Practice Makes Perfect: Integrating Practice Partner Activities Into Your BusinessKim FiskePresidential Director

First Rule of Business:DON’T GET OVERWHELMED!!!

• Included in Health Coach Business Kit• Available in the shopping cart• Guide your new Health Coaches through

the activities in Training Guide 1

Training Guide 1

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!

PEOPLEMAKE 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 co-facilitate 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 DEBRIEFINGDebrief after each call to discuss:

What REALLY happened on the callWhat went wellAreas of opportunity for improvement

CONNECTING WITH PEOPLE USING THE "COLLECTING YESES" PROCESS

Not PushyNot Sales-yNot OffensiveNot AggressiveNO 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”

NEXT

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?