Jumpstart 40 Role-Play: Real-World Assessment Mastery

Call Date

Jun 6, 2025

Primary Topics

Client Retention, PAS

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Call Description

In this interactive masterclass, coaches practiced the Jumpstart 40 assessment using a landscaping business case study. The call emphasized moving beyond the Jumpstart 12, selecting strategies based on client problems, and leveraging PAS tools for operational and marketing improvements. The session included live feedback, best practices for conservative projections, and techniques for handling pushback. Coaches also discussed the value of joint ventures, upselling, and the importance of practicing assessments in a supportive, peer-driven environment.

Why this call matters

  • Demonstrates how to run a Jumpstart 40 assessment from introduction to strategy selection.

  • Shows how to align strategies with real client challenges for maximum impact.

  • Provides actionable techniques for handling objections and estimating conservatively.

  • Models peer feedback and collaborative learning for skill development.

  • Highlights the importance of practicing in a safe environment before working with clients.

Key Points:

  1. Jumpstart 40 Overview (01:10) – Introduction to the Jumpstart 40 and why coaches should progress beyond the Jumpstart 12.
  2. MDP & Compelling Offer Examples (04:15) – Real-world examples of market dominating positions and compelling offers in the trades.
  3. Peer Wins & Networking (11:09) – Coaches share recent successes, including JV introductions and chamber networking.
  4. Role-Play Setup (20:12) – Assigning roles and preparing for the landscaping business assessment.
  5. Assessment Flow (25:30) – Using PAS to gather financials, discuss business goals, and identify key challenges.
  6. Strategy Selection (32:05) – Choosing strategies based on client problems: MDP, upsell/cross-sell, and joint ventures.
  7. Handling Pushback (43:58) – Techniques for responding to client skepticism and using conservative estimates.
  8. Profit Impact Review (45:13) – Reviewing the projected profit impact and discussing incremental, compounding growth.
  9. Peer Feedback & Best Practices (48:20) – Advisors provide feedback on role-play performance and technique.
  10. Practice & Perfect (56:20) – Encouragement to practice assessments with peers and focus on perfect practice.

Key Takeaways:

  • Select strategies based on client-specific problems—not just default to the usual suspects.
  • Use conservative estimates and always tie projections to real dollar impacts.
  • Respond to objections with clarifying questions to keep clients engaged and involved.
  • Practice assessments regularly with peers to build confidence and avoid bad habits.
  • Leverage PAS tools for both operational and marketing improvements.

Notable Quotes:

  • “If you could create a market dominating position that addresses both the problems of your clients and the results you provide, what percentage do you think that would change out to be?”
  • “Perfect practice makes perfect. You got to be practicing right.”
  • “Always look for the impact. If they say 20%, you put in the 20% and you look at the dollar figure.”

Action Steps from the Call

  1. Practice a Jumpstart 40 assessment using a real or sample client scenario.
  2. Prepare intake forms to gather client challenges and goals before assessments.
  3. Use clarifying questions when clients push back on projections or strategies.
  4. Review the 12 core strategies in the PAS Academy to deepen your expertise.
  5. Pair up with another coach for weekly role-play and feedback sessions.

Resources & Tools Mentioned:

  • Profit Acceleration Software (PAS): Used for the Jumpstart 40 assessment and scenario planning.
  • Jumpstart 40 Assessment: Advanced tool for identifying and sequencing strategies.
  • PAS Academy Training Videos: For mastering the 12 core strategies and sharing with clients.
  • Exit Planning Institute: Mentioned as a resource for exit planning partnerships.
  • Intake Forms: Recommended for pre-assessment client data collection.

Call Date: June 6, 2025

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