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7 Questions and Candid Answers from Reality Consulting’s Founder, Steven Smit.
- Tell us a little bit about your background…
I ran my own technology consulting firm with a number of large Australian corporates in banking and finance and after 5 years realised that I like working with people alot better than with computers. So I started helping small to medium sized businesses as a trainer, consultant and business coach. In the last 4 years I’ve working with over 300 business to help them improve their businesses.
- Why did you decide to become a coach?
I have always loved learning, teaching and working with teams, and I felt that coaching would be a great way to use these skills and have the thrill of seeing people win first hand while you are working with them.
- What do you love most about coaching?
I still get so excited every time a client has a win or gets results. It’s why I do what I do… It’s easy to get out of bed early when you get to help successful people perform at their best every day.
- What are some of your proudest coaching moments?
When the 2 owners of a business I was coaching showed me their diary for the last month, and we both realised they’d been able to reduce their hours from 90 hours a week each, down to 30. They were rapt, and I was gobsmacked. I knew we’d made a difference, but to cut out 60 hours a week? I was grinning for days.
Another great moment was when a client was disappointed with the results they got from their client surveys—even though they got 50 out of 50—a perfect score. They were really frustrated, because they couldn’t find anything to fix or improve. I love that mindset, always hungry to improve. My best clients are the ones who are always grateful, but never satisfied.
- Why are you in such high demand, while so many coaches struggle?
I think its because I don’t believe in hype, your team can see through it and your customers can see through it. Its in executing the fundamentals of business well that get my clients the best results. You have to face squarely what is working and not working in your business and work quickly to improve it. Its no good just jumping up and down like a cheerleader, nothing happens until someone does something.
Empathy also plays an important part, realising that business and life can be challenging sometimes but not letting that stop clients from moving forward.
- What’s your business favourite book, and why?
I have an insatiable passion for learning and reading about business. I am a true believer that “Readers are leaders”. To pick one is too hard, so I will pick two, both by Jim Collins. Good to Great, and Built to Last. I’m passionate about helping people build business machines, something that lasts and leaves it’s mark for years. I like people who have long term vision and the sustained intensity to see it become a reality.
- What makes someone an ‘A’ client?
I’m very selective about who I’ll work with. My best clients:
- Don’t play the ‘blame game’
- Are excited and excitable. I’d rather focus a passionate person than try to fire up a business zombie.
- Proud of their work and ethical. I don’t work with shonks. Ever.
- People who want to be even better. There’s always another level, and my best clients are hungry to reach it.
- People who love business. If you’re in it just so you can retire on a beach, I’m not your guy. If you want to create something extraordinary, let’s go!
- I’ve never heard of a coach offering a money-back guarantee before, why do you do that?
Most coaches don’t offer a guarantee because they’re scared. The problem is that even though I’ve been part of some amazing success stories over the years, and I know that my coaching works… my potential clients don’t know that yet. They haven’t experienced me yet. Why should they have to take a risk on me? I take the risk out by saying: “If after 30 days of coaching, you feel this isn’t for you, we’ll cancel our agreement, and you’ll get an immediate refund… no questions asked, and no hard feelings either.” So they can’t lose, and people like to work with someone they can trust.
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