Coaching as a game-changer
In 2016, I did a Best Year Ever Consultation with CEG. I was already a big producer, but I was working myself to death. I knew there was a better way to do it, so I signed up with the Breaking Through program and went to the first session in San Francisco. That was a big deal, and a game-changer for me, I can tell you. I wish I had stumbled upon it when I was about 40 instead of when I was 58.
Following the CEG road map
CEG’s approach to segregating clients made me skeptical. But I took the approach of flying a plane. You don’t look at the horizon—you look at the gauges and instruments. I decided to do what CEG told me to do, what the material told me to do and what the exercises told me to do.
I have two very experienced people who have been with me for quite some time and have years in the industry. They were able to segregate that book of business by all the fields that CEG gives us. That was an eye-opener.
At that point I pursued retooling the practice with even more dedication than I had before. Next, when we got into the discovery meetings, looking at the 64 questions (and being uncomfortable with some of them), I did the same thing—I just asked the questions. I was shocked at what I learned from my clients—people I thought I knew—by asking all those questions. Regarding the new discoveries, the people were impressed with the depth of those questions.