchy and start thinking about through the eyes of the world class.

COACHING NOTES


354

Objective

To help the performer develop the habit of breaking down seem-ingly complex problems to the elements they’re comprised of. To increase the clarity of her thinking by simplifying the most com-plex challenges.

Getting Started

Discuss the art of simplification and its benefits.


1. Is it possible to simplify everything?2. What are the benefits of simplification?3. Why aren’t more problems simplified by our teachers and leaders?


355

Middle-Class Beliefs/Simplification

1. Simplification only works with simple challenges.2. Some things are impossible to simplify.3. Simplification is the sign of a weak intellect.

World-Class Beliefs/Simplification

1. Not every problem is simple, but every problem can be simplified.2. Simplification is the sign of superior intellect.3. Simplification increases clarity and reduces intimidation.

Shocking Questions

1. If you simplified your current challenges would you experience less stress?

2. If you reduced problems to their essence would you be a better problem solver?

3. If you built the habit of making the complicated simple would you be more successful?

Sensitive Questions

1. Would practicing the art of simplification make you happier?2. How could simplification help you make more money?3. Would your closest friends and colleagues say you are more likely to

complicate or simplify the challenges you encounter?


356


Throw some sample challenges out to the performer and ask her to simplify them to begin building this habit.

Final Thought

Your job is to help the performer develop a “simplification consciousness.” This means actively discussing this concept on a regular basis until it becomes a habit.

COACHING NOTES


357

Objective

To help the performer establish a clear picture of what success means and doesn’t mean.

Getting Started

Have a conversation around how the masses define success as opposed to how the world class sees it.


1. What does success mean to you?2. How important is success?3. Is your current definition of success helping or hurting you?


358

Middle-Class Beliefs/Success

1. Success equals money.2. Success is complicated.3. Success is elusive.

World-Class Beliefs/Success

1. Success is simple.2. Success means something different to everyone.3. Chasing success is fun if you love what you do.

Shocking Questions

1. How much have you bought into the masses definition of success?2. If your definition of success was more clearly defined would you be more

successful?3. If you were more successful would you be happier?

Sensitive Questions

1. What is the relationship between success, fulfillment and happiness?2. How successful are your five closest friends?3. Does your belief system help or hinder your success?


359


Success is one of the most misunderstood concepts in society today, because so many have so much to gain from defining it. Your job is to help the performer build a healthy definition of success that empowers him.

Final Thought

Coaching success is more of a process than an exercise. Remember to be patient knowing the performer’s current beliefs around success took decades to create, and probably won’t be changed in a few coaching sessions.

COACHING NOTES


360

Objective

To persuade the performer that reprogramming his belief system is not only possible, but practical and simple through self-talk.

Getting Started

Ask the performer to talk about his self image and how it’s evolved over the years.


1. Can some of your beliefs be upgraded?2. Does self-talk have the power to reconstruct your belief system?3. Is it possible to talk yourself into both positive and negative behaviors

and habits?


361

Middle-Class Beliefs/Self-Talk

1. Self-talk is too simple to work.2. Positive self-talk is silly.3. I’m too busy to upgrade my self-talk.

World-Class Beliefs/Self-Talk

1. Upgraded self-talk creates upgraded behavior.2. The potential for change through self-talk is limitless.3. World-class self-talk builds world-class beliefs.

Shocking Questions

1. If you upgraded your self talk would you be more successful?2. Is it possible you’re underestimating the power of self-talk?3. Could upgrading your self talk be the missing link in your success?

Sensitive Questions

1. Would you be willing to experiment with world-class self-talk for the next thirty days to see how it works?

2. What level of language do your closest friends and family members use with themselves and others? Is it more middle or world class ?

3. Is your self-talk helping or hurting you?


362


The main obstacle in coaching self-talk is the belief that something so simple cannot be that powerful. Your job is to convince the performer to give it a try and judge for himself. Thirty days of world-class self- talk rarely fails to make its case.

Final Thought

Coaching self-talk to a successful person is like coaching a pro football player around blocking and tackling. It’s the foundation of success, yet it appears too simple to be impor-tant. Remember that every great coach hammers the basics because everything else is an extension of the core success principles.

COACHING NOTES


363

Objective

To help the performer uncover her true beliefs and feelings on the art of selling.

Getting Started

Have a discussion around the performer’s self-talk habits and what level of thinking they represent.


1. Do you believe selling is a noble and respected profession?2. What do successful salespeople do?3. Is selling manipulative or service oriented by nature?


364

Middle-Class Beliefs/Selling

1. Selling is talking people into buying things.2. Salespeople are pushy.3. Salespeople only care about making the sale.

World-Class Beliefs/Selling

1. Sales means helping people do what they love to do, and that’s buy prod-ucts and services that improve the quality of their lives.

2. Selling is transferring your belief in a product/service to the prospective customer.

3. Selling means educating the buyer about the benefits of the product or service.

Shocking Questions

1. Could some of your deeply held middle-class beliefs about selling be holding you back?

2. Do you harbor any beliefs that say selling is a manipulation and pressure process?

3. If all of your beliefs about selling were world class would you be more successful?

Sensitive Questions

1. Who is the best salesperson you’ve ever encountered and why?2. Who is the worst salesperson you’ve ever encountered and why?3. What beliefs would you have to let go of in order to upgrade your

thoughts about selling?


365


Coaching professional salespeople around their beliefs about selling is a difficult task because many of them believe they have no limit-ing beliefs. This is rarely true. All of us have experienced more lousy salespeople than good salespeople, and that creates conflict in the con-sciousness of the performer. Be sure to stress that identifying limiting beliefs and upgrading them is extremely valuable. Prospects and cus-tomers sense it when a salesperson has the slightest doubt about the product or service she’s representing.

Final Thought

Helping someone build world-class beliefs around selling is one of the greatest gifts you can offer. The benefits will impact every area of the person’s life, whether they’re trying to sell someone on marrying them or a bank on loaning them money. Selling touches every aspect of life. Your job as coach is to make sure it’s impact is positive.

COACHING NOTES


366

Objective

To move the performer into objective reality as it relates to her beliefs about security.


1. What does security mean to you?2. Does security even exist?3. How does the need for security affect your thinking, behavior and perfor-

mance?

Middle-Class Beliefs/Security

1. Security is the main goal in life.2. Security means playing it safe.3. Security in financial terms means having a job with a large company

that’s unlikely to go out of business.

World-Class Beliefs/Security

1. Security in most contexts does not exist.2. Security in business equals limited financial success.3. Security means living life in first gear.


367

Shocking Questions

1. Are you trading opportunity for perceived security?2. Is your perceived security real or imaginary?3. Is it possible that the more risks you take the more secure you actually

are? Are you absolutely certain of your answer?

Sensitive Questions

1. Are you addicted to fostering feelings of security?2. If you took more chances would you be more successful?3. What beliefs would you have to upgrade in order to take more risks?


Be reminded that beliefs about security, especially financial secu-rity, run very deep and are usually rooted in fear. Odds are the person you’re coaching has had decades of middle-class conditioning around the strategy of playing it safe. Be patient and remember that mental toughness is a process, not an exercise. Introduce this concept, discuss it, and move on. When you revisit it, the performer will have evolved to a higher level of awareness which you can continue to build on.

Final Thought

Coaching security usually means coaching people out of their feel-good delusional beliefs that are holding them back from taking the risks they need to take to get what they desire.


368

Objective

To persuade the performer she is responsible for her own success, fulfillment and happiness.

Getting Started

Have a discussion around the concept of self-reliance and what it means to her.


1. What are your feelings around the philosophy of self-reliance?2. How has this philosophy served you in the past?3. Why do you think people expect outside circumstances to make them

happy?


369

Middle-Class Beliefs/Self-Reliance

1. When I get (fill in the blank) I will feel successful.2. My family and friends give me my feelings of fulfillment.3. I’m not happy unless I have the love and support of my family and

friends.

World-Class Beliefs/Self-Reliance

1. I feel successful even when I’m failing.2. Fulfillment is an emotion that can be created internally by knowing how

your mind works.3. I feel happy when my habits, actions and behaviors are congruent with

my value system.

Shocking Questions

1. If you increased your self-reliance would you be more successful?2. How self-reliant is the average person?3. What would you have to let go of to become more self-reliant?

Sensitive Questions

1. How self-reliant are your closest friends and family members?2. Do you believe in the philosophy that says people are as happy as they

make up their minds to be?3. What beliefs would you have to upgrade in order to become more self-

reliant?


370


Your primary role in coaching self-reliance is to bring this thought into the performer’s consciousness and motivate her to adopt a more sophisticated philosophy on success, fulfillment and happiness. This is another subtle tool that moves the performer toward the belief she is 100% responsible for her life.

Final Thought

Coaching self-reliance is about helping another person build the belief that the quality of her life is ultimately controlled by the way she uses her own mind, and that her success, fulfill-ment and happiness is the direct result of strategic thought.

COACHING NOTES


371

Objective

To convince the performer that his self image is the cornerstone of his consciousness, and that it can be elevated to the world-class level through re-programming.

Getting Started

Talk to her about the impact of her beliefs around selling. See if she believes they are helping or hurting her


1. How is a person’s self-image created?2. Do people have one self-image, or multiple self images in different areas

of life?3. Have you experienced highs and lows in your self-image?


372

Middle-Class Beliefs/Self-Image

1. You’re born with your self-image.2. Self-image cannot be altered.3. Self-image has no effect behavior.

World-Class Beliefs/Self-Image

1. Self-image is forged primarily in childhood.2. Self-image is the result of random programming by ourselves and others.3. Self-image can be completely upgraded through re-programming.

Shocking Questions

1. How has your self-image helped you in the past?2. How has your self-image hurt you in the past?3. How has your self-image affected your level of success?

Sensitive Questions

1. What comes first, success or a successful self-image?2. On a scale of 1-7, 7 being best, how strong is your self image in busi-

ness?3. Do your closest friends and family have healthy, positive self-images?


373


Working on their self-image is something most performers rarely think about, yet it’s one of the primary drivers of their behavior. Your job is to get the performer thinking about her self-image and the impact it’s having on every aspect of her life. After that, all you have to do is con-vince her that other people may have been responsible for creating her self-image as a child, but now she is responsible for upgrading it. This is another mental toughness tool that moves the performer toward the “I am responsible” philosophy.

Final Thought

Coaching around self-image is tricky because many people don’t believe it can be changed. Remember self-image is made up of a set of beliefs, and those beliefs can be altered through self-talk, visualization and life experience.

COACHING NOTES


374

Objective

To persuade the performer to create her life’s vision in written form.

Getting Started

Talk to the performer about the vision process and how it’s the emotional equivalent of a business plan.


1. Do you believe clarity of thought creates mental power?2. Do you believe specific details in thought help clarify a person’s focus?3. Which is more powerful when it comes to motivation: logic or emotion?


375

Middle-Class Beliefs/Vision

1. Vision is only for leaders.2. If I create a vision I’ll be disappointed.3. Only companies and organizations have visions. People just have goals.

World-Class Beliefs/Vision

1. Vision is the emotional driver behind every action.2. Vision keeps you going when logic tells you to stop.3. Vision is the cornerstone of achievement.

Shocking Questions

1. Do you have a written vision for your life, and if not, what’s it costing you?

2. If writing a vision for your life isn’t worth the time, why do so many world-class performers do it?

3. If you’re not thinking about your vision most of the time, what are you thinking about?

Sensitive Questions

1. Is your vision emotionally compelling enough to motivate you when everything looks hopeless?

2. Does your vision excite you when you read it?3. How often do you think about your vision?


376


Get the performer to write her vision immediately and the experience will make a believer out of her. Since all great performers are great visionaries, this one can’t wait. Once she starts reading her vision every day, her behavior will begin to change and her level of aware-ness in this area will expand.

Final Thought

Half of the process in coaching vision is the performer’s experience of writing and reading it every day.

COACHING NOTES


377

Objective

To persuade the performer to adopt a never say die attitude when it comes to manifesting his ultimate vision.

Getting Started

Have a conversation around the concept of persistence and the never say die philosophy to get an overall feel for what the performer believes.


1. What role does persistence play in world-class success?2. What role does attitude play?3. Is perseverance something you’re born with or something you develop?


378

Middle-Class Beliefs/Attitude & Persistence

1. Attitude has little to do with success.2. Attitude is the result of your experience.3. Having a positive attitude feels good but doesn’t impact your results.

World-Class Beliefs/Attitude & Persistence

1. Attitude is the framework of thought.2. Attitude affects everything.3. Attitude creates feelings.

Shocking Questions

1. If you were more persistent would you be more successful?2. Are your current results an indication of your level of persistence?3. If you had to prove your world-class persistence in order to save your

life, what stories of personal persistence would you tell?

Sensitive Questions

1. Is your ultimate vision worth fighting for?2. How much are you willing to suffer to make your dream a reality?3. Are you emotionally prepared to never say die in the battle to achieve

your ultimate vision when everyone around you is telling you to quit?


379


Your job is to help the performer recognize the power of attitude and persistence, and convince him that great accomplishments are often achieved by the person who hangs tough the longest.

Final Thought

Coaching around attitude and persistence is simple. Getting the performer to increase his tolerance for pain is not. This should be an ongoing element of your coaching strategy.

COACHING NOTES


380

Objective

To help the performer evolve from an ego driven competitor to a sprit driven human being focused on self mastery.

Getting Started

Discuss the performer’s philosophy on competition and winning.


1. Why does beating someone else mean so much to so many?2. How do you define winning?3. In the course of competition, when do you feel the best about yourself?


381

Middle-Class Beliefs/Personal Progress

1. Personal progress is meaningless unless you win.2. Winning isn’t everything, it’s the only thing.3. Being a great competitor means beating everyone else.

World-Class Beliefs/Personal Progress

1. If you focus on personal progress you’ll have your share of competitive victories without turning competition into a war of egos.

2. Winning means being happy with who you are.3. Winning is an inside job.

Shocking Questions

1. If you upgraded your beliefs on winning would you be a better competitor?

2. Have you been following the upper-class consciousness which believes beating other people makes you more of a human being?

3. Is your competitive philosophy more upper or world class?

Sensitive Questions

1. When did you develop your competitive philosophy?2. When are you most satisfied as a competitor? (besides when you win)3. Is defining winning as personal progress a naïve philosophy?


382


Remember that almost everyone’s competitive philosophy was cast in stone in childhood and reinforced over decades. Even many million-dollar athletes are confused about what winning really means and the how their philosophy impacts their performance on the playing field. The purpose of this coaching piece is to not to turn the performer into a tree hugger who shrivels during competition, but rather to teach him to think about winning and competing in a way that empowers him to become a great competitor. Winning and competition isn’t the prob-lem; the way we think about winning and competition is.

Final Thought

You want to build a performer who competes fiercely, fairly and without mental baggage telling him he’s less of a person if he loses the battle. Train him to focus on personal progress all the while fueling his hunger to win.

COACHING NOTES


383

Objective

To get the performer to think about the role body weight plays in her health, success, and life.

Getting Started

Have a conversation about how body weight has impacted her personal and professional life.


1. Does body weight impact thinking?2. Does body weight impact success?3. Does body weight impact happiness?


384

Middle-Class Beliefs/Body Weight

1. Body weight has nothing to do with success or happiness.2. Big is beautiful.3. We should just accept our fate if we’re obese.

World-Class Beliefs/Body Weight

1. Being fat is ugly.2. Being fat is painful.3. Maintaining a thin and healthy physique has the most benefits.

Shocking Questions

1. If your body was leaner would you be more successful?2. Are you satisfied with your current body weight?3. What beliefs would you have to alter in order to maintain a thin and

healthy physique?

Sensitive Questions

1. How has your body weight impacted your relationships?2. Does your body weight increase your energy or consume it?3. Psychologically speaking, which is more painful: sticking to your eating/

exercise regimen or being fat?


385


You may need a bodyguard when coaching this one! Always ask per-mission to proceed with your questions and commentary around body weight, and soften the questions as needed due the sensitive nature of the subject matter. That being said, don’t be naïve and believe the per-former’s body weight is not having an impact on her thinking. If you back away from this one out of fear, it’s going to cost the performer down the road. Who else will have the guts (or expertise) to coach her around this if you don’t?

Final Thought

Coaching around maintaining a thin and healthy body gives your performer a non-linear competitive edge most people never consider.

COACHING NOTES


386

Objective

To motivate the performer to tap the wisdom of the ages by study-ing the thought processes, habits and philosophies of the great ones.

Getting Started

Ask the performer about the benefits of learning from the failures and successes of the past.


1. Do you believe the answers to world-class success, fulfillment and happiness have already been discovered?

2. Do you believe there’s a success formula for life?3. If the answers to the good life have already been discovered, why aren’t

more people living the good life?


387

Middle-Class Beliefs/Wisdom

1. No one knows the secret to success, fulfillment and happiness.2. The wisdom of the ages doesn’t apply to my life.3. The wisdom of the ages doesn’t apply to the modern world.

World-Class Beliefs/Wisdom

1. All the answers to life and living have already been discovered.2. The most intelligent strategy for quantum growth is copying genius.3. The fastest way to learn is through the successes and failures of others.

Shocking Questions

1. Is your strategy to learn more from experience or wisdom?2. Is it possible to manifest your vision at a more rapid rate through other

people’s experience?3. In your greatest areas of achievement, have you succeeded based on your

past experiences or what you were taught?

Sensitive Questions

1. Have you ever studied a quotation book? If so, did it help you?2. What are some ways to learn from the experience of others that you

haven’t tapped into?3. What was the last non-fiction book or audio program you studied to help

you move closer towards your ultimate vision?


388


Your job is to help the performer recognize that so many of the answers we seek have already been discovered, and all he has to do is seek the wisdom and experience of the great ones who came before.

Final Thought

Coaching around the seeking of wisdom will help the per-former ascend rapidly to the top of his chosen profession, not to mention being a happier, healthier human being.

COACHING NOTES


389

Objective

To help the performer realize that no matter who signs our pay-check, we are all self-employed, and that the only security we have is in our ability to perform.

Getting Started

Ask the performer what she thinks about the idea that we are all self-employed.


1. Is there a psychological advantage to seeing yourself as self-employed?2. How much control does a self employed person have over her life?3. What empowers you more: being employed or self-employed?


390

Middle-Class Beliefs/Self-Employment

1. Self-employed people have no job security.2. Self-employment is risky.3. Self-employment is for people without children and other responsibili-

ties.

World-Class Beliefs/Self-Employment

1. We are all self-employed in one form or another.2. Self-employment means leasing your professional services to another

person or organization.3. The self-employed are 100% responsible for their results.

Shocking Questions

1. Would an employer prefer you see yourself as employed or self employed?

2. What do you know about self employed people?3. If you believed you were self-employed, would you work more or less?

Sensitive Questions

1. If you believed you were self-employed, would you experience more or less stress?

2. If you believed you were self-employed, would you spend more time thinking about how to improve your job performance?

3. If you believed you were self-employed, would you more or less con-cerned about life balance?


391


Your job is to make the performer think about the advantages of the self-employed mindset. People who adopt this philosophy see them-selves as more responsible for their success and tend to work harder and smarter. Everyone in the equation wins.

Final Thought

Coaching around a self-employment philosophy means help-ing the performer make a paradigm shift from hired gun to leader. It’s a subtle alteration in thought that has the power to catapult performance.

COACHING NOTES


392

Objective

To help the performer understand that world-class success comes with a price tag.

Getting Started

Discuss what success means to the performer, and if he knows the price he’ll have to pay to achieve it.


1. Do you believe it’s possible to succeed without sacrifice?2. Does suffering for success make you tougher?3. Does suffering for success make the victories sweeter?


393

Middle-Class Beliefs/Suffering

1. Suffering is negative.2. You don’t have to suffer to succeed.3. Successful people take shortcuts.

World-Class Beliefs/Suffering

1. If massive success didn’t require sacrifice and suffering everyone would be rich, skinny and happy.

2. Sacrifice and suffering creates self respect.3. The struggle to succeed is the primary catalyst of mental toughness.

Shocking Questions

1. Are you absolutely certain your beliefs about sacrifice and suffering for success are facts and not truths?

2. Is your approach to sacrifice and suffering helping or hurting you?3. Is your current level of sacrifice sufficient enough to achieve your ulti-

mate vision?

Sensitive Questions

1. What do your activities of the last thirty days say about your commitment to succeed?

2. What would you be willing to sacrifice in order to move closer to your vision?

3. Is the sacrifice and suffering necessary to achieve your vision worth the price?


394


This is about moving the performer into objective reality and away from delusional thinking. Your job is to make him understand that world-class performers only get there through sacrifice and suffer-ing for their dream. You’ll be up against the middle-class belief that says successful people are lucky, gifted, or connected in some way to those who lifted them to greatness. Knock these down one by one until there’s nothing left but the stark realization that sacrifice and suffering must precede massive success.

Final Thought

Coaching around sacrifice and suffering is a gritty job, but one that is necessary. You must persist until you succeed no matter how much the positive thinking purists fight you. Take comfort in the fact that one day this coaching philosophy will be the thing saves them from giving up on their dream.

COACHING NOTES


395

Objective

To help the performer understand the power role models have to expedite the path to their goal and dreams.

Getting Started

Ask the performer if she’s used role models in the past and how it’s worked for her.


1. In what areas of your life have you utilized role models?2. Do you believe role models can expedite your success?3. If using role models is so effective, why don’t more people use them?


396

Middle-Class Beliefs/Role Models

1. Role models are for children to admire.2. Role models are unapproachable.3. Role models are overrated.

World-Class Beliefs/Role Models

1. Role models pave the way for success.2. Role models are fabulous teachers.3. Role models take the guesswork out of success.

Shocking Questions

1. Who are your role models?2. Do you have role models in every area of your life?3. How many role models helped you get where you are today?

Sensitive Questions

1. What would you have to do to find more role models for your life?2. How can I help you select a new role model?3. How much time could you save by following the proper role model

enroute to your vision?


397


Keep in mind as you’re coaching this that most people don’t con-sciously select role models and follow their path. Your job is to get the performer to see this as a strategic advantage over his or her competi-tors.

Final Thought

Coaching around using role models is one of those success secrets that seem too simple to be so powerful. Probe the per-former for stories dating back to their childhood of the suc-cess they experienced by following role models. Once they start consciously picking the right people to imitate, their vision will begin to unfold at a more rapid rate.

COACHING NOTES


398

Objective

To help the performer understand the value of introspective thought and self-understanding.

Getting Started

Ask the performer what role introspective thought plays in her life and the value she places on self-understanding.


1. Are there things that lie in the deep recesses of your psyche that you are unaware of that could help move you closer to your vision?

2. What percentage of your mind are you aware of?3. Are there emotional motivators and hot buttons buried in your subcon-

scious mind?

Middle-Class Beliefs/Self-Understanding

1. I know all there is to know about myself.2. I don’t have any hidden emotional motivators.3. The introspective process is to much like therapy.


399

World-Class Beliefs/Self-Understanding

1. The mind is like an ocean filled with emotional gold.2. Self-understanding makes success easier.3. Self understanding creates mental clarity and illuminates purpose.

Shocking Questions

1. Would you be more successful if you understood yourself in greater depth?

2. Is it possible your core beliefs around self-understanding are holding you back?

3. Could there be limiting beliefs and philosophies left over from childhood buried deep in your mind that are sabotaging your success?

Sensitive Questions

1. How well do you really know yourself?2. Have you ever done something and didn’t understand why?3. If you had to explain the way your mind operates in a court of law would

you be able to convince a jury you really understood yourself?


400


The introspective process is arguably the most under used mental toughness tool. Convince the performer to give it a try and offer to facilitate the process by asking targeted questions designed to help the performer reveal herself to herself.

Final Thought

Self-understanding leads to positive action. Think of the per-former you’re coaching as a machine that must be under-stood to operate to its potential. Once the machine knows as much about itself as you do it will motivate itself.

COACHING NOTES


401

Objective

To help the performer make the distinction between success and fulfillment.

Getting Started

Ask the performer about his definition of success and how it relates to fulfillment.


1. Is it more important to be successful or be fulfilled?2. Is it possible to be successful and fulfilled?3. Which comes first, success or fulfillment?


402

Middle-Class Beliefs/Success to Significance

1. You must choose between success and significance.2. People who are significant don’t care about success.3. People who choose success are shallow and greedy.

World-Class Beliefs/Success to Significance

1. You can be successful and significant.2. Success gives you options.3. Significance creates fulfillment.

Shocking Questions

1. Would massive success change your life?2. Are you a significant person in someone’s life?3. Would moving toward significance make you more successful?

Sensitive Questions

1. Is it possible to achieve world-class success and significance?2. What would you have to do to become a more significant person?3. How do your beliefs around success and significance impact your daily

work performance?


403


Keep in mind people typically move toward significance only after they’ve become successful. Your biggest obstacle coaching this con-cept will probably be the people who believe you have to choose one or the other. Your job is to help them build the belief that it’s possible to achieve world-class success and significance.

Final Thought

Coaching around success and significance means making the performer realize it’s possible to have both. If you can help them overcome the middle-class belief that says you have to choose, you will alter their destiny forever.

COACHING NOTES


404

Objective

To persuade the performer to use humor as a performance strategy.

Getting Started

Discuss the role humor has played in the performer’s success and if he sees it as a performance tool.


1. Is there any connection between humor and world-class success?2. Is there any connection between humor and world-class happiness?3. Is there a place for humor in business?


405

Middle-Class Beliefs/Humor

1. There’s nothing humorous about the business world.2. Humor has no place in business.3. Humor makes you appear shallow and frivolous in the business world.

World-Class Beliefs/Humor

1. Humor reduces stress.2. Humor increases creativity.3. Humor creates connection with people in business.

Shocking Questions

1. Do you use humor as a performance strategy?2. If you used humor more often would you be more successful?3. If you used humor more often would you be happier?

Sensitive Questions

1. Is it possible to overuse humor in business?2. Could humor help reduce your everyday stress?3. What would you have to let go of in order to use humor more often in

business?


406


Some middle-class thinkers believe there’s no place for humor in busi-ness, and others are the people emailing you jokes every day. Your job is to help the performer find the right balance of humor in the work-place.

Final Thought

Coaching the use of humor as a performance tool means building a happier, healthier, more well-adjusted person. A performer having fun is a very dangerous competitor.

COACHING NOTES


407

Objective

To show the performer the correlation between world-class think-ing and character as well as its role in success, fulfillment and hap-piness.

Getting Started

Have a conversation with the performer about her thoughts and beliefs around character.


1. What’s the relationship between character and success?2. Do you believe successful people are character conscious?3. How do you define character?


408

Middle-Class Beliefs/Character

1. Only successful people can afford to be character conscious in business.2. It’s easy to be character conscious when you’re rich.3. I have bigger problems than being character conscious.

World-Class Beliefs/Character

1. Nothing is more important than character in business and in life.2. The foundation of character is keeping your word.3. The world-class embraces only people they trust.

Shocking Questions

1. What percentage of the time do you keep your word?2. Would you label your character more middle or world class?3. What would your colleagues say about your character?

Sensitive Questions

1. What could you do to shore up any flaws in your character?2. What beliefs would you have to upgrade in order to elevate your charac-

ter?3. What could you do to improve how people perceive your character?


409


Your goal is to get the performer thinking about how his character impacts his personal and professional life. This is more about build-ing awareness than teaching a tool. Bring it up once a quarter to check in and see if their awareness has evolved and the impact it’s currently having.

Final Thought

Coaching around character has the power to alter the way a performer thinks about his everyday actions and how they affect other people. It should be coached in a non-judgmen-tal manner to allow the performer to reach his own conclu-sions.

COACHING NOTES


410

Objective

To encourage the performer to build and use a support team to serve as a psychological oasis on her way to manifesting her vision.

Getting Started

Ask the performer if she has an active support system.


1. What role does support play in success?2. Finish this sentence: building an emotional support team is a sign of

__________.3. What role has the emotional support of others played in your life?


411

Middle-Class Beliefs/Support

1. Emotional support is for weak people.2. Emotional support is for unstable people.3. I don’t need support to succeed.

World-Class Beliefs/Support

1. Your support team is your emotional pit stop.2. Support isn’t a necessity, it’s a strategy.3. Utilizing a support team gives you an emotional oasis.

Shocking Questions

1. If you were using your support team more often would you be moving toward your vision at a more rapid pace?

2. What limiting beliefs would you have to upgrade in order to embrace the support team concept?

3. How could you use your support team more effectively in the next 90 days?

Sensitive Questions

1. Are you allowing yourself adequate time to recharge yourself emotion-ally?

2. What activity could you plan with your support team in the next 30 days that would help you recharge yourself?

3. On a scale of 1-7, 7 being most, how often do you utilize your emotional support team?


412


Remember that a performer under pressure who can’t see a break in the near future is going to begin pacing himself for psychological sur-vival. Teach him to build rest, recovery and support into his business strategy.

Final Thought

Coaching around support means debunking the belief that tough people don’t need anyone. This belief is rooted in fear and must be upgraded for behavior change to occur.

COACHING NOTES


413

Objective

To persuade the performer that a world-class work ethic is the pathway to world-class success.

Getting Started

Ask the performer about his beliefs around work ethic and the role it’s played in his life.


1. Do you believe it’s possible to work more than you’re compensated for?2. Have you ever worked less because you believed you wouldn’t be com-

pensated for your additional efforts?3. What does a world-class work ethic look like?


414

Middle-Class Beliefs/Work Ethic

1. Working more than you’re paid for is stupid.2. Believing that extra effort at work will eventually be noticed is naive.3. No matter how hard you work, employers and customers will always

want more.

World-Class Beliefs/Work Ethic

1. You will always be compensated for world-class work.2. A strong work ethic is the foundation of world-class success.3. Work ethic separates the world class from the middle-class.

Shocking Questions

1. If you were more focused on your work would you be more successful?2. On a scale from 1-7, 7 being best, how would you rate your work ethic?3. How would your co-workers rate your work ethic?

Sensitive Questions

1. What would have to let go of in order to improve your work ethic?2. Is your work ethic more middle or world class ?3. Do you believe your personal life would suffer if you upgraded your

work ethic?


415


What you’re up against with most performers is the delusion that their work ethic is much better than it really is. One of the best tools you can use is to show them the work schedule of a world-class athlete, busi-nessperson, or entertainer and ask them to compare their efforts. Most people have a middle-class work ethic yet expect world-class results. Your job is to wake them up and help them bridge the gap.

Final Thought

Coaching work ethic usually means coaching objective real-ity over delusion. Just be reminded that without a world-class work ethic uncommon success is virtually impossible.

COACHING NOTES


416

Objective

To persuade the performer to dream of the future while focusing on the present.

Getting Started

Ask the performer if she focuses most of her mental energy on the past, present or future and how it impacts her results.


1. Does thinking about the future help or hurt you?2. Where do world-class performers focus their mental energy: the past,

present or future?3. Where are you focused when you’re performing at your best?


417

Middle-Class Beliefs/Living in the Present

1. It doesn’t matter where you focus your thoughts.2. The focus of mental energy has nothing to do with success.3. Living in the present is more about happiness than success.

World-Class Beliefs/Living in the Present

1. The management of mental energy dictates behavior.2. The secret is to dream of the future while focusing in the present.3. The present is the only time you have control over.

Shocking Questions

1. How could you use the idea of present centered thinking to improve your performance?

2. How could spending less mental energy in the past help your perfor-mance?

3. When are you operating at your best: when you think about the past, present or future?

Sensitive Questions

1. Is it possible to be future oriented and present focused?2. Why do middle-class thinkers spend so much time thinking about the

past?3. Would you be happier if you lived more in the present?


418


Your goal is to get the performer to think about where she spends most of her mental energy and the impact of that focus. Guide the performer toward a healthy balance of present focus and future orientation.

Final Thought

Coaching present centered focus reminds the performer that this moment is the only period of time we can control, and that most of the thinking we do outside of it is wasted mental energy unless it inspires us to act in the moment.

COACHING NOTES


419

Objective

To help the performer learn to say no more often to time consum-ing activities that don’t yield results.

Getting Started

Have a discussion around the power of saying no and how the performer feels about this idea.


1. What does it mean to say no to people when they ask for your time?2. Is it possible to be a good person and a world-class performer?3. Does doing everything your asked make you a nice person?

Middle-Class Beliefs/Saying No

1. Its selfish to guard your time.2. Saying no is uncaring.3. Only self-centered people say no.


420

World-Class Beliefs/Saying No

1. Guarding your time means guarding your life.2. Saying no helps you control your time.3. Saying no to time wasting activities is intelligent strategy.

Shocking Questions

1. What are two time consuming activities in your life you could eliminate immediately?

2. Who do you need to say no to more often?3. What belief do you have to upgrade to help you feel good about saying

no?

Sensitive Questions

1. When you say yes to people who waste your time is it out of generosity or addiction to their approval?

2. How would saying no more often help you move closer to your ultimate vision?

3. Is it smarter to take care of your own needs first and than help others or vice versa? Is this philosophy helping or hurting you?


421


The fundamental issue most people have is the middle-class belief that only the self-absorbed say no. You’re coaching someone whose been programmed for years to give freely of their time no matter how much others abuse it. Your job is to help them realize this belief serves no one, including the people wasting their time.

Final Thought

Training a person to say no when they’ve been brainwashed by society to always say yes is a process, not a coaching technique. Guide him one step at a time until he transcends the middle-class belief that this strategy makes him a bad person.

COACHING NOTES


422

Objective

To make the performer aware of the addiction of the masses and how it keeps this generally smart, educated group of people from realizing their potential.

Getting Started

Ask the performer how she feels about the concept of approval addiction and if she believes she suffers from it.


1. On a scale of 1-7, 7 being highest, how important is the approval of others to you?

2. Why are most people addicted to the approval of others?3. Is calling this an addiction exaggerating its hold on people?


423

Middle-Class Beliefs/Addiction Approval

1. It’s important to comply with other people.2. To get along, go along.3. Society rewards people who conform.

World-Class Beliefs/Addiction Approval

1. Be true to yourself.2. Addiction to anything is limiting.3. I prefer acceptance, but I’m not addicted to it.

Shocking Questions

1. If you had to prove you were not addicted to the approval of others to save your life, would you be able to produce enough evidence?

2. If you shifted your addiction approval to preference approval would you take more risks?

3. Would lessening this addiction make you a happier person?

Sensitive Questions

1. In what ways could expanding your awareness of approval addiction make you more successful?

2. What is one area of your life in which you have tailored your actions to ensure the approval of others?

3. In what areas of your life would you have been more successful in the past if you were not seeking approval?


424


Remember when you’re coaching approval addiction, that almost everyone has it to one degree or another because it worked so well for us as children. Pleasing people in power (parents, teachers, coaches, clergy, etc.) is a solid strategy for getting what you want. As adults, it limits us in what we can accomplish and who we can become. It’s simply a matter of getting the performer to recognize the addiction for what it is and then learn to let it go.

Final Thought

Coaching around addiction approval is one the greatest gifts you can give as a coach. Don’t ever let up on this one. Coach it until the performer wakes up, and once that happens, teach him to grow up and think for himself regardless of what the world thinks.

COACHING NOTES


425

Objective

To remind the performer that the liberty to do what she’s doing doesn’t exist everywhere and it wasn’t free, and that people are dying every day to preserve our right to create our own destiny.

Getting Started

Have a brief conversation around the meaning of liberty and the responsibilities that go with it.


1. What value do you place on the freedom you enjoy in this country?2. Do the sacrifices of your countrymen inspire you to take advantage of the

liberty they protect?3. When it comes to success, what does having the right to create your own

future mean to you?


426

Middle-Class Beliefs/Liberty

1. I was born in a free country and liberty is my birthright.2. I have tremendous opportunity but it’s smarter to play it safe.3. Having so much freedom scares me.

World-Class Beliefs/Liberty

1. Freedom is the foundation of success.2. Without freedom we would all be slaves.3. I owe it to the people who died for my freedom to take full advantage of

it.

Shocking Questions

1. Are you using the gratitude you feel for your freedom to inspire you on a daily basis?

2. Are you taking full advantage of the free enterprise system so many people died to create and protect?

3. What behavior would you have to change in order to use more of your freedom?

Sensitive Questions

1. Do you feel like you owe it to the people who sacrificed their lives for freedom to become successful?

2. What does maximizing your potential look like?3. Are you aggressively pursuing your dreams or playing it safe, and how

do you feel about that?


427


What you’re attempting to do is create an additional source of motiva-tion and inspiration for the performer. Many people take the liberty they enjoy for granted, as if it was something guaranteed at birth. Your job is to make sure the performer is in objective reality in this area and is fully aware people with guns have to be on guard 24/7 in order for him to continue to pursue his vision.

Final Thought

Coaching around liberty means reminding people of what they already know but may not be using as a tool for success.

COACHING NOTES


428

Objective

To help the performer recognize that her brain is the most valuable success tool she owns, and that periods of solitude allow it to work at its full capacity.

Getting Started

Talk to the performer about the role solitude plays in her life.


1. Do you believe solitude enhances your brains ability to think?2. Why does quieting the mind work so well?3. Why don’t more people use solitude as a performance strategy?


429

Middle-Class Beliefs/Solitude

1. Seeking solitude is new age nonsense that has no impact on thinking.2. I don’t have time for solitude.3. Spending time in solitude doesn’t pay the bills.

World-Class Beliefs/Solitude

1. Solitude is a nonlinear performance strategy.2. Solitude sharpens the mind.3. Solitude helps me escape excessive cognition and frees my mind for cre-

ative thought.

Shocking Questions

1. If you sought solitude more often would you be more successful?2. Are you using your creative mind to its potential?3. Is it possible your mind has the ability to solve some of your more com-

plex problems?

Sensitive Questions

1. How could you begin to use solitude as a performance strategy?2. What would you have let go of to use solitude more effectively?3. Are you sure you fully understand the benefits of solitude?


430


The belief you’re up against here is that periods of solitude are unpro-ductive and a waste of time. Remember that most people have been taught to think in linear terms, and solitude for high performance is a non-linear concept.

Final Thought

The secret to coaching around solitude is to get the performer to experience it.

COACHING NOTES


431

Objective

To show your student that world-class performers are happily dis-content. They feel good about themselves yet know they are capa-ble of more.

Getting Started

Talk to the performer about the middle-class philosophy that says don’t expect much and you won’t be disappointed. This self-limiting strategy is perpetuated by media, psychologists, and other health care experts in an attempt to save people from emotional distress. This is the same emotional distress they must experience to develop world-class mental toughness.


1. Is it possible to be happily dissatisfied?2. How would describe your own level of happiness?3. How do you believe the average person would describe his level of hap-

piness?


432

Middle-Class Beliefs/Happily Discontent

1. You can’t be happy and discontent at the same time.2. Just be happy with what you have and don’t ask for more.3. It’s greedy to want more when so many have so little.

World-Class Beliefs/Happily Discontent

1. Healthy dissatisfaction is the foundation of progress.2. Being happy with where you are allows you to enjoy the present, while

being dissatisfied drives you to take action for the future.3. Being in happy state of mind attracts the people you’ll need to help you

resolve your dissatisfaction for the future

Shocking Questions

1. Are you satisfied because you’re really satisfied, or are you satisfied because you don’t know how to move to a higher level?

2. Do you see dissatisfaction as being negative or positive?3. Why do so many psychologists advise people not to expect too much?

Sensitive Questions

1. If you were more dissatisfied would you be more driven to succeed?2. Has dissatisfaction ever driven you to world-class results?3. Why do you think it’s important to be happy while you’re dissatisfied?


433


You’re going toe to toe with middle-class society on this one, so be prepared to coach around multiple limiting beliefs. One of your big-gest hurdles will be overcoming the belief that dissatisfaction is some-thing to be avoided. Another one is that happiness without satisfaction is impossible. Be patient and remember that you’re coaching around deeply rooted beliefs that were programmed decades ago. Keep in mind that mental toughness coaching is not an event, but a process.

Final Thought

Coaching a performer to be happily dissatisfied is one of the greatest gifts you can give another person. It spurs their ambition while simultaneously helping them enjoy every minute of the battle.

COACHING NOTES


434

Objective

To help the performer use the scarcity of time to take action now towards his ultimate vision.

Getting Started

Have a brief conversation about how the performer manages his time and talk about strategies to waste less and leverage more.


1. Is it possible to manage time?2. What are your best time management strategies?3. Do you believe it’s possible to use scarcity of time as a motivator?


435

Middle-Class Beliefs/Time Management

1. My time is managed by other people.2. Time management is a waste of time.3. Time at work doesn’t go fast enough and time on the weekends goes too

fast.

World-Class Beliefs/Time Management

1. Managing activities helps you get the most out of the time you have.2. I’m grateful for the time I have.3. I love my time at work and my time at home.

Shocking Questions

1. On a scale of 1-7, 7 being best, how good are you at managing your time?

2. What percentage of time during the work day do you waste?3. What can you do to improve your time management skills?

Sensitive Questions

1. What belief do you have that keeps you from managing your time more effectively?

2. Is it possible to manage your time as well during the workweek as you do the day before you go on vacation?

3. If you could choose a time management mentor who would it be and why?


436


Once you make the performer more aware of her time management skills she will automatically begin to upgrade them. Make this a part of every coaching session to help the performer build a time sensitive consciousness.

Final Thought

Coaching time management is more about increasing aware-ness than strategy.

COACHING NOTES


437

Objective

To persuade the performer the secret to better results in any area of life begins with re-programming his belief system.

Getting Started

Have a discussion around cause and effect, and talk about how behavior is the effect while belief is the cause.


1. What do you believe controls and dictates people’s behavior in life?2. Is it possible to change a person’s core belief system?3. How do you think belief change happens?

Middle-Class Beliefs/Results Matrix

1. People don’t change.2. Success and happiness is the same thing.3. Success has nothing to do with happiness.


438

World-Class Beliefs/Results Matrix

1. I am in control of my own success and happiness.2. I can change and manipulate my thoughts and habits at will.3. World-class results begin with world-class thinking.

Shocking Questions

1. Does your current use of the language sound more middle or world class?2. Is the future you see in your mind more middle or world class?3. Do your results prove your understanding of the Results Matrix?

RESULTS MATRIX

_______________ Class LANGUAGE and VISUALIZATION

creates _______________ Class Programming,

_______________ Class PROGRAMMING

creates _______________ Class BELIEFS,

_______________ Class BELIFS

create _______________ Class CONSCIOUSNESS,

_______________ Class CONSCIOUSNESS

creates _______________ Class HABITS, ACTIONS and BEHAVIORS,

_______________ Class HABITS, ACTIONS and BEHAVIORS

create _______________ CLASS SUCCESS and FULFILLMENT,

_______________ Class SUCCESS and FULFILLMENT

creates _______________ Class HAPPINESS. (The ulimate prize)


439

Sensitive Questions

1. What’s the difference between success and fulfillment?2. On a scale of 1-7, 7 being happiest, how happy are you?3. Does fulfillment have an impact on success?


Make the Results Matrix an ongoing part of your coaching sessions and the performer will eventually begin to see the connection between programming and success. Remember that as linear as the Matrix might seem to you, it appears completely non-linear to people who haven’t been exposed to it. Stay persistent and keep the conversation going knowing this mental toughness secret has the power to alter his destiny.

Final Thought

Coaching The Results Matrix creates mental clarity. In essence, what you’re doing is teaching the performer how their mind operates and how to start controlling it instead of accepting its current level of operation.


440

Objective

To make the performer aware of the disastrous effect self delusion has on performance.

Getting Started

Ask the performer what role delusion has played in her life and the lives of her friends, family and colleagues.


1. How has delusional thinking affected your career?2. How has delusional thinking affected your personal life?3. How does delusional thinking hold people back?


441

Middle-Class Beliefs/Delusion

1. Only the mentally ill delude themselves.2. I always think in terms of objective reality.3. Delusion has nothing to do with my career or life.

World-Class Beliefs/Delusion

1. Staying in objective reality is one of the cornerstones of world-class suc-cess.

2. Self-delusion can creep in at any time.3. Delusion is a trap anyone can fall into.

Shocking Questions

1. What percentage of the time are you deluding yourself in business?2. If you were less delusional would you be more successful?3. Why do people delude themselves in business?

Sensitive Questions

1. Who is the most delusional person you’ve ever known?2. Are you capable of looking at your core business skills objectively and

evaluating them?3. What are your three greatest strengths and weaknesses? What percentage

of delusional thinking is in your answer to this question?


442


The middle-class mindset believes it’s always operating in objective reality, so you will most likely get a blank stare when you begin speak-ing about delusion. In the mind of the middle-class thinker, it’s some-body else’s problem, which is part of their delusional thinking. Like many of the mental toughness secrets, this one has to be coached over time. Be patient and remember it’s a process

Final Thought

Coaching around delusional thinking is mostly about con-vincing the performer that a percentage of her thoughts are delusional. Once she’s able to recognize it in her own life, the change process moves rapidly and all you have to do is serve as her guide.

COACHING NOTES


443

Objective

To convince the performer to inundate his consciousness with the magnificent vision he’s created for himself while simultaneously redirecting any fear-based thoughts that enter his mind.

Getting Started

Ask the performer how often he’s reading his written vision, and talk about the impact this single daily exercise will have on his thinking.


1. What effect would reading your vision every day have on your thinking?2. What impact would starving your fear have on your every day life?3. Do you believe it’s possible to eliminate fear-based thoughts?


444

Middle-Class Beliefs/Feeding Vision/Starving Fear

1. I don’t have time to read my vision every day.2. Once I’ve written my vision I don’t need to read it again.3. It’s impossible to eliminate fear-based thoughts.

World-Class Beliefs/Feeding Vision/Starving Fear

1. The more I think about my vision the more likely I will be to take action towards its attainment.

2. Feeding my vision and starving my fear is a world-class mental habit.3. Inundating my consciousness with my vision reduces thoughts of fear by

default since two thoughts cannot co-exist in the mind at the exact same time.

Shocking Questions

1. How many minutes of the day do you spend thinking about your vision?2. What impact does thinking about your vision have on your performance?3. When you’re thinking fear-based thoughts, how does that affect your

performance at work?

Sensitive Questions

1. Does thinking about your vision create or consume your mental energy?2. What can you do to reduce or eliminate your fear-based thoughts?3. If you could double the amount of time you spend reading or think-

ing about your vision over the next 90 days, what do you think would happen?


445


Your job is to help the performer understand the impact that immersing himself in his vision will have on his results. Get him to read his vision every day for a week and then ask him if he’s thinking more about it on a daily basis. The answer will almost always be yes, and the next ques-tion you ask is; do you think this is helping you move closer toward it? Don’t let up until the light bulb goes off.

Final Thought

Remember that coaching mental toughness means coach-ing around the management of a performer’s mental energy. Since there are only so many mental energy units available during our conscious hours, management must be taken very seriously. What better investment could be made than think-ing about your vision?

COACHING NOTES


446

Objective

To persuade the performer that the most important business skills of the 21st century is powerful public speaking.

Getting Started

Discuss how public speaking could move her towards her ultimate vision more rapidly.


1. Does speaking in public make you nervous?2. Does public speaking have anything to do with leadership?3. What effect does public speaking have on confidence?


447

Middle-Class Beliefs/Public Speaking

1. Public speaking is painful.2. Public speaking is scary.3. Public speaking has no effect on the way people see me or the way I see

myself.

World-Class Beliefs/Public Speaking

1. Speaking in public establishes you as a leader.2. All leaders are speakers.3. Public speaking catapults self confidence.

Shocking Questions

1. Do you think speaking in public would help you become more success-ful?

2. Would speaking in public help establish you as a thought leader?3. Would becoming a proficient public speaker build your self-confidence?

Sensitive Questions

1. What do you think the masses believe about public speaking that fright-ens them so much?

2. Are your beliefs about public speaking more middle or world class ?3. On scale of 1-7, 7 being highest, how strong of a speaker are you?


448


The bigger the vision, the more important it is for the performer to master the art of presenting. Your job is to make the performer realize this may be the single most important skill in business today, mainly because it allows you to share your goals and dreams with large groups of business leaders that can help you. If they’re terrified to speak, send them to a local Toastmasters club until they overcome their fear. If they’re already good speakers, send them to the Bill Gove Speech Workshop to help them learn the most advanced platform skills and strategies.

Final Thought

Convincing your charge to become an effective communica-tor in front of groups is like handing him a bar of gold. His confidence will soar and his profits will follow.

COACHING NOTES


449

Objective

To help the performer understand that human beings are emotion-ally driven creatures, and that developing her emotional intelli-gence is one the fastest ways to succeed.

Getting Started

Have a conversation about the difference between logic and emotion and get a feel for what role the performer believes they play in dealing with people.


1. Do people make most of their key decisions logically or emotionally?2. Is it easier to motivate people through logic or emotion?3. The two most powerful forces in human nature are love and fear. Are love

and fear feelings of logic or emotion?


450

Middle-Class Beliefs/Emotional Intelligence

1. People make most of their decisions with logic.2. There’s no place for emotion in business.3. Logic drives business.

World-Class Beliefs/Emotional Intelligence

1. Logic is for strategy. Emotion is for motivation.2. People make decisions emotionally and justify them with logic.3. Emotional intelligence is the most important skill for developing world-

class relationships.

Shocking Questions

1. On a scale of 1-7, 7 being best, how emotionally intelligent are you?2. How would your three closest friends rate you in this area?3. If you were more emotionally intelligent would you be more successful?

Sensitive Questions

1. If you were more emotionally intelligent would you enjoy healthier rela-tionships?

2. What are you doing to increase your level of emotional intelligence?3. How can you utilize your emotional intelligence skills more often both

personally and professionally?


451


The biggest obstacle you’ll have to overcome with middle-class think-ers is the belief that there’s no place in business for emotion. Explain that while emotion doesn’t work well in creating business strategy, it’s the key to world-class motivation.

Final Thought

Once you teach the performer to make the distinction between logical and emotional thinking and the benefits of each she will be motivated to become more emotionally intelligent.

COACHING NOTES


452

Objective

To persuade the performer to utilize the intelligence and experi-ence of other people in their quest to fulfill their ultimate vision.

Getting Started

Ask the performer what role his mentors and other people of influence have played in his success up to this point.


1. Do you believe you have to succeed without the assistance of others?2. Do you subscribe to the self-made man/woman theory?3. Were you taught that relying on others is weak?


453

Middle-Class Beliefs/Brain Trusts

1. A man has to succeed on his own.2. Successful people wouldn’t be willing to help me.3. Brain trusts are for big companies, not individuals.

World-Class Beliefs/Brain Trusts

1. Brain trusts are an intelligent strategy for success.2. Successful people love to talk about their success.3. Collective brain power beats individual brain power every time.

Shocking Questions

1. How many advisors do you consult before making any major business decision?

2. Have you tapped the wisdom and experience of your boss or leader?3. When was the last time you asked someone for help in business?

Sensitive Questions

1. Would assembling a personal board of advisors move you closer to your vision?

2. Who were the last three people you asked for advice?3. Are the smartest people the ones with the highest IQ scores and most

advanced degrees, or the ones who leverage the collective wisdom of others?


454


Coaching around building brain trusts means helping the performer get out of his own way. The concept is simple, but getting around the ego based thinking that denies its power can be a challenge.

Final Thought

Remember when you’re coaching around brain trusts that most of us have been taught to rely on our own intelligence and experience and not seek the advice of others for fear of appearing weak willed and feeble minded. Once you move the performer past this middle-class belief, the logic of asking people for help, guidance and support will make complete sense.

COACHING NOTES


455

Objective

To persuade the performer of the importance of constantly seeking strategic advantages in business.

Getting Started

Ask the performer about how she’s used strategic advantages in the past to become more successful.


1. Do strategic advantages really work or is a just a cute buzz term?2. Is it possible to develop more strategic advantages in your business?3. What are some of the best strategic advantages you’ve ever seen?


456

Middle-Class Beliefs/Strategic Advantages

1. There are no strategic advantages left in business today.2. Strategic advantages are just gimmicks that don’t work long term.3. Strategic advantages work for big corporations, not individuals.

World-Class Beliefs/Strategic Advantages

1. Strategic advantages are the ticket to differentiating your product or ser-vice.

2. Thinking about strategic advantages is an ongoing process in business.3. World-class thinking is the ultimate strategic advantage.

Shocking Questions

1. What is the best strategic advantage you’ve ever used in business?2. What is your current strategic advantage?3. Is it possible you’re one strategic advantage away from financial indepen-

dence?

Sensitive Questions

1. What would your boss say about your use of strategic advantages?2. If you invested more time thinking about strategic advantages, would you

be more successful?3. If you invested more time thinking about strategic advantages, would you

be able to leverage your time more effectively?


457


Your role in this process is simple: get the performer to start thinking about strategic advantages as a regular part of his daily routine. Once he hits on one that works, you won’t ever have to mention it again.

Final Thought

Coaching someone to think strategically and always be searching for new angles often falls on deaf ears until they experience uncommon success with this concept. Be persis-tent knowing once this occurs your work will be done.

COACHING NOTES


458

Objective

To teach the performer how to alter his perception of past events that drain his mental energy.

Getting Started

Ask the performer about a negative event that occurred in his life that he still thinks about every day.


1. Is it possible to change the way you feel about painful events of the past?2. What’s the advantage of reframing past events?3. Why don’t more people reframe painful past events?


459

Middle-Class Beliefs/Reframing Past Events

1. You can’t change the way you feel about the past.2. I can’t help the way I feel.3. It’s best to forget about the past.

World-Class Beliefs/Reframing Past Events

1. Any feeling can be changed through thought.2. Painful past events can create positive feelings through reinterpretation.3. Reframing promotes feelings of emotional health and well being.

Shocking Questions

1. How often do painful events of the past surface in your thinking?2. Are the painful events of the past creating or consuming your mental

energy?3. Are you angry about a past event you could reframe to create positive

energy?

Sensitive Questions

1. Where would you direct this new found mental energy?2. How many painful past events do you revisit every day?3. Would you be more successful, fulfilled and happier if you became a

master at reframing?


460


Many people have a hard time believing they have the power to con-trol and manipulate their feelings and emotions, and that’s the main challenge of coaching this secret. Start with one painful past event and stick with it until the performer understands and believes in the process.

Final Thought

Coaching someone to reframe past events gives them the power to control their own level of happiness. Feelings are created from thoughts, and once you alter the thought you alter the feeling that follows it.

COACHING NOTES


461

Objective

To help the performer understand the way the human brain oper-ates at the most fundamental level, and how to use this information to control it.

Getting Started

Explain that the brain’s primary purpose is preservation of the mind and body.


1. How does the brain protect the mind and body?2. Can the brain’s interpretation of events and circumstances be altered?3. What are the benefits and drawbacks of the brain’s role in self-preserva-

tion?


462

Middle-Class Beliefs/Brain’s Primary Purpose

1. The brain’s function cannot be altered or manipulated.2. The brain’s primary purpose is to keep the body alive.3. The brain’s primary purpose is thinking.

World-Class Beliefs/Brain’s Primary Purpose

1. Interpreting events is how the brain makes sense of the world.2. If you alter the brain’s interpretations, you alter it’s perception of reality.3. If you alter the brain’s perception of reality, you change the behavior it

commands the mind and body to follow.

Shocking Questions

1. Do you have a thorough enough understanding of how the brain works in order to manipulate it for your own benefit?

2. If you were on trial to prove you have vast knowledge of how your brain operates, would there be enough evidence to convict you?

3. How often are you able to alter the meaning of a seemingly negative event to something that empowers you?

Sensitive Questions

1. Give an example of a time you were able to alter the meaning of an event in order to change your brain’s response to it.

2. Have you ever had an experience that appeared negative yet had a posi-tive impact on your life?

3. Is there an event that’s currently happening in your life that you can change the meaning of in order to alter your brain’s response to it?


463


As you’re coaching around this, remember that changing the brain’s thinking eventually changes the way the performer feels about the event. The positive feeling is the end result.

Final Thought

Coaching around how the brain operates helps the performer gain a sense of control over his own bio-computer. It breeds self-confidence and success.

COACHING NOTES


464

Objective

To help the performer understand that logic drives strategy and emotion drives motivation.

Getting Started

Ask the performer why she is doing what she is doing in business, besides collecting a paycheck.


1. Do you believe emotion motivates better than logic?2. How does emotion fit into business?3. Is it possible to connect your deepest emotional desires to your success at

work?


465

Middle-Class Beliefs/The Why

1. There’s no place for emotion in business.2. Bring your head to work and leave your heart at home.3. It’s not the why that matters, it’s the how.

Primary World-Class Beliefs/The Why

1. Logic steers strategy. Emotion fuels motivation.2. The why is more important than the how.3. The why is often more difficult than the how.

Shocking Questions

1. If you explained your vision to a banker like you were explaining a busi-ness plan, would he be motivated enough to give you a loan?

2. Have you invested the time and effort to uncover your hidden emotional motivators?

3. Based on your past results, are more of a visionary or a daydreamer?

Sensitive Questions

1. What was the time in your life when you felt most empowered, like you could accomplish anything?

2. What values would you be willing to fight for? To die for?3. What accomplishment, if you were able to pull it off, would make your

business life complete?


466


One of your most important roles as a coach of this process is to help the performer uncover her deepest emotional motivators. The secret to this begins with reading her vision and crafting questions designed to unveil deeper and deeper emotions. Everyone has a story, and your job is to find the story behind the story, and then show the performer how to use that raw emotional power to manifest her vision. When the performer begins to answer your questions in terms of how she feels instead of how she thinks, you know you’re on the right track.

Final Thought

Helping someone uncover their deepest emotional power gives them a level of mental strength even science doesn’t fully understand. In world-class circles, it’s known as tap-ping the human spirit.

COACHING NOTES


467

Objective

To help the performer make the distinction between the five levels of thinking, and adopt the highest level, known as critical think-ing.

Getting Started

Ask the performer what level of thinking he uses most often, and how that’s impacting his performance at work.


1. At what level does the average person think?2. What are your thoughts about positive thinking?3. Does negative thinking have any value?


468

Middle-Class Beliefs/Critical Thinking

1. Critical thinking means being negative.2. Critical thinking doesn’t feel as good as positive thinking.3. Critical thinking is the same as positive thinking.

World-Class Beliefs/Critical Thinking

1. Critical thinking forces you to base your decisions on more stringent criteria.

2. Critical thinking reduces poor decision making.3. Critical thinking eliminates emotionally clouded judgment.

Shocking Questions

1. How do you know if you’re using critical thinking?2. How is critical thinking different than positive thinking?3. Why do positive thinking purists despise critical thinking?

Sensitive Questions

1. What percentage of your business decisions are made from critical think-ing?

2. Is critical thinking more middle or world class?3. How can you use critical thinking more often?


469


Coaching critical thinking begins with heightening the performer’s awareness of how it works and how often he’s using it. The key factors of using critical thinking are eliminating emotion and establishing as much criteria as possible in decision making. This should be an ongo-ing coaching conversation until he builds it into a habit.

Final Thought

Creating a critical thinker means creating a performer who makes decisions based on facts instead of feelings. While emotion and feelings are powerful motivators, they are lousy strategists. Your job is to teach him to use evidence-based logic to steer and feelings-based emotion to motivate.

COACHING NOTES


470

Objective

To persuade the performer of the ethereal, yet immensely powerful law of attraction.

Getting Started

Explain the law of attraction and ask the performer if she’s ever experienced it personally.


1. Do you believe we attract what we think about?2. Do you believe we attract what we are?3. Is the law of attraction a spiritual or secular principle?


471

Middle-Class Beliefs/Law of Attraction

1. The law of attraction cannot be scientifically quantified so it doesn’t really exist.

2. The law of attraction defies logic.3. The law of attraction is new age nonsense.

World-Class Beliefs/Law of Attraction

1. The law of attraction is a powerful force.2. The law of attraction is neither positive or negative.3. The law of attraction is neither secular nor spiritual, it just is.

Shocking Questions

1. Have you had any experience with the law of attraction?2. If you were able to harness the law of attraction would you be more suc-

cessful?3. How could you use the law of attraction to manifest your ultimate vision?

Sensitive Questions

1. How often do you think about your vision during the course of the day?2. What impact would using the law of attraction more often have on your

career?3. Is it possible you don’t fully understand the magnitude of impact the law

of attraction could have on your life?


472


Have the performer watch the hit movie, The Secret, and then have another discussion around this. Keep in mind that it’s not necessary for the performer to believe in this law 100% immediately. All you want to do is ask her to keep an open mind knowing there are always higher levels of awareness than any of us are currently experiencing. Like many ethereal concepts, coaching them successfully usually means exposing the performer to their existence and then waiting for her to have a positive experience, at which time her belief will become solidi-fied.

Final Thought

Remember when coaching this law that most people are operating out of a fear-based consciousness which severely hampers their ability to open their minds to higher levels of thought. Be persistent and patient, and eventually, the light bulb will illuminate.

COACHING NOTES


473

Objective

To convince the performer to build a mentor team of advisors.

Getting Started

Have a conversation around the power of using mentors to expedite the timeline to accomplishing her vision.


1. Do you believe building a mentor team would help you manifest your vision?

2. Why don’t more people use mentors?3. What is the downside of using mentors?


474

Middle-Class Beliefs/Mentors

1. Mentors will only tell me what I already know.2. There are no shortcuts to success.3. I already know what to do, I just have to do it.

World-Class Beliefs/Mentors

1. Mentors make you aware of things you never thought of.2. Using mentors is the most intelligent way to get what you want.3. Mentors shorten the time it takes to achieve your dreams.

Shocking Questions

1. Are you using the full potential of your mentor relationships?2. Do you have mentors who are experts in the specific areas of your life

where you wish to excel?3. Are you following your mentor’s advice to the letter? If not, why not?

Sensitive Questions

1. Have you outgrown your mentors?2. In the past 12 months, what percentage of your mentor’s advice have you

followed?3. What belief would you have to let go of in order to use your mentors

more successfully?


475


The most common obstacles you’ll encounter with performers who don’t use mentors is the belief that it won’t make significant difference in their lives. Another obstacle is the performer’s lack of clarity that makes it difficult to select appropriate mentors. Your job is to help the performer decide what he wants, and build a mentor team of experts to help him get it.

Final Thought

Coaching around mentors is a linear process, as long as the performer has a crystal clear vision of what he wants for his life. Make sure his vision is in place before taking the next step towards mentor team construction.

COACHING NOTES


476

Objective

To help the performer understand the critical role congruency plays in world-class success.

Getting Started

Talk about the performer’s habits, actions and behaviors as they relate to making his vision a reality.


1. Is there a relationship between what someone believes and the actions they take?

2. How do a person’s philosophies impact his level of success?3. What percentage of the population’s behavior is congruent with what

they profess to want?


477

Middle-Class Beliefs/Congruency

1. Doing the best you can is enough to succeed.2. Being congruent is easy.3. It’s impossible to be congruent.

World-Class Beliefs/Congruency

1. Being congruent is simple but not easy.2. Congruency is impossible without clarity.3. Congruency must be monitored every day.

Shocking Questions

1. Are your habits, actions and behaviors congruent with the size and scope of your vision?

2. Is it impossible to be congruent or just impossible for you?3. Is your vision clear enough to know what actions to be congruent with?

Sensitive Questions

1. Does your current level of congruency make you more of a visionary or a daydreamer?

2. How often do allow thoughts of self-delusion to creep into your self-eval-uation?

3. At what percentage of your behavioral capacity have you been perform-ing at in the last 90 days?


478


Congruency should be an ongoing discussion in all of your coaching sessions. Your job is to build a congruency consciousness in all of your performers until they become their own best success monitoring guide. Keep pounding away at this week after week and let the performer’s actions be the ultimate litmus test of his congruency.

Final Thought

Coaching around congruency is serious business. Once the performer’s vision is crystal clear, his daily habits, actions and behaviors determine his congruency. There’s no room for subjective analysis. He’s either congruent or not. It’s this in your face objectivity that makes this tool so powerful.

COACHING NOTES


479

Objective

To make sure the performer understands the difference between success, fulfillment and happiness, and that seeking fulfillment before success is one of the little known strategies of the world class.

Getting Started

Ask the performer about what success and fulfillment mean to her and the difference between the two.


1. What is your formal definition of success?2. What is your formal definition of fulfillment?3. Do you believe success, fulfillment and happiness are related?


480

Middle-Class Beliefs/Fulfillment

1. Fulfillment comes from success.2. Fulfillment is unrelated to success.3. Fulfillment and happiness are one and the same.

World-Class Beliefs/Fulfillment

1. Success, fulfillment and happiness are related but can exist on their own.2. Success is usually a linear, logical goal.3. Fulfillment and happiness are emotions that can occur naturally or be

artificially manufactured in the mind.

Shocking Questions

1. On a scale of 1-7, 7 being most fulfilled, how would you rate yourself?2. Which are you chasing harder: success or fulfillment? What are the

immediate and long term consequences or your focus?3. Do you love what you do so much, that if you had to you would do it for

free? If not, is that lack of love limiting you as a performer?

Sensitive Questions

1. If you felt more fulfilled at work would you be more successful?2. On scale of 1-7, 7 being totally in-love, how much do you love your

career?3. What percentage of your feelings of fulfillment come from your profes-

sional life?


481


Once the performer is able to make a clear distinction between suc-cess, fulfillment and happiness she’ll be able devote time to each one individually and prioritize them in accordance with her belief system.

Final Thought

Coaching around this concept is another exercise in creat-ing mental clarity. The more clarity you help the performer create, the less mental energy she will waste on thoughts that fail to move her closer to her ultimate vision.

COACHING NOTES


482

Objective

To help the performer understand the benefit to creating space between his thoughts for optimal thinking.

Getting Started

Ask the performer what he thinks about this concept and what steps, if any, he has taken to escape cognitive overload.


1. Do you believe clarity and depth of thought are compromised when excessive cognition occurs?

2. Do you believe the brain has a limited capacity for thought?3. What do you believe are the most effective tools for reversing cognitive

overload?


483

Middle-Class Beliefs/Excessive Cognition

1. I don’t have time to escape excessive cognition.2. You can overcome excessive cognition if you’re mentally tough enough.3. Cognitive overload has no adverse affects on thinking and decision

making.

World-Class Beliefs/Excessive Cognition

1. Psychological rest and recovery are as important as physical rest and recovery.

2. Psychological rest is a catalyst for creativity.3. Escaping excessive cognition will boost your physical energy and mental

energy.

Shocking Questions

1. Are you using psychological rest and recovery as a reward or a perfor-mance strategy?

2. If you built more mental rest and recovery into your daily schedule would you be more successful?

3. What mental recovery strategies have you used in the past and how did they work for you?


484

Sensitive Questions

1. Do you believe mental recovery is an excuse for goofing off, or is it a legitimate performance strategy?

2. Is it possible you are underestimating the magnitude of impact escaping excessive cognition can have on your ability to think?

3. How do you make the distinction between emotional, cognitive and physical overload?


The biggest obstacle most coaches face in this area is the belief that this is an excuse for laziness. The second biggest obstacle is coaching people who are lazy and not intellectually overloaded and need to be more engaged. If you’re coaching the latter, eliminate this strategy for now. If you’re coaching the former, work on upgrading this limiting belief.

Final Thought

Coaching around escaping excessive cognition for high per-formers can be challenging due to an old middle-class belief that says working harder is the only way to get ahead. This worn out belief was passed down from generations where physical labor ruled the day, and linear strategy kept you alive. In the age of the mind, more intelligent strategy cre-ates exponential results.

COACHING NOTES


485

Objective

To remind the performer of the critical nature of honoring you promises.

Getting Started

Talk with the performer about her follow up habits and get a feel for how she sees this component of world-class success.


1. If keeping your word in business is so important why don’t most people do it?

2. What makes follow up so critical to success?3. How does someone go about improving their follow up skills?


486

Middle-Class Beliefs/Follow Up

1. Following up is common sense and doesn’t need to be focused on.2. Follow up is only important when the prospect wants to buy.3. Follow up is only critical on the big deals.

World-Class Beliefs/Follow Up

1. Follow up tells the prospect more about you than anything you say.2. Follow up tells your customers how you think about service.3. Keeping your word is the best marketing strategy you can employ.

Shocking Questions

1. Are your follow-up skills more middle or world class?2. How often do you keep your word about the little details in your personal

and professional life?3. Who is the best follow up person you know and what makes him or her

so good?

Sensitive Questions

1. What habit would you have to change in order to build world-class follow up skills?

2. If you had better follow up skills would you be more successful?3. Are your follow up skills moving you closer to your vision, or do they

need to be improved?


487


The typical challenge with coaching around follow up and keeping your word is the performer’s dismissal of the concept due to its sim-plicity. The fact is, no matter how simple, most people are lousy at following up. This should be an ongoing conversation to make sure the performer is constantly evaluating her habits in this area.

Final Thought

Never allow the performer to get lazy or complacent when it comes to follow up skills and keeping her word. Following up on the big things is easy to coach. What you should be coaching around is how following up on the little details of seemingly unimportant deals or events affects her habits in this area.

COACHING NOTES


488

Objective

To remind the performer of something he learned as a child, but doesn’t always follow as an adult. Gather the information and then do what’s right.

Getting Started

Have a conversation about how this simple philosophy relates to his life both personally and professionally.


1. How often do leaders do what’s right in business?2. How often do political leaders do what’s right?3. Why don’t people do what’s right more often?

Middle-Class Beliefs/Doing What’s Right

1. You can only do what’s right when it’s not going to hurt anyone.2. You can’t always afford to do what’s right.3. Successful people rarely do what’s right unless it benefits them.


489

World-Class Beliefs/Doing What’s Right

1. Doing what’s right is the best strategy you can employ for success.2. Doing what’s right helps develop extraordinary relationships.3. Doing what’s right feels right.

Shocking Questions

1. What percentage of the time do you do what’s right in business?2. Is your habit of doing what’s right congruent with your value system?3. On a scale of 1-7, 7 being every time, how often do you do what’s right?

Sensitive Questions

1. When people elect not to do the right thing, what are they afraid of?2. How does doing what’s right affect your self-esteem?3. Are you satisfied with how often you choose to do what’s right?


490


This is another simple but powerful concept that should be discussed on a regular basis if the performer wants to become world-class. Per-suade him to build this idea into his everyday decision making until it becomes a habit.

Final Thought

Coaching someone to build the habit of doing what’s right creates the opportunity to increase not only his professional success, but his peace of mind and personal happiness.

COACHING NOTES


491

Objective

To persuade the performer that world-class results stem from big thinking; and that thinking big is a habit that can be nurtured and developed.

Getting Started

Spend some time discussing the impact of thinking big and the excitement it offers.


1. What does thinking big mean to you?2. What impact does thinking big have in most people’s lives?3. Is thinking big limited to business life, or is it possible to think big in

your personal life?


492

Middle-Class Beliefs/Thinking Big

1. Thinking big is for rich people.2. Thinking big is pie in the sky.3. Thinking big isn’t part of the real world.

World-Class Beliefs/Thinking Big

1. Thinking big is a habit anyone can develop.2. Thinking big means transcending the fear of failure.3. Thinking big always precedes world-class results.

Shocking Questions

1. Do you consider yourself a big thinker? If so, compared to whom?2. If you thought bigger would you be getting bigger results?3. How can you use big thinking in your personal life?

Sensitive Questions

1. On a scale of 1-7, 7 being biggest, how would your three closest friends rate your level of thinking?

2. What results do you have to show for your big thinking?3. What beliefs would you have to build in order to double the size of your

thinking?


493


Remember that thinking big is a relative concept. Many people’s big thinking means living a middle-class existence and being comfortable. Your job is to help the performer recognize that the size of his think-ing determines the level of success he will achieve. The goldfish never outgrows the bowl, and people rarely succeed beyond their own expec-tations.

Final Thought

Coaching the art of thinking big means coaching around the performer’s expectations and what he believes in possible.

COACHING NOTES


494

Objective

To remind the performer we become like the people we hang around.

Getting Started

Ask the performer about how her associations have affected her life.


1. Do you believe consciousness is contagious?2. If the people we associate with is so critical to our success, why do most

of us select people at our same level of success?3. How do other peoples beliefs, habits and philosophies become ours?


495

Middle-Class Beliefs/Building Cocoons

1. Cocooning your consciousness is only for great athletes and millionaires.2. Associating with people to elevate your thinking is cold and calculated.3. Purposely avoiding people because of their middle-class consciousness is

snobby and uncaring.

World-Class Beliefs/Building Cocoons

1. Cocooning is one of the most intelligent strategies you can employ.2. Cocooning is easy.3. Cocooning is the fastest way to elevate your thinking.

Shocking Questions

1. Do most of the people you associate with think like you?2. Do the people you associate with the most have about the same net worth

as you?3. Are the people you associate with most expanding your thinking?

Sensitive Questions

1. If you isolated yourself from middle-class thinkers more often would you be more successful?

2. What belief would you have to let go of in order to utilize the cocooning concept more often?

3. What steps would you have to take immediately in order to build a world-class cocoon in the next 90 days?


496


The biggest hurdle you’ll encounter when coaching around cocoon-ing is the belief that you have to give up spending time with family and friends because they’re not world-class thinkers. Let the performer know up front that cocooning means being more conscious of the time you’re spending with these people and the impact it’s having on your thinking. If you were an alcoholic you would certainly attempt to spend less time with people who get drunk all the time, but you prob-ably wouldn’t cut them out of your life. Middle-class thinking is habit of thought that leads to mediocrity, and it’s easy to fall back into it if you are overexposed to its addictive philosophy.

Final Thought

Just like smoking, drinking, eating junk food or any other vice, exposure to middle-class thinking must be moderated for those aspiring to world-class results. Remember to coach around the idea that just because people are middle-class thinkers doesn’t make them middle-class people, or any less of a human being than a world-class thinker. No more than a lousy golfer makes someone a lousy person. Just like golf or any other skill, thinking has levels of expertise. Coach them to associate with people at the highest levels and imi-tate their level.

COACHING NOTES


497

Objective

To reinforce the concept of taking full responsibility for every-thing that happens in our lives, and to repent for the mistakes we’ve made in the past.

Getting Started

Talk to the performer about her beliefs around taking responsibility, repentance and ego vs. spirit-based thinking.


1. What impact does taking the blame for mistakes have on other people?2. What’s the main difference between ego and spirit based thinking?3. What effect does apologizing to people for your mistakes have on their

thinking?


498

Middle-Class Beliefs/Repentance

1. To repent is weak.2. Repenting robs me of my victim status.3. Repenting makes me look stupid.

World-Class Beliefs/Repentance

1. Repenting is a sign of strength and self-assurance.2. Repenting frees up the mental energy I would waste on thinking about

the situation I’m repenting for.3. Repenting highlights my emotional maturity.

Shocking Questions

1. If you built the habit of apologizing when you’re wrong would it make you more successful?

2. If you built the habit of apologizing when you are wrong would it make you happier?

3. Do you have any thoughts of victim mentality in any area of your life that you’re still hanging on to?

Sensitive Questions

1. Do you believe it’s possible to take full responsibility for everything that happens in your life? What are the advantages of adopting this philoso-phy?

2. When was the last time you apologized to someone for your behavior?3. What percentage of the time are you in a spirit based consciousness as

opposed to an ego-based consciousness?


499


Remember the foundation of repentance is a spirit based conscious-ness and the belief of full responsibility. If you coach around those ideas, repentance will take care of itself.

Final Thought

Coaching repentance in a competitive, ego-driven society takes real skill. The key is to guide the performer to a higher level of thought and teach him how to tap his spirit.

COACHING NOTES


500

Objective

To persuade the performer to dissect his fears and emotions and categorize them as adolescent or adult.

Getting Started

Have a discussion about the difference in thinking between children and adults. Be sure to give real world examples of adults operating under adolescent fears such as the fear of crowds, public speaking, and rejection.


1. Have you carried any of your adolescent fears or emotions into your adult life?

2. Why don’t some fears and emotions ever evolve past adolescence?3. Is it possible to upgrade adolescent fears and emotions to adult thinking?


501

Middle-Class Beliefs/Growing Up

1. All adolescent fears and emotions automatically dissolve when we become adults.

2. Growing up emotionally happens with age.3. Growing up emotionally can’t be forced.

World-Class Beliefs/Growing Up

1. Growing up emotionally is a decision.2. Growing up emotionally begins with awareness.3. Growing up emotionally allows you to see the world more objectively.

Shocking Questions

1. Are their areas in your life where you need to evolve emotionally?2. Does the concept of growing up emotionally offend you? If so, what do

you believe that says about your thinking?3. Can you think of an example of a time you forced yourself to grow up

emotionally? Did it help or hurt you?

Sensitive Questions

1. If you made your emotional evolution a part of your daily personal devel-opment would it help you manifest your vision?

2. Would evolving emotionally make you happier?3. On a scale of 1-7, 7 being most evolved, how emotionally grown up are

you?


502


The challenge in coaching around growing up emotionally is the belief that says since I’m physically grown up, I must be emotionally grown up. The fact is many people are afraid of the same things at age sixty-five that they were at five. Your job is to help them see the areas that never evolved past adolescence and help them make the adjustment.

Final Thought

Coaching someone to grow up emotionally means getting them to take a microscope to their fears and emotions, and then helping them realize that while this philosophy may have helped them as a child, it’s time to let it go. Every emo-tion has a season, and the secret is to keep the emotions of our childhood back where they belong.

COACHING NOTES


503

Objective

To help the performer see diversity as a strategic advantage since people from different backgrounds and beliefs have their own unique way of making sense of the world.

Getting Started

Have a conversation about the power of looking at the same problem from a completely different point of view.


1. Do you believe diversity could be a strategic advantage in business?2. Why do you believe diversity has been overlooked by the masses as a

strategic advantage?3. Why do the masses discriminate against people from diverse background

and beliefs?


504

Middle-Class Beliefs/Diversity

1. Embracing diversity is about political correctness.2. Embracing diversity is an exercise in tolerance.3. Embracing diversity is about doing the right thing.

World-Class Beliefs/Diversity

1. Embracing diversity is about tapping the potential of people from differ-ent backgrounds and experiences.

2. Embracing diversity is an exercise in strategic thinking.3. Embracing diversity is about intelligent business strategy.

Shocking Questions

1. If you were to embrace diversity at a higher level would you be more suc-cessful?

2. Could diversity be the competitive advantage you’ve been looking for?3. What beliefs would you have to upgrade in order to embrace diversity at

a higher level?

Sensitive Questions

1. What would you have to let go of in order to embrace diversity?2. What action steps could you take immediately to begin using diversity as

a competitive advantage?3. What seemingly complex problem you’re struggling with could you use

as a test to the power of tapping into the mind of someone from a differ-ent background or belief system?


505


The most common obstacle you’ll face coaching around diversity is the belief that embracing it is politically correct. The real benefit is the strategic advantage diversity offers.

Final Thought

The essence of coaching around embracing diversity is the problem solving potential represented when different people approach the same problem and view it through a different set of psychological filters.

COACHING NOTES


506

Objective

To persuade the performer that the way they use the language forms the foundation of their belief system.

Getting Started

Ask the performer what level of thinking his everyday language most reflects: middle or world class?


1. How does language affect a person’s behavior?2. How does language affect a person’s results?3. Does language have the power to program or reprogram your belief

system?


507

Middle-Class Beliefs/World-Class Language

1. The way you use the language has nothing to do with your results.2. Different uses of language are just semantics.3. You can’t determine how someone thinks just by listening to how they

use the language.

World-Class Beliefs/World-Class Language

1. What we say to ourselves shapes our belief system.2. Exposure to language creates our beliefs.3. World-class self-talk leads to world-class beliefs.

Shocking Questions

1. What is your current level of self-talk?2. How would you categorize your self-talk over the course of your life?3. What level of language have you had the most exposure to?

Sensitive Questions

1. Do you believe it’s possible to upgrade your language to world class in the next 90 days? If so, how? If not, why not?

2. How is your level of language affecting your current behaviors?3. What belief or beliefs would you have to let go of in order to upgrade

your level of language to world class ?


508


Remember the first step in this process is helping the performer become more acutely aware of their level of self-talk and use of language in every day conversation. Once they identify their level, all you have to do is teach them the language of the world class and help them implant it into their daily life until it becomes a habit.

Final Thought

Coaching the use of language has the power to change a per-son’s entire belief structure over time. Be patient and persis-tent. Always remember that odds are you are the one person in her life who will coach her in this area, which has the power to make or break her vision.

COACHING NOTES


509

Objective

To train the performer to focus on the cause rather than the effect.

Getting Started

Ask the performer to make the distinction between cause and effect and how he knows the difference.


1. What’s the advantage of identifying the cause of a problem?2. Why do you believe most people focus on the effect rather then the

cause?3. Do you believe fixing the cause solves the problem?


510

Middle-Class Beliefs/Cause and Effect

1. Cause and effect are the same thing.2. The difference between cause and effect is semantics.3. It’s easier to fix the effect than the cause.

World-Class Beliefs/Cause and Effect

1. Fixing the effect and hoping for the best is positive thinking.2. Identifying the cause and solving it requires critical thinking.3. Thinking is a cause and behavior is an effect.

Shocking Questions

1. What role has your philosophy on cause and effect played in your suc-cess, fulfillment and happiness?

2. What percentage of the time do you attempt to solve the cause rather than the effect?

3. What middle-class belief drives the masses to focus on effects rather than causes?

Sensitive Questions

1. If you were being tried in a court of law for focusing on causes in prob-lem solving would there be enough evidence to convict you?

2. What could you do in the next 90 days to increase your level of aware-ness as it relates to cause and effect?

3. What are you doing on a daily basis to upgrade your level of thinking?


511


Continue to remind the performer of cause and effect and you’ll see how fast this mental toughness secret works. This should be a part of every coaching session.

Final Thought

Increasing a performer’s awareness around cause and effect is one of the easiest ways to move him toward his vision.

COACHING NOTES


512

Objective

To help the performer tap into a higher frequency of thinking within the parameters of her belief system.

Getting Started

Ask the performer if she has ever tapped into a higher source of thought through meditation, prayer, solitude or any other catalyst.


1. Do you believe in a higher level of intelligence?2. Do you believe most people tap into infinite intelligence out of love or

fear?3. Why are most people afraid to talk about their spiritual beliefs?


513

Middle-Class Beliefs/Infinite Intelligence

1. You have to be religious to call on infinite intelligence.2. You have to be able to meditate to tap into infinite intelligence.3. You have to be spiritual to tap into higher levels of thinking.

World-Class Beliefs/Infinite Intelligence

1. Answers from a higher source of thinking are waiting for your discovery.2. The universe is conspiring to help you get exactly what you want.3. Tapping your source of higher thinking means changing the vibra-

tional frequency of your thoughts to the same frequency as the source. Thoughts of love, abundance and gratitude are examples of higher fre-quency thinking.

Shocking Questions

1. Is it possible you’re beliefs in this area are holding you back?2. Is it possible your beliefs in this area are making your success tougher to

achieve?3. Would you be more successful if you were able to tap into higher levels

of your own thinking a daily basis?


514


The biggest challenge in coaching around this idea is the emotional baggage many people carry about their religious beliefs. Get around this by focusing on tapping into the source instead of where the source originates. Remember that this is not a religious or spiritual strategy, it’s a thinking strategy.

Final Thought

Coaching around infinite intelligence as a tool for problem solving is a classic non-linear performance strategy that can be used by anyone, regardless of their religious or spiritual beliefs.

COACHING NOTES


515

Objective

To help the performer differentiate between thoughts that create energy and thoughts that consume it.

Getting Started

Have a discussion around the impact of thoughts on energy and get the performer to start thinking about whether his dominant thoughts are helping or hurting him.


1. Do you believe your thoughts have an impact on your energy levels?2. Can additional energy be created through thinking?3. Why don’t most people think thoughts that create energy?


516

Middle-Class Beliefs/Energy

1. Energy cannot be created through thought.2. Energy is consumed through physical work, not thought.3. Energy is unrelated to attitude.

World-Class Beliefs/Energy

1. Positive thinking creates energy.2. Thoughts of optimism create energy.3. Fear-based thoughts consume energy.

Shocking Questions

1. What percentage of your thoughts create energy?2. If you had more energy would you be more successful?3. How often do you monitor your thinking for energy-creating or energy

consuming thoughts?

Sensitive Questions

1. Could elevating your awareness of how your thinking is affecting your energy become a strategic advantage for you?

2. How can you begin using this idea in the next 10 days?3. What thoughts will you have to decrease or completely eliminate in order

to create more energy?


517


Coaching around how thoughts affect energy is mostly a matter of awareness. Belief change or upgrade in this area can happen very quickly as the performer experiences more energy with each new thought of hope and optimism. Your job is to make this an ongoing part of your coaching sessions until the strategy becomes a habit.

Final Thought

Coaching a performer on how to create energy with his mind could be the strategic advantage that moves him into the world class. With increased energy comes new ideas, a greater sense of well being, and more action towards the vision.

COACHING NOTES


518

Objective

To persuade the performer to embrace nonlinear thinking when attempting to solve complex problems.

Getting Started

Get a feel for the performer’s beliefs around nonlinear thinking and ask her for examples of how she’s used it in her own life.


1. What is the central difference between linear and nonlinear thinking?2. If nonlinear thinking is so powerful, why don’t they teach it in school?3. Is non-linear thinking a skill you develop or something you’re born with?


519

Middle-Class Beliefs/Nonlinear Thinking

1. Linear and nonlinear thinking are the same thing.2. If a problem can’t be solved nonlinear thinking won’t make any differ-

ence.3. I don’t have time for nonlinear thinking.

World-Class Beliefs/Nonlinear Thinking

1. Nonlinear thinking can solve almost any problem.2. Nonlinear thinking helps people build vast reserves of wealth.3. Nonlinear thinking allows you to earn more and work less.

Shocking Questions

1. Could the biggest challenge you’re currently facing be eliminated through a nonlinear strategy?

2. Is it possible you haven’t fully tapped your nonlinear thinking capabili-ties? If so, what steps can you take to change this?

3. If you implemented nonlinear thinking more aggressively, would it reduce the level of stress you feel on a daily basis?

Sensitive Questions

1. How advanced are your nonlinear thinking skills?2. What would you have to let go of in order to become a better nonlinear

thinker?3. If you train yourself to become a better nonlinear thinker, what is the

potential impact on your vision?


520


Keep in mind that nonlinear thinking is like a building a muscle: The more you exercise it the stronger it gets. Continue pushing in this area and you’ll begin to see quantum leaps of success in your students.

Final Thought

Coaching nonlinear thinking is like handing over the keys to the castle. It makes almost any problem solvable and any dream possible.

COACHING NOTES


521

Objective

To help the performer realize that his greatest asset in business and life is creative thought.

Getting Started

Talk to the performer about the evolution of success from physical labor to creative problem solving, and how he’s using his mind to get what he wants.


1. Do you believe your ability to think is your greatest asset?2. Why is thinking the highest paid work?3. Is it possible to become a better thinker, or is it something you’re born

with?


522

Middle-Class Beliefs/Getting Paid to Think

1. No one really gets paid to think.2. Thinking isn’t real work.3. Getting paid to think is unfair to people who have to work for a living.

World-Class Beliefs/Getting Paid To Think

1. Creative problem solving is the hardest work of all.2. Solving problems creates wealth.3. Great thinkers are society’s most valuable citizens.

Shocking Questions

1. If you were a better thinker, would you be making more money?2. What are three things you could implement immediately to become a

better thinker?3. How much time do you spend in solitude thinking?

Sensitive Questions

1. Is it possible your biggest source of stress could be eliminated through better thinking?

2. Could more creative thought make your life easier?3. What new beliefs would you have to adopt in order to invest more time in

creative thought?


523


The concept of getting paid to think violates most middle-class beliefs about work, so be aware of this as you’re coaching it. Your job is to persuade the performer that his mind is a billion dollar computer just waiting to be tapped, and the more he uses it the stronger it gets.

Final Thought

Keep in mind what’s at stake for the performer as you’re coaching around the power of thinking. If you can convince him to build his mental muscle, one day it could be the only muscle he needs to earn a substantial living.

COACHING NOTES


524

Objective

To help the performer realize that only a series of subtleties sepa-rate the world class from the middle-class.

Getting Started

Start a dialogue with the performer about what small changes she would have to make in order to become a world-class performer.


1. Is the idea that only a series of subtleties separate the good from the great just a positive thinking platitude?

2. Are more world-class performers born or made?3. If the middle class and world class are only separated by a razor’s edge,

how come more people don’t become great performers?


525

Middle-Class Beliefs/Razor’s Edge

1. It takes more than subtle changes to be great.2. Most world-class performers are born with world-class talent.3. Great performers are smarter, more educated and luckier than average

performers.

World-Class Beliefs/Razor’s Edge

1. The difference between a life of mediocrity and a life of achievement lives in the details of a hundred different areas.

2. World-class performers are made, not born.3. World-class thinking is built one day at a time.

Shocking Questions

1. In what areas of your performance are you a razors edge away from world-class skill?

2. How can you close the gap between where you are and where you want to go?

3. If you focused on the subtle differences between your skills and the skills of the best performers in your industry, how long would it take you to be ranked among the top five percent?


526

Sensitive Questions

1. What beliefs would you have to abandon or upgrade in order to adopt this razors edge philosophy?

2. What are three things that the best performers in your industry do that you don’t do?

3. In what areas do you need to improve on in order to join the ranks of the world class?


This is about coaching around the belief that world-class success is closer than most of us think. Help the performer identify the areas that need improvement and you will reduce the intimidation they feel when comparing themselves to the best in the world.

Final Thought

Coaching around beliefs is a process that requires patience and takes time. Just remember that any belief can be altered or upgraded over time, and the payoff for the performer will be life changing.

COACHING NOTES


527

Objective

To persuade the performer that continuing education, both formal and self-education, is one of the key factors in the extraordinary success of the world class.

Getting Started

Talk to the performer about the role self-education plays on the street and in the real world.


1. Do you believe in learning more from your own experience or the experi-ence of others?

2. What forms of self education do you believe in and what forms do you feel are a waste of time?

3. If self-education and personal development are so powerful, why does only five percent of the population take advantage of it?


528

Middle-Class Beliefs/School’s Never Out

1. Formal education is the only way to succeed.2. The more degrees you have the more money you’ll make.3. Personal development and self help is for naïve, uneducated people.

World-Class Beliefs/School’s Never Out

1. Personal development is for everyone.2. When you stop learning you stop growing.3. Learning and growing is the key to success.

Shocking Questions

1. If you invested more time educating yourself on a daily basis would you be more successful?

2. If you had to prove to a jury you believed in personal development what evidence could you present?

3. Why does 95% percent of the population ignore the power of personal development?

Sensitive Questions

1. If you were involved in self education would you feel happier?2. If the average person reads one business book per year what would

happen if you read ten books per year?3. What beliefs would you have to let go of in order to increase the intensity

of your personal development program?


529


The premise behind this concept is simple: If you build a better machine, you will get better results. Keep coaching around taking responsibility and working as hard on yourself as you do on your business.

Final Thought

Coaching around ongoing formal and self education has the power to give someone control over their level of success. If you’ll reinforce this at every coaching session until the performer begins to take action, you’ll eventually fulfill your coaching obligation by eliminating the performer’s need for your help. Once the performer learns to coach himself, you can move on to someone new and start over again.

COACHING NOTES


530


531

Learning Resources

• 177 Mental Toughness Secrets

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Mental Toughness University Helps Companies Increase Sales

And Move Market Share By Creating A No Excuses-High Performance Culture

Mental Toughness University is a comprehensive mental training process that moves sales and management teams from good to great. Mental Toughness trains people how to control their thoughts, feelings, and atti-tudes, before, during and after a performance. Especially under pressure.

What Are The Benefits of Mental Toughness Training?Most MTU corporate clients are sales and management teams that report dramatic increases in sales. Man-agement teams benefit by learning how to coach the mental toughness process and implement it immedi-ately into their daily coaching with their sales team. Managers often adopt new criteria for hiring salespeople after completing the course. Employee retention rates are also affected due to the personal benefits gained during the training. MTU delivers both professional and personal results. Since most research shows that an employee’s job is not the most important aspect of his or her life, the ongoing personal benefits of this program tend to raise the switching cost of an employee moving to another company. Companies often experience enhanced customer service from the participants as a result of their new level of focus on the customer.

Mental Toughness University is Not a Traditional Training Program.

MTU is a Process, Not a Program. It’s about training people how to THINK like world-class performers, and how to control and manipulate their own emotions for MAXIMUM performance. MTU is a cross between emotional intelligence training and critical thinking. It’s an introspective process that causes people to examine their thoughts, feelings attitudes, and beliefs and how they are directly impacting their results. We call the process, ‘Facilitated Introspection’. The six-hour program is an awakening to expose participants to the process and show them there’s a higher level of emotional competence and mental performance than they are experiencing. MTU facilitates this emotional transformation over the next 12 months during the teleconference follow up pro-gram. Each participant is assigned 20 minutes of homework each week and held accountable for submitting it. Both the six-hour seminar and the follow-up teleconferences are highly interactive. Most people that go through the process have never been exposed to this level of personal introspection. They may be familiar with some of the content, but the real growth and change comes from them getting to know themselves. Most participants are shocked and surprised to learn how little they know about themselves. The Mental Toughness University Process has the power to bring out the best in any performer who will engage his or her mind in the process.

For more information, visit www.mentaltoughnessuniversity.com

“Imagine doing what you want,

when you want, with whom you want,

for as long as you want, without

ever having to answer to anyone…”

That was my dream. My vision.

My ultimate fantasy . . .

. . . and it came true.

If you are ready to live YOUR dream, visit

www.mentaltoughnesscollege.com

or call 561.733.9078

The great ones believe that nearly any goal is within their reach, and this single belief sets off a mental domino effect that continues to manifest one success after another. They literally THINK their way to the top, and 99% of them are no smarter than you and I.

Here’s the problem:It’s not easy to make the distinction between the good and the great unless you know what you’re looking for. After 20 years of studying champions, I’ve discovered that it’s really a series of subtleties that add up to make the difference. Without knowing what to look for, most people will completely miss these subtleties. When you stand the champion next to a middle-class performer, there doesn’t appear to be much difference. Have you ever thought to yourself, “I can’t figure out why so and so is so successful; he/she doesn’t seem to be any different than me or anyone else?”

Me, too. But not anymore. The differences are huge, but not very visible. So here’s what I’ve done. I’ve selected the biggest differences between the winners and the still-trying, and I’ve put all of this information on a 12 CD series called Mental Toughness Mastery. You will receive 12 CDs detailing exactly how champions think and process information, as well as real life stories and examples of the world-class performers I’ve worked with over the years, and how to incorporate these ideas and philosophies into your life . . . immediately.

Order by calling 561.733.9078 or visit www.mentaltoughnessmastery.com

MENTAL TOUGHNESS MASTERY12 CD Series

“Have You Got What It Takes To ProduceMillion Dollar Results?”

For most people, the answer is YES and NO.YES, they have the POTENTIAL and TALENT.

NO, they lack the BELIEF SYSTEM it takes to ACHIEVE and SUSTAIN World Class Results.

It’s sad, but true.

That’s why you see people who have won the lottery losing it, or getting in trouble with the IRS, or plagued with other self-induced difficulties.

For the top ten distinctions between middle class and world class thinkers visit

www.milliondollarmind.com

The Making Of AMillion Dollar Mind

MTI is a mental toughness training and support system designed to work in conjuntion

with your diet and exercise program. It’s a 12-week telecourse that combines mental

toughness training with a national support network. It’s a cross between a support group

and boot camp!

Order by calling 561.733.9078 or visit www.thefatlosers.com

MENTAL TOUGHNESS INSTITUTE

FOR WEIGHT CONTROL

Your multi-million dollar leadership team consists of Bob Proctor, the master of income

acceleration . . . Larry Wilson, leadership guru of the Fortune 500 . . . Bill Gove, the father

of professional speaking . . . and Steve Siebold, mental toughness trainer of champions.

In this ground-breaking program, these world-renowned experts teach you how to apply

the secrets that catapulted them to the pinnacle of their professions – and how YOU can

apply their collective wisdom to dramatically accelerate the growth of your network mar-

keting business.

Never in the history of network marketing have leaders of this magnitude joined forces to

share their secrets of success – and give YOU the tools necessary to create your future

and become a multi-million dollar leader in the field of network marketing.

Order by calling 561.733.9078 or visit www.networkmarketingleadership.com

CREATE THE FUTUREMP3 Download

How To Market And Sell Yourself As A Professional Speaker:

The truth about what it REALLY takes to make it in the professional speaking business.

If you have ever considered a professional speaking career, this may be the beginning of a very

successful, fulfilling, financially rewarding journey. How to Market and Sell Yourself as a Professional

Speaker debunks the myths and mysteries of the professional speaking business, and reveals the

truth and little known behind the scenes information that only an insider can give you. Nothing is

held back on this album. You won’t hear any hype or rah-rah nonsense...just the facts about how

to succeed in the speaking business at the six and seven-figure level.

Some of the things you will learn:

• How to select the right topic and connect it to solving a problem that individuals and organizations will pay for

• How to market and sell yourself to major corporations for substantial fees

• How to set your speaking fees based on your speaking skills and value proposition

• How to market to the 400 major speakers bureaus

• How to create a multidimensional marketing machine for your speaking business

• How to gain national recognition as a topical expert by writing articles and columns for magazines and trade journals

• How to create CD and DVD albums that make money while you sleep

• How to conduct, market and sell hundreds of thousands of dollars in training over the telephone with less than 2% overhead

• How to conduct, market and sell your own interna-tional private coaching program in person or over the telephone

• How to create ongoing lead generation systems for your speeches, seminars, workshops, coaching pro-grams, consulting services and CD, tape, and video albums

For more information, visit www.professionalspeakermarketing.com

Where Do Executives, Professionals, CelebritiesAnd Professional Speakers PRACTICE TheirSpeaking Skills And TEST Their Material?

The Bill Gove Speech Club

The BGSC is an international network of exclusive professional public speaking clubs for advanced speakers. Since 1947 the Bill Gove Speech Workshop has been known as the Harvard of Professional Speaking Schools, training more world-class speakers than any organization in history.

Are You Ready To Join Us?

New York CityLos AngelesPhiladelphia

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www.billgovespeechclub.com

What you will learn

• How to write and catalog speeches like a professional speaker

• The secret of the world’s best speakers

• The support secret that professional speakers use to relax before every speech

• How to use theatrical techniques in your presentation

• The grand prix racing vocalization technique

• How to integrate humor into any speech. What to do if you go blank on stage

• The pressure-proofing system that will end stage fright...forever

• How to create your speeches with passion...but deliver them with skill

• The two tools you must own to develop your skills

• The Mark Twain technique of handcrafting every speech

This six DVD set is loaded with so much content you will have to view it numerous times to digest it all. Learn fifty years of the best speaking and speech writing skills in the profession.

If you’re serious about public speaking or building a career as a fee paid professional speaker, this may be the opportunity you’ve been looking for. Sixty years of information on six DVD’s.

It would take you YEARS to learn all of this material by trial and error...or you could simply invest in this program and learn it over the course of a couple of days, and have it on DVD to be able to review over and over again.

For more information visit www.speechseminar.com

Imagine...

Gaining Over A Half-Century Of Wisdom In

Professional Speaking Skills In Just 6 Hours...

In The Privacy Of Your Own Home...

Direct From The Most Successful

Professional Speaking School In The World.

Listen, Laugh and Learn with one of the most celebrated professional speakers and philosophers of all-time: Mr. Bill Gove. This series captures Bill Gove at the most magical times of his 54-year speaking career. From his famous 1954 sales speech for 13,000 people at the International Amphitheatre in Chicago . . . to his 1991 Golden Gavel Acceptance Speech in Atlanta. These speeches are the heart and soul of Bill Gove’s philoso-phies on business, love, life and living. You’ll never see the world the same way after you’ve seen it through the eyes of Bill Gove.

Bill Gove, CSP, CPAE 1912-2001Bill Gove was known around the world as the Father of the Professional Speaking Industry. He was the first President of the National Speakers Association, and one of the most popular speakers of the 20th century. He was inducted into the International Speakers Hall of Fame in 1975, and honored as the International Speaker of the Year in 1976. Mr. Gove won the Cavett Award in 1980, (The Oscar of Professional Speaking) and Toastmasters International’s Golden Gavel Award in 1991. In 1997, he partnered with Steve Siebold to from the Gove Siebold Group, an international training and consulting firm based in Boynton Beach, Florida.

Order by calling 561.733.9078 or visit www.bestofbillgove.com

This downloadable MP3 explains the world-famous PowerBoard system direct from the vault of the Bill Gove Speech Workshop. This is your only opportunity to hear the Power-Board system explained by the great Bill Gove himself; because it was the only recording he ever made detailing the system. You’ll hear live speeches, Bill Gove made in sold-out auditoriums around the United States during the 1960s, 70s, 80s and 90s. These speeches will give you a great feel for what goes into to the making of a world-class speech, and how you can adapt and upgrade your content and speaking style to do the same. This album is super-informative and highly entertaining. After you listen to it, you’ll know exactly why Bill Gove was regarded as the master of masters on the platform.

Order by calling 561.733.9078 or visit www.speakingeasy.com

SPEAKING IS EASY . . .

YOU ALREADY KNOW HOW TO DO IT!

By Steve Siebold & Bill GoveMP3 Download

The Ultimate Speaking Package is for serious and aspiring speakers who want the very best information ever assembled on public speaking . . . at a VIP price.

The package includes:

Everything You Need To Know About Speaking, by Bill Gove. This 4 DVD album is an exclusive 3 hour fireside chat with the father of professional speaking, Mr. Bill Gove. Bill offers the tips, techniques, and speaking strategies that made him one of the most popular professional speakers of the 20th century. This is a behind the scenes, backstage interview with the master of masters, telling it like it was and like it is in the world of professional speaking. The stories Bill tells on these videos are worth their weight in gold. This one of a kind album is a classic and a must have in your personal library. It’s been sold in 30 countries around the world.

The Tribute to Bill Gove: A Celebration of the Father of Professional Speaking (1 hour DVD) Bill Gove passed away on December 9, 2001. On July 17, 2002, 250 of the greatest speakers in the world gathered in Orlando, Florida to pay tribute to the man and the legend. Bill Gove Speech Workshop graduates Dave Yoho Sr. and Steve Siebold emceed this event that included comments by Zig Ziglar, Larry Wilson, and Don Hutson. It also includes excerpts of Bill Gove speaking in 1967, 1973, 1991, and his final speech on September 25, 2001.

Order by calling 561.733.9078 or visit www.ultimatespeakingpackage.com

THE ULTIMATESPEAKING PACKAGE

Coaching 177 Mental Toughness Secrets of the World Class

Documents

Transcript of Coaching 177 Mental Toughness Secrets of the World Class