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You became a coach to help people — but no one told you how to build the business behind it.
Coach as Entrepreneur is the show for coaches who want to go beyond referrals and create a real business that supports both their clients and their family. Each episode explores the systems, strategies, and stories that help coaches simplify marketing, attract the right clients, and grow sustainably, without burning out.
Whether you’re just starting or looking to scale, this is your roadmap to running your coaching practice like a business… and doing it with heart.
Build the system. Serve your clients. Support your family.
# Podcast - Lukasz Kalinowski
[00:00:00]
**David:** Build the systems, serve your clients, and support your families. W Thank you for joining me today.
**Lukasz Kalinowski:** Hey, David, how are you?
**David:** I am doing great. I've been really looking forward to this conversation.
**Lukasz Kalinowski:** Thank you. And thank you very much for inviting me. Um, I'm looking forward to sharing my experiences and, um, and my views on, on, uh, [00:01:00] starting on coaching practice.
**David:** Yeah. So let's kind of start with where did you, what were you doing before coaching? Because you were in the military and you were doing something a little bit different than some of the other, maybe other people would've been doing in the military. So can you kind of explain.
**Lukasz Kalinowski:** Well, so my time in the military was relatively short that I was only a couple of years. Uh, but I was in a reconnaissance unit. I was leading, uh, squad in a reconnaissance unit, so that gave me quite specific experience back then. And I think because it was in my early twenties, the way I feel about it.
It was almost, engraved in me. In my personality. So that stuck with me throughout my later career. Um, sometimes intense, sometimes, very regular, whatever you would do in the, in the military, but it was definitely very defining experience for me.
**David:** I, I would imagine has. Something like the military, 'cause it's taking up [00:02:00] even if it's is a shorter, shorter amount of years, it's still a significant part of your life and it's, I would imagine you, you had a lot of learning and through a lot of different trials and experiences in that time.
**Lukasz Kalinowski:** It is also because, um, I was put in a position where I was in, in command, so I went through a appropriate training and um, I became a squad leader. And so even the process of training that was, that was very intensive, but then later on, um, when you take on the responsibility of number of other people, um, and it's not just in ordinary situations where, uh, you know, you just deal with ordinary problems, but also in a situations where, a lot is at stake.
Um, and you need to make fast decisions under pressure, very often under pressure. I think that's when you learn a lot and you [00:03:00] realize how your decisions impact others. And impact, a lot of what's happening around you. But very good experience. Absolutely.
**David:** So I would imagine that going from military and then coming out of the military and going into civilian life you were given leadership roles and other experiences, would've been comparatively a little bit, a little bit easier, I guess.
**Lukasz Kalinowski:** In the way, yes. Because there's obviously, you know, less pressure and your, your actions don't have such a profound impact, as when you are, leading a team in a, in uh, very sometimes, difficult situations. So my, um, my career later on, I started from zero really.
So I started, from the lowest position and there was a moment when, you know, I just needed to kind of have a conversation with [00:04:00] myself and just become a bit humble. And just simply start learning once again, you know, the, the profession and learning what I, uh, what I, what I can do. So that was just, just different situation, but I was trying to approach it in the way that as probably, you know, most people would approach.
Um, that's something new. I need to learn it. That's what I wanna do, and I need to learn it well to be, you know, a good professional. So yes, different type, uh, different type of experience, different type of life, but still very interesting.
**David:** Yeah. So when you came out of the military and kind of got into civilian life, what was the kind of work that you were doing?
**Lukasz Kalinowski:** Right? So when I come outta military, I was wondering, you know, trying to do many things. I did run my own, uh, small business for some time. and as many people, you know, in your early twenties or mid twenties, you are thinking, what next? And as it happens sometimes in life, for me, [00:05:00] by accident, I got into a casino industry.
So I enrolled on a training course to be casino cri, and I became a creepier after a few months and started working in the, in the casino industry. So that's how my whole career in the as it's being called highly regulated hospitality industry, started. So again, a little bit of, um, similarity to military, I think for me was that you still have to follow a lot of processes and there is a lot of rules and regulations around it.
Uh, so that was the part which I found very easy for me. It wasn't something that that came, hard to accept. But yeah, so basically I became, a creepier at that stage. I became a creep in a casino, and that's how my ca career in a casino industry started.
**David:** Just briefly then, can you walk us through how you went from a casino re to coach?
**Lukasz Kalinowski:** Yes. Well, so you see, I was, I was [00:06:00] in the casino industry for over 20 years. Um, went through all the stages of the career. So, after a few years I became inspector, then became a, a pit boss of law manager. And then eventually I became a casino general manager or casino director. So then that's when I got to the point when I was leading very large operations, um, quite large team with really big turnover as well.
As you can imagine in a casino, there is a lot of money going on, various teams as well because the, the operation itself had, um, very different departments. So that was a different type for me. But I got to that point through training and, growing. So I was always putting a lot of, pressure for myself, on constant development.
So eventually I got to the point when I became a casino general manager now at that point, after few years, and I'm not sure whether it was, a fact that I've achieved pretty [00:07:00] much as much as I could achieve in that, in that industry. Or maybe my age and, you know, becoming a bit more mature or maybe combination of both.
I just felt that there is something else that I would like to do that I would like to, share my knowledge and experience with other people. Maybe in a similar position, maybe managers that are, you know, looking to grow and, develop themselves. So that's, um, that took me to, uh, a point when I started looking into possibly the possibility of coaching.
I got a call from someone from one of the, uh, coaching institutes and yeah. And the guy pretty much said, you know what, but don't enroll in our course. And, um, maybe you could do executive coaching if that's something that you're interested and. You have all that experience from your professional career, why don't you try, doing that?
So that's how I, that's how I [00:08:00] started, my coaching journey. So initially from the, from the training, from enrolling on the course, and executive coaching itself just seemed to me like something that I would enjoy doing, and I would feel that it's gonna be, rewarding for me as well as for the others.
So that's how I got to the, the coaching,
**David:** Did you have any experience with coaching prior to, prior to you kind of exploring it?
**Lukasz Kalinowski:** You know, uh, as it is often, again, it's only after somebody tells you that you're doing something. You don't realize that you're actually doing it. And yes, you know, being, being a general manager and managing a team of managers and, and large team of staff as well. Yeah, you often find yourself in a situation when you do coach, it's different.
It's not as structured as coaching when you run your own coaching practice. But yes, you do. You do coach, [00:09:00] uh, you sit down with managers, you have these conversations. You, you know, you create goals and plans and put time, um, timeline and, deadlines on it. You just don't realize, that you do it sometimes.
So yeah, I did have a little bit of experience prior to that.
**David:** I see. Um, so for you now, how long have you been coaching?
**Lukasz Kalinowski:** So I've been coaching, I've been doing part-time coaching before I left the industry already, so that's gonna be, this is my third year of coaching. And this year, um, early this year, so from January this year, I moved on to full-time coaching. So I left the corporate, the, you know, the casino industry and moved into full-time coaching and working properly on my own coaching practice.
**David:** So, so for three years you were still working in the, your previous position as a casino, g gm, and then doing part-time coaching. then, [00:10:00] was this kind of the, the plan that you would kind of do a slow transition into coaching? What was the thing that pushed you now for this last year to go full-time?
**Lukasz Kalinowski:** Yeah. So initially the plan, my plan was to do it gradually and as it always, as it often is with, you know, when you have to take such a important steps or move, move from your quite cushy position when you, you know, you, you high in the ranks and you, uh, you are very decent salary and then you have to, um, move into something that is quite unknown.
And this is not the first time when I run my own business, but you just, need to take the big, big step. So it's, it's, it's very difficult. I've spoken to someone recently and also mentioned that to someone else, last year I've done, accelerated freefall so jumped out of the plane with a parachute, you know, just as you do. That was easy. Jumping out of the plane with a parachute easy. The taking the step and moving from, your cushy GM position [00:11:00] to running your own business and you then own your own and you guide everything yourself. That was much bigger step. Equally exciting though, equally exciting.
But yeah, for me that's how, that's how it was. There was a little bit of, I don't wanna say the push, but there was a bit of, within me, I could feel that I got into the point when I need to make that step as well. So just decided that it's done.
**David:** I see. I would think jumping out of a plane would be scarier, but I guess it's, it's, once you jump out it, it's done. What is it about coaching that you said, I'm okay with the risk I'm gonna take, take this leap.
**Lukasz Kalinowski:** It is the, it is the mindset and, and being ready for it. At some point, you know, you need to realize that this is, no one's gonna make the that decision for you. Um, there are different circumstances in, you know, in your life. Lots of things is, is happening and people can give you an advice. By the end of the day, it's gonna have to be you making that decision and that first step.
So that's how it [00:12:00] was for me as well. I decided that it, it is time.
**David:** You came to a point where you needed to make a decision, but what was it about, why did you want to be a coach in the first place? Was it just a next career move or was there something else behind it?
**Lukasz Kalinowski:** No, there was much more behind it. The, it was, it was really that feeling inside. When you want to do something that is, um, that either create something or helps others. So for me it was, that, that feeling that you, you know, you have to follow when you think, you know what, I really wanna start doing something that is, that has a lot of value to it.
So in my case, it was the thought of, okay, I wanna pass on my experience and knowledge to other managers to help them. I'm gonna feel, you know, good about it because I do help others. There is obviously a potential in coaching as well, [00:13:00] so. It's, it's not, we don't do it for free. Um, you know, I've done a lot of pro bono coaching as part of my qualification.
It was very, very beneficial. But, and at the end of the day, we don't do it for free. And if you, if you get it right, and if you, if you are good at it, then it, it is rewarding not only because you feel good about it, because you help others, but it's also rewarding financially. So there was, you know, it wasn't just a decision of, you know, I wanna feel good and so I'm gonna do something.
But it was also a calculated decision where, okay, I'm gonna do something that is gonna make me feel that I'm doing something, very rewarding, but at the same time, how is it going to support me financially and can I grow this? So that, that was, there was calculation from that side, from that perspective as.
**David:** So as you started coaching, who were the people you were coaching? Were, were pe Was it other GMs or people in your [00:14:00] organization? Who were the kind of people you were looking at to work for or to work with?
**Lukasz Kalinowski:** Yeah. Um, well, so you see as an executive coach, uh, or business coach, because they are similar in the way in some aspects. Um, as an executive coach, you are meant to be coaching senior, senior managers, senior leaders. So as I mentioned already as part of my qualification, I needed to do a number of, um, pro bono coaching hours.
So in my case, it was 60 pro bono coaching hours. So I started looking for people. Who would benefit from that, from a little bit of, you know, free coaching from my side. So for me to gain more, uh, practical experience and for them, you know, to have a coach. but on purpose, I was looking for someone who is not coming from my environment or my, um, industry, just to see how it is to work with people from other industries.
Especially when you, for so long in the same industry, [00:15:00] it's very difficult to fall into the, into the same mindset when you talk to others. And then it comes very easy when coaching needs to be challenging. And in my case, you need to be challenging for them, for the coaches, but also for me. So I was purposely looking for people from outside of my industry. I got quite lucky to be honest. I, um, my first person to coach was, uh, chief of staff from New York. Working for quite large, law firm. Um, I also had a COO also from, from America, from Miami. Uh, very interesting situation there. Um, I had IT director, project directors, mainly people in the senior management positions, that's what I was aiming at and that's what I got.
**David:** How were you able to go about finding these people, for your clients?
**Lukasz Kalinowski:** Yeah. Well, you see, I think with, people understand the coaching is quite valuable, uh, especially in a, in America. That's, you know, that's one that was one of [00:16:00] my first observations, especially in the states, but also in the GCC region or in many Asian countries as well. Uh, people see a lot of value in coaching.
So when you advertise anywhere, that you do pro bono coaching, people do get involved pretty quickly. So for me, I was quite fortunate in that situation that I could start choosing and I was looking at the seniority of, of people. So I, I picked five or six people that in my mind on that, you know, in that situation were the most suitable for my pro bono coaching program.
So, yeah, so it's not, it's not that difficult. Um, think if I was doing it now, once again, I probably just would utilize my, uh, LinkedIn, uh, network a little bit more. I was a little bit hesitant back then because I was working full-time. I didn't want, you know, someone at my work to think, you know, why are you doing something else than your just regular work?
So that was my, that was my, my thinking back then. [00:17:00] But now looking back, I definitely would utilize my LinkedIn network, uh, rather than posting somewhere, you know, on, on other websites. So that would be my advice.
**David:** Since, since we're on this topic, how are you utilizing LinkedIn today? Or are you using other platforms in terms of looking for acquiring new clients?
**Lukasz Kalinowski:** I am quite active on social media. Not super active, but I do post regularly. So, something that I, created for myself that I needed, I wanted to express my opinion on was, something that I believe everyone is gonna be able to relate to somehow. So for me, maybe let's start, let's start from, from a different, different perspective.
Before. Before I, um, before I started thinking about who is gonna be my, ideal client, who is gonna be the person that is gonna benefit from my coaching the most. And I enjoy working with, I decide I needed to decide what is gonna be my niche, because just becoming, [00:18:00] you know, a coach, executive coach, this is, it's so broad that, that it's, it's almost like you aiming at anyone and because of that, you aiming at, at nobody.
So, so I needed to decide what my niche is gonna be. I've done quite a bit of thinking about it and, and discussing with, with others. And it came to me that resilience, is something that I would like to focus on. So building resilience, whether it's for teams or individuals, that's something that sits very close to me. And based on that, I worked on something that I called, uh, resilience blueprint. Which is, uh, basically steps spread across, um, many weeks or months that make you stronger from resilience perspective, whether as an individual or as as a team. And this way, from that point, I started picking certain, the most valuable points.
I mean, uh, I think the most valuable, valuable points, which then I speak on the, on the social media about. [00:19:00] So, being a coach and working with professionals, yes, I do utilize all the platforms. So it's not just LinkedIn, um, but that's mainly for visibility. But LinkedIn is definitely the strongest one, and the most effective ones.
So I do post three, four times a week on LinkedIn. Nothing big, simple post, but I think quite, quite, uh, quite punch and quite effective. Um, and on top of that, I also am executive, uh, sorry. I am a, a contributor for the Brands magazine, so I write articles, uh, and post, um, articles there in the, in the magazine.
Um, also write articles for, uh, to post on LinkedIn. So there's quite a bit of activity going on, but I'm trying to, be active, but just to make sure that this isn't, that this doesn't take up too much of my time as well. So, so it's, it's not my main, main focus.
**David:** Yeah. Well, and, and I've heard from other coaches too, who have, they create visibility on there. [00:20:00] There's an a, a coach in the uk she, she regularly contributes to magazines or other publications, and so she gets clients coming through there because they see her name, they see her that she's published. There are links that go back and forth, and so it helps to boost her. And so doing that kind of work, it can. Can significantly help to kind of bolster your credibility and authority as well. And it just creates more visibility in different, uh, networks where you just come up more often. Right. So I think it's a, it's a great idea to, to join and to be a, a regular author contributor to other publications like that.
**Lukasz Kalinowski:** Absolutely. Uh, what I would like to add to it is something that we shouldn't forget because we, you know, we post on the internet, we speak to people all over the world, but it's easy to forget your local people actually. So [00:21:00] what I also do, and that has been pointed out to me, by my coach, so I have a coach as well.
I have someone who, who coaches me.
**David:** That's
**Lukasz Kalinowski:** and it's been pointed out. Yeah, you know, it, it's, it's actually, it's been a very, very, um, useful engagement, but he pointed out to me recently. What about your, you know, local area? Like, why do you forget about these people? You know, there are, there are people who would benefit from your coaching as well, so.
So I start getting, busy with, attending networking events. Uh, and as you know, as funny as it might sound, sometimes they are very effective and majority of time, if you pick the right networking events, you will meet people that are very happy to talk to you. And either they will, um, there is a potential, they will become your clients or they will eventually, link you up with someone who, if you can be your, your client.
So that is something else that also I would advise [00:22:00] that it's worth engaging with. Another thing, local radio stations. Local radio stations often have, time slots that they would very happily fill in and yes, they would happily sit down and have an interview with you, speak on a, you know, some interesting topic relates to what you do.
So that is, you know, that is another, another opportunity to explore. So there is much more. There is just, um, there's not just, you know, be there on the internet because it's, nowadays, it's very easy to fall into that. I'm gonna hide behind this computer screen. I don't wanna show my face. I wanna be coach, I wanna be a coach.
I wanna speak to people. But let's do it from, you know, from behind the, of the computer screen and, and let's do it a bit with a level of anonymity where it is worth going out and talking the, and make yourself, putting yourself out there and making yourself, be heard and seeing as well.
**David:** Yeah, well, the one thing I would say is when you can go to a, a physical networking event, in real life and you can speak with other [00:23:00] people, it's much easier to to build that relationship with people because they can see you and, you know, uh, you can actually shake their hands. And so they know you're a real person. In my opinion, it's easier to build a relationship and trust with potential or potential people who you can, who can connect you with other people. the the other point I'd like to make is that a few years ago I read an article where, yeah, news, public news outlets are always looking for interesting people to talk to and interview because they have to fill in these slots and these times. And so I think that's a great idea. Even the radio station, rarely think about radio 'cause I don't listen to it that often, you know that, that's true. Like the radio stations and news, networks are always looking for interesting people. And so you can always tap into that. I, that's, that's great.
**Lukasz Kalinowski:** Absolutely. It just, if I can just add [00:24:00] on that topic as well, because I'm like, you who, who listens to the radios nowadays? You know, we all listen to podcasts or, or watch podcasts. But the thing is that the radio stations were a big or small, they do follow that trend as well and they do realize that there isn't that many people that, you know, switch on the radio station, um, and listen to the radio.
So they also do something similar. So they will record an interview with you. They post it on the, you know, radio time, but they also turn it into podcasts and they put it on their website or whatever podcast platform. So you, you benefit. Twice. So definitely that's, you know, that's a great, great tool to have, and utilize.
So a hundred percent would encourage anyone if you have that possibility and you have your local radio station or stations, yeah, do it. Just go and speak to them and go and attend the events, networking events. Not undermining the human, you know, face-to-face connection is, is very important. And also [00:25:00] from a perspective of getting out from your, you know, home office, from behind the computer and actually going and talking to people, life rather than just communicating through a video or, or phone call or emails or messages. You know, it gives you just different perspective and you, you walk away from sitting behind your desk all the time, so very, that's, that's very good from that micro, maybe not micro rest because you still do your work, but you change the environment and, and you start looking at thi at things a bit differently from different perspectives.
So very important from that perspective as well.
**David:** Yeah. And I think, we all live through COVID, so we all spent a lot of time behind our, our computers and at home. And so, especially for me too, whenever I get a chance to get out of the house and to, to work from somewhere else or to network, I try to jump on those chances because, after a while you kind of, just become desperate for it sometimes. human [00:26:00] interaction. You know, for, for you 'cause the work you did. So you, you also mentioned, you, you had your own business before and you were doing, I mean, the ca casino industry is, I'm not very familiar with it, but I, I assume it's very dynamic and there's always very interesting, interesting people and things going on. But now as you're running your own business, what's, what's been something interesting or surprising for you, uh, in this phase of your, career and of your, and in your life?
**Lukasz Kalinowski:** Very good question. Um, so let me think. So definitely, definitely casino industry is very vibrant. There's a lot going on all the time, from the point where, or from the perspective of what I do now, I think the most surprising is, I suppose the, you know, the conversations when, when you have conversations with CEO managers, from the perspective of [00:27:00] a coach and you build that relationship with them already, it's surprising how much of, uh, just normal human people they are, and they have normal human emotions and normal human problems.
You know, when you, when you work, whether you, you know, work for a big company or small company and you have your bosses and you have people somewhere high up, you know, at the, the top of the ladder. And you think about them a little bit, almost like they are robots, you know, but they, they just come, they do their job, they know exactly what to do, and they just, they don't make any mistakes.
It's also because they want to be perceived this way. You know, they want to be perceived as someone who is super reliable, that you can just follow them because they are very strong leaders. But then when you start talking to them, you start realizing that actually, you know, well the, the things that they deal with, they're just very humane.
They're just very normal problems, and [00:28:00] they have no one that they could speak to that they, they very often, they, that's a very lonely job that they do. So then you find yourself in a position where, you don't become just like a, the chat buddy, but someone you become. Someone who they actually really, really need and really appreciate.
So that was probably one of the most surprising things for me, moving from, you know, from the industry where you deal with a lot of people every single day, a lot of customers, a lot of things going on, very, very dynamic. But kind of on a surface when now you speak to just few people every day, instead of hundreds of people every day.
But you go much deeper into the conversation. So that is, that is something very, very different.
**David:** Yeah, and I think you hit on something there where, you know, executives and leaders in, in organizations, there's a lot in there that, they want to be perceived in a certain way or they feel like they have to, look a certain way [00:29:00] or, you know, like they have there, there are some leaders who feel like I need to have all of the solutions, or I need to, you know, I can't show like I'm worried or concerned and, you know, so lots of different theories and thinking behind, you know, what does a good leader look like. But in all of that, I think being a leader, being an executive can be a very isolating and, solitary kind of role. And I, and so I think from the conversations that I've had with other coaches, like it is really important for, for these leaders to have coaches to talk to it becomes very difficult for them to, to find and to speak with others.
**Lukasz Kalinowski:** [00:30:00] There is a lot of that and quite often actually, and surprisingly it varies depending on the region, on the part of the world, senior leaders very, very often find themselves in a situations where. Are the ones who have to make the final decisions.
And it's not always, so it's very rarely that they, apart from, you know, their advisors or managers that are on a team that they can go and have discussions with, they have no one else to talk to. I'm not talking just about, you know, regular conversations about, you know, I, I faced this problem or I faced that problem.
It's, it's going deep and breaking down the whatever issues they are dealing with, and solving the problem so they can achieve the goal that they have in mind. Luckily now more and more people are realizing that having a coach is, is not having someone who is going to help you [00:31:00] because you are struggling with something or you are underperforming.
It's actually dealing with someone or having a coach. It's having someone who is help you to become even better than than you are at the moment. So, you know, like super famous sports people, they, they also have coaches. You know, only because you become an Olympic athlete doesn't mean that you're gonna fire a coach because you, you know, you're that good that you don't need a coach anymore.
No, you, you're super good. You had a coach through your career, but now you want to be even better. So you're gonna get yourself a coach or you will work, work with a coach that you have already because you just wanna become better. So it's, it's constant working and going through a process.
**David:** Yeah. I mean, I, I think it's, it's such a funny thing because. If you're taking your job seriously, if you're taking your role very seriously, you wanna get better and you can read the books, you can or you can find teachers to teach you. But if you can find a coach who can help you to, [00:32:00] you know, depending on what you're focusing on, to either think through like the business aspects of things or thinking through how to be a better manager leader, the most effective way to do it is when you can work with somebody one-to-one. Because situation you're going through, the problems that you're having, you can have a direct conversation and you can work through that. And it's exactly like sports coaches, right? Because if you have a problem, like with your dribble or with your shooting, or if you're like, you know, in golf with. Your swing, you're gonna work with a coach and they're gonna isolate that one problem that you have, and work on that until you fixed it. You can get, you can, you can watch the videos to, to kind of figure out, okay, what do I need to do? But it's really hard for you to be outside your own body and see yourself.
Right? And so that's, that's why coaches are there.
**Lukasz Kalinowski:** Yeah, exactly that, that's, you know, that's spot on. So the coach is there to work with you to break down the [00:33:00] problem and to push you, go beyond of either beyond your thinking barriers or beyond of whatever obstacles that they are. So, exactly, you've described it really, you know, really, really well.
You can try to do it yourself. Um, how effective is that gonna be and how long it's gonna take you, you know, if you work with someone else, as you said, you can't, it's difficult to look at yourself, step out of your body and your mind and look at yourself when, when you work with a coach, that's what the coach does for you.
**David:** Yeah, and I would even say like for you yourself, right? You have your own coach. The only reason you need your own coach is because you're trying to continually get better because as good as a coach, that as you may be. It's very difficult for you to coach yourself, right? And so
**Lukasz Kalinowski:** yeah, absolutely, absolutely. And you know, I've, I have tried that, um, try coaching yourself, but it's, you know, it's very, it's very difficult. It's not just that you will take a pill and it's gonna work on [00:34:00] you. So having a coach, again, having someone who is giving a different perspective and whether it's a professional coach that you're gonna work with, um, now I'm talking from the perspective of running a coaching practice, whether it's a professional coach that you can work with, or if you're at the early stages, you know, you don't have a budget, you can't invest in having a coach.
Professional coach that is gonna support you. Find someone who you can talk to, but don't look for someone who is just gonna be, uh, yes man. So find someone who is gonna challenge you as well and is gonna be a devil's advocate if necessary. Um, and if necessary, gonna say, that's not really the right way of thinking, so think about it in a different way.
So just, they will keep challenging you, but it's definitely beneficial to, to just bounce ideas as, as we know, as with everything in life.
**David:** As we're talking about this, I get the feeling that you've had a few of the leaders that you've worked with who've really kind of [00:35:00] needed somebody like you, a coach, to help them to work through some things. Are there any stories that you, you'd care to share of, of these situations?
**Lukasz Kalinowski:** Yes, there was, there was one particular situation that really, was probably very, very good example of, someone utilizing a coach. So I, I got a phone call or first a message, Saturday afternoon, it was, um, and someone telling me there is that position that I would like to get. I've applied for that position.
I went through a first stage of, um, interviews. There's a last stage of interviews and I really need to get this position. We got on the phone, we had a conversation for a few hours, so when he went to the interview on that Monday. He went with much more confidence and he did get the job, quite high position within the company.
That was the COO. And from that point on, because he [00:36:00] already started building a relationship with me, or we started building a relationship, you know, with each other, he knew he can, uh, rely on me, he can trust me. So we took it from that point, you know, as a new person in the company. So he went through the whole, the whole process of, you know, starting getting into the new business. And then surprisingly enough, the company, his, the company he was now, uh, managing was going through a merger with another company. So that was something really big that we could continue working on. So, so to me that was just really, really big example of, you know, how you can utilize. Having a coach, and I know what, you know, as coaches, we very often hear it's very, very difficult to, uh, provide some tangible results of your coaching.
You know, because a lot of, um, coaching relates to change in behavior. There is no, it's not often that you have such a clear visible results very quickly. So for [00:37:00] me, that was like, well, you know what, this is just like a prime example. That's, that is not something that happens very often. I don't think many people would get on the phone with a coach, and take that chance.
But to me it's like, well, yeah, if you, if you can do it, if you have a chance to do that. Yeah, just. You get on the phone, and if nothing else, then even if it's not a coach that you, uh, you have a contract with, I think many coaches, coaches have a similar, uh, mindset. There would, there would be, you know what?
Yeah, of course I'm gonna help you. So yeah. That, that's, that's one of the stories very, very early in my, in my coaching career as well. And great, great relationship.
**David:** Currently you're just running, you're running your business as a, as a solo, correct.
**Lukasz Kalinowski:** Yes, I'm a sole trader. Yeah.
**David:** Okay. And, uh, since you've had, like you've had business experience running your own business were there any challenges that have come up in this last year that you weren't expecting or
**Lukasz Kalinowski:** Yes. Um, you know, [00:38:00] as you would expect, 'cause it's a different type of business, that I'm running now. And the, the thing with coaching is that when you get your qualification and you start coaching, you know, your, your thinking is, well, you know, I, I got the qualification, I have few hours of pro bono coaching already, so where the hell are all the clients?
Why are they not knocking on my door saying, you know, coach me, coach me. But it doesn't work like that. So the coaching process of what you do as a coach becomes. I don't wanna say a minimal part of running your business because it's the most vital part of running your business.
But you know what? It's, um, you can have the best service, you can provide the best service, but it's useless if you can't market it. And it's useless if you can't sell it. So you need to learn how to people about the services that you provide, and you need to learn how to sell yourself, as a coach.
So to me that was quite difficult part [00:39:00] of, at the beginning, you know, finding the right way of doing it, and, and how do you present yourself, you know, there are also millions and millions of maybe hundreds of thousands of coaches worldwide. And how are you gonna do it? That you'll stand out? How will you present yourself to your potential clients?
So that was, that was quite difficult at the beginning.
**David:** So how are you approaching the, the sales cycle now?
**Lukasz Kalinowski:** I think the biggest realization for me was that I, when I speak to, to my potential clients, or maybe first before I even start having a conversation with them, I need to, first of all, it's not, you know, what I offer, it's what they need. So it's not, not me talking about, you know, I can provide you with this and I can provide you with that.
It's more about, you have these problems, I can help you to solve them. And then from the, from the marketing perspective, it's not, it's [00:40:00] not about talking the way I want to. See it being, you know, presented that it's about how the people on the other end, want to see it presented. So it's talking as them not talking as myself. So, uh, you know, I go about it this way now.
**David:** I see. Um, and for you to understand the, the potential clients, the problems that they're facing, are, are you just doing, kind of going through like a questionnaire when you're on that call or are you sending them like a, like a qualification form prior? What are you kind of doing to, to understand that?
**Lukasz Kalinowski:** So the, you know, when we get to the point already, when we have that first conversation, uh, or intake session, I, I do utilize, um, an assessment tool. So when you do coaching, you need to have a process in place. So. Before you get to the point where you sit down and you're gonna start your coaching sessions, you need to have [00:41:00] something that is gonna engage, um, a client.
Um, assessment tools are very useful if it's a good assessment. The one I use, I think is, is brilliant because it shows changes in the behavior over time. So it's quite thorough. It takes about 30 minutes to complete for, for the person, but also the results they're getting when they complete it, which we then discuss when we down and have our first intake session. They are very, very striking for the person. So, so that's what I do and that is the point for me to start discussing as what problems they are they're dealing with.
**David:** Yeah, that's, that's fantastic. I think, yeah, uses of assessment tools or like a, a form to understand where they're coming from is a, is a great way to, to kind of qualify leads, but also to get a good understanding and picture of who they are and the problems that they're facing so that you can communicate how you [00:42:00] can help them, , through those issues. For you, is there anything that you're using now to help you, to manage your client sessions or any, uh, software or tools that you're using in your coaching business?
**Lukasz Kalinowski:** Yes. Yeah. Um, I think it's very, very important, um, to have a platform where you. You can manage your, you know, coaching session, especially when you start getting clients and, and there's number of them because you need a place where you safely keep your, uh, coaching contracts. You need a place where you keep all your notes from coaching if you take notes, but you know, it can be just no more regular diary.
But it's good if you have it, uh, saved, dig digitally, and then you can send it to the person, you know, after the coaching session. And also probably the most important place where you can track the goals and the progress of the person that I co, that you coach. So it, it is important to have, a platform that you can utilize [00:43:00] for that.
There, there's a number of them, you know, in the market that you can utilize. I decided to go with the same platform that provides the assessment, because I can link it all in in one place. But yes, I would say absolutely you need to have that. You, you must have it. It's a, it's a must. It's a something that you need to utilize for your, you know, for your practice coaching practice.
**David:** Yeah, I mean, it just kind of helps you to keep your a system and framework to, to go through it. I was actually working on, uh, a post about that where it's, know, if you have a system and framework for, your coaching, right, what you should have one for the business of, for coaching, right? Because it helps you to organize yourself, it helps you to create a systematic process and it kind of reduces your own mental stress, right? Because you know, it's always in this place, you know, the system and the process, how to do it. You're not always trying to make up a new thing for it.
**Lukasz Kalinowski:** Yeah, absolutely. And you know, it helps you manage, helps you manage time as [00:44:00] well, because if you have everything there and you follow, you know, you follow your processes of managing the, the, the coaching process. It becomes your routine. It helps you manage your time. It frees up time as well because you have, you have it, uh, you learn how to do it properly.
And it always takes quite a bit of time to prepare yourself before the session and then to do the work after the session as well. And if you have it all nicely structured, once you're gonna get into the routine, it, it just becomes smoother, uh, and easier. Um, and all the admin days around coaching, it's, it doesn't, you know, carry that much burden.
So it's definitely, I can't recommend it enough to, to utilize that.
**David:** For you, um, as we're kind of coming to the close of our conversation today, what is something that you've learned about yourself as you've become a coach?
**Lukasz Kalinowski:** That's another, another good, good question. First thing [00:45:00] that I've, uh, I've learned about myself that when I started doing coaching full-time was the, I don't know what I don't know. So, you know, as I've mentioned already, I went into full-time coaching with this mindset of, you know, I'm a certified coach and command people come and let me coach you.
But it's only when talking to a very experienced coach and, and working with my coach, I realized that there's still so many things that I can correct and I can become so much better. Not with the art of coaching, but also with running the business. So. For me, it sits well with me because I don't really enjoy developing and learning.
Uh, so for me, you know, exploring data, uh, and, and learning new things, that's brilliant. 'cause I now, I find myself in a position where I do what I really enjoy doing, but I also keep learning all the time. [00:46:00] Uh, so that's brilliant. But the first learning for me about myself was absolutely that I didn't know why that, what I don't know.
**David:** Yeah. And that's always a good thing to learn. 'cause if you, if you go through life thinking, I know everything well, you, you'll quickly learn. You don't know everything.
**Lukasz Kalinowski:** You know, and also if you, if you do things and you don't, encounter any and difficulties or, or troubles, you're probably just coasting. You're not, you know, you're not going into depth and running your own business, earning your own practice and getting, uh, engaged with people which hold very senior, very, very serious positions.
You will always come across difficulties and you just need to, you know, learn to take it with, uh, a bit of a distance and start solving whatever issues you have just. Pick one at a time and start solving the problems, [00:47:00] finding solutions, whether it's for yourself or or others.
**David:** What would be one piece of advice you'd give someone who's just beginning their, coaching journey today?
**Lukasz Kalinowski:** I would say have faith in yourself. You are much stronger than you think.
And just, just go ahead. Set a goal, make a plan, and go for it.
**David:** Uh, yeah. That's great. And, and the last question that I have for you. I, I know this is still your, kind of, your first year as a full-time coach. but what do you think is, is next for you, in your second year as a full-time coach?
**Lukasz Kalinowski:** So second year for me, that is, um, polishing my, all the processes that I do. So definitely my marketing to become better, my, exposure to become better, my selling process to be, to become better as well. So growing my practice, uh, acquiring [00:48:00] more clients, getting more stability as well. Um, and that includes building longer lasting relationships with my clients.
And then the next step, possibly the next, um, so year after would be to try to expand my practice as well and start cooperation with. With all the coaches, possibly maybe getting engaged with someone who is where I am now. Um, help them grow and then start working together.
**David:** Fantastic. Well, Ash, thank you so much for your time today. I've really enjoyed our conversation and I wish you the best of luck in your coaching business as you continue to grow. And you know, you are the resilience coach, so I'm sure you'll continue to resiliently build your coaching practice.
**Lukasz Kalinowski:** Thank you very much, Navy. It was a pleasure. And as always, if anyone that would like to reach out and just have a conversation with me, have, have a bit of a chat, then yes, please go ahead. I'm always [00:49:00] very happy and always find time to, you know, to speak to someone.
**David:** Yes. So I was just about to ask where can people find you?
**Lukasz Kalinowski:** Uh, yes. So I do have my own website and that's uh, basically my first name and surname.com. So it's luas kovski.com. Uh, and I'm also, uh, on the, on LinkedIn, quite active. So just search by my name or look for Resilience Architect, uh, on LinkedIn as well, and you'll be able to find me.
**David:** I really appreciate your time today.
**Lukasz Kalinowski:** thank you. Have a great day.