Tag-Team Role Plays: Mastering the Jumpstart 12

Key Points:

1. Jumpstart 12 Focus Shift (03:16) – Why the team is prioritizing mastery of the Jumpstart 12 over the Jumpstart 40 for new coaches.
2. Celebrating Wins (04:53) – Coaches share recent successes, including new client meetings and JV opportunities.
3. Case Study Setup (13:03) – Introduction of the landscaping business scenario for the role-play.
4. Financials Deep Dive (15:00) – Walking through revenue, gross/net profit, and industry benchmarks.
5. Cost-Cutting Strategies (19:46) – Identifying inefficiencies, staff retention, and operational improvements.
6. Industry Benchmarking Caution (23:59) – Discussion on interpreting gross profit margins and cost-saving assumptions.
7. Tag-Team Coaching in Action (26:27) – Coaches swap roles mid-assessment, modeling collaborative delivery.
8. Pricing & Value Conversation (33:49) – Exploring price increases, bundling, and communicating value to clients.
9. Market Dominating Position (46:57) – Guiding the client to articulate their unique value and hot buttons.
10. ROI & Fee Structuring (53:56) – Demonstrating how to present coaching fees in relation to projected profit impact.
11. Objection Handling & Flexibility (58:01) – Strategies for addressing cashflow concerns and adapting payment terms.
12. Debrief & Feedback on Tag-Team Format (1:04:47) – Coaches reflect on the benefits and challenges of collaborative role-play.

Key Takeaways:

• Master the Jumpstart 12 before advancing to more complex assessments.
• Use industry benchmarks carefully—always validate with client specifics.
• Tag-team coaching builds confidence and exposes coaches to multiple styles.
• Present ROI clearly when discussing fees to anchor value.
• Address objections by asking clarifying questions and offering flexible terms.

Notable Quotes:

• “You master the Jumpstart 12. Once you gain that, you can get into playing with the Jumpstart 40.”
• “The name of the game is make more profit. It’s not, not lose any customers.”
• “If seven, a multiplier of seven on every dollar you invest with me is not what motivates you, what would?”

Action Steps from the Call

1. Practice running a Jumpstart 12 assessment using the landscaping case study format.
2. Prepare a list of industry benchmarks for your target clients, but always verify with their actuals.
3. Use the ROI calculator in PAS to anchor your fee discussions.
4. Role-play objection handling with a peer, focusing on cashflow and payment structure scenarios.
5. Try a tag-team coaching session to build flexibility and peer learning.

Resources & Tools Mentioned:

• Profit Acceleration Software (PAS): Used for assessment, ROI calculation, and scenario planning.
• Jumpstart 12 Assessment: Core tool for initial client diagnostics and strategy.
• Conversion Equation Evaluator: For assessing marketing effectiveness.
• Industry Benchmark Data: Used for validating client financials and setting targets.
• SOPs (Standard Operating Procedures): Discussed as a solution for operational efficiency (introduced in Jumpstart 40).

Call Date: June 13, 2025