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View this issue online at http://www.coachville.com/cvm/2003/012003sbc.html

From Thomas J. Leonard
Founder, CoachVille
28,000 members from 120 countries.

Tuesday, January 21, 2003

Dear CoachVille Member:

New live training March 7/8, 2003 -- first time offered!  Save $30 if you register by February 28, 2003.  And read about the amazing guarantee below...

Getting tired of having clients who come and go?  Are you looking for clients who last a lifetime?

Then consider working with the small business owner or entrepreneur (1 - 200 employees).  They are loyal, your coaching is put to immediate use, and the positive impact on their bottom line is measurable.

According to the SBA (Small Business Administration) there are 22 million small businesses in the United States, 9 million of which are women-owned.

This is a vibrant market that has barely been tapped into by coaches.

Intriguing, yes?  Richard Reardon can show you how to both attract -- and to do extraordinary work -- with this type of client, even if you have not yet been working in a business setting.

We'll show you the 15 'entry points' that help you get in the door with a small business client.

And, once inside, you can use the strategies, models and solutions that we teach you at this 2-day intensive to serve the small business client -- which tend to work with their coaches over a much longer term and at higher fees than with personal coaching.  Yet, of course, your coaching with them is also personal.  It's the perfect type of client to expand your abilities as a coach.

The cost of this highly-specialized training is easily paid for by as little as a single hour a coaching with a business client.  And we'll go even further with a extraordinary guarantee -- if you don't earn back the registration fee within the next 6 months, just visit www.coachvillecourses.com/refundrequest.lasso and ask for your money back!  We know that this business coach training is effective and we stand behind our work.  (As far as we know, no other school offers this type of guarantee.)

Open to expanding your skill set and service offerings?  Then please make plans to join Richard Reardon (Dean of the School of Small Business Coaching) in San Diego on Friday/Saturday, March 7 and 8, 2003, at the San Diego Handlery Hotel & Resort -- that's just 7 weeks away!

Tuition is only $149 for the 2-day training if you register by February 28, 2003; $179 thereafter.

Can't make those dates?  No problem -- Richard will be conducting this training again in San Francisco as a pre-workshop for the Future of Coaching Conference.   But if you want to learn from Richard in a dedicated setting, please join us in San Diego on March 7 and 8, 2003.

Here's the over-the-top agenda for the 2 very full days.

Coaching Small Businesses & Entrepreneurs
FRIDAY & SATURDAY, MARCH 7, 8, 2003
SAN DIEGO, CA

Friday
morning
830-900am

 Coffee, Tea and Networking With Trainer Richard Reardon
Friday Morning
 900-12noon
Identify the 15 Entry Points To Coaching a Small Business Successfully
We believe that it is fair to say that virtually every entrepreneur and small business can benefit from coaching, but the challenge is to position yourself and your services to that the small business owner comes to believe that you can help them -- exactly where they are.  The big mistake that most coaches make is that they try to sell coaching instead of first determining the entry points where the client already has the door open and is just waiting for you to walk through it.  

During the morning session, you will learn the 15 entry points -- meaning the wants and needs the typical small business owner has and the ones that they are willing to pay for coaching services around -- and how to package yourself and your coaching to fit in those doors.  These entry points are not mysterious -- once you learn them.

If you are totally new to working with business owners, consider this a terrific overview as to what you can provide them. And if you are already experienced working with small businesses you'll find the language and the tools you'll need to get the attention of this type of client (often the biggest challenge).

Specifically, this morning, you will...
o Learn the 15 Entry Points to that you are offering exactly what the client is open to buying
o Learn the 5 types of entrepreneurs and how to adapt your approach to meet their very different styles
o Learn the 15 Small Business Proficiencies -- these are what it takes for a business owner to be successful long-term. (Take a sneak preview of the 15 Small Business Proficiencies at http://www.coachville.com/sbc/sbizprofpdf.pdf)

Friday Afternoon
115-500pm
Position Your Coaching to Impact the Operating Dynamics of Small Business
When you walk into a small business or begin working with an entrepreneur, you are entering an already-established system of how  things get done in that company -- the culture, attitudes, procedures, expectations, relationships, politics, operating systems, success formulas, and the like.  The challenge for the coach is to quickly come to understand the operating dynamics of this business so that you can make the most of the culture while at the same time being the effective catalyst for upgrading how the company operates.  If you are insensitive to what you're walking into, your coaching won't hit the mark -- and your best work will not get done.

Specifically, this afternoon, you will...
o Learn how to use personal assessments as a way to learn more about the players and how the company operates
o Learn the basic models of how small businesses tend to work (share these with a client and they'll be impressed that you know them so well!)
o Learn how to use an organizational assessment (scorecarding)  in order to give the owner a bird's eye view of where his or her company is really at.
o Learn the 3 most common sources of problems for any small business -- come to understand these three and you'll have a solution to virtually every other problem the company is having.
o Learn how to use visual displays (called infoshapes) as a way to both educate your clients on what's going on, and how to improve that.

Saturday
morning
830-900am

 Coffee, Tea and Networking With Trainer Richard Reardon
Saturday Morning
 900-12noon
Package yourself and your services for a 5-20 year relationship with your clients
The biggest problem in coaching today is the churn factor -- clients come in for 3, 6 or 12 months and then they move on -- necessitating an always-on marketing effort for the coach.  But when you coach small business clients -- and have a complete menu of services for them -- you should expect to work with these clients for years, if not decades.  Now, that's coaching -- a long-term personal and professional relationship that continues to add value to all parties.

Specifically, this morning, you will...
o Learn how to design your role -- collaborator, consultant, coach, coach to the company vs. the owner, catalyst, accountability holder.
o Designing a short and long-term coaching plan (scope, order and magnitude) that includes the metrics that matter to the client:  functional, personal, emotional, financial
o Developing a communication style that commands attention yet doesn't turn off the client; edgy is good, if not essential.
o Staying ahead of the game:  Advanced business concepts and emerging business models to keep your client ahead of the competition, and give you a lifetime of work with your business clients.

Saturday Afternoon
115-500pm
Using Marketing Strategies and Systems to Ramp Up Your Small Business Practice
Now that you know the breadth of services you can provide to this marketplace, the next step is to make sure that small businesses and entrepreneurs can find out about you and your work -- which is the focus for Saturday afternoon.  There are two basic strategies that you'll be learning:
1. Short-term/immediate strategies to add several new clients in the coming weeks.
2. Long-term/permanent strategies (called marketing systems) to keep your practice full. 

Specifically, this afternoon, you will...
o Learn how to use giveaways as a way to build an e-mailing list and give business owners an experience of your work.
o Learn how to properly work a room at the Chamber of Commerce or other function.
o Build a website that is situation-specific vs. general services-oriented.
o Developing marketing systems around each of the 15 Entry Points that you learned at the beginning of this training.
o Learn how to share success stories (before and after) as a way to convey the power of the coaching process


Benefits of Attending the Business Coaching Intensive
o Learn how to break into the small business owner and entrepreneur marketplace.
o Come to understand what drives a small business and the entry/level points where coaching can make all the difference.
o Get inside the head of the business owner to understand his or her sources of motivation and inspiration.
o Learn how to use diagnostic tools including assessments, checklists and scorecards.
o Meet and network with other small business/entrepreneur coaches.
o Discover how to virtually eliminate your client turnover problem by offering long-term coaching plans for your small business clients..
o Leave with several years' worth of ideas, opportunities, programs and knowledge to accelerate your success as a small business coach.
o Learn how to apply what you learn at this conference to your own coaching practice so that you are a model of what you're helping your clients to achieve.



Dates/Location
Friday, Saturday
March 7, 8, 2003
9am-5pm
Handlery Hotel & Resort
950 Hotel Circle North
San Diego, California, 92108 
Maximum capacity:  200
Conference fee:  $149 until February 28, 2003; $179 thereafter.
Click here to register.
 Link not working with your browser? Go here:
http://www.coachvilleconference.com 


Planning on staying at the event hotel? (Handlery Hotel & Resort)

If so, just call 1-800-676-6567 or direct to in house reservations 619-298-0511 to reserve your room.  Special room pricing is $110.00 for single/double occupancy if you mention CoachVille when you call for a reservation.  (Or feel free to get a better deal if you can!)

If you are flying in to San Diego, it's easy to catch a cab from the San Diego Airport to the Hotel.  More info about the Handlery is at 
http://www.handlery.com/sd/home.html. 

Questions/Special Requests
 Please email:  tina@coachville.com





Enjoy!

Thomas J. Leonard
CoachVille.com