to discover your true potential? Heather and Sabine discuss their journey on this final

episode of the Activity Coaching Conversations podcast, revealing their next steps in an

evolving coaching landscape.

Ready to transform how you guide others and yourself? Tune in as Heather unveils her

next podcast venture, "Grow Where You're Planted," focused on the power of influence in every

facet of life.

Join Heather and Sabine as they bid farewell to this chapter, reflecting on their

journey and what's ahead.

Episode Highlights

01:19 - As many of us do, and something that is always a goal and a value of mine and Sabine's is we continue learning, and we keep growing. And we do that by stepping outside our comfort zones and trying new things. So after 70 episodes, we were talking about what's next, and each of us realized that we were ready to move on. And what was a surprise to us both was just the different directions that we wanted to go. I was thinking of going broader with the topic of coaching and our audience, and Sabine was thinking about getting out altogether.

02:19 - Obviously, we're still going to continue working together and doing our clinics. But the past three years of Activity Coaching Conversations has been such an amazing and unexpected journey. I know I have learned so much about myself and what our listeners appreciate, the value that they found. And most of all, it's just been fun. It's been a blast. So we are so grateful for the feedback that we have received from our listeners and can't thank you all enough for your continued listenership and your support over the last couple years.

02:53 - Three years and 70 episodes, I feel like we've covered so many topics, both tactical and philosophical. We've interviewed some great people, and we're leaving a great roadmap for coaches to follow as they build their skills.

Contact

Heather Price Consulting

Why do some coaches leave lasting positive impressions while others diminish passion and motivation? Join Heather and Sabine as they unravel the essential traits that distinguish a good coach from a bad one. Whether it’s the power of curiosity, consistent encouragement, or maintaining authenticity, they provide insights that could redefine your coaching philosophy.

Tune in to explore how a well-crafted coaching philosophy can elevate your practice, helping you inspire and lead your advisors to success.

Episode Highligts

04:18 - One of the other things that I think is a good coach is consistent. They show up the same way every time. And by that, I mean, they're not volatile. Like, you know what you're going to get.

06:16 - They're going to look to you as an example. And so, you need to be leading by example, which means a good coach needs to always be growing themselves and leading by example. So sharpening your skills, how you're showing up, what are you reading, what podcasts are you listening to, but always learning and growing yourself in that space.

13:17 - Think about these characteristics on both sides, reflect on your recent interactions with your advisors and ask yourself if you're coaching in a way that sometime in the future, when that advisor is asked about a coach who had a tremendous positive influence on them, they name you.

Contact

Heather Price Consulting

As a coach, your influence can be pivotal. In this episode of Activity Coaching Conversations, hosts Heather and Sabine explore the unpredictable tides of streaks and slumps, sharing strategies to guide your team through both highs and lows.

Addressing the core causes behind these phases and the impact of a coach’s belief, they discuss famous examples like Serena Williams to ground their insights in real-world scenarios. Are you ready to discover how to harness the power of performance curves to benefit your team?

Episode Highlights

04:13 - Nobody is consistently on an upward trajectory at all times, and rarely is anybody on a permanent downward spiral.

08:13 - Keeping them excited with smaller but consistent targets. Sometimes, you know, the goal is out so far or it's so big that they get disconnected from it. So making sure that you have some smaller, shorter term goals is helpful in preventing p gas.

15:51 - It's the thing they can control, and that's where the discipline of doing what needs to be done, whether you feel like it or not, is critical.

18:19 - When you're in a slump, it's helpful to step back for a moment and take the long view, right? To shift your perspective a little—looking in both directions: where you've been, how you got here, and where you're going. Because sometimes, when you're in the middle of something, it feels like it's only happening to you and that it’s never going to end. But you can gently remind yourself (or others) that nothing lasts forever—good or bad.

Contact

Heather Price Consulting

Drawing from the early productivity experiment, Theo discusses the timeless impact of high expectations, the evolution of technology in coaching, and pivotal coaching strategies that have stood the test of time. Discover why he believes in "no shortcuts" and the power of building relationships.

Additionally, explore Theo’s thoughts on maintaining a strong culture, the significance of aligning values, and his unique take on adversity. Gain inspiration from Theo’s perspective on the transition to retirement and his plans for the future.

Episode Highlights:

06:46 - One of my coaches, Bob Teichart, in his book, Motivator, Teacher, Shrink, when he talks about there's three reasons people don't achieve their goals, to me, Sabina, those have never changed. You know? Yep. Either they don't want to, they don't know how to, or they're afraid to. And Bob breaks it down between drive, new learning, and self-defeating thinking. And wouldn't you know it, the area of mindset has twice the impact in his growth rate formula, so it's really drive plus new learning minus two times self defeating thinking.

15:16 - I think the first thing that all of the offices learned was the gift of high expectations. And again, it's a sign of belief in a system, a business model, and the people that are part of both on the advisor side of what they're capable of, on the team side of what we can execute.

32:50 - I'm grateful for all the experiences, good, bad, and ugly along the way. As I said, don't remove the adversity. Probably the only original Theoism that I can share with you is the difference between those who make it and those that don't.

Contact

Heather Price Consulting

Explore the importance of using scorecards to evaluate candidates and discover why understanding the real-life performance of potential hires can lead to stronger productivity. Maggie shares insights on an effective selective process and highlights recruiter traits like adaptability and industry knowledge.

Additionally, hear about setting meaningful recruitment referral goals, conducting annual team assessments, and learning from competitors’ successes. This episode offers actionable strategies to improve your recruiting operations and ensure retention, setting you up for a successful year ahead.

Episode Highlights:

13:33 - I think a big mistake that I see a lot of people make is, they ask very, I want to call them, phone screening questions.

19:46 - I think that's where the communication between recruiters and leaders is essential. That recruiters really understand what it takes for someone to get off to a fast start?

25:33 - It's earned independence and one of the things that I would do is in the offer meeting when we go over, "Hey, Heather, we'd love for you to join our organization. You know, here's why we think we may be a great fit." But part 2, I want them to understand if this is the right fit, let me go over my expectations, and I would have a 10-page document at everything from meetings that are expected weekly, monthly; activity that is expected daily, weekly, monthly; minimums that are expected monthly, quarterly, annually.

Contact

Heather Price Consulting

For more information on support and training for recruiting teams - Maggie.mcintyre@nm.com

They dissect the pillars of personal responsibility and their broad impacts on various aspects of life and coaching. The duo emphasizes the importance of admitting mistakes, taking actionable steps, and fostering an internal locus of control. As they explore these elements, you'll find actionable insights to enhance your coaching strategy.

Are you ready to transform your coaching tactics by teaching your clients how to own their success and failures? Tune in to discover practical tips and strategies to build a responsible, results-oriented mindset.

Episode Highlights:

00:59 - Personal responsibility means that you publicly and privately own all your choices for better or worse, good and bad. It means you have the courage to acknowledge that you have a measure of control over the choices you make and the way you respond to any given situation.

07:29 - Being flexible, being willing to adapt your approach to navigate difficult situations. That requires some intuition. You're in the middle of something and you're taking a path, and you suddenly think, "Yeah, this is not getting me where I want to go. I need to switch gears here."

12:01 - It's about making sure your behaviors align with your values and your words even when, and especially, when no one is looking. It's really about being your true self at all times and worrying less about what other people are thinking.

Contact

Heather Price Consulting

Listen in to gain insights on setting high standards, financial management, and the importance of personalized coaching. The guests share their experiences in coaching, recruitment, and achieving success in the financial industry.

Don't miss practical strategies to balance aggressiveness with patience, maintain flexibility, and set clear priorities for long-term success.

Episode Highlights:

06:46 - I think the first business owner mindset is to have vision. And I'll say that and people hear it, and then they'll go to try it, and it's hard. Like, it's not obvious. So pursuing a vision, creating a vision, which really dovetails into understanding your why and purpose, a lot of people have heard that in some form or fashion.

10:12 - Have different skill sets that are better or different than yours. I think why our business works well between Jim and Tyler and myself is because we are all different, and we trust each other with our own specific skills that are unique, that then rise the business to higher levels than if I was just trying to do it by myself. And so a lot of business owners have to humble themselves to build a team to create a more successful business that goes beyond just their own capabilities.

35:15 - It goes back to relying on each other's strengths, trusting each other. I don't have to worry whether this person is going to be a good candidate or not. But what we have done that's helped is in this era of recruiting, we've got to get people through the process faster, and we kind of got to make offers faster. And so we'll make an offer, but there are expectations that need to be met after that offer for it to continue.

Contact

Heather Price Consulting

Tyler Pavlis

Tyler Pavlis, current Director of Operations at Northwestern Mutual – Knoxville.

Tyler was born in Knoxville, TN and today lives just 4 blocks from his birth house in a home that he bought from a childhood friend. He never went far from his community having grown up in Knoxville and staying in Knoxville, except for the few years he attended Tennessee Tech University. Graduating at the height of the financial crisis in 2008, he took a position at a staffing firm where he stayed for over 10 years.

Tyler grew up a big sports fan and participant playing basketball, football, baseball, boxing, and track. Knowing early in life that the Olympics nor professional sports were in his future, he wanted to find a way to be close to sports out of college. While working as a recruiter at the staffing firm, he initially served as a track coach for a middle school and a basketball coach for an inner city non-profit for about 4 years.

Wanting more out of the sports industry, he had the opportunity in 2012 to join a start up adult sports club business that eventually was renamed and co-founded by Tyler named Everplay Sport & Social Club. Serving as its Managing Director and starting in the Knoxville-area originally, Everplay grew to nearly 13,000 annual participants and almost 80 part and full-time employees across 8 states at its peak. Tyler sold this business, location by location, to multiple employees throughout the network between 2020 and 2022 after a 10-year run in the business. Through this business, he met a player named Jim LaPinska,...]]>Heather and Sabine are joined by guests Jim LaPinska, Mark Pancratz, and Tyler Pavlis for an enriching discussion on developing a business owner mindset. The episode covers vital topics such as: Understanding Business Ownership, Vision and Purpose, Long-Term Commitment, Selective Listening, and Work-Life Balancing.

Listen in to gain insights on setting high standards, financial management, and the importance of personalized coaching. The guests share their experiences in coaching, recruitment, and achieving success in the financial industry.

Don't miss practical strategies to balance aggressiveness with patience, maintain flexibility, and set clear priorities for long-term success.

Episode Highlights:

06:46 - I think the first business owner mindset is to have vision. And I'll say that and people hear it, and then they'll go to try it, and it's hard. Like, it's not obvious. So pursuing a vision, creating a vision, which really dovetails into understanding your why and purpose, a lot of people have heard that in some form or fashion.

10:12 - Have different skill sets that are better or different than yours. I think why our business works well between Jim and Tyler and myself is because we are all different, and we trust each other with our own specific skills that are unique, that then rise the business to higher levels than if I was just trying to do it by myself. And so a lot of business owners have to humble themselves to build a team to create a more successful business that goes beyond just their own capabilities.

35:15 - It goes back to relying on each other's strengths, trusting each other. I don't have to worry whether this person is going to be a good candidate or not. But what we have done that's helped is in this era of recruiting, we've got to get people through the process faster, and we kind of got to make offers faster. And so we'll make an offer, but there are expectations that need to be met after that offer for it to continue.

Contact

Heather Price Consulting

Tyler Pavlis

Tyler Pavlis, current Director of Operations at Northwestern Mutual – Knoxville.

Tyler was born in Knoxville, TN and today lives just 4 blocks from his birth house in a home that he bought from a childhood friend. He never went far from his community having grown up in Knoxville and staying in Knoxville, except for the few years he attended Tennessee Tech University. Graduating at the height of the financial crisis in 2008, he took a position at a staffing firm where he stayed for over 10 years.

Tyler grew up a big sports fan and participant playing basketball, football, baseball, boxing, and track. Knowing early in life that the Olympics nor professional sports were in his future, he wanted to find a way to be close to sports out of college. While working as a recruiter at the staffing firm, he initially served as a track coach for a middle school and a basketball coach for an inner city non-profit for about 4 years.

Wanting more out of the sports industry, he had the opportunity in 2012 to join a start up adult sports club business that eventually was renamed and co-founded by Tyler named Everplay Sport & Social Club. Serving as its Managing Director and starting in the Knoxville-area originally, Everplay grew to nearly 13,000 annual participants and almost 80 part and full-time employees across 8 states at its peak. Tyler sold this business, location by location, to multiple employees throughout the network between 2020 and 2022 after a 10-year run in the business. Through this business, he met a player named Jim LaPinska, current Managing Director of Northwestern Mutual-Knoxville, who later became a friend, advisor, and community partner.

In November 2022, after many years of talking about teaming up with Jim LaPinska in some compacity, Tyler joined Northwestern Mutual Knoxville as its Director of Operations. Before joining, he helped his wife start a Thai-themed food truck and catering business that was very popular in the area.

In addition to his role at NM-Knoxville, and staying true to his own entrepreneurship, Tyler also owns 2 real estate LLC’s that manages multiple properties.

When he’s not playing Director of Ops or entrepreneur, he plays Dad to his two kids, Mikey and Mali, and husband to his wife, Arisa. He also enjoys his longstanding Peloton workout streak of nearly 250 days in a row, being a swim dad, and serving on multiple boards in the Knoxville-area.

Mark Pancratz

As a former University of Tennessee Assistant Coach and now a Founding Partner of Axiom Wealth Management, Mark Pancratz knows the value of developing and connecting leaders.

During his seven years with Coach Bruce Pearl at UT, Mark worked specifically in player development and scouting. His ability to coach talent and enhance skills while thinking strategically set him up to shift his focus to growing a multi-million dollar financial planning service.

Mark also serves as one of the top youth basketball coaches in Knoxville. Building the next generation of leaders while equipping them to not lose themselves in a game sets him apart from many coaches. Through coaching and leading his business, Mark has had the privilege to work with other high impact leaders, coaches and teams to grow their faith, health and wealth.

Find out more about Mark through his monthly newsletter, The Starting Five at markpancratz.substack.com.

Jim LaPinska

Jim LaPinska started his career at Northwestern Mutual in the fall of 2008, right before the market crashed. He was able to experience and observe what good planning and poor planning looked like in one the worst economic markets in history. With Axiom Wealth Management, Jim leads a team that specializes in financial planning for physicians, business executives, and community leaders.

Jim graduated from Maryville College where he was a standout academic scholar and football player. He was named to the ESPN All-Academic Team and earned a Bachelor of Arts degree in Business Management and Organization with a Minor in Economics.

Jim has built a comprehensive financial planning practice in Knoxville, TN over the last 16 years. He has consistently been named among the top wealth management advisors in Northwestern Mutual’s Southern Region. Most recently, Jim was named for the second year in a row to Forbes Top Best-In-State Financial Security Professionals Ranking, one of only eight Advisors in Tennessee.

Jim has spent a lifetime mastering the art of financial security, ensuring families can protect and enjoy what matters most. With a keen eye for detail and a passion for personalized planning, Jim guides families and business owners toward achieving their ultimate dreams. Whether it's sailing across the globe or basking in the sun with a margarita in hand, Jim's expertise turns aspirations into reality, providing peace of mind and a future of limitless possibilities.

Jim has completed the CERTIFIED FINANCIAL PLANNER™ professional certification, CLU®, ChFC®, and WMCP® designations. He holds the Series 7, 6, 65, and 63 securities registrations, as well as the life/health, long-term care, and variable insurance licenses in 25+ states.

Jim understands the value of community engagement and is involved with multiple organizations, including the United Way Board (Treasurer), Young Leaders' Society, and founding member of the 1922 Society (2013-Present), Metro Drug Coalition Board ( Past President 2015-Present), 2022 UT Chancellor’s Associates class, Young Professionals of Knoxville (Past President 2010-2015), Dogwood Arts Festival former Board member and Finance Committee (2012-2016), Leukemia and Lymphoma Society Man of the Year 2013, Big Brothers Big Sisters of Knoxville (December 2011), Executive Committee to the Board of Governors-Club LeConte (2013), Children’s Hospital Fantasy of Trees Corporate Sponsor, and Knoxville Ice Bears Corporate Sponsor.

Jim and his wife Cheryl reside in Knoxville with his daughter and two stepdaughters. On their weekends you may see them at the UT Football game, eating at their favorite restaurants or enjoying all the outdoor activities our area has to offer.

Heather and Sabine get real about the challenges reps face, from avoiding the “pushy” label to making sure clients stay on track during the underwriting process. They share insights on the power of setting clear deadlines, prioritizing tasks, and keeping your confidence strong to build lasting client relationships.

Get ready for practical tips that help both coaches and reps embrace urgency and move things forward effectively. Tune in now to refine your coaching techniques and enhance your client interactions!

Episode Highlights

01:16 - One of the behaviors that you might notice throughout the time that you're working with your reps is their reluctance to move people forward through the sales cycle from asking for the referral.

05:04 - The big difference between pushy and purposeful is belief. As an FR, if you truly believe in what you're doing and the value it provides, you're rarely going to feel pushy. The urgency is going to come a little more naturally because you believe in what you're doing and you believe in the value it brings.

10:24 - The four reasons why people don't buy: no need, no money, no hurry, no trust. Right? That hurry is that sense of urgency. You have to show them in the sales cycle that there is a need for it and that you need to act on it now. This issue or this challenge has been around a really long time because Al Granum addressed it so long ago. But the other of the four, I think is also no trust, as people aren't really going to have a sense of urgency if they don't trust you. So really focusing on that relationship and showing up yourself with urgency, intention, confidence, and professionalism.

Contact

Heather Price Consulting

They discuss practical coaching strategies to foster resilience, including the significance of knowing one's purpose, identifying a strong support system, and practicing healthy coping mechanisms. They further emphasize the power of confidence, actionable steps, and recognizing positive behaviors.

Whether you're a coach or an FR, expect to come away with actionable insights for helping your FRs bounce back from setbacks and build enduring resilience. Listen now to empower your coaching efforts and support your team’s growth!

Episode Highlights:

01:01 - What is resilience? When I think of it, I think it's how well you deal with and bounce back from difficulties and from setbacks. We know there can be and will be many setbacks as FRs launch this career, whether it's just an overall bad day, no shows, friends and family that lack belief in your FRs, or maybe they question their decisions.

05:24 - Confidence and resilience oftentimes go hand in hand. People with greater confidence tend to be more resilient and they bounce back faster, and you can tell a lot about their confidence from the market surveys, but also, again, from behavioral interviewing questions.

09:10 - Breaking things down into those small manageable steps and just doing one thing. Because once you get started, I always think of Pete Greider who calls it the lead the horse to water strategy, where if you want to go to the gym but you don't feel like it, just get up and get dressed and put your shoes on. Then once you're that far, you feel silly not doing the next thing. So it's just getting started is the hardest part of anything.

Contact

Heather Price Consulting

Heather and Sabine also dissect the 10-3-1 ratio, stressing the importance of understanding the "truth of your situation," and identifying the key factors that drive long-term achievement in the financial sector. They offer practical advice for implementing Granum’s methodologies in today’s context, ensuring his legacy remains alive and effective.

Tune in to gain invaluable insights and actionable strategies from Al Granum’s extensive research and philosophy, understanding why his system remains the cornerstone of successful financial advising. This episode is a treasure trove of knowledge for anyone looking to elevate their practice.

Episode Highlights

04:42 - When people today talk about the Granum system, they sometimes, in my opinion, tend to oversimplify it. I think he's been gone long enough that newer people, again, they know the name, but they don't really understand what's so great about him.

11:52 - So first of all, what has changed? The new client acquisition chart that still is valid, but it is built on life insurance sales. Now you can do so much more for people that it leads to the second change, which is the ancillary sales. The chart says in about 50% of households, you're going to sell something else. That's much higher today.

12:37 - Granum's magnificent obsession was to accumulate 1,000 active households, and now really it's about half that. It's about 400 to 500 because there's so much more service that you have to provide to each household because the plan is so much bigger now.

17:16 - Following the Granum system to the letter doesn't guarantee you will succeed. Not following it all doesn't guarantee you'll fail, but following it gives you better odds.

Contact

Heather Price Consulting

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

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

LinkedIn

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

LinkedIn

Email

Connect with Jess

LinkedIn

Email

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

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

• 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

• 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

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

LinkedIn

Email

Instagram

Book:  The Upstream Model

Podcast

Website

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 

LinkedIn 

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

LinkedIn

Rachel Nutter

LinkedIn

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

LinkedIn

Website

Email

The Sea Captain Way for Financial Advisors

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

LinkedIn

Andrew Hoffman

LinkedIn

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

LinkedIn

Allenda Ford

LinkedIn

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

LinkedIn

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

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 

Instagram 

LinkedIn 

• 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

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

• 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

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 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

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

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

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 

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

Heather Price Consulting 

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

Heather Price Consulting. 

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 doesn`t. Continue to build your playbook that every business owner should have over time.

14:17 - Don`t 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

Heather Price Consulting

Jennifer Hensley

Playmaker Coaching & Consulting

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

Heather Price Consulting

John Puffer

Culture Index

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

Heather Price Consulting. 

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

Heather Price Consulting

Lyle Maryniak

Tel: 414-218-3213

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

Heather Price Consulting

Connect with Lynn

Website

Connect with Phillip

Email

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

Heather Price Consulting

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

Heather Price Consulting

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

Heather Price Consulting

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

Heather Price Consulting

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:

Heather Price Consulting

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:

Heather Price Consulting

Empire Growth Partners

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:

Heather Price Consulting

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: 

Heather Price Consulting

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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:

Heather Price Consulting 

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: 

Heather Price Consulting 

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:

Heather Price Consulting

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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:

Heather Price Consulting

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:

Heather Price Consulting

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: 

Heather Price Consulting 

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: 

Heather Price Consulting

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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: 

Heather Price Consulting 

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: 

Heather Price Consulting

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.