Money Breakthrough Method Certified Coach Training

It’s for achieving anything from their first 5000 month to their first 10,000 month and above,first 100,000 year, multi-six-figure year, and even seven-figure year.That’s a phenomenal number of people that qualified to win one of those Stars Achievementawards. A lot of that happens because of accountability. You want to hold you client accountableand give them a support structure that’s going to help them do that.Charma’s other question is in regards to the flow of the coaching call. Her question is one that Ioften get asked. Let me just read it to you. Even for those of you who are experienced coaches,this is a good reminder of how to run the call, particularly with something like MBM where thereis a lot of content.Charma asks, “When I approach the call, I know the content I want to share, which is typicallythe next step of the MBM process.” Yes, that’s true. “The client then provides the information onwhat breakthrough they’re looking for and we work on that.“After this part is complete, should I move into the pre-planned content even if it is not 100%related to the breakthrough that she just had, or should I even be adding additional content atthis point around this specific breakthrough and wait until the next session to go through theplanned content?”You have to play this a little bit by ear, but here’s what I would suggest. It is perfectly fine to offernew content that has nothing to do with the breakthrough that they asked for and just got. That’sfine. You take care of what they wanted.Sometimes what they wanted is going to be handled in the content that you had prepared. Asyou get more experienced and more fluid with MBM and coaching in general, you’re going tosee how you can integrate some of that.Let’s say that the breakthrough is on whatever it’s on, and then you had something else plannedaltogether. Usually what you can do very easily is say, “Great. Now I have something new I wantto give to you that’s going to help you in a new and exciting way.” You just introduce it like thatand off you go. The clients will love it.If you’re 25 minutes into a call, don’t introduce anything new. You’re at the end of the call andthey just had a breakthrough. Don’t kill the buzz. Don’t always feel obligated to deliver what youhad planned on. As long as it’s clear in each session that there was a breakthrough and there’ssomething that feels new, you’re fine.What I said in the beginning of our training is that if you go for two calls where you’re notintroducing anything new because the call is entirely consumed with what the client is bringing,that’s a little bit of a warning flag to me.On one hand, it sounds great because the client is getting what they need. On the other hand,what it doesn’t set up is the feeling of anticipation. Let me give you a very quick example. gwww.IAWBC.orgPage6

This week is my Diamond client coaching week. I follow the same coaching template. I askedmy client what she wanted to make sure we had a breakthrough around in today’s call. Shesaid, “I want this, this and this.” She had about three things.I already have some things that I’m working on in my business. My Diamond clients really get upfront and center access to what’s going on for me in my business. It’s almost real time, and theylove that. I knew that I wanted to share something with her that I’m really excited about in mybusiness with a new strategy and mindset.When she said her three things, I said, “That sounds great. I have some things that are new andexciting that I’m doing. I want to start to introduce them to you. I think it’s going to tie in withwhat you’re talking about as well.” She said, “That’s great.” She was really excited. It wassomething as simple as that. Then I wove it in.You just want to keep them thinking, “Wow! What is Kendall up to next?” It gets them excited tofind out what you have in store for them. That’s an important contributor to the dynamic of asuccessful and longer-term coaching relationship.This is the thing I want you guys to really understand. Even if you’re doing it brilliantly, if all youare doing in your coaching calls if responding, that’s just a polite way of saying reacting. It’sbeing more of a passive, reactive form of coaching as opposed to being proactive.If all you’re doing is being reactive and responding to what they bring, I can tell you right nowthat the client relationship will be shorter. That client will not stay with you as long. You have tobe more proactive.Whether you realized it or not when you first signed up for MBM, that’s one of the huge benefitsof this course. It gives you such an incredible wealth of content that you can be proactive withthem for a year with all of this content, even in small pieces in each coaching session with yourclient, and not run out of content. I hope that answers that question, Charma.The last part of her question is, “Is it okay sometimes to just offer tools and resources withoutasking them what the breakthrough is that they’re looking for?” Not quite.Here’s how I would do that. If you really want to take control of that call and just give the contentthat you want to give them on a call, that’s fine to do on most calls.What I would do is say upfront in the call, “I have something brand new and exciting that I wantto coach you through today. It’s going to help you create a breakthrough around such and such.”You’re telling them what the breakthrough is. You’re not skipping that they’re going to have abreakthrough, but you’re not asking them what it is that they want. You’re actually telling them,“Here’s the breakthrough. Here’s what this is going to be about for you.”Trust me. They’re going to get super excited about it. I would love it if a coach did that with me. Iwould think that was pretty cool. That takes care of those questions. gwww.IAWBC.orgPage7

I want you to look at this as a marketing call Part 1. It’s focused on eight creative ways that youcan offer MBM. A lot of these ways are going to sound familiar to you. There will beteleseminars, workshops and VIP Days. I know that the biggest question people have at thisstage in the training is, “What content do I put in? How do I make it all fit?”Let me take care of this upfront so that you can relax, listen to some of the ideas I’m going toshare with you today, and be able to apply your creativity and particular interests to how you puttogether these offers yourself.We all know that there’s a boat load of content here in MBM. Many of the modules don’t fitconveniently into 30-minute sessions. There’s too much content in each module. This is a goodthing. In my company, we always talk about a good problem to have. This is a good problem tohave.Even though there’s the method itself plus the five modules, and you’d think that’s six calls, youguys know by now that there’s no way. We’re on the phone for 90 minutes. I’m teaching it andgoing through it rather quickly. There’s no private coaching happening. You can imagine thatwith private coaching it would take a lot longer.This is easily 90 days of content, and maybe even a little bit more. It’s 90 days of coachingsomebody a couple of times a month. That’s about six sessions. At half an hour, you can’t do it.It’s just too much content.I know people who have done it in 90 days, but they’ve been 60, 75, or 90-minute sessions. It’sreally about six months’ worth of content. It’s a great problem to have.I know you guys get excited and want everybody to have everything and to follow it as it’sdesigned. The truth is that people don’t need all of it in order to be incredibly impacted by thiswork.Let yourself and your client off the hook and relax a little bit. I’m going to give you some tips aswe go through, but I want you to give yourself permission to select out pieces that fit, flowtogether well and make sense. Even more importantly, they also create desire for your client towant more. I’ll give you an example or two about that in just a little bit.Let’s talk about VIP days. I’m not going to go through a full training on how to give a VIP dayhere. I did a whole course on that. It’s VIP Day Quick Profit Secrets, which is a very in-depthhome study course. You can download that.By the way, as IAWBC members, you get a special coupon. It’s a 100 coupon you can use ifyou buy that through the IAWBC Success Store. You can buy VIP Day Quick Profit Secrets thatway and use your coupon, so that’s great.I want to point out a few things that are specifically related with MBM. In a VIP day, whether it’sdelivered live or virtually and whether it’s a group or individual, the content you’re going to select gwww.IAWBC.orgPage8

and use is basically the same. How much personal attention somebody gets is where thedistinction happens.Let me give you an example. Let’s say it’s a virtual VIP day. You’d want to plan on four to fourand a half hours. That’s standard. It’s four to five short calls within that four to four and a halfhours.There are different ways to mix and match the content. I want to give you one example thatcould work very nicely and I know people have done successfully in the past. It’s to coverModules 1, 2 and 4. That’s Healing Your Family’s Money Legacy, Forgiving Debt and OtherGuilty Money Issues, and Claiming Your Money Power.You can select a couple of tiny and really specific actions from Module 3 and insert them inthere. For example, you could ask somebody to start tracking all their money on a daily basis.That’s a great thing, always, to have people do. When you’re doing Claiming Your MoneyPower, you might have them open a savings account. You can select some things to do.Module 3 is a lot of very detailed, practical actions. I personally think it’s fantastic. It’s where Istarted with my own money breakthroughs 15 or 18 years ago. I did start with those practicalactions and then built the mindset around it. I didn’t even know back then what the word“mindset” meant. I wasn’t aware of it.Those are really great, but a little goes a long way with that in a VIP day type of setting.That’s an example of how you can pull together the content. Keep in mind that less is more.Particularly if you’re doing a VIP day group, it is better for people to have the opportunity to askquestions. You want to be able to have the opportunity to select someone to demonstrate with.I’ve modeled for you a particular teaching methodology of explaining how to do something,walking through it, giving some points around it, and then demonstrating it with somebody fromyour audience. I love that teaching style.In a private VIP day, you’re not demonstrating it, obviously, because it’s one person there withyou, but you’re actually walking them through it together. You’re explaining the exercise wayless and instead just walking them through it.With any of the charts or the debt forgiveness letter, you could have them go through it. You’dbe coaching them through completing it with you on the phone. That would be a very beautifulexperience. They’re definitely going to cry. That gives you an idea of how to do that.People will often ask me, “Do you do the method?” In a private setting, you’re absolutely goingto end up doing the method. In a group setting, you may or may not do the method.One of the options you can do is offer a bonus session. This is particularly if you have smallernumbers. If you have 100 people in a program, this gets a little tougher to do. This is a strategy I gwww.IAWBC.orgPage9

would suggest doing with just about all of these eight different ways of offering MBM. As abonus, offer a private Money Breakthrough Method coaching session.In the coaching session, you’re going to need to experiment. One option would be to do themethod and then make an offer for an upsell. You could also treat that coaching session morelike a pure discovery session and make an offer for an upsell. I’m going to come back and talkmore about that in just a moment.Let’s go back to VIP days. With the VIP day, you always want to be paid up front, before youdeliver it.I would highly recommend including the Money Type cards. The cards are beautiful. You guyssee that. They’re really impactful. People get really excited about them. You could have that asa bonus, whether it’s an individual or group VIP day.Just make sure that you plan. If you plan on having 10 or 20 people in your VIP day, order thatnumber of sets of cards and ship them yourself. It’s tough for us and more expensive for you ifyou order a set today and say, “My class starts the day after tomorrow. Can you get them therefor me?” Yes, but we’re going to have to do it overnight to guarantee it, and then it’s more inshipping.We fulfill promptly. I’m not 100% sure how they get mailed. I think it’s US Priority Mail. It getsdelivered promptly, but it still takes a few days. Don’t leave yourself to the wire with that. That’sa mistake. You want people to have the cards.No, we do not allow you to allow people to download versions of the cards. We want to protectthe copyright and the integrity of these. If you download them, they’re going to pass themaround to everybody. That’s a problem for all MBM coaches, and we don’t want that to happen.If somebody is handed a physical set of cards, they can’t go to Kinko’s and copy them. Kinko’swon’t let them do it because it has “copyright” right on it. Kinko’s will refuse to let them copy it.You want to make sure to preserve the integrity of that.When you’re doing a VIP day, whether it’s group or individual, and this is easiest when it’sindividual, you want to keep a list going of things that your client or clients are saying that reallystart to clue you in that there’s more that they’re struggling with.For example, maybe you’re talking about debt. We’ve had people in this course come on theline and ask some questions, particularly around the debt area. They start talking about theirspouse. We’ve had that several times. It’s very common.If that comes up with your client or group of clients, make a note of it. This is information youcan use later on to point out for people, “Here are some places you’ve talked about that arecausing a breakdown, rather than a breakthrough, in your relationship with money.” gwww.IAWBC.orgPage10

That’s a great way to illuminate for people, in an authentic, graceful and very accurate way,where they have some issues. It’s going to help to create desire for them to sign up with you tohelp them in additional ways. It might be through additional VIP days, a 90-day or six-monthcoaching program, or whatever it is that you’re offering as your upsell. That’s a great tip I justshared with you.That’s all I want to say on VIP days. You get a sense of it. The main thing is to not try to cram allof MBM into a single VIP day. That’s just too much content.Let me talk for a moment about upsells. I have to come up with a better word. I really dislike thatword. It’s a marketing word and is kind of crass, but it’s clear what it is.The mindset I want you to have is that you always want to be thinking about what’s next. Thoseof you who are in my Stars coaching program already know this because we talk about it all thetime. You don’t want to wait until the end of one thing to be thinking about what the next thing is.That’s not great planning. It’s going to contribute toward creating a lot of up-and-down, episodicincome.I want you, instead, to think about it at the beginning of offering something. Let’s say it’s a groupVIP day. I want you to know ahead of time, when offering your group VIP day.Let’s say you want to have a group of five people, which would be awesome. That’s semiprivate, actually. I want you to think ahead of time about what your upsell is. What is the nextthing that you would ideally like people to flow into so that you can continue helping them?Maybe it’s a 90-day or six-month private client offer with you.With smaller groups, like a five- or 10-person VIP day, a large percentage of those people willflow into an additional, longer-term group program. That’s a little tougher to do. Let’s say it’s 10people, and they say, “We want more.” Realistically, only maybe four will sign up for somethingmore. It’s roughly half. Just be mindful of that as you’re planning.You always want to be clear what that next piece is. Let’s say you’re doing a private VIP day.What’s the next piece? It’s a 90-day or six-month private with you. It could be one year. That’sfine, too. If it’s mostly focused on MBM, 90 days or four months would be a great, natural nextoffer. Keep that in mind as we go through.Let’s talk about another way to offer MBM, which is as a private client. In my notes, I have it as a“private high-end or platinum client.” This could typically be, for an MBM type of material, threeto six months.A simple structure for this would be coaching them two times per month. You could have a kickoff call that was a 90-minute session. What would be great in a 90-minute session is to start withthe cards. Have them look over and talk about the cards. Help them identify which is theirs andstart to create a list of where they give away their power. How is that exactly showing up forthem? gwww.IAWBC.orgPage11

I’ll give you a tip on this as well. Any time that you help your prospective or existing clientcalculate what the cost of that disempowering behavior really is, it cements the value in themhiring you.Let me pull out a card. I have them right in front of me. This tip I’m about to share with you ishuge, by the way. It’s huge because it’s going to help you have really highly motivated andsatisfied clients and convert clients more easily.I’m going to pick the Love card. I’ll just randomly pick something. Let’s use “hides hurt feelingsrather than speaking up.” I would say to my client, “When you look at this, what are the top twoor three things on this list that really stand out as, ‘Yes, that’s me’ flags?” They might say, “I hidemy feelings rather than speaking up. I never speak up for myself.”I would ask them a few questions to find out more. I’d say, “Can you give me an example?”That’s one question. Say, “Can you give me an example of a time recently when you didn’tspeak up?” They’re going to give an example.Then I would gently but persistently ask them a couple of clarifying questions because I want toknow how that is costing them. It is costing them in some way.Maybe if they have a job, it’s costing them because they’re not seen as powerful duringmeetings. What are the consequences of that? They’re getting passed over or get the reallycrappy projects and are working really late. They’re not seen as somebody who could advance.If they could advance, what would that be worth to them in increased salary? They might say,“That would be worth another 10,000 or 15,000 a year in my salary.” You’d say, “Hiding yourhurt feelings and not speaking up is ac

Kendall: Hello and welcome, everybody. This is Kendall. My apology for being a minute late. We had a little power surge thing and I had to redo some stuff with my phone to make it work. . It’s just important to know which one or two cards are really predominant for . It’s funny. T