Activity Coaching Conversations

In this episode we talk about what happens after a sale is made. There’s plenty that happens in this final step of the sales cycle that contributes to building a strong client base and keeping business on the books. Today Sabine and Heather talk about follow-up as a critical business strategy to build credibility, trust, future sales, and a client base that no competitor can poach from.  In t...

In this episode, we discuss an important topic for all which is mental wellness. Mental health has been a taboo subject for such a long time but we see that the world is starting to open up and talk more about this important subject. Sabine and Heather talk about how essential it is to understand mental wellness for your benefit and the people you coach. Most of the time, we ignore the warning sig...

In today’s episode, Heather and Sabine focus on the first 75 days of an FR’s career. They discuss Granums expectations for the first 25, 50, and 75 days and how to determine whether or not this career path is the best fit. They also talk about the importance of promoting and preparing for these critical meetings. For each meeting they explain what the meeting should entail, who should attend, and...

In this episode we talk about the psychology of prospecting. Prospecting is a vital process woven throughout the sales cycle steps. It is also one of the most difficult for your reps to master. Sabine and Heather will give you an in-depth understanding of the psychology of prospecting and talk about the mindset your reps need when prospecting. In the Say That Again segment, they role-play a conver...

Today’s episode focuses on the importance of coaching to the individual, and understanding that women have unique perspectives and needs. Heather and Sabine speak with Hannah Kirby and Kristin Herman, both advisors at Northwestern Mutual, about their experiences as women in this industry and their coaching experiences.  They talk about what they love about being a woman in this business, the...

In this episode, Heather Price and Sabine Robinson talk about the psychology and objectives of each step of the sales cycle. It’s important to conduct each step but it is also essential to maximize the effort and the skill with each step. They both dive deep into each of these steps and give us the important facts we need to know in order to have a successful sales cycle. Understanding the psychol...

In this episode, Heather Price and Sabine Robinson introduce us to Meghan Hart, the Director of Training and Development at the Miller office in Pittsburgh. They dive deep into the importance of a solid DYM plan. Having enough quality names and a solid approach to reaching out to these individuals is one key to a successful start in the business. In the Say That Again Segment, they role-play...

In this episode, Heather Price and Sabine Robinson talk about how to keep successful Reps engaged and coach them to an even bigger and better future. It is important to remember that even when an FR is really successful, there are still going to be bumps and pitfalls, and sometimes these are the FRs who can be the most challenging. According to Sabina’s experience, they tend to be more independent...

Heather and Sabine introduce us to Sarah Koenig who is a performance expert with more than 20 years of experience in building systems and execution that drive performance growth. She is the founder of Optimize Advisory where she serves as a remote fractional COO and a positive intelligence coach.  In the first part of the episode, Sarah gives us information about what positive intelligence is...

In this episode, Heather Price and Sabine Robinson talk about the Success Cycle and the specific steps that occur whenever someone tackles a difficult goal. Step by step, they show us what this cycle looks like and what you, as an activity coach, have to do to help your FRs reach that goal.  In the Say That Again segment, they role-play each of the success cycle steps.   Episode hig...

There are times when coaching will give you positive energy, and there are times when it can be a major energy drain as well. How you manage the mental and emotional side of being a coach can make all the difference for you and those that you are coaching.   In this episode, Heather Price and Sabine Robinson welcome Kylie McKinney. Kylie completed her Master’s degree in Sport and Perform...

Heather and Sabine have used the last nine episodes to share some of their best coaching strategies. To celebrate their tenth episode, they invited two guest speakers, a former Northwestern Mutual representative, and a current Northwestern Mutual representative to share their perspective on the career.   In the first part of the episode, Heather introduces Sean Tomko, a current Northwest...

In this episode, Heather Price and Sabine Robinson talk about building trust and how to build a coaching philosophy. Sabine talks about how we can attempt to make trust more concrete and defines some of the specific elements that make for a trusting relationship. She also takes us through some of the best practices for building a coaching philosophy. In the Say that Again segment, they role-play a...

In this episode, Heather and Sabine talk about why posting and planning are important and how to get your FRs to post and plan daily. In any successful business, you have to track your performance. Posting allows you to measure your performance to your goals, and planning allows you to manage your business effectively and efficiently. According to Heather and Sabine, you never know the truth of yo...

We all come up with rationalizations for the things we did not do because those things were difficult or painful. The list of excuses is long. The key is to address them early and effectively. In this episode, Heather and Sabine cover three of those universal excuses and show us how to handle them tactically and philosophically. In the Say That Again segment, they role-play a part of an activity c...

In this episode, Heather and Sabine focus on joint work. Joint work is a crucial component of a new Rep’s development. It should be tracked and addressed regularly in activity coaching each time you meet reviewing how many of their appointments were joint work, and who it was conducted with. Heather and Sabine share some of the best practices and nuances around it. And in the Say That Again segmen...

In this episode, Heather and Sabine are talking about the power of activity analysis and applying the Granum ratios to the real world. What are the ratios? And how can you apply them in the way to inspire FRs to make small changes in activity that lead to disproportionately larger changes in productivity? Heather and Sabine talk through six key benchmark ratios and give you some examples of how to...

The activity coaching meeting is one of the most important meetings that a new Rep is going to attend in the first six months. It is a 10–15-minute meeting that occurs 2-4 times a week and helps Reps keep score, stay on track, celebrate their victories, meet commitments and goals, and much more. In the first part of this episode, Heather and Sabine are talking about the purpose of the activity coa...

In this episode, Heather and Sabine discuss effective expectations and minimums. It is a comprehensive topic with many facets. Today they give you a few thoughts to consider and some usable language that you can implement into your coaching conversations right away. Heather dives in with thoughts of expectations, and Sabine follows with her thoughts on minimums. The Say That Again segment is...

The art of asking questions is at the top of the list of necessary and impactful coaching skills. On a scale of 1-10 how good are you at asking questions? What is behind your rating? And what is so important about asking questions? Our hosts, Heather and Sabine, lead us through this episode asking some good questions, explaining why it is important to ask questions, and showing us the better way t...

On this very first episode, your hosts Heather Price and Sabine Robinson talk about the foundational piece of activity coaching: deciding who to select as the ideal activity coach, and the important roles that the activity coach plays. It can be difficult to find and train the right person for that role. Heather starts with considerations on who should take on these responsibilities, and Sabine di...

Hey everyone, welcome to activity coaching conversations with Heather and Sabine, where we discuss coaching strategies for the overachievers, the slow starters and everyone in between. We're going to share everything we know about instilling early success habits, the science behind activity, and how to build a values-based FR centered coaching philosophy. Activity Coaching Conversations is all abo...