Jumpstart 12 Role-Play with Startup & Coaching Feedback

Call Date

Jun 27, 2025

Primary Topics

Client Retention, Sales + Closing

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Call Description

In this interactive masterclass, a new coach practiced the Jumpstart 12 assessment with a “nurse registry” startup client, covering discovery, financials, market dominating position, and marketing challenges. The group provided live feedback on clarifying confusing questions, handling valuation with limited data, and balancing empathy with control. The session closed with best practices for keeping assessments concise, handling startups, and using improv techniques to sharpen coaching skills, plus references to key training resources for maintaining control and flow.

Why this call matters

  • Provides hands-on practice for the Jumpstart 12 assessment in a supportive, real-world format.

  • Demonstrates how to clarify confusing questions (like market dominating position and hot buttons) with startups.

  • Offers strategies for handling limited financial data and keeping assessment calls on track.

  • Reinforces the importance of listening, adapting, and not slipping into fulfillment too early.

  • Shares practical tips for building trust, handling valuation, and setting up next steps.

Key Points:

  1. Onboarding & Participation Wins (00:14) – Welcoming new coaches, sharing good news, and encouraging engagement.
  2. Role-Play Setup & Discovery (22:11, 24:35) – Coach gathers business background, goals, and challenges from the “nurse registry” startup owner.
  3. Financials & Valuation with Limited Data (30:10, 34:33) – Exploring revenue, margins, and how to handle projections and startup expenses.
  4. Clarifying Market Dominating Position & Hot Buttons (36:36, 38:35) – Live examples and feedback on how to explain and rephrase these key questions for startups.
  5. Handling Marketing & Growth Challenges (41:39, 42:16) – Discussing marketing strategies and the impact of targeting the right client.
  6. Pacing, Control & Improv Techniques (46:41, 55:03) – Tips for keeping sessions concise, using silence, and maintaining control without being disrespectful.
  7. Avoiding Early Fulfillment (49:26, 55:19) – Why you should avoid coaching or solving problems during the assessment phase.
  8. Q&A: Handling Startups & Limited Data (55:03, 55:56) – Strategies for working with startups and gathering information ahead of time.

Key Takeaways:

  • Clarify confusing questions with concrete examples and client language, especially for startups.
  • Use pacing, silence, and clear expectations to keep assessments concise.
  • Avoid coaching or fulfillment during the assessment—focus on diagnosis and trust-building.
  • Gather as much information as possible ahead of time, especially with startups.
  • Improv and repetition help you handle any situation with business owners.

Notable Quotes:

  • “Ask the question and then be quiet. Let them roll it around in their head.”
  • “If you stay on the path that you’re taught, it may not make sense for every single business owner—listen and adapt.”
  • “You have to decide if you want to work that hard with startups—gather as much info as you can ahead of time.”

Action Steps from the Call

  1. Practice the Jumpstart 12 assessment and clarify market dominating position and hot button questions for startups (36:36, 38:35).
  2. Set clear expectations at the start of assessment calls to maintain pace and control (46:41).
  3. Use silence and concise questions to keep clients focused and avoid long tangents (55:03).
  4. Gather as much information as possible ahead of time, especially with new businesses (55:03).
  5. Reference the January 15, 2025 ATE call for techniques on maintaining control during assessments (58:34).
  1. Resources & Tools Mentioned:
  • Jumpstart 12 Assessment: Core discovery and diagnostic tool for business coaching.
  • Role-Play Calls: Regular masterclasses for practicing assessment and closing skills.
  • ATE Call Recordings (Jan 15, 2025): Training on maintaining pace and control during assessments.

Call Date: June 27, 2025

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