Developing a Balanced Lifestyle; Sell, Then Sell Again 5/05/2009
In this Issue
Institute News
Developing a Balanced Lifestyle
LCI Spotlight
Specialty Streams: Life Cycle Coaching
Sell, Then Sell Again
Coaching Club: Update
Live to Coach (LTC): Update
Quote of the Fortnight
Student Notice

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Editor: Sandra Poletto

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Copyright: 2005 Life Coaching Institute (Aust)


Welcome to Edition 101 of Coaching Inspirations. In this edition, we look at the Case Study of Joe Charles, a 35 year old married man who struggles to find balance in his life so he can enjoy it more.


We also look at the benefits of contacting clients shortly after a purchase; find out more about LCI’s Life Cycle Coaching Specialty Stream; and review the latest news and resources from Coaching Club and Live to Coach.


Enjoy your reading!





Are you interested in writing or contributing articles to this eZine?


We are always looking for authors and contributors for the ezine so if you have a flair for writing and have an article, quote, case study, tip, strategy or commentary that you think will appeal to our readership, please contact us at:
Institute News

How about a course that fits into YOUR LIFESTYLE,

And not the other way around?


Institute courses are developed to maximise your learning experience. Your course is self-paced and extremely flexible. This means you can easily fit your studies around your lifestyle, allowing you to accelerate through your course or progress at a moderate pace.


Regardless of how fast you choose to progress with your studies, you will have the full academic and administrative support of your Local Student Fulfilment Centre.


As Australia's leading Life Coaching training provider you are assured that your course curriculum is of world leading standard and will equip you with the knowledge and skills you require to practice as a professional Life Coach.


The Institute's academic team is there to assist you with your studies from enrolment to graduation. The comprehensive academic support systems have been designed to make your studies as enjoyable and enriching as possible. Some of the support services you will enjoy include:


  • Access to local Student Fulfilment Centres and specialist support in Brisbane, Sydney, Melbourne, Adelaide, Perth and Sunshine Coast and private assessors in Hobart, Darwin and Gold Coast.

  • Cleverly written, purposefully designed and easy to understand learning materials that include individual workbooks, unique industry specific coaching case studies, practitioner tools and worksheets and fully referenced and categorised books of readings that represent over 55 leading coaching texts.

  • A dedicated national Study Assistance Hotline that puts you in direct contact with a team of accredited Coaching Advisers who are on hand Monday to Friday, 9am to 5pm (EST) to support and guide you on your way to the successful completion of your coaching qualification.

  • A comprehensive and easy to navigate virtual campus on the web gives you the option to submit assessment via e-mail, access practical workshop timetables for each state, contact your Coaching Advisers to ask a question and network with other students through the community forum.

  • FREE Tele-Classes allow you to be part of an interactive study group which focuses on particular units of the course. Each week you can listen in and interact with your accredited coaching advisor and fellow students as you learn how to apply the knowledge, skills and coaching expertise presented within the course.

  • There is also a series of required 2-day Skills Workshops that allow you to apply, practice and refine your newly formed coaching skills under the guidance and expertise of an experienced Life Coach. These workshops are conducted in a class room setting with a small group of fellow students.

  • You can also elect to be a part of an active student network where you can communicate via phone or e-mail with other local students and become part of an active study group or form a study partnership with someone you connect with.

Want to learn more? Visit today!


You can also click here to request additional Course Information or click here to download a Course Prospectus.

Developing a Balanced Lifestyle

A client approaches you with the question below. As the coach, how would you assist this client? Below is a script from Zahava Starak, LCI’s Master Coach.


What tools and resources should I use to help me become more relaxed and enjoy my life more?


The first word that comes into my mind when I read this question is the word “balanced”. By maintaining a balanced life-style; introducing relaxation strategies and avoiding unhealthy coping mechanisms we can be assured of optimising our ability to cope with the demands of our modern life-style and finding the enjoyment we so desperately want.


Clients who ask this question are usually on that ‘notorious’ treadmill and see the life they want passing them by but don’t know how to stop the machine and go for it!


They are no longer controlling their lives (although they may think so) and are so stressed that they do not know how to relax and enjoy anymore.


Case Study: Joe Charles


A case in point is that of Joe Charles. Joe is a 35 year old married man with 2 boys five and seven years of age. He is a highly sought-after electrician.  His success is largely due to the high standards that he sets for himself and he himself states that “he feels that he is driven by the need to make sure everything is perfect” so that “everyone will praise him for his work”.


Joe owns up that he occasionally subjects his wife and two sons to his perfectionist needs. Besides working he in the past has enjoyed making model planes but has found lately that he has not got the patience for this anymore. Besides that he claims that he has no time for fun as he needs to earn a living to support his family.


Joe’s life is comprised of a 50-hour work week, evenings dedicated to paper work and weekends to chauffeuring his children and visiting various family members. Joe admits that with his wife working part time there is not that much pressure on him to work as hard –but he does not know how to stop. He feels stressed!


Joe has sought coaching as he wants to be more relaxed and start enjoying his life.

In this case as Joe’s coach I could venture down any number of paths to help Joe in his quest. I could start by asking Joe what he has done in the past to help him relax and enjoy himself and determine what is stopping him from doing this.


Joe has already told me a little about what he likes to do and about his attitude so I could continue along this line. Or  I could tackle the problem by determining what Joe’s values are and help him see that part of his inability to relax and enjoy is due to an imbalance in the life he is living and the values he holds. I could have Joe then look at creating a vision for the future in which he can live by his values and sets goals to attain his more enjoyable life.


What I would like to do is have at my ready the above strategies but would also like to introduce Joe to the concepts of stress and the need of a balanced life in order to be able to relax and enjoy. My plan is quite simple: If Joe is to have a balanced life we need to see how unbalanced his present life is. Secondly we need to determine what this balanced life will look like and then we can introduce the tools required to achieve this balance.


Click here for more information on stress, stress prevention techniques and exercises...


In this process Joe will hopefully begin to realise that the greatest resource he has to reach his objective is himself and all that he really needs are a few strategies and tools.


Where do I start? In this case I might employ the “wheel of life exercise” to help Joe get a clear picture of the present state of ‘balance’ in his life.


In this exercise Joe is presented with a huge circle representing the wheel of life. The wheel is divided into eight sections each depicting an aspect of life.


They are:


  • physical environment;
  • career;
  • money;
  • health;
  • friends and family;
  • significant other/romance;
  • personal growth;
  • fun and recreation. 

Joe is asked to regard the centre of the wheel as zero and the outer end of each spoke as 10. He is then to put a cross on each spoke to represent a mark out of 10 for how satisfied he is with each aspect of his life (0=not satisfied at all and 10= completely satisfied).


Joe is then asked to join the crosses he marked with a curved or straight line. The new perimeter of the circle represents Joe’s Wheel of Life. With the wheel complete, the question is: How bumpy would Joe’s ride be if this were a real wheel?


We can probably answer - very bumpy - but at least Joe now has a visual picture of his life and can take some steps to smooth out the wheel.


It becomes clear to Joe while viewing his wheel that the balance is most missing in the areas of: fun and recreation; health; friends and family, significant others and to a lesser extent in the other aspects.


And it is now possible to take concrete steps to rectify this and determine what for Joe is a balanced life in which stress is controlled and he can relax and enjoy. To begin with we might set specific goals for each section.


We could also introduce another approach. For each aspect of Joe’s life that is out of balance we can determine what specific changes he can make. For Joe a time map is a perfect start as he can look at his daily and weekly routine, he can prioritise his time and set enough time for the activities that support the goals in each segment of his life.


This also prevents activities from spilling over into others and ruining Joe’s ability to concentrate and enjoy the moment he is in.


With goals and time map Joe can determine what he needs to change in each aspect of his life to reach the desired balance. For example, Joe has decided to add more hours to fun and recreation and reduce work hours- or more specifically make his work hours more efficient.


To this end he is learning how to delegate jobs - he is allowing his staff to undertake jobs requiring less expertise thereby freeing himself to do the more challenging jobs and the ones that do require a more perfectionist attitude. As well with the hours gained Joe is setting aside one evening a week to attend a modelling class he has always wanted to attend.


He can now do his paper work during the day and has more evening time for himself and his family. Changes in each aspect of Joe’s life will allow more time for relaxation and fun.


In addition, Joe is beginning to realise that in order to take control of his life and reduce stress he needs to work on his attitude and his belief system in which every thing has to be perfect and there is no room for failure. As long as he holds this view Joe will not be able to relax and let go enough to enjoy himself.


As Joe’s coach I can challenge Joe’s cognitive distortions and work with him to change self-defeating thoughts into more constructive ones. Joe can explore his self talk and learn how to move from negative talk to more positive. This change in attitude will not only relieve Joe of the pressures he puts on himself at work it will allow him to relax more with his two boys and enjoy his family time.


To complete this program we introduce stress management techniques that Joe will readily do. There is no point adding stress.  Joe is clear in that meditation and yoga are not for him. He however sees the merit in learning some relaxation strategies particularly ones he can do when he feels he is becoming stressed.


He is therefore taught two stress exercises. Although Joe is physically active he does sit a lot while doing paper work which he finds stressful. Joe is therefore taught two relaxation exercises to use at work and elsewhere - deep breathing and stretching exercises.


The breathing will allow Joe to put aside conscious stress and focus on relaxation- visualisation exercises can be added to this. The stretching coupled with progressive muscle relaxation will help alleviate the physical effects of stress.


Once Joe begins to see the merits of these exercises he will be encouraged to add them onto his time map as a daily activity to prevent stress.


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LCI Spotlight

Team Up With Hundreds of Successful, Progressive-Thinking Coaches... and Skyrocket Your Business Growth!


Use their tools, apply their strategies, pick their brains and take their knowledge to DRAMATICALLY escalate the growth of your coaching business.


Don't miss out on the most important opportunity of your coaching career! Here are some of the resources you'll access with a free unrestricted 30-day pass into the INNER SANCTUM of the world's coaching elite:


  • The industry leading 104-lesson eCourse (UCBBP) that steps you in detail through every process required to build a flourishing coaching business.
  • Dozens of 'fill-in-your-business-name' marketing and operational templates.
  • Audios and Podcasts by some of Australia's leading Business Leaders and Master Coaches, discussing their most intimate business and coaching secrets.
  • Access to the country's most exclusive coaching networks, previously only open to the coaching elite.
  • A Bookclub with over 75 world-renowned publications.
  • Videos, life tips and strategies, interviews, plus much more.

CoachIQ Coaching Club is a resource rich community for practising and aspiring coaches. It contains ALL the necessary information, resources, templates, networks and intellectual property you need to avoid costly pitfalls and implement powerfully effective strategies to build a flourishing coaching business.


Don't miss out! Visit today and become a member today.



Find Out How You Can…

Sharpen Up Your Coaching Skills and

Help Your Clients Get More Out of Your Coaching...

Without Leaving Your Desktop.


Coaches looking for professional development training can now take advantage of Counselling Academy (CA), the country’s largest online PD portal for mental health professionals. CA offers courses on a range of coaching areas, including:


  • Neuro-Linguistic Programming
  • Cognitive Behaviour Therapy
  • Solution Focused Therapy
  • Narrative Therapy
  • Coaching Strategies in Practice
  • Time Management
  • Conflict Resolution
  • Anger Management

All 50+ courses are professionally-written and conveniently accessible via CA’s Online Portal. That means you can complete your training from your office desk, the comfort of your home, or ‘on-the-go’ via a laptop with an internet connection.


For more information, visit

Specialty Streams: Life Cycle Coaching

Life Cycle Coaching relates to the various stages people encounter throughout the lifespan, the changes that occur and the impact that this has on individuals.


This stream focuses on childhood, adolescence, adulthood and old age as well as on specific life cycle issues such as parenting, career choices and couple relationships. Furthermore, the impact of events such as death and retirement are considered and strategies for dealing with life changes in general.


In this stream students will learn about the stages of the human life cycle and will be equipped with strategies for coping with life transitions. 'Change' is an inevitable part of life and effective ways to assist clients manage change will go a long way in helping them lead a fulfilled life.


Upon completion of the Life Cycle Coaching Specialty Stream students will gain an awareness of their own life cycle and how it may impact their role as a life coach. Students will also learn how to apply specific life cycle coaching techniques.


Are you ready to become a Life Cycle Coach? Then contact your Local Student Fulfilment Centre TODAY!


Brisbane: 1800 108 000

Regional QLD: 1800 102 202

Sydney: 1800 683 882

Victoria: 1800 683 883

South Australia: 1800 683 880

Western Australia: 1800 683 881

Sell, Then Sell Again

Did you know if you contact 100% of your clients within 3 to 10 days after they purchase, 15% to 40% will re-purchase again? And in the majority of cases, they’ll even buy services and products above their initial purchase price.


Think about the ramifications this simple strategy can have on your business.


Suppose you acquire just one new client per week on a 3-month coaching contract valued at $3,000. This is where most coaches stop their marketing. They consider their marketing process fulfilled at this time.


But consider you don’t stop here. You know clients that have recently purchased have a greater propensity to re-purchase within a short timeframe. So you offer 100% of your new clients for the month a second upsell service valued at $1,500. 


If just 25% convert, you earn an additional $1,500 or over 10% for very little work. And depending on your cost of the upsell product, it could mean anywhere between 10% to 30% extra on your bottom line net profit. (Remembering that on the upsell product you have little to no acquisition cost).


This is possibly the simplest process for multiplying your profit you’ll find. It’s extremely simple to implement and will have immediate positive affect on your bottom line profit.


Why This Works - Rule of Commitment and Consistency


“We all fool ourselves from time to time in order to keep our thoughts and beliefs consistent with what we have already done or decided. ... In most circumstances, consistency is valued and adaptive. ...The person whose beliefs, words, and deeds don't match may be seen as indecisive, confused, two-faced, or even mentally ill. On the other side, a high degree of consistency is normally associated with personal and intellectual strength.” Cialdini.


People have a desire to look consistent through their words, beliefs, attitudes and deeds and this tendency is supported or fed from three sources:


  • Good personal consistency is highly valued by society.

  • Consistent conduct provides a beneficial approach to daily life.

  • A consistent orientation affords a valuable shortcut through the complexity of modern existence. That is, by being consistent with earlier decisions we can reduce the need to process all the relevant information in future similar situations. Instead, one merely needs to recall the earlier decision and respond consistently.

The key to using the principles of Commitment and Consistency to influence people is held within the initial commitment. That is, after making a commitment, taking a stand or position, people are more willing to agree to requests that are consistent with their prior commitment.


Many compliance professionals try to induce others to take an initial position that is consistent with a behaviour they will later request.


Commitments are most effective when they are active, public, effortful, and viewed as internally motivated and not coerced. Once a stand is taken, there is a natural tendency to behave in ways that are stubbornly consistent with the stand.


The drive to be and look consistent constitutes a highly potent tool of social influence, often causing people to act in ways that are clearly contrary to their own best interests.


Commitment decisions, even erroneous ones, have a tendency to be self-perpetuating. They often "grow their own legs". That is, those involved may add new reasons and justifications to support the wisdom of commitments they have already made.


As a consequence, some commitments remain in effect long after the conditions that initially spurred them have changed. This phenomenon explains the effectiveness of certain deceptive compliance practices.


What This All Means


What this all means is this... when your new client makes a decision to purchase, to reassure to themselves they’ve made the right choice (balancing risk and reward), at a deep subconscious level they vehemently defend their decision. This defence manifests in various ways including:


  • Within close proximity to time of purchase new clients are much more likely to speak positively of your service to others. [Note: Ask for referrals].

  • They will talk highly of your service generally.

  • They’ll defend their purchase to challengers.

And YES...


  • They’ll even re-purchase to defend their initial purchase decision.

Some Additional Benefits of Contacting Clients Shortly After Purchase


Contacting new clients shortly after purchase gives you the ideal opportunity to resell your service and your business - reassuring the client he or she made a shrewd decision.


By doing that for your client:


  • You reinforce their need for assurance.

  • You partner with them in their quest to reinforce their decision; hence increasing your credibility.

  • You allay any niggling fears they may have (usually instilled by another party).

  • You make the client significantly more receptive to future offers.

  • You can request referrals.

  • You can explain how best to use your service; teaching them how to use the service more often and re-order sooner.


Coaching Club: Update

Have you joined the hottest club in town? CoachIQ Coaching Club is a resource rich community developed to assist coaches build flourishing businesses. It's packed with proven templates, resources and training for coaches and coaching enthusiasts.


We're diligently working to expand your resources. If you are not yet a member, here's an overview of what's going on...


Latest Additions


10 Mistakes You Can't Afford to Make (Part 1)


There are numerous coaches in the market earning over $100,000.00 per annum. And yet, there are also coaches struggling to etch out a living. Why is that? Some coaches simply fail to employ systems and strategies that will steer them clear from common mistakes – mistakes that can cost the growth of your business!


In this UCBBP lesson, we outline common business mistakes coaches make and provide you with simple, yet effective strategies to tackle each of them. 





Case Study - Helping a Client Stop Smoking


This is a straightforward scenario - your client’s goal with coaching has been expressed by the following question: “I want to be healthy but can’t stop smoking. What can I do?”


As the coach, how can you assist this client? As we are all aware - smoking can be one of the hardest addictions to break and there are many helping professionals out there assisting individuals to do so, including doctors, hypnotists, counsellors and quit help lines.


As a coach presented with this situation the first question you might need to ask yourself is what can I as a coach do, particularly if the client has tried a lot of alternatives already.



Live to Coach (LTC): Update

Live to Coach ( is LCI's official Blog. It's packed with great articles and information for coaches, personal and business development enthusiasts. Here is a review of the latest posts:


Life Change, Right Direction?


A client approaches you with this question: what can I do to be more confident that taking a new direction in my life is the right thing to do? As his or her coach, what would you suggest?


A good question for a client to be asking if they are on the verge of making a life change. It is only natural for an individual in such a situation to have second doubts and want a bit more certainty that they are heading in the right direction.


Click here to continue reading this article...



Quote of the Fortnight

“The reason most people never reach their goals is that they don't define them, or ever seriously consider them as believable or achievable. Winners can tell you where they are going, what they plan to do along the way, and who will be sharing the adventure with them.”


~ Denis Watley

Student Notice

The following Teleclasses are scheduled for April-May 09. Click on the link to retrieve the complete timetable along with booking information:


REMEMBER: To access TeleClasses you must make a booking.


Certificate IV & Diploma TeleClasses


Thursday, 07/05/2009

6.30 - 8.30 pm: Workbook 2 & 3


Thursday, 14/05/2009

6.30 - 8.30 pm: Workbook 14


Thursday, 21/05/2009

6.30 - 8.30 pm: Workbook 4 & 5




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