Phil Glosserman, Inc.

Business & Sales Performance Coaching

11943 Lawler St.
Los Angeles, CA 90066
Voice: 310-745-8933
Cell: 310-562-5222
phil@philglosserman.com
www.philglosserman.com
Preliminary Questionnaire for Coaching
Please answer the questions below honestly and thoroughly. They are integral to
establishing a strong foundation in our coaching relationship. Before answering any of
the questions, find a time and place where you can work undisturbed. Either use a
separate sheet of paper and give your answers using the numbers that correspond to
the questions or fill this questionnaire out in MS Word. If you need more space, use
additional sheets of paper. Please complete the form thoroughly even if it takes two or
three sittings, and then return it to me. I assure you that I will keep your responses
in strict confidence.
1. Name:
Thomas Patrick Flanagan
Age, birthday and birthplace:
29, 1/13/1984 Orange, CA
2. What is the highest level of education youve received and what are the highlights of
your education (formal and informal)?
Graduated Villa Park H.S.
3. Give a brief synopsis of your career history.
2001-2004

Fun Services (Part-time as needed) Company Picnics

2003?

Brunswick Bowling - Quit No $

2004?

Firestone Automotive Learned to repair vehicles

2004?
2004?

Quit No $

United Rentals - Learned to operate heavy machinery. Also

learned Im not cut out for the 9-5 hourly wage job. Quit No $
Started looking for commission jobs

2005?

Precision Garage Door Repair. Learned face to face closing.

Learned the importance of wording things just right and the value of
intonation. (Commission but work got slow so I started my own garage
company.)

2005?

Owned and operated a Garage Door Repair co. Learned I had no

idea how to run a business. Learned to book appointments with an
extremely high closing rate. Lasted 6 months 1 year. Didnt pay yellow
pages advertising, threatened with lawsuit, settled out of court for $14,000
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2007-2008 Reliable Listing B2B Selling SEO. Learned 9-5, auto-dialers, cold
calling, averages, negotiating. Commission, not consistent, hated cold
calling, quit.
2007-2008 Young Political Majors Political petition co. Commission, hired my
own team of 10-50 employees, ran all of South Arizona as right hand man
to the owner, quit over verbally abusive boss, non-consistent pay.)
2008-2009 Picture Perfect Installation Home cable installation (Cox
Communications) Commission, work slowed because of economy, had to
quit)
2009-2013 Clinical Trials Tested medication. Commission, consistent, risky
long term, max $30-$40 annually, still use as backup job.
2013-Present Auto Buyer Buy vehicles from customers face to face. Vehicles
are sold at auction for a profit. Commission, pay is acceptable ($50k avg /
$100k potential), 12 hour days/6 days week.

4. Why did you choose your current profession? What do you like about and it and
what dont you like?
I choose my profession for the income potential. I like the traveling part. I dont like the
hours.

5. Why have you decided to be coached?

To achieve the potential I have always known was there but was too scared to use,
for fear of letting down myself or others if I failed.

6. List up to three most important goals for coaching. List these goals in order of
importance, with the most important goal first.
Goal #1 (my most important goal)
What I want to accomplish?
To buy a manufacturing company that nets $1m minimum.
By when do I want it?
Been trying for 5 years. Mid-end 2014
How will I know when Ive achieved it?
The business will be in my name and $100,000/month will be deposited into my
business account.
Why I want this (what it will do for me, my company, and others)?
It will allow me to focus on buying more businesses and philanthropic ventures.
It will allow me to create new things, hire more people, help worthy causes (Im a big fan
of charities such as Doctors Without Borders and Feed the Children etc), create
motivational books and courses, help others see their potential and learn how to use it,
travel the world, enjoying life, etc.
What would be the cost of not achieving this (to me, my company, and others)?
The cost would be a 9-5 life working paycheck to paycheck not adding a lot of
value to the world. It would be a disservice to not only myself but thousand if not
millions of others that could be touched.
What resources do you already have and what resources do you need to achieve
this goal?
I have the expert/mentor needed to buy the business, I dont have the money.
How can I measure my progress along the way?
By knowing where in the buying process I am.
Where I stand in relation to this goal now?
The very beginning.
Goal #2 (2nd most important goal)
What I want to accomplish?
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Make $100,000/year (after taxes) at my current sales job working 8 or less hours
per day.

By when do I want it?

Now
How will I know when Ive achieved it?
My company will have agreed to let me work less hours and my paychecks would
be $5000 every two weeks after taxes.
Why I want this (what it will do for me, my company, and others)?
It will allow me to save up to buy a manufacturing company. If it takes longer
than expected to buy a manufacturing company then I would still be comfortable
living on that amount and could start other business ventures.
What would be the cost of not achieving this (to me, my company, and others)?
Working 12 hour days, not being able to afford the time or money to build other
businesses as fast as I would like. Missing out on a large part of life to dedicate
towards just working.
What resources do you already have and what resources do you need to achieve
this goal?
Im not sure of the resources needed to do this. Hire people, apply for a dealers
license, apply for karpower license (with these I can get my own leads instead of relying
on the company).
How can I measure my progress along the way?
Consistent leads every week and pay paychecks increase bi-weekly
Where I stand in relation to this goal now?
Close. I need $$ to make it happen.

Goal #3 (3rd most important goal)

What I want to accomplish?

By when do I want it?

How will I know when Ive achieved it?

Why I want this (what it will do for me, my company, and others)?

What would be the cost of not achieving this (to me, my company, and others)?

What resources do you already have and what resources do you need to achieve
this goal?

How can I measure my progress along the way?

Where I stand in relation to this goal now?

7. List up to five other goals that are important to you.

Learning to network
Being organized and responsible
Working on philanthropy
Creating passive income
Following habits daily

8. Besides the goals and results you just listed, do you have long-term dream or vision
for your professional or personal life? If so, please describe.

I dont believe money buys happiness; I believe it may do just the opposite. I have
known from my teenage years that I would be extremely wealthy one day and that
has always scared me. I feel that after becoming wealthy I would get bored and
possibly self-destructive.
Ive never been happy with material possessions so Ive had to imagine what would
keep my happy once I was wealthy. This has lead me to realize that once I achieve
wealth, that I must continue creating or adding value to the world and continue
progressing my life in a positive way to keep a healthy lifestyle and mentality.
So my long-term vision has been to find ways to create value, help others, and grow
myself so that I dont become self-destructive (I have had a past with alcohol and
drugs and I still dont trust myself).
9. Whats your deepest motivation? What need or desire is driving you to do better?
I think my deepest motivation is just to be recognized. I believe my ego drives a lot of
what I do to constantly be better. Not to go into psychotherapy but I was picked on most
of my life and have always felt a need to impress others.
10. What are your current challenges? What are you dealing with that needs immediate
attention or resolution?
My current challenges are having enough income to create new businesses and staying
focused and on task to make that happen.
Immediate attention would be income and habits.
11. What do you expect of me as your coach? What would make our time together
valuable and how can I be most helpful?
I expect to be pushed but not to do what I dont want to do (example: I have worked for
and avoided all jobs that involve cold calling for a reason I hate it. I would rather hire
someone to do the cold calls for me. I would rather you work in sync with my line of
thinking out of the box to hire someone instead of telling me to get on the phones and
do it myself.)
Our time would most valuable if you helped me prioritize and then stay on track, keep
my habits, and not jump all over the place.
12. Youve committed to coaching for a specific period of time. If our coaching together
were successful, at the end of this period of time what would be present in your
business or life that is not present now?
Reasonable work hours, $5000 bi/weekly paychecks, formed habits, prioritized
goals.
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13. What do you consider your special talents and abilities?

Studying. Ability to think out of the box on a large scale. Hiring people. Creative
thinking.
14. What are your key business results (e.g., income, revenue, number of clients or
transactions, etc.) for the last 2 years?
Income about to average $4k month gross. Average 1.5 cars bought daily. Average
of 2-3 appointments daily.

15. What are the key methods you use to you grow your business and attract new
clients?
Internet marketing
16. What are the key critical success factors in your business (i.e., what are the main
things you must do, manage or handle well, that are essential to your success)?
Must have a steady flow of appointment. Must negotiate the lowest price.
17. How do you differentiate yourself from your competition? What makes you different,
special or better than others in your field?
We are more professional, in business for 40 years,
18. What are your internal challenges, blind spots or areas that you need to develop? Is
there anything about the way you think, act, or see yourself that may hinder you in
the setting or achieving your goals?
Lack of motivation on days, laziness. Anytime Im not sure if something will work I
typically give up pretty quick or put it off for a while.
19. Aside from your response to the previous question, are you aware of any patterns,
issues, or themes in your business or life that you find yourself repeatedly struggling
with? If so, describe them.

I always find myself struggling to perform productive daily habits.

20. What do you do in your business that you shouldnt be doing (for example, tasks that
ought to be done by someone else)?

Searching craigslist and autotrader for more leads, cold calling.

21. Is there anything youre not doing that you should be doing (for example,
concentrating more on marketing)?
Hiring and managing a lead generator.
22. What are your greatest distractions?

The internet (I get lost in it for hours at a time, I love to read especially about selfimprovement and business).
23. What are your financial goals for the next 6, 12, and 24 months?
6 months - $100,000/year
12 months - $100,000/month
24 months - $200,000/month
24. Is there anything you would like me to know about the current state of your
finances?
I have never been able to save money, have spending problems, have always been late
on my bills (and most everything else till the last minute), have recently been getting
better now that I have consistent income. Im broke for all intents and purposes.
25. Under what circumstances do you generally find yourself focused, confident and
successful? What beliefs and attitudes are present in you during these times?
I find myself focused, confident, and successful when I read something and then apply it
in person and it works.
I really do feel I can achieve pretty much anything I put my mind to, I usually just dont
want to put in the effort because I KNOW I could do them but dont see the happiness or
benefits of doing it so I never start.

26. Under what circumstances do you generally find yourself unfocused, unconfident,
and less than successful? What beliefs and attitudes are present in you during these
times?
When Im laying at home doing nothing. I feel as if I have nothing to work towards (its
also usually when I have no money to start new ventures or projects, I feel worthless)
Ive always been more of a reader and less of a doer and now I want to be more of a
doer but it seems I always need money to make things happen.

27. Are you currently being treated by a mental health professional? If so, for what
condition?

No.
28. Are you involved in any community, business or networking organizations? If so,
what is your role and how long have you participated?

No.

29. Is there anything else you feel may be helpful for me to know about you, your
relationships, your work, your finances, etc.?
Great family. Dad, Mom, older sister, 2 younger brothers, 1 younger sister. Moved
back in with my family after moving out twice. I get bored living alone.
Reading I enjoy: The Alchemist, Think and Grow Rich, Awaken the Giant Within,
The Four Hour Work Week, anything Brian Tracy, Dan Kennedy (marketing), Tony
Robbins, The Secret, blogs, etc. Ive spent hours reading business books and
personal development books in Barnes & Noble
Videos I enjoy: TED Talks, motivational videos, science videos, adrenaline videos,
etc
Subjects I enjoy: Psychology, sales, personal growth, business, dating, health,
marketing, etc.
30. For each of the following statements, put the number 1 next to the phrase that best
describes you, 2 next to the to phrase that next best describes, and so on, up to 4.
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1. I make important decisions based on:

2 Gut level feelings
3 Which way sounds best to me
4 What looks best to me
1 Precise diligent study of the issues

2. During an argument, I am most likely to be influenced by

4 The other persons tone of voice
1 Whether or not I can see the other persons point of view
3 The logic of the other persons argument
2 Whether or not I feel Im in touch with the other persons true feelings

3. I most easily communicate what is going on with me by:

1 The way I dress
3 The feelings I share
4 The words I choose
2 My tone of voice

4. Its easy for me to:

1 Find the ideal volume and tuning on a stereo system
3 Select the most intellectually relevant points
2 Select superbly comfortable furniture
4 Select rich color combinations

5.
1 Im very attuned to the sounds in my surroundings
4 Im very adept at making sense of new facts and data
3 Im very sensitive to the way articles of clothing feel on my body
2 I have strong response to colors and the way a room looks

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