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77 Habits
Of Highly
Successful Coaches
Plus 4 Bonus Habits
www.TheAcademyOfProfessionalCoaching.com
Published in Great Britain in 2010 by
NABO, 39-43 Putney High Street, Putney, London SW15 1SP
Tel: 0208 788 9064
info@nabo.biz
www.nabo.biz
Neil & Vicki Espin assert the moral right to be identified as the authors of this work.
All rights reserved. No part of this publication may be reproduced, stored in a retrieval
system, or transmitted in any form or by any means, electronic, mechanical, photocopying,
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Introduction................................................................................ 5
-3-
Introduction
Newly-qualified coaches often ask more experienced coaches
the same two questions … “How can I shadow you and
watch what you do?” and “What is it that separates the really
successful and effective coaches from the rest?”
After all, it was the same question we asked when we began our
own coaching business many years ago. Back then, we looked
for successful coaches to discover what put them at the top
of their game. This proved very difficult as there were so few
professional coaches around at that time. What’s more, the ones
we did find were reluctant to share their secrets.
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77 Habits of Highly Successful Coaches
“Don’t learn the tricks of the trade - simply learn your trade;
trust is hard won and easily lost.”
-6-
Short Focusing Exercise For
The Key Habits
Before we jump into the focusing exercise, it’s important to
understand what coaching is. It is:
• Goals-driven.
The coach encourages the client to find their own solutions by:
The purpose of the work you are going to do for the next 45
minutes will enable you to establish your degree of satisfaction
in some key areas of your business and then focus on the one
area you select.
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77 Habits of Highly Successful Coaches
8 Key Habits
Personal Key Coaching
Qualities Philosophies
Increasing Setting
Your Compelling
Coaching Client
Capabilities Goals
Look at the circle and ask, “If I have to pick one area to spend
some time and effort on because it would have the biggest
impact on my overall level of satisfaction - which one will it
be?”
NB: You don’t have to pick the area with the lowest score.
-8-
Short Focusing Exercise For The Key Habits
For that area alone, extend the segment and clearly identify
in that space what 10 will be like (when you are completely
satisfied with your performance). This is your inspirational goal.
Next focus on the space between zero and whatever score you
have given yourself (the area you have been able to shade in).
This is what you do well already. Make a note of the things that
you had in mind that enabled you to give yourself a score (any
score, even 1).
-9-
77 Habits of Highly Successful Coaches
Now focus on the gap between your score and your description of 10
and ask yourself, “What stops me from being able to give it a 10?”
The next step is to identify your goals around this area as first
priority and then work to achieve them. These are your journey
goals.
Time for some action: rather than simply staring at the gap in
your identified area, note down just one thing that you can do
now as a result of this exercise that will move you (however
slightly) nearer to your 10. Write down your commitment of
when you will take this action.
Coaching Definition
What has been the most important thing that has come out of
your business wheel challenge?
Write it down.
You can complete the same exercise for each habit chapter; you
will find a blank wheel for you to select 8 of the key habits in
each chapter. Or select a habit of your own.
- 10 -
Area #1
Personal Qualities - Building
‘Me Ltd.’
1. Become qualified by a high quality and respected coach
training organisation. You need to know that you are likely to
be in a unique group of professional coaches who have invested
in their personal and professional development.
2. Get your own coach - the best coaches are work in progress,
which means they continue working on their personal and
professional development.
- 11 -
77 Habits of Highly Successful Coaches
- 12 -
Area #1 - Personal Qualities Building ‘Me Inc.’
Personal Qualities
“The brilliant coach is the one who brings out the brilliance of
the client.”
- 13 -
Area #2
Developing Key Coaching
Philosophies
11. Ensure you are clear about your underpinning philosophies
on coaching. The best coaches are!
13. Through coaching, your clients are able to raise their self-
awareness and take responsibility for their lives - ensure that
this philosophy is always at the forefront of your mind, guiding
your coaching behaviour.
14. Know that people are not their current behaviour. They may
be acting in a way that they feel they ought to or should do or
must do to survive in a business or social world. Let them know
it’s okay to be themselves.
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77 Habits of Highly Successful Coaches
• How easily are you distracted? When your tasks are ‘must
do, should do or ought to do’, your focus is easily distracted.
17. It is not the coach’s role to judge how other people lead
their lives, or how they may treat others nor is it the coach’s
role to judge others by their own values. Continually develop
the key habit of being totally non-judgemental. Accept people
with Unconditional Positive Regard - UPR.
- 16 -
Area #2 - Developing Key Coaching Philosophies
- 17 -
Area #3
Setting the Coaching
Relationship up for Success
20. Work with each client to agree the measures of success
before the coaching relationship begins so that you will both be
able to assess the effectiveness and the client can feel inspired
by their progress towards their goal.
21. Ensure your coaching clients know what to expect from you
by sending them a few key points about how you work before
you work with them for the first time - this is contracting with
the client.
22. Prepare any materials that you use regularly and have
access to them to send to clients by email.
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77 Habits of Highly Successful Coaches
- 20 -
Area #4
Setting Compelling
Client Goals
28. Coaching is a goals-driven process, so spend time at the
beginning of a coaching relationship working with your client
to agree clear, robust goals that s/he is visibly committed to.
Effective goals set the relationship up for success and act as a
touchstone to keep you both on track.
• People might not set goals because they don’t know what a
powerful and positive impact they could have.
• People may not know how to set goals, because they don’t
know where to begin.
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77 Habits of Highly Successful Coaches
31. Hold your client responsible and accountable for taking action
on the commitments they have made to themselves through your
coaching. Make the first question of each coaching discussion
about the progress made since the last time you worked together.
32. Ask high value questions to elicit a clear goal from your
client at the start of the coaching relationship. The relationships
can flounder when clients do not have a clear goal.
33. Give feedback to your client if they are not making progress
towards their stated goals, or if you find yourself returning to
the same point often. A simple and powerful phrase you may
wish to keep in mind is ‘vision without action = hallucination’.
34. Listen to the response from your client when asked “What
do you want?” and reflect back if they tell you what they don’t
want. People generally find it easier to say what they don’t want
rather than what they do want.
36. You can establish how willing your client is to achieve the
goal by asking them to rate it on a scale of 1-10, 1 being not
at all willing and 10 being totally willing and committed. The
rating is often a useful indicator of likely progress.
- 22 -
Area #4 - Setting Compelling Client Goals
After all, you can’t cross a 10-foot gap by moving seven feet
today and three feet tomorrow. It’s all or not at all.
- 23 -
Area #5
Powerful Questioning
39. Note which questions work well and use them often.
The key words here are ‘everyone’, ‘always’, and ‘better’ - find
out what they mean to your client.
42. Listen for your clients’ rules (they usually begin with
words like ‘must’, ‘should’ or ‘ought’. Help them to see for
themselves where the pressure is coming from to hold the rules
in place by asking questions like:
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77 Habits of Highly Successful Coaches
43. Know that any question that starts with ‘why’ will close down
your clients’ thinking. ‘Why’ will encourage the client to look for
some kind of justification, which is not necessarily helpful.
“Does the action they are about to take move them closer to
or further away from their primary goal?”
Then ask to check for clarity and focus. If the action takes them
away from the goal, challenge the action/option.
46. Ask questions one at a time. Resist any tendency to roll two or
three questions into one (for example, “So what can you do about
this, who do you need to help you and when will you do it?”).
If you do this, the client will tend to only answer the last
question, and you risk losing a potential key moment through
haste or over-enthusiasm.
47. Instead of thinking about the right question to ask, just let
your inner wisdom take over. It will in all probability be exactly
the right question at the right time.
- 26 -
Area #5 - Powerful Questioning
Powerful Questioning
- 27 -
Area #6
Building Positive Self-Esteem
in your Client
49. Get people to acknowledge what they’re proud of and what
they’ve achieved in their life so far. One way to do this is to
encourage them to keep a journal.
53. Help your clients to identify their limiting beliefs. Ask your
client to note down all the things they hear themselves telling
themselves that do not serve them well. Ask them to identify
what hard evidence they have to prove that any of them are true.
Once this is done you can help your clients to remove these
limiting factors themselves and put in place empowering beliefs
that will build esteem and self-confidence. People are often
- 29 -
77 Habits of Highly Successful Coaches
amazed at the fact that the things that have been holding them
back the most in achieving success are actually not true or real.
• Fear of success
• Self-sabotage
• Lack of self-confidence
• Self-condemnation
• Poor concentration
• Lack of will-power
• Being a perfectionist.
- 30 -
Area #6 - Building Positive Self-Esteem In Your Client
- 31 -
Area #7
Increasing Your Coaching
Capabilities
59. Develop tenacity because when your client feels like
giving up, has had a setback, feels unsure or begins to doubt
themselves, you need to proactively and positively let them
know you are not prepared to give up on them.
60. Build your personal presence. It’s vital that your client
knows that no matter what, your energy and enthusiasm will
always be on the end of a phone or at the very next meeting.
- 33 -
77 Habits of Highly Successful Coaches
• Short-term
• Time-limited
• Paid for
• Goal specific
• Action orientated,
• Personally tailored.
i) Your open area: aspects of yourself that you and others are
aware of.
ii) Your blind area: aspects of yourself that others see, but
you are unaware of. If you do not ask for feedback the
chances are you will never know.
iii) Your hidden area: aspects of yourself that you are aware
of but that others don’t know about. If you won’t or don’t
disclose these aspects then they will remain hidden and
you may be limiting your development as a coach.
- 34 -
Area #7 - Increasing Your Coaching Capabilities
- 35 -
77 Habits of Highly Successful Coaches
is not the time to do it. Use the power of silence and encourage
the client to talk about themselves.
- 36 -
Area #8
Marketing your Coaching
Business
68. Continually look for opportunities to win new clients. The
more clients you have the more people you can help to achieve
what they are looking for and the more successful you will be.
Referrals and recommendations will only come about when you
are consistently marketing and delivering quality coaching.
69. Network with the most successful coaches - they are the
people you will learn most from. They may also at some point
in the future need to recommend another coach so make sure
it’s you.
- 37 -
77 Habits of Highly Successful Coaches
74. Write down the names of everyone you know with their
contact details. Do this in three categories:
i) family
ii) friends
iii) colleagues.
Then call them and ask them to give you the names of three
people they know. By the end of this exercise, you’ll be amazed
at the number of names you have collected.
- 38 -
Area #8 - Marketing Your Coaching Practice
76. The press are always looking for a story; make sure your
story is the one they tell. It may not be enough any more to say
a coaching business has opened up so send the editor a press
pack. This could contain:
• A press release
- 39 -
Survey Of Executive Coaching
In The City
A survey of coaching practices in the City in has revealed that
employers have access to very little reliable information on the
subject of Executive Coaching.
Robert Thesiger
- 41 -
77 Habits of Highly Successful Coaches
Therefore, it would seem that while we think that buyers are aware
of what coaching is, the survey indicates this is not the case.
70% - yes
30% - no.
8% - Chairperson
12% - CEO
22% - MD
26% - Directors
12% - Middle Managers
20% - other.
- 42 -
Survey Of Executive Coaching In The City
54% - yes
6% - no, it’s too hard
6% - it’s not considered necessary
34% - no, don’t know how to; we haven’t found a method of
doing this.
- 43 -
77 Habits of Highly Successful Coaches
64% - ad hoc
36% - strategically
76% - HR
24% - Line
- 44 -
Survey Of Executive Coaching In The City
28% - yes
22% - no
50% - not sure
- 45 -
What Others Have Said About
Neil and Vicki’s Coaching…
“You have inspired me not only to go on and become a great
coach, but also to approach my life in a whole different manner.
Thank you very much for what you have done.”
- 47 -
77 Habits of Highly Successful Coaches
- 48 -
The Academy of Professional Coaching
Outstanding Training By
Professional Coaches in Personal
Coaching and Corporate and
Executive Coaching
At last – a coaching organisation that’s free to join and
which will teach you the latest coaching techniques that
professional coaches with high fee paying clients are using.
- 49 -
77 Habits of Highly Successful Coaches
- 50 -
The Academy Of Professional Coaches
- 51 -
77 Habits of Highly Successful Coaches
- 52 -
The Academy Of Professional Coaches
- 53 -
77 Habits of Highly Successful Coaches
- 54 -
About Neil Espin
• Author of:
Your Life Your Choice
Building a Great Coaching Business
77 habits of Highly Successful Coaches
- 55 -
77 Habits of Highly Successful Coaches
- 56 -
About Vicki Espin ma
• Author of:
Your Life Your Choice
77 habits of Highly Successful Coaches
- 57 -
77 Habits of Highly Successful Coaches
- 58 -
Neil & VickI Espin