Activity Coaching Conversations: Recent Episodes
Heather Price and Sabine Robinson
Hey everyone, welcome to activity coaching conversations with Heather and Sabina, where we discuss coaching strategies for the overachievers, the slow starters and everyone in between. We're going to share everything we know about instilling early success habits, the science behind activity, and how to build a values-based FR centered coaching philosophy. Activity Coaching Conversations is all about balancing accountability with the art and science of coaching.
Each episode will highlight best practices and useful language featured in our “Say That Again”, segment and real-world application because let's face it, theories don't always work in the real world. We're dealing with humans after all. With that in mind, we want you to feel re-energized about coaching with a fresh perspective and practical strategies that you can use immediately.
Hosted by your activity coaching gurus, Sabina Robinson, and Heather Price. Stay in the loop on all things activity coaching by checking out the links below in the show notes. You can also support the show by listening, liking and sharing in your favorite podcast app. So, buckle up and join us on this new adventure.
Heather and Sabine explore the essential topic of courage and how it plays a pivotal role in both coaching and the success of advisors, as well as the various facets of courage and share actionable strategies for building it within your team and yourself.
They define courage and its link to morals and values, identifying the types needed in business activities like phoning, prospecting, and closing sales. They also discuss how coaches can model courage and instill it in their advisors.
From overcoming objections to stepping outside comfort zones, discover how instilling courage boosts growth and productivity. Heather and Sabine share strategies like visualization, role-playing, and the importance of a supportive partner. They also emphasize the importance of recruiting courageous individuals and how to recognize them.
While we won't give away all the wisdom packed into this conversation, expect to come away with practical tips and insights to fortify your coaching methods and help your advisors build their own reservoirs of courage.
Episode Highlights
04:31 - There's physical courage versus mental or emotional courage. In this business, you don't necessarily need physical courage, but you need extreme amounts of mental and emotional courage.
08:17 - You need courage when you expect more from people because you know they have it in them to be able to see something in somebody they're going to resist.
25:02 - This is a business that's built on risk, which means it's a business built on courage. I think the coaches, leaders, mentors, advisors, every person even your receptionist, your bookkeeper, everybody in your organization can build courage and demonstrate courage and help each other demonstrate courage.
Contact
Heather Price Consulting
Heather and Sabine are joined by Seth Rollins from Northwestern Mutual, who shares his expertise on how best to use the technology available to maintain a handle on current and future business. He addresses common technology excuses, phone list maintenance, what technology can and cannot do, and the importance of the daily posting habit.
Seth emphasizes hands-on learning and using technology to tell a story, not just record daily activity. The conversation covers overcoming tech-related barriers, and the need for personalized training to individualize the technology to an advisor’s needs. Most technology issues are user-related, not necessarily the tech itself.
Tune in for practical strategies on coaching to the effective use of technology while building meaningful client relationships and a thriving business.
Episode Highlights
03:53 - The other one is when you've got a new adviser who is trying to climb a ladder but hasn't even gotten out of the hole yet. And so they're just really, really motivated, and they can't slow down to speed up. And so I'm always constantly talking about the bow effect. Right? You have to slow down to pull that bow back to launch yourself forward.
05:56 - The number one thing that I think a lot of people struggle with is setting their day up so that ideally now these are ideals we're talking. You come in in the morning, you do your prep before you go for the day. And then after 9 o'clock in that old sacred phoning hour, right? You should be seeing people or fighting to see people. And the idea of that is you don't need to be in front of your computer to do it. So you should be able to set up your technology ready to rock and roll. Now the issue is, is that people don't do that, and so they wait to post until the end of the day, and then they spend an hour, an hour and a half posting. Whereas if they had set it up to go and post as they go, it would have taken 10 minutes.
06:57 - They want that instant gratification and your mobile device specifically only shows the current day's activities. And so if you're posting historically, it's not going show up because it happened in the past. And so that's where you've got to kind of balance between this NMConnect mobile app versus the CRM filing cabinet system.
Contact
Heather Price Consulting
Connect with Seth Rollins
Avril and Jess share their journeys of growth within the financial industry, emphasizing the critical role of truth-telling study groups, mentors, and varied perspectives. They stress the importance of setting high expectations and challenges, and how failure can be a profound teacher.
Heather and Sabine highlight the transformative impact of activity coaches, encouraging listeners to realize their potential and publicly declare their career aspirations. Avril and Jess explore the evolving role of activity coaches, underscoring the necessity of flexibility, empathy, and personalization in coaching styles. They also discuss the significance of understanding personal values and aligning behaviors with intentions.
Join us for a compelling conversation filled with wisdom and practical advice on leadership, personal growth, and the power of effective coaching. Whether you're a seasoned coach or just starting your journey, this episode promises to inspire and empower you to elevate your coaching game. Stay tuned!
Episode Highlights
07:34 - The biggest thing that I learned as a lesson as an activity coach was to utilize the values not only of myself, but of our firm.
13:58 - I think that it doesn't matter if you have the most successful, motivated, autonomous person or even the inverse of that. We're being taught as coaches and hopefully we're teaching this new generation of activity coaches to be malleable in the way that they're approaching their style so that they can help any type of advisor who comes into our organization.
22:26 - You can be over mentored and you have a lot of advice from a lot of different people, but you need to find a sponsor that's going to speak for you in the room whenever you want to develop and you want to get to that next level.
Contact:
Heather Price Consulting
Connect with Avril
Connect with Jess
Heather and Sabine unpack a topic that, while often overlooked, significantly impacts every coach's life: coaching through major life events. Whether it's marriages, the arrival of new children, or unexpected trials like illness and bereavement, they explore how these events influence both new and seasoned reps in the business landscape governed by stringent market demands.
Whether you're a new financial representative or a coach guiding one through these hurdles, this episode offers a wealth of guidance on navigating professional landscapes amid personal life events.
Episode Highlights:
01:19 - This is from, it's not from building a financial services clientele, it's from managing through the one card system, which is another book, that Granum also wrote.
04:52 - a lot of times, day to day responsibilities tend to fall on the shoulders of your, the financial reps that you're coaching because their spouse, their friends, their support network, they're like, well, you're the one you've got flexibility. You can go, you know, do the grocery shopping, pick up the dry cleaning, you can pick up the kids, take them to their events and so forth.
15:32 - It goes back to the importance of building relationships with your advisors because they will do a lot for you if you have a good relationship with them, and they feel like you're really invested in them.
25:25 - When planning becomes a habit on a daily basis, it's easier to stretch it to think, okay, am I ready for tomorrow?"
Contact:
Heather Price Consulting
Heather and Sabine sit down with Jenna Hasson to dive deep into recruiting and selection and its impact on coaching. Jenna unpacks the connection between a candidate's purpose and their overall success, the revelatory power of market surveys, and the art of gauging honesty and soft skills in prospective talents.
Discover the significance of learning from recruitment pitfalls, the ideal candidate profile, and the transformative impact of activity coaching on recruiting effectiveness.
Episode Highlights:
06:32 - Talent Acquisition Strategies: "So we're really just learning to take a pause and say, okay. This is the best version of this candidate that we're going see in selection, and really just focusing on how are we experiencing them. If they have some mess ups in the selection experience, right, are we really sure that we want this person to come in and activity coach them, right, and onboard them and get them through training? Because it takes so much time, energy, effort, and money for to get one person, right, up and running. So I think it's just more of hitting pause and picking up on those red flags or those bad habits early on."
12:07 - The Importance of "Why" in Recruitment: A big thing for me is really digging in and finding out the person's why, their conviction for, you know, why did you apply? Why are you interested in speaking with us? Why Northwestern Mutual? So we've always asked those questions and found out those things, but I think it's taking it a level deeper in their why and in their conviction. Because if they don't have a really solid or strong why or passion for this industry, there's a very slim chance that they're going to either, a, continue on or last longer than, right, that 6 month, 1 year period."
26:08 - Effective Talent Retention Strategies: ..."every team at the end of the recruiting year, we're looking at that, and it's in everybody's face and saying, okay. Let's go 1 by 1. You know, how many not right nows did we have on the right choice assessment? How many did they do the market surveys? Did they get referrals on the market surveys? All of those things really 9 out of 10 times align, and then we say, okay. Would we hire this person again? Would we extend that offer? Sometimes it's yes. Sometimes it's no. It just really I I do think it's a good exercise."
Contact:
Heather Price Consulting
In this episode, Heather and Sabine, joined by special guest Kara Fauss, delve deep into the intricate world of activity coaching, examining how changing social dynamics and the introduction of technology have influenced coaching strategies and excuses in the field:
- Dual Spouse Income Dynamics & COVID's Impact
- Flexibility Misconceptions in Coaching
- Personal Growth Trajectories for Coaches
- Granum's Principles in Active Listening and Leadership
Episode Highlights:
11:34 - Kara Fauss shares her journey of personal growth as an activity coach since 2000 and the evolution she's witnessed in coaching methodologies.
37:10 - Kara reveals the significance of maintaining honesty, preparation, punctuality, and recognizing potential conflicts in coaching meetings, underscoring the need for intentional and impactful communication.
42:45 - A conversation about the unparalleled authenticity and energy of in-person coaching sessions, juxtaposed with the challenges and demands of virtual coaching for maintaining a high level of engagement and commitment.
Contact:
Heather Price Consulting
In this episode, Heather and Sabine reflect on several early productivity themes they’ve seen and experienced over the last year:
- Approach Meetings vs. FF Meetings
- Lives/NC Ratio
- Professionalism
- Communication and Positioning of Expectations
Additionally, tune in to hear about the importance of coaching beyond minimums and explore the transformative potential of aspirational messaging. They also share insights about the dynamics of joint work and stepping outside of comfort zones.
While we won't give away all the nuggets of wisdom shared, expect to come away with actionable strategies for enhancing professionalism and scheduling more fact-finding meetings. Listen now for an episode packed with ideas to catapult your 2024 to new heights!
Episode Highlights:
05:00 - Be really direct with people. Be confident in the value that you're providing. The value is in the fact-finding meeting, not in that 15-minute introductory meeting. If you're really not wanting to waste people's time and you're wanting to add value, then just go ahead and book the fact finder. The other thing is that it extends the sales cycle. It adds an extra meeting.
08:13 - People don't like canned language, because if you think about the approach language that you're taught in training, it's less than 3 minutes long. The whole point of it is to open the door to the fact-finder right then and there, and people don't use that language. So, then they get lost. They don't know what to say. They don't know how to do it.
13:45 - Cross-selling really is the planning piece. It means that you're putting all the pieces in place. I think there’s a cross selling report that shows you of all the households that you have, how many have all the products. I'm always shocked and appalled really when I see that, at how few households have a full plan that covers all of the things that you can do for them.
Contact
Heather Price Consulting
In this insightful episode of Activity Coaching Conversations, Heather and Sabine chat with Justin Stoddart, the savvy CEO of ProInsight and author of the Upstream Model. Justin, a veteran podcaster and former home builder, imparts his unique strategy for building collaborations and referrals.
Learn why he emphasizes the importance of creating relationships with other professionals and how significant life events can be leveraged for outreach. Be intrigued by the concept of an advisory board and how it can bolster your business against big tech.
Lastly, get a glimpse of the valuable trainings provided by ProInsight, designed to foster collaboration amongst a million professionals across the US. Tune in to glean more insights!
Episode Highlights:
08:28 - We think because we're in a B2C business that we need to market to the end consumer, and what that oftentimes looks like is you have a large database of prospective clients and you realize that what you've always been taught is it's a numbers game. Just go through the numbers and if you talk to enough people, out the other side will come some opportunities. And so we wear out ourselves out talking to everybody playing the numbers game.
10:52 - If you treat now this professional as your client and really do a discovery conversation to say, "Where are you at? Where are you headed? What's your plan to get there? What obstacles might be getting in your way?" And then you go to work to add value to that business owner. Number one, that creates a lot of trust and credibility and they want you in their business now.
16:16 - I do think that you need to get clear on what are my life experiences that have really positioned me to serve people in a unique way and maybe focus on that life event and just ask yourself the question of who are the other professionals that are serving either at the same time or just before you that are upstream.
Contact
Heather Price Consulting
Justin Stoddart
Book: The Upstream Model
Podcast
Website
In this episode, we sit down with Kevin Pilz who, after transitioning from a career in
broadcasting and radio, found a new path at Northwestern Mutual. Listen in as Kevin
shares his journey navigating the world of financial representatives (FRs), the
importance of setting purposeful, context-specific goals, and how he learned to manage
commitments within his capabilities. Discover how Kevin’s perspective on coaching
evolved, and how it played a pivotal role in his career growth.
Listen as Heather and Sabine share wisdom on treating financial advisors as human
beings first, and the importance of a single-minded commitment. Don't miss out on their
advice for new advisors and coaches, all delivered with a personal touch. Tune in to
uncover the intricacies of activity coaching, the benefits of consistency, and the power
of an abundance mindset.
Episode Highlights:
03:11 - I think you did a very good job of trying to not only help me, guide me to what
those goals might be, but understand who I was, too. So I really think the time we spent
together, you and I were able to build a connection where you understood where I was
at, and you were able to push me a little bit when I needed it as well.
09:25 - As a new rep as you know, it's like, yes, you need to do all these other things, but
there's all these other things I need to do to keep up with it. So, it was really important to
what was meaningful to me and I was able to keep up with.
14:27 - The one thing that was always consistent was every Tuesday and every
Thursday at 9 a.m., I started with Heather and talked about what was going on. And I
think that really helped me develop a meaningful relationship because of the
consistency and that was really nice.
Contact
Heather Price Consulting
Kevin Pilz
In this dynamic episode, hosts Heather and Sabine delve into the critical factors influencing a swift start in activity coaching conversations. They are joined by esteemed guests, Rachel Nutter and Christopher Shafer, who are seasoned experts in the field. They emphasize setting recruiting cutoffs and smooth transitions to full-time roles. These strategies provide clarity for new reps and coaches, setting clear expectations from the beginning of training.
The discussion highlights the potential drawbacks of forgoing recruitment cutoffs, emphasizing the importance of providing candidates with ample preparation time before training commences. The benefits of synchronizing the start date for all class members are explored, fostering camaraderie and expediting the onboarding process.
Tune in to gain invaluable insights into crafting a fast start in the world of financial advising. As Heather, Sabine, Rachel, and Christopher assert there is no one-size-fits-all approach. Coaching must be tailored to each candidate's distinct journey. Listen now and accelerate your path to success!
Episode Highlights:
06:35 - Having a cutoff and having a consistent flip to full-time provides a lot of clarity, not only for the new rep, but also for those coaching and just setting expectations across the office. So, I think overall it provides a lot of clarity for everybody, which is a good thing. Clarity is kind.
10:15 - I think about the perception of their community that they're going to be using to start their own firm, and if they're starting a new business and they're a career changer and it's this rushed squirrely thing, probably doesn't bode well for them trying to help their warm market, if you will.
29:07 - It's just like situational coaching. It's very dependent on everybody's situation, but I encourage at least to knock out one or two of the exams if possible prior to getting started. It's hard to keep a full calendar and to be studying and live your life as well.
Contact
Heather Price Consulting
Christopher Shafer
Rachel Nutter
With over 30 years in financial services, Phil Bender is a seasoned expert. In 2018, he founded Sea Captain Coaching, guiding over 250 clients to success. Phil emphasizes instilling core values like personal responsibility and a growth mindset in advisors. For prospective team members, he delves deep into work ethic, understanding their peak performances.
Prospecting strategies evolve with coaching stages. Early on, it's about discipline and process; later, it shifts to relationship building and targeted asks. Phil's own journey mirrors his teachings. Taking fear as a motivator, he meticulously followed advice during his early years. Now, he imparts wisdom on coaching the "uncoachable" by understanding their unique wiring.
Listen to hear Phil emphasize discipline, accountability, and taking ownership. Drawing from his life, he shares lessons from his father and his personal health journey. Structure is key. A structured day ensures alignment with goals. Identifying one's inclination towards discipline, responsibility, or accountability aids in efficiency. So, tune in to discover a transformative coaching experience.
Episode Highlights:
07:27 - In the beginning, it's all about discipline and process. Am I prepared to make an ask versus am I winging it? We do all this work to prepare ourselves for selling. We role play. Even on the phone, we role play. We go through that step by step process. Maybe somebody watches us. We do joint work. And then when it comes to actually doing the active prospecting, we just decide to wing it. We just let everything kind of fly.
22:39 - One of the biggest issues is career advisors getting in the way and basically, unwinding the training that was done. And I love them, but boy, they can really become a hindrance here because of their messaging.
32:31 - What I do when I work with somebody now is I find out how they're wired and then we make those three choices. They get to make three choices. You disciplined in this, responsible for it, or accountable to it. And then what we do is we take every task goes through that filter. And then as it goes through the filter, they start to realize, based on your comment, which is I become aware that I have this problem. I don't feel like crap anymore because I'm wired this way. I just have to deal with it. And then we set up structure for this to happen.
Contact
Heather Price Consulting
Phil Bender
Website
The Sea Captain Way for Financial Advisors
Dive into the world of activity coaching with Andy Tima and Andrew Hoffman as they take the "Coach's Spotlight" to share their fervor for empowering others through effective coaching strategies. For Andy, the joy lies in celebrating the victories of new advisors and witnessing their triumphant success. Andrew, on the other hand, finds delight in witnessing the transformation of confidence, comfortability, and conversational prowess during coaching conversations.
Sabine underlines the profound satisfaction of offering advice that resonates years later, marking this as a job of delayed gratification. Heather reminds fellow coaches that building a sterling reputation takes time, yet the impact is enduring. Both Andrew and Andy agree that nothing dampens their spirits more than caring more about their reps' success than the reps themselves. Heather offers a tactical approach by asking reps to explain their choices, fostering personal ownership.
Discover the untapped power of coaching and personal growth in our upcoming episode as we reveal the "why" behind actions and share game-changing coaching questions. Let's celebrate success, no matter how small. So, tune in to uncover the passion and wisdom of Andy Tima and Andrew Hoffman.
Episode Highlights:
03:55 - I absolutely love just being there and being able to celebrate their wins and to see their success. I'm a total nerd right up front, so I love when they are starting to see and be reminded of the ratios and all the Granam numbers and they're starting to see that, "Hey, I'm finally understanding this business. I'm finally gaining some momentum." I love just being a part of that, and that's probably one of my favorite things of being an activity coach.
07:50 - It's always nice, too, like when I've had reps that have come, they've succeeded, they've gone through activity coaching, and then these new reps are coming in and they're like, "When you're meeting with Tima, make sure you take him seriously, make sure that you show up and have everything because he's here to help and he's here to help you succeed."
24:56 - That's the beauty of the business, like you can begin again every day. And I find sometimes you can see the burden lifted from people when you say that, because now they're not trying to play catch up.
Contact
Heather Price Consulting
Andy Tima
Andrew Hoffman
Join us on this episode as Heather explores the transformative world of Activity Coaching Conversations with Managing Partner Leo Tucker, CLU, CLF, and Allenda Ford, Director of Training and Development. They shed light on the profound impact of activity coaching in fostering structure, productivity, and accountability for new Financial Representatives (FRs).
Discover why activity coaching is a promise that begins during the selection process and continues throughout the FRs' journey. Learn from Bill Beckley's retirement message, which emphasized the crucial role of structured accountability and caring support in the early years. Gain insights into the importance of standard-setting, ongoing development, and the value of having a dedicated activity coach.
Tune in to find out, as a coach, how to reduce your burnout, ignite your passion, and empower FRs to overcome challenges and achieve their goals. Finally, hear the importance of striking the right balance between kindness and accountability when providing feedback, and uncover the privilege and responsibility of being an activity coach. Remember, it's not just about holding others accountable—it's about nurturing growth, resilience, and unwavering support.
Don’t forget to check out our Activity Coaching Clinics: Activity Coaching Clinics
Episode Highlights:
05:35 - Early on, new FRs are so malleable. They don't know what they don't know. I just think having an activity coach in their back corner also helps them understand how to form a structure and productive habit. In any business, having that kind of accountability is essential.
18:30 - At the end of the day, the gate that I had to go through in order to have the life I have, it was open for me by an activity coach. And so, I don't take it for granted that what I get to experience now, the people I get to impact, influence, the generational wealth, the impact I have in my local office and around the country, all started because I made it. I made it because somebody cared about me in those first couple of years.
25:35 - There is always going to be struggle. I don't care who we recruit, from whatever background, there's going to be a struggle in one part of that grand cycle, if not more. A great activity coach shows that they believe in them, and that through this struggle they're going get better and better, because the struggle part of the business never goes away, the type of struggle does.
Contact
Heather Price Consulting
Leo Tucker
Allenda Ford
After a hiatus to re-center and re-calibrate, Heather and Sabine are back and are joined by special guest Katie Montoya Fuller, Chief Development Officer at Northwestern Mutual in this captivating episode. Katie shares her insights on unlocking success through vision and action. She emphasizes that progress, not perfection, is the key to growth.
Katie's advice on embracing a "business owner mindset" is a game-changer. Listen as she highlights the value of what one is building, the importance of productivity over hours worked, and the significance of reflecting on the "why" behind one's actions. She also discusses radical transparency and connecting feedback to an individual's vision to create a profound impact and foster personal responsibility.
Tune in to discover how establishing a strong foundation of trust can empower individuals and drive their success. Learn about Granum's philosophy on activity, which challenges the idea of absolutes and instead focuses on individual motivation and unique circumstances when you listen to this transformative conversation today.
Episode Highlights:
06:30 - One of the first thing that we do with new financial advisors is have them define what success looks like to them, because they're not going to connect to anything that is important to me, and they shouldn't. They're not here for me. What does success look like for you at the end of six months, at the end of the year? What do you want to be able to look in the mirror and say that you've accomplished? And then we make sure that's very, very clear that for the first three to six months, depending on how good you are at posting and planning, you have to know where you're at.
08:44 - I just personally believe that if you don't know where you're going, you're going to row in circles and be really, really tired and not get anywhere. Part of building out a vision is something that we start very, very early on in their practice, even just in onboarding before they're ever even out in the field because building a vision takes time.
09:28 - They were like, "Oh, you're going to write a vision." I just thought that was so touchy-feely and so not me. And then I wrote it and it changed my life. Really taking the time to identify who you want to be in all aspects of your life allows you to really be where your feet are and do the work required to make that happen. It really does help you achieve those things way faster than you thought you ever could have beforehand.
Contact
Heather Price Consulting
Katie Montoya-Fuller
The Power of 100
How do you help reps build a truly integrated planning practice? In this episode, Sabine and Heather share the seven recommended building blocks for a planning practice and the order in which they occur. From obtaining a balanced 100 activity points per month to earning $100,000 per year in renewals, you will learn a clear, concise path to success that includes the full planning process and the Granum principles that have stood the test of time for many years.
Learn how to help your reps get off to a fast start right out of training and over time build a practice that achieves both stability and profitability using all the available tools.
Episode Highlights
01:08 - What does it mean to be a planner? I hear a lot of people say, "I don't want to just sell insurance. I want to be a planner." In my experience, that statement often means, "I really want to focus on investments." I tell people all the time, if you're only doing investments, you're no more of a planner than someone who only focuses on the core products.
09:25 - Isn't that really why people come into the business? I mean, it is the unlimited income potential. I think it just says right there, the fact that reps or advisers look around themselves and they see people making so much more than that, that it does kind of get belittled. For many people coming into this, it is a big deal. It just goes to show what the upward potential is, which makes it even more amazing.
14:27 - It always starts with the core side, just because that's what pays you. That's what pays the bills while you're building the investment side. And then the investment side, once it accumulates, by the time you're in your 8th, 9th or 10th year, your trails from the investment side are really producing good revenue for you.
Contact
Heather Price Consulting
Do you want to help your FRs grow their businesses and achieve their goals? This episode of the podcast features guest Kristin Burke, a goal achievement coach who helps service-based business owners make their dreams a reality. We discuss the importance of blending metrics from an organization and individual goals, how to hold advisors accountable, and different types of goal-setting strategies.
Kristin shares her in-depth knowledge of setting goals, accountability, and overcoming obstacles such as bad habits or unrealistic expectations. She explains why it's important to have clarity, confidence, and consistency when working towards large quantum leap goals. She also touches on avoiding bad habits during activity coaching in order to stay on track for a consistent plan.
This episode is packed with practical advice to help you set your own meaningful goals. Tune in now to find out more about the strategies and how they can help you reach success!
Episode Highlights
14:14 - One of the things that I recommend if I do work with newer coaches, I recommend that you have an expectation meeting with advisors when you first start coaching with them. So, in that very first meeting, you have a discussion around accountability.
21:13 - You need to have practices in place to constantly keep reinforcing the mindset that you want to, have to, achieve your goals. Confidence on our goal achievement journey is when who you think you are aligns with action in order to achieve your goals.
22:20 - I'm always talking about those characteristics of goal achievers. As I'm working with my individual clients, we're really narrowing down on that consistency piece. And that's where I come into play with the accountability or we're talking through the obstacles, making sure that they can stay consistent and execute their plan.
Contact
Heather Price Consulting
Contact Kristin
Website
Elite Achievement Podcast
In this episode, Heather and Sabine discuss coaching scenarios and language that can be useful for different situations. Several scenarios include:
- Challenging FRs to think bigger when they are already easily hitting their goals
- What to do when an FR doesn’t like setting goals
- Coaching to 25-30 ahead when an FR is consistently below that
Highlights
06:28 - I like to know if they're competitive. That's what I will always ask. And then if they say, "Yes," I'll ask, "Are you competitive against other people? Are you competitive against yourself?" Because there's a difference.
07:26 - If they're not competitive, it might be something else. It might be they want special access to upper leaders, like more access to the managing partner or more time with their mentor. It might be additional education, maybe growth or leadership opportunities.
14:36 - A lot of it is fear and skeptical to set the goals. Not that it matters, I think this can happen in men and women. I do think there's a confidence issue there.
19:49 - That's why we focus on the things that are within your control that will get you there. And we can certainly put a plan together that will break down the activity that you can control, and you can focus on those controllables each month.
Contact
Heather Price Consulting
Termination conversations and experiences are shared in this episode. The role-playing continues with Heather as an FR who is not doing well, shows no signs of improvement, and is at risk of being terminated. Listen to how Sabine is being direct and honest with Heather about her activity and production levels and how she discusses her options, pointing out that it is irresponsible of them to let her continue at that point.
It is important for coaches to have these types of conversations with their reps so that they are not surprised if and when a termination does occur. They talk about the importance of setting expectations and minimums in order to maintain a strong culture.
They also discuss the importance of being honest with agents about their performance.
Highlights
03:58 - This is a business that you've got to have momentum on your side, and you were negative this month in terms of production, which actually put you in the position of owing some money back to the agency because you haven't had a positive commission run for a while. And I feel like part of that is our responsibility to point that out to you and to help you transition to something where your gifts and talents are probably better suited.
09:15 - It's an unusual scenario for a development director to be doing terminations. You just have to be direct and help people, and it's not always going to be a positive experience. You hope that it will, and I think we've gotten much better over the years at handling terminations and not just like saying, "Well, fine. You aren't going to make it here. So, you're dead to us. We don't even want to look at you anymore."
12:27 - At this point, I would disagree that the approach that you have been taking is working, because it isn't based on the results that you're getting. You may feel like it but based on the numbers, it tells us that it's not working. So, either we need to change the approach really quickly or seriously consider if this career is even a right fit for you.
Contact
Heather Price Consulting
Several months ago, we asked our listeners, "What would you like to hear about?" Graciously, we received some great questions and topics. In this episode, we selected the following to discuss:
- How do you coach to expectations when no one is hitting them?
- How do you keep the right balance of activity coaching (the science) and business coaching (the art)?
- Can you talk about business professionalism and how you handle things such as dressing professional and being late?
- How to coach a person you don’t like?
Highlights
01:26 - I really believe that your expectations are what people see around them, not what they've been given on a piece of paper or what they've been told in training, but what they see around them.
02:31 - In a situation when nobody's hitting the expectations, pick the person that you believe has the most potential to be the leader, and really pull them out, pull them aside, have a conversation with them.
06:56 - A big part of activity coaching and being a really effective coach is listening to your gut.
17:48 - It's about personal branding. It's really the deal. What brand do you want to put out there? What do you want people to say about you?
18:42 - So, if I don't like somebody, I would think, "What questions can I ask them to get to know them better?" I also want to understand their values. Oftentimes, it's just a difference in values or a difference in the definition of values.
Contact
Heather Price Consulting
In this episode, we're going to role play a few pivotal coaching conversations, including the series of termination conversations that we referred to in a previous episode. We’ll take you through three different scenarios with the same rep: the first time they tell you they want to quit; the second time they want to quit, and then the third time they want to quit. We’ll also take you through a scenario where a rep is clearly not going to hit P40 and how to coach to viable alternatives. This is one of several upcoming episodes where we role play coaching in specific situations that are common to many reps.
Highlights
02:23 - You're at the steepest part of the learning curve in the career, right? Everything is as hard as it's going to be right now because you're starting from scratch.
12:40 - Understanding that sometimes when you're in an activity coach role, you don't always have the authority to make the right decisions for them, but I feel like you do have the authority to have those conversations and to be a good listener.
17:54 - There's value in somebody scrapping to the end and pulling out all the stops and creating chaos and hitting the goal because it stretches them, and they have done something that they didn't think they could do so there's value in that going forward.
19:57 - The other thing is people don't do things that they thought were impossible at one point without a team of people around them that push them, encourage them, and believe in them.
Contact
Heather Price Consulting
Madison Wilcox discusses how and why she got into activity coaching. She shares her struggles and successes with activity coaching and how setting expectations and creating alignment network-wide helped immensely.
Madison is passionate about helping people and being a cheerleader for them as the ultimate hype-girl. She has worked hard on being a truth-teller and calling things out when she sees them.
Listen to Madison share what she finds unique about her office’s approach to coaching, and how she continues to sharpen her skills. Lastly, tune in to hear her top questions for Heather & Sabine.
Highlights
07:44 - I also have realized a lot through both of your coaching and, honestly, even just listening to this podcast, the importance of questions and not having all the answers is okay.
11:06 - My absolute favorite thing about activity coaching is just being able to help advisors understand and see their true potential. When they put the effort in, my favorite thing is getting that effort after they do something that they said they were going to do, and they're proud of it. So, it's just so, so cool when you can help someone accomplish something. And also when you can help break it down to a point that they might not have been able to otherwise.
16:47 - She's been really helpful in grounding me. She actually helped me come up with this thing called a gut checker, which was helping with my care factor before. But she just basically said, like the numbers are the numbers, not everyone is going to make it.
21:04 - I think that we really do work well as a cohesive unit, even though I'm now no longer a part of their weekly development calls. They just have this recap or voice memo. It's still able to get kind of the same point across that I need to.
Contact
Heather Price Consulting
In today's episode, Sabine and Heather discuss the importance of handling terminations in a way that leaves former FRs with a positive story to tell about their experience and their dignity intact.
They discuss some of the reasons FRs leave the business and some of the reasons FRs who probably should leave hang on too long. They talk about what clues indicate that someone is thinking about quitting, and they go through ways to make the termination process an actual process, not an event.
Tune in to hear a different perspective on handling terminations and why the termination process is an important part of your office’s brand in the community.
Episode Highlights
5:20 - I try to always remind people not to make permanent decisions during emotional times, or based on temporary circumstances. If they give it their all and things really start moving forward, and then they still want to quit, then they have more credibility about making that career decision.
11:24 - Just because you are leaving does not mean you failed. It means it's a choice. That wasn't for you. A lot of times–I mean, some people don't have a choice. They aren't good at this and they're going to fail.
15:59 - Terminating FRs is disappointing, of course, but doing it smoothly, professionally, and fairly just keeps everyone's stress level at a minimum. It preserves dignity and goodwill, which in the long term is pretty important.
Contact
Heather Price Consulting
In order to have the ultimate impact in your coaching, it’s crucial to get off to a solid start. This begins with an effective introductory meeting to learn about the new FR, specifically their “Why”, how they like to be coached, and how they prefer to receive feedback. It also helps to share your coaching philosophy and expectations. This episode dives into best practices on building a solid coaching foundation for ultimate results.
Highlights
02:32 I will ask what they are most excited about regarding the career or what they’re most looking forward to as well as any concerns or fears they have.
05:11 You don’t wanna obviously squash their enthusiasm but we also need to be realistic so asking them what their understanding is, is important.
07:49 When you ask what their goals are, you don’t just wanna know what they are but what would it mean to achieve those goals, why would it be important to achieve those goals because that’s going to tell you a lot about what they’re motivated by.
11:03 It’s important obviously that we hold this time sacred which means we’re not gonna schedule other meetings over these meetings. Both of us have busy schedules and trying to reschedule is gonna get messy and it's an inefficient use of our time.
13:08 I feel like that makes them more receptive to your feedback when they understand that you really understand them.
Contact
Heather Price Consulting
In this episode we’re going to take a deeper look at something we all do, sometimes without even realizing it, and that’s make excuses. We often talk about how to overcome excuses in coaching but today we’re going to look at why people make excuses in the first place. We’ll cover the unintended consequences of making excuses, the benefits of excuses, and how to stop making them (or at least make less of them.) If you want to look at excuses from a different perspective, this episode is for you!
Highlights
03:15 It’s developing a pattern or habit of making excuses that really gets in the way of success. It’s once we start making excuses to ourselves to explain away unhealthy or unwanted behaviors or to justify why we didn’t do something we were supposed to do.
06:58 When someone constantly makes excuses, one of the consequences is, you don’t believe them anymore.Their credibility takes a hit and you start to see them differently.
09:49 Excuses also lead to procrastination. Making an excuse is a way of placing blame outside yourself and allows you to put off the pain of taking an action for a bit longer.
13:41 Excuses are the lies your fears have sold you. It is about fear. Nine times out of ten, we’re choosing not to do something because we’re afraid and then we make up an excuse.
16:11 Making an excuse on a regular basis is really a way of avoiding pain, avoiding risk, and preserving the status quo.
Contact
Heather Price Consulting
Effective communication is a key component of ensuring your leadership team’s full impact on the development of FRs. This begins by understanding each individual's role and responsibility and identifying the communication channels that will work best for your team. By communicating effectively with your leadership team, you can minimize confusion and ensure that everyone is working towards the same goal! Highlights: 02:06 There are many contributing systems, factors, people, meeting venues, and so on that have to work in sync in order for our development to have its full impact. 03:34 Unfortunately, you can’t rely on other team members to just go in consistently or regularly, to see updates. 04:03 If you want to go back and look for teams or trends, you have to go back and open up multiple emails, where in a spreadsheet, I can just scroll back a week, a month, or whatever and be able to get that information versus going back in and find it in the right email. 05:38 If there is something pertinent or should be just in time, don’t wait until Friday for everybody to get the notes. Make sure you are getting that information out to the team as soon as possible. 09:16 Do a little assessment of your communication. Find out what your team likes about how you communicate, what would they like to see perhaps that you aren’t already including? Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
Building and sustaining good habits is one of the more difficult challenges most people face. In this episode, you will learn how to approach the habit-building challenge with specific steps, why the 21-days-to-a-habit concept is a myth, and the critical role of external systems in helping you succeed in building good habits. Highlights: 01:17 The more you can make something a habit, the less brain space that it takes up, and the more mental resources that you have available to focus on more interesting and complex issues. 03:14 Pace yourself and make it as easy as possible just to get started and think about getting a little bit better everyday instead of making a big radical change all at once. 06:07 Willpower, much as we like to think it is, willpower is not the main component of successful habits. 08:34 We want a complete task and we know we feel good when we have completed the task. It’s the middle part of building the habit of getting there and making that automatic. 10:24 Pay more attention to what my automatics are. I just want to pay more attention to what I want to be and see what things I’m doing automatically that I don’t want to be doing and what are the things that I do want to be doing that I need to be working on. Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting).
In this episode, Heather and Sabine are joined by Jennifer Hensley, owner of Playmaker Coaching & Consulting. They discuss marketing strategies for new FR's. Hensley shares her proven system for achieving top-tier results. She discusses the importance of creating a strategic plan and outlines the steps necessary to implement it successfully.
The conversation also touches on the importance of building relationships with potential customers and standing out in a crowded marketplace. Hensley's insights are sure to help any new FR get off to a strong start.
Episode Highlights:
05:41 - Marketing helps you to be more bulletproof. If any one thing isn't working, you have other leads and sources and it gives you more control.
08:39 - Finally, that is consistent, it's better to do less and do it consistently to know what works and what doesnt. Continue to build your playbook that every business owner should have over time.
14:17 - Dont wait to subscribe to email from when they become a client. Remember it`s 10 - 3 - 1, we all know that, so do it sooner in the process get them into your system.
23:20 - They focus on their number of connections vs really making a connection.
Contact
https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
https://www.linkedin.com/in/jennifer-hensley/ (Jennifer Hensley)
https://playmakercoach.com/ (Playmaker Coaching & Consulting)
In this episode, Sabine talks with John Puffer, Culture Index expert. John has analyzed over 50,000 Culture Index profiles in the 13 years he has trained field leaders and is currently working with 60 Northwestern Mutual MPs and dozens of high-performing ensembles. John will discuss how the Culture Index can be effectively used as a tool for coaching as well as recruiting. He emphasizes the importance of knowing yourself as well as those you are coaching. Episode Highlights: 04:31 - First one is, we all judge others but we think we are the norm. It's human nature. We think we are the normal one. Culture Index proves this is not true but the general theme of that statement is that I want people to stop assuming and judging a candidate. 16:33 - The A trait right is not coachable, so the way you have to get through to them is to verbally slap them in the face. You have to verbally get their attention. 20:12 - Everything is a mixed blessing. There is no right or wrong here. There is no good or bad. Everybody's been blessed with gifts, skills and ability and we identify what those are. 26:29 - When you talk to them, when you coach them, ask them how they feel about their business. They connect more with that. Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting) https://www.linkedin.com/in/john-puffer-1025138/ (John Puffer) https://www.cultureindex.com/ (Culture Index)
In this episode, Heather and Sabine welcome Managing Partner, Ryan Kramer, and Director of Development, Octavia Morton to discuss the importance of the MP’s belief in activity coaching and the activity coach's role. Highlights: 01:40 Some of the systems or programs have come and gone over time, but activity coaching, (or maybe you call it RACE or PACE or pacesetter), has remained stable. 09:17 There’s a lot of leadership needed in this role. 14:41 Great to listen to and make changes based on your activity coaches’ input. 18:28 The grass is always greener over there but it’s gonna be green when you water it. Put some time and energy into what you’re doing. 29:45 Really to do everything we’ve been talking about to make sure that they feel supported, that they are backed up, that they are invited to have a seat at the table. That’s been the biggest thing that’s empowered me Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting).
Values are the guiding principles and beliefs that we use to make decisions in our lives, especially in the face of adversity. They provide a framework for making choices, and they help us to stay focused on what is truly important to us. When we live in alignment with our values, we feel happier and more fulfilled. In this episode, Lyle Maryniak joins Heather and Sabine to discuss values. Lyle shares his definition of values and why he believes they are so important for personal growth. If you're interested in exploring your own values, or if you want to learn more about how values can impact your life, this episode is for you! Values Process Share definition on values worksheet (or look values up on the internet) Add words to the list generated from 2 sociology texts Rank order 1, 2, 3 Write definition for value 1, 2, 3 No tautology (can’t use the word itself in the definition) Must be observable Short – one sentence Questions What is the value? What is the definition (listen for rules)? What have you done in the last 24 hours to live the value? When have you faced adversity? What is your teachable point? How do you know (viscerally) when you are not in alignment with that value?
Highlights: 03:00 - A value is a belief that you hold so dearly so strongly that you`re willing to take action on it in the face of adversity. 07:01 - Remember this is going to help you make decisions in ambiguous situations and if you have 5 or more values you can pretty much justify any decision that you want. 09:28 - You cannot use a word to define itself. 21:09 - Accountability without a relationship is harassment. Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting) https://www.linkedin.com/in/lylemaryniak/ (Lyle Maryniak) Tel: 414-218-3213
In this episode Heather and Sabine are joined by Philip Christman and Lynn Caseletto. They talk about the Harrison Assessment and why you should consider it in your coaching process. Lynn and Philip explain how the Harrison works, why it's so beneficial, and ideas for implementation. If you are looking for ways to provide more value in your coaching and have greater impact, you’ll want to tune in!! Highlight 04:36 - The whole concept of these assessments is to determine a personality type and then try to scapulate from that your likelihood to succeed in a particular job or position. 07:45 - I also believe that self improvement, especially in the Northwestern culture, they just need to have this growth mindset of ‘I want to improve, I want to get better’. 12:25 - I think it starts with yourself, getting comfortable with your own profile, and really using it for a self-discovery and self-awareness. 19:01 - Have a conversation with them that is really speaking their language and showing them that you understand them, that you care about them, and you want to help them to achieve their goal. Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting) Connect with Lynn https://www.coregrowthconsulting.com/ (Website) Connect with Phillip Email
It all starts with new clients - it’s hard to do any kind of planning before first acquiring a client. In this episode, Heather and Sabine discuss the importance of building your client base and the many benefits of doing the hard work around acquiring new clients. Premium pays the bills today, but new clients pay the bills today AND well into the future. Highlights: 01:13 New clients are the backbone of your success.They are the wellspring for the future. The reason I say that and I'm so passionate about new clients is I think repeat sales are one of the great gifts of this business and guess what? Repeat sales come from new clients, not from premium, not from lives, not from investments, but from new clients. 03:30 If you do a good job with them forever, they're yours forever. In fact, we can actually put an hour, put a time limit on it. It takes about 20 hours, and that's a rough number, but it takes about 20 hours for a rep to get a new client. 05:52 There's the amount of new clients and new reps measured in the first six months. 08:17 It's a hard sell because it's so far away from what you need for the bonus and what you need, what you're measured on in those first six months, but that's the real total. 10:43 If you are not posting and not planning, there is no way that you will know who has fallen through the cracks, who you need to be following up with. Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
Join guests Jaala Sullivan (Chief Development Officer) and Nicole Kriegel (Kriegel Coaching & Consulting) as they discuss their career journey to and from activity coach. Hear how their previous roles lead to activity coaching and how their activity coaching experience led to where they are today. They will share a bit about their development and how what they learned in this important role is still having an impact on a daily basis. Highlights 03:20 What I figured out pretty quickly was I kind of had a knack for listening, asking questions, being pretty direct but still kind and you know, it was a role I could fill just by being myself. 04:13 People are much more thoughtful about filling that role now, and the role has been elevated throughout the system. 13:54 Once you get to the point where you can start breaking down the ratios, that helps you figure out what areas you really need to develop with those individuals. 14:45 I would say it really helped me learn that I was passionate about helping others build their business. By helping them understand the controllables in a world where there are so many uncontrollables. 16:13 It wasn’t just that the role was being elevated but people are taking it more seriously. Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
Polish your communication skills with Heather and Sabine as they share some key speaking tips that will help you get your point across in any situation. As a coach, you are always communicating both one-on-one and in group settings. Whether you’re terrified of public speaking or can’t wait to hit the stage, the speaking skills in this episode will help you deliver a more powerful message that hits the mark regardless of the situation. Highlights 03:36 The more clearly you enunciate, actually, the better impression you give to your listener and the easier it is for them to focus on your message, not on the method of delivery. 06:10 A great thing to try is to have someone literally count your fillers the next time you’re talking. 09:32 For listeners, the people that you’re trying to convey your message to, there’s two parts of the listening process. There’s physically hearing what is said and then the second part is translating that into some kind of meaning. 12:02 They might be using all the right words but if they are not conveying themselves appropriately, it's hindering the sales process. It's hindering them from the next step. 15:08 Set the stage for active listening by facing the speaker, leaning in, making eye contact, so the speaker really feels listened to. Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
Effective coaching requires active listening skills. As a coach, listening is one of your most valuable tools. How would you rate your listening skills? Join us, and you can take our listening quiz. Heather and Sabine will also discuss how you can effectively use listening skills to build relationships, increase trust, and influence those you coach to get successful results. Highlights 02:28 If we aren’t really listening, we may miss important clues that help us to find the core issue, and an incorrect diagnosis is definitely not going to help getting to the right solution of results. 03:50 The better your relationship and the greater their trust in you, the more influence that you’re going to have. 05:49 Effective listening leads to results. 06:27 When was the last time you heard someone say, “Stop listening and start talking?” 10:33 On a scale of 1-5 rank where people would rate you as a listener. 17:03 Start with simple things like putting down your phone. Contact https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
As a coach, one of the most important things you can do is help your clients develop a strong sense of conviction around their core beliefs. This is because our beliefs have a powerful impact on our behavior and habits. If we believe that something is possible, we are much more likely to take action and persist in the face of adversity. In this episode Heather and Sabine narrow down the definition of beliefs and discuss how those beliefs affect how we do our job. In their “Say That Again” segment they role play how you can help your FR`s examine and clarify their own beliefs specifically about the financial services business. Listen to this episode and learn more about The Power of Beliefs. Highlights: 01:30 – Beliefs are the mental act, condition or habit of placing trust or confidence in a person or thing, the second definition is, beliefs are your conviction in the truth or actuality of something. 04:42 – There are actually four main generators of beliefs, the 1st and most potent generator of beliefs is environment. 06:53 – I think work ethic is one of them, I think respect is the other one, what I mean by that is you can have two people that have the same belief but they have two definitions of that belief. That could be an issue. 12:05 – Your belief in other people is so powerful. I always tell people never underestimate the power of the words “I believe in you”. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
Should activity coaching for interns look different than coaching for full-time FRs? What’s different and what is the same? In this episode, Sarah Ward and Gabe Adams share their thoughts about activity coaching for interns; how to coach in groups, how to keep things fun, and how to set effective expectations. Tune in to this episode and hear more actionable advice and recommendations from our guests today. Highlights: 05:06 – Our recommendation is that they`re focused on getting 100 fact finders per year. 09:33 – Review goals, review their activity, and have them review their production progress to date. The second thing is for them to look ahead at their next month and ultimately visualize the process that it’s going to take to achieve. 11:53 – High expectations in general just means that we care about you, we expect a lot of you, and what you do matters. 17:45 – You mentioned the aspect of fun, and I think that is so important, and it’s hard to interject that organically but I think that things like music can impact our brain and the way we feel and behave. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting) https://www.empiregrowthpartners.com/about (Empire Growth Partners)
In this episode Sabine and Heather talk about The Power of Praise and Recognition. Organizations that effectively praise and recognize people on a regular basis see a measurable impact on their bottom line. In this episode they dig into the art of effectively praising and recognizing individuals that goes beyond just saying “good job.” They also discuss the most effective ratio of praise to critical feedback and highlight the fact that there is, indeed, such a thing as too much praise. Listen to this episode and hear much more about the art and science of effective praise and recognition. Highlights 01:33 - Did you know that studies show in the past few years 65% of American workers reported receiving no recognition for good work. 05:40 - Praise and recognition has a direct impact on the bottom line productivity and increases measurably in organizations that regularly and effectively praise, recognize and encourage in the workplace. 06:45 - “You are doing a great job, nice job” some people need that to keep themselves going and to help themselves feel well and to give them the confidence they need to move forward. 14:12 - I keep a daily and weekly checklist of the things that I need to do everyday that are important to me but one of the things for the end of the week, I have a box for thank yous. I wanted to make sure that I'm picking one person every week to send a thank you. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, we discuss tactical strategies to create the environment for accountability and follow through to take place. In our Say That Again segment, we role play a “What Do I Want” exercise, which helps to better understand the FRs goals and what drives them. Highlights: 03:54 – Helping people connect with their why; If you want to create an accountable environment, you need to know what motivates your FR’s. What gets them out of bed each day? 07:27 – Many people assume others are motivated by money and recognition. While this can be true, there are so many other considerations. 14:34 – Ask them to mentor or lead someone else. Give your FR`s that opportunity to shine. Many people are motivated by leading others and having a positive impact. 15:03 – Go public with your commitments. Put a note on your door. Tell somebody in your office what you’re working towards. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode we talk about the topic of accountability (part 1). Some of the questions we often receive are: How do I get my reps to show up to our development meetings? How do I get my reps to follow through on their commitments? How do I hold my reps accountable? I’m sure anybody who’s listening has probably heard one of those three questions numerous times. Sabine and Heather will give you some ideas to help you think of how to approach accountability differently. In the Say That Again segment, they role-play a conversation where the rep keeps on missing her commitments. Episode Highlights 02:30 With accountability comes progress, follow through and results. That’s where growth comes from. We wouldn’t accomplish much without it. We are living in a result-obsessed world and we need peak performance not just from ourselves but from everyone around us. 10:49 If you’re not demonstrating and leading by example with your “why” and incorporating that into conversations that you’re having and demonstrating it, why should they? 13:29 “Do as I say not as I do” does not work at the leadership level especially if you’re trying to grow in an accountable culture. 20:18 One of the keys to accountability is to have clear values and expectations but to also have flexible approaches to those. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode we talk about what happens after a sale is made. There’s plenty that happens in this final step of the sales cycle that contributes to building a strong client base and keeping business on the books. Today Sabine and Heather talk about follow-up as a critical business strategy to build credibility, trust, future sales, and a client base that no competitor can poach from. In their Say That Again segment, they role play the critical conversation between an FR and a new client in the delivery appointment to demonstrate the importance of this step. Episode Highlights 01:50 The two keys to building solid, lasting relationships are following through on your commitment and staying in touch on a regular basis. 05:10 Making people feel good about what they did is really important, especially down the road when they think about “why am I paying for this? Why am I spending money on something I don’t actually have in my hand?” It’s a major opportunity to guarantee persistence and set mutual expectations. 14:26 The post-sales service and delivery is a long-term process but it is how you maintain good persistence. This is one of the little anchors that you put down in your clients to keep them on the books. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, we discuss an important topic for all which is mental wellness. Mental health has been a taboo subject for such a long time but we see that the world is starting to open up and talk more about this important subject. Sabine and Heather talk about how essential it is to understand mental wellness for your benefit and the people you coach. Most of the time, we ignore the warning signs of poor mental health which leads to a much greater problem. As the two dive into this subject, they bring awareness on how you could reinforce healthy mental wellness to your FRs. They also share some basic stress management reminders. In the ‘Say That Again’ segment, they role play an FR who’s been struggling overall and showing signs that there’s something more going on beyond the regular day to day stress. Episode Highlights 1:22 I believe that successful businesses are bred from strong bodies and sound minds. Think about the correlation between your physical health and your mental vigor and the health of you and your FRs businesses. 8:57 It can unfortunately be a reality in this business, the whole mental health and mental burnout piece. 11:50 I think people confuse mental health with mental illness. They think depression, ADHD, anxiety as mental health but that isn't mental health, that is mental illness. Mental health and mental wellness are about focus, pressure management, confidence, stress resilience, mental performance and even physical performance. 18:18 Yoga and meditation, encourage your reps to make time for exercise. My guess is if they're overwhelmed and they're stressed, it's usually the first thing that goes so encouraging them to make time for exercise will help. 20:01 Pay attention to what you're eating and what you're putting in your body. 21:22 Mental health doesn't look like you think it does, when it's missing. It doesn't always look like it's missing, like depressed people aren't moping around all the time. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In today’s episode, Heather and Sabine focus on the first 75 days of an FR’s career. They discuss Granums expectations for the first 25, 50, and 75 days and how to determine whether or not this career path is the best fit. They also talk about the importance of promoting and preparing for these critical meetings. For each meeting they explain what the meeting should entail, who should attend, and how to get the most out of these meetings. They emphasize the importance of preparation, reflection, and active participation. In the “Say That Again” segment, they role play a coaching session with an FR to review their first 25 day expectations. Highlights: 01:00 What most people aren’t aware of, probably because it’s not talked about very often, is that Granum specifically calls out the first 25 days in his progressive expectations. 03:13 First and foremost is the importance of setting a clear expectation. 04:57 The first, second, and third 25-day reviews really should mainly focus only on activity. 06:03 How you start dictates the future. 08:06 Ideally there’s three people there. This really ensures that everyone’s on the same page, that you’re getting multiple perspectives, and you can identify themes when you have more people sharing those perspectives. 12:25 The balance to maintain that level of activity is tricky. I do sometimes see people hit the 150 points and then they start freaking out. They start experiencing burnout and think “I’m not able to keep this up”. It’s important to tell them these are progressive expectations. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode we talk about the psychology of prospecting. Prospecting is a vital process woven throughout the sales cycle steps. It is also one of the most difficult for your reps to master. Sabine and Heather will give you an in-depth understanding of the psychology of prospecting and talk about the mindset your reps need when prospecting. In the Say That Again segment, they role-play a conversation where the FR wants to get better prospects. Episode Highlights 2:24 I always tell our FRs that everybody wants the prospects who are at the peak of their success, but if you get them when they're just starting out and showing signs of success, those folks will stick with you when they reach their peak of success, because you believed from the start that they would get there and there's a lot of power in that. 3:06 Granum is adamant that quantity leads to quality. The more prospects the FR gets, the more likely they are to find some great ones in there. 8:31 We always tell reps to ask 100% of their kept appointments for referrals and they know they should. Why don't they do it? Well, I think one of the reasons that I've uncovered over the years is the language. 11:39 Updating people around prospecting is just the professional version of that, right? People appreciate it, because one of the biggest fears that people have when they give a Rep name is that the people they referred will get mad at them for some reason. So by updating them, you actually alleviate that fear and reinforce that they did something good. 14:37 You know the interesting thing is, sometimes it's the same people that will give you names over and over and over again because they're comfortable with it, they have no problem with it. 18:09 Force your reps to roleplay. Make them step outside their comfort zone. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
Today’s episode focuses on the importance of coaching to the individual, and understanding that women have unique perspectives and needs. Heather and Sabine speak with Hannah Kirby and Kristin Herman, both advisors at Northwestern Mutual, about their experiences as women in this industry and their coaching experiences. They talk about what they love about being a woman in this business, the nuances around the sales cycle, the benefit of flexibility in your career in order to balance personal and work-life, and what types of coaching may resonate more for women. In the “Say That Again” segment, Heather shares a few additional best practices for coaching women. Episode Highlights: 0:54 We would be remiss if we ignored the fact that we women do tick differently. 4:30 Authenticity is huge when it comes to sales. The fact that you can be authentic in what you do every day is awesome. 04:56 As women, we are natural nurturers and we take on a lot of responsibility in life. And I have seen through the progression of starting as an intern, into the surviving stage, and now with children, now the focus is onto significance. But I’m a better mom because I get to do this incredible work and I’m better at my work now that I’m a mom. 06:07 Women are wired with more empathy. And they have such great listening skills and they put people at ease. 08:00 Money is very much an emotional topic. It is not about numbers, and sharpe ratios and rate of return. What people are really craving is peace of mind and freedom. 14:14 “Really, the difference between men and women is men sweat and women cry”. That is the only difference in how we get that stress out and that just really stuck with me, that’s true, a guy might go punch something or sweat or whatever and for us, it might come out in the form of tears. 27:36 I think the positivity of having something to work toward has just been way more effective than, oh no, if I don’t do this then I’m just thinking of this doom and gloom hanging over me. 33:43 You have to drown your reps in belief. Let them know how much you believe in them, be dripping with it. You have to believe in them more so than they ever do. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, Heather Price and Sabine Robinson talk about the psychology and objectives of each step of the sales cycle. It’s important to conduct each step but it is also essential to maximize the effort and the skill with each step. They both dive deep into each of these steps and give us the important facts we need to know in order to have a successful sales cycle. Understanding the psychology behind the steps is an important factor in order to have a successful sales cycle. In the Say That Again Segment, they role-play a conversation where the FR (financial rep) struggles with the close or the closing ratio is half of what it should be. Episode Highlights: 1:37 The face of the marketplace might have changed, but the human behavior of the marketplace has not. 3:14 If someone continually says no to you, you’re just weeding them out. 4:07 It’s a reassuring way and an encouraging way to tell reps that even though you didn’t get the results you wanted today, you followed the process and met some of those objectives. 5:41 You are teaching people how to do business with you. 8:06 It’s a balance of making sure you’re building the relationship, talking and getting to know them, but also getting some business done. 11:23 The objective of the close is to get the prospect to make a decision. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, Heather Price and Sabine Robinson introduce us to Meghan Hart, the Director of Training and Development at the Miller office in Pittsburgh. They dive deep into the importance of a solid DYM plan. Having enough quality names and a solid approach to reaching out to these individuals is one key to a successful start in the business. In the Say That Again Segment, they role-play a scenario wherein a rep has run out of people to call. Episode Highlights: 02:24 As an activity coach, you want to make sure that you are revisiting this helpful tool and utilizing it as a resource in your coaching. 02:55 Discovering Your Markets has always been and will always be a selection and development tool. 08:12 I recently have found myself going back to the DYM a few months into the business, once they start to run dry and hit their first few roadblocks in the business. 09:55 The market surveys are so critical because they provide the closest approximation of what a field experience is going to be like. 14:16 I think really digging into the market potential and the market descriptor worksheets, giving them that feedback, making sure that they know what the reality is of who they're planning on calling is essential. 15:18 Financial feasibility is huge, a big part of whether or not they're going to make it in this business, I would say, don't wait to complete this until after you've made an offer or don't wait until the very end of the selection process. 22:39 Discovering Your Markets and all of the parts in it that really helped to make sure you are bringing somebody on who is not only a good fit but is also prepared and ready to go. Say That Again: 28:16 Heather and Meghan role-play a conversation with a Rap that has run out of people to call. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, Heather Price and Sabine Robinson talk about how to keep successful Reps engaged and coach them to an even bigger and better future. It is important to remember that even when an FR is really successful, there are still going to be bumps and pitfalls, and sometimes these are the FRs who can be the most challenging. According to Sabina’s experience, they tend to be more independent, more confident, more competitive; they do not like being put in the box, being told what to do, and they usually come with some ego. Heather and Sabina share close to a dozen different things that you can talk to a very successful Rep about to keep them motivated. They also share tips on how to notice that a Rep might get recruited away and what to do when you notice their motivation has decreased. In the Say That Again segment, they role-play a sample of the conversation you can have with a high-achieving Rep. Episode highlights: 03:43 - Give them plenty of positive feedback. You want to make sure that they know what they are doing right. 07:28 - Impact is one of the things that people really talk about in recruiting and that people want to have; they want a career where they have an impact. 11:11 - Not everybody is necessarily motivated by money or by winning a contest. There are other ways to recognize them for doing a great job. 16:52 - Let them know that you noticed. They may or may not open up, but just let them know. 20:45 - They suddenly start asking questions about their contract. That’s almost always an indication that someone else is in their ear talking about how the grass is greener on the other side of the fence. Say That Again: 23:41 - Heather and Sabina role-play a snippet of a coaching session with a high achieving Rep. Heather plays the advisor who is four months in and is killing it. Sabina is the coach. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
Heather and Sabine introduce us to Sarah Koenig who is a performance expert with more than 20 years of experience in building systems and execution that drive performance growth. She is the founder of Optimize Advisory where she serves as a remote fractional COO and a positive intelligence coach. In the first part of the episode, Sarah gives us information about what positive intelligence is. She also gives us an overview of the steps needed to be accomplished in order to achieve your full potential when participating with the positive intelligence system. She also talks about the different saboteurs which are negative thoughts that hinders us to fully function with a positive mindset. In the second part of the episode, Sarah introduces us to an exercise called “PQ Reps” which helps the brain build up new muscles that eventually release endorphins that counter stress related hormones. Sarah and Heather also do a little role-playing which shows how Sarah handles her clients when going through the positive intelligence system. Episode Highlights: 1:59 Positive Intelligence is a simple three-step operating system that allows us to manage the negative thoughts that get in our way. 5:47 People feel anxious because they know what they should be doing. They know that they aren’t on top of it. And that delay often creates more unpleasantness until that thing you’ve been avoiding becomes unavoidable. 10:21 We want to command our brains to leverage its sage portions, which are the mid prefrontal cortex, the empathy circuitry and more right brained parts which motivate you through positive emotions. 14:23 You realize that in that moment, it takes as little as 10 seconds of PQ Reps to activate a shift within your brain. 15:47 It's amazing because as your day gets busy, you don't even realize just how much you hold tension in your body, how breathing becomes more shallow, and how business builds up in your day, taking a small break like that can really anchor you and change the course of the rest of your day. 16:54 The most impactful part of positive intelligence, because most development stops here, is that positive intelligence gives you a roadmap to move forward directly toward your goals. 27:06 But ultimately, it's important to remember that as humans, your mental mindset will fluctuate. And our minds have that possibility of serving us more than they hinder us if we're in that positive zone. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, Heather Price and Sabine Robinson talk about the Success Cycle and the specific steps that occur whenever someone tackles a difficult goal. Step by step, they show us what this cycle looks like and what you, as an activity coach, have to do to help your FRs reach that goal. In the Say That Again segment, they role-play each of the success cycle steps. Episode highlights: 01:49 - Disbelief - this is the time where your Reps have committed to the goal, but they do not know they can do it. 03:25 - Hopeful skepticism, the period where they’ve got some initial results. 05:06 - High performance - they are consistently getting results and moving closer to the goal. Now they can see it. Cheer them and coach them across the finish line. 07:40 - The epic letdown. They have accomplished the goal, crossed the finish line. You have to acknowledge it and coach people through it. 09:00 - Back to step one by encouraging the next big goal. Say That Again: 12:18 - A mini role-play for each cycle step to show what it sounds like to coach somebody in each step of the cycle. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
There are times when coaching will give you positive energy, and there are times when it can be a major energy drain as well. How you manage the mental and emotional side of being a coach can make all the difference for you and those that you are coaching. In this episode, Heather Price and Sabine Robinson welcome Kylie McKinney. Kylie completed her Master’s degree in Sport and Performance Psychology. Her studies focused mainly on helping athletes. Now she works as a full-time activity coach, coaching new FRs and helping to develop the mindset, skills, and habits that are necessary to have a successful career. Today they talk about burnout, describe the symptoms, talk about the causes – what initiated it, and give some recommendations on how to prevent it. One of the ways to prevent burnout is to keep green and grow. Take care of yourself - eating, exercising, getting enough sleep. And watch for early signs. Listen to the podcast and find out about the books they recommend and much more. Episode highlights: 05:04 – It started with impaired concentration and attention. I started to procrastinate on small, easy tasks I have never had trouble completing before. 11:50 – When you’re working on yourself, and you’re green and grow, it is easier to help others do that. Look for a study group. Keep a smile file. 14:31 – I got my own “coach” – my therapist. Find a third party you can talk to on a regular basis – if not a therapist, maybe a professional coach, or a coworker. 23:16 – You’re coaching people all the time whether you’re doing it intentionally or not. People are always looking to you, how you speak about things, what your mindset is, what are the things that you’re doing. Say That Again: 24:10 – Heather and Sabine share some book suggestions that have helped them along the way. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
Heather and Sabine have used the last nine episodes to share some of their best coaching strategies. To celebrate their tenth episode, they invited two guest speakers, a former Northwestern Mutual representative, and a current Northwestern Mutual representative to share their perspective on the career. In the first part of the episode, Heather introduces Sean Tomko, a current Northwestern Mutual representative in the first 6 months of his career. Sean talks about his recent activity coaching experiences and how his activity coach is helping him succeed in a difficult career. In the second part of the episode, Sabine introduces Tim Thompson, a former Northwestern Mutual representative who has since become successful in another career. Tim talks about what he liked about the business, what most difficult and what he learned that he still applies today. Episode highlights: 07:03 – There was a time when we were looking through the numbers, and we saw that I was asking for referrals, but I wasn’t getting them. You had me go through my language and role-play it out with you. That was very valuable. 10:08 – Make sure you’re getting to know the FRs you’re coaching and take time to look above the numbers every couple of days with them. 16:05 – Every time you have to start over, it becomes harder and harder to come back. You lose your momentum. 18:25 – Thirty years later, I can tell you there are so many things I use today, from my Northwestern time. My approach to finances, being professional, following up, sticking with things. 22:15 – Tim’s advice - know yourself. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, Heather Price and Sabine Robinson talk about building trust and how to build a coaching philosophy. Sabine talks about how we can attempt to make trust more concrete and defines some of the specific elements that make for a trusting relationship. She also takes us through some of the best practices for building a coaching philosophy. In the Say that Again segment, they role-play a conversation with an FR (Financial Rep) who isn’t following through and keeping their commitments, and they demonstrate how to build an overall coaching philosophy. Episode highlights: 01:25 – Put yourself in the shoes of a new Financial Rep. They want to know three things about you as their coach: Can I trust you? Do you care about me? Are you committed? 04:25 – Trust can be measured by two things: your character, and your competence. 07:25 – Coaching philosophy is, basically, how you approach coaching holistically. Your philosophy should reflect your values, your personality, and your objective. 09:46 – If you want to build an overall coaching philosophy, start with this three-part base: 1) believe in them, 2) tell them the truth, 3) be patient. Say That Again: 12:40 – Sabine and Heather take this three-point philosophy and role-play how that might show up in a conversation with an FR. Heather plays an FR who forgets to ask for referrals. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, Heather and Sabine talk about why posting and planning are important and how to get your FRs to post and plan daily. In any successful business, you have to track your performance. Posting allows you to measure your performance to your goals, and planning allows you to manage your business effectively and efficiently. According to Heather and Sabine, you never know the truth of your situation and where you are relative to your goals if you’re not keeping your books. And you earn less income. In the Say That Again segment, they role-play how to lead a Rap, who failed to post three or four times, to see the importance of posting and planning regularly. Episode highlights: 02:08 – A few thoughts on posting: technology made it easier than ever. Everybody has 10-15 minutes at max. CRM and Posting Plus are the books of your business. 06:03 – Reps feel less than professional, which diminishes their confidence when they constantly operate out of chaos because they do not know what’s happening. 07:25 – Planning is all about preparing for the next day. As Benjamin Franklin said: By failing to prepare, you prepare to fail. 09:05 – There is a correlation between points and commissions. And you won’t know how many points you have unless you’re posting them. Say That Again: 11:47 – Heather and Sabine role-play a conversation with a Rap that continuously has not been posting. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
We all come up with rationalizations for the things we did not do because those things were difficult or painful. The list of excuses is long. The key is to address them early and effectively. In this episode, Heather and Sabine cover three of those universal excuses and show us how to handle them tactically and philosophically. In the Say That Again segment, they role-play a part of an activity coaching meeting with Sabine leading Heather, a financial Rep, to see why she did not prospect in her appointments. Episode highlights: 02:43 – Three universal excuses: 1) I’m running out of people to call; 2) I’ve run out of time and I forgot to prospect; 3) I took time to study for my …. 03:09 – There are two ways to tackle those excuses, and you’ll be more effective if you can master both of them: 1) tactical, which is solution-based, and 2) philosophical, which is mindset-based. 03:37 – I ran out of prospects to call – check the number of times they’re asking for referrals against their kept appointments. 07:44 – I forgot to ask for prospects, and/or I ran out of time – ask for details. 10:25 – I took time off to study for my (test, …) - schedule the test, make a plan. Activity has to take precedence. Say That Again: 14:17 – A role-play of activity coaching meeting. Heather is a financial Rep who had three appointments, but she ran out of time or forgot to prospect in all of them. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, Heather and Sabine focus on joint work. Joint work is a crucial component of a new Rep’s development. It should be tracked and addressed regularly in activity coaching each time you meet reviewing how many of their appointments were joint work, and who it was conducted with. Heather and Sabine share some of the best practices and nuances around it. And in the Say That Again segment they role-play two different scenarios of a Rep who does not want to do joint work. Episode highlights: 01:47 – Positioning joint work for maximum success. Let candidates know that joint work is a part of the culture and that it is an important part of their training and development. 05:33 – Take some time and get some feedback from your new FRs on their joint work experiences. 10:48 – Another nuance in doing joint work is whether it is done up or down – who are they doing joint work with. 13:10 – The impact of diversity on joint work, definitely an important consideration for women and people of color especially. Say That Again: 16:44 – A role-play with Sabina being the FR who does not think that the prospect she is going to see is quality enough to bring the joint work along. 19:55 – In the second scenario, Heather plays a role of a Rep who does not want to lose life credit or share the income. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, Heather and Sabine are talking about the power of activity analysis and applying the Granum ratios to the real world. What are the ratios? And how can you apply them in the way to inspire FRs to make small changes in activity that lead to disproportionately larger changes in productivity? Heather and Sabine talk through six key benchmark ratios and give you some examples of how to apply them. Then they role-play how to do an activity analysis meeting with an FR focusing on one particular metric. Episode highlights: 02:03 – There are three levels of activity to consider: totals, averages, and ratios. All three levels have to be in sync. 03:07 – The ratios measure skill and effectiveness. 04:04 – Incorporate monthly activity and ratios report into your monthly and quarterly reviews. 04:45 – There are a lot of ratios and benchmarks. Sabine shares key six of them. Say That Again: 11:00 – Heather and Sabine take us through a detailed activity analysis showing us what a difference in one metric can make to actual dollars in a Rep’s pocket. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
The activity coaching meeting is one of the most important meetings that a new Rep is going to attend in the first six months. It is a 10–15-minute meeting that occurs 2-4 times a week and helps Reps keep score, stay on track, celebrate their victories, meet commitments and goals, and much more. In the first part of this episode, Heather and Sabine are talking about the purpose of the activity coaching meeting, what the meeting is and what it is not, and they provide five steps for an effective meeting. In the Say That Again segment Heather leads Sabina through an activity coaching meeting using these five steps and asking the right questions. Episode highlights: 01:36 – The purpose of the activity coaching meeting is to recognize small daily wins, and to encourage Reps to stay on the proven path to success. 02:15 – First of five steps to an effective activity coaching meeting. 02:38 – Manage the meeting right when you get started. 11:00 – Activity coaching is not a set review, case analysis, or a case prep, therapy, friendly check-in, technology training, and it is not a punishment for a lack of activity. Say That Again: 11:49 – Role-play of activity coaching meeting. Sabina plays a role of a Rep who is three months in the business. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
In this episode, Heather and Sabine discuss effective expectations and minimums. It is a comprehensive topic with many facets. Today they give you a few thoughts to consider and some usable language that you can implement into your coaching conversations right away. Heather dives in with thoughts of expectations, and Sabine follows with her thoughts on minimums. The Say That Again segment is about coaching the expectations when no one is hitting them. Episode highlights: 01:09 – When it comes to setting and implementing FR activity and productivity expectations, consider the three Cs: 1) clear and concise, 2) consistent, and 3) communicated often 09:30 – How you position expectations is so important. Expectations are not meant to be negative. Winning is a good thing. 10:35 – This business is an unlimited opportunity, but that can be scary. People like boundaries, they like the boundaries at the top, and the boundaries on the floor. 12:14 – Minimums are the safety net. The key is how you coach to both - the aspirational expectations and the minimums. You do not want to coach to the minimums. Say That Again: 20:05 – A role play presentation of how to coach the expectations when no one is hitting them. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
The art of asking questions is at the top of the list of necessary and impactful coaching skills. On a scale of 1-10 how good are you at asking questions? What is behind your rating? And what is so important about asking questions? Our hosts, Heather and Sabine, lead us through this episode asking some good questions, explaining why it is important to ask questions, and showing us the better way to ask questions through some examples and a role play. And in the Say That Again segment, they show us how to turn lecturing statements into coaching questions. Episode highlights: 02:06 – There is tremendous power in a great question. Questions can change lives. They can change perspective, they can empower, or they can be a call to action. 04:48 – If you feel it, ask it – the most important guideline for asking thoughtful and deep questions. 08:50 – The great thing about getting good at asking questions is also that you are modeling behavior that your Reps can take to the market place. You can coach them around asking open ended questions to their prospects and clients that will enhance their meetings. 11:14 – A role play demonstration of a really powerful question: “What’s important about that to you” Say That Again: 13:25 – Today’s topic: Turning lecturing statements into coaching questions. Contact information: https://www.heatherpriceconsulting.com/ (Heather Price Consulting)
On this very first episode, your hosts Heather Price and Sabine Robinson talk about the foundational piece of activity coaching: deciding who to select as the ideal activity coach, and the important roles that the activity coach plays. It can be difficult to find and train the right person for that role. Heather starts with considerations on who should take on these responsibilities, and Sabine discusses the different hats that they wear. In the Say That Again segment, they answer the question they get fairly often. Episode highlights: 01:13 – The role of activity coach, the individual that meets one-on-one, two to three times a week, for the purposes of accountability to sales numbers. 05:05 – Words have power and they land, and a lot of times the ones that you least suspect will stick. It’s only in retrospect that you realize what an impact you’ve had on someone’s career. 05:45 – The traits associated with Drill sergeant, Cheerleader, Tactician and the Truth teller. 11:40 – One role that you do not play is that of a therapist. Say That Again: 13:28 – How to respond when a FR says: You do not understand. You’ve never been a Rep. Contact information: https://www.heatherpriceconsulting.com (Heather Price Consulting)
Hey everyone, welcome to activity coaching conversations with Heather and Sabine, where we discuss coaching strategies for the overachievers, the slow starters and everyone in between. We're going to share everything we know about instilling early success habits, the science behind activity, and how to build a values-based FR centered coaching philosophy. Activity Coaching Conversations is all about balancing accountability with the art and science of coaching. Each episode will highlight best practices and useful language featured in our “Say That Again”, segment and real-world application because let's face it, theories don't always work in the real world. We're dealing with humans after all. With that in mind, we want you to feel re-energized about coaching with a fresh perspective and practical strategies that you can use immediately. Hosted by your activity coaching gurus, Sabine Robinson, and Heather Price. Stay in the loop on all things activity coaching by checking out the links below in the show notes. You can also support the show by listening, liking and sharing in your favorite podcast app. So, buckle up and join us on this new adventure.