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Case Studies
The following are true stories, although the names were changed to protect the client’s privacy.

by Pamela Dunn

  1. Financial consultant gains 37 percent more clients and 40 percent more income
  2. Sales executive more than doubles income
  3. Small business owner successfully grows her business
  4. Corporate executive gains sense of direction and positive results
  5. Owner finds focus to build his business
  6. Struggling businessman increases closing rate to 78 percent and income by 95 percent
  7. Manager improves communication and ends frustration
 

Case Study #1: Financial consultant gains 37 percent more clients and 40 percent more income

SITUATION
John had his own financial consulting business. He needed a business plan to get everything moving quickly. His company provided him with the necessary sales training, but he was lacking the focus and direction to make sure that he would reach his goals quickly. He called me because he needed someone to help him strategize, lay out his plan of action, and make sure he followed through with his plan. Also, he was running his own financial consulting business while trying to build a team of consultants who could do what he does. It was a lot for him to handle at once.

WHAT WE DID
Since John worked well with a structured plan, we created one that outlined all of his core goals for the year, month, and week. With clear outcomes and someone to support him he felt more confident and clear about what he wanted to accomplish. Every week before our coaching sessions, he faxed me a sheet with an outlined description of his results stating how many appointments he had for the week with new prospects, calls he made, and new clients he had brought in. This helped him to stay focused and clearly see what his results were on a continual basis. It also gave him the accountability that was necessary to insure that he followed through. On a weekly basis, we also discussed his wins or any feelings of frustration he had with his business and team of consultants he was managing, so he could learn how to improve himself and learn how to develop his leadership skills with his employees. To make sure that John would reach his aggressive outcomes, we set up a system to help him get organized. I told him how to create an efficient filing system of information on his past clients, new business that would come in, and a system for prospects. Also, John told me that his office was a mess, so I coached him on how to get it in top running order … so there were no lose papers running around. This helped him become more efficient with all of his clients.

RESULTS
Through his coaching with The High Performance Coaching System™, John was able to increase his client base by 37% and made an additional 40% in income. He was more organized, laser-focused, and was creating results on a daily basis. He also created a strong team that was bringing in business and learned how to weed out the lazy individuals. John eventually built up enough business to bring on more help. I had him hire an assistant, so he could have her do most of the paper work and he could focus on being with clients. We made sure that he had more balance, so he had more time for his family. He went on three vacations in one year – which never used to happen. Plus, he lost 25 pounds. He had his office organized and in perfect shape within a week … and this was done all over the telephone. With increased efficiency, everyone is happier. And more gets done in less time!

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Case Study #2: Sales executive more than doubles income

SITUATION
Alan was a sales executive for a large firm and worked on 100% commission. He was making $100,000 a year and he wanted to make more money. He had a nice client base because he had been in the business for 15 years. But he needed to get focused on staying in touch with his clients and wanted to get new clients into the mix.

WHAT WE DID

  • Since Alan already had clients that he had been working with for years, we took the list and pulled out his A clients, which represented his top clients.
  • I helped Alan devise a strategy to get his A clients to give him more referrals and buy some new product packages he had.
  • Alan also had to focus on bringing in new business, so we created a plan for him to get in front of his ideal client, by doing warm calls and mailings. We figured that each call he made was worth $300, so this helped him get motivated to make each calls.
  • We devised scripts for him to use when dealing with difficult clients.
  • Worked on closing one deal that was worth $35,000 to him in profits.
  • We role played over the telephone on how he could communicate effectively with some difficult clients.
  • I held Alan accountable on a weekly basis by having him keep a log of how many outgoing calls he made to get new business.

RESULTS
Alan’s income increased dramatically. In fact, we more than doubled it within six months and are continuing to increase it to new heights on a monthly basis. Alan’s also now working with a lot of new clients and has built stronger relationships with his existing clients. His referral intake has blossomed and we’re continuing to work on building this until it becomes most of his business. He now feels more confident and his company has also recognized his accomplishments by giving him a couple of bonuses and plaques stating he’s one of their top sales agents. The High Performance Coaching System™ helped him to dramatically increase his productivity.

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Case Study #3: Small business owner successfully grows her business

SITUATION
A small business owner, Lori, came to me after starting her own recruitment business. Her problem: She didn’t think she had enough money to hire help, but she felt that if she didn’t get any help then she would never be able to grow the company. She felt that this was a Catch-22.

WHAT WE DID
I had Lori write out her goals for the year. We figured out what additional work it would take to meet these goals. She would obviously need to have more time, so we created a file of tasks that could be done by someone else. Although she didn’t think she had enough money to hire a full-time assistant, we discussed having someone come into the office for 15 hours at a minimum-wage salary or even using an intern at a college. Also, Lori felt that she would need more time to get her work done to achieve all of her goals. I had her block out time of when she could accept personal phone calls and return them. Her family and friends were given the “rules” as to when they could call and when it was appropriate. Through coaching, she realized that she was letting them eat up a lot of her time and not really expressing what would work for her.

RESULTS
Lori got the help she needed. She hired someone who was able work as a part-time assistant for minimum wage. and sheís very happy with this person. Through coaching she was able to grow her business and focus on money-making tasks. Her family and friends also understands that when she’s at work, it’s only appropriate to call at certain times. She doesn’t feel guilty about this rule because she still carves out time for them during the day and when appropriate.

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Case Study #4: Corporate executive gains sense of direction and positive results

SITUATION
Jenn came to me as an executive in a large firm. She had been placed in a new position where she wasn’t really comfortable with what they wanted her to do. She had a new job title, but there were no clear expectations or rules around her role. She was confused and bored during the day because she wasn't able to direct her day the way she wanted to and there was no clear focus.

WHAT WE DID
Jenn needed some direction, so I had her clearly state what she liked to do within the job and what challenges interested her. We drew from that certain projects she could focus on and lead. Jenn also wanted to impress her boss and let him know what she was doing. So through coaching, I helped her discover how to effectively communicate with her boss. We then worked on a plan of how she could create a binder with updates on her progress for her boss. Every week Jenn and I honed in on what she would focus on and what new tasks she found were challenging and fun. Thus we redefined her job. Jenn soon discovered that what she really wanted to do was to work on one of the hugest and most respected projects in the company.

RESULTS
Jenn landed the largest project within the company and got a promotion. Her boss really appreciated how she was communicating with him and all of her follow-up, so he felt that she was the most competent. The High Performance Coaching System™ helped her to redefine her interests and focus on what would make her happiest. This improved focus and new form of communication gave here the results she wanted!

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Case Study #5: Owner finds focus to build his business

SITUATION
JR came to me telling me that he’s totally disorganized in his business and had a hard time focusing on what he wanted. He had hundreds of e-mails to answer on a daily basis. He couldn’t control the phone calls coming in — he was swamped.

WHAT WE DID
  1. Had him get focused. He wasnít able to do this on his own. Most people would say, well tell me what you want. But when you ask someone this, sometimes they canít think of anything because itís too much pressure and theyíre not used to thinking this way. So I had him first tell me what he did NOT want in his life. I had him include personal items because sometimes a personís personal life also affects their work life. After JR became clear on this idea, I had him write down and tell me everything he did want.
  2. We then discussed what was holding him back from getting what he wanted. He definitely had the skill set and the ability to get what he wanted, but what was truly holding himself back was his integrity. Iím a strong proponent of integrity. Integrity is what can make or break a person. How I define integrity is a commitment to not only others, but also to yourself. When you say youíre going to do something, you do it. There are no excuses and JR had grown so used to making excuses that he was running on empty. A light bulb had gone on for him, and we discovered what was blocking him.
  3. I had JR cut back on his e-mail newsletter subscriptions and handle his e-mails quickly. Also, he changed his websiteís contact information to state that he was only interested in getting calls around specific items he was selling. This concept cut out bogus calls where people were just picking his brain.
  4. JR needed constant stimulation around him. So in addition to our coaching sessions, I had him listen to motivational tapes that would help him to think ďout of the box.Ē


RESULTS
JR was able to save time and focus on building his business. He reduced the number of e-mails he was getting. He clearly had a time log as to when he should follow-up with people. He systemized a lot of his business and felt a lot better about himself because he learned how to live with integrity. Now when he says heís going to do something, he can really believe that itís going to get done. His clear purpose and control of time has helped him to regain his focus on building his business. Thus, his business has increased from $110,000 to $200,000!

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Case Study #6: Struggling businessman increases closing rate to 78 percent and income by 95 percent

SITUATION
Jeff had been in the financial industry for 12 years and constantly struggled to ensure he had new clients to keep his business alive. He came to me desperately wanting to increase his income. In fact, he had wanted to do this for years.

Here’s a list of what the situation consisted of:

  1. Lacked an outcome
  2. He didnít ask the right questions during the sales process
  3. Needed core goals
  4. Didnít have a business plan
  5. Needed to get organized and learn to prioritize
  6. Accountability

WHAT WE DID
Jeff and I devised his goals. I asked him what he would like to be remembered for in his business. What would be your ideal income? How would you like your business to be five years from now? We had to work hard towards his goals, especially in the beginning because he clearly needed a lot of work so we had developed an outcome of wanting to double his income within a year time. I suggested that we do this the easiest way possible because I strongly disliked taking the hard road. Since he already had a strong base of associates who would be a good referral source for him we setup a calling plan where he would call these associates two times a week keeping them updated on current industry trends. These associates would be a good referral source for him since their clients could use his service to complement what they were already buying. Also Jeff started to get clear on how to close his sales meetings better. We tailored a script he could use where he would ask core questions to distinguish if the client was ready to move forward with the buying process. During his day, I had Jeff get into the habit of using his day planner to keep him organized and get focused on tasks that would make him money. Everyday he concentrated on the top two tasks that were the most important for him to reach his goals. He also got more involved in networking and learning how to target people who would be able to refer business to him.

RESULTS
Jeff did well with what we developed for his business plan. He increased his income 95%. Jeff learned how to work smarter instead of harder with The High Performance Coaching System™. The calling program we put together helped him to generate new business on a consistent basis. Because he called his associates every week and left messages on their machines about the current industry trends, it gave the associates the confidence that Jeff was on top of his game. The associates trusted him and could see that he was reliable and consistent. When they referred business to Jeff, he would use the script we devised and closed the deal 78% of the time. He’s now more organized, focused, and performing at a high-octane level.

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Case Study #7: Manager improves communication and ends frustration

SITUATION
David had been working as a top manager for a company. He had been there for 14 years. He came to me unhappy with his work situation and was contemplating leaving the organization after having worked there for most of his career. David was having a difficult time dealing with his boss. Although there were different responsibilities between him and his boss, they worked as partners to get everything completed and had to communicate on a regular basis. The boss was giving David a tough time with letting him run his office and sales team the way he wanted to. David felt that the boss really didnít understand him, was putting him down on a regular basis and wasnít listening to his new ideas. It was a very frustrating situation for David.

WHAT WE DID
1. Identified the true goal Ė First, I wanted to discover what Davidís true goal was. He was thinking of leaving, but would he want to stay if he worked everything out with his boss? Through his coaching, we discovered that he would really love to stay if he were happy with the results of how they were communicating with one another. And he would be happy if he could have the freedom to run his sales division the way he wanted.

2. Devised a plan - We devised a plan around what he wanted. We created a vision of how he would like to run the sales team, how he would like to get along with his boss, and what his long-term goals were.

3. Analyzed the current situation – Next, we took a step back and analyzed his current situation. David described in detail what was bothering him and holding him back from running the division the way he saw fit. He felt that it was basically a communication conflict between him and his main boss. David’s belief was that it would be nearly impossible to change the negative relationship between both of them.

4. Dealt with the problem - We dealt with what was bothering David by:

  • Identifying the personality traits of his difficult boss and observing the traits that kept on showing up.
  • Recognizing the common behaviors and accepting that he couldnít change them, he could only change the way he handled the actual situation.
  • Creating a whole new way of communicating with his boss by using the following structure:


    1. Building rapport
    2. Sharing your own integrity faults (confess)
    3. Creating something new

5. Created a plan of action Ė Finally, we created a plan of action, so he could reach the outcome of being fully in charge of all sales people and have his boss be O.K. with it.

RESULTS
David ended up staying with the company! David now has a great relationship with his boss, and his boss leaves him alone and lets him run the sales division the way David wants to. It’s been a year since David and I had to address his communication issue. One year later, he still has a terrific relationship with his boss and everything is running smoothly. Instead of being with his company for 14 years, he’s now going on his fifteenth year. His sales team has been producing at high levels and has experienced record-breaking months. Through coaching, David learned how to effectively communicate and deal with any type of personality. Thus, as a bonus, he was able to take these new-found communication skills he learned through coaching and use them to communicate better with his ex-wife. As a direct result, they are now able to communicate without screaming at each other. David is starting to like her as a person again, and she’s now happily agreeing to let him watch the kids on a regular basis. Although this wasn’t our main focus for coaching, it’s interesting how he was able to take these skills and apply them to other areas of his life.

(I had David achieve these results by having him talk with his boss on various occasions to identify what his boss wanted and expected. After that, I coached him on creating a document of outcomes that clearly defined what goals were necessary for satisfaction between him and his boss. I expressed to David that he might be communicating with his boss in a way that the boss didn’t appreciate. David was always so aggressive about trying to get appointments to see his boss in person. What he learned through coaching was that the best way to communicate with his boss for a quick response was through e-mail. This was less confrontational than a face to face meeting and also more effective).

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