Jumpstart 12 Role-Play & Assessment Coaching

Call Date

Jul 11, 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 “chiropractic clinic” client, covering discovery, financials, marketing, and market dominating position. The group provided live feedback on clarifying confusing questions (like hot buttons), handling valuation, and balancing detail with pace. The session closed with best practices for keeping assessments concise, building trust, 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).

  • Offers strategies for keeping assessment calls on track and within time limits.

  • 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 (00:21) – Welcoming new coaches, sharing good news, and encouraging engagement.
  2. Role-Play Setup & Discovery (08:46, 13:58) – Coach gathers business background, goals, and challenges from the “chiropractic clinic” owner.
  3. Financials & Marketing Questions (18:05, 23:52) – Exploring revenue, margins, growth, and marketing systems.
  4. Clarifying Market Dominating Position & Hot Buttons (28:08, 34:37) – Live examples and feedback on how to explain and rephrase these key questions.
  5. Handling Valuation & Systems (18:44, 47:31) – When to cover valuation, and how to use it for awareness without derailing the call.
  6. Pacing, Control & Improv Techniques (46:01, 56:05) – Tips for keeping sessions concise, using silence, and maintaining control without being disrespectful.
  7. Avoiding Early Fulfillment (55:19) – Why you should avoid coaching or solving problems during the assessment phase.
  8. Q&A: Handling Long-Winded Clients (1:00:26) – Strategies for politely keeping business owners focused and on track.

Key Takeaways:

  • Clarify confusing questions with concrete examples and client language.
  • Use pacing, silence, and clear expectations to keep assessments concise.
  • Avoid coaching or fulfillment during the assessment—focus on diagnosis and trust-building.
  • Improv and repetition help you handle any situation with business owners.
  • Use valuation questions for awareness, not as a distraction from the main goal.

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.”
  • “This is not a free training session for them. Your goal is to get them to a point where they say yes, I want to work with you further.”

Action Steps from the Call

  1. Practice the Jumpstart 12 assessment and clarify market dominating position and hot button questions (28:08, 34:37).
  2. Set clear expectations at the start of assessment calls to maintain pace and control (46:01).
  3. Use silence and concise questions to keep clients focused and avoid long tangents (56:05, 1:00:26).
  4. Reference the January 15, 2025 ATE call for techniques on maintaining control during assessments (57:04).
  5. Use valuation questions for awareness, not as a distraction from the main goal (47:31).

Resources & Tools Mentioned:

  • Jumpstart 12 Assessment: Core discovery and diagnostic tool for business coaching.
  • Role-Play Calls: Regular master

Call Date: July 11, 2025

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