Scientists unanimously agree that the most important period of learning and development is the first few years of life.

It blows me away how profoundly the first few years after being born influences the direction of the child’s life for decades into the future!

In a similar way, the most important coaching session is — you guessed it — the first one.

I’m talking about the Discovery Session.

Now, it’s super important I clarify something:

Some people call their sales call a “discovery call”.

I’m not talking about the sales call.

Obviously, that’s the most important when it comes to getting a client.

But once they’ve paid, that very first session should set the tone, pace, and direction for the entire coaching package or program.

I’ve made the mistake before of jumping straight in without a discovery session, and it almost always ends badly.

• We’re not on the same page

• What I thought was the problem didn’t turn out to be the real problem

• They had certain expectations that I didn’t take the time to adjust or clarify

It’s a recipe for disaster.

So how do you do a discovery session the right way?

1. Make it about them, not you

2. Don’t assume they know what the real problem is

3. Ask questions, but don’t take their first answers. Go deeper.

4. Clearly identify where they are now, and where they want to be

5. Find out what they’re willing to do to get to their desired “point B”

With the clarity gained here, you should be able to lay out a plan to help them achieve what they’re looking for.

Share with them the direction you’ll take them and the steps they’ll need to take.

Make sure they agree to what’s ahead.

With their readiness, and your plan, you’re all set to actually start coaching them!

Quote of the week:

Song of the week:

- Kirk