PREPARATION - PART 2
Coach Certification
Welcome to FocalPoint Preparation - Part 2! Mindset is a critical component to success. Preparation - Part 2 introduces important concepts to impact thinking, perspective and attitude.
Welcome!
Pre-Work Checklist: Practice Point
Introduction to Day 1
Day 1 Manual
Reading: Module 1 - 3: Identify Your Starting Point
Application Exercises: Module 1-3: Identify Your Starting Point
Power Principles Exercise
Power Principle: Victor Victim
Power Principle: 3 Eyes of the Business Owner
Power Principle: Gleicher's Formula
Power Principle: Carnegie Triangle
Power Principle: The Law of Self Control
Power Principle: Life Cycle of a Business
Power Principle: Way to Wealth
Power Principle: The Stack
Power Principle: SMART Goals
Reading: Module 1-11: The 10 Goal Method
Application Exercises: Module 1-11: The 10 Goal Method
Power Principle: 3 Types of Buyers
Goals For The Day
Attend Day 1 of Certification
Day 1 of Certification: Slides
Reminder - Have you watched the DISC video yet?
Introduction to Day 2
Day 2 Manual
Day 2: Prospecting Video
Discovery Conversation Outline & Scorecard
Discovery Conversation Demo
Preparing for a 20 Minute Coaching Call (20MCC)
20MCC Script, Additional Questions, Practice Sheet, Scorecard
20 Minute Coaching Call (20MCC) Demo
Roleplay - Walsh & Sons HVAC
Goals For The Day
Attend Day 2 of Certification
Day 2 of Certification: Slides
Reminder: Have you watched the Hotel Analogy video?
Introduction to Day 3
Day 3 Manual
DISC Behavior Styles
Day 3 Sales Video
Guide to Uncover Emotional Triggers in Sales Conversations
Reading: Module 3-10: Superstar Selling Part 3 - Closing
Application Exercises: Module 3-10: Superstar Selling Part 3 - Closing
SBR Scripts & Scorecard
Preparing for an SBR - Demo
SBR Demo Video
SBR Questionnaires
The 6 Objections
Goals For The Day
Attend Day 3 of Certification
Day 3 of Certification: Slides
Client Onboarding Flow Chart
Client Program Selection Sheet & Compliance Agreement