Ep #42: How to Cultivate a Results Mindset in Your Clients

Hey coach, I’m sure that you've heard over and over again that you're supposed to be focused on getting clients results, but what does that even mean? How do you do that without taking on responsibility for your client, which of course I would never want you to do. These are the questions that I answer in today's episode. Because yes, witnessing your clients creating results, it is the foundation to you making money as a coach and building a business that thrives.

I'm Kendall. Tune in to today's episode where I’m going to reveal for you what your role as a coach is in creating results with clients. Then I’m going to give you a checklist of five coaching skills you can use to cultivate a results mindset first and foremost in the mind of your client, which is where the results are going to come from. This is a super practical episode with coaching skills that you can implement today. It's all here for you in this episode of The Money Coach School Podcast. Let's dive in.

Welcome to The Money Coach School Podcast. To really excel at coaching women, you have to be skilled, confident, and even fearless at money coaching. If you're passionate about women holding genuine money power and love supporting women entrepreneurs, then this is the show for you. Now, here's your host, money feminist Kendall SummerHawk.

Hello beautiful coach. Today we're going to talk about a topic that I don't see any other leader in the coaching space discussing. Yet it is vital in order for you to start and grow your coaching business. Our topic today is how do you cultivate a results mindset in your clients so that they do get results, so that they keep coaching with you, so that they refer others to you for coaching, so that you get those testimonials that help establish your credibility and so many other good things.

In a nutshell, we're focusing on client results because it's one of the top ways that you can enroll more clients, to charge more for your coaching, and to feel confident that you're focusing your coaching where it matters most, which is on client results. But this is such a game changer and yet it's so basic and so obvious as a winning strategy for you as a coach and where to hone your skills. Also basic and foundational for you as a business owner who wants to grow and thrive.

Now, I know online it's easy to think a coaching business can be all about personality and reels and stories and all that marketing, but that's just not what is going to build and grow your business. Because you are a person of integrity, your business is built on clients creating results. Inside of certification training with me, we talk all of the time that you bring 100% to the table as a coach and your client brings their 100% as well. So it's not 50/50. There's your 100%, and there is their 100%.

So the 100% that you bring are your coaching skills, like what I teach inside of my brand new Courageous Coaching Certification, which I'll link to in the show notes. If you're certified in any of my other coaching specialties, like Sacred Money Archetypes or Money Breakthrough Business coaching, then your 100% also includes you bringing a process and the ability to coach someone through that process.

So your coaching abilities are your 100%. Your client’s 100% is their willingness to lean in and do the work. I think there's a key understanding about coaching that is missed in the industry, and it is this. What creates client results is the client thinking about their situation or their circumstances differently than how they are currently thinking about them. That's it. It's not circumstances changing that creates results. It's the client's thinking that changes. I want you to really catch that.

Because when their thinking changes, they see opportunities they haven't seen before. They make different choices and different decisions. They take action, and all of that creates results. So today I want to address client results and bring to you this incredible short powerful checklist of tools that you have available to you that really set your client up for success.

If you're feeling uncertain that you can create results, first of all that thinking is not serving you, and it's not accurate. If you're feeling uncertain in any way that you can create results at a higher price point or for a higher price point, that thinking is not serving you, and it's not accurate.

If you are finding yourself feeling overly responsible for your client, as in it's all on you, well here again that thinking is not serving you, and it's not accurate. What I want for you is to feel an overabundance of confidence that the coaching skills and tools you bring to the table are more than enough. I want you to feel an overabundance of certainty that your clients can create results period. If you're in certification with me, Courageous Coaching or Money Breakthrough Business coaching or Sacred Money Archetypes, you have the advantage in that you have these incredible core foundational tools and coaching skills that you can rely on and you can lean on.

These work no matter how advanced your client is, no matter how much money they make now, no matter the amount they want to make. It doesn't matter. Their circumstances don't matter because foundational tools will always work. That's why the coaches that I train, even though they may be newer as a coach, they can coach more advanced clients because foundational tools will always work.

All right. So here's a checklist of five foundational tools, coaching skills, that can be your go-to for cultivating creating a results mindset with your clients. Number one, short time frames. Getting started is often the hardest part for anyone, which is why you want to give a client a very short time frame to get started with any action, anything that they're doing, any decision to get into the game so that there's no time for excuses. It's like it cuts off that part of their brain that may have too much time on its hands to make up excuses.

Coaching on short time frames, it clears away unhelpful thoughts. It clears away mental clutter. It supports clients in being decisive, and it prioritizes what it is that they want. Now the tip here is don't negotiate. Just coach on any of the excuses or the obstacles or other people's priorities or an overly busy calendar, anything else that stands in the way. Because guess what? None of those things are real. Those things are just a manifestation of thoughts the client has About themselves and what they're capable of, and they often just represent fear. So this isn't a negotiation. You just set a short time frame. We teach how to do this in certification, and let the client get to it.

All right, that's number one. Number two, small action steps. Short time frames lend themselves really well to this, and they work so very well because it makes anything new or different feel really doable. Plus it creates a feeling of quick wins, of immediate victories, and you want that inside your clients. You want them to feel that.

Number three, challenge what a client is giving power to. So a courageous coaching question that you can ask here is what gets in the way? Then coaching on that using questions that challenge that presumption that what they think is getting in the way really isn't a thing. So, for example, I like questions here such as well, what if that wasn't true? Or why is that becoming the priority? Or just straight out asking what are you giving up your power to? 

Now these are challenging questions, and that's good. You're a coach. You're supposed to challenge your client's thinking. You also want to take a moment to check in that whatever the new thing is that they say they want, whether it's a goal or a milestone, an achievement, whatever it is, that they're passionate about it. You can simply ask why is this important to you? Then keep asking that multiple times to get multiple layers, deeper and deeper and deeper of why this is really important to them.

Then what I like to do is reflect that back to my client by saying I hear it's really important because of this and this and this when they hear their own words reflected back to them, it is one of the sweetest sounds that they will ever hear. It's very, very inspiring and motivating for clients.

Now the tip here is not to slip into novice coaching or what I call baby coaching by trying to coach a client out of a problem or obstacle by trying to get them to change their mind. That just typically does not work well. It just sets up a power struggle between you and a client, and that is something you just never want to have. It's not pretty. It's not coaching. It doesn't work.

So instead if you question their why behind it, what is this thing that they want to do. If you if you question their why behind it and uncover where they're giving away their power then they will change their mind themselves without any power struggle between you or some unspoken agenda coming from you.

So a bonus tip I want to give you here is you can tell in a client's language if they're giving away their power because they're going to say things that clue you into that. So, for example, if I hear a client saying well, I can't because boom, that's a clue they're giving away their power to something else. Or if they say well, I really need to such and such, boom giving away their power to something else. Or if they say well what I should do is blah blah blah, boom giving away their power to something else. All right. So those are examples of a client giving away their power.

This is why, as coaches, we want to get our clients talking because in their language,  in their languaging patterns, are all the hints and the clues and the telltale signs that you as the coach can hear. If you're trained to hear these things, you can hear them. They're right there. It's like being handed to you on a silver platter and then you know how to coach them. You know where to take the coaching. This is what I teach inside of Courageous Coaching Certification, and it's a beautiful thing.

All right. So one of the beliefs that I hold is that when your client is clear on their why and when they're clear they're not going to give up their power to any external people or circumstances that then they will make incredible decisions for themselves and their results just flow freely forward. All right.

So number four now is challenge assumptions. This is something I want to cover in in more depth in a future episode. So for today, let me just touch on it. Your clients are assuming certain things to be true. That's just the way the human brain works. That doesn't make them true, but their brain and their emotions think they are true. Now I believe one of the greatest gifts we as coaches can give our clients is challenging them on their assumptions and breaking them free of what I call locked in thinking.

So, for example, when a client says well, I can't and then I can't do whatever or I can't because whatever, that is not necessarily true. In fact, it's most likely not true. Or if they say I need to blah, blah, blah, guess what? Not true. Just absolutely not true. Yet the way, they say it they believe it's true.

So I love challenging assumptions at the level of identity because that's going to create a change and create a result the fastest. What that sounds like is something like this. You could say if you could blah, blah, blah, what would you have to start thinking about yourself? Isn't that a great question? If you could blah, blah, blah, what would you have to start thinking about yourself? You could change it a little bit. You could say if you could blah, blah, blah, what could you start thinking about yourself? So you can change it just a little bit there. All right, again, challenging assumptions is something I’m going to cover in more depth in an upcoming episode.

Number five, use identity statements. Use identity statements that remind your client of what she's capable of. You can say things like I know you as someone who is, or you can say I know you as someone who can. So, for example, you can say I know you as someone who can get this started in the next 24 hours. You're welcome to text me or send me an email, celebrate that quick victory. I am here for you. So that's a very, very simplistic example, but it works.

Or you can ask your client what is the first tiny result that they want to create here? Okay, so you can even embellish this and say I know you as someone who loves to create results, who loves to get started, and who can make this work even given your demanding schedule. So what is the first tiny result you want to create here? 

Cultivating a results mindset in your clients, it starts with you. It's not that you're demanding results. It's simply that that is your frame. It's your mindset. It's your paradigm. When you do that, you take every opportunity to support your client in stepping into this paradigm because she can get what she wants. Because she deserves to experience all of the goodness and the blessings and the achievements that are on her heart to experience and because you are the coach that holds that reality for her.

So the last concept I want to touch on here circles back to your 100% as a coach, and that is you being 100% committed to your client achieving results and being 100% not attached to what those results look like or how big they are or how quickly they happen. This is what I call the art of passionate detachment.

All right. So if you want to coach women, if you want to be that change maker, if you want to be known as the quality coach, then I highly encourage you to check out Courageous Coaching Certification. This is the space for you to become the coach that you are meant to be, and I will link to the details for courageous coaching certification training here in the show notes.

Thank you so much for listening, and thank you so much for your loyalty. I love and appreciate you for that. Definitely drop me an email at podcast@kendallsummerhawk.com, ask any questions you want about money, pricing, and, of course, coaching. I am definitely all in and all here for you.

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