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Join FocalPoint Coaches Margaret Maclay and Thomas Jawan for this week's Business Coaching Challenge:
This week’s FocalPoint Business Coaching Challenge is being led by Margaret Maclay, a Certified Brian Tracy Business Performance Coach.
Margaret has more than 25 years of experience in global corporate strategic planning and process development. She has worked for corporations with worldwide reach to develop production efficiencies and strategies to maximize profitability and productivity.
Today Margaret applies her expertise in conjunction with the Brian Tracy FocalPoint Coaching methods to assist executives, managers, business owners and teams to perform at their best everyday.
She was the 2008 recipient of the Campbell Fraser Award for Coaching Excellence, is the Director of the FocalPoint Coaching Behavior Assessment Center and believes, as Lee Iacocca said so eloquently, “Communication is EVERYTHING!”
A significant aspect of coaching people to their top performance is focused on effective communication and that is driven by behavioral style.
To make the most of my client’s behavioral style, and to ensure communication at all levels is effective, there are three essential elements I always cover thoroughly. The results are amazing!
Understanding my client’s style.
A clear understanding of my client’s style allows for a great coaching engagement. Although the content of sessions may be similar, it can be delivered in a way which resonates with the individual. Sometimes it requires creativity but that’s what makes coaching fun.
One of my clients had a terrible time focusing long enough to think through a plan; follow up on anything he promised to do; or even read session material. He was incredibly impatient and just wanted results. This was having a significant impact on his relationships with both his clients and his staff.
We discovered together that if the planning, tasks or reading were broken into very small chunks, he could focus long enough to get results. This had a huge impact on his credibility with clients and staff. One of the biggest wins was when, having found a book with 1 page chapters, he read and finished a book for the first time in 20 years – it happened to be about leading teams effectively – which he is now doing!
My client understanding his/her style.
Becoming aware of one’s own behavioral style can be a real eye opener. Most of us have an idea of how we behave, but seeing it written and speaking about it in depth can provide valuable insight.
The first reactions tend to be judgmental and focused on the negative.
As their coach, I guide individuals to recognize the value they bring, celebrate and leverage it, which often has remarkable impact on their performance and business results.
Recognizing and embracing one’s limitations can also have advantages.
Further, when clients recognize that others may view their behavioral differently than they intended they begin to understand others reactions towards them. Many times I will catch a client mumbling “so that’s why ‘so and so’ reacted that way… .”
My client understanding the styles of others.
Learning to be aware of the behavioral styles of others has an incredible impact on one’s ability to communicate effectively.
By recognizing a particular behavioral style and adapting, valuable business and relationships can often occur which may not have otherwise been possible.
One of my clients is incredibly detail oriented, yet strongly motivated by results. Unfortunately, his presentations to clients were so bogged down with information that he was virtually unable to secure an appointment, and if he happened to get a face-to-face appointment, the prospect would lose interest long before any thought of closing business.
My client was certain he was lousy at closing. He wanted to begin our coaching engagement learning how to close sales. Instead, we began to learn about behavioral styles. His dedication to learning to identify and understand various styles led him to rework his presentations, positioning, and overall business strategies and tactics.
He now has the seats full for presentations and has radically increased his conversion to client rate…we haven’t even gotten to discuss closing techniques yet!
One final thing I do to make the most of my client’s behavioral style is to share best practices with my fellow coaches. Learning how others apply behavioral style tools, deal with challenging situations, inspire wins or find creative ways to convey a concept or principle, makes us all better at what we do. Please share your ideas, best practices, questions or comments below or contact me at email@example.com. I would love to hear from you….
Thanks Margaret! that was amazing!