Aug ‘24 BOTS: Let’s Get Real, or Let’s Not Play
August’s Book on the Shelf
Title: Let's Get Real, or Let's Not Play
Author(s): Mahan Khalsa and Randy Illig
Dimensions of Well-being: Vocational, Material, Social
In my coaching practice, I've found that the key to genuinely helping my clients lies in truly understanding of their challenges before jumping to solutions (hence why I’ve been told my “superpower” is asking really, really good questions. Boring, but hey…it ends up making a lot of people want to work with me!)
I once worked with a client who was frustrated with their team’s performance (we’re talking jacknifed trucks, overturned vehicles, thousands of dollars in costly repairs…..ugh). On the surface, it seemed like a straightforward case of needing better leadership strategies. But as we spent more time exploring the root causes, it became evident that the real issue was a misalignment between the team’s actions and the company’s core values.
It was only after this deep dive that I could confidently say, "Yes, I can help you, and here's how." The solution wasn't just a tweak in leadership; it was about creating a "Culture Guide" that clearly defined and aligned the company’s top six values. We then built their training and promotional systems around this guide, ensuring that every team member understood and lived these values daily.
This approach—understanding before prescribing—is central to Let's Get Real, or Let's Not Play by Mahan Khalsa and Randy Illig.
The book emphasizes the importance of diagnosing the real issues before proposing any solutions, much like how I worked with that client to address their core challenges.
Takeaways:
Let's Get Real, or Let's Not Play is a must-read for anyone who needs to deeply connect with their clients, whether you're in sales, consulting, or coaching. Khalsa and Illig present a framework that helps professionals build trust, uncover real needs, and co-create solutions that truly work.
The book introduces several methodologies and mentalities that make this possible, such as “Move off the Solution”, which reminds us that if you want to truly have a “win-win” with potential clients, you have to know what they truly need to succeed. It’s ORDER Model methodology is a time-tested approach to securing new deals that are true wins for the client. And the Yellow Light/Red Light qualifying process makes it easy to learn when to slow down…or to walk away.
You'll LOVE This Book If:
You value genuine relationships and want to improve your ability to connect with (and close) clients on a deeper level. If you're in a sales or client relationship role where understanding your client's true needs is critical to success, this book will give you the tools to ensure you're always providing the best possible solutions.
DON'T Read If:
You're looking for quick-fix sales techniques or if you're not interested in investing the time required to truly understand your clients. This book isn't about shortcuts; it's about doing the work to build lasting, trust-based relationships.
Reasons I Love This Book:
What I love about Let's Get Real, or Let's Not Play is its focus on integrity and authenticity in client interactions. The authors emphasize that true success in any client relationship comes from a place of service—of genuinely wanting to help, not just make a sale. This aligns perfectly with my philosophy as a coach. The book provides a clear, actionable framework that I can apply in my practice, helping me ensure that I'm always approaching each client relationship with the right mindset: one of curiosity, respect, and a deep commitment to finding the best possible solution for their unique challenges.
Are you struggling to connect with your clients on a deeper level, or unsure if you're truly addressing the right issues in your work?
Let’s chat! I’d love to help you explore how a deeper understanding of your clients' needs can transform your approach and lead to more meaningful, impactful outcomes.
