Networking

The business challenge is networking. Coach Dubs opens with how he built his first coaching practice in Portland, Oregon, after cashing out his 401(k) and moving his family north, and how early-morning BNI meetings taught him what networking actually was. Then he brings in a surprise guest: Dr. Ivan Misner, founder of BNI.

Ivan gives the coaches three ideas they keep coming back to all episode:

1. The networking disconnect

   He asked a room of 900 people how many came to sell. Every hand went up. When he asked how many came to buy, no one raised a hand.

2. Eight hours a week

   In a study of 12,000 networkers, Ivan's team found a direct link between time spent networking and business generated. The average was 6.31 hours a week. The sweet spot was about eight.

3. Work in your flame, not your wax

   Spend your time on the work that energizes you, and hire out the work that drains you.

The teams then start a four-week referral competition. Each coach sends real referrals to teammates based on the Ideal Client Profiles they built in Episode 1. The team with the most points after four weeks wins the business round.

In the coaching round, Hayden watches for transformation questions over information questions. The standard for the week is to coach the person, not the problem.