Last issue we looked at some basic steps to help you launch a year-long coaching program. Some of the benefits of doing this include: developing deeper relationships with your leaders; achieving a higher level of accountability; and the dramatic levels of personal and professional growth that occur when people start to radically change their behaviors.

Last issue you learned how to lay down the basic structure and set up your telecoaching program. Now let's learn more specific tools and skills, starting with...

The Four Pillars of Coaching


People will tell you everything you need to know about them--if you listen well and pick up the clues. Listening is powerful. By listening intently to your leaders, you create the necessary space for them to feel heard, work through challenges and come up with their own solutions. Sometimes the most powerful coaching occurs when you don't say a word!


This may sound a little esoteric, but the more love people get, the more they excel. We all need love, encouragement and support in our lives; your leaders are no different. Anyone courageous enough to take on the challenge of building a network marketing business needs a lot of recognition and emotional support. By including a little heart in your coaching, you become a very attractive leader and can deeply influence your team.


To "enlighten" someone means to share new ideas and strategies that can help them become more skilled in their life and business. "Enlightening" your leaders can also include offering feedback that will help them see themselves more clearly--their strengths and their weaknesses. The more insight and awareness people gain, the more they can direct themselves to create the results they are after.


Just as in sports, a coach in network marketing often has a very objective view of the game. As a leader, you can see clearly where your people are, where they want to go, and the steps they need to take to achieve what they want. Boldly challenge your leaders; by making specific requests, you can better lead them through the ups and downs they will encounter on the path to achieving their goals.

Empowering vs. Motivating

Most coaches have a tool box of skills that allow them to dig deep and help people make profound changes. One skill I have found to be very important when working with networkers is the skill of "empowering" people.

What is the difference between "empowering" and "motivating" someone?

Motivating people requires effort and pushes people towards their goals. If you are consistently motivating another person, chances are both of you will get frustrated and burn out over time. It takes too much energy!

Empowering is the skill of bringing out the strengths and natural abilities in others. It is the process of helping your leaders reclaim their own power and discover their own unique talents. You empower your leaders by speaking to who they are, not just the results they are getting (or not getting) in their business.

In our culture, there is a great deal of emphasis on what people do. We are graded, measured, praised, acknowledged, recognized and loved for what we do--for the results we get in life. Of course, when your leaders are getting great results, they feel wonderful, and if not, they are probably getting down on themselves, maybe even thinking of quitting the business.

Speaking to who someone is builds his self-confidence immediately and gives him the emotional impetus to keep taking action. Tell your leaders who they are by recognizing their personal characteristics and strengths. Tell them who you see them becoming. The more you focus on and develop who your people are, the more empowered they are to create the results they are after.

Some examples:

"John, I see you as someone who wants more out of life and is willing to go for it."

"Mike, you are a really determined and persistent person."

"Kaye, you are someone who has a huge heart and obviously cares about people."

"Bob, I see you as someone who has the ability to be a leader in this business."

To practice the skill of empowering your leaders, take a moment before each coaching call to identify what this person's strengths are. What are they great at? What qualities do they have that you respect and admire? Who are they? Jot down your answers so you have them in front of you as you make your call and start to interact.

You will empower your leaders at a very deep level by recognizing and appreciating them for who they are. The emotional satisfaction this creates can inspire many people to take on and accomplish more challenging goals and projects.

Sonia Stringer ( offers free coaching classes and a monthly coaching newsletter for network marketers.