Practice Makes Perfect: Integrating Practice Partner Activities Into Your Business Kim Fiske Presidential Director Training Guide 1 • Included in Health Coach Business Kit • Available in the shopping cart • Guide your new Health Coaches through the activities in Training Guide 1 First Rule of Business: DON’T GET OVERWHELMED!!! FACTORS OF SUCCESS • • • • Your Story People Skills Overcoming Fear (Concepts) YOUR “BEFORE” STORY • • • • • • • Tired Hopeless Nothing worked for me Hurting Hungry all the time Cranky Sick YOUR “AFTER” STORY • • • • • • I feel… I've lost 50 lbs... I have hope for the first time... It was easy... It fits with my busy schedule... Due to my weight loss, I was able to reduce my (Blood Pressure, Type2 Diabetes, Cholesterol) medications.... (Remember your disclaimer – “Results vary. Typical weight loss is 2-5 lbs per week for the first 2 weeks and 1-2 lbs per week thereafter”) Pick 2 – 3 things from each category – Heart-Felt! PEOPLE MAKE A LIST OF EVERYONE YOU KNOW • Don't pre-judge ANYONE • If you LIKE them • If they are ALIVE • If they live in the US DON'T WORRY IF: • They can't afford it • They don't have any weight to lose • You don't know what to say Email Your Business Coach/Mentor the First 20 Names Start with the EASIEST names on the list! 3 Steps in Practice Partners Process New Health Coach sets up 3-Way Calls after asking their people to help them by being part of their training. 1st - Business Coach/Mentor leads the 3-Way Call and Health Coach listens (Debrief) 2nd - Business Coach/Mentor and Health Coach cofacilitate the 3-Way Call (Debrief) 3rd - Health Coach leads the 3-Way Call and Business Coach/Mentor listens/interjects as needed (Debrief) Refer to Practice Partners in Training Guide 1 Use a Script • Information in TG1/Pre-Client File Folder • Why use a script? – Helps Coaches not get “lost in the woods” – Teaches a new Coach the important elements of starting a new Client – Teaches questioning/listening skills • Practice the script with your new Health Coach prior to the 3-Way Call POWER OF DEBRIEFING Debrief after each call to discuss: What REALLY happened on the call What went well Areas of opportunity for improvement CONNECTING WITH PEOPLE USING THE "COLLECTING YESES" PROCESS Not Pushy Not Sales-y Not Offensive Not Aggressive NO REJECTION! SHIFT FOCUS FROM CLIENTS TO CONNECTIONS It’s as easy as… • You know people I don't...so here's why I'm calling: • May I send you some information about my program? (YES) • While you're looking...if ANYONE comes to mind, who (wants to lose some weight/change their habits/is diabetic)..would you be willing to forward my info? (YES) Its as easy as… • GREAT - Thanks...that's all I needed - What's the best email for you? • Would it be ok if I updated you occasionally on how things are going? (Most important question of ALL) YES! • Hey...are you on Facebook? Let's connect there, too! The PROCESS • Is this a good time? • Start with your STORY • Segue with who you are and why you’re calling • Don’t chit chat • Don’t ENGAGE (if possible) Level of Interest 1 - 10 • 10: Credit Card “Thrower” – Get ‘em started • 5 – 9: Interested – Schedule follow up before hanging up • 1 – 5: Nice – Polite – Put in Connections group • Send “Thank You” email within 24 hours • If using iShare – keep track of their email address • Put all email addresses in a group called “Connections” CONNECTIONS EMAILS • Every few weeks send a B/A picture and story. • Example – “You wanted me to update you on how things were going…here’s Susie…thought you’d like her story…” Attach or insert picture…and paste story • “Thanks for passing this on to whomever you know it could help.” Kim Fiske – Phone and website link • Note: If sending as a group email remember to use BCC option! CLIENTS WILL COME FROM CONNECTIONS! Questions?