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Successful Coachs Discovery Call Checklist

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23 views2 pages

Successful Coachs Discovery Call Checklist

Uploaded by

unitylifecoach
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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THE SUCCESSFUL COACH’S

Discovery Call CHECKLIST


0 Before the Discovery Call
Review your discovery call checklist, refresh your memory on any information you have about the potential client you’re
meeting with, and have questions prepared to guide them through the call.

1 Pre-Qualify Your Client

Initial Connection: Compliment the client for showing up, being on time, and completing any intake forms you sent

Session Overview: Explain the session's focus – their longing/discontent, their goals & ideal results, and a
professional assessment of the best path to achieving the results they desire.

Promise: Clarify that the call's outcome will be to determine fit and provide guidance for next steps

2 The Pain / Pleasure Principle

Uncovering Pain: Deeply explore the client's main area of struggle, its duration, and impact on their life.

Highlight Discontent: Use the client's words to echo the things in their life they are unhappy with.

Teaching Point: Briefly educate on missing links or possible solutions to their issues. Avoid helping them solve their
problem on the call, as this could distract them from their need for greater support.

Vision Discovery: Encourage clients to describe what they would love instead, using detailed, future-oriented
language. Lead them to more and more detail with open-ended questions to help them connect to the vision.

3 Reveal the Gap

Identify the Gap: Highlight the discrepancy between the client's current state and their vision. Explore what the client
has already tried in the past to bridge this gap.

Visualization: Use metaphors like bridges or timelines to illustrate the space between where they are and where they
want to be. Help them feel the tension between their current state and their realized potential, while emphasizing that
their dreams are possible with the right resources and support.

©Brave Thinking® Institute • www.BraveThinkingInstitute.com • All rights reserved • Unauthorized duplication is prohibited by law.
4 Get the “Yes, I Need Help!”

Acknowledgment: Confirm the duration and real-life impact of the client's struggle. Demonstrate authentic empathy
and understanding while validating their experience.

Value of Help: Emphasize the benefits of identifying blind spots and seeking mentorship. Refer back to the things
they’ve already tried on their own that did not work.

Consent: Proceed only with enthusiastic consent from both parties. Decide whether or not this client is a good fit for
your services, and confirm with them that they are ready to get support to create the results they desire.

5 The Good Fit Revealed

Alignment Confirmation: Reiterate how your services align with the client's needs and vision. Focus on the results
they will experience, provide social proof, and emphasize how your services are a solution over the features of your
programs. Don’t tell them “what”, show them “why.”

Selectivity: Stress that you only work with clients who are truly a good fit, and visa-versa.

6 The Offer

Focus on Results: Emphasize the outcomes of working with you rather than just the process.

Pricing Strategy: Present the value of your solutions and offer pricing options.

Payment Options: Discuss accepted payment methods and available plans.

7 The Close

Enrollment: Explain next steps and how the client can get started once they enroll.

Client Concerns: Address any questions or concerns.

Post-Enrollment: Follow up in a timely manner for reassurance and provide pre-program activities.

©Brave Thinking® Institute • www.BraveThinkingInstitute.com • All rights reserved • Unauthorized duplication is prohibited by law.

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