Instant Results Lifelong Clients Manual

INSTANT RESULTS, LIFELONG CLIENTS TOOLKIT
www.EvaGregory.com
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www.EvaGregory.com Page 1
TABLE OF CONTENTS
Introduction .............................................................................................. 4
What Your Client Needs to Do Before Your First Coaching Session .................... 6
Preparing for the First Coaching Session ....................................................... 9
The First Coaching Session – Creating an Individualized Coaching Plan ........... 11
How to Run an Effective Coaching Session .................................................. 14
How to Do a SWOT Analysis ...................................................................... 17
Root Cause Analysis – Asking Why ............................................................. 19
The Power of High Impact Questions .......................................................... 21
Tips for Helping Clients Set Priorities and Create Action Plans ........................ 24
Tips for Taking Action – How You Can Help Your Coaching Clients Succeed...... 26
After the Coaching Ends – Maintaining Momentum ....................................... 29
Conclusion .............................................................................................. 31
Appendix: Your Coaching Toolkit Worksheets .............................................. 32
Self-Assessment Worksheet ...................................................................... 33
Business Overview Worksheet ................................................................... 36
Coaching Session Checklist ....................................................................... 38
Individual Coaching Plan Worksheet ........................................................... 41
Coaching Feedback Worksheet ................................................................... 43
Coaching Session Agenda.......................................................................... 45
SWOT Matrix ........................................................................................... 46
Root Cause Analysis Worksheet ................................................................. 47
High Impact Question Worksheet ............................................................... 48
Goal and Milestones Worksheet ................................................................. 49
Action Plan Template ................................................................................ 50
Accountability Plan ................................................................................... 54
INTRODUCTION
Whether you’re just starting out as a business or life coach, or you’ve already
been coaching people for a while, having a set of tools can make a huge
difference in your effectiveness.
In this manual, you’ll get a set of tools that cover each step of the coaching
process – from initial preparation and meetings to final action plans.
The tools you’ll learn to use are as follows, all of which are included in the
Appendix to this manual:
Self-Assessment Worksheet
Business Overview Worksheet
Coaching Session Preparation Worksheet
Individual Coaching Plan Template
Coaching Feedback Worksheet
Coaching Session Agenda Template
SWOT Analysis Matrix
Root Cause Analysis Worksheet
High Impact Questions Worksheet
Goal and Action Plan Template
Coaching Journal
Accountability Checklist
The graphic on the next page shows you how each tool can be used to
accomplish the goals of each part of the coaching process.
Before you start using the tools, go through each chapter of the manual to
understand the importance of each step of the coaching process and how you
can use the tools for success.
You don’t have to use all the worksheets included in this toolkit. Pick and choose
what you need. Your focus should always be on the success of your client, and
with that attitude you can’t go wrong.
WHAT YOUR CLIENT NEEDS TO DO BEFORE YOUR FIRST

COACHING SESSION
To make the most out of your coaching sessions with clients, it’s important for
them to perform an honest self-assessment before they even have their first
session. They can't just walk in empty-handed or you'll waste time with basic
questions. This is a bit of 'homework' they need to do in advance. In order to do
a self-assessment, they need to ask themselves some questions about their
business, their abilities and the coaching session itself.
SELF ASSESSMENT
Goals
Your clients need to define their goals, both personal and professional.
What do they expect to walk away with from the session? Once goals are
defined, you can create clear expectations so that they can move forward
and you can determine the best ways to help them.
Challenges
If a client comes to you for coaching, there's surely some obstacle they're
trying to overcome. Their assessment needs to clearly identify that
obstacle that's holding them back so that you both know what to focus on.
If the obstacle isn’t obvious at first, you’ll be able to help them identify it
in your sessions.
Strengths and Weaknesses
Your client should think about and identify their strengths. What do they
have going for them right now? What areas of their business are going
well? What are they particularly skilled at? They should explain what kind
of progress they’ve been making against current goals and obstacles.
Likewise, clients need to present to you the weaknesses in themselves

and their business. Identifying areas where they're struggling or have
failed at in the past gives you a clear idea of where to focus attention.
Where there’s a skill lacking or an overwhelming obstacle, it could mean a
need to improve or a reason to shift direction.
How to Move Forward
Ask your client to brainstorm several ideas or identify one central idea
they have for going forward. They will then bounce this idea off of you in
your sessions and you'll use your expertise and experience to help them
decide whether it's an appropriate choice or not. Sure, you’ll brainstorm
more ideas during your sessions, but getting your client’s thought process
started will make your time together more productive.
Learning Style
Your clients need to think about what kind of learning style they prefer.
They should tell you what they expect out of each session, including how
they'd like to conduct the sessions, the amount of structure they prefer,
how much outside work they're willing to do, etc.
Questions
If your clients have questions pertaining to their business or your

coaching sessions, they should prepare these before the first session.
Have them think about their top 3 questions so that you can address the
most important issues first.
BUSINESS OVERVIEW
In addition to their self-assessment, your coaching clients also need to give you
a brief overview of their business. This should include their target market, their
competitors, their business's Unique Selling Proposition, data about revenue,
costs, number of employees and so on. You need to know all of this before you
can really help them, and spending time on details like these in your first session
is not a good use of your time together.
At your initial pre-coaching session or the initial contact you have with a client,
give them the Self-Assessment and the Business Overview worksheets and ask
them to fill them out before you meet. Ask them to submit the worksheets to
you before the first session so that you have time to review the information.
Even though they may be eager to start soon, give your clients plenty of time to
think through the questions on the pre-session worksheets. This initial self-
assessment gives you the basic information you need in an organized format.
Then you’ll be able to review it and get straight to the business of coaching.
PREPARING FOR THE FIRST COACHING SESSION
You should never go into your first coaching session with a client cold. Having a
base of information about the client in advance makes the first coaching session
far more efficient. You won’t be wasting time gathering information that’s just as
easily obtained beforehand. The client is paying you not just for the hour you
spend with them, but also for this essential preparation time.
INFORMATION YOU NEED FROM CLIENTS
Before the first session, gather and organize all of the documents you need. This
includes the client’s completed self-assessment worksheet, an overview of their
personal and professional background, and the goals they hope to attain through
your sessions. Take a few minutes before each session to review these
documents and get acquainted with them. If you're still relatively new at
coaching, allow extra time for this.
EXPECTATIONS FOR THE SESSIONS
Discuss with the client and outline realistic expectations for your sessions
together. These expectations should include the amount of time for each
session, a typical session agenda, and how you will communicate with them.
Define specific outcomes that they will walk away with from your coaching
sessions.
ANTICIPATE QUESTIONS
Try to anticipate questions or concerns they may have. This shouldn't be

rehearsed or scripted. Instead, write down a few questions you can imagine your
client asking and have an answer prepared. When you're just starting out, try
putting yourself in the client's shoes and figuring out what you might ask.
Once you've been coaching for some time, these questions will be second nature
because you'll have heard them over and over again. If the questions are
generic to most clients, you can put all of them onto an FAQ page on your
website so that you can save time during your coaching sessions.
GETTING INTO THE ZONE
Before the session's start, make sure there will be no distractions. Close doors,
turn off phones, and if you're working at home, let family members know not to
disturb you. Prepare a system for taking notes during the session, either on
paper or electronically. Some coaches record their calls so that they can go back
later to hear exactly what was said. Prepare a glass of water, cup of coffee, or
anything else you might need.
Mentally prepare yourself and get into the zone. You can do this through some
type of pre-session routine that gets you into a positive, social mood where
you're ready to talk. You may try a grounding technique such as deep breathing.
Whatever method you choose, remember that coaching sessions should be fun.
Get into a state where you're enthusiastic and eager to help your client break
through their obstacles and achieve success.
WRAPPING UP
Finally, make a plan for wrapping up your sessions. You need to stick closely to
the time schedule created by you and your client, but the end of the session
should be smooth and natural, not abrupt. It feels inconsiderate and unfeeling
for a client if you terminate the session suddenly. You may want to designate
the last five minutes of the session as a cooling down, questions, and review
period. This is a good time to lay out expectations for your next session.
THE FIRST COACHING SESSION – CREATING AN

INDIVIDUALIZED COACHING PLAN
The main goal of your first coaching session with a client is to create a plan for
all of the sessions that will follow. It establishes a form of contract between
coach and client. This first session is also referred to as an 'intake' session. It's a
session in which both of you take in information about each other. It's important
for you in learning about your client and the same goes for them.
FREE CONSULTATION OR FIRST SESSION
This process of information gathering can be done either during the first session
or as an initial consultation. Some coaches offer it for free, especially if they
charge a great deal for their sessions. Offering an initial consultation clears away
all of these basic considerations so that during the first session for which the
client is paying your coaching fee, you can jump right in and start helping them
solve their problems.
This free consultation is where you determine if or how you can help them and
offer your services. Through your initial communication, the client gets a taste of
your expertise and sees that you're serious about what you do. After speaking to
you about their problems and goals, they're much more likely to buy your
coaching services.
There is a specific way these consultations must be structured in order to help

your client see the value of what you offer so they are eager to work with you
and pay you what you are worth.
It is not possible to provide such in-depth training here. This is provided in my

6-module course, Spirit-Enriched Breakthrough Session Secrets:
www.BreakthroughSessionSecrets.com.
SELF-ASSESSMENT WORKSHEET
The main part of this consultation is to walk through your client's self-
assessment worksheet with them. Go through each item asking questions for
clarification. Most importantly, clarify the client's goals. If goals are too vague or
unrealistic, help them improve them so that they're more achievable.
RESPONSIBILITIES AND EXPECTATIONS
Define the responsibilities of both client and coach. In any type of coaching, the
client and coach are equal partners. There’s no such thing as coaching sessions
where the coach simply solves clients’ problems for them. There is work for both
sides to perform, and this includes 'homework' that needs to be done outside of
the sessions. Lay out the expectations for both of you. Establish ground rules in
case either side falls behind or fails to carry out their responsibilities.
MEASURING PROGRESS
Your client needs to see how they're improving as a result of your coaching
sessions. There needs to be some solid way to show them this. It could be an
analytic such as traffic or sales, or it could be the steps completed in a large-
scale project. During your initial consultation, decide how progress will be
measured.
SESSION DETAILS
At some point during the consultation, nail down the specifics of your coaching
sessions. Agree on how long each session will be, how often you'll meet, and
how you'll communicate (by phone, Skype, or other method).
BE FLEXIBLE
Decide all of these details and put them in writing, but don't be completely rigid.
It's best to stick to the plan as closely as possible, but if circumstances or
situations change you may need to revisit your coaching plan and make
amendments.
HOW TO RUN AN EFFECTIVE COACHING SESSION
Coaching takes a great deal of preparation and outside work, but the most
important things will get done during the coaching session itself. In order to
make them worth your client's time and money, your coaching sessions need to
be as efficient and focused as possible. A time will come when all of this is
second nature, but when you're just starting out as a coach, it takes some
conscious effort to run good coaching sessions.
CREATE AN AGENDA
Every good coaching session has an agenda. Coaches don't just improvise. The
exact structure of your agenda is something you may want to discuss with the
client before the first session. An agenda defines the basic flow of each session.
An example would be:
Greeting / warm up / opening discussion questions (to get your client

thinking about today's topic)
Summary of issues from last sessions / review of progress / questions from

client
Discussion on how to move forward
Defining next action steps
Cooling down and preparing for next session (including confirming day and
time)
Each coach has a slightly different agenda template and one reason it's helpful
to take a coaching session yourself is to see how an experienced coach does
this. You can use your personal coaching experience to create your own agenda
template.
GREETING AND OPENING
Keep it short, but make sure that each session has a greeting. Say hello to the
client and chat for a minute or two. The point is to build rapport and get both of
you into the zone for the session. Many coaches use this chatty introduction to
get the client ready for today's topic. They may give the client an opening
question to get them thinking about today's topic. The most important thing is to
create a level of comfort.
REVIEW OF PROGRESS
Reviewing the client's progress is extremely important. At some point during the
session, you should discuss with them the objectives and action steps from the
last session and follow up with them on what progress they're making with
these. Aside from telling you what they did and how they felt about it, they
should provide some concrete data as well, such as traffic analytics or sales
figures.
QUESTIONS AND CHALLENGES
Most coaches ask their clients what challenges they're facing or what areas they
need particular help with. A client may not clearly understand these themselves
so you may have to draw it out of them. They may simply feel that things aren't
going well but they're not sure why.
FEEDBACK
Provide your client feedback by focusing on what they've done well and what
needs work. Whenever you discuss what they're doing, it's good to ask them
first before you give them your ideas. Ask questions such as, “Why do you think
that’s happening?” or “What ideas have you already considered for dealing with
that?” You should then give your opinions on their ideas, which ones you think
would work, and any ideas of your own. Give constructive suggestions and follow
them up by confirming with the client. Ask them to repeat back to you what they
need to do so that you’re sure they understand.
NEXT STEPS AND AGREED ACTIONS
The result of your suggestions should be clearly defined action steps that the
client needs to take. The two of you should agree on these together. This gives
them a roadmap to follow for the next session. There may be action steps for
you as the coach to take as well.
WORKING TOGETHER TOWARD A COMMON GOAL
Don't think of yourself as telling your clients what to do. Rather, the two of you
are working together to discover the right course of action. What you bring to
the table is your experience and knowledge. Always try to focus on the positives
and the progress your client is making. As they struggle to move forward with
their business, they often lose sight of the progress they've made and become
discouraged. Seeing their progress also ensures that a client will be happy with
your services.
HOW TO DO A SWOT ANALYSIS
A SWOT analysis is a tool used by both corporations and individuals to form the
big picture of a situation and assess which direction to take in solving problems
or reaching a goal. On an individual level, a SWOT analysis takes a goal and
analyzes a person's skills and external factors to determine which factors are
favorable or unfavorable to them or their goal. This is something you should do
with your client early in your coaching sessions or possibly as part of the initial
self-assessment.
SWOT stands for Strengths, Weaknesses, Opportunities and Threats.
S – STRENGTHS
Strengths can be both personal and business strengths, depending on the

situation you’re analyzing. These are things that are going well currently and
that give your client an advantage over their competition. They include things
like the client's Unique Selling Proposition, the value they add to the
marketplace, their good reputation among customers, and so on. They also
include personal strengths, natural abilities, and skills the client now possesses.
W – WEAKNESSES
Weaknesses are areas in which your client needs improvement. These may be
situations where their business is struggling or obstacles that are holding them
back from achieving their goals. They might be skills that are lacking or things
the client wants to change about their current situation. These areas put the
client at a disadvantage to their competition.
O – OPPORTUNITIES
Opportunities are things the client can take advantage of. They could be new
business opportunities, new products, resources, potential business ventures,
skills to learn, markets to tap into, or unfilled customer needs that they can
address. Opportunities are external factors that can help your client gain an
advantage over the competition.
T – THREATS
Threats are external challenges or obstacles that your client is facing. These
could be financial problems, problems in the marketplace, the emergence of new
competition, changing regulations, or threats to personal stability. These
external obstacles put clients at a disadvantage against their competition.
Once all of these areas of the SWOT are identified, you can examine them in
relation to the goal the client hopes to achieve. It becomes evident which areas
will be most challenging and which are most favorable. You can then create a
plan to move forward that strengthens the weak points and mitigates
challenges.
The SWOT tool helps you create a roadmap for success for your clients. Although
it's often used in a business setting, such as to assess and work on employee
skills in a big company, the SWOT approach can be used for anything. It doesn't
even have to be business related. You can use a SWOT analysis for personal
goals and challenges as well.
A SWOT analysis is one of the best tools for brainstorming solutions. Use it early
in your coaching sessions with a particular client to address the most urgent
goals. However, you may also choose to do one periodically during the course of
your sessions as well, especially if any external or internal factors change.
ROOT CAUSE ANALYSIS – ASKING WHY
When we tackle problems in business or personal life, we have a tendency to go

after symptoms and not root causes. Root Cause Analysis is a method used to
figure out these underlying reasons for a problem. However, it's not used only
when there is a problem or challenge, but also when thing are going well. When
your business is strong, it's good to discover the source of this strength so that
you can repeat or reinforce it.
A Root Cause Analysis is based on asking 'why' multiple times until you discover
the source.
GETTING TO THE BOTTOM OF IT
Root Cause Analysis starts with identifying the problem or challenge. An example
of a challenge could be that your client has failed to achieve their goal of
doubling the size of their list in the past three months. Ask the client why this is
so and keep asking why until you get to the root cause.
To take the above example of the client trying to grow their list, an analysis
might go something like this:
Why didn't I double my list? Because I didn't know which strategy would
work best
Why didn't I know what strategy to use? Because I haven't tried enough
different ones
Why haven't I tried different ones? Because I've been focusing my time on
product creation
Why have I focused on product creation? Because I don't have other people
to do it well
Why don't I have people to do it? Because I haven't spent time to find
outsourcers
Why haven't I spent time finding outsourcers? Because I don't really trust
others to create the product
When you finally reach the root cause, a solution presents itself to you. In this
example, the solution would be to overcome the client's trust issue by setting up
a reliable process for outsourcers to use in creating products. Overcoming trust
issues may entail things like establishing an interview process for hiring help,
setting specific quality standards, and effectively training content creators.
MANY DIFFERENT APPROACHES
In Root Cause Analysis, the solution isn't always to remove the root cause. It
may be that a slight change somewhere along the way would produce the
desired outcome or remove the obstacle. The important thing in Root Cause
Analysis is to see the process of cause and effect playing out. You then know
which factors can be changed to affect other factors.
VISUAL REPRESENTATION
It helps a great deal to diagram your analysis and visually represent it. The
client can then easily see how each factor affects each other. In the above
example, they may choose to focus less on product creation and invest more
time in exploring other strategies. They may choose to take some of their daily
time away from creating info products to try out different list-building methods.
In addition to using Root Cause Analysis in your coaching sessions, you can also
teach a client how to do it on their own. This is a valuable business skill that
everyone should have and it can also be used for problems in your personal life.
THE POWER OF HIGH IMPACT QUESTIONS
High impact questions are questions that make a person think more deeply
about an issue. Close-ended questions result in a yes or no and often don't get
any deeper than that. Open-ended questions can solve problems, but they may
also just generate a list of options or ideas. High impact questions get the client
out of their set way of thinking and presents problems to them with an urgency
that leads them to take action. They deal in the here and now.
THE ELEMENTS OF A HIGH IMPACT QUESTION
The elements that lend this impact to a question are:
It's simple and direct, dealing in reality instead of speculation
It encourages creative thinking and thinking at a deeper level
It encourages self-reflection
High impact questions get a client closer to attaining a goal or solving a problem.
They get things done by dealing not in 'why,' but in 'what' and 'how.'
WHICH ONE DO YOU CHOOSE?
You can take any question and turn it into a high impact question by simply
wording it differently and seeking a different answer. Imagine, for example, if
you'd like to ask your client, 'What tasks would you like to outsource in your
business?' An alternative high impact question that asks essentially the same
thing would be, 'If you could pick just one task to outsource in your business
today, what would it be?'
In the original question, you're asking something in the realm of imagination and
ideas. The 'would like' of the question places it in the abstract. What you're
doing with the second question is asking them to make a clear decision – which
one would they outsource? You also put a time marker on it by asking them
which they'd choose today. It becomes more urgent and real, and the question's
answer leads directly to an action step – outsourcing that task.
This is a priority question and can be used for anything at all to get effective
answers. You can ask clients which one thing they'd change about their business
or which one expense they'd like to cut. This forces them to choose one top
priority, and that's the first step of taking action when you have many options.
PICTURE YOURSELF…
Here's another example. Instead of asking your client, 'What would you like to
be doing in ten years?' ask them instead, 'Imagine that it's ten years from now.
What does your life and business look like on a day-to-day basis?' With this
example also, we're not asking them what it 'would' be like. Even though we're
using our imagination and picturing the future, you make it more real and
immediate by saying 'what does it look like,' as if you were living it right now.
This is more likely to produce answers that are clear and specific. Instead of
saying, 'I'd be happy and successful,' they may say something like, 'I don't
spend any time creating my own content because I have a writer who does that.'
They've just defined a goal – finding and hiring a good writer for their content
creation.
PART 2 – LISTENING
Turning regular questions into high impact questions that elicit clear actionable
answers is only the first step. As a coach, you also need to listen to their answer
closely and use it to guide them toward those action steps. Don't judge their
answer on whether it's wise or unwise, but rather on whether or not it's coming
from a genuine place. The whole point of high impact questions is to get them
into the zone of thinking more deeply about their problems and challenges.
TIPS FOR HELPING CLIENTS SET PRIORITIES AND CREATE

ACTION PLANS
Your most important job as a coach is to help clients prioritize and start taking
action on the things they need to do to improve their lives and their business.
You have to help them not only discover what needs to be done, but also get
started doing it. This is how they get closer to their goal and when the client
succeeds, the coach does as well. When they see benefits, they realize the value
of your coaching, stay with you, and tell others about you.
THE BIGGEST FIRST
The client's first priority should be the biggest project that will have the greatest
impact on their business and life. It's usually not hard for a client to name this.
However, if they’re struggling you can use Root Cause Analysis, high impact
questions and other methods to help them uncover their most significant issue.
Sometimes it's just a matter of making a list of priorities and choosing the
biggest. Ask them, 'If you could accomplish only one thing, what would it be?'
BREAKING IT UP
Once you've identified the biggest project and goal, break it down into sub-
goals. These are milestones along the way that will get the client closer to that
big goal. Each of these milestones is then broken down into clear action steps.
These are things your client can do on a daily basis to reach their sub-goals and
eventually big goals. If an action step or milestone seems too big, break it up
further until you have a list of daily tasks.
WORK BACKWARD
There will often be certain tasks that need to be accomplished before others. In
this case, these preliminary tasks should be given priority. For example, a web
site needs to be finished and filled with at least a little content before you start
driving traffic to it. What can you do with that traffic if the site is empty? Put all
of the tasks for a particular milestone into chronological order.
TIMING IS EVERYTHING
Big goals are hard to reach because they operate on a different time scale than
we do. We need to be able to see the attainment of these goals day by day, or
even hour by hour. Each step along the way toward a goal should have a
timeline.
Timelines give your client a realistic deadline in which to finish tasks and reach
milestones. Although your client will want to move forward as quickly as
possible, they may need to curb their enthusiasm. It's important that timelines
be realistic. Otherwise, your client will fall behind. Set reasonable deadlines and
allow for some flexibility if tasks take too long or are finished quickly.
ALLOWING FOR CHANGE
There may be changes in strategy along the way as your client discovers what
works for them and what doesn't. It's okay to make whatever changes are
necessary as long as goals remain clearly defined. Timelines, small tasks, action
steps, and milestones can be shifted, but keep major goals in place.
TIPS FOR TAKING ACTION – HOW YOU CAN HELP YOUR

COACHING CLIENTS SUCCEED
In the course of your coaching sessions, both you and your client have actions
steps to take. Both of you need to be committed and accountable to each other.
These are tasks that must be completed between coaching sessions in order for
you to move forward.
CLIENT-GENERATED STEPS
The action steps created in your sessions work best if they're client-generated. If
you lay out a plan and tell them what to do, they're far less likely to actually do
it than if they've chosen those steps themselves. You're not the boss but rather
a guide with years of experience and knowledge your client lacks. Ask for their
ideas first and then help them modify those steps. Make sure all action steps are
chosen by consensus.
VERBALIZE IT
When your client puts forth an idea of something they should do and you
recognize it as a suitable action step, ask them something like, 'Is that the step
you want to take?' They should then say back to you, 'Yes, that's what I’m going
to do.' What this does is take an idea and turn it into a task to be carried out.
Verbalizing the task solidifies it in your client's mind and makes them visualize
getting it done.
All action steps for both you and the client should be written down. You can send
the file to them by email or through the chat service you use, or have the client
document their action steps themselves. In that way, they assume
responsibility.
LITTLE REMINDERS
It may be a good idea to set up a reminder system. Your client may get busy
and forget that they have something to do. You can schedule email reminders
and send them to your client. The reminders should reconfirm the details of
what needs to be done. You can automate this by using an email autoresponder
for your coaching clients. As long as you're doing this, you might include daily
motivation tips or inspirational quotes to nudge them along. This of course is
optional, but a nice ‘value-add’ to the services you provide.
GETTING STUCK
Create a plan for how to deal with challenges if a client gets stuck on a task. You
might agree on a certain number of out-of-session emails they can send you
with questions. Outline clearly when they are to contact you and when they
should not. If it's not a critical task, you can ask them to move on to something
else and you'll deal with it in the next session. When setting your coaching fee,
take into consideration the time you'll need to spend on these emails.
ENCOURAGING BUT FIRM
Be firm about these action steps. Remember that when your clients take action
and work toward their goals, this empowers them. Failing to do so weakens their
commitment to attaining their goals. Make sure your client understands that if
you're strict, it's for their own good, because you want them to succeed.
REWARD AND ACKNOWLEDGE
Whenever they complete an action step or sub-goal, give them a great deal of
praise and acknowledgement. People have to be shown the progress they're
making. Hold mini-celebrations or send emails that say, 'I just wanted to let you
know you're doing a great job.' This keeps their commitment strong and builds
confidence.
NO SHOULD'S OR OUGHT'S
Whenever communicating with clients, avoid equivocal language or words such

as 'should' or 'ought.' Replace them with decisive words like 'will.' Instead of
'what should I do to increase sales' they should ask 'what will I do.' This is a
small detail but it has a powerful psychological effect.
AFTER THE COACHING ENDS – MAINTAINING MOMENTUM
Once your coaching sessions with a client are over, your client is far from
finished. The goal of your coaching is not just to help them overcome a
challenge or reach short-term goals. It should be to foster in them lifelong skills
they can use for future success. There are concrete methods you can use to do
this.
A LONG-TERM ACTION PLAN
By your last session with the client, you should create a long-term action plan
with them. Walk through it together during the last session. Their action plan
should include agreed upon goals and deadlines, areas to focus on and how to
improve these areas, strategies and plans, resources they can use in the future,
and any other specific actions they need to take.
BE YOUR OWN COACH
During the course of your coaching, teach your clients how to use the methods
you're using for themselves. Root Cause Analysis, SWOT analysis, high impact
questions, and many of the other techniques coaches employ can be used by
anyone. As long as you're willing to be honest with yourself, you can use these
tools to further your business or personal goals. Encourage your clients to
continue the habit of self-analysis and point them toward resources that will
make them more self-sufficient.
ESTABLISHING ACCOUNTABILITY
One of the most important things you've done for a client during your coaching
sessions is to provide them with accountability. They have to do what they say
because you're going to be following up. When you're no longer there, it helps
them a great deal to have someone else to fulfill that role. This person is called
an 'accountability partner.'
An accountability partner can be absolutely anyone. Their job is simply to check

in with their partner (you) periodically to see how they're doing and whether or
not they're acting in accordance with the plan. They usually do quite little
actually; simply being there helps. As their coach, you may choose to connect
the client with former clients of yours or point them to other places where they
can easily find accountability partners.
A SPACE FOR YOUR CLIENTS
You may choose to create a place where all of your past clients can hang out and
help each other. You could form a Facebook group or coaching forum where they
can all support each other. It's good to have a membership area in your website
where present and past clients have access to resources in case they get stuck.
This can be thrown in as an added bonus for your coaching service, allowing you
to charge more for it.
EXPECTATIONS AND RESULTS
At the end of your coaching sessions with a client, it's important for both of you
to review the process and decide how well the goal was attained. This reflection
is important and will allow both of you to pursue future endeavors more
successfully. It's also good to occasionally follow up with clients from the past to
see how they're doing. Not only does this build your relationship, but there may
be the opportunity to sign the client up for more sessions.
CONCLUSION
Coaching can be one of the most rewarding professions you’ll ever practice.
Seeing people change their lives and their businesses for the better can give you
a profound feeling of satisfaction and excitement, knowing you were
instrumental in that change.
In this toolkit, we’ve covered each stage of the coaching process that will enable
you to help your clients make the changes they need in order to reach success.
You’ll be able to:
Prepare clients for coaching

Prepare yourself for coaching sessions
Conduct effective coaching sessions
Create realistic action plans
Motivate your clients to take action
Ensure continued progress after sessions end
Keep the worksheets in the Coach’s Toolkit handy, make copies, and review the
report from time to time to refresh your memory.
Good luck on your coaching journey!
APPENDIX: YOUR COACHING TOOLKIT WORKSHEETS
On the following pages, you’ll find worksheets for all of the coaching steps
referred to in this manual.
SELF-ASSESSMENT WORKSHEET
1. What are your main goals for your coaching sessions, in priority
order? What do you hope to get out of your coaching sessions?
2. What challenges do you face? What is most difficult for you right
now?
3. What are your 3 biggest strengths?
SELF-ASSESSMENT WORKSHEET (CONTINUED)
4. What are your 3 main weaknesses?
5. What ideas do you have for moving forward? (Your coach will
review these and offer suggestions)
6. What is your preferred learning style? I.e., do you prefer to see,

hear or read in order to learn best?
SELF-ASSESSMENT WORKSHEET (CONTINUED)
7. Do you have any ideas on how you'd like coaching sessions

conducted? Describe your ideal coaching session.
8. Please write any questions or concerns you have.
BUSINESS OVERVIEW WORKSHEET
BACKGROUND INFORMATION
Business Name:
Contact Information:
Brief History of the Business:
MARKETING
Target Market:
Unique Selling Proposition:
Main Competitors and their USP:
FINANCES
Total Monthly Revenue:
Total Monthly Costs:
Number of Employees or Outsourcers:
OTHER
Any additional information you think your coach should know:
COACHING SESSION CHECKLIST
BEFORE SESSION
□ Payment arrangements
□ Gather all relevant information from client
□ Review client information including Self-Assessment Worksheet

and Business Overview
□ Eliminate/minimize distractions
□ Note-taking materials / recording
□ Mental preparation
□ ______________________________
□ ______________________________
□ ______________________________
DURING SESSION
□ Allotted time for each session
□ Schedule
□ Outcomes client hopes to achieve
□ Client questions and concerns
□ ___________________________
□ ___________________________
□ ___________________________
WRAPPING UP
□ Review / summary
□ Action steps
□ Confirm next session time
□ Other preparations for next session
□ Questions and concerns
□ Payment (if being paid per session)
□ ____________________________
□ ____________________________
INDIVIDUAL COACHING PLAN WORKSHEET
GENERAL INFORMATION
Client Name:
Contact Details:
SESSION PLAN:
Total No. of Sessions:
Frequency of Sessions:
Session Day/Time:
Communication Methods:
SESSION DETAILS
Client goals and expectations:
Method for measuring progress:
SESSION DETAILS (CONTINUED)
Preferred learning style:
Special client concerns:
Homework / pre-session planning for you to do:
Ideas for session contents:
COACHING FEEDBACK WORKSHEET
Client name/date:
Progress made:
(Specific progress made toward goal since last session)
Areas that need improvement:

(Specific areas where the client isn't making progress)
Other:
(Any other relevant feedback)
Action Steps:
(What steps to take to address areas for improvement and/or to reinforce progress)
COACHING SESSION AGENDA
Client Name:
(*Describe each element, its purpose, and an approximate length of time)
Agenda Item Time (00:00 to

00:00, x minutes)
Greetings
Element 1
Element 2
Element 3
Element 4
Element 5
Wrap-up/Next Steps
*Your session agenda doesn't need 5 elements; keep blank or X out those you don't use
SWOT MATRIX
Strengths Weaknesses
*What strengths, skills, abilities, *What challenges, lack of skills, obstacles
advantages, and resources do you now or needs do you now have that put you at
have that give you an advantage? a disadvantage?
Opportunities Threats
*What new skills, potential markets, *What potential problems do you now
business ventures, resources, and face that may put you at a disadvantage?
marketing channels, are available that
would give you an advantage?
ROOT CAUSE ANALYSIS WORKSHEET
PROBLEM:
Answer 1
Answer 2
Answer 3
Answer 4
Answer 5
Root Cause
Solutions
* You don’t have to stop at “5” whys. Just continue on to another page until you get to the root cause. It may not even take 5 to get you there.
www.EvaGregory.com
HIGH IMPACT QUESTION WORKSHEET

*Prepare open-ended questions to use in your coaching sessions. Brainstorm ones that will make
your clients really think about their business, goals, purpose, motivations, challenges, or any
other issues that you typically address in your sessions.
Topic/Issue Questions for Coaching Sessions
(E.g., Time (E.g., 'If you could pick just one task to outsource in your business
Management) today, what would it be?')
www.EvaGregory.com
GOAL AND MILESTONES WORKSHEET
Primary Goal:
Define goal as specifically as

possible
Deadline:
How will you measure

your success?
What specific milestones Milestone 1:

are needed to reach your
goal?
Deadline:
Milestone 2:
Deadline:
Milestone 3:
Deadline:
Milestone 4:
Deadline:
ACTION PLAN TEMPLATE
Milestone:
What do you need to complete

first to reach your goal?
Deadline:

your success?
What specific action steps Action step:

are needed to reach this
milestone?
Deadline:
Action step:
Deadline:
Action step:
Deadline:
Action step:
Deadline:
ACTION PLAN TEMPLATE (CONTINUED)
Milestone:

next to reach your goal?
Deadline:

your success?

milestone?
Deadline:
Action step:
Deadline:
Action step:
Deadline:
Action step:
Deadline:
Milestone:

Deadline:

your success?

milestone?
Deadline:
Action step:
Deadline:
Action step:
Deadline:
Action step:
Deadline:
Milestone:
What do you need to complete Deadline:


your success?

milestone?
Deadline:
Action step:
Deadline:
Action step:
Deadline:
Action step:
Deadline:
ACCOUNTABILITY PLAN
GOALS
Original Goals:
Goals Achieved:
Next Goals and/or Milestones:
LL
STRATEGY
The Big Three:
*What are your top 3 strategies for reaching your goals?
NEXT STEPS
Priorities to Focus On:
*These can be strategies, behaviors, actions or other important items that came out of
the coaching and review of your progress.
Action Steps:
*What are the key actions you are going to take next to continue to work towards your
goals? Put them in priority order.
1.
2.
3.
4.
5.
6.
7.
8.
9.
RESOURCES
Where to get help:
*This could include forums, a membership site, website resources, or other places to
go when you have a question.
Essential Resources

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What is the purpose of the toolkit?

What is the purpose of the toolkit?

What are the different sections covered in the toolkit?

What are the different sections covered in the toolkit?

INSTANT RESULTS, LIFELONG CLIENTS TOOLKIT

The author and publisher assumes no liability or responsibility to any person or

Any perceived slights of specific people or organizations are unintentional.

NOTICE: YOU DO NOT HAVE THE RIGHT TO REPRINT OR RESELL THIS

Preparing for the First Coaching Session ....................................................... 9

The First Coaching Session – Creating an Individualized Coaching Plan ........... 11

How to Run an Effective Coaching Session .................................................. 14

How to Do a SWOT Analysis ...................................................................... 17

Root Cause Analysis – Asking Why ............................................................. 19

The Power of High Impact Questions .......................................................... 21

After the Coaching Ends – Maintaining Momentum ....................................... 29

Appendix: Your Coaching Toolkit Worksheets .............................................. 32

Self-Assessment Worksheet ...................................................................... 33

Business Overview Worksheet ................................................................... 36

Coaching Session Checklist ....................................................................... 38

Individual Coaching Plan Worksheet ........................................................... 41

Coaching Feedback Worksheet ................................................................... 43

Coaching Session Agenda.......................................................................... 45

SWOT Matrix ........................................................................................... 46

Root Cause Analysis Worksheet ................................................................. 47

High Impact Question Worksheet ............................................................... 48

Goal and Milestones Worksheet ................................................................. 49

Action Plan Template ................................................................................ 50

Accountability Plan ................................................................................... 54

WHAT YOUR CLIENT NEEDS TO DO BEFORE YOUR FIRST

Strengths and Weaknesses

Likewise, clients need to present to you the weaknesses in themselves

How to Move Forward

If your clients have questions pertaining to their business or your

PREPARING FOR THE FIRST COACHING SESSION

INFORMATION YOU NEED FROM CLIENTS

EXPECTATIONS FOR THE SESSIONS

Try to anticipate questions or concerns they may have. This shouldn't be

GETTING INTO THE ZONE

THE FIRST COACHING SESSION – CREATING AN

FREE CONSULTATION OR FIRST SESSION

There is a specific way these consultations must be structured in order to help

It is not possible to provide such in-depth training here. This is provided in my

RESPONSIBILITIES AND EXPECTATIONS

HOW TO RUN AN EFFECTIVE COACHING SESSION

Greeting / warm up / opening discussion questions (to get your client

Summary of issues from last sessions / review of progress / questions from

Discussion on how to move forward

Defining next action steps

GREETING AND OPENING

QUESTIONS AND CHALLENGES

NEXT STEPS AND AGREED ACTIONS

WORKING TOGETHER TOWARD A COMMON GOAL

HOW TO DO A SWOT ANALYSIS

SWOT stands for Strengths, Weaknesses, Opportunities and Threats.

Strengths can be both personal and business strengths, depending on the

ROOT CAUSE ANALYSIS – ASKING WHY

When we tackle problems in business or personal life, we have a tendency to go

GETTING TO THE BOTTOM OF IT