Activity Coaching Conversations

Madison Wilcox discusses how and why she got into activity coaching. She shares her struggles and successes with activity coaching and how setting expectations and creating alignment network-wide helped immensely.

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

In today's episode, Sabine and Heather discuss the importance of handling terminations in a way that leaves former FRs with a positive story to tell about their experience and their dignity intact.

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

In order to have the ultimate impact in your coaching, it’s crucial to get off to a solid start.  This begins with an effective introductory meeting to learn about the new FR, specifically their “Why”, how they like to be coached, and how they prefer to receive feedback.  It also helps to share your coaching philosophy and expectations.  This episode dives into best practices on building a solid coaching foundation for ultimate results.

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

In this episode we’re going to take a deeper look at something we all do, sometimes without even realizing it, and that’s make excuses. We often talk about how to overcome excuses in coaching but today we’re going to look at why people make excuses in the first place. We’ll cover the unintended consequences of making excuses, the benefits of excuses, and how to stop making them (or at least make less of them.) If you want to look at excuses from a different perspective, this episode is for you!

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 

Effective communication is a key component of ensuring your leadership team’s full impact on the development of FRs. This begins by understanding each individual's role and responsibility and identifying the communication channels that will work best for your team. By communicating effectively with your leadership team, you can minimize confusion and ensure that everyone is working towards the same goal!

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 

Building and sustaining good habits is one of the more difficult challenges most people face. In this episode, you will learn how to approach the habit-building challenge with specific steps, why the 21-days-to-a-habit concept is a myth, and the critical role of external systems in helping you succeed in building good habits. 

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. 

In this episode, Heather and Sabine are joined by Jennifer Hensley, owner of Playmaker Coaching & Consulting. They discuss marketing strategies for new FR's. Hensley shares her proven system for achieving top-tier results. She discusses the importance of creating a strategic plan and outlines the steps necessary to implement it successfully.

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

In this episode, Sabine talks with John Puffer, Culture Index expert. John has analyzed over 50,000 Culture Index profiles in the 13 years he has trained field leaders and is currently working with 60 Northwestern Mutual MPs and dozens of high-performing ensembles. John will discuss how the Culture Index can be effectively used as a tool for coaching as well as recruiting. He emphasizes the importance of knowing yourself as well as those you are coaching.

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

In this episode, Heather and Sabine welcome Managing Partner, Ryan Kramer, and Director of Development, Octavia Morton to discuss the importance of the MP’s belief in activity coaching and the activity coach's role.  

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. 

Values are the guiding principles and beliefs that we use to make decisions in our lives, especially in the face of adversity. They provide a framework for making choices, and they help us to stay focused on what is truly important to us. When we live in alignment with our values, we feel happier and more fulfilled.

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