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
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Your Story
People
Skills
Overcoming Fear (Concepts)
YOUR “BEFORE” STORY
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Tired
Hopeless
Nothing worked for me
Hurting
Hungry all the time
Cranky
Sick
YOUR “AFTER” STORY
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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
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Every few weeks send a B/A picture and story.
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Example
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“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
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“Thanks for passing this on to whomever you know it could help.”
Kim Fiske – Phone and website link
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Note: If sending as a group email remember to use BCC option!
CLIENTS WILL COME FROM
CONNECTIONS!
Questions?