Activity Coaching Conversations Heather Price and Sabine Robinson

Heather and Sabine unpack a topic that, while often overlooked, significantly impacts every coach's life: coaching through major life events. Whether it's marriages, the arrival of new children, or unexpected trials like illness and bereavement, they explore how these events influence both new and seasoned reps in the business landscape governed by stringent market demands.
Whether you're a new financial representative or a coach guiding one through these hurdles, this episode offers a wealth of guidance on navigating professional landscapes amid personal life events.
Episode Highlights:
01:19 - This is from, it's not from building a financial services clientele, it's from managing through the one card system, which is another book, that Granum also wrote.
04:52 - a lot of times, day to day responsibilities tend to fall on the shoulders of your, the financial reps that you're coaching because their spouse, their friends, their support network, they're like, well, you're the one you've got flexibility. You can go, you know, do the grocery shopping, pick up the dry cleaning, you can pick up the kids, take them to their events and so forth.
15:32 - It goes back to the importance of building relationships with your advisors because they will do a lot for you if you have a good relationship with them, and they feel like you're really invested in them.
25:25 - When planning becomes a habit on a daily basis, it's easier to stretch it to think, okay, am I ready for tomorrow?"
Contact:
Heather Price Consulting

Heather and Sabine sit down with Jenna Hasson to dive deep into recruiting and selection and its impact on coaching. Jenna unpacks the connection between a candidate's purpose and their overall success, the revelatory power of market surveys, and the art of gauging honesty and soft skills in prospective talents.
Discover the significance of learning from recruitment pitfalls, the ideal candidate profile, and the transformative impact of activity coaching on recruiting effectiveness.
Episode Highlights:
06:32 - Talent Acquisition Strategies: "So we're really just learning to take a pause and say, okay. This is the best version of this candidate that we're going see in selection, and really just focusing on how are we experiencing them. If they have some mess ups in the selection experience, right, are we really sure that we want this person to come in and activity coach them, right, and onboard them and get them through training? Because it takes so much time, energy, effort, and money for to get one person, right, up and running. So I think it's just more of hitting pause and picking up on those red flags or those bad habits early on."
12:07 - The Importance of "Why" in Recruitment:  A big thing for me is really digging in and finding out the person's why, their conviction for, you know, why did you apply? Why are you interested in speaking with us? Why Northwestern Mutual? So we've always asked those questions and found out those things, but I think it's taking it a level deeper in  their why and in their conviction. Because if they don't have a really solid or strong why or passion for this industry, there's a very slim chance that they're going to either, a, continue on or last longer than, right, that 6 month, 1 year period."
26:08 - Effective Talent Retention Strategies: ..."every team at the end of the recruiting year, we're looking at that, and it's in everybody's face and saying, okay. Let's go 1 by 1. You know, how many not right nows did we have on the right choice assessment? How many did they do the market surveys? Did they get referrals on the market surveys? All of those things really 9 out of 10 times align, and then we say, okay. Would we hire this person again? Would we extend that offer? Sometimes it's yes. Sometimes it's no. It just really I I do think it's a good exercise."
Contact:
Heather Price Consulting

In this episode, Heather and Sabine, joined by special guest Kara Fauss, delve deep into the intricate world of activity coaching, examining how changing social dynamics and the introduction of technology have influenced coaching strategies and excuses in the field:
Dual Spouse Income Dynamics & COVID's ImpactFlexibility Misconceptions in CoachingPersonal Growth Trajectories for CoachesGranum's Principles in Active Listening and Leadership
Episode Highlights:
11:34 - Kara Fauss shares her journey of personal growth as an activity coach since 2000 and the evolution she's witnessed in coaching methodologies.
37:10 - Kara reveals the significance of maintaining honesty, preparation, punctuality, and recognizing potential conflicts in coaching meetings, underscoring the need for intentional and impactful communication.
42:45 - A conversation about the unparalleled authenticity and energy of in-person coaching sessions, juxtaposed with the challenges and demands of virtual coaching for maintaining a high level of engagement and commitment.
Contact:
Heather Price Consulting

In this episode, Heather and Sabine reflect on several early productivity themes they’ve seen and experienced over the last year:
Approach Meetings vs. FF MeetingsLives/NC RatioProfessionalismCommunication and Positioning of Expectations
Additionally, tune in to hear about the importance of coaching beyond minimums and explore the transformative potential of aspirational messaging. They also share insights about the dynamics of joint work and stepping outside of comfort zones.
While we won't give away all the nuggets of wisdom shared, expect to come away with actionable strategies for enhancing professionalism and scheduling more fact-finding meetings. Listen now for an episode packed with ideas to catapult your 2024 to new heights!
Episode Highlights:
05:00 - Be really direct with people. Be confident in the value that you're providing. The value is in the fact-finding meeting, not in that 15-minute introductory meeting. If you're really not wanting to waste people's time and you're wanting to add value, then just go ahead and book the fact finder. The other thing is that it extends the sales cycle. It adds an extra meeting.
08:13 - People don't like canned language, because if you think about the approach language that you're taught in training, it's less than 3 minutes long. The whole point of it is to open the door to the fact-finder right then and there, and people don't use that language. So, then they get lost. They don't know what to say. They don't know how to do it.
13:45 - Cross-selling really is the planning piece. It means that you're putting all the pieces in place. I think there’s a cross selling report that shows you of all the households that you have, how many have all the products. I'm always shocked and appalled really when I see that, at how few households have a full plan that covers all of the things that you can do for them.  
Contact
Heather Price Consulting
 

In this insightful episode of Activity Coaching Conversations, Heather and Sabine chat with Justin Stoddart, the savvy CEO of ProInsight and author of the Upstream Model. Justin, a veteran podcaster and former home builder, imparts his unique strategy for building collaborations and referrals.
Learn why he emphasizes the importance of creating relationships with other professionals and how significant life events can be leveraged for outreach. Be intrigued by the concept of an advisory board and how it can bolster your business against big tech.
Lastly, get a glimpse of the valuable trainings provided by ProInsight, designed to foster collaboration amongst a million professionals across the US. Tune in to glean more insights!
Episode Highlights:
08:28 - We think because we're in a B2C business that we need to market to the end consumer, and what that oftentimes looks like is you have a large database of prospective clients and you realize that what you've always been taught is it's a numbers game. Just go through the numbers and if you talk to enough people, out the other side will come some opportunities. And so we wear out ourselves out talking to everybody playing the numbers game.
10:52 - If you treat now this professional as your client and really do a discovery conversation to say, "Where are you at? Where are you headed? What's your plan to get there? What obstacles might be getting in your way?" And then you go to work to add value to that business owner. Number one, that creates a lot of trust and credibility and they want you in their business now.
16:16 - I do think that you need to get clear on what are my life experiences that have really positioned me to serve people in a unique way and maybe focus on that life event and just ask yourself the question of who are the other professionals that are serving either at the same time or just before you that are upstream.
Contact
Heather Price Consulting
Justin Stoddart
LinkedIn
Email
Instagram
Book:  The Upstream Model
Podcast
Website

In this episode, we sit down with Kevin Pilz who, after transitioning from a career in 
broadcasting and radio, found a new path at Northwestern Mutual. Listen in as Kevin 
shares his journey navigating the world of financial representatives (FRs), the 
importance of setting purposeful, context-specific goals, and how he learned to manage 
commitments within his capabilities.  Discover how Kevin’s perspective on coaching 
evolved, and how it played a pivotal role in his career growth. 
Listen as Heather and Sabine share wisdom on treating financial advisors as human 
beings first, and the importance of a single-minded commitment. Don't miss out on their 
advice for new advisors and coaches, all delivered with a personal touch. Tune in to 
uncover the intricacies of activity coaching, the benefits of consistency, and the power 
of an abundance mindset. 
Episode Highlights:  
03:11 - I think you did a very good job of trying to not only help me, guide me to what 
those goals might be, but understand who I was, too. So I really think the time we spent 
together, you and I were able to build a connection where you understood where I was 
at, and you were able to push me a little bit when I needed it as well. 
09:25 - As a new rep as you know, it's like, yes, you need to do all these other things, but 
there's all these other things I need to do to keep up with it. So, it was really important to 
what was meaningful to me and I was able to keep up with.  
14:27 - The one thing that was always consistent was every Tuesday and every 
Thursday at 9 a.m., I started with Heather and talked about what was going on. And I 
think that really helped me develop a meaningful relationship because of the 
consistency and that was really nice.  
Contact 
Heather Price Consulting 
Kevin Pilz 
LinkedIn