CoachBot Video Transcripts-4
Sales Options + Deck
All right guys, so this is going over the sales section. So when somebody walks in the door claiming a partial scholarship, what are you actually selling them? What does the sales look like? What are the words that are coming out of your mouth? So we got that covered for you. Back on the checklist, there's two options, okay? Option one is if you're a brand new gym, Lord, okay? You haven't even gone through the more in depth sales process yet. You've never sold a transformation challenge. You don't even know what I'm talking about. You're just coming in and you need a way to make money. Then option one's for you, we made it super easy that you don't have to do anything fancy when they come in. All you need to do is sell one year, paid full membership. So take the membership that you are already selling, what would it cost if somebody stayed with you for a full year?
What's that full price? Then you want to add value. So those bonuses are things that are not extremely complex, not expensive, but things that will give more value to that client. Throw those in there as new bonuses, and then increase that price between 50 and a hundred percent, so it could be close to doubling it. Then once you have that value, then the discount is going to be 30 to 50% off that value price. So if a normal paid in full membership for a year is $3,000 and you add in a bunch of bonuses to make that more like $5,000, then you can give them a 50% discount and take that 5,000 to 2003, 2,500. So that massive discount compared to the value price, still a discount compared to the normal price, and they're getting a bunch of bonuses. So that's option one, $2,500, okay?
Or something similar. You want a price anchor with something high, and there will be one out of 10, two out of 10 people to take you up on that, which is going to make a world of a difference. When it comes to the amount of cash that you bring in. Then the majority of people will say, no, that's too expensive. That's fine. The other nine or eight people that are left, you want to say, okay, here's a downsell. Instead of a $2,500 year long program, have we do a month to month program, right? It's $200 or $150 if that's your normal price, again, add a bunch of bonuses in there. So instead of making it one 50, make it 300, right? Or two 50. So you're almost doubling it, and then again, discount it by 50%. So they land a little bit below that normal price and they get a bunch of bonuses.
So choreography and math is the same, but you have one high price that's a couple thousand dollars, and then one lower price. That's a couple hundred dollars between both of those. As long as you do it right, you should have the majority of people take you up on that. Alright? So that's option one. Option two is exactly the same math, but instead of just a paid in full membership or a month to month membership, you're going to do the transformation challenge, the transformation program that was offered in the grand prize. So that $5,000 price, again, you're going to do that, and then you're going to give 'em that discount. And then the downsell, instead of just doing a monthly membership, will be your transformation challenge. So most of you ing six weeks, some maybe 28 days, some maybe eight weeks, whatever it may be. You're going to take that transportation challenge.
If you normally sell it for 7 99, add in some bonuses, take it to 9 99, and then give 'em a 50% discount to drop it down to 500 or 600. Okay? So either way, depending on what option you want to go with, you're still having a couple thousand dollars option as a price anchor. And then for the majority of people that say no to that, you're going to have a drop sale of a couple hundred dollars to get them started. Now, either way, they have a partial scholarship to apply, and you are honoring that discount. You're just using value to bring the price up so you don't discount it too much. Okay? So choose your option and then run through it and make sure you have two options to choose from. Alright? Now the next thing is the sales deck. So if somebody walks in, that's great if I know my options, but what does the actual conversation look like?
This is going to be a template that you guys can use, so you'll be able to create a copy for yourself, and this is what the conversation should look like. So I'm not going to go through it all exactly, but you will see here that it's going to say transformation orientation. It's going to have some questions. It's going to pre-frame things correctly. It's going to go over expectations. It's going to take you through some discovery. So what are you looking to improve? What have you tried in the past? Do you agree that fitness, nutrition, accountability will really help you? All these things to get them primed for the sale, right? This is basically a short version if you're not very familiar with sales, to make things a little bit easier for you. We have some culture things, so you can add pictures of your coaches here, or if that's too involved for you, you can totally just delete that slide.
Same thing here. Meet the community. You can fill that up with pictures of the community from social media or whatever. If you don't want to do that, again, you can skip that. What are we doing for our community? So again, this is just to kind of pulling their heartstrings a little bit about what your story is, and then the fundamentals. So you're explaining, hey, we do nutrition, we do fitness, and we do accountability. Side note, if you are brand new and you haven't even touched any nutrition meal plans or how to do accountability or anything, don't worry about it. We will get there. Okay? So you'll explain fitness, you'll explain nutrition. If that doesn't apply, remove that slide. Okay? Accountability, which I'm sure is pretty relevant to most of you, and then a proven formula guaranteed to help you win. Alright? Got before and after pictures.
You can totally switch these out with your custom pictures, and then you're pointing to that lead saying, Hey, are you ready? It's your turn. So then this is what you guys need to heavily customize, okay? This is a placeholder from a specific gym. This was their options, but it might not apply to you. Okay? So you're going to see here, there's the partial scholarship. So here's the price anchor, 16 week full body transformation. You can see the value stack of all of these. You can see the full price of 2,999. It says, we're going to discount that to 1999, open to the first five people only. We're going to cover one K for you.
And then those are all the bonuses, so that if 1999 is too expensive for them, right? Then this is the drop sell. So you don't have to go further than this. If they choose that 1999, that higher price, but if they say no, then you can continue with the slideshow and you say, okay, so instead of a 16 week, 12 week transformation program, let's do a six week. And then again, you have your price anchor. If you're 12.9, say, we're going to give you that discount of 70 99, and actually we're going to discount even more to 5 99. So it's really just giving perceived value. And these are your two options. So you got the blue and then you got the white. So option one is blue should be paid in full for a year or monthly. And then if you're doing option two, you should be at that 16 week. This should be pretty similar to what you're running, 16 week full body, and then four eight, a six week transformation program. So take some time to customize this, and then you can absolutely use this, pull it up on your computer, on your laptop when you're meeting with somebody, and use this to make sure it hold you accountable to going through the process. Okay?
Launch Checklist Recap
All right guys, so this is going to be a short video of just recapping everything that we went through. And up until this point, you're right around the corner from going live or maybe you already went live. Just want to make sure that we checked all the boxes and we are as prepared as we can be. Okay? So looking at the checklist, just as our anchor here at this point, you should have a very good idea of what your scholarship giveaway is. What is the grand prize? How long is it? What is it called? What's included? Did you give enough value to raise that price? Are you at that $5,000 mark, right? And then pick your dates. When are you teasing? When are you going live with the promotion? When are you picking your winner? Alright, you and if you have a team, the team knows what's coming.
Alright? Scholarship, play, setup. So you chose, what is the scenario that you're in? Are you using high level at all? Are you using a high level phone number at all or are you doing things on your own outside of high level, right? You've gone through and whatever option applies, you've completed all of these steps. Most involved being you are using high level and you're using high level's phone number. Make sure you go through all of this, especially going into the workflows and publishing all of the workflows that you want on in that scholarship play folder. Okay? And then if you are running reactivation, you've gone through all of that as well. You've reviewed the full schedule of the social media promotions, you've looked at the examples. You have your team ready to actually do social media videos. You're following this schedule of the teaser scholarship announcements.
You're doing 1, 2, 3 posts a day. We know that we're going to shut it off Sunday night, we're going to do the grand prize and then our team is going to be on it. You could have, prepare. Prepare yourself. You could have a hundred plus applications, okay? So you want to make sure that you're prepared for serious volume that you have with your team or yourself. Time set aside, especially if you're doing it manually. Calling and texting every person multiple times a day for multiple days, okay? You want to maximize the amount of schedules, and then you want to work those and stay organized that every night, every morning you're sending text reminders of, Hey, we got an appointment at this time. Are you ready? An hour before every appointment, sending them directions, sending them in that front of building picture, okay? You know what you're doing with the sale. You have that sales deck customized and ready to go. You're choosing to use it. You know what your downsells are, so you know what your price anchor is. What is the first option that you're going to go with? That should be a couple thousand dollars. And then what is the second option? That is your down sell for the majority of the people. Alright? You have that locked in and then you have a way of picking grand prize winner. Whether you're using Google Forms, you know how to look at those
Entries and you know how to find your winner. If you're using high level, you know how to use the winner there too. If you feel good about everything that I just went over, you're ready to rock, go ahead and launch this thing. Get a bunch of applications. Market it like crazy. Get the word out there as much as you can texting and call everybody. Get them to walk in and then sell them, right? You do all that. You do it well. You guys will crush this play.
Pre-Challenge Launch Prep
All right, let's talk about pre challenge launch prep. So you joined Gym Launch because you want to grow your gym, and one of the best ways to do this is to offer a challenge, but we need to understand what the challenge is, everything that goes around it, what you're going to be selling, how to sell it, all these things. This section is going to go into that, okay? So this is going to be one of the most important sections that you're in outside of the next one, which is going to be all about how to deliver the best results. And we're going to go in depth on that later on. But this will give you the overview of everything that you need. So in this section, we're going to be going through understanding client finance acquisition. What is it? Why is it important to understand?
We're going to talk about and go over an overview of your ads strategy. So how you're going to get your leads. Our team will be working them for you and running your ads for you, but you should understand what that looks like. We're going to talk about how to wow your new challenge clients. So basically what you are selling, this is really important to understand what it is, and then we're going to talk about the fantastic four meetings that you will have with every challenge member when they go through a challenge, starting from the sales appointment, nutrition orientation, the conversion meeting, and then the week six, last way out meeting. Okay? Then we're going to talk about how to sell challenges. So we're going to actually go into the sales training of it, and then lead, nurture, how you get your leads to show up. And then we're going to talk about how to lead like a gym, Lord. So we'll talk about launching to your team and everything else. So in the next section, we're going to start that and we're going to walk through all of these.
Client Financed Acquisition (IMPORTANT MODEL)
All right, let's talk about client finance acquisition. If you are familiar with client finance acquisition, you can feel free to skip this section. If you're not sure what client finance acquisition is and why it's so important, this will be the most important business framework that you ever go through, guaranteed. Alright? To put it simply, client finance acquisition is how you scale your gym without a marketing budget. It's when your new clients that you're going to get pay you enough money in their first 30 days to do three things. One, cover the cost it took to acquire them to get them in. Two, cover the cost to acquire the next client after them, and three, cover the cost to fulfill that client's first 30 days. All very important things. Okay? We call this the 30 day cash model, and the equation looks like this right here, two times CAC plus COGS equals how much cash you need to collect in the client's first 30 days.
I'm going to break all of this down for you. So first we need to understand CAC or the cost to acquire a new client. CAC is all costs associated with acquiring a new client, which includes ad spend, marketing, tech stack costs, lead, nurture costs, sales commissions, payroll associated with all of the above actions. So everything that it costs to actually acquire someone. The formula to figure out your CAC is very simple. It's CAC expenses per month divided by the number of sales per month. An example, if it costs you $3,000 with everything included, and you make 20 sales, you have $150 cac. Next, we need to understand cogs or basically how much it costs to fulfill. So your cost of goods sold in a gym is how much does it cost to fulfill that new client in the first 30 days? So that's the next thing we need to find out.
We solve for this by taking all of your fixed expenses like payroll, rent, utilities, all the other stuff, and dividing it by the number of clients that you have. So fixed expenses divided by number of active paying clients. An example of this would be it costs all your fixed expenses, payroll, rent, utilities, all the fixed ones are going to be $15,000 and you have 150 clients. Then your cost of goods sold is a hundred dollars. Okay, now we need to add CAC and cogs together, and then we're going to multiply that by two to guarantee we make enough to not only cover our costs, but we want to profit each time we acquire a new client. Because technically you could just make two 50 and you could break even and then just go out and get another client. But what we really want to do is be able to not only cover the cost of that, but we also want to make a profit on top of that.
And so our goal here is now with this equation in this example, is you need to collect $500 in the first 30 days from a client in order to have client finance acquisition, which basically just puts your growth on Hyperdrive because now you can profit every time someone steps through the door and you have enough money, you don't have to set a marketing budget, you can just keep spending it. The best way to think about this is you have a slot machine inside of your gym that you can put a dollar into and you get $2 back every single time you do it. And when you think about that, you don't have a budget, you're just going to take your entire life savings, put it in there. Now, I'm not saying you should put your entire life savings into ads and do that
With this model. This allows you to grow exponentially. If you collect $500 from each new client with this example, within their first 30 days, you will not only have enough money to market, but you'll also make a profit every single month. It's so important to understand this. This is how you scale infinitely by being able to make money when you get new clients in the door. But how do you collect that much within the first 30 days? I want to give you three different ways that you can do that, all of which you should use in some variation. Option one is you sell your six week challenges at 5 99. We talked about pricing before, but you could just do this. And in that example, you've already covered your 30 day cash needs. Day one, don't have to do anything else. Option number two is you could sell 5 99 challenges plus supplements.
Being the trusted provider for supplements to your clients is the biggest missed opportunity for gym owners, period. And one that we will fix for you completely and forever after you do your Prestige Labs coaches challenge, which we'll walk through later in later videos. But you can do this and you can make a ton of money off this. Here's some examples, right? The average Prestige Labs, Jim Lord has 75% of their new challenge sales purchase for Prestige Labs products. That's a $201 total gross sale, and they can receive up to 40% commission on that purchase. That adds another $80 per client sold. And when 75% of new challengers purchases, it averages out to an extra $60 per new Challenger, right? Which would bring your 30 day cash, total cash collected to $658. So you sell the challenge and then 75% of them buy at $80 in commission.
You're now averaging $658. That's just pure profit on top. Once you cover your costs, it's pure profit. The other way is you could sell 5 99 challenges and supplements and a PIF for a year. So let's say every challenger, every single one will have a conversion meeting. We'll get into this when we talk about the Fantastic four meetings. It's a very important meeting and it happens at week three, and it gives you the ability to convert them from challenges into an EFT member. Okay? And you want to do this well before the challenge ends. We do this at week three because we don't want to wait till the last moment, and it's a great opportunity here to offer a PIF for some of them. And let's just say you convert 10% just by asking 'em if they want to. Once you get a yes that they want to join, then you can offer them a PIF opportunity.
And if you convert at 10%, at $49 a week with a 20% discount, you can collect an extra two to $8,000 per month depending on how many people you offer this to. So if you need cash, you do, everyone does. You can do all three of these options every single month, and you'll never have to worry about cashflow. And I will show you exactly how to do all these three in more detail further in our training, but it's really important to understand this because if you've ever struggled to figure out how am I going to afford marketing, how am I going to afford ad spend, how am I going to afford payroll? How am I going to afford rent? How am I going to put food on the table? This model is how you do it. We have to provide an opportunity for us to be able to sign up clients, new prospects, cold prospects,
And have them pay us enough money in the first 30 days to cover those three things, cover the cost to acquire them, cover the cost to acquire the next client and cover the cost to fulfill 'em in the first 30 days. We do that and we can scale like crazy, okay? This is so important. Once you wrap your head around this and you start seeing it in action, it will blow your mind away and you will realize that you can scale and just keep scaling and just keep scaling. And you'll suddenly realize why our top gyms that are making a million, 2 million, $5 million a year are all spending 15, 20, $30,000 a month on ads because it doesn't matter because you make that money plus some every single time you do it. Okay? Next video, we'll go over ad strategy.
Ad Strategy Overview
Let's talk about the ad strategy overview. Even though our agency is going to be running your ads for you, it's definitely helpful as a gym owner to understand our strategy and the ads that will be running on your account. Okay, so here's some basics of it as we go through this. The best offers are still the six week challenge. Free or non-free, doesn't really matter. Our suggestion is start with non-free, but if you want cheaper lead costs go free. Just from my experience, I've done both. The objections that you get are the exact same. You just tend to get cheaper leads with free, but really our suggestion is to make it simple, just go with non-free and start the six week challenge that way. Okay? If at any point you're watching this and we have different offers, it's because we have tested them, because we have a full r and d department that's constantly testing.
We spend hundreds of thousands if not millions of dollars every single year testing new offers, and if we have a better offer, it will replace this one and the training will update. Okay? The advertising radius is typically 10 miles, but it will adjust based on if you're in a more urban area. We may shrink that to more like three miles or five miles, and if you're in a place where people typically drive further, we may send it, adjust the radius to bring it out a little bit further, but basically what we do is we drop a pen on in Facebook, if you're not familiar with it, drop a pen on your location with your address, and then we basically have a circular radius of 10 miles out. That's where we start. Now, that may adjust again, based on your location. You can talk to your coach and when you're going through agency prep, like the onboarding, you can talk about that.
The daily minimum spend should be a hundred dollars, a hundred dollars a day. That's what it should be. If you want to keep growing and you want to grow faster, you're going to want to spend more. It's that simple. You'll just get more leads, more shows, more schedule appointments, more shows, more closes. That's how it works. We will typically run one gender, typically female first, okay? We don't run 'em both, and then we'll adjust to men if needed and then back again, so our team will be optimizing constantly and they'll be able to switch between male and female. Male female. What's really important to understand is you're like, I just want men, or I want to attract men. I've got a lot of women here and I want to go after men. Well, it's going to cost you more. Men consistently cost more when it comes to ads and leads, just as a heads up, and just for you to understand, our team monitors your ads daily and we optimize them, meaning we're in the account on a daily basis reviewing everything, but we're optimizing, so we could be changing a headline, changing copy, adjusting images, starting new ads, or switching from female to male.
We're doing this multiple times per week because what we're doing is we want to make sure that you're getting the lowest cost possible, so we're always in there. Our team is in there. We have multiple account managers across the board handling all these accounts, and they're the best in the game, and we're taking what we continue to learn and what we've learned over the last almost seven years now on how to run exceptional Facebook ads, and our team is constantly learning new things that's out in the market and testing all this different stuff. Now, as we grow, and if we find different platforms that work, it won't just be on Facebook and Instagram, you'll find it. We'll be potentially on TikTok if we can make sure that we can get good lead costs across the board. We could be on different platforms as they grow, but as of right now, the best highest performing are going to be Facebook and Instagram.
Okay? Some basic things to understand about advertising, I think it's really important to understand this. If you've never advertised, or even if you have and maybe haven't spent a ton of time doing this, the point of advertising is to get leads. I think it's really important to say this because I know from my experience when I first started, I thought a lead in my mind equated to someone showing up in a sale, and that could not be further from the truth. A lead is just someone that gives you permission to contact them. That's it. Getting a lead doesn't mean that this person is actually going to schedule and definitely doesn't mean that they're going to show and definitely doesn't mean that they're going to close. There are other things that have to happen, so when we think about the five core functions of a business, we've got lead generation, we've got lead, nurture, sales, fulfillment, and retention.
Lead generation is all about let's get leads. Let's get people to give us permission to contact them that show interest in what we're offering. Let's get them to raise their hand, give us their contact information, tell us that yes, I want you to contact me about this offer and I'm interested in this. You'll get some people who go ahead and self-schedule for an appointment. That's great. You'll have other leads that don't do that, but this is where lead nurture is so important because lead nurture, when we get into this is all about taking these leads and turning them into potential appointments and shows, which then give you the opportunity to close, but leads do not equal closes. Another thing to understand is our lowest performing gym lords, they spend less than a hundred dollars a day just is what? It's okay. Unless you have a massive gym already and a massive brand recognition within your local community and you're already getting tons of referrals, then you need to be spending more than a hundred dollars a day.
Otherwise you're going to struggle. It just is what it is. Guys, I can't say this enough. You have to spend it because you're going to make more than this. If you spend a hundred dollars a day and you close one person every six days, you break even on your ad spend. It's that simple, but you're going to sell more by following this process. The ad image, this is really important. The ad image or video that's in the ad, it doesn't matter really. It really doesn't matter. It doesn't have to look exactly like a person that you want it to be. It doesn't have to have your exact brand unless you're a franchise and you're required by your franchise agreement to do this, it doesn't matter. The whole goal, going back to point number one is the point of advertising, advertising is to get the leads.
It doesn't matter. I can't tell you how many times people, gyms have run ads of people that maybe don't fit the exact demographic of their gym and people sign up for it because it's the point of advertising. Get them to give them permission to contact you because they raise their hand because they're interested in it and they're interested in because of the image that they saw, the video that they saw, the copy that they read, the headline that they read, the offer itself. All of these play a factor in this. It doesn't matter. It doesn't have to look perfect, and my guess is, and this is what happens, is that if you go into it and you see ads and you're like, I don't like the way they look, they might be getting you great leads and great costs. Keep it going because it doesn't matter.
I guarantee that person doesn't remember, and that goes into this next point. Prospects won't remember what the ad said or looked like. It's very, very important. They will come in. You could be running free ads and they totally forget you could be running non-free ads and they think it's free. I'm guarantee you they wont. They'll have zero idea. A lot of them won't even remember that. You'll call 'em two seconds later and be like, oh, yeah, yeah, I opted in for that. It's okay. It doesn't matter. We're going to have an offer. We have it set. We have a system. We keep it consistent across the board. Trust me, we're not going to, if you're running a six week challenge, we're not going to be saying you're running a 12 week challenge or a four week challenge or anything like that. You're going to be running a six week, but the minute details of this stuff doesn't matter unless you're required by your franchise to maintain certain brand standards.
The colors, the fonts don't matter. It doesn't. In fact, most of the time that we have found, and we've worked with major franchises, right? Orange Theories, snap, Fitnesses, anytime, Fitnesses, FitBody, bootcamp, burn Bootcamps, you name it, right? We've worked with all of them. In most cases on brand ads do worse because when you're scrolling through Facebook, you see it as, okay, this is an advertisement. Our goal is to try to make ads look as much, not like ads as possible because we want people to see them and think of them as just basically on feed posts. That's it. The other thing, we don't control what happens on advertising platforms. If Zuckerberg wakes up tomorrow and rolls on the wrong side of the bed or maybe gets choked out in Juujitsu and wakes up not feeling great and he decides to change something, we can't control that.
So it's really important as you get into this and you work with your coaches that you have multiple different ways to be able to get leads, and we can teach you all of this stuff and go through this, and this will happen over time, but it is really important. We don't control Facebook, we don't control Instagram, we don't control Twitter, we don't control TikTok, we don't control any of these. Alright, so just important to remember as we go into it, we can show you ad examples, right? I could have put ad examples on here, videos, pictures, all this stuff, and you're going to see your ads in your ad account because it's going to be in your ad account. You have access to it, you'd be able to see it, but they change consistently. So even if I did show you some ads right now, they probably wouldn't even be applicable right now because we're constantly updating things.
If you're like, what are my ads going to look like? All this stuff, don't worry. You can get with your coach, you can work together over time. You can make adjustments, monitor ad spend, potentially adjust offers. You can do all this stuff. That's a point of the coach, and you'll be able to see your ads in your ad account when they go live. If you want to see some, your coach can potentially pull up other ads that are working with a current, someone else in another market or whatever, but they can show you examples of this, but at the end of the day, it can be hard because I'm asking you to, it's like the trust me, bro. It's one of those. As a former gym owner myself, it really truly doesn't matter, and it shocked me. It shocked me how much it doesn't matter. For example, the best dad that ever worked for me was I got my wife, I saw my wife, she was sunning outside in our front yard
And in the middle of summer in Florida, and I had water balloons, and I had this crazy idea. I was like, I want you to bite the water balloon and I'll do it slowmo, and so she bit the water balloon, it exploded, and then in slowmo I grabbed it and then put it up as an ad, and it smashed, absolutely smashed, got super low cost leads. Other ones where were literally a video where we're swinging a bat and hitting a ball and saying, you can knock it out of the park with this challenge, stuff like that. It just doesn't really matter. At the end of the day, what we're looking for is to grab people's attention, stop them from scrolling, be interested in this offer and come in. That's it, and the next one we'll talk about how to wow your challenge clients, so overview of what you're selling and how to fulfill.
What You’re Selling & 6 Week Challenge Offer Structure
Okay, let's talk about what you're selling and the six week challenge offer structure. I love this quote from Alex. It's talking about simple scales and fancy fails. The goal is to keep it as simple as possible when we think about this. Alright? Now, after working with over 5,000 gyms, I believe that the biggest problem gyms have is not what most people think it is. Yes, you might be in this situation, and most gyms do struggle to get leads and more members, but in my opinion, the biggest problem is most gyms don't have the ability to onboard 20, 30, 40 plus new clients per month and give them all the same exceptional experience and get them all amazing results. No matter how good your programming is, your community or your trainers are. If you've never had to onboard a large amount of people who have joined your gym to transform their life, it's difficult to understand everything that goes into providing an exceptional experience at scale.
Yes, you can do one or two or three or four or five. The question is, can you do 20 and can you overdeliver for all 20? So if it's the biggest problem, how do we solve it by using a foolproof step-by-step system that we've perfected over a decade to get your new clients amazing results and create raving fans. Because you don't want to just sign people up and have them come into the challenge and then just watch them walk out the door at the end of it. Do you? Nobody does. Right? Then you just become what's known as a churn factory. Everybody hates that. We want to stack EFT reoccurring revenue. That's the name of the game. Okay? So here's how you ensure that doesn't happen. You make the onboarding experience that we cover in all of our trainings later on, you'll get into it.
The onboarding experience for every single new member, you sign up regardless of the offer they come in on. Everyone starts with this experience and you'll see why very shortly now, what makes this challenge so good? The challenge gets amazing results because it includes the three pillars of transformation, fitness, nutrition, and accountability. Without those three things done, at the same time, no one can achieve life-changing transformation in the gym, can't. Lots of gyms will offer one or two of those, but the best in the world offer all three at the same time. Perfect example of this is Planet Fitness offers just fitness and not much of that, right? They just offer access to fitness. They're not exactly at the top of the list when it comes to being known for body transformations, are they? They're not, right? They just offer one aspect of it and the typical CrossFit, no offense to any CrossFit gyms out there.
I was a CrossFit affiliate when I first started. That was my first, well, technically my second gym. And the typical one offers fitness and some accountability. But that accountability is typically seen through the power of community, which would be like we do outings and all that stuff, and that's one part of it. But there's way more to accountability than just having community. And when you think about that, the average CrossFit gym struggles to make it because they still can't keep members long enough or get new ones in. There's a lot that goes into accountability, okay? Weight Watchers offers nutrition and accountability, but what happens when someone comes off of that? Sure, they lost 30 pounds, they loved it, but without the strength training, they didn't build any lean muscle mass. And when the nutrition and accountability stops, they go right back
To where they were before, right? There has to be all three. And so our goal for you is that you stop the cycle. You become the premier transformation center in your area, a place full of people who are coachable, eager to learn how to train, understand nutrition and love being held accountable. These types of gyms are million dollar year plus gyms, and we are going to show you exactly how to do it. Okay? Now, there's one more very important aspect of the offer that makes it so compelling and incentivizes your clients to get exceptional results. This is part of the six week challenge offer, okay? It's the earn your free challenge part, meaning people will sign up for the challenge at 5 99 or more, and you will set a weight loss or body fat loss goal for them. This is really important if they hit that goal and do everything they need to during the challenge, complete the 18 workouts, weigh in every week, take before and after picks, complete their week.
Three check-in, and week six way out meeting. Reply within 24 hours, when a coach reaches out to them and follow the nutrition plan to a T, they will receive their deposit back as a credit to a 12 month agreement. Do they get it as cash back? No. They get it as a credit to a 12 month agreement. And the way that that will work is you'll take that 5 99 or 6 99 or 7 99, whatever it might be, and you'll spread it out over 52 weeks so that the decrease, let's, let's say it's 5 99. If you spread that out over 52 weeks, you decrease your weekly rate for the person by $11, which is why your public rate should go up your public rate. If you want to charge $49 a week, which is what you should be doing for large group training, your public rate, your public rate should be $60 because then when you back into it, it's going to be $49 per week after they do the challenge.
And the way that we've created the offer is we have an A and B offer. A offer is challenge B is they're going to go right into a 12 month agreement, and you gift them the challenge for free, which includes the discount that happens when someone just goes ahead and buys a challenge. So everyone comes in at $49 a week regardless once they get into EFT. Okay? But here's the deal on this. Everyone will have the opportunity. So when you talk about when we're going back to this deposit for the Earn Your challenge, a lot of people in the past are like, well, what does this mean? Are only a small percentage of my clients going to get it? No. You want every single one of your clients to hit their goals, every single one of your challengers to absolutely crush it. But here's the deal.
I'm going to let you in on a little secret. Everyone will have the opportunity to receive their full credit back at week three conversion meeting. At that meeting, you're going to use this as a way to be able to stack the offer in your favor and convert them. But it's important to have this in the offer. You have to have this piece of accountability, this skin in the game for them so that it gives you leverage at the point of the conversion. It also more importantly, keeps them engaged in the training. So once you have this,
Keeps them accountable to their wallet, okay? It's super important because you, as much as you want to try it, you're not going to be able to hold 'em accountable as their wallet will be to them, okay? This makes them put skin in the game and bet on themselves, and this will get them way better results because they will try harder knowing there's money on the line. Now, you might be asking, what kind of goal should I set? Each goal can be unique to the individual, but it must be something that's not too easy to hit, but will make them work for it and be worth it in the end. And so most gym lords do 15 to 25 pounds lost, or three to 5% body fat. Some have gone as high as 6% body fat and some is low as 10 pounds lost. It really just depends on the person, and you can make it personal for every single person.
It doesn't have to be the same blanketed across the board. The way that I used to do it is I would tell them in the knee, and I used to do group sales, so I would tell them all. I'd be like, we'll set a goal for you. We'll work together. We'll set a goal that's reasonable, but is a stretch that will make you be excited that you hit and give you something to strive for. And then we'll set that at the nutrition orientation. And so I already knew once they weighed in where I was going to put them, but this was something that we were able to do and I didn't have to do it right then. Okay. In the following videos, we'll go through each of the three pillars, such you have an understanding of what's included in your offer before we get into the sales section. All right? We'll get into the choreography of exactly how to run a challenge in the next phase, but for now, you just need to understand the high level aspects of it. So on the next video, we'll cover fitness.
Fitness
Okay, let's talk about fitness. This one's really simple. Okay. In the six week challenge, when someone signs up for it, they're going to get three workouts per week, 18 total. That's it. That's all that's included in this offer from a fitness standpoint, right? You can elaborate on what that looks like, but at the end of the day, on the fitness aspect of this, they're going to come in three times per week. Not once per week, not twice per week. Not unlimited. No more unlimited. They're going to come in three times per week. Super easy, right? Very easy, okay. Now, you can have them come to specific session times and days. However, what we found, what works best is to have at least one morning session and one evening session available for them to come to Monday through Friday. Now, you can allow them to come to all of 'em if you want, but at least one morning, one evening, Monday through Friday.
Now, there's a caveat to this, and that is if you are a brand new gym, if you're a brand new gym, your coach will help you set up your session schedule for you, because it's very important to set it up right the first time and not add too many sessions in. Now, you're going to need to track their attendance. When it comes to the fitness aspect, this plays a big part in retention, fulfillment, and then just tracking across the board, which means you'll want them to pre-book their sessions in advance. You don't have to, but you're going to want to. It's going to be much easier. So if your CRM allows you to do that, use that. If not, you need to track their attendance and review their attendance because they need to come three times per week, right? And then you're going to mark them present when they come.
So make sure your coach, if you have a coach on the floor that has to do it, make sure they always check them in. If they can do it on an app, make sure it always happens. But you need to make sure that you're tracking attendance, and this is how you're going to hold them accountable because you want to make sure they're still showing up. So you have to make sure you're tracking attendance. Can't say this enough. Make sure easiest way, have them pre-book their sessions ahead of time, whether it's for a week ahead of time, the full six weeks ahead of time, doesn't matter. Pre-book it and then make sure you're tracking and checking them in before every session that they do has to happen. Don't slack on this. I don't care if you have to use a whiteboard to do it, and then at the end of every day, you track who is actually there.
I don't care if you have to use a piece of paper, doesn't matter. I don't care if you have to take a picture of the class to make sure at the end of every class to make sure that you know who is there. Always track attendance, okay? If you're worried about space, maybe you have a smaller footprint or something like that, or less equipment, you can double up or triple up on stations. Do not let a smaller footprint or less equipment keep you from selling more people. You can always adjust your programming to fit your growth. Here's a quick lesson on this. You should never let your programming dictate your growth. I can't tell you how many times myself included in the past prior to doing gym launch, prior to seeing the growth and having the impact that I wanted to, and also talking to thousands of gym owners where we tend to think that we need to fit our business model around our programming. That is not the way it's supposed to be. Your goal at the end of the day is to help people live longer, feel better, and look better naked. That is it. How you do that is flexible. It's very easy to do that, whether you're a CrossFit gym, whether
You a certain methodology when it comes to strength and training, strength and conditioning, whether you do like to add in different flavors of it. I don't care if you like to do Zumba halfway through the class, whether you're kickboxing, doesn't matter. You need to remember that. You should never let your programming dictate your growth. So always be open if you need to triple up, double up, make sure it's all set. In the next video, we'll go over nutrition.
Nutrition
All right guys, let's talk about nutrition. So when it comes to nutrition, there's going to be nutrition assets that every challenger is going to receive, okay? First and foremost, there's going to be a custom meal plan with vegan and vegetarian options available. Okay? I'm going to go over that in a future slide. We're going to give them a shopping guide. We're going to give them a meal prep guide and restaurant ordering system recipe books for each meal plan. So what that means is that we're going to have a specific recipe book. It's about 50 pages long that goes with each custom meal plan, okay? So you're going to see there's different levels and there's going to be either vegan or vegetarian options available. So we have a recipe book that will go specifically with that meal plan. We have chocolate, vanilla, and cookies and cream shake recipe books.
We have a habit forming guide, nutrition, FAQ, sauce and Seasoning Guide, power Greens Recipe Guide, hydration Recipe Guide, and Mocktails Recipe Guide. Now, when it comes to the meal plans and the recipe books, they are coated by number. There's four different plans, four different levels. Level one is going to be for anybody between a hundred and 149 pounds. Okay? Level two is anybody between 150 and 199 pounds. Level three is between two hundred and two forty nine, and then level four is for anybody above that 250 pound mark. Okay? And like I said, for each of these levels, we have vegan and vegetarian options available. Alright? Now, when it comes to these meal plans and these nutrition assets, they can be delivered to your clients in two different ways. You can either print them out, so print out each of the assets and hand it to 'em physically at their nutrition orientation, or you can email them the assets.
Okay? Weighing your pros and cons here for option one, it takes a little bit more coordination. Make sure you have them printed ahead of time. It's going to be more expensive for you to actually print them, and you can get as fancy as printing them all out, getting a nice binding hole, punch them, put a binding on it, so it's almost like a laminated physical book to give them. A lot of gym owners do that if they want that sense of high quality and actually have something tangible the member can take with them. Or option two is going to be a lot easier at the nutrition orientation right afterwards, you could just send them an email or right before it's virtually free. But the negative here is they don't have something tangible. So if you are going to email them for the sake of saving cost, just know that a lot of clients will either miss it or they won't value it as much, or they won't even read it because it's something that doesn't seem real to them.
Okay? So our preferred delivery method is the first option because it is something tangible, like I said, and it is a better experience. So at a bare minimum, if you are going to go with option one, make sure that at least you print out the meal plan and probably the nutrition f faq, and anything else that are single page resources. You might want to think twice about printing out the recipe book. That is upwards of 50 pages. So if you really want to go crazy and you have a really cheap way of printing, go ahead and print out everything so they get a nice thick book to take with them. But if you want somewhere in the middle, print out just the meal plan and maybe a couple other resources. So there's maybe
A page booklet, you could staple it and then hand that to them for the best experience possible. Now, along with nutrition assets, you're going to need to have or get the following things, first of all, the scale, okay? So you're going to be weighing people when they start the challenge and every week during the challenge. So you want to make sure you have a reliable, easy way to get the body weight of all of your members. Second, you want to have a body fat scanner. So you want something that'll be able to differentiate muscle and fat and give them that, even if they're not losing body weight, they could be losing fat, replacing that with muscle. So you want to make sure that you can celebrate that as a would as well, and that's going to be the same frequency as their body weight. Okay?
Then third and finally, clipboards, you're going to need this for sales and fulfillment. So order a bunch. You're going to be using this throughout the entirety of the operations of the challenge. Below this video, there's going to be links to all three of these things with Amazon. If you don't have one yet, you could totally just click on our link and get, it's relatively cheap, but at a bare minimum, you need to have at least 15 clipboards. If you don't have at least 15, then go ahead and get a 20 pack, which is a link below this video. Okay? So that's everything when it comes to nutrition. Make sure you order all three of these. Do not go onto to the next video until you get these ordered. And then there's also going to be a link to go into our Google Drive and see all the different nutrition assets and resources, okay? Make sure you look through those. Make sure you download those on your computer, distribute those to your team, print them out, and make sure that you save them to access them in the future. Alright, in the next video, we're going to go over accountability.
Accountability
Accountability. The third pillar, one of the most important ones. Okay? Now, accountability is the one thing that a hundred percent of Olympic athletes have that regular folks have been tricked into believing they can succeed without. Remember this, you can even use this in your pitch. Accountability is how transformation truly happens. And there are three levels of accountability that you will provide for your new challenge clients. The first two are fairly easy. The last one is really all about your team. Okay? These are the three levels of accountability, social accountability, mentor, accountability, and coaching, accountability, social accountability. Basically how this will happen is each new client will join an exclusive group of fellow challengers, and what they're going to do is they're going to be facing the same struggles and obstacles as they are. They're going to be walking shoulder to shoulder, sharing tips, tricks, encouragement, and building relationships they'll come to rely on to help them see it through the social economy is really key, which is why when we talk about running sales, we do it in cohorts where you'll sell and you'll start a new group every two weeks.
It's way better to start that way. So you sell for two weeks, you start a new group every two weeks. So you have a group of people that are starting together. The other one is mentor accountability. So new challengers will have the benefit of your OG clients and soon your alumni challengers. And with your program, your new clients will instantly join a massive group of people, or maybe a smaller one now, but long-term, it'll be massive, who've been through the journey, they're about to begin. And as you grow, that group will only get bigger. So it's also a great opportunity to integrate them and get them connected with someone else at the gym who's been there for a while so that they know someone and get to meet someone who's had an amazing change in transformation. The last one is expert accountability. This is where you and your team come in.
Every client needs access to a coach who has helped people just like them achieve their goals. You and your team will be the guide that takes them by the hand and walks them to success. Alright? Now, what does this look like throughout the challenge for your clients? Well, they're going to have three, one-on-one meetings with you or a coach, and we'll talk about who should run these. Okay? They're going to have a nutrition orientation. This happens after the sales appointment, not immediately after. This is on a different day, so we'll talk about that in the next thing that we get into. But nutrition orientation. Then they'll have a conversion meeting, which is at the three week mark, so it's halfway through. This is where you convert them into an EFT. You don't wait until the end. You don't hope and pray that it happens. This happens at the three week mark.
And then you'll also have a final way out meeting. This is where you get to be able to get after pictures, testimonials, all that stuff. They're also going to have weekly weigh-ins. Now, weekly weigh-ins they can do, and I'll show you a way to do this, where after week one, you really don't have to set aside extra time for this. This could be something very simple that they can do, and it won't be a heavy drag on your team. They're going to get before and after pictures. So you're going to get before pictures at the nutrition orientation and after pictures in the final way out. This is used for you later on for marketing purposes. Weekly text or call check-ins. So they're going to have check-ins or weekly texts to make sure everything's good, and they'll
Also have access to a coach for any questions that they have. So they'll always be able to ask questions and your team should be readily available. Alright? And to make it all of this easier, we've created a 90 day client journey for you to follow, not just the six weeks, but 90 days. Okay? And in the next video, I'm going to walk you through that entire thing, okay?