Podcast Notes

Episode 464 The Five Step Ethical Sales Framework for Coaches w/ Wes Bryant Host: Brian Miller, Executive Director of CAM Guests: Wes Bryant

In this episode, Wes Bryant—an expert in ethical influence and persuasion—shares his journey from struggling coach to founder of The Commissioned Coach. He breaks down his five-step sales process for coaches who dislike selling, showing how to shift from a fear of being “salesy” to seeing sales as a service. Through mindset shifts, ethical communication, and relationship-focused methods, Wes empowers coaches to grow their practices with confidence and integrity.

Key Highlights:

• Sales and coaching often conflict due to differing communication styles—one pushes, the other explores.
• Wes’s breakthrough came with a mindset shift: sales is a service, not a manipulation.
• His five-step process begins with abundance and progresses through reliability, influence, objection-handling, and more (covered in future episodes).
• Coaches often struggle not because of a lack of effort, but because they fear “being salesy” and avoid direct asks.
• Ethical persuasion focuses on helping people make the best decision for themselves—even if that decision isn’t you.

Takeaways:

• Shift from a scarcity mindset (“I need clients”) to an abundance mindset (“How can I help?”).
• View yourself as a reliable guide, not a nuisance—you’re there to serve.
• Tailor communication to each person in your funnel based on their trust and readiness.
• Influence ethically by aligning motives with the client’s best interest.
• Prepare for objections ahead of time so pricing or hesitation doesn’t derail your confidence.

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Podcast Notes

Episode 463 Your High Performance Patterns Are What Drive Your Best Work Hosts: Brian Miller, PCC and Chad Hall, MCC Date: May 1, 2025

In this episode of the Coach Approach Ministries Podcast, Brian Miller and Chad Hall revisit the concept of High Performance Patterns (HPP)—a foundational tool in CAM’s coaching philosophy. Originally developed by Dr. Jerry Fletcher, HPPs help individuals identify personal conditions that lead to better-than-expected results. Brian and Chad reflect on their own patterns, explore the importance of partnership, time-bound projects, and how performance is shaped by context. They also introduce CAM’s updated High Performance Patterns eCourse, now available at a discounted rate for May 2025.

Key Highlights:

1. Origin of High Performance Patterns Dr. Jerry Fletcher’s research at Harvard shifted the focus from imitating top performers to identifying unique, individual patterns that consistently lead to high achievement.
2. Defining High Performance High performance is defined by results that exceed your own expectations—not necessarily what others think or external benchmarks.
3. Brian’s Key Pattern: Partnership Brian performs at a high level when working with an equal partner. He shares how recognizing this has transformed how he approaches opportunities and collaboration.
4. Chad’s Key Pattern: Time-Bound Projects Chad thrives on projects with clear time limits. Long-term maintenance roles tend to drain his performance, while defined deadlines enhance focus and execution.
5. Using and Refining Your Pattern Over Time High Performance Patterns aren’t static. Through reflection and story-based assessment, individuals can refine and apply their patterns more intentionally over time.

Takeaways:

• Everyone has a unique pattern for peak performance. 
  • Identifying yours can help you replicate success more intentionally.
• Look to your own stories
  • HPP discovery is narrative-based—collect stories where you exceeded expectations to find common threads.
• Partnership may be critical—but only the right kind.
  • Equal investment and mutual respect are essential for collaborative patterns to work.
• Not all work suits all patterns.
  • Understand the kind of environments (e.g. time-bound, collaborative, solo) that enhance or diminish your performance.
• Your pattern evolves.
  • The more you reflect and apply what you learn, the more precise and useful your HPP becomes.

High Performance Patterns eCourse Available for $79 (normally $129) during May 2025 at coachapproachministries.org/hpp 

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Podcast Notes

Episode 462 Coaching as Spiritual Practice Host: Brian Miller, Executive Director of CAM Guests: Eddie Hammett, MCC and Scott Wagoner, ACC

In this episode, Brian speaks with coaches Eddie Hammett and Scott Wagner about their new book, Coaching as Spiritual Practice: Deepening Faith While Deepening Impact. The discussion explores how coaching serves not only as a professional tool but also as a deeply spiritual practice that fosters transformation through reflection, silence, and connection between head, heart, and spirit. Eddie introduces the FAITH framework as a guide to meaningful coaching conversations, while Scott emphasizes coaching’s potential to bring wholeness and clarity, especially in today’s fast-paced and spiritually questioning world. Both coaches share personal stories illustrating how coaching has helped them and their clients navigate profound life shifts, deepen faith, and uncover purpose.

• Coaching as a Spiritual Practice Eddie and Scott reflect on how coaching—especially during the pandemic—revealed itself as a form of spiritual practice. It's not just about achieving goals, but fostering transformation. It invites clients to align their head, heart, and even gut, creating space for clarity, wholeness, and spiritual depth.
• The Power of Silence and Spaciousness Scott, drawing from his Quaker tradition, describes the powerful role of silence in coaching. Holding space—literally through quiet—allows deeper truths and insights to rise, enabling clients to access their inner wisdom and divine guidance.
• The FAITH Framework (developed by Eddie Hammett) A flexible coaching structure designed to guide reflective spiritual engagement:

  1. F – Forward: What's the forward movement from the current dilemma?

  2. A – Alignment: Where is there dissonance? Where do head, heart, and life experiences need alignment?

  3. I – Interest: What fuels passion or blocks engagement?

  4. T – Timing: What is right now asking of you? (Kairos vs. Chronos)

  5. H – Heart: What’s at the core of the issue? How is it impacting decision-making and clarity?

• Transformation through Coaching Both guests highlight coaching’s role in uncovering hidden beliefs, integrating life experiences, and catalyzing transformation—not just behaviorally but spiritually. Eddie shares a powerful parallel between his open-heart surgery and the clarity that spiritual coaching brings.

• Create intentional pauses during sessions—silence can be sacred.

• Approach each conversation as an opportunity to explore meaning, vocation, and inner alignment.

• Use the FAITH framework to guide clients through reflection and forward movement, not just surface action.

Title: Coaching as Spiritual Practice: Deepening Faith While Deepening Impact Authors: Eddie Hammett & Scott Wagner Where to Get It: Click on this link to purchase on Amazon!

Also check out their website: Transforming Solutions: Leaning Into Life's Lessons

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Episode 461 Influential Phrases Hosts: Brian Miller, PCC and Chad Hall, MCC Date: April 17, 2025

In this episode, Brian Miller and Chad Hall discuss the art of sales and the importance of using influential phrases to enhance communication with potential clients. They explore three specific phrases that can help ease the sales process, encourage positive interactions, and create a more genuine connection between the salesperson and the client.

• Brian Miller shares insights from Robert Cialdini's book, Influence, discussing the six principles of influence.

• The hosts emphasize the importance of having memorized phrases in sales to reduce anxiety and provide a systematic approach.

• They introduce three key phrases to use with potential clients:

  1. "Before I go, can I share something with you?"

  2. "Feel free to tell me no, but here's an idea."

  3. "What if I told you I could help?"

• The hosts discuss the psychological principles behind these phrases, such as reciprocity and the law of liking.

• Authentic encouragement is positioned as a powerful tool in building trust and rapport with clients.

• Practice Encouragement: Make it a habit to leave every conversation with an encouraging word to build relationships and trust.

• Use Structured Phrases: Implement the three highlighted phrases in sales conversations to reduce pressure and create openness in potential clients.

• Embrace No as an Option: Encourage potential clients to say no, which can create a more relaxed atmosphere and facilitate honest communication.

• Test New Approaches: Be willing to try new phrases and strategies in your sales approach, even if they feel uncomfortable at first.

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Episode 460 Navigating Complexity: Coaching Physician Leaders with Dr. Richard Allman Host: Brian Miller, PCC Guest: Richard Allman, MD Date: April 10, 2025

In this episode, host Brian Miller interviews Dr. Richard Allman, a board-certified geriatrician and experienced physician leader. They discuss the challenges faced by physicians in leadership roles within academic medical centers, the coaching process, and the complexities of transitioning from clinical practice to leadership. Dr. Allman shares insights from his coaching practice, emphasizing the need for physicians to develop leadership skills and navigate complex healthcare systems.

1. Physicians often lack training in business and leadership, which hinders their ability to lead effectively.
2. Coaching can help physicians recognize their impact on patient care and develop better communication skills.
3. The complexity of healthcare systems requires leaders to manage multiple stakeholders and navigate intricate organizational structures.
4. Dr. Allman's journey through coaching has led him to pursue a Professional Certified Coach (PCC) designation to enhance his skills and serve his clients better.

1. Physicians should seek coaching to develop essential leadership skills, such as team building, influence, and effective communication.
2. Understanding the distinction between coaching, mentoring, and consulting can improve the coaching experience and outcomes for clients.
3. Continuous professional development, such as pursuing coaching certifications, can enhance a coach's effectiveness and credibility.
4. Engaging with peer networks and resources, like those provided by Coach Approach Ministries, can support coaches in their professional journey.

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Episode 459 Sale of a Car Hosts: Brian Miller, PCC and Chad Hall, MCC Date: April 3, 2025

In this episode, Brian Miller and Chad Hall explore the intricacies of the car-buying process, drawing parallels between car sales and coaching relationships. They discuss the importance of trust, social influence, the balance between task and relationship, and the potential pitfalls of manipulation in sales and coaching.

1. The hosts reflect on personal experiences with car salespeople and the dynamics of trust in those relationships.
2. The concept of social proof is introduced, with a discussion on how salespeople may use it to influence buyer behavior.
3. The challenges of negotiating additional offers (such as warranties) and the emotional responses of salespeople are explored.
4. A distinction is made between transactional sales and relationship-based coaching, emphasizing the importance of maintaining integrity in both fields.
5. The interplay between task-oriented and relationship-oriented approaches is examined, including the potential for coaches to lean too heavily in one direction.

1. Cultivate a relationship-focused approach in coaching while being mindful of necessary transactional elements, such as payment policies and boundaries.
2. Consider the ethical implications of influence—strive to use social proof and other techniques in ways that genuinely benefit clients.
3. Reflect on personal sales experiences and identify areas where emotional attachment may compromise objectivity or honesty in both sales and coaching scenarios.
4. Encourage open communication with clients about expectations, deliverables, and boundaries to foster trust and long-term relationships.

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Podcast Notes

Episode 458 Generational Differences, with Cayden Miller Host: Brian Miller, PCC Guest: Cayden Miller, PharmD Date: March 27, 2025 

In this episode, Brian Miller and his son, Dr. Cayden Miller, explore how different generations—from the Silent Generation and Baby Boomers to Gen X, Millennials, and Gen Z—have been shaped by key historic events and technological advances. They also explore the evolving workplace, contrasting previous generations’ commitment and hands-on learning with today’s desire for recognition, meaningful feedback, and validation. The dialogue touches on coaching as an emerging solution to bridge generational gaps, helping organizations harness the strengths of Millennials and Gen Z while managing rapid job turnover and shifting communication preferences.

Key Highlights:

1. Generational Definitions & Life Events: Discussion on how milestones (e.g., the Moon Landing, end of Cold War, 9/11) and early technology (first personal computers, emergence of social media) have shaped different generations.
2. Digital Natives vs. Digital Immigrants: Insights into how Millennials and Gen Z navigate social media, with early experiences around Facebook signifying the shift in communication and connection, compared to older generations valuing in-person interaction.
3. Work Ethic & Expectations: Contrast between the loyalty and “paying dues” mentality of Gen X and earlier generations versus Millennials’ and Gen Z’s need for recognition, meaningful work, and faster progression without prolonged entry-level roles.
4. Coaching for Workplace Growth: Highlighting coaching as a tool to empower employees—to foster independence, integrate feedback, and reduce costly turnover—especially among younger workers.
5. Impact of Economic Pressures: Emphasis on how current economic realities force Millennials and Gen Z to juggle multiple jobs, highlighting the need for supportive strategies in recruitment and retention.

Takeaways:

1. For Managers & Employers: Involve employees in decision-making processes to make them feel valued and heard, which can improve engagement and lower turnover.
2. Revise Onboarding Strategies: Rethink entry-level roles by creating clear pathways for growth that resonate with Millennials’ and Gen Z’s expectations for rapid advancement and recognition.
3. Balance Digital & In-Person Communication: Develop workplace practices that blend the advantages of digital communication with opportunities for personal interactions to accommodate diverse generational preferences.
4. Leverage Coaching Programs: Consider implementing or enhancing coaching initiatives to empower team members, helping them navigate modern workplace challenges and harness their full potential.

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Podcast Notes

Episode 457 The Power of Habit Hosts: Brian Miller, PCC and Chad Hall, MCC Date: March 20, 2025 

In this episode, Brian Miller and Chad Hall discuss the principles from Charles Duhigg's The Power of Habit and how they relate to coaching and personal development. They explore the three components of habit formation—cue, routine, and reward—and their role in behavior change. Through personal stories and coaching insights, they highlight the importance of establishing strong cues to reinforce desired routines and the necessity of recognizing and leveraging rewards. The conversation also touches on accountability, both in fitness and in business, and the creative ways individuals can structure their environment to support habit formation.

The Power of Habit – Charles Duhigg’s Model

• Three components: Cue, Routine, Reward

• Common mistake: Focusing too much on routine and neglecting the cue

The Role of Cues in Habit Formation

• Example: Some people drive to the gym just to maintain the habit

• The distinction between Chronos (time-based) cues vs. Kairos (event-based) cues

• Identifying effective cues for habit reinforcement

Accountability & External Cues

• Importance of social or financial investment as a cue (e.g., hiring an editor for a podcast)

• Using external expectations to maintain consistency

• Coaching application: Helping clients establish cues for new habits

Application to Coaching & Business Growth

• Coaches helping clients establish better cues for habit consistency

• Building structures of accountability, like scheduled check-ins

• Identifying both intentional and unintentional cues in business development

Takeaways:

• Cues are often the most overlooked yet crucial component of habit formation.

• Accountability can be strategically built into habits for sustainability.

• Rewards must be noticed and sometimes reframed to be effective.

• Coaching plays a key role in helping individuals identify and optimize cues, routines, and rewards for long-term success.

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Join us next week as we welcome Dr. Cayden Miller, on the topic of generational differences!

Podcast Notes

Episode 456 Doing What Matters, with Teresa McCloy Host: Brian Miller, PCC Guest: Teresa McCloy, Founder of The Realife Process Date: March 13, 2025 

In this episode, host Brian Miller talks with Teresa McCloy, founder of The Realife Process, about her coaching framework designed for intentional life management. She shares how personal loss shaped her method and how it evolved into a certification program.

Teresa highlights key lessons for coaches, including the value of action, community, and effective language in coaching frameworks. Tune in for insights on starting before you're ready and building a coaching practice with impact.

Key Highlights:

• Teresa developed the Realife Process as a structured coaching framework.

• The framework helps clients achieve tangible outcomes by focusing on life management.

• Initially called "four steps," now referred to as "four components," allowing flexibility based on client needs.

• Components address areas like time management, values, and personal development.

• Started in 2016, officially launched before the release of her book in 2022.

• Inspired by personal struggles and driven by a need for a more balanced approach to life beyond productivity-focused solutions.

• The framework was tested, tweaked, and finalized over time.

• In 2020, the Realife Process was expanded into a certification program for coaches.

• The certification provides tools, a framework, and a community for coaches to adapt to their own niche.

• Emphasizes flexibility—coaches can personalize the approach while maintaining core principles.

• The Realife Process Network connects certified coaches, enabling collaboration and referrals.

1. Pain Drives Passion – Personal struggles often lead to meaningful coaching frameworks.

2. Start Messy – Coaches don’t need a perfect framework at the beginning; it evolves over time.

3. Take Action – Many coaches get stuck in learning mode; implementation is key.

4. Confidence Comes with Support – Coaches can borrow or adapt existing frameworks for immediate impact.

5. Build Community – A strong network provides support, accountability, and shared learning.

6. Language Matters – Creating a shared vocabulary within a framework strengthens its effectiveness.

• Do What Matters: Live from Rest, Not Rush – Teresa McCloy’s book

• Website: https://www.therealifeprocess.com/ 

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Join us next week as we discuss the power that habits hold!

Podcast Notes

Episode 455 A Flywheel for Getting Clients Hosts: Brian Miller, PCC and Chad Hall, MCC Date: March 6, 2025

In this episode, Brian and Chad revisit the concept of the flywheel, a powerful metaphor for building sustained business momentum. They explore how consistent, focused effort over time leads to breakthrough success, rather than short-term, haphazard strategies. Also discussed is how this concept applies to client acquisition and the importance of leading efforts toward meaningful conversations.

Key Highlights:

1. Understanding the Flywheel Concept

• Businesses that succeed don’t rely on stop-and-start tactics; instead, they build momentum through consistent effort in one direction.
• Initial progress is slow, but once momentum builds, it becomes self-sustaining.
• The breakthrough moment isn’t instant; it results from sustained work over time.

2. The Hedgehog vs. The Fox Approach

• The fox is always searching for the next quick win, jumping from strategy to strategy.
• The hedgehog focuses on a single, well-executed strategy over time.
• Many businesses struggle because they constantly change focus instead of committing to a long-term plan.

3. Applying the Flywheel to Client Acquisition

• Avoid random, inconsistent tactics: sporadic ads, scattered networking, or reactive branding changes.
• Instead, align efforts in a clear, consistent direction that builds over time.
• Overcoming resistance is key—sticking to the plan even when immediate results aren’t visible.

4. The Importance of Conversations in Client Acquisition

• Strategies should ultimately lead to conversations—real interactions that can convert into business.
• Blogging, podcasting, LinkedIn posts, and networking all work if they facilitate meaningful dialogue.
• Success isn't always a direct path; it’s about creating an ecosystem where conversations naturally happen.
  • Example: A podcast may not directly lead to a client, but it builds credibility that sparks conversations through referrals and networking.

Takeaways:

1. Business Growth: It isn’t about quick fixes; it’s about long-term commitment to effective strategies.

2. Anticipate the Outcome: The flywheel effect requires patience but leads to sustained success.

3. Look Toward the Long-Term: Focus on activities that generate ongoing conversations, not just immediate wins.

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Join us next week as we welcome guest Teresa McCloy!