Termination conversations and experiences are shared in this episode. The role-playing continues with Heather as an FR who is not doing well, shows no signs of improvement, and is at risk of being terminated. Listen to how Sabine is being direct and honest with Heather about her activity and production levels and how she discusses her options, pointing out that it is irresponsible of them to let her continue at that point. It is important for coaches to have these types of conversations with their reps so that they are not surprised if and when a termination does occur. They talk about the importance of setting expectations and minimums in order to maintain a strong culture. They also discuss the importance of being honest with agents about their performance.

Several months ago, we asked our listeners, "What would you like to hear about?" Graciously, we received some great questions and topics. In this episode, we selected the following to discuss: How do you coach to expectations when no one is hitting them? How do you keep the right balance of activity coaching (the science) and business coaching (the art)? Can you talk about business professionalism and how you handle things such as dressing professional and being late? How to coach a person you don’t like?

In this episode, we're going to role play a few pivotal coaching conversations, including the series of termination conversations that we referred to in a previous episode. We’ll take you through three different scenarios with the same rep: the first time they tell you they want to quit; the second time they want to quit, and then the third time they want to quit. We’ll also take you through a scenario where a rep is clearly not going to hit P40 and how to coach to viable alternatives. This is one of several upcoming episodes where we role play coaching in specific situations that are common to many reps.

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. 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.

In today's episode, Heather and Sabine discuss coaching strategies for different types of people. They talk about the importance of handling terminations well, so that former employees have a positive story to tell about their experience. They also mention that it's normal for new employees to want to quit at least once when they first start, and that it's important to talk them out of it. They also discuss the three main forces that keep people from quitting, namely the message that winners never quit, the sunk cost of time and effort already put in, and the failure to see other opportunities.

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.

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. If you want to look at excuses from a different perspective, this episode is for you!

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!

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.

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.

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.

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.