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Episode #6: 3 Simple Steps To Mastering Client Adherence & Rediscover Your Love For Coaching · Callum Walker | Figuring It Out

• 0:03
  Callum Walker: If fear is the only thing stopping us from achieving our dreams and we only fear what we don't understand, then the antidote to fear is knowledge. All we have
• 0:12
  Callum Walker: to do is find out who has the knowledge that we need to conquer our fears and achieve our entrepreneurial dreams. My name is Callum Walker, and welcome to the podcast that will help you figure it out and conquer this lonely entrepreneurial journey. One of the main reasons as to why I found that, like, people can really struggle to to stay on track with things is twofold. First of all, it's really important to remember that your clients know what to do. So it's not a case of information, but they just can't do what needs to be done.
• 0:46
  So they really struggle from an implementation point of view, and they struggle to be able to take action. So as coaches, what we can do is potentially go, right. Okay. The answer is to throw more information at them. Say, oh, you know, do this, do this, do this.
• 0:57
  Whereas, actually, that's not necessarily what they need. They don't need to be told what to do. Actually, what we need to do is reinforce their ability to be able to take action. And if you look at us as human beings, we're emotional creatures. Yeah?
• 1:11
  We we act on emotion, so our actions are primarily driven by emotion. So if we're driven by emotion, what we need to do is be able to get us in that emotional state that's gonna drive us into action. So how do we go about doing that? And, really, this is where I wanna give you, like, a three step process on being able to do this. So first of all, the key thing is to define their emotions.
• 1:35
  Specifically, if you look at us as human beings, we we act on two primary emotions, pain and pleasure. But specifically, when we're looking at pain, we either take an action to move away from that pain or we take an action to move towards pleasure. K? So if we take action in order to move away from pain and we take action in order to be able to move towards pleasure, what we need to do as a coach is make it super clear that we are aware of exactly what is the pain my client is moving away from and what is the pleasure that they could move towards. So specifically, if we're looking at the pain your client is moving away from, more importantly, it's not necessarily just the pain that we need to identify.
• 2:17
  What we really need to identify is the pain they're no longer willing to tolerate. K? So that point where they're like, no. I'm not doing this anymore. K?
• 2:27
  I'm not doing this anymore. So, like, with me, for example, very, very simply, like, you know, with my online coach, what was the pain that I was no longer willing to tolerate? So for me, like, you know, on the surface, you'd be like, oh, yeah. You're in pretty decent shape. I looked good on the outside, but there was no engine.
• 2:42
  What do I value? I value my engine. My online coach asked me to do a five k time trial, and I was like, yeah. Yeah. Yeah.
• 2:49
  I can do this. Blah blah blah. I got in two k. Two k into that five k time trial, and I had to stop. K.
• 2:55
  I had to stop because I couldn't do it. And that's when I got to a point. I was like, I'm not willing to do this anymore. I'm not willing to tolerate being out of shape and not having an engine. And that's where everything kick started to me where I was like, right.
• 3:05
  Okay. I've gotta take action. I've gotta get myself back into shape. So what we need to do is pinpoint that specific moment with your client of exactly what is the pain they're no longer willing to tolerate. So whether it's a comment that people someone might have thrown their way, whether it's a photo that they have that they don't like the look of themselves, an item of clothing that reminds them of where they're at, we need to do some real clear digging to begin with to identify what are you no longer willing to tolerate in this whole process.
• 3:32
  K? And then secondly, once we've identified that pain, we then need to identify the pleasure. K? So, actually, what is going to happen if you do this? So if you do manage to get out of pain, what's your life gonna look like?
• 3:43
  And it's really important to remember, your clients don't want to lose weight. Your clients also don't want to get into shape. What they want is what their life would look like or what they think their life is going to look like once they've lost weight or once they've got into shape. So what we need to do is paint the picture of exactly what their life is going to look like once they've lost that weight. If you can do that, then you're giving them a future that is worth moving towards.
• 4:08
  Okay? So my point is that we then need to ask the questions by being like, right. Okay. Well, what what are you gonna be doing once you've managed to do this? What are going to be doing once you've, you know, managed to get into those clothes?
• 4:21
  What's your life gonna look like? And it's gonna mean something to them because then we're we're establishing specifically, you know, their their why, their emotion. We're getting that very clear emotion and making sure that this result means something to them. K? Then secondly, step two.
• 4:38
  If step one is identifying their their why, identifying the emotional drivers, so the pain they're no longer willing to tolerate and then identifying the pleasure that we're moving them towards, then what we need to do is establish a way of being able to get them to remind themselves on a daily basis of that pain they're moving away from, of that pleasure that they're moving towards. So, specifically, we need to find, like, you know, that photograph or those, you know, or the comments that people have thrown their way or whatever and find a way of reminding them on a daily basis as to why why they don't want to be in this situation before. I've spoken to, like, know, if you're if you're one of my coaches watching this, I've spoken to you at great detail about how how I used a wedding dress with my clients. So one of my clients, she was beautiful, wonderful person, became an incredibly close friend of mine. And I asked her.
• 5:27
  I was just like, look. You know? Why are you actually trying to lose the weight? K? Why are you actually doing this?
• 5:31
  What are you moving away from? And, we got to the point where it was like, alright. I just wanna get into my wedding dress. I wanna get into my wedding dress because that means something to me. So then what we did is we did two things.
• 5:42
  One, we got that wedding dress out every single day so she could actually see it in plain sight, which reminded her of where she wasn't, but it also reminds her of where she can be. So she's seeing that. She's got that emotional cue on a daily basis as to, like, what she's moving away from or what she's moving towards. But then secondly, what we did was we used that as a metric. So we used that as the way of measuring progress.
• 6:04
  It wasn't necessarily the scales because the scales don't mean anything to your clients. The scales are just like, you know, a way of potentially measuring long term progress, and it's a logical measurement. However, what we need to establish is an emotional measurement, something that means something to them. Because when she tried that dress on, I did one of two things. First of all, if she'd been dicking around that week and hadn't been following the plan, she's accountable to that dress.
• 6:30
  She knows that it's a little bit tight, and I'm like, I'm not doing this anymore. I want this. This is what I want, and currently, my behaviors are not aligned with me achieving this specific goal. But then secondly, if she tried that dress on and it was a little bit looser, then it's like, oh, shit. This could actually happen.
• 6:48
  This could happen. Oh my god. And then we're driven by that motivation of, oh my god. This could potentially occur. So, again, what we also need to do within that, yeah, okay, remind them of the plane, but also give them a taster of the pleasure they are going to experience.
• 7:03
  So they need to kind of, like, experience what it is going to be like once they fully follow everything that you actually action because also that instills belief. And at the end of the day, whatever we achieve and whatever results that we're getting fundamentally comes down to what we believe. So if your client is getting a specific result at the moment that they don't like, it's because they don't believe that they can actually achieve that result. So what we need to do is actually, as coaches, instill the belief into them that you can do this. And the best way to do that is to get them to experience it.
• 7:36
  So by being able to remind them on a daily basis of exactly what they're moving away from and exactly what they're moving towards, you're also giving them that accountability to their purpose. And then finally, this is something that I would apply to them, but also apply to yourself, which is really, really good. And it's really powerful, and it really kinda makes complex decisions incredibly simple, which is a statement that I I heard and I've used a lot, which is will it make the boat go faster? So if I can kind of just really briefly introduce you to a principle which I learned from I attended a a talk from a member of the two thousand and four Olympic rowing team, and and he was talking about their preparation for the two thousand and four Olympics. And the the rowing team had this mantra of will it make the boat go faster?
• 8:26
  I e, whenever they were making any form of lifestyle decision, they would ask themself the question. They'd take a step back and say, is this going to make us grow faster in two years' time? If the answer is yes, do it. If the answer is no, don't do it. Super simple.
• 8:41
  Super simple. I e for us or for our clients, whatever you're about to make a decision that could potentially impact your progress regarding the goal that you're looking to achieve, whether it's you or your clients, asking yourself the question, is what I'm doing right now getting me one step closer to where I want to be or one step further away from where I want to be? So for our clients, getting them into the position where it's like, is what I'm about to do right now, having a beer, having a takeaway, getting me one step closer to the pleasure that I want to experience in the life that I want, or is it getting me one step closer to the pain that I'm experiencing from being out of shape and overweight? That is such a powerful question to get your clients to ask. But more importantly, it has to be centered around a place that they want to go and a place that they don't want to be.
• 9:29
  So by step one, establishing, right. Okay. What is your why? What is the pain you're no longer willing to tolerate? What is the pleasure we're moving towards?
• 9:37
  Step two, being able to consistently remind them on a daily basis of exactly why they're doing this. So changing up the metric of progress and the way in which you're actually measuring their success on the whole process and linking that to their pain, linking that to their pleasure. And finally, getting them to the place where they're asking themselves the question when they're making decisions. Is what I'm about to do right now gonna get me one step closer to where I wanna be or one step further away from where I wanna be? And if we can apply that to our clients, I promise you, like, you get them emotionally invested, you get results that they can't get from anyone else.
• 10:15
  And, also, you become that person who is actually able to get the result with the person that everyone wrote off, even themselves. And if you can really establish an emotional an emotional result that means something to them, that is so much more powerful than a number on a plate. That's where you get a proper video testimonial of someone who is saying, you've legitimately changed my life. And that is so much more powerful than a screenshot of, oh, I lost six pounds. But more importantly, all of their friends see them.
• 10:41
  They go, oh my god. Where have you done? How have you done this, bro? Blah blah blah. Like, you're the guy.
• 10:46
  You're the girl. You're the person. So if you can really nail this, my opinion, this is probably the most powerful way to get your clients to a dip. So, yeah, I'm gonna leave the forest now. I enjoyed that.
• 10:59
  Short and sharpish, fifteen minutes. I'll take that. Now remember, just to finish off, if every single one of your clients got you one more client, you have doubled your business. But the question to ask yourself is, am I giving them a good enough reason to recommend me? Amazing.
• 11:15
  Have a lovely day, everyone.