5.1.2 - 5-Move Discovery Call Framework | Coach as Operator

Coaches get told to 'be curious' and 'don't pitch too early.' That's advice, not a framework. It doesn't tell you what to do at minute eight or minute twenty-two, what the specific failure mode looks like when you blend the explore and diagnose moves, or why so many discovery calls end with a prospect who leaves without making a decision. A sequence does.

Walks the five-move Discovery Call Framework — open, explore, diagnose, propose, contract — that forms the core of Module 5 in Coach as Operator. Each move is anchored to a named ICF Core Competency. The framework isn't theory: it's the Signature Artifact you'll calibrate and submit at the Module 12 capstone, and it's what separates a discovery call that earns CCE credit from one that doesn't.

In this lesson:
• OPEN (CC 5 — Maintains Presence): why the opening question is the most important of the call — and what 'full presence' requires in a sales moment
• EXPLORE (CC 6 — Listens Actively): fifteen to twenty minutes of real inquiry, not scripted questions — how to follow the thread
• DIAGNOSE (CC 7 — Evokes Awareness): how to name a hypothesis and check it — and why that check is often the most valuable thing a prospective client takes from the call
• PROPOSE (CC 3 — Establishes and Maintains Agreements): why the proposal is stated plainly and only after the diagnosis lands
• CONTRACT (CC 3): why 'they said yes' is not the same as a completed contract — and what CC 3 sub-competency 3 actually requires
• The failure mode for blending explore and diagnose — and why it shows up six weeks into an engagement
• The Discovery Call Framework worksheet: the Signature Artifact Part 2 you'll carry into Module 12

About the course
Running a Coaching Business is the second course in The Practitioner Series — async ICF Continuing Coach Education specializations for credentialed coaches. 14 modules, 86 videos, fully self-paced. Same course, three honest starting points: pre-revenue, early-revenue, or plateaued.

Framework: Coach as Operator — the identity shift from a coach who happens to have a business to an operator who runs a coaching practice.

ICF CCE eligible: 40 hours (Core Competency + Resource Development, includes 3 mandatory ethics hours)

Full course (Tandem Coaching Academy): https://community.tandemcoaching.academy/invitation?code=8FBF45
More from Tandem: https://tandemcoach.co
Coaching industry data: https://tandemcoach.co/coaching-industry-statistics/

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Видео 5.1.2 - 5-Move Discovery Call Framework | Coach as Operator канала Tandem Coaching