1. What Business Coaching
Can Do For You
Ben Pumphrey
805-480-0586

2. Brian Tracy Chairman CEO: Brian Tracy International
•One of the world’s foremost authorities on
organizational, personal and professional
development.
•World renowned trainer of individuals and
organizations
•Consultant for more than 1,000 companies
•Globally recognized speaker addressing more
than 5 million business people (250 K annually)
in 67 countries
• Top selling author of 60 books
•Author and producer of over 300 best selling
audio and video programs

3. Ben Pumphrey
• Certified FocalPoint Intl. Executive
Business Coach, Workshop Leader &
Seminar Trainer
• Variety of Program to Propel
Business Owners, Entrepreneurs,
Not For Profits, Executives (and their
teams) to Maximize Success
• Provide Accountability and Discipline
leading to Clarity, Sales,
Effectiveness, Growth & Leadership
• Improves Performance through
Effective Communication
• 35 Years as Corporate Executive in
Multiple Enterprises
• Cancer Survivor

4. What The Experts Are Saying:
• “I couldn’t have said it better myself.”
Lee Iacocca
CEO of Chrysler Corp
• "Brian Tracy is a master at teaching you how to
convert his sales knowledge into your sales
success."
Jeffrey Gitomer
Author of The Little Red Book of Selling
• “His teachings will unlock your hidden powers to
succeed."
Ken Blanchard
Author of The One Minute Manager

5. What The Experts Are Saying:
CFO Magazine
• People in virtually all walks of life, from sports to the performing arts to
education, now have private coaches to guide them toward their full
potential. Lately CFOs have joined the party as they, or their companies,
realize that a demanding and multi-faceted job often requires some
external guidance
• There was a time when coaching was positioned as a last-ditch effort to
prop up a failing manager, but these days executive coaches are usually
called in to help talented executives reach for the next rung on the
corporate ladder. "Executive coaching is widely accepted. Everybody
either has a coach or wants a coach," said Suzanne Bates, president of
Bates Communications

6. What Business Coaching Is:

7. What Business Coaching Does
For YOU:
It helps you:
Become a more effective leader
Transform your customer loyalty
Improve your productivity
Increase your business’ market share
Learn to balance your work and personal life
Plan and build-in your financial security and exit strategy

8. What Business Coaching Does for
Your Business:
Time Team Money
Uncertainty
Frustration
Stresses
Exit Strategy

9. • Flexible
• Structured
• Tailored
• Proven & Time Tested
Your FocalPoint Program:
Gain Power Through Clarity
Increase your
Effectiveness
Grow Your Business
Become a
Leader
Become a
Superstar
Salesperson

10. Your Focal Point Program:
Module 1: Gaining Power through Clarity
To establish a foundation, a business owner must clarify where the business is
today and where it’s going! Among other things:
•Know Thy Self (Executive’s Personality Style and Motivators)
•Know Thy Business
• Financial Analysis
• KRA’s & KPI’s
•The Customer and the Competition Definition
•Goals, Actions and Critical Constraints that Need to be Identified
•Benchmarks for Measuring Progress
•Establishment of the Unique Selling Propositions
•Completion of a Comprehensive Strategic Plan
•Tap into the Powers of the Sub-Conscious and Super-Conscious Mind

11. Your Focal Point Program:
Module 2: Increase Your Effectiveness
To optimize business effectiveness, Module 2 provides methods to assist the
business owner increase productivity by following 11 key steps:
•Leverage Strengths, Abilities and Resources
•Focus Time
•Delegation
•GOSPA Methodology
•Following 10 Power Principles
•Adjusting Personality Style
•Position the Business to Borrow Before Needing To
•Simplify by Consolidating Complex Processes
•Maximizing Resources

12. Your Focal Point Program:
Module 3: Grow Your Business
In Module 3, Brian Tracy’s proven background in sales and marketing helps
business owners of all types learn:
•The Way to Wealth – Effective Ways to Increase Revenues & Profitability
• Lead Generation – 72 Strategies
• Conversion Rate – 34 Strategies
• Average $$ Per Sale – 69 Strategies
• COGS – 81 Strategies
• Operating Expenses – 74 Strategies
•Turbo-Charge the Marketing Plan
•Build Fierce Brand Loyalty
•Reduce Selling Costs
•Shorten the Sales Cycle
•Optimize Pricing
•Reposition Products and Services

13. Your Focal Point Program:
Module 4: Become a Superstar Salesperson
Mastering the sales process is critical to a successful business. Module 4
focuses on the components which lead to closing more sales.
•Clearly Define Your Ideal Prospect
•Expand Prospect Sources
•Applying Sales Strategies and Tactics to Establish Rapport
•Identify your Prospects Problem and Present the Solution
•Learn How to Ask Good Questions
•Learn How to Identify Buying Signals
•Overcome Objections and Obstacles to Close Sales Nearly Every Time.

14. Your Focal Point Program:
Module 5: Become a Leader
Finally, all great businesses need leadership. Business owners learn to lead
effectively by:
•Taking Full Responsibility
•Articulating and Communicating Vision, Mission, Strategic Values and Purpose
•Establish and Implement Clear Organization Strategies and Tactics
•Identify and Manage Stress
•Blend Strategy with Reality
•Align People with Goals
•Execute a Never Ceasing Inner

15. Key Power Principals:
1. Time Team Money Exit
2. Victor Victim
3. 3 Eyes of the Business Owner
4. Diamond Mapping
5. SMART Goals
6. 10 Goal Method
7. Pareto’s Principle
8. Urgent vs. Important
9. 1% Rule
10.NICE
11.Gleicher’s Formula
12.Way to Wealth Formula (4 slides)
13.Be, Do, Have
14. 4 Steps to Learning
15. Three Types of Buyers
16. Sigmoid Curve
17. The Stack
18. Law of Self control
19. Theory of Constraints

16. Give Yourself the FocalPoint
Advantage:
• Accountability
• Partnership
• Perspective
YOU get RESULTS!