Doing More with Less | Excerpted from ‘Money, Meaning & Beyond’ Chapter 11: Gravy Pans

by: Andrea J. Lee

I’d like to ask you the question again if I may … even though it may be hard, take the question seriously for a moment.

How can you get 10 times the result with half the amount of effort?

It seems paradoxical, but the very act of asking an outlandish question like this can open us up to new possibilities.  In this case, we begin to sense that somewhere, there may be a path that we haven’t discovered yet. One that allows us to get more of what we want, whether that be more time, results, meaning, money or something else entirely.

One thing we seem to know for sure is the path is very likely NOT a straight line.  There’s NO logical progression from point A through point Z.

No, there’s a less linear way of looking at the issue of getting more done in less time.

The invitation here is this:

Reconsider how you can do more with what you’re already doing.  And in doing so, recognize you’re getting a lot more done than you think. The thing is, getting more results with less effort doesn’t have to be hard.

Yes, it seems odd, but relax a moment and see what happens. Relaxed is the best state to be in if you’re going to try and transform an old way of thinking.

The thing is, getting more results with less effort doesn’t have to be hard. Here’s an example:

  • Let’s say you’re roasting a chicken; one of those wonderful activities that shines a light on things that matter:  a great meal, conversation, laughter and family.
  • While you’re roasting a chicken … what else can you think is happening inside the oven?
  • If you said gravy’s getting made, you’re right.  When you’re roasting a chicken, even though you’re not making any extra effort, you’re also making gravy by catching the drippings in a pan.
  • But – this is true only if you recognize the value of the gravy.  (Some people miss this, and throw out great gravy, right?  That’s because they’re so single-mindedly focused on roasting chicken.)

With this example in mind, let’s try the invitation again.

What if you are already getting a lot more done than you think?

This isn’t just a fancy way of describing multi-tasking either.  It’s actually a shift in the way you look at what can be considered productive activity in your business.

What are some ordinary activities you do in your business, that bring with them unexpected gravy?

How can you create more results with the same (or less) amount of effort?  And how can these benefit you in your life, business and health?

As a leading business owner in your field, you might realize the unexpected truth that you’re further than you think in finding ways to ‘make gravy’ in your business.

It’s a fantastic time to solve this frustration.  What can you learn from our non business coaching colleagues and implement into your business to eliminate these problems and frustrations moving forward?

Tell me, what do you hope to learn and also remove from your business in order to provide the level and flavor of coaching your clients most want?

Coaching The Client Who Is Frustrating You | Excerpted from ‘How to Coach Anyone’ Lesson 20

Instances that get coaches frustrated with their clients, what you should know about each one, and how to handle them.

1.  The client is making very slow, if any, progress

Many clients won’t be as quick to learn and implement what they are learning from you, so they’ll seem slow, relative to you.  Remember it took YOU time to absorb and learn key principles and strategies; give them this time.

2.  The client doesn’t do what they said they’d do

Well, that’s why they are clients!  Seriously, this happens a lot.  It can be frustrating to the coach because you believed your client.  First step for you is to stop believing your clients until they’ve proven that they are the type of person to keep their word.  Do an internal check before accepting their promise; if you take a moment, you can usually fell how serious they are.

3.  The client misses calls, is flakey about being on time

Sorry, but if you’re getting upset about this, that’s your doing, not the client’s.  Why?  Because it all comes down to having policies about this sort of thing and making sure that your clients are fully aware of any consequences if they are late or miss a call.

4.  The client complains a lot

Some people are just complainers by nature.  I ask them if they know they are complaining a lot about things, life, relationships, situations, themselves, me, the coaching etc.  Most have NO idea how negative they are.  They are usually grateful to you for pointing this out.

5.  The client is demanding too much of your energy/time

Some clients need/want your personal energy, not just your intelligence, wisdom or expertise.  The moment you pick up the phone when this type of client calls in you can feel a whooooosh of energy flow from you to them.  I used to think this was a bad thing, but then I realized that it wasn’t a problem for me because what was depleting me wasn’t the fact that they were ‘taking’ my energy, but that I was feeling responsible for their success.

As most coaches come to realize at some point in their development, any reaction/frustration you’re having relative to clients is 100% about you and virtually never about the client.

The Paul Principle: For Better or Worse, It’s All About You. (Excerpted from the Money, Meaning and Beyond Book, Chapter 26)

by: Andrea J. Lee

In any given business, the growth of the business will rise or fall to the level of the business owner’s personal development.

I see it frequently.

When people grow, their business grows. When people don’t, their businesses don’t,  and sometimes, when businesses get inherited or acquired, the business will show a spurt or dive, based on the ethos of the new owner.

When opportunity knocks, are you ready?

If you knew you could have everything you wanted right now, would you know what to say?

Are you – your character, your development, your greater Self – ready?

If there is one thing I invite you to really embrace as you go about life in the next thirty days, it’s this.  Work the Paul Principle.  Make it work for you by:

  • Saying NO to bland. Stand for something.
  • Cultivating a vision. Get clear about what you believe and mean it.  Lead.
  • Conditioning yourself emotionally. You and your business will weather many ups and downs. Nurture your strength of spirit just like you work out your body for the great race.
  • Articulate what you want and why. Don’t worry about how just yet.Being prepared to say a resounding ‘yes’ to help that wants to find you, and that many times, is sitting right on your doorstep.

Be diligent and unflinching about yourself and your growth.  Start now in whatever shape or form that looks like to you.

Your success (financial and other) as a business owner is DIRECTLY linked to your ability to evolve yourself. It’s the Paul Principle and it’s at work in each and every one of us.  Remember it.

How will you work the Paul Principle in your business over the next thirty days?  Please post your comments here …I look forward to receiving them.


  • Are some forms of therapy coaching?
  • Is consulting coaching?
  • Is managing coaching?
  • Is parenting coaching?
  • Is teaching coaching?
  • Is mentoring coaching?
  • Is ministering coaching?
  • Is loving coaching?

Yes, yes, yes, yes, yes and yes.  It’s all coaching, or at least it’s becoming coaching. 

For years, we coaches have spent time educating the marketplace on what coaching is, and is not. But over that time (the last 20 years), and especially during the past 5 years, I believe we’re seeing coaching being used to describe a lot more than ‘just’ coaching, at least as we’ve known coaching.  Coaching is a catch-all term and I believe the term is big enough to include therapy, consulting, parenting, teaching, mentoring, ministering and loving.  I think we’ve spent a lot of time drawing the distinction between coaching vs other ‘professions.’  But the marketplace has quickly caught up with us and is now overtaking us coaches and that’s very, very good news.  If you think of coaching as sourdough starter, a lot of great bread is being made and enjoyed using the principles and methods of coaching.

There’s more to say here. My view has always been that coaching is simply a set of advanced communication and relating skills that elevate relationships to a higher place.  Heck, that’s what managers, therapists, consultants, parents, mentors, ministeres and just plain people are smack dab in the midst of getting better and better at.  Coaching is becoming FAR bigger than just we coaches coaching.  It’s also been my view that everyone is a coach, period.  And that everyone is getting better at coaching, through experience, training, awareness and modelling.  Think about it.  If coaching is truly a more evolved way of communicating and relating, coaching is something that benefits everyone worldwide.

That said, the specific and high level coaching work that we do as professional coaches continues to play a vital role in the acceptance of coaching as a skill set and of coaching as a valued profession in the marketplace.  We coaches will continue to be very special and sought after, even as the coaching approach and skill set becomes integrated into virtually every personal and business relationship.

During the Millennium Coaching Tour, I guesstimated that there may well be over 1,000,000 coaches coaching within 30 or 40 years. Some coaches think I’m way low.  Others wonder what calculator I’m using.  Regardless, the coaching skill set is here to stay and will flourish in multiple ways and via surprising avenues.  Parents, managers, ministers, consultants, therapists, and just plain people will be proud to call themselves coaches over the coming years.  And the vast majority of them will never be ‘professional coaches’ like we are.  But they will learn to coach very, very well.  And we first 10,000-30,000 coaches have ourselves to thank for taking the initiative to make this profession — and even more importantly, this skill set — stronger, more developed and freely available so that the world can benefit as every human being grows into being a coach in how they communicate and relate with everyone they meet.

–Thomas J. Leonard
October 3, 2000

So What Does “Use Technology Relentlessly” Mean?

by Thomas Leaonard

Example #1: Be on the lookout for new technology. Be willing to try it at low risk, and low cost. Hone your instincts for new tools that will last. Claim territory using that new technology.

Example #2: Bend technology to service your market. Don’t just be a user. Be someone who helps others become users. As the saying goes, the people who succeeded most during the gold rush were the ones who manufactured and sold gold pans and scales.

Example #3: Make technology relevant. As a business strategy, no matter what market you’re in, if you can put a human face of technology, you will stand out. Demos, examples, stories, endorsements by people who are techno-phobes, are all examples of exactly HOW to use technology relentlessly in support of your leadership position in the market.

There are dozens, if not hundreds of ways in which we used technology relentlessly to build a thriving multi-million dollar business in the coaching field.

Still today, there are new technologies that certain coaches are maximizing to stand out in their fields.

The 24-hour coaching website that makes use of online chat windows to provide just in time coaching for executives being laid off.

The daily accountability website that enables academics to complete their dissertations.

The coaching-by-cell phone services being offered to Generation Y and younger, by career coaches.

What exotic, or more mundane, yet unleveraged technology is applicable to your market?

First things first, ask…

Coaching Question #1: What technology does your market naturally use?

Coaching Question #2: In what way can you package your coaching services to leverage those tools?

Coaching Question #3: What tools are other million- dollar coaching businesses using in their markets, that can cross-over to yours?

These are the first three question we invite you to ask, in order to begin to apply this strategy.

Exciting, isn’t it? We have to agree, which is why it’s the first out of 12 strategies in the Thomas Leonard Success Strategies Program. It was one of the signature ways Thomas looked at the world, and once you’ve caught that mentality, it is hard to slough off.

Because there’s more to this than something to do. It’s a mindset shift and affects how you look at technology. Not just as a shiny piece of tin foil that distracts you from your main task – to make money and meaning sustainably as a coach.

No, embracing this mindset shift will allow you to integrate the right pieces of technology into your bottom-line focused business strategy. That’s even more exciting, to me.

Your market and your clients – more of them than you perhaps imagine – are waiting. And we hope you’ll seize the moment to think through this strategy for yourself.

Add your thoughts and comments below.

Environments – The Elements of an Ecosystem (Excerpted from the 15 Coaching Proficiencies Book – by Thomas Leonard)

Success becomes sustainable when there are environments and fail safe structures which support it. After all, who wants to rely on fortitude and willpower to get things done or to develop oneself?

Designing and installing these environments results in an entrepreneurial ecosystem that sustains your thought leadership for the long term.

Within a given ecosystem, there are many sub-elements which we can call environments which we can design.

Thomas Leonard taught intensively about designing supportive environments in a way that’s very useful for thought leaders.

Key Points/Topics:

1. Environment as partners.

This is a paradigm shift for most people. Your environments can be designed to make things easier for you, to automate processes – whether it be actions, mental processes, or personal habits. Being deliberate about your environments creates a relationship with them – which allows them to support and sustain you in reaching your goals. By creating a relationship with your environments they become much more then tools.

2. Almost anything can be an environment.

You might have to introduce this notion slowly since not many people think actively about their many environments. For example, people, technological systems, the television, office space, pets, the Wealthy Leader training, special interest groups, etc.

3. Environments vs. Self-Reliance.

Relying on willpower to get things done can be done – often at the cost of physical or mental strain and stress if relied on too long. Environments, on the other hand, reduce the stress by setting things up to get done more easily, with less effort.

4. Environments create safety.

Environments do this in two ways. First, they are based on fail-safe structures that provide certainty and reduce stress for the client. Second, by focusing on designing environments, it takes the pressure off us to have to be a certain way – changing the environment to fit them vs. changing themselves to fit the environment. This eliminates, or at least reduce, self-judgment.

You have a right to …

… perfect environments for you.

… to imagine your environments as you wish.

… to craft and recraft your environments.

Environments work as a …
… system so that you don’t have to do all the thinking and working.

… filter so that you can deal with smaller amounts of information or distractions.

… solution to the overwhelm of information you can experience.

Environments naturally …

… evolve you. They keep you responding and growing even when you don’t want to.

… develop. You will re-engineer your environments as your needs and capabilities change.

… support you. They help you do more work with less effort and attention.

Please share – which of these ecosystem elements will you integrate into your environment?

What are some questions you can use to engage in provocative conversations?

by: Thomas Leonard

1. I hear what you’re saying. You are a responsible person but you feel trapped and with no options. And I’m just wondering, why are you having any problems at all in your life?

2. What do you think the real truth is here?

3. Are you sure about that? I have a sense that there’s something more. Are you sure it’s about …(i.e. losing someone or something or approval)

4. Is this the kind of life you want to have?

How Do You Learn About Engaging in Provocative Conversations?

Practice the three sets of questions; the duh, the deep and the doubting.

Listen to others in their conversations. See if you can pick these questions out in the dialogue.

Try NOT using these types of questions and watch how boring things can get!

Ask yourself the questions around your own life. Is your life problem free? Why not? Great coaches walk their talk.

What Mistakes do coaches make with engaging in provocative conversations?

1. They stay on the surface accepting their client stories at face value.

They are not careful about being seduced to just follow where the client wants to go, thinking they are letting the client appropriately “set” the agenda. They may actually be letting the client lead them astray.

2. They fear asking deep questions.

They are concerned about prying into private areas. They don’t realize that their job is to navigate with curiosity so that the client can see more truth and do something about the truth if they choose to.

3. They don’t have a relationship with problem free living

Since they are not on a path to problem free living they don’t know how to talk about it. Even if you are not there yet, your process will be highly valuable to your clients.

4. They misunderstand the distinction between provoke and evoke.

Consequently their sessions focus on evoking more of the client story rather than provoking them to see more and want more for themselves.

How will you engage with provocative conversations in your coaching?  Share with us by leaving your comments below.

5 Ways to Add Value, For the Sheer Joy of It

by: Thomas Leonard

To make money in business, you need to add value to customers. And to have a very attractive life, adding value is, of course, key. In this Top 5 List, you’ll learn how to add value to others in ways that can also bring you joy.

In fact, the aspect of the practice of adding value which will make you most attractive is the joy that you experience in doing so, not the quantity or quality of the value you are adding. Big difference. The bees do it right.

They do their thing, going from flower to flower collecting pollen as they go. The byproduct/value being added? Pollination of the trees and flowers. Often, the best value is the byproduct to others of what you do for joy.

1. Find out what the other person places a high value on.

Everybody has their own opinion as to what adds value to their life. Take the time to ask and get to know what other people define as value.

You may not want to package or deliver what you have to fit their exact description, but the process of being open will add value to you because it will sensitize yourself to what matters to others. With this expanded perspective comes wisdom.

2. Discover what brings you joy and do lots of that.

Very few people know what brings them joy, but when they find out, they become more attractive to themselves. What does bring you joy? Is it intellectual pursuits? Giving to others? Solving problems? Designing something?

Usually when you’re expressing your values, you’ll feel joy. When you experience joy, you’re probably adding a lot of value to others at virtually no cost to yourself.

3. Find ways to broadcast/share what you have/know, without a cost to yourself.

Thanks to the Internet and electronic distribution of information, you can add lots of value to others, without it costing you any extra time or money. Set up a weekly e-newsletter, teach a TeleClass, trainer trainers/teachers, write a book, create audiotapes.

These are all ways to increase the distribution of what you know, which add value all along the way.

4. Stop trying to sell, convince, enroll or hype yourself or what you offer.

Part of the process of becoming more attractive is to stop pushing yourself or what you offer onto others. Adding value usually occurs least expensively to both parties when one party takes it from ‘your doorstep’ instead of you knocking on their door. It’s a pretty big change in style, but few people who are pushing hard experience joy.

So, stop, and find a better way to make your business work or reach your goals.

5. Help others create tremendous value from what you provide; instead of just giving them more value.

You can overwhelm your customers and potential customers with too much value, just as you can fill your mouth so full with food that it’s hard to chew. So, one way to add more value without adding a thing is to show your customers/potential customers how to make the most of what you’ve got.

Giving them instructions, coaching them, staying with them as they use your product or service, challenging them to invent new ways to use it, etc., are all ways for more value to be created without you having to give more product.

Which one of these points most resonates with you?  How do you personally add value in your business?  Please post your comments here.

How To Get The Most From A Coaching Program, Any Coaching Program

1. Show Your Personality, early. The more data you provide your coach with, the more aligned they can be with who you are,your values and preferences.

You wouldn’t want your coach to be talking about the mansion you can now buy if that’s not your thing, right?

Withholding your personality in an effort to ‘save time during precious coaching sessions’ or ‘sticking to the facts and tasks’ often winds up wasting time later. Allow your coach fully into your world so they can be fully aligned with you. Besides, your personality is what makes you stick out in your coach’s mind. Not being rude, but, a boring client makes for a bored coach so be your lively self!

You want to easily flow into, and stick, like a great melody, in your coach’s mind.

2. Share Your Wisdom, freely and proactively.

Just as your coach is outstanding at something, so are you.

In most cases, the coach has just as much to learn from you, the client, as you do from them, just in a different area of expertise. Part of what happens naturally in a deep coaching relationship is the coach becoming an advocate for you. The question is, how staunch an advocate?

If during your coaching, the opportunity presents itself for you to offer insight or even concrete assistance to your coach, step forward! Give your coach a chance to experience your greatness personally – even just a taste will do – and you’ll become more than a treasured client but someone whose work MUST be shared with the world.

3. Make Time to Play Full Out.

Just as the manufacturing industry has waste, so does the coaching industry. A great deal of waste is generated when participants in coaching programs neglect to create time in their schedules for the coaching. A coaching program, especially at the high end, is not a side dish. It should be central to your days and weeks, something that you have room to utilize easily, without ‘having to find time to squeeze in.’

4. Identify and Leverage Your Coach’s Delight.

Among all the talents your coach has, they have a favorite superpower. Maybe it’s identifying new income streams; improving your conversion rate, or seeing you make change on a being level. Perhaps they have a hobby, something they collect, or a personal story you relate to.

Great coaching is not a commodity! We avoid commoditization through personalizing things, so pay attention to what juices your coach personally, beyond their skills or experience as a coach. If there’s a fit there with something you want to create, or you have that thing in common, this chemistry can be highly combustible – in a good way – and can lead to the best of coach-client relationships.

Remember – a great coach will help you get the most from your coaching, but you’re in the driver’s seat! The above 4 tips will help your coach help you.

Build the Relationship: Infuse Your Online Interactions With Intimacy, Mystery and Sensuality

What does this mean?

When it comes to building relationship with your customers and prospects, there are three main components to consider.

You need Intimacy.  You create a more intimate relationship with your community when you use questions, tell stories, and create opportunities for interaction and dialog.

For example, if your own pink spoon or website is not converting well – ask yourself – should some of the copy be converted into a question? Many headlines or even titles can be improved through the use of a question mark at the end.


Because a question is a natural hook. By asking a question, you instantaneously create a dialog with many people.  By doing this, you have intimacy.

When it comes to mystery –everyone loves a mystery.  One with a little creativity where you can also foster some curiosity and enthusiasm.

You can infuse mystery in all sorts of ways – at the end of each lesson in your pink spoon mini-course, at the end of an audio by building excitement about what’s coming up next.  Add a little mystery and talk about what’s coming up next and not only will you stimulate curiosity, you will increase conversion.

Sensuality can make a big difference to your ability to convert customers.

Whenever possible, engage the five senses.  For example, when you create a graphical cover for a product, you lift up your writing to a new sensory level.

If you take more time to write your Pink Spoon using stories, recalling foods, places, events … you can waken the reader to their sense of smell, taste and even touch.

These are all things that further a trust relationship with you … and truth be told, not many business owners understand this.