Purpose: Conduct Complimentary Coaching Sessions
Script Used By: Business Coaches
Revision Date: June 21, 2008

1.PACK well…

Info packet on your company

Your personal profile (“Hot Bio”)

Pre-meeting questionnaire materials (Profit Cents Report, RIS Questionnaire)

Sales Binder (“RIS” slides)

Business cards

E-Myth books to give to new client

Coaching Program Agreement

ILWE worksheet

Audio recorder

2.PREPARE yourself…

Listen to a favorite song or training CD that give you confidence…

Re-read your favorite client testimonials…

Eliminate “Head Trash” with your own pre-meeting script…

I will help these people!I have the training, the experience and the business savvy.I’m a business guru and these people need my help more than they can possibly realize right now!I genuinely care about these people, therefore, I will subdue their over-confidence and fear for their own good. Any objections or concerns they raise are only opportunities to more adequately understand their situation so that I can help them see their need for my help. This sales call is an opportunity to expose their pain, diagnose it and give them solutions to solve it. No matter what it takes, I will sell these people into a one on one business coaching program with me. I simply will not leave until they change their lives and businesses by signing up for coaching! I’m a BUSINESS COACH!
- The NEW SCRIPT from Joe Coach
3.PROPRIETY in everything…
  • Dress for success...
  • Look like your worth the money…
  • Research your trip...
  • Leave in plenty of time...
  • Confirm on the way...

4.PREMISE tour…
  • Ask for a tour and genuinely affirm what you see…
  • Exude passion and enthusiasm…
  • Be impressed and compliment often...
  • See what can be improved but keep it to yourself for now...
  • Listen and learn the language of the industry...
  • Talk business first, then personal background, family, interests...
  • Move to their office...

5.PERSONALITY adaptation…
  • Discern their DiSC style...
  • Confident and to the point with the D
  • Fun and happy with the I
  • Steady and slower paced with the S
  • Careful and fact oriented with the C

6.PURPOSE statement…
OPEN UP YOUR SALES BINDER…
So John, as we discussed on the phone, the plan for today is to quickly review my background and what we do at AdviCoach. Then we’ll get into your business a bit more so I can understand where you’ve been and where you want to go. Then we’ll review the strategies we need to implement to get you toward your goals and do a quick financial model to see if it makes sense to both of us to work together in one our coaching programs. If it does, we’ll get you started with your first set of goals right away.Does that seem like a good plan to you?
7.PACTremoval…(Answering objections)
  1. I never make decision on the spot…

I understand that! I wouldn’t expect you to make such an important decision on the spot! That’s why I offered to send you some info about our company so you could complete your due diligence in advance. That way if we both agree it makes sense to work together today, we’ll be free to begin. I did enjoy completing my due diligence on your business and I’m excited to show you the detailed financial analysis I’ve prepared showing the hidden areas of profit in your business and how you’re performing compared to others in your industry as well as my coaching recommendations based on the results of your questionnaire. So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. I need to talk to my partner after we meet…

Okay. I understand the need to talk to your partner. I wouldn’t expect you to make such an important decision without consulting all your key stakeholders. Unfortunately, there’s not much use in going further in our conversation today about making improvements to the business without all your key stakeholders being present. If we did, it would be up to you to accurately represent what we discuss today which isn’t really practical or effective. Now, what business partners or key team members should join us so we have all the decision-makers involved in the conversation?
[If you can get the other DM’s in the room, proceed. Otherwise, book a follow up meeting.]
So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. There’s no way you’re going to increase my profits by ___%…

Well, I can definitely understand your skepticism. Can I assume you’re open to learning some new things about business? [Listen…]So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. Send me some information…

Sure! Happy to do that. What’s your email address? [Write it down…] Great. And I have your mailing address as _____. Is that correct? Great, I’ll get something to you.So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. I’m not interested…

If I can just ask…why? [Listen…They will probably send you to a different objection …]
Because I’m not interested, that’s why…
Well, it is hard to be interested in something you don’t know anything about.So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. Everything’s going just fine, thanks…

Okay! So you’re already making tons of money and spending almost no time at work?[Listen…]
Can I assume you’re open to learning some new things about business?[Listen…]
So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. I’m too busy…

Well, one of the things I can help you do is build a team to run your business so you can get some time back for yourself. So, what kind of a [Shoot a TIME Silver Bullet] have you got?
  1. Who are you and what do you do?

Sure! Let me tell you a bit more about me. [Share the HOTTEST 3 items from your HOT BIO.] So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. How will you do that?

Good question. I combine my track-record of success in business with the world-class systems [AdviCoach/ESource] has developed working with thousands of businesses around the world to rapidly impact the profitability of your business.So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. What can you possibly teach me about the ______industry?

Probably not much, actually. But here’s how coaching works. You’re the expert in the ______industry and I’m the expert in growing profitable, healthy businesses.So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. I worked with a consultant before who…

Okay! The good news is that I’m not a consultant. I’m a COACH, which is more like a mentor. Consultants tell you what to fixthen leave you on your own to figure it out or do it for you for a hefty fee. A business coach, on the other hand meets with you on a weekly basis to help you implement solutions that will rapidly impact your bottom line profitability.So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. I’m too small…

Well, actually small business owners are the ones I work with the most. So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. That all sounds great, but I have no money!

Sure, I understand that. The good news is that I use anapproach called “finding my fee” where Ihelp you increase your profits right away so the coaching more than pays for itself.So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. We’re heading into a recession, so now’s not a good time…

Yeah, it does look like we’re in a bit of a downturn. But successful business people know how to make money in a good OR bad economy. I can teach you how to supercharge your revenue growth while everyone else is shrinking back. Are you open to learning how to do that?[Listen…] So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. What’s this going to cost...

Well, the price of the [Complimentary Coaching Session/ Seminar] is really great. It’s FREE! There’s no charge. At the end of the [Complimentary Coaching Session/ Seminar], one of two things will happen: either you’re going to say, “hey, thanks a lot for the information, I appreciate your time and effort, but I’m not interested.” And if that’s the case, that’s as far as this goes. OR, you may say, “I could be interested if you can prove to me that this will add more profit to my bottom line.” If that’s your response, we’ll do a quick financial model to see if it makes sense to both of us to work together.If it does, we’ll get you started on a coaching program right away. Does that seem reasonable to you?So, of all the things we’ve discussed so far, what would you say is the main issue or challenges you’re facing right now in your business? [Listen…] [Go to RapportBuilding Questions!]
  1. Let Me Think About It…

Well, sure, I can understand that. What we’ve found is when people ask for time to think about it’s usually because either they really don’t want to work with us but don’t want to hurt our feelings by telling us the truth OR there’s another issue, concern, or fear that they haven’t put out on the table for us to think through together. What’s the situation here?
8.PROFILE review…
  • Read the slide “33% of Business Coaching Market”
  • Read the slide “My Background”
  • Establish your credibility up front
  • Build up your own confidence

9.PRICE preview…
So, that’s my background and our history as a company. Should we decided to work together, you’ll invest anywhere from $1,500 to $3,000 per month depending on what we find out today.
10.POSITION your value… (choose just 1 or 2)
“I get paid extremely well for what I do…”
“I’m the best coach in the…”
“If you want to buy business coaching on the cheap, I’m not for you…”
“I keep raising my prices because of the results I’m getting…”
“The price is for you. You need the monthly investment to motivate you…”
“Your success is my success. If you don’t work hard, I’ll need to part ways with you…”
“I’m interested in seeing if you have the potential to be my next great client testimonial…”
11.PROBLEM & PAIN exploration …
Rapport building questions…

[Use this list of Questions to find NEED ]
  1. So, what exactly do you do? [LISTEN!]
  2. How long have you been in business? [LISTEN!]
  3. What sets you apart from your competitors; what makes you the best at what you do? [LISTEN!]
  4. So, what do you love the most about your business? [LISTEN!]
  5. Now, I usually work with businesses doing at least ___ per year in revenue. Does your business fall in that range?
  6. What kind of businessissues or challenges are you working on in your business right now?[LISTEN!]
  7. If I could help you overcome the #1 challenge in your business right now, what would that be?
  8. Tell me more about that…

Emotional Questions…
[Use this list of Questions to explore the emotional impact of the NEEDS]
Time
  1. So, about how many hours per week do you work in the business?
  2. Wow, how do you feel about that?
  3. About how many evenings and weekends do you work?
  4. Do you have a family, Rob?
  5. How many kids? How old?
    (Write down names/birthdays/hobbies for future rapport building by yourself or your coach…)
  6. What do you enjoy doing with your kids?
  7. Are you married, Rob?
  8. How does your wife feel about the kind of hours you’re working?
  9. How is your lifestyle affecting your relationship with your wife and kids?
  10. How you feel about the job you’re doing as a husband/father?
  11. What would it mean to you if you could spend more time with your family?
  12. What sort of things would you do?
  13. What would that be main thing that keeps you up at night?

Money
  1. If I can just ask, how is the business performing financially?
  2. So, what kind of money have you been taking out of the business for yourself and your family?
  3. How do you feel about that?
  4. How do your income compare to your employees?
  5. What kind of stress is your current income level creating at home?
  6. How much money would you like to be taking home?
  7. If you had more money and the time to enjoy it what would you do?
  8. On a scale of 1 to 100 percent, what capacity are you running your business at right now?
  9. What are you doing to grow your business?
  10. How much of an increase do you think your business could handle?
  11. How much would you like to grow your business in the next year?

Team
  1. How do you feel about the productivity of your team?
  2. How does your team’s commitment compare to yours?
  3. How do you feel about that?
  4. Here’s an interesting question: if you had to fire all of your team members and re-hire them, how many of them would you keep?
  5. How high is your staff turnover?
  6. How often do you lose and have to replace people?
  7. What would it mean to you to have a team you can rely on to run the business as if it were their own?
  8. What would you like to change most about your team?

12.PRESENT the RIS…
So, tell me, what kind of a(n) [RIS]do you have in your business?
A what? What do you mean by that? None, really. I don’t have one. I don’t do that. How does that work?

Well, I can help you put together a(n)[ ].Are you open to some help with that?
Sure…Great! I’ll go over that with you in more detail…
I’ve tried that and it didn’t work… Are you open to me helping you do this successfully?
So, what else is going on in the business? / Tell me more…
[REPEAT and SHOOT AT LEAST 3 BULLETS!]

13.PROPOSE coaching…
Well [name], based on what you've told me, it (sounds, looks, seems) like we need to get you started in one of our coaching programs right away so we can ______[name the various RIS’s you’ve already discussed].
Is there anything we’ve missed? What questions do you have?
[If questions about how coaching works, use slides from your Sales Binder to answer them.]
[If questions about their business needs, go back to section #’s 11 and 12 of this script.]
[If objections, go to section #7]
14.PROGRAM agreement…
[Read the agreement out loud to a level of detail suitable to the client’s DiSC profile.]
15.PRODUCT choice…
[When you come to the various coaching programs on page 3 of the coaching program agreement, read through them slowly and allow the client to choose.]
Which of these programs seems like the right fit for you?
[Be sure to explain that the ILWE/1PSP session is ALSO done in the first month for an additional investment amount. Also, if there’s a team, the Team Day will be held in the second month for an additional investment. But weekly coaching sessions to begin implementing the RIS begin RIGHT AWAY! If the client has any concern with their ability to afford the program, it will come up right here…]
16.PROFIT EQUATION demo…
Well [name], as I’m only interested in coaching you if we can both be sure that there’s enough profit potential in this business to more than pay for your investment in coaching. So, let’s do a quick financial model to see if it makes sense to both of us to work together. If it does, we’ll get you started on a coaching program right away. Does that seem reasonable to you?
[Do the Profit Equation to “find your fee.” At the end, ask THEM to use THEIR calculator to do the math on the “Future” column. When the final number goes in the box, say NOTHING. Let them make the next statement. Usually, it will be something like, “so what do we do next?”]