"........When Change is the Challenge."
"What Is Really the
"I'm in network marketing, and I need to improve my
marketing skills." Ed explained that after going through two
layoffs, he simply did not want to get back into the
corporate world. After eight months on his own, he was
disappointed in his own performance, and hoped coaching
I decided to get to the point immediately. "What
percentage of the income you need have you earned in the
last three months?" "Less than ten percent." Ed assured me
that he really understood the work necessary to be a
successful network marketer. He closed sales in about fifty
percent of his customer appointments.
When I asked how he spent his time, he admitted that
he would start each day by checking his email, and then get
involved in doing "research" on the web. How much time did
he spend on the web? He first said, "too much" and finally,
"four to six hours a day."
"Why so much time?" Ed said that it was very hard to
make his first phone call of the day. The longer he could
stay online, the longer he could put off the discomfort of
making that call. Ed explained that he needed to call dozens
of leads to set up the appointments that could result in
sales. He spent his work time in chat rooms instead of
We then looked at numbers. How much did he want to
earn? How many appointments did he need to have to make that
much? How many calls did it take to get one appointment? How
many calls would he need to make each day to get those
appointments? Simple calculations, but he had never looked
at them before. He was making only a fraction of the calls
When Ed understood what he needed to actually do to
achieve his goals, he realized how his Internet abuse had
undermined his own possibility of success. When I asked how
he could avoid spending so much time on the web, he said he
would discipline himself to make the needed number of calls
before he turned on his computer.
Ed already had all the marketing skills he needed. His
real challenge was facing his addictive behaviors and using
his time productively.
Coaching Tip Watch for addictive behaviors that first
relieve discomfort and then takes more and more energy until
those behaviors become a new problems.
Copyright 2000, Empowerment Systems. May be
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Jonathan B. Weiss, Ph.D. and Laurie Weiss, Ph.D. have
helped thousands of people make significant changes in their
lives. Working together at Empowerment Systems for 28 of
their 39 years of marriage, they maintain a coaching,
consulting, and psychotherapy practice in Littleton,
· Colorado · 80120
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"Committed to helping people use all of
their inner resources
to create satisfying and fulfilling