Month: May 2013

How do you coach clients that are more intelligent and knowledgeable than you are?

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I hope you have had a chance to sample some of the sessions from this year’s pre-summit series for WBECS.As a final gift to you prior to the start of the Full Summit in a couple weeks, here is a fantastic session for you from one of the World’s Top 50 Coaches, Howard Morgan.To coach at the highest level means that you are able to confidently Coach CEOs and Senior Executives that are more intelligent and knowledgeable than you.

Learn how here: Full Summit starts on June 12th and the regular price is $697. However, when you purchase a ticket by 31st May you will be able to secure the ‘earlybird’ price of just $297 – a savings of $400.I can assure you this is an exceptional deal for the caliber of presenters  and level of learning available from such a large number the true thought leaders in our industry. And best of all it is has no sales pitches.

You can find full details of the summit here: WBECS 2013

If you have any questions, please feel free to ask my good friend and WBECS president Ben Croft directly by emailing

You are making a great investment into your coaching career at a super price!

Sincerely and… coach now,

Ton de Graaf
Chartered Business Coach™

Marshall Goldsmith recording and final week WBECS Sessions

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Earlier this week saw one of the coaching industry’s true legends presenting a complimentary session, as part of WBECS.

I thought you might appreciate this recording, in case you missed it. You can catch it here:

It is a super high value 30 minute session where Dr. Marshall Goldsmith begins with an analysis of how we often ignore Peter Drucker‘s great advice as we wander through life.

He shares his concrete suggestions on how to improve our chances of successfully influencing decision makers, when we do not have direct line authority.

He then goes on to explain how to deal with people who disagree with us, even when we do have line authority. Dr. Goldsmith believes that these concepts are among the most useful suggestions that he makes when coaching top executives.

On top of this you still have one final week to join our amazing pre-summit WBECS 2013 sessions. To register for these, just follow these simple steps:

1. Click this link

2. Register for the for the pre-summit series.

3. Head to week five of the pre-summit and select which sessions you would like to attend.

Here are the session descriptions for you to select from:

How do you coach a person who is more knowledgeable – and smarter – than you?

Howard Morgan – One of the world’s top 50 coaches

Quite often, we tend to take coaching engagements that fall within our skill or knowledge base. But what happens when the person you are coaching has intelligence and a background that make it difficult for you to be the smartest person in the room? This session focuses on the method and techniques to use, so that the value you add utilises more of your coaching skills, and less of what you actually know about the subject.

Through this session, you will learn…

·        …how to be confident working with extremely bright people.

·        …to find key coaching opportunities.

·        …to win people over.


Five simple tweaks to get better results from your coaching website

Ian Brodie – Coach Marketing Specialist, recently voted one of Top Global Thought Leaders in Marketing and Sales

Your website is your single most important marketing tool as a coach. Yet so many coaches’ websites actually cost them clients, rather than winning clients. In this session you’ll learn five simple changes you can make to your website to help you build credibility, nurture relationships and encourage more client enquiries.

Through this session, you will learn…

·        …the two very different ‘thought modes’ in which potential clients arrive at your website, and how to respond to each.

·        …the number one reason most visitors ‘bounce’ from your site after just a few seconds.

·        …the first thing potential clients look for on your site, which is actually missing from most coaching websites.

·        …what sort of testimonials you need on your website (hint: 70 per cent or more of website testimonials are a waste of time).

·        …why most potential clients never fill in your contact form, and how to change this.

·        …the two most important items to add to your site to encourage a constant flow of clients.


Productivity strategies of ‘superachievers’ – How Richard Branson, Steve Jobs, Donald Trump and others produce far more in less time than the rest of us

Darren Hardy – The visionary force behind SUCCESS magazine, as its Publisher and Founding Editor

SPECIAL SESSION – Darren is holding an hour-long session just for you. Using the thousands of printed pages and hundreds of hours of personal interviews with today’s most extraordinary achievers, SUCCESS Publisher Darren Hardy identifies the three distinctions between being an overwhelmed, overworked, overscheduled overachiever, and being a ‘superachiever’ – someone who produces stunning results with less effort, stress and time, leaving themselves free for hobbies and family.

Through this session, you will learn…

·        …the specific productivity strategies of Warren Buffett, Steve Jobs, Kenneth Cole, Richard Branson and Nike CEO Mark Parker.

·        …to understand your vital signs of strategic productivity.

·        …to master your vital functions and core fundamentals for extraordinary achievement.

·        …the key to staying focused and eliminating your distraction addiction.

·        …how to get yourself and others to do what we know we should do.

·        …to develop the key success habits to dramatically increase your success.

·        …to find and keep your motivation to stay consistent in the required disciplines for long-term sucess.


Leadership makes a difference

Barry Posner – Most trusted source for leadership development

Here are the facts you need to know. Leadership makes a difference. And it’s how people behave as leaders that matters – not their personality, function, age, gender, ethnicity, nationality or anything else. This session examines data from more than a million people around the globe, looking at what their leaders do that that creates an engaged and committed workforce. The full summit presentation will look more deeply into what exactly people are doing when they are leading, and the implications for both leaders and their coaches alike.

Through this session, you will learn…

*   …to get under the skin of what makes people engaged at work.

*   …to understand the importance of key leadership practices.

*   …to resolve the dilemma between leadership style and leadership behaviour.

*   …that leadership is everyone’s business, and why!


Selling to the C-Suite: How to get the attention of Senior Executives (and keep it)

Ago Cluytens – One of the world’s foremost experts on ‘winning the complex sale’ – selling high-end professional services to CxOs in the Fortune-500

The Golden Gate: Why you really, really want to sell to the C-Suite – Why Executives not just are different, but think different – The seven biggest mistakes sellers make when selling to the C-Suite – What you’ll need to be allowed into the C-Suite): A letter from a friend; an urgent, pressing and important problem (or opportunity); an attitude (and gravitas) that matches their own; proof that you’ve done this before and that it worked and will work again; the mindset of a true advisor; and the willingness to start adding value immediately – Five key questions to ask yourself before you even set foot in the door – How to develop your core account action plan.

Through this session, you will learn…

·        …what Senior Executives look for in services providers (based on extensive research, i.e. 700 transactions worth 3.1 Billion USD).

·        …why senior executives think differently, and what that means for you when trying to sell executive coaching services.

·        …the most common mistakes coaches make when trying to sell to the C-suite.

·        …seven things you’ll need to get the attention from, and to build relationships with, Senior Executives.

To register for any of these sessions, just follow these simple steps.

1. Click this link:

2. Register for the pre-summit series.

3. Head to week five of the pre-summit and select the sessions you would like to attend.

Each of the sessions is of course pitch free and will run for 30 minutes.

I hope you will be able to join us.

Kind regards,

Ton de Graaf

Chartered Business Coach™