A. Pressure Proofing Coaching Program
The Resilience Coaching program teaches you how to perform better under pressure, inspire your team to accelerate productivity under pressure, and accomplish what you want from life.
The program helps you develop strategies, skills and techniques to bounce back fast from setbacks and challenges to remain focused, emotionally in control, and productive when working under pressure.
The program coaches you on how to ascend up through the performance levels (see below).
The Resilience Coaching Program is not a psycho-analysis of your life, nor is it an in depth discussion about processing your past. The Resilience Coaching Program is about understanding your pressure pattern and creating practical strategies that support you to get past the barriers, challenges, habits or excuses that stop you from achieving, or enjoying, what you want from business and life. We also quickly get to the reasons why you are resisting taking action and help you to get over them.
The program is designed to be direct, results focused and experienced based.
We talk straight, get to the heart of the issue(s) quickly, and provide specific strategies to help you see results in your situation…not just talk about them.
The coaching program is not designed to be a ‘cure/fix all’ that remedies for the stress in a person’s life. Rather, the coaching serves as a catalyst to move people into more productive and constructive working and lifestyle habits.
What is the Structure of the Program?
This is a 3 month intensive coaching program.
You receive a focused coaching session (approximately 1 hour each) each month. Where possible, these sessions are conducted face-to-face, depending on your location. Otherwise they are run via Skype.
Between the focused sessions, you also receive a review coaching session (approximately 15 minutes) each month. These sessions are conducted over the phone and they review the actions that you have committed to carrying out.
For the duration of the program, you receive full access to the online resource centre that contains video tutorials and action sheets of all the techniques and principles.
You receive priority email support should you require. I am usually able to reply to emails within 48 hours.
You also have a weekly ‘Scorecard’ to fill in. The Scorecard contains your self-assigned action steps that you commit to completing within 7 days.
"I completed the coaching program with Michael and believe it was
invaluable. I felt that Michael took the time and interest to find out
exactly how I work, live and think. He then set about, to help me
regain my motivation and interest in my business and family life. I
feel that Michael has assisted me to refocus in the areas that are most
important and in many ways has also provided me with the tools to move
forward and not slip back into my old ways. I would definitely
recommend Michael to anyone who wishes to move forward and focus on
Steve Christensen, Managing Director
SCI Australia Pty Ltd
"Michael, I cannot sing your praises highly
enough. You must get job satisfaction in ways other than monetary. No
money in the world could repay what you did for me. I am sure you have
done the same for so many others. If ever anyone needs to speak to a
previous customer please feel free to use me. You have such a lovely
Leah Jacobs - Interior Decorations & Renovation
"The most effective tool for me to use when managing our busy practice was 'SINK or SWIM'.
strategy enabled me to keep working productively when under a lot of
pressure. I was able to overcome the draining effect of negative people
and not lose my confidence when staff were critical or difficult. I
realised that I must not base my self confidence on what other people
think, but rather on my achievements and an honest assessment of whether
I was doing my best. In management, a lot comes with the turf and I
have been able to toughen up and deal with pressure from all directions a
lot better. The 'SINK or SWIM' strategy helps you to organise your
thoughts and use logic rather than emotion to get through difficult
Kathy, Manager - Western Australia
with Michael one on one, has been a life changing experience for me.
He helped me understand why I was so frustrated with the pressures of
running my own business, a family, keeping up with friends and just
managing my busy life in general. He assisted me to focus on the things
I love and truly 'want' to do and put a plan in place to achieve my
goals. I learnt to make decisions and not worry about how others may
feel about it. I learnt that it's ok to say 'No' and that I am not
personally responsible for other people's happiness which I found very
liberating. Michael has a wonderful kind manner, he truly understands
people and his advice is spot on. I would highly recommend Michael to
anyone needing to refocus their lives on the things that matter most, to
become more resilient to the pressures and stress of modern living and
to learn to say "No'. It feels great !"
Leonie, Business Owner
approached Michael for personal, motivational, coaching. In our
sessions, Michael would explain, outline and eludicate methods and
techniques to gain optimal performance in life. Over the program, I
noticed sizable improvement in my business, personal and spiritual
life. I found myself more motivated, passionate and enthusiastic; more
equaimous in my approach to problems and more articulated with my way of
setting goals and targets. I have no hesitation in recommending
Michael Licenblat to anyone. Michael is extremely professional in his
approach, highly personable and, in my experience, truly effective.
Director, Goldey Pty Ltd
T/as 'The Pound' (Melbourne, Australia)
B. Sales Resilience Coaching Program
Success in any business weighs heavily on the team's ability and willingness to engage new (and existing)
clients into buying their services/products. In an increasingly
competitive market, businesses will need to be proactive in both
acquiring new clients as well as contacting their existing clients to
solidify their relationships in order to keep your current business
Unfortunately many industry and sales professionals
are reluctant to contact their clients, or generate new clientele,
because of a fear of rejection, the apprehension of a refusal, or not
wishing to appear pushy, needy, or ‘sales-like’. This can result in
missed business opportunities, missing crucial targets & KPIs,
clients feeling unsupported, reduced client trust, a negative customer
association (or lack of confidence) with your business, or can lead team
members to doubt their own abilities.
Also, if the team have
ineffective prospecting systems or sales processes in place, then their
conversion ratio potential, from prospect to client, will be limited.
This can result in a large amount of energy and funds spent trying to
generate new business, with very little, if any, outcome. Not only is
that scenario demoralising for the individuals, but it also hurts your
cash flow and negatively impacts business confidence.
Resilience Matrix Coaching Program teaches you how progress, step by
step, up through the Sales Resilience Matrix (see http://www.salesacceleratorprogram.com) so that you can measurably increase your sales results by improving the volume and/or conversion of your sales process.
transitional steps between each stage in the Sales Resilience Matrix
(Accountability, Persistence, Engagement, and Relationship) each contain
a series of practical steps (both attitudinal and systematic) of what
exactly what you need to do in order to improve your volume (number of
clients you are contacting per week) and your conversion (ration of
prospects becoming clients).
These tools help people become more
effective in their client acquisition and conversations, allow them to
experience less stress in initiating new business, and build more trust
and connection with their clients. Ultimately this means more sales
and profit for the business and better service to the clients.
How Does The Program Work?
is a 3 month program and you get coached directly by me. As your
coach, my role is to facilitate, question, direct and keep you
accountable, to taking action. The program is specifically designed for
people who want to make a positive change in their sales results.
coaching program is intense, direct, and designed to push you to
achieve great results. So, from time to time, you may find yourself
operating outside of your comfort zone.
We have some focused
sessions together (approximately 1 hour each) that are conducted over
the phone. These sessions are run one a month. I do run some face to
face sessions out of Melbourne or in major cities around Australia
whenever I am traveling there.
We also have some review sessions
(approximately 20 minutes) that are solely conducted over the phone
which are designed to help keep you on track and review your action
plan. These are run between the focused sessions.
duration of the program, you receive full access to the online resource
centre that contains videos and action sheets of all the techniques for
each of the 4 transitions – so you can review the content at any time.
It also contains a Sales Resilience Matrix Calculator so you can input
your figures for conversion, volume, and average dollar sale and it will
produce a personalized calculation for each of the 9 stages within the
You receive priority email support and extra phone support should you require.
I am usually able to reply to emails within 48 hours.
also have a weekly ‘Scorecard’ to fill in. The Scorecard contains 3,
self assigned, action steps that you commit to completing within 7
days. Each week you will be required to fill in your three actions and
email them to me in a spread sheet.
In our first session we set clearly
defined goals/targets and outline the best pathway for you to achieve
it. We map out your position on the Matrix and spell out the necessary
steps to progress up. We then construct a 90, 60 and 30-day action
plan. Each 30-day block will be broken down into four 7-day chunks.
We set up the dates and times for all the following sessions, so that you know they key benchmarks.
“We chose to work with Michael because a lot of our Franchisees are self employed business people and it can be tough running a business on your own, whilst looking for new clients, and we wanted to help our people become more resilient, stay positive, and proactive in their prospecting. Michael not only inspired our group to stretch their comfort zones, but also showed us how to do it in in their sales and business activity. Michael has worked across our organisation from our annual conference, to state manager mentoring, and Franchisee training.”
Joe Sirianni, Director
Smartline Personal Mortgage Advisors,
“As a result of the Matrix Training we have identified and acknowledged that increasing the weekly activities in particular, property inspections and open houses, we have created an increase in our sales activity and subsequently higher commissions. This has been very evident with our lower income producers who we have worked extensively with the Matrix training model and it has been successful.”
Dungey, Carter Ketterer Real Estate
“I highly recommend the sales resilience matrix as a tool for managers to break down conflict barriers and as an effective tool to driver team performance. The tools are very user friendly and the program itself has become a real part of our operational culture. Michael is an outstanding presenter and I would highly recommend his services for your next sales conference.”
National Operations Manager
Chemmart® Pharmacy – Vic Office