CoachBot Video Transcripts- 30

Release Call Recording - 1/25/23

What's going on everybody? 1, 2, 3. Dave, it's been a minute. How you doing, man?
What's up, Mike? How
Are you?
All
Good.
They're good.
Love it. There's the weather out there, dude. Just keeps snowing over here.
Now it's warm. I'm just robot to take my hoodie off now. It feels good for sure. Yeah. We tell Jillian she has hoodie jacket and it's still freezing here. Yeah, the girl from Connecticut, it's always cold in San Diego. I
Know. I thought Julian was from Connecticut or whatever, so this is pretty remarkable.
I thought so too, Dave, but that's why I love Dave. It's too cold. I'm the Brazilian one.
Yeah, right. She's got all the tropical blood.
Yeah. Yeah.
Let me test my little screen share here. Boom. Bam. That's the full view, huh? Want to do just the window? Boom. Dave, how does that look on your side? Solid. Cool, cool. All right guys, we'll get started in just a couple minutes. Let's see, we got to get a recording going. Dave, you get that? Let's see who's the host on this guy? It's already recording. Nice.
Cool.
What's up guys? Blake, how's things going man? Fantastic sir. How's everything your way? All good, man. You ready to reactivate some of those leads? I know you got plenty of them sitting and go high level. Quite a few. Alright, and Amy joined us. What's up Amy?
Hey, of course.
We'll give it another minute. What's up Brendan? Brendan, I see you coming through. I see live. Did I see your name coming through for that?
I'm your man
Up, Matt. All right, we're going to kick this thing off guys. Today we got the new reactivation play. Thanks for joining us. Just want to make sure first before we kick off here, am I good on audio and am I good on that video? Dave, how are we looking? All right, sweet. Okay, McKayla, we got a recording rocking. We got a recording going. Cool.
All right. My screen's getting crazy. All right guys, let's dig into this big release. Excited to get you guys going so you guys can get rocking, start stacking some cash. So welcome to the new reactivation play guys. My goal today is to show you how to reactivate old leads, right? No shows past members without using paid ads. With the result being you guys closed these old leads at an average ticket of $900 more with a done for you campaign and sales system. So for those of you guys who stayed at the end, we're going to actually go over what's coming soon, what's coming down the pike for gym launch and what's in the works here at Gym Launch and how the RD department will help you guys crush 2023. So hopefully you guys can all stay to the end. I'm going to move fast so that we can get to q and a and you guys can still get to that piece of the call, including the absolute biggest and most exciting project we worked on in years, which I'll give you guys a hint. Now you got to stay to the end. So before we hop into reactivation, Dave's got our most important event of the day, which is the Jim Lord's annual survey. So I'm going to pass it over to Dave, okay? And we're going to knock something out, which is the most important thing we do all year, which allows us to serve you guys at the highest level. Dave, you up. Awesome.
Cool. Thanks so much, Mike. Here is what we are going to do inside of the chat. I am putting in our annual survey. I just threw it in there. Well, this survey is, this survey gives us on our side the vital information that we need so we can figure out how we can serve and help you guys to the highest of our ability. What I want you guys to do is that Mike and I are going to kind of pause and we'll give you guys a few minutes to be able to go directly survey. You say, sorry, I got sidetracked by head, but the way this thing works is that we're going to give you guys a few minutes, go in, fill out stats to the best of your ability. I know that with some of this stuff is that you guys are going to look at it and say, I don't know that off my head, but you guys should have a pretty solid idea in regards to where you're at just by turning your weekly stats.
If you're not turning your weekly stats, then consider this to be a shameless plug for that. Alright? So take a few minutes, do me a favor and then go ahead and fill that stat out. McKayla, if you don't mind, if you can pepper that thing in there is that, click on the link in the chat. That way we can go ahead and get it knocked out. We'll give you guys a couple of minutes. We're going to wait in total and awkward silence while you guys do this for about five minutes. So that's my shameless plug. So let's get it done. That is what we need some music. My money's on Donny Yeager to be the first one. My money's on.
Shoulda have done the Jeopardy music.
Yeah, did you hear me, Mike? I said my money's, my money's on Donny Yeager to be the first one done.
Boom. Let's time it
Dave. Donnie Yeager has a bone to pick with you, by the way. We don't have to bring it up here, but
I hope it's a big one.
So I got a Christmas present from Dr. Squat from Donnie Yeager.
I thought that was what we sent you.
No.
Oh man.
Donny's like, dude, did you get it? I was like, bro, Dave took credit for
That. Yeah, Donnie, I completely apologize, dude. I thought that was what we sent Ryan from my side. I apologize. Donnie, can it be a joint gift from us? It's like going to a party with your homeboys.
Don't be trying, coming to steal my thunder, Dave. Come on now.
Listen, I wanted to be a part of it with you. You know what I'm saying? Cool. Hey, there's something else that I forgot to mention too. Unless you're Seger bomb and you hate money, you want to buy more squat racks. With that fun stuff being said, don't forget is that we have two more spots that are left for OI live that you'll get to come to our one day coaching event where you'll get to be with Kale ed, myself, Mike, and Maggie, where we sit down with you and we break down your entire business and your entire gym to be able to help you guys directly go through this.
I'm going to come, don't worry, I'll be
There. Say goodbye. Listen, I'm just trying to help you. Help you, bro. That's all I'm doing.
Hey, that's what I'm saying, man. I'll be, there'll figure it out.
Listen, if you could consider buying a squat rack, that means you can consider buying a plane ticket. So let's make It's never going to that down. Exactly. You know what I'm saying? If you can dodge a wrench, you can dodge a ball, bro. Cool. I think we have about two minutes left, two minutes left to be able to get these in. Yep. Very cool. We only actually have spots left on three, two, all three one is filled, so we got spots left on three two. I know, and I just told Seger that a similar story to that on Monday.
It was hilarious. He was like, floors don't make you angry at me. He was like, focus on money. I was like, oh man,
Seger, does that sound similar? Cool. Let's do this then. We got about a minute left.
Oh yeah, it sounds similar. I like out from time to time, man. It's important.
I love it. There's only so many times that you can get in the face before you how to, bro. Got about a minute left.
All you got the live updates coming in.
Yeah, it's about 10% of the people on. So let's just keep it rolling.
It's climbing.
Cool. Yep.
All right guys,
We're going to roll forward. We also have an email and a text going out with the link on that survey as well. So for anybody watching this recording, don't worry. You can check that email and get that submission that way. So a couple things guys, just to cover two things coming up on the gym launch calendar before we jump into the reactivation campaign release. Just like Dave said, we've got Inner Circle Live coming up. It's one full day with Ed, Dave, Maggie, k, and myself. We'll do a full breakdown of your business right there on the spot. We'll be able to tear down and rebuild a 1 million gym in one day. And we said, what do we got two spots left, Dave, two spots, one spot. Okay, and that's just on one day.
Somebody just signed up. Amy.
Oh, are we full?
No, she said we got one spot left. One more. There's still one more left. Alright, one spot left. Let's get it.
I know Beth came through overnight, I didn't know who the other was.
Love it. Love it. Cool. So we got one spot left. You guys want that one spot? Just talk to your coach for details. And then coming down the pike on May 4th, we've got a huge in-person industry event, gym Con 2023. We're going to have Arod, kale, Maggie, Alex, and Layla, her on stage. This is going to be a massive event right in Orlando, Florida, May 4th through the sixth so you guys can get those tickets if you have not already, get those tickets right before they sell out. Alright? Alright, cool guys. So let's jump into it. If it's cool with you, I'm going to move fast so you guys can get to launching this play, right? You guys make money when you get off the call, not here, right? So drop a one in the chat if you're running paid ads right now, I just want to be able to see the chat over here.
Drop a one in the chat, drop a one. Cool, cool, cool. Boom. It's mostly of you guys. Drop a two. If a bunch of those leads that you guys get never answered you or even worse they know showed you. Yep. Right? We've all been ghosted by all these leads before you see 'em stacking up in the go. High level pipelines, right? And last one, I promise. Drop a three if you'd like. A simple way to turn that list in. The high paying clients fast, love it. They're still coming in. Still coming in. Cool. So guys, after nine months of testing and many failed attempts, we did it. We finally now have a done for you reactivation system that predictably gets old leads coming back to you begging to be a part of your gym. The best part is you can run this anytime of year.
It's an evergreen reactivation play. So if you've never heard the term reactivation, really a reactivation is a strategic offer you send to your full list of leads. This is your opt-ins that didn't schedule. This is your no-shows. This is the lost sales, the former members that are just sitting right in your pipeline. And so if you're looking to make some extra cash this month outside of your current members, this is your lowest hanging fruit. You already own this traffic, which means no ad spends required to make more sales. It's simply just doing the boring work, reaching out to every single person on your list and seeing who's interested in your new offer. Right now for some of you it's no big deal. You have a small list, wouldn't be a ton of work. But for many of you guys, it's literally thousands of contacts, which could either take forever if you're going to do it manually or get you flagged for spam if you tried to blast everyone at once.
So if you've tried to do this before, there's issues that come along with that. So what's great is we figured out a three part system that makes all of this is simple to execute, high leverage play. So as owners, high leverage activities is literally your job. You really want to focus on what are the things that take relatively little resources to put in where you got high outputs on the back. So obviously we've all had the clean toilets before, it's just not necessarily the best use of your time. Sitting in a sales seat for that 30 minutes or half an hour is a better use of your time. It's a more high leverage activity. Let's go over the three part reactivation system of what we're going to cover today. So first I'm going to show you guys the new dual offer formula that doubled response rates over previous reactivation tests.
Second, we'll cover the new drip style automations allowing go high level to mine for gold for you, saving you hours of manual time and doing all the reach outs for you. Third, and finally, I'll unveil the new diamond sales framework that's been proven to have a $1,200 average ticket even if you've never charged as much before. Cool, let's dive in. So guys, to see the value in what we've produced here and really what this play can actually do for you, I think what we need to do is first just look at why reactivations fail in general. Okay? I'm known a gym for 16 years, definitely tried a bunch of different things and here at Gym Launch we've tried different things in the past as well. Overall, if you guys have ever tried this in general, usually it's because first off, you have a poor strategy, poor offer.
You do all this work to put everything out there and then no one pays attention, right? Second, it's a lack of organization. It's just hard to know who did I follow up with, who do I still need to follow up with? And in general, it's time intensive. It just takes a lot of time to do. Overall. Reactivations are usually high effort and people go with a low ticket offer like come on in for a free week or a free pass or something that in general, after it's all said and done, you're kind of left upset because you're like it really wasn't worth it. So the good thing is we've handled most all this for you except for the fact that inside of this beta, the number one reasons we saw people fail was simply the same reason we see people fail on legion, which is not replying to your leads.
So with this release and what we figured out here, we've solved just about everything, but at the end of the day, you still have to work your leads, right? So we're going to be able to go out and find those people that are really interested in maybe revisiting their health or wellness and fitness, but at the end of the day, if you guys don't reply 'em, reply to them, right? We can't help you. So I want to show you some specific examples of actually what happened with real gyms using this system and how one of the latest rounds of the beta played out. So we've got 10 gyms here, and on average you can see the average sales were 9.9 sales. So 10 brand new members as just a result of sending the text and email campaign. The front end cash was $8,223 and the average ticket was actually $912.
So we went back and looked through the stats. At first we thought it was just an eight hundreds, so we cleared $900 an average ticket using the system. And what's interesting is going through the conversations, you can see Jim four and Jim 10 with the lowest number of sales, many of their messages were unanswered for more than six hours, right? Some of 'em even into the next day. Whereas over here you can see Gym two, gym nine who had more sales, right? 14, 11 in general. Their messages were responded to the same day and most of them within one hour. So you can see the speed to lead that all of the coaches obviously hit on all the time with you guys. It still applies here. You get back to these people right away, you'll be able to make more cash, you'll be able to change more lives, get more people moving forward and out of pain.
So let's cover part one, the dual offer campaign. So as we went into testing this, first we looked back at what we've done in the past and our old approach to Reactivations was really one offer to join an upcoming challenge. Let everyone know, Hey, we have a new wrapper, whether it's a summer slim down or whatever it is, letting 'em know, Hey, on this date we're going to open it up. And what we would do is we would email, we'd follow up for seven days and on average across accounts, what we would see is about an eight to 12% reply rate. So we went to work in this new reactivation. We started to test mixing in texts and emails, and you can see as we went to work, you could see the different reply rates start to climb. We tested new offers trying to get their attention through something different than just, Hey, join a challenge.
We started to front load the messaging. When we started to play with where the messaging should actually live, how often should we hit them on day one, day two, day three, we realized that we can get a much higher reply rate if we really go hard on text. Right on the front. We realized that if we kept people, whether it's text or email, more than three or four days, you start to see higher unsubscribe rates. So what we did is we cut that down and we actually built a campaign that only reaches out for three days and you can see the reply rates climbing and our unsubscribe rates are actually extremely low, so we're getting the best of both worlds. We added in a cleanup offer, and this was really interesting. The final piece to this test was hitting people right at the end that never replied at all.
That totally ghosted the entire campaign and right at the end came in with a secondary offer that felt just a little bit different for anyone that ignored us to consider getting started in a different way. And you can see overwhelmingly the response was better. So on average our response rate was 21.5% on this reactivation, which is twice as much as we saw on our old approach. A couple things guys, important info on this. There is no ad spend required because it's not an ad play, right? It's text and email, but there are some costs involved in running this campaign. So if you guys know anything about the backend of go high level, you guys are probably using that to text and email. Twilio is kind of the brain behind the SMS and the texting. So there are some fees involved, and I like to be super upfront with this.
So the average gym saw 75 to $125 in additional SMS fees per week. So that means that the average gym saw 10 to one return right by running this play, 10 to one return on running the play only if they obviously worked through leads right? Now, quick disclaimer, internationally non-US SMS fees are much higher and what we did is we actually included a training just to monitor those as you go week to week just to make sure you guys are good. Cool. So let's get into the actual campaign. This is, I know what everyone wants to see, so this is how it works. Day one, what we do is we reach out with a new offer all. So we hit 'em with some texts and we compliment it with some emails. But I'm going to go through this so we're all clear. So it's like, Hey Lulu, this is Coach Lindsay from Grit Life, this one to send this to you.
Let me know if you're interested. It's this week only kind of thing if you have a fitness or weight loss goal and we wait to 30, 60 seconds after that, we hit 'em with a big offer that explains absolutely everything and it is through text, right? So it says, okay, so to celebrate one of our newest members losing 30 pounds in eight weeks on one of our three new programs, we're giving away 10 transformation passes and we go on to explain what a transformation pass is. This includes one free body fat muscle mass scan, a free one-on-one with yours truly to talk body goals, plus a quick walkthrough of our new jumpstart programs. Also a little $10 Starbucks gift card because hey, everyone deserves a treat. So if you've got a fitness weight loss goal and you want one of these passes, please reply why?
And I promise I'll take care of you today. It's pretty busy with this special, but I will get back to you. Okay, hope you're well, let's crush these next 90 days. Then we hit 'em with a third text, and I know it sounds aggressive, but this actually made it feel real where it was like you realized how long that text was, and so you kind of apologized, sorry for the long text, wanted to fit everything. Let me know and I'll set a pass and a gift card aside for you. This approach won over every test we did, both with the offer and the sheer volume of texting on the front, and you can see obviously we're getting people's attention. I do have a goal. I want to lose weight and get a little tone. We compliment with an email. Start seeing some of those people come in after that and then you can see how it brings dead leads back to life, right?
Thank you for the reminder. I'm just getting over a hard hit with Covid. I'm ready to get started. Boom, over here. Hey, yes, thanks. No problem. I'm interested and they just keep coming in right now on day two, it's going to follow up again for anybody that did not reply. So if they did reply, it's a stop on a response campaign. You guys can pick it up, boom, set the appointment on day two. It goes into conversational reminders. So we remind them of yesterday's offer, but then we move to more conversational asking 'em questions. Hey Leah, we had a lot of responses for our free transformation pass. I'm still scheduling everyone today what would be like a dream come true fitness goal if we could help make it happen for you, coach Destiny. PS, our new clients typically see 15 to 30 pounds of fat loss in the first 90 days.
Boom, we got 'em right? This was somebody that ignored message one on day one, day two, we got 'em, pick it up, set the appointment, and day three is the cleanup offer, right? Day three is the cleanup offer for anybody that's ignored you so far. We let 'em know that we're full. Hey, just want to let you know we're full. Our new transformation consults filled up. Since I'm still getting responses, I decided to let 20 people come in for a free fitness session to get a jumpstart next week. Let me know if you want in on that and then just a few hours later, we let 'em know we're filling up on this one as well, right? Well, we just booked 14 people for a free session next week. I've got six plots left. Wanted to give you one last chance to snag one of those.
Let me know what day is best for you to come in for a fitness session. We'll rock it out and then we go with that. Just little kind of funny thing, make it feel real like, oh, fat fingers, sorry, six spots left. All of these are editable just to kind of be your voice. We obviously go over that in all the training, but this framework works extremely well and then we got 'em right? So it's 72 hours text and email, boom. The entire winning campaign is going to be right there in the training for you guys. What's really cool is you guys can go right into after this call, right into your high level, click on automations campaigns, boom. It's going to be sitting right in your account for you. Cool.
So you might be sitting there like this, all sounds great, Mike, but I don't have time to reach out to everyone on my list. Or maybe you know how to do the automations and blast everybody, right? But you blasted it before you got flagged with spam or things failed before because when you have that many go out, there's some issues with the tech and the carriers block you. So let's cover part two automations. The second lever on why this actually crushes. So this is a drip campaign, so it's got some special rules around it that makes the whole thing so much simpler. It's like you put it on cruise control. Once it's set, you're good to go. So hitting everyone at once is a bad idea guys, right? A thousand people all at once could mean a hundred responses back, which is no good. You can get marked as spam, but really the biggest issue is like what if everyone replies a hundred replies at once?
You'd have a lot of loss with lead nurture and that wouldn't be a great strategy. So there's a better way. What we do is on this campaign, the simple tech video show you how to do it, what we're going to do is we're going to drip to only the first 100 people on your list per day. It allows you to play within the rules and not get flagged and also gives maximum attention on lead nurture for the best ROI. So I want you to imagine this. Maybe this helps understand how the automations work. Imagine each one of these lines is a contact on your list. Now imagine you had an assistant named Julie. Julie texted only the first 10 people on your list on Monday with an offer. Then on Tuesday, Julie texted the next group of 10 people with the offer while also following up with anyone that didn't respond on Monday, checking in and just creating a little scarcity, right?
Then on Wednesday, Julie reached out to the next 10 people with the offer while still following up with everyone from Monday and from Tuesday that didn't respond yet. It's obviously a lot to keep track of. That's exactly what this campaign does. Once the tech is set up, the campaign will work through your list day by day, moving through at whatever pace you tell it to. We recommend a hundred a day, but certainly you can adjust that. This means the campaign will last one week for every 500 contacts on your list. If you have a smaller list, you can do 50 a day to maximize the attention you give to nurturing each sleep.
So this means that a gym with 1000 contacts could run this and it would last two weeks, but a gym with 13,000 contacts could run it and it would last six months. We actually have a gym in the beta that had 13,000 contacts. It's still running. So the numbers that you guys saw in terms of averages and cash down, some of these gyms are still running. They're still stacking, right? Another reason, just like Ed said, never stop ads. Keep stacking those leads. Cool. Part three, the last piece of this, the diamond sale, the reason that we were able to make this, a key piece of making this a high leverage play is the fact that we went higher ticket on the sale. So the diamond sale is made up of four packages, also known as a menu close where first you present an extremely high price program.
This is your price anchor. This should create the gasp effect, right? The gasp is when you say the price and the prospect literally spits out their coffee and their jaw hits the floor. If you've never done this, it's the best. If you have, you know what I'm talking about, right? Remain calm. This is how you shatter the ceiling on what they thought they were coming in to talk about, taking them from thinking, walking into your gym, maybe thinking I'll try something here for a hundred bucks, 150 bucks. They may have an idea in their head about what you're about to sell 'em on to you pitching, say a $5,000, six month transformation package. Next, you slide that price anchor off the table and present too much more reasonable starting points when they come back down the earth from that price anchor, these prices in front of them look much more affordable.
They look more affordable, they look more affordable, even though they're still five to 10 times what maybe like they were originally thinking. So we proved that 9 99 is a solid, solid price point after using the diamond sale price anchor. This is how we sell high tickets to Cole Beats. Looks like this. This is where I came up with the diamond sale in my head just because when I see the packages, this is literally how I visualize it. So the first one's a premium price anchor, right? Whatever that package is going to look like, you guys can customize it going through the training to what feels right for you. After you go over that price anchor, boom, you slide that off the table, present option A, option B at the same time, right after that, only if we're going to lose the sale and only if you feel you need it.
You pull out a hidden step down offer, right? And again, you go through the training, you'll be able slide in what you think is right there. So what we want to do is on this sale, you want to avoid paralysis by analysis. The client will see a high ticket price anchor and you don't want to just keep adding options in front of them, right? We take that away, then we'll slide that off the table and then we'll present an AB option with the lowest option being a 9 99. 9 99. We will see much more affordable after seeing a price anchor of 5,000 and you're going to stay here for the remainder of the sale. I can't emphasize that enough. You don't want to move to the step down too quick. Cool. All right, so just to go over the exact packages and the exact price points that were proven in this beta. All right, I want to walk through this with you. So beta clients that use the diamond sale presented a six month VIP lifestyle program was $5,000. What was all included in that was fitness, nutrition, accountability, and any other bells and whistles that they felt they needed to add to make it worth the 5,000. This was group fitness pricing. This was proven on group fitness. On the AB side, we had a 16 week full body transformation at 1499 and an option B eight week jumpstart challenge.
The kickstart, the dropdown hidden dropdown offer was a earn it free kickstart, basically as close to your classic free six week challenge as possible. The kickstart was 28 days, and what's nice about that is after seeing 5,000 and 1500, this looks absolutely dirt cheap. So in the worst case scenario, you're basically getting challenge pricing on your step down. Cool. So there's important sales technique here, guys. Really, really key. This right here is where you're going to close most people your option A and your option B. Be sure to connect the people that are in front of you to the testimonials and the real stories that you guys have within your gym. What we did is we actually included a slide deck deck to go along with this sale, and what you can do is as you're talking about these packages, you can reference the people in the slide deck and tie them to each package so that as you're going through this, you can actually talk about how Julia started on the $5,000 VIP program, whereas Paige started on the 16 week program.
Now what's going to happen is in their mind they're thinking, wow, do I want to buy that result that Paige got? Do I want to buy that result that Julia got rather than just saying, how much money do I want to spend today? Right? So as you're going through the trainings, guys, just think through planning your different packages. And just to break your beliefs on this 5,000, I want to show you some texts from a team that have never done this before and had historically only closed either $170 memberships or 5 99 challenges. Right? Here is a team that never thought it was possible, okay? Never thought it was possible to close somebody walking in off of a text campaign thinking they were going to buy membership and realizing they need something bigger. Closing $5,000 packages. Hey guys, heads up. I'm adding a $5,000 sale there.
Our recordings, Hey Mike, I know you're probably busy. Want to bring a smile on your face? Boom. Here's a 5,000 package. So this is not semi-private pricing. This is a group fitness kickboxing studio. All they did was slid in a price anchor, made sure they put a program together that they believed in, and then if somebody took 'em up on it, it would change their life. They sold with conviction as you guys all do, boom, rest was history. So you guys will be able to go through, put together your packages and follow the diamond sale. Most importantly, guys, just like I said, at the end of the day, we want people thinking the result is what they're purchasing, not the actual timeframe. That's the most important thing. And whether it's the slide deck that we include or whether it's the stories on your wall, really make sure that you're tying those stories and those people to one of these packages.
So we want these thoughts in their head when they're looking at maybe the VIP package. Wow, if I join this, I'll hit my long-term goal of 50 pounds and finally have the support needed to keep it off forever, once and for all, just like Julia did. When you ask yourself, is that worth $5,000, that's worth $5,000 and the other packages considering that option A, I'll lose 30 pounds of fat, start building my lean muscle, get my college body back and fit into my old jeans again, is that worth $1,500? $2,000? A hundred percent. This is what we need to make sure they realize that's what they're buying. They're buying the result, right? That option B eight week. If they're able to realize that they'll finally lose the belly, drop the 10 to 20 pounds and really see if this is the right place for them.
Long term, this is what's got to be in their head through the sale. Again, all these prices, guys, just so you guys know, we're all proven for group with nutrition and accountability included semi and PT should scale accordingly. So you guys know obviously on semi, you guys want to be two to three times these prices, right? Cool. So to assist you guys with the sale, we included three things in this training presale application, if you guys haven't used it, it's phenomenal. Super simple way of getting people to just get really deep into the pain and get real about what's going on in their life right there, right before the sale included the entire sales framework script for you to go along with the deck. And what's really, really important is if you guys have a sales process that you absolutely love, you have a massive structure around it and you crush, don't change a thing, don't change, don't change a thing.
Just take a couple pieces here from the diamond sale and attempt to close higher ticket. Okay? So guys, a couple things. I want to dive into the actual results on the gyms that went through the beta because you might be thinking, how much of this can I customize? Is there any wiggle room? I'm not sure if this works for me. So I want to talk about this gym for a second. So this gym sold at 5 99 on the front only. They decided to run the campaign. Everybody came in and boom, every single person just went into a 5 99 package. Totally worked for them and I basically what they did is they upsold four people into semi-private on the back, added another 7,500 to their front end cash, $18,000 on the play, okay? This gym here sold only 12 contracts. So they decided not to go packages at all.
And all they did is they leaned into stacking their EFT, they know their LTV. This is exactly what they wanted to do in the moment. They wrote 21 new year long agreements worth $47,000 in membership revenue. And then last, this one here, this gym closed a $5,000 package three weeks into the campaign and sold 10 more people at an average ticket of 1200. So you can see, customize it. Just know we always bring to you what works, right? Don't change the plan too much. So a couple of things on expectations, guys, before we wrap this up. Some people will unsubscribe, right? They're going to reply negative. That's just the game. You guys are totally used to that, right? You guys are running paid ads. Some will respond positive, right? Interested, and then most will still continue to ignore, right? There's always going to be people, it's just not the time for them yet.
So we're going to focus on the ones that are positive. Treat a response like it's worth thousands of dollars because it is expect a 10 to 20% reply rate, which is just different in every market. That's largely based on your list health. And if you're not sure what list health is, it's really the amount of relationship capital you have with those on your list. So if you haven't been providing any value, you haven't been giving out free tips or PDFs or just reach outs, just expect some lower returns. That being said, we had many gyms with ice cold lists on this Make seven, 12, even 18 grand with this exact play. So just to recap, guy, we're going to text and email the full list regarding the new programs. There's no ad spend involved, but there are some Twilio fees. Going to book the hot ones to a consultation, sell 'em using the new diamond sale.
It works with any size list, bigger the list, the more money you can make, and of course warmer the list, the more money you can make. Ultimately it is your business. So just adjust to work for your gym. But remember, we're handing you exactly, exactly what works. Okay? So if you're wondering where this is, we made it super easy for you guys. Cool. So in Kajabi in the portal, you guys will be able to go to the learning portal and see my Jim Lord's coaching lead nurture. What we did is we added this as a new section in the lead nurture product. And you're going to see a pinned area on the top here, reactivation new release, and you'll be able to access the entire training there. So it's about four strategic videos, strategy videos, and then after that you dive into about four tech videos.
Okay? I will say that the second video inside of the training, I just covered a decent amount of it. I wanted to give you guys front load as much information as possible so you guys could literally go like two x on it, move as fast as you can. Okay, so what's coming next? That's our reactivation release. We're going to have a q and A right on the end, but I want to be able to cover a few things as long as we have some time on what's coming down the pipeline here for gym launch. So here in the RD department, working with teams across all departments, we are all in on acquisition. We are focused on Q1 and Q2 focusing on acquisition for you guys so that Jim Lords, every single one of y'all are never short on acquiring new members again. And I say acquisition, not lead gen, okay?
It's very different, not lead gen. So I want to talk about acquisition for a second and just some three major pieces to this and what we're working on behind the scenes. And I say this because we do a lot of work that I think the team is doing a lot of work that you guys don't all see. And so it's my commitment to share a lot more with you guys as we go forward with what's happening and even what fails. Would you guys be cool if we shared a little bit more about what's in development? Even if it fails, we'll just bring you that information. Yeah. Cool. So first things first. On the lead gen side, we're focusing on multi-platform approach to capture leads from paid ads across multiple platforms, but also combining that with SEO and organic. So diversified lead generation is our focus.
Having an all roads lead to your gym approach in your community. So I know a lot of you guys are crushing it right now on Facebook and Instagram that may not work forever. And there's plenty of people that don't even play there. They're not even there at all, right? So we want to be able to just cast a wider net and just create more awareness in your area. All right, so the pieces of this are already in play and we'll bring this to you and even bring you guys in the betas when those openings are there. I want to jump over to sales for a second. I'm going to lead nurture to the end. So on the sales side, new winning, you guys only have so much time in your day. And so I know you have a lot going on with working with your teams, spending time with the family, working your leads, opening up the appointments to be able to offer as many consultations as possible.
And it's a lot to juggle. And so what we're thinking about here is how can we assist you guys in having more leverage? And so one of the things we're working on is to be able to give you guys a group sales system, a group sales system to be able to create a second layer of acquisition where you guys can actually sign a few days or even an entire week's worth of sales just in one afternoon. So imagine at the end of the month being able to host an event, being able to do a group sale where you essentially get five weeks of sales inside of four weeks. So group sales are on the horizon, and we'll be bringing in clients on the beta test to help refine this system. And the last one, and the biggest one guys that I'm personally most excited about is lead nurture. Now, as a gym owner, I remember doing everything I could to work the leads and then train other team members to work the leads. And it was hard to teach. It was hard to hand off and all the way up until the point where I exited the day-to-day on the gym, I was always, always, always still involved in some way in lead nurture because it drove sales, right? And so how many of you guys love lead nurture? Is there anyone here that absolutely loves it? Scale of one to 10, how much you love it?
Yeah, negative. I got negatives coming in. 0 1, 0 negative. Yeah. Yeah. So guys, we hear you. Yep, I have fun with it sometimes. Good for you Robert. So on the lead nurture side, when we were looking at what is the biggest lever we can pull it was to take lead nurture off your plate. And I don't mean by some automations, I don't mean by ai, that's a hot term right now. I mean a true in-house team that could take over your appointment setting, that could get on the phone that is very familiar with your business model. It can speak to what these programs are, what the offer is, and set the appointment and even do qualifying questions to make sure that these are sticky appointments. And so this is live. This is not theory. I'm pumped to say that this right now is live. And this morning we set an appointment for a gym in New York while the owner was at home with his newborn little six month old girl. He didn't log in to go high level, he got an opt-in the team, picked it up, called a couple qualifying questions, set an appointment for Friday at six o'clock. So question to you guys looking at all this, need some feedback, drop a GL on the chat if any of this sounds exciting to you, if any of you guys would be down to join some of these betas and help push this forward for the community.
Shit, I want in. Cool. Love it, love it. So what we're going to do is we're going to share developments and like I said, the ones that win-win the get stalled or failed, we'll share that with you as well. Okay? So I'm pumped for this guys, thank you for your time here. Your attention, these plays, these developments, all of these iterations, they're only possible because of you guys. Okay? Absolutely. It's all of your feedback. It's you guys giving us your time and giving your input to make the best systems for the community. So obviously you guys, I just want to make sure that you guys got valued out of this call. I'm going to stay on, we're going to go through some q and a, but if you don't have any, of course, get the hell out of here and go change the world. So guys, I'm going to hop off the screen share here. Stop my share. Boom. Cool. Alright, I tried to go fast because I wanted to leave time for Q and F, so boom, what do you guys think? Give me, I don't know, give me a one in the chat if you're excited to get this reactivation campaign going.
Boom. Love it. Marion has a question for you, Mike. Yeah, what do we got?
Hey Mike, I was just wondering is the results that you were showing for beta, are those group sales or is that one-on-one sales?
Great question. So the reactivation beta that I just presented was one-on-one sales and small group sales, just kind of the normal stuff that everybody does. When I referenced the group sales coming down the pike, that's something completely different. Okay? So the reactivation was absolutely the standard consultation style that you guys run right now.
Okay? We do in-person group sales. So I wasn't sure if we could do the same way or
Yeah, however you guys, honestly, however you guys sell right now, that's how you should sell on this change. Nothing cool. Change, nothing. Cool. Alright, who's got questions? I don't want to hold you guys here if you don't have any. Boom. What do we got? Well, leads who responded stop to our original text automations be excluded from the reactivation campaign. That's a great question. So inside, where's George? Lemme see. Boom. Inside of the training you'll be taught how to download and upload your list. You shouldn't download your DND list. Does that make sense? Yeah. Yeah. You should never do that, right? So just make sure, obviously downloading just your active leads. Okay, I'll double check on the tech team that we have a little video in there just to make sure that you can cross-reference that. Cool? Cool.
All right. What else we got? Were any of the gyms in the beta online only? Nope. Nope. All brick and mortar? Yep. The d and d list. So basically there's a little setting and go high level where you can just click it off and then you'll never reach out to them again. The system will never reach out again. And if people say stop it automatically does that as well, right? Cool. Michelle, what if major weight loss is what if major weight loss is not the main focus? Yeah, again, you can always adapt the offers for you, whatever you guys want. It's right in your campaign. So you guys can literally go in, hit edit, every single one of those messages can just be tailored to your specific Jim and your offer. Good question though. Who's got a question? Hit me guys have a question. I
Got one. I got one. It's Andrea, I got one.
What's that?
Can you hear me? Yeah, so I woke up this morning, I was like, oh cool, everything's changed to go high level and something's happened already where I'm offering everyone a hundred bucks to come into my program. I'm like, oh, okay, I'm offering everyone a hundred dollars. This is fun. So something already went into all my leads. It's like the campaign's already there and I didn't do anything. It must be I woke up going, I'm offering everyone a hundred dollars, which is fine, but yeah, I don't know. I literally was like, oh, maybe this is what the campaign was like, but it's already there this morning. Thanks Ryan.
Yeah, yeah, just put a ticket in or Ryan's got it. And that's not part of this campaign, so maybe there's something else is running or something. Yeah,
Yeah. Okay. Okay. So that's different. Okay, cool. Alright. Maybe there's so
Else Ryan's on it though. Alright, Michelle? Yeah.
Hey Mike, I have another question.
Yeah,
We used to use Loyal Snap and we've got Hunt probably a few thousand leads sitting in Loyal Snap. Would we be able to take that list and add it to go high level
Guys, that's what you want to do here. So in the training we go through exactly how to download your list. Well, I mean obviously we can't cover every single software out there, but basically the idea is get your list in a certain format and we'll teach you how to do the format right in the tech video and then you'll take that and you'll upload that. So some of you guys have mindbody, push press, all these zen planners, grab every lead you have that is not an active paying member. Download it, combine it, throw it up there, and then you'll be able to work through the list. Absolutely. So long as you guys have permission, right, this is a lead that you really do own, then absolutely get everyone together once it's running, it's great. Monday through friday, hundred a day, boom. Cool. What else we got?
Steve Cony had a question.
What's the cost on that lead Nurture assistance?
So what I covered at the end there?
Yeah,
Not available yet, but we will let you know. Not available yet. Got it. Alright. All. Yeah. We
Don't have a ballpark or nothing.
No, no, not yet. Not yet.
1 million. Kyle,
What's the AB offer with that?
3 million?
Yep.
Alright, thanks guys.
Cool. Greg Sears had a question for you.
Yes sir. So I'm not going to necessarily run it at the same time, but we have major lead lists that are both local and non. Can I run this side by side somehow and keep them separate so I don't have local people doing Zoom appointments
Local and say that again. So you have two programs.
So we have a fully online program and an in-house program and I never want my in-house people to do a Zoom appointment if possible.
So in this nobody's booking any appointments through the campaign, it just stops and then you pick it up. So I think it would work for you so long as your offers are the same. If your offers are different, then you would just want to duplicate and run two different campaigns to two different lists.
When someone comes through, is there a way for me to tell if they're local or not?
Depends on how you set up your go high level.
Okay. It's just a setting on the backend.
Yeah, you might want to get with tech on that. It's not built for that. So like a rare situation, if you tag all of your clients that are online to be online when you're having the conversation, you could look at those specific tags as you're having the conversation. Does that make sense?
Yeah, that makes sense. Okay,
Cool.
Thanks
Danielle.
Hello. My question was, do we have to set up different time slots for these appointments since the offer is different than our typical leads that come in?
That's a great question. So that I would recommend that, but you would just want to do only people for this sale in certain appointment times. I wouldn't mess with your calendar too much, but maybe if you book somebody from this, just make note of it and then either don't take anyone else from paid ads into that or only other people from the reactivation campaign. The great thing about this play guys, is that it's not like you have to sell 20, 30, 40% of your list to really make money here. The average gym sold less than 1% of their list. Less than 1%, but because the average ticket was $900 blended or if they followed the diamond sale, 1200 didn't take a lot of sales to really move the needle. So I would recommend definitely selling one-on-one with this diamond sale just because new and you'll have the highest likelihood of closing.
Thank you. Cool.
Yep. Sarah, how has a question for you Sarah?
Yeah, so if you only currently offer the six week challenge, is there guidelines on how to create and set up the AB offer and the $5,000 six month offer?
Yeah, that's a good question. So if you want to test this out and you want to lean into this, the question is if someone did a six week challenge and on the backside they wanted to continue fitness nutrition accountability in that same level for another 2, 3, 6, 10 weeks, would you be willing to do that? Most people would. So because of that, offering a larger package just for these people kind of makes sense. The reason we did it, just to explain why, is that as we reached out with different offers, if they sounded the same and it was the same sales pitch they went through before or the same offer that they saw before, it's just not as interesting. And so as we were testing, there was clearly a response to an offer on the front that sounded different. And then of course you wanted to have integrity and have some continuity in the sales process as well. And so they, and they sat down in the seat, it's like, hey, let's actually make sure we're talking specifically to what got their attention. And so again, there are some gyms that just stuck specifically to the 5 99 on the front and then ascended them from different programs on the back. If that works for you 100%, you can do that. The pricing that you saw was exactly what you have, I believe, right? Group fitness, nutrition, and accountability. So it was proven at the group fitness level
With the six month package. Most gyms would add in some bonuses to make it worth that. So whether it's a service level, like a few semi-private or product supplements, right? Jim did that. Actually several stacks included. If you join that today, unlimited access versus three times. So with those higher price packages, you can get creative in terms of what would I need to include to feel not just okay, but really absolutely pumped about somebody getting this package knowing that it's absolutely worth this. You know what I mean?
Yeah.
Is that helpful? The thing is that it couldn't be a one size fits all because so many different modalities, so many different service offerings,
I really think that I would need, I need EFT the most to be honest. Take some pressure off the front end sales to get more reoccurring, things like that. So I think I want to talk to re about how we can tailor this more towards what I need rather than trying to create something like create a unicorn and hope to sell one. I want to bring everybody that comes into my gym and get them into an EFT because that's what I really need right now.
I can
Talk to Ari about that.
What's great about this guys is the automations and the cadence and basically the nuts and bolts of the reactivation campaign work for everyone. The way it reaches out, the cadence at which it reaches out the text to emails, the framework of the messaging. So once you kind of dial in, all you have to do is just go in and edit the offer a little bit itself, but it should be pretty solid in terms of you just set it up the same way and let it deploy. Cool.
Cool. Thank you, Mike.
Yeah, absolutely. Millie,
Shake and back. So when I heard this, I was thinking initially the front end offer, like get 'em into a six week challenge, but what would be your thoughts on running it as if there was the conversion talk? So instead of them looking at doing something for six weeks, what we've been selling, if I did the reactivation and did the play of them signing up for the year.
Yeah. We actually had one of the gyms do that. They went straight to EFT with a great offer on the front, and I believe what they did was they used this and they say, this is a new offer where if you get onto EFT now, you basically just get more accountability. The stack was stronger. So it was like this week only kind of thing, 12 month agreement with fitness nutrition accountability, basically the coaching program. And they threw in a couple bonuses, basically a lot sexier than their normal EFT offer and it just crushed
Because that's what I was thinking when you said that diamond play, just showing 'em what a year costs for the post conversion and then the would be a weekly with protein shakes or without it.
Yep. Yep. Okay. Yep.
Thank you. Thank you.
Yeah, I wanted to bring in Matt, are you here? Is Matt Morrise here? Yeah, Matt's here. Cool.
Yeah, there.
So guys, actually Matt was one of the beta testers. So Matt, do you want to share a little bit about your experience? A couple things top of mind in terms of what you saw that would benefit?
Yeah, for sure. The biggest thing I would say, guys, what I noticed during the beta was example, as Mike was saying clearly was like, Hey, we send a hundred messages a day to a hundred people. So if you have 1200 people, it's going to run for 12 days. Don't think on day 13 you're not going to get a sale. Because what we found was two months after the fact, we were still getting people that were part of the reactivation. They, they would come directly to us or even crazier, they would opt back into a paid traffic funnel on Facebook again. So again, although the reactivation campaign is only going to be maybe 10, 12, 15 days depending on your list size is understand that this thing has legs. It does, and again, like I said, I saw it as laid out as eight weeks after, and I mean some of these people went straight into semis, which was beautiful.
I mean, it was $2,000 sale, boom, done, right? Nice and easy. We ended up doing, and Mike, correct me on this, I can't remember the list size, I believe it was, I think our list size was like 1400, but we ended up doing, we did about 18,000 in front end on it, but we only collected like nine on the front. During the 10 or 12 days that we ran the reactivation, we only ran like eight or 9,000. The rest of it was literally the 60 days after the campaign was over. And the number one thing that I will tell you is this is almost like an organic strategy to a degree versus don't turn off your paid traffic. That is the dumbest mistake you can make. I'm telling you right now, because that is, that's the mistake that I've seen and that's the only thing I will tell you is don't mess with your turn ads off ever. This is a supplement in addition to paid traffic.
Yep. Because what we saw on Matt's gym, and I'm sure it would be the same if I went in other ones, is that people would get this reactivation campaign and then days later they would opt in again from a paid ad. So it was almost like this woke them up and then we would see that same person opt in on an ad come through again. It's like they're opting in, they didn't reply to reactivation, but they're clearly interested in all of a sudden he got a sale from paid ads. To Matt's point, don't turn off ads to just do this right now. It's a second layer and they're going to work stronger together. Cool. We're coming up on time guys. I don't want to burn anyone anyone's time if we don't have any more questions, but I'm staying on a few more if we've got more questions. What do we get off? Dave, you seeing anything?
Michelle Dodd, I would like to get one of her questions answered. Where you at? Michelle? Killing me. Smalls
Every time, man. I know she was asking about weight loss, right?
Yeah. How does this transition if a person's on weight loss list?
No, no. My newest question is how old should the lead be? Obviously we're getting leads all the time, so should someone who was adapted in at least 30 days ago that you haven't recently been communicating with?
That is a great question. So what I would say is to keep it simple, you can just pull down all of your leads that are active leads and then your former members, you should wait 90 days. So if somebody leaves your gym, let 'em cool off. So for former members, anyone that's more than 90 days, then you want to grab that, but you can certainly just hit every single one of your leads. If you try and sift through all your conversations, it might just stall, it might slow down the process is all I'm saying in terms of trying to figure out who you're having conversations with, who you're not having conversations with. So every beta tester simply pulled down all active leads and any members that left the gym over 90 days ago.
Okay. Cool.
Cool.
Hey Mike, another quick question. We've only been running our challenge for about three and a half months and we're working through fulfillment and all that. We don't have a lot of pictures and before and afters and clients who've seen some the really good results like you were showing in those pictures. What would you recommend that we do? Obviously, I know you guys include pictures, befores and afters, and we could basically, I guess speak to people that aren't our clients, but I worry that that might come up. Oh, hey, is this client still a member? That kind of thing.
Yeah, no, it's a great question. I had the same thing when I first joined Gym Launch years and years and years ago as a client. So I was going to say, we got you, but Blake's got one better for you, right? Blake, you want to hop on? Want to?
No, I was just going to say I got a whole lot of D one before and afters, George, it's still D one. I can send you a crap ton of 'em and it's pretty much the same workout you're doing.
Let's go. Love it, man. Yep. But for everybody else, that's a concern. We got you. We have a folder before and afters that you guys have access to, but if you just don't have a ton, you can use these. I highly recommend obviously building up your library over time. It's going to help build that conviction in yourself and your team when you're looking at your real clients and the results. But to get off the ground there. Yeah, right in the reactivation play, you guys will have some before and afters. Okay, cool. I see Live is officially sold out, guys. Alright, love it. Love it. Alright, what else guys? What else?
I have a question.
Yeah.
So I can pull in all my old clients from MINDBODY into this or not
A hundred percent. And what's cool is on this play, you guys go in the tech training, we have a little cheat sheet on if you're not sure, how do I download and whatever. There's just a little tutorial on how to grab everything from the major CRMs, MINDBODY is there. So if you wanted to just a quick how to download and format and everything, we got you. Awesome. Thank you. Cool. Yeah. What else? Au you're quiet if you guys just started ads and obviously started late and you don't have a big list, and this isn't a play for now, but it is something that you want to pull out and use down the road. Okay. So everyone's in a different spot once you get to that 13. Go ahead man.
No, I was just going to say, but you can have answered my question already, that we can't run this year around, so everybody leaving our gym 90 days later, that's when they get hit with this reactivation. So we can run this around for everybody leaving us in 90 days.
Yeah, definitely run a reactivation at least twice a year, if not every 90 days, depending on your lead volume. If you guys got solid lead volume, you could definitely do this, right? You just duplicate the campaign, make sure the rules are set, just like the tech video says, and obviously we're focused on getting this off the ground right now for the first one, but going forward, yeah, I mean, you can absolutely just shift the offer and upload the fresh list and deploy it again. So it really is a powerful play. Once you learn how to do it, you can do it forever. Cool. If you guys didn't get to the Jim Lord survey, save that form that's in the chat if you can. That annual survey is super important for all of us to be able to see the community as for us to know exactly where you guys are winning and where the struggles are and helps us focus on how we can serve you guys at a higher level. So cool. What else we got?
And Mike, I got a question here. It's Brendan here.
Yeah.
Yeah. If we're at the point where maybe this is down the pipeline for you guys where we're almost at capacity or are at capacity, is there an option to have some sort of ad to bring leads in for only the diamond play? So basically high ticket only instead of six weeks?
That is a great question and we are working on that.
Okay.
That is a great question. And I mean not just working, but it's live. It's happening.
Okay. I would,
So we have the offer and we have the sales happening on the back end of that. There's a gym running that full system.
Okay. Excited for that. Thank you.
Yep. Cool. Diversified offers is a big focus for us. I didn't put that on the deck guys. We want to get into that, but other offers rather than just the wrapper of the six week, but different actual offers and sales systems that go with those. Big focus for us this quarter going into next quarter. So excited to roll those out for you guys. Cool. I don't get a lot of FaceTime with you guys. This is great. All right. What else? What else? Hey Mike, where can we find this on the portal? Yeah, great question. Let me go back to that slide for you and I will show you. You basically go into the.