In a world that demands constant evolution, how do you step outside your comfort zone

to discover your true potential? Heather and Sabine discuss their journey on this final

episode of the Activity Coaching Conversations podcast, revealing their next steps in an

evolving coaching landscape.

Ready to transform how you guide others and yourself? Tune in as Heather unveils her

next podcast venture, "Grow Where You're Planted," focused on the power of influence in every

facet of life.

Join Heather and Sabine as they bid farewell to this chapter, reflecting on their

journey and what's ahead.

Episode Highlights

01:19 - As many of us do, and something that is always a goal and a value of mine and Sabine's is we continue learning, and we keep growing. And we do that by stepping outside our comfort zones and trying new things. So after 70 episodes, we were talking about what's next, and each of us realized that we were ready to move on. And what was a surprise to us both was just the different directions that we wanted to go. I was thinking of going broader with the topic of coaching and our audience, and Sabine was thinking about getting out altogether.

02:19 - Obviously, we're still going to continue working together and doing our clinics. But the past three years of Activity Coaching Conversations has been such an amazing and unexpected journey. I know I have learned so much about myself and what our listeners appreciate, the value that they found. And most of all, it's just been fun. It's been a blast. So we are so grateful for the feedback that we have received from our listeners and can't thank you all enough for your continued listenership and your support over the last couple years.

02:53 - Three years and 70 episodes, I feel like we've covered so many topics, both tactical and philosophical. We've interviewed some great people, and we're leaving a great roadmap for coaches to follow as they build their skills.

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Heather Price Consulting

Are you ready to revolutionize your coaching approach? In this thought-provoking episode, Heather and Sabine dissect the art of effective coaching, contrasting it with its less inspiring counterpart. They emphasize the long-lasting impact a coach can have—from middle school memories to professional development.

Why do some coaches leave lasting positive impressions while others diminish passion and motivation? Join Heather and Sabine as they unravel the essential traits that distinguish a good coach from a bad one. Whether it’s the power of curiosity, consistent encouragement, or maintaining authenticity, they provide insights that could redefine your coaching philosophy.

Tune in to explore how a well-crafted coaching philosophy can elevate your practice, helping you inspire and lead your advisors to success.

Episode Highligts

04:18 - One of the other things that I think is a good coach is consistent. They show up the same way every time. And by that, I mean, they're not volatile. Like, you know what you're going to get.

06:16 - They're going to look to you as an example. And so, you need to be leading by example, which means a good coach needs to always be growing themselves and leading by example. So sharpening your skills, how you're showing up, what are you reading, what podcasts are you listening to, but always learning and growing yourself in that space.

13:17 - Think about these characteristics on both sides, reflect on your recent interactions with your advisors and ask yourself if you're coaching in a way that sometime in the future, when that advisor is asked about a coach who had a tremendous positive influence on them, they name you.

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Heather Price Consulting

Ever wonder what makes the difference between ultimate success and total collapse for advisors?

As a coach, your influence can be pivotal. In this episode of Activity Coaching Conversations, hosts Heather and Sabine explore the unpredictable tides of streaks and slumps, sharing strategies to guide your team through both highs and lows.

Addressing the core causes behind these phases and the impact of a coach’s belief, they discuss famous examples like Serena Williams to ground their insights in real-world scenarios. Are you ready to discover how to harness the power of performance curves to benefit your team?

Episode Highlights

04:13 - Nobody is consistently on an upward trajectory at all times, and rarely is anybody on a permanent downward spiral.

08:13 - Keeping them excited with smaller but consistent targets. Sometimes, you know, the goal is out so far or it's so big that they get disconnected from it. So making sure that you have some smaller, shorter term goals is helpful in preventing p gas.

15:51 - It's the thing they can control, and that's where the discipline of doing what needs to be done, whether you feel like it or not, is critical.

18:19 - When you're in a slump, it's helpful to step back for a moment and take the long view, right? To shift your perspective a little—looking in both directions: where you've been, how you got here, and where you're going. Because sometimes, when you're in the middle of something, it feels like it's only happening to you and that it’s never going to end. But you can gently remind yourself (or others) that nothing lasts forever—good or bad.

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Heather Price Consulting

In this episode of Activity Coaching Conversations, Heather and Sabine welcome a special guest, Scott Theodore, affectionately known as Theo. With a rich 36-year career at Northwestern Mutual, Theodore shares his profound insights on instilling success in both budding and established advisors.

Drawing from the early productivity experiment, Theo discusses the timeless impact of high expectations, the evolution of technology in coaching, and pivotal coaching strategies that have stood the test of time. Discover why he believes in "no shortcuts" and the power of building relationships.

Additionally, explore Theo’s thoughts on maintaining a strong culture, the significance of aligning values, and his unique take on adversity. Gain inspiration from Theo’s perspective on the transition to retirement and his plans for the future.

Episode Highlights:

06:46 - One of my coaches, Bob Teichart, in his book, Motivator, Teacher, Shrink, when he talks about there's three reasons people don't achieve their goals, to me, Sabina, those have never changed. You know? Yep. Either they don't want to, they don't know how to, or they're afraid to. And Bob breaks it down between drive, new learning, and self-defeating thinking. And wouldn't you know it, the area of mindset has twice the impact in his growth rate formula, so it's really drive plus new learning minus two times self defeating thinking.

15:16 - I think the first thing that all of the offices learned was the gift of high expectations. And again, it's a sign of belief in a system, a business model, and the people that are part of both on the advisor side of what they're capable of, on the team side of what we can execute.

32:50 - I'm grateful for all the experiences, good, bad, and ugly along the way. As I said, don't remove the adversity. Probably the only original Theoism that I can share with you is the difference between those who make it and those that don't.

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Heather Price Consulting

Want to increase your productivity results? Start by hiring the right recruiter!! Successful development and high productivity start in the selection process. In this episode, Heather and Sabine talk to Maggie McIntyre about selecting standout candidates.

Explore the importance of using scorecards to evaluate candidates and discover why understanding the real-life performance of potential hires can lead to stronger productivity. Maggie shares insights on an effective selective process and highlights recruiter traits like adaptability and industry knowledge.

Additionally, hear about setting meaningful recruitment referral goals, conducting annual team assessments, and learning from competitors’ successes. This episode offers actionable strategies to improve your recruiting operations and ensure retention, setting you up for a successful year ahead.

Episode Highlights:

13:33 - I think a big mistake that I see a lot of people make is, they ask very, I want to call them, phone screening questions.

19:46 - I think that's where the communication between recruiters and leaders is essential. That recruiters really understand what it takes for someone to get off to a fast start?

25:33 - It's earned independence and one of the things that I would do is in the offer meeting when we go over, "Hey, Heather, we'd love for you to join our organization. You know, here's why we think we may be a great fit." But part 2, I want them to understand if this is the right fit, let me go over my expectations, and I would have a 10-page document at everything from meetings that are expected weekly, monthly; activity that is expected daily, weekly, monthly; minimums that are expected monthly, quarterly, annually.

Contact

Heather Price Consulting

For more information on support and training for recruiting teams - Maggie.mcintyre@nm.com

Heather and Sabine are here to unpack a game-changing element in coaching—personal responsibility. This episode is about how taking ownership of one’s actions can revolutionize your life and your coaching practice.

They dissect the pillars of personal responsibility and their broad impacts on various aspects of life and coaching. The duo emphasizes the importance of admitting mistakes, taking actionable steps, and fostering an internal locus of control. As they explore these elements, you'll find actionable insights to enhance your coaching strategy.

Are you ready to transform your coaching tactics by teaching your clients how to own their success and failures? Tune in to discover practical tips and strategies to build a responsible, results-oriented mindset.

Episode Highlights:

00:59 - Personal responsibility means that you publicly and privately own all your choices for better or worse, good and bad. It means you have the courage to acknowledge that you have a measure of control over the choices you make and the way you respond to any given situation.

07:29 - Being flexible, being willing to adapt your approach to navigate difficult situations. That requires some intuition. You're in the middle of something and you're taking a path, and you suddenly think, "Yeah, this is not getting me where I want to go. I need to switch gears here."

12:01 - It's about making sure your behaviors align with your values and your words even when, and especially, when no one is looking. It's really about being your true self at all times and worrying less about what other people are thinking.

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Heather Price Consulting

Heather and Sabine are joined by guests Jim LaPinska, Mark Pancratz, and Tyler Pavlis for an enriching discussion on developing a business owner mindset. The episode covers vital topics such as: Understanding Business Ownership, Vision and Purpose, Long-Term Commitment, Selective Listening, and Work-Life Balancing.

Listen in to gain insights on setting high standards, financial management, and the importance of personalized coaching. The guests share their experiences in coaching, recruitment, and achieving success in the financial industry.

Don't miss practical strategies to balance aggressiveness with patience, maintain flexibility, and set clear priorities for long-term success.

Episode Highlights:

06:46 - I think the first business owner mindset is to have vision. And I'll say that and people hear it, and then they'll go to try it, and it's hard. Like, it's not obvious. So pursuing a vision, creating a vision, which really dovetails into understanding your why and purpose, a lot of people have heard that in some form or fashion.

10:12 - Have different skill sets that are better or different than yours. I think why our business works well between Jim and Tyler and myself is because we are all different, and we trust each other with our own specific skills that are unique, that then rise the business to higher levels than if I was just trying to do it by myself. And so a lot of business owners have to humble themselves to build a team to create a more successful business that goes beyond just their own capabilities.

35:15 - It goes back to relying on each other's strengths, trusting each other. I don't have to worry whether this person is going to be a good candidate or not. But what we have done that's helped is in this era of recruiting, we've got to get people through the process faster, and we kind of got to make offers faster. And so we'll make an offer, but there are expectations that need to be met after that offer for it to continue.

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Heather Price Consulting

Tyler Pavlis

Tyler Pavlis, current Director of Operations at Northwestern Mutual – Knoxville.

Tyler was born in Knoxville, TN and today lives just 4 blocks from his birth house in a home that he bought from a childhood friend. He never went far from his community having grown up in Knoxville and staying in Knoxville, except for the few years he attended Tennessee Tech University. Graduating at the height of the financial crisis in 2008, he took a position at a staffing firm where he stayed for over 10 years.

Tyler grew up a big sports fan and participant playing basketball, football, baseball, boxing, and track. Knowing early in life that the Olympics nor professional sports were in his future, he wanted to find a way to be close to sports out of college. While working as a recruiter at the staffing firm, he initially served as a track coach for a middle school and a basketball coach for an inner city non-profit for about 4 years.

Wanting more out of the sports industry, he had the opportunity in 2012 to join a start up adult sports club business that eventually was renamed and co-founded by Tyler named Everplay Sport & Social Club. Serving as its Managing Director and starting in the Knoxville-area originally, Everplay grew to nearly 13,000 annual participants and almost 80 part and full-time employees across 8 states at its peak. Tyler sold this business, location by location, to multiple employees throughout the network between 2020 and 2022 after a 10-year run in the business. Through this business, he met a player named Jim LaPinska,...

Heather and Sabine complete their trilogy on vital FR skills with a discussion on creating a sense of urgency. Catch up on previous episodes to build a complete skill set that incorporates purposeful actions, professional demeanor, and timely follow-ups.

Heather and Sabine get real about the challenges reps face, from avoiding the “pushy” label to making sure clients stay on track during the underwriting process. They share insights on the power of setting clear deadlines, prioritizing tasks, and keeping your confidence strong to build lasting client relationships.

Get ready for practical tips that help both coaches and reps embrace urgency and move things forward effectively. Tune in now to refine your coaching techniques and enhance your client interactions!

Episode Highlights

01:16 - One of the behaviors that you might notice throughout the time that you're working with your reps is their reluctance to move people forward through the sales cycle from asking for the referral.

05:04 - The big difference between pushy and purposeful is belief. As an FR, if you truly believe in what you're doing and the value it provides, you're rarely going to feel pushy. The urgency is going to come a little more naturally because you believe in what you're doing and you believe in the value it brings.

10:24 - The four reasons why people don't buy: no need, no money, no hurry, no trust. Right? That hurry is that sense of urgency. You have to show them in the sales cycle that there is a need for it and that you need to act on it now. This issue or this challenge has been around a really long time because Al Granum addressed it so long ago. But the other of the four, I think is also no trust, as people aren't really going to have a sense of urgency if they don't trust you. So really focusing on that relationship and showing up yourself with urgency, intention, confidence, and professionalism.

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Heather Price Consulting