One of the most intriguing things about business (and life) is how two people can have substantially the same opportunities – training, know-how, capital and experience – yet produce dramatically different results. This paradox exists everywhere.

Within the coaching industry, there are extremely successful coaches, and coaches that find it a challenge even to get clients. Yet each coach may have had substantially the same resources when they started. So what’s the difference? And how can you ensure that you’re the successful coach?

Whilst coaches may make different strategic choices at junctures in their business development, there is one overriding factor that differentiates extremely successful business people from the rest. That key differentiator is their MINDSET.

Having the right mindset for business success goes well beyond establishing goals and being positive. To develop a Success Mindset, consider the following:

1- Your reality is a mirage. Have you ever considered what your reality actually is? How it was formed? And how your perception of your reality affects outcomes in your life?

To each of us our reality feels extremely tangible and real. Our thoughts, feelings, emotions, expectations, capabilities and limitations all feel real. They feel as though they are things that happen to us over which we have little control. As though they are external forces that ultimately drive us toward our future or fate.

Yet the truth is: people with substantially the same circumstances often have extremely contrasting realities (or perceptions of their realities). When impacted by the same set of events, whether opportunities or challenges, people with much the same physical resources to deal with that event, produce dramatically different outcomes.

Consider 2 start-up coaches. Each is in their late 30′s, each just finishing a coaching qualification, each with similar start-up capital, skills and attributes. Each coach competes in the same market. They have substantially the same opportunity to create their future. And yet within 6 to 12-months one may have a prospering business turning over $10,000+ per month, and one may be struggling to get clients. This is an extremely common scenario (not just in coaching, but in business and in life).

One of the most important differentiators between the successful coach and the other is their perception of their reality. To an outside observer, each coach has the same resources and hence should have the same reality, and produce the same results. Yet, successful people are often able, through subconscious and cognitive processes, to frame their reality in such a way as to create a substantially more beneficial outcome.

They are able to see opportunity where others see adversity. When confronted by a challenge they’re able to reframe it into a positive outcome. They’re able to remain focussed on their objectives. They’re able to see the bigger picture rather than being caught up in non-productive activities.

Take some time to think about YOUR reality:

  • What is your perception of your reality?
  • What beliefs do you have about yourself, your capabilities or your circumstances that are limiting your capacity to achieve a better reality?
  • How did you formulate those beliefs? Are they learned? Have they been reinforced by past failures? If so, why do they need to limit your future?
  • Are you aware of other people, in similar circumstances to your own that have a ‘better’ reality than yours? If so, why can’t you create a reality better than the one you’re in now?
  • What steps do you need to action to produce a set of belief systems that are conducive to you creating the reality you want?

2- Expectation. Expectations are the precursor of outcomes. What you expect to happen will happen. The expectations you have are extremely powerful in determining the outcomes you produce. It’s very rare indeed that we have a low expectation and produce a high outcome. Highly successful people expect to be successful. And interestingly, they expect to be successful even before they have evidence to validate such expectation.

Using the case study above, the successful coach expects (not wants, but expects) to be successful. Deep in their inner being they KNOW with absolutely certainty that they are going to be successful. They are void of doubt. They know with certainty that they will achieve their desired results. Any challenges that confront them along the way they KNOW they will overcome.

The other coach however, may WANT to be successful, but they have limiting beliefs which prohibit them from expecting to be successful. These limiting beliefs manifest in doubt and work at a subconscious level to ensure that the coach is not successful. Their ‘want’ to be successful is a conscious desire. It’s not hard coded into their being. But their doubts are hard coded, and hence overcome their conscious thoughts about success.

In both instances, the coaches are correct in their expectations!

It’s critical that if you want to be successful, and develop a success mindset, that you identify limiting beliefs and reframe them. You NEED to hard code your positive expectations and become void of limiting beliefs and doubts. Only then will you be able to develop expectations that will be realised.

  • What beliefs do you have that are limiting your ability to achieve?
    • I don’t have enough experience to be successful in business?
    • People won’t perceive me as an expert?
    • People won’t pay me enough for my services that I could be successful?
    • It’s impossible for me to charge $500, or $2,500 per month for my service.
    • If I ask someone to commit to a contract they won’t see value in it?
    • I feel uncomfortable asking people to sign up for my service.
    • I feel embarrassed talking to people about my service and about myself.
  • What past or present experiences do you have that may reinforce your limiting beliefs?
    • I only earn $30,000 per annum now, so it’s impossible for me to earn $100,000 per annum in business.

So WHERE does your REALITY and EXPECTATIONS come from and how can you change them? Your reality and expectations are founded in your SELF-CONCEPT. Your self concept is essentially how you perceive yourself. And your overall self concept is an average of how you perceive yourself in all areas of your life. For instance, you have a self concept of your ability as a driver, as a parent, son, business person, coach and salesperson.

Coaches with a weak Marketing Mindset, have a poor self concept of themselves as salespeople. If you ask a coach with a poor marketing mindset: “Are you good at selling your services?” or “Are you good at closing sales?” they will invariably answer “NO!” 

The paradox is that your self concept is totally subjective. Your limiting beliefs are mostly based on erroneous information. It is not founded on reality. It is ONLY a CONCEPT. In areas where you PERCEIVE you perform well, you DO perform well. In areas where you believe you perform poorly, you WILL perform poorly.

Most often limiting beliefs and poor self concepts are developed from early experiences that have resulted in poor outcomes. Often these experiences don’t even relate directly to the area of your self concept. They are often superimposed from similar experiences or simply presumed. But once they’re formed they are significant impediments to performance.

To develop a positive, effective marketing self concept you must:

  • Accept that your ability to perform well at marketing is only limited by your perceived ability to so. As soon as you accept this fact you are then able to begin work on developing an effective marketing self concept.
  • Actively and consciously take the necessary steps to reframe your belief systems.

The results you achieve (in marketing and business) are DIRECTLY proportional to what you perceive yourself to be worth, or deserving to achieve. And this is directly related to your self concept.

Often coaches enter the profession with a certain financial objective. Yet this objective is vastly disproportionate to what they’ve been achieving in their lives prior to entering coaching. If you’ve been earning $45,000 per annum for 10-years, then you have significant and powerful reinforcement that you are only worth $45,000 per annum. To earn substantially more than that, you must reframe your self concept or you’ll find that you’ll cap your ability to earn as a coach at $45,000 per annum.

Use AFFIRMATIONS and reinforcement strategies to reframe your limiting self concepts. Your self concept as a salesperson or business person has been established and reinforced for a LONG time.

To re-wire your beliefs takes proactive strategies and repetition. It is simply not enough to say to yourself “Ok, I’m going to be a good salesperson now”. You must invoke change at a deep subconscious level.
In part two (next post), we will look at how responsibility, appropriate use of force, perseverance and other factors can assist you develop a success mindset.