Module 6 - Exercise - Step-By-Step System

Instructions: ​Now that we’ve defined your offer, let’s think about a step-by-step process
that you will use to help your clients.

Background:​ Any form of “​system​” (e.g. a ​5-step-system​) behind your solutions gives you
and your clients more structure and safety.

In order to deliver ​consistent positive end results ​this systematic approach to your
solutions is crucial. You always want to have your clients go through the same basic
process in order to get their to result.

Your task:​ In this exercise we’ll develop a ​5-step-system​ that you can use to help your
clients. - ​Don’t worry, it’s much simpler than it sounds!

Let me show you:

EXAMPLE: ​ The “90-Day-Coaching”-Method:

Step 1​ - You get to know the fundamental business model of coaching.

Step 2 ​- You get to know your strengths and pick your target audience.
Step 3 ​- You develop an attractive solution for the problems within your audience.
Step 4​ - You learn the skill of coaching.
Step 5​ - You consult people from your network and acquire paying clients.

So far, so good - it’s very close to the basic structure we’re following here in FBM.

In principle:​ ​Every step here is the ​answer​ to a ​question/problem​!

The Problem-Solving-Method:

Let’s look at our target audience (and customer avatar) and how their ​mindset ​looks like in
the beginning when they ​haven’t taken any action​ to fix their problem. Simply imagine
them “having no idea” and then help them out of their confusion step-by-step.

IMPORTANT​: Each solution introduces the next problem, to which we’ll deliver the next
solution etc.

LET’S CONTINUE OUR EXAMPLE FROM ABOVE:

1. “I have no idea how coaching works and how you can get money!”

Underlying question: ​“​How does coaching work in principle?​”

Answer: ​You get to know the fundamental business model of coaching. ​(Step 1)

2. “Okay, I now understand coaching. But how do I know if I’m even able to do this, let
alone what exactly I should coach?”

Underlying question: ​“​Am I good enough to coach?​”

Answer: ​You get to know your strengths and pick a target audience you’re familiar with​.
(Step 2)

3. “Okay, I now know whom I can help, but what should I offer?”

Underlying question: ​“​What exactly should I do with my clients?​”

Answer: ​You develop an effective solution to their problem and then create an attractive
offer that your target audience wants badly. ​(Step 3)

4. “Okay, I now know WHAT I should offer - but HOW do I do that?”

Underlying question: ​“​So how does coaching work exactly?​”

Answer: ​You learn the skill of coaching and how you deliver fantastic results to your client.
(Step 4)

5. “Okay, I’m able to coach now, but how do I acquire paying clients?”

Underlying question: ​“​How do I sell?”​

Answer: ​Learn how to easily acquire clients from your network via free breakthrough
sessions. ​(Step 5)

Reverse-Engineering of this method:

We now have to find the ​5 main thoughts/reasons​ that keep your potential clients from
fixing their problem!

Let’s explain again with the example from above:

Current mindset:​ “Becoming a coach is difficult and complicated.”

Goal mindset: ​“Becoming a coach is easy!”

So all we really have to do is finding the ​main thoughts ​that keep people from​ climbing up
from one​ current ​mindset to a mindset ​one step higher​. - ​FOR EXAMPLE:
 1. What is coaching?
2. Can I even do that?
3. Whom should I help and what should I offer?
4. How can I learn that?
5. How can I get clients?

DEVELOPING OF YOUR STEP-BY-STEP METHOD

Exercise 1:​ Look at the drawing above, fill in your target audience’s ​current mindset​ and
goal mindset​.

Don’t overcomplicate it, keep it very simple. It’s enough to write from ​your​ ​client’s point of
view​: “I don’t know how…” and “Now I know how…”.

Exercise 2:

Define​ 5 limiting beliefs​ (see example above) that ​keep​ your potential clients from finding
solutions to their problems. ​Ideally these limiting beliefs build upon each other:

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Exercise 3:

For each ​limiting belief ​develop ​one step t​ hat your client has to take in order to eliminate
that limiting belief:

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