Case Studies

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

Situation

Jeff had been in the mortgage industry for 12 years and struggled to ensure he had new clients to keep his business alive. He came to me wanting to increase his income.

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

Jeff wanted to increase his income and create more focus within his role. In general, he felt all over the place and didn’t really know what actions he could take to achieve his main goal. We began by specifying what, “increase income,” meant and concluded that Jeff wanted to double his income within a year’s time.

Step 2: Explored What Was Blocking Him/Her

We recognized that there was a lot getting in the way of Jeff increasing his income. To begin, he never took the time to create a business plan which resulted in him being unfocused. He needed to get organized and identify his core business goals and learn to prioritize them. In addition, we learned that he didn’t ask the right questions during his sales process, so his prospective clients often didn’t feel heard or catered to. Finally, we concluded that he needed accountability to make sure he would follow-through on closing his deals effectively. Identifying these blocks created a breakthrough.

Step 3: Created a Results-Driven Plan

Since Jeff already had a strong base of refferal partners who would be a good resource for him, we set-up a calling plan where he would contact these referral partners two times a week to keep them updated on current industry trends. These referral partners eventually gave Jeff leads that he turned into clients.

Step 4: Took Action

During his day, we had Jeff get into the habit of using his calendar and daily task list to keep him organized and get focused on tasks that would increase his income. Everyday he concentrated on the top two tasks that were the most important for him to reach his goals. Through measurement and accountability we would assess his daily and weekly accomplishments.

Step 5: Got Maximum Results

Jeff started to get clear on how to efficiently and consistently secure new business. We tailored a script he could use where he would ask core questions to distinguish if the client was ready to move forward or were still in a pre-contemplative stage. This allowed Jeff to move through meetings quicker and take care of any potential clients no matter what stage of the process they were in.

Results

Jeff increased his income by over 100%.
The calling program we put together helped him generate new business on a consistent basis.
Jeff’s commitment and follow-through with keeping his referral partners updated on current industry trends resulted in a larger client base. The referral partners trusted him and could see that he was reliable and consistent.
When Jeff’s referral partners referred business to him, he used the script we devised and closed the deal 78% of the time.

Situation

John had his own financial consulting business. He wanted to expand his team and also increase his client base. It was a lot for him to handle at once. Although he had the necessary training, he was lacking the focus and direction to make sure 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.

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

We identified that John wanted to grow his financial consulting business and build a successful team. John needed to create a business plan, train his team, and consistently follow through on his plan of action. The goal was to have specific team members handle the back office while John and a few other key people focussed on bringing in more business.

Step 2: Explored What Was Blocking Him/Her

Something was getting in the way of John’s daily efficiency. It finally came out on one of our calls that John’s office was a total mess. No wonder he was lacking focus. His disorganization manifested itself in his physical space. I coached him on how to get his office in order so that nothing was out of place; helping him get more efficient with his clients and his team. We also worked on how he could be a more effective leader to his team, so he could increase productivity and create strong morale within the company. These were all big breakthroughs.

Step 3: Created a Results-Driven Plan

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 on a daily basis.

Step 4: Took Action

Every week before our coaching sessions, John emailed me 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 stay focused and clearly see what his results were. It also gave him the accountability that was necessary to insure that he followed through.

Step 5: Got Maximum Results

On a weekly basis, we also discussed his wins or any feelings of frustration he had with his business and team, 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.

Results

Increased income by 150%
Increased client base by 80%
Created a strong team that was helping him to bring in more business.
Built up enough business to bring on more help which allowed him to 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.
John lost 25 pounds. He had less stress as a result of the work we did and he made sure to workout right before work, at 7:00 am.

Situation

Alan was a sales executive for a large firm and worked mostly on commission. He was making $200,000 a year but realized that greater income would create more freedom in his life. He had a nice client base since he had been in the business for 15 years, but he was struggling to maintain strong relationships with his clients. He was also ready to take on new clients.

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

Alan’s main goal was to increase his income in order to create more freedom in his life. Overall, he was doing well (having been in the industry for 15 years) but he wasn’t really progressing towards anything. We noted that to increase his income he would have to strengthen his relationships with his current clients and also bring in new clients.

Step 2: Explored What Was Blocking Him/Her

We realized that Alan had a hard time taking actions because he didn’t see how his actions were directly tied to his income. For example, Alan wasn’t a big fan of making calls or sending out emails or messages to potential prospects. Once we put a price tag on these actions, Alan finally felt compelled to act. We figured that each call/ message was worth $500 – this quickly got him into action. This was a big breakthrough.

Step 3: Created a Results-Driven Plan

The plan with Alan really focused on prioritizing. Since Alan already had clients that he had been working with for years, we created a list of his top clients. Alan’s task was then to revitalize communication with all of these clients by calling them and listening to their current needs. He was then able to introduce them to new product packages to meet those needs. In this way Alan was able to reconnect, create sales, and gain referrals as a result of his solutions-based communication.

Step 4: Took Action

Alan’s main action was staying in constant communication with current clients and establishing relationships with prospects. We spent time practicing warm calls for his new referrals and devising scripts for any difficult situations.

Step 5: Got Maximum Results

During our time, Alan was able to close a lot of deals with both current clients and new referrals. In fact, we worked on a strategy that resulted in him closing one deal that was worth $65,000 to him in profits. We continued to role play client calls to help him practice communicating effectively in difficult situations. I held Alan accountable on a weekly basis by having him keep a log of how many outgoing calls and meetings he made to get new business; always tying this back to how much each touchpoint was worth in the long run.

Results

Alan’s income more than doubled within twelve months and continued to increase overtime.
Alan built stronger relationships with his existing clients which led to referrals that brought in new clients.
Most of his business became referral-based, allowing Alan to focus on the work that he enjoyed most.
Alan became one of the top sales agents at the company; his accomplishments were recognized with a couple of bonuses and a plaque stating he’s one of their top sales agents – increasing his confidence and further increasing his productivity.

Situation

An entrepreneur, Lori, came to me after starting her own recruiting business. Here were a few of her concerns: she didn’t think she had enough money to hire additional help, but she felt that if she didn’t get this help then she would never be able to grow her company. She felt that this was a Catch-22. She also wasn’t spending enough time with her family and she was really frustrated because the reason she started this business was to have more freedom.

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

Lori wanted to grow her business and confidently hire someone to help her continue this growth. She also wanted more work-life balance.

Step 2: Explored What Was Blocking Him/Her

Lori had a hard time truly focusing on her business because she did not know how to establish boundaries and she was often side-tracked by calls and texts from her personal life that impeded on her completing business tasks. She needed help to grow her business. This was a big breakthrough.

Step 3: Created a Results-Driven Plan

Lori needed more time for her business and specifically, she needed more time for the tasks that resulted in business growth (versus just maintenance). Our plan of action involved her practicing setting boundaries around when she would see her family and when she would focus on work. As far as spending more time with her family, we focused on her scheduling evenings and mornings with her family and plugging in vacations into her calendar. Then her business would have to fit around her personal life. In order to focus on business growth – it became clear Lori absolutely needed to hire help so we walked through that process together so she could be confident in her ability to successfully hire a good fit for the role.

Step 4: Took Action

Lori continued to follow her calendar. She would work on high income tasks while at work- these would help to produce revenue. It took some practice for her to create the habit of leaving work early enough to be home by 5:45 pm, but eventually she got used to it and looked forward to leaving the office on time. Lori also followed through on her job posting and interview process – allowing her to meet various qualified clients for the role.

Step 5: Got Maximum Results

Lori hired help which resulted in her creating bigger business goals as she was freed up to focus on tasks that led to growth.

Results

Lori got the help she needed. She hired someone who was able to work as an assistant and she’s very satisfied with her choice.
Through coaching, Lori was able to grow her business and focus on money-making tasks.
Lori’s family came to respect how she organized her time with them and they found that their time with her also became more valuable and focused.
She almost tripled her current level of production.
She went from feeling frustrated to truly enjoying her business and her life!

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 there was no clear focus or direction.

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

Jenn needed some direction, so I had her clearly state what she liked to do within the job and what challenges interested her. From this we noted what projects she could focus on and ideally lead.

Step 2: Explored What Was Blocking Him/Her

It came to light that one of Jenn’s motivating factors was validation from her boss. It was clear that one of our tasks was to work on effectively communicating with her boss. This was a big breakthrough.

Step 3: Created a Results-Driven Plan

Our plan consisted of actions that created focus and direction within Jenn’s new role alongside effective communication with her boss. We decided to create a binder that Jenn would update with her progress and communicate the results with her boss. In this way she was always aware of what was being completed and what areas still needed work, and her boss could rest assured that Jenn was on top of all of her tasks.

Step 4: Took Action

Every week Jenn and I honed in on what she would focus on and what new tasks she found were challenging and fun. In this way, we continued to redefine her job and consciously create a position that inspired her growth.

Step 5: Got Maximum Results

Jenn soon discovered that what she really wanted to do was to work on one of the biggest and most respected projects in the company. We continued to work together to make sure she landed the lead on the project.

Results

Jenn landed the largest project within the company and got a promotion.
Through her communication with her boss, Jenn became a lynchpin of the company and was called upon to lead the tougher projects.
By creating clear goals and identifying her interest, Jenn was able to create focus in her day and establish direction in her new role.

Situation

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

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

JR had a hard time honing in on what it was that he wanted – identifying goals proved to be a tough task. We had to use a different approach and start with identifying what it was that he didn’t want in his life. From there we were able to redirect and pinpoint what it was that JR desired.

Step 2: Explored What Was Blocking Him/Her

As JR and I continued to work together and explore what was getting in the way of his success, I began to notice how quickly he came up with excuses for why things were not getting done. Through coaching, JR realized that he did not view himself as someone who fulfilled what he said he was going to do. He had grown so used to making excuses that he often found himself running on empty. This realization was a breakthrough.

Step 3: Created a Results-Driven Plan

JR was easily distracted by the various emails he received everyday so we devised a plan for him to limit the type of communication that was coming in and what he responded to. I had JR cut back on his email newsletter subscriptions so he could handle important emails more quickly. Also, he updated his website’s contact information to state that he was only interested in getting communication around specific items he was selling. This cut out calls where people were just picking his brain instead of seriously considering purchasing his products.

Step 4: Took Action

We systemized his communication tasks by creating a structure that followed his calls and emails from reception, to response, to follow-up. We created similar systems throughout various areas of his business to help eliminate distraction and excuses to not take action.

Step 5: Got Maximum Results

After working together and celebrating successes along the way, something that I realized with JR is that he needed constant stimulation around him to keep producing. So in addition to our coaching sessions, I had him listen to motivational speeches that helped him think outside of the box when it came to the tasks at hand.

Results

JR reduced the number of emails he was getting to only the ones that directly impacted his business.
He systemized his business and eliminated the space for excuses which often led to inaction. This ultimately increased his confidence in knowing he could complete necessary tasks.
His new awareness around excuses kept him on the court and brought in more business.
JR’s business earnings went from $110,000 to $200,000 during our time together.

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 didn’t understand him, was putting him down on a regular basis and wasn’t listening to his new ideas. It was a very frustrating situation for David.

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

First, I wanted to discover what David’s 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.

Step 2: Explored What Was Blocking Him/Her

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.

Step 3: Created a Results-Driven 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.

Step 4: Took Action

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 couldn’t 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

Step 5: Got Maximum Results

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.

Note: 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.

Situation

Michael, the CEO, was at a breaking point. His company was losing millions and on the brink of demise. He had numerous employees leave his company because they weren’t happy with upper management. Michael needed to turnaround his company fast to enable it to thrive. Prior to signing up for The High-Performance Coaching System™ he had hired a different company to conduct team building workshops and in-house seminars without success. With every passing day, his long-term goal of eventually selling his company was more out of reach.

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

During our first coaching session, we identified that Michael needed to retain his employees to cut losses. He also needed specific team members to understand their key objectives better, improve their performance, and for everyone to communicate in a more efficient manner.

Step 2: Explored What Was Blocking Him/Her

There were misunderstandings between what was intended to get accomplished and what was actually getting done. The motivation and energy levels with everyone were dropping and the excitement was missing. Not as much revenue was coming in because employees weren’t being managed properly and many of them were leaving the company. Michael’s strength was his vision and his weakness was his execution. He needed guidance in seeing his employees perspective and articulating effectively to others. Individual roles and responsibilities needed to be better communicated downwards. Together, Michael and I realized these blocks. This revelation created a breakthrough.

Step 3: Created a Results-Driven Plan

We created a plan of action utilizing proprietary tools and techniques which involved role-playing and tailored scripts, so he could communicate more effectively and avoid micromanagement. We built a working system enabling him to let go of his tendency to resort to counterproductive interferences and run his company with world-class leadership.

Step 4: Took Action

I had Michael set up weekly meetings with personnel designed to create camaraderie and alignment. Together we developed bullet point scripts to focus on holding his team accountable. We also set key metrics for individual team members to deliver so performance could be measured and rewarded.

Step 5: Got Maximum Results

As time went on, Michael practiced his leadership skills in managing personnel. We developed his ability to read the room and proactively check-in with team members, sharpening his ability to respond with precision in real-time. This increased collaboration and synergy between all teams and departments. He redeemed the integrity of his company.

Results

Morale increased and this lead to the company retaining their employees which stopped them from hemorrhaging millions. Additionally, there was improved communication skills at the individual and company-wide level, which increased productivity.
A more cohesive company was created, which eventually lead to a successful multimillion dollar acquisition.

Situation

Ted had been successful in the construction industry, but when the economy shifted, he found himself burned out and on the brink of bankruptcy. Out of desperation he quit construction and began a new career, which is when he sought my help. With his short term financial goals still unmet and an unfulfilling career, Ted was feeling overwhelmed and his marriage was beginning to suffer. We had to act fast to save his career, his finances, and his marriage.

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

To help Ted find his purpose and the career he was most passionate about, I asked him a series of questions about his skills, strengths, and interests. We then created lists of potential occupations, job openings, and contacts he could reach out to for help. We also identified the salary he would need to meet his family’s needs.

Step 2: Explored What Was Blocking Him/Her

Feeling desperate and beating himself up for the financial failure of his business, Ted was making poor decisions and had a misunderstanding of the potential of his new career. Together, we coached him to research further and explored the options available to him.

Step 3: Created a Results-Driven Plan

We wrote out Ted’s goals and determined the type of job he wanted to do, the location he wanted to work, and the compensation he needed to earn. We also included exercises to reduce Ted’s stress so he could make better decisions.

Step 4: Took Action

Ted then started sending out updated resumes, making calls to contacts, and booking interviews. We continued to optimize his resume and prepared him for upcoming job opportunities.

Step 5: Got Maximum Results

By understanding Ted’s strengths, his connections, and his passion, he was able to find his dream job that met all his requirements. We role-played interview scenarios and Ted was able to utilize his contacts to land the job.

Results

In only 3 months, Ted was able to find and land his dream job.
He was passionate about his work, fulfilled with his job, and meeting his family’s financial needs.
He was free of stress and his marriage was saved.
He also avoided bankruptcy.

Situation

Pat was a trainer and nutritionist who was barely making 6 figures as a solopreneur. She was single, very busy, and wanted to find the man of her dreams. Pat had created a special diet with great success, but she had never taken seriously the idea of writing a book about it. She wanted more success, time, and money, but she was frustrated, finding it hard to focus, and getting further behind.

What We Did

How the 5 Steps of the High Performance Coaching System™ works:

Step 1: Identified Goals

We identified four important goals Pat wanted to achieve. The first was to gain more clients. Another was to ensure her father had the right care due to his health issues. She also wanted to write a book and start a family.

Step 2: Explored What Was Blocking Him/Her

Pat didn't have a strategy for gaining more clients, and was overwhelmed with taking care of her father. Additionally, she lacked accountability for her goals, had no strategies for achieving them, and was spreading her energy too thin.

Step 3: Created a Results-Driven Plan

We created a plan so Pat could take care of her father while also working on her business. We also set aside time for lead generation, writing her book, and finding a partner.

Step 4: Took Action

Pat stayed at her dad’s part time, while also allocating nights and weekends to writing, and work hours to creating new clients. She also allocated time for dating.

Step 5: Got Maximum Results

Every week we spoke, created smaller goals to complete chapters, and I held her accountable to these goals. Through this process, Pat was able to finish her book within 4 months. She also found a business partner to help with her marketing plan, and this allowed her to scale her business and reach more people. I also suggested she create an outreach plan to increase her client base and income. Pat also dedicated time to finding the right man and wrote a list of traits she wanted in her future husband.

Results

When Pat implemented the plan, the results were astounding. She gained more clients, increasing her business by 40%, and her income rose to the mid 6 figures.
She found the man of her dreams and eventually married him, and they had children soon after.
Her father was able to get the right care and Pat was able to finish her book.
Her book eventually led to a marketing partner and an online course, both of which resulted in a multi million dollar business.
As a result, Pat’s clients were able to access her from all over the world.