CoachBot Video Transcripts-40

Mini Play 3: "More Flow" Checklist

Hey, what's going on guys? I just want to walk you through this simple more flow checklist. And the idea of this really is once you've optimized your sales process, your 30 day cash model of what you're doing on your front end sale, making sure that everybody is hitting the nutrition appointment and you're selling supplements. And also in week three, you have considered what the offers, upgrades, and different things are that you're going to present to everybody. You would then want to make sure you go back and optimize. How can we get more people into the funnel? How can we get more leads and shows, right? And of course, there's always the ad spend approach, right? Are you spending enough? But in some markets, that's can't be the only answer based on whether you've tapped out your market and you're already spending a lot or your lead cost is rising.

So that's just one of the different ways, right? So I wanted to just provide a couple things for you here. And so first things first is going to be your new mini play, and it's really called a story series. So the idea of a story series is, I'm sure you've heard of a story on Instagram or a story on Facebook. What you want to do here is as a test for the next 30 days, commit to this. This is not a once in a while thing. Commit to posting a story series every single day. And a story series is three posts, back to back, 1, 2, 3 on your story. Now you can go up to five, but just keep it simple at three. If this is a lot for you and you want to do it every single day on your gym's, Instagram and your gym's, Facebook, usually when you connect them, they will automatically post together.

And what this looks like is you want to tell a story, all right? In the story if possible. So for instance, you could post a transformation picture or story. You could actually say, I want you to meet Susie and a picture of her, and that's the first story you post. And then immediately after that you can talk about her struggles in maybe just text format. And then on the third one, you can then say, her transformation's been incredible, and let's give her a shout out and show the before and after or something like that. So imagine three posts on your story that tell a full story. Now, at the end of the day, at the the story post, okay, whether you're doing three or five, the last one itself should always have a call to action. So on the bottom you could say, if you want results like this, or you want to learn more about what we do, how we do it, that kind of thing, you want to put a call to action.

And so you want to toggle between two different types of call to action so that every single day, this doesn't look exactly the same. So you could say, DM me. Now if you're interested, and you can say, DM me Transform, and I'll get you this free PDF or DM me now and my team will reach out or I will personally respond. And then the next day when you do a different post, a different story, maybe that day it's just videos from your sessions. Maybe it's pictures of the PAC classes, maybe you're shouting out people that had wins, whatever the next day story is, the call to action at the end, either the third post of that day or the fifth post of that day. Instead of doing a DM me, now you can literally say, click here and just insert your website link to get X, Y, Z.

So whatever your offer is to get a free consultation or to get a free session. And so by rotating the different stories that you post and rotating your different calls to action, it'll be fresh and different, but it's a simple framework for you guys to follow. So the challenge is to get this off the ground. Make sure that whoever's in charge of social media owns this and does it every single day. There absolutely needs to be somebody to own this and make sure that there's accountability around it. This will eventually drive more eyeballs. It just takes a little bit of time to figure out what hits. And of course, you got to increase your followers as well, which is part of the strategy down here. Alright, what else can you do? So this isn't a do one or the other. Do all of this. Do all of this.

So next step on your more flow checklist is use mini play number one, which is get your members to advertise for you. Okay? So go to mini play one in the additional resources section, and you want to run a sweaty selfie contest in the second week of the month. Okay? This is something you do every single month, but this month as you're watching this, go ahead and gear up for that. As you do this, you'll get more eyeballs on your accounts, and then of course, they will go and land on a story series and check out your gym. And it's very likely that people will DM you because their friend had posted about your gym in the sweaty selfie contest, so they go hand in hand. Then you also want to make sure you have mini play two off the ground, which is get more referrals for free, run free cash Fridays every single Friday, 52 weeks a year.

It is not a once in a while thing. You will maybe not be graded it at first, but you will learn how to actually make it better and better and keep it going. And this is a great way to keep it top of mind for everyone. Even if you get one a week, it's four more contracts a month, but we do have gyms that get four or five referrals every week with this. Cool. The last mini play is going to be how to extract more leads from your ads. So this is where you run the Hidden Leads framework on your paid ads and go hunting for all of the additional opportunities. Okay? It's very important that you go through this training quick, add this to your daily lead nurture responsibilities this month, okay? Right away. So you've got this new play here post a story series, which there's no training on it.

It's basically my quick and dirty overview here that I did. Then there's full trainings on these mini plays that are super quick. All right, last action item for more flow is to really just make sure your lead neutral is on point. Now, if you're on the done for you appointment setting, all right, you have this action item. If you're not done for your appointment setting, you've got this action item. So if you are on the Done for You appointment setting system, you want to send a personalized selfie video or picture the morning of for all appointments using your personal device. All. If somebody gets an iMessage, they're way more likely to trust that message and reply back. The experience is just much better too.

And also want to reach out to every lead that's past day seven. So as you know, done for your appointment setting, service works every lead for seven days, and then after day eight, they're yours. So this is an opportunity. Cool. So if you want to go more flow again, get that on the action list. Last step, if not undone for your appointment setting. You want to text and call all leads from the past seven days, two times a day minimum. Okay? So if you're just kind of reaching out once in a while, you need to make sure that you're actually being more aggressive. All right? So at least two times a day, we do have the 9 1 6 rule, okay? We do have the 9 1 6 rule, which is 9:00 AM 1:00 PM, and 6:00 PM as the recommended approach. But at the very least, you should be doing it two times a day for seven days straight. Okay? Make sure you call and text in the am and then you call and text in the pm. Cool. Alright guys, that is a less than seven minute overview of how you guys can get more flow. Make sure you've optimized your sales process according to the 30 day cash masterclass that we covered in our acquisition challenge. And we'll see you soon.

Free Class - Nurture System

What's going on guys? In this video we're going to go over the free class reactivation phone script, all right? This is going to be the setting script to get them from engaging with you with the SMS and email campaigns to actually getting them to show up for the class, the nurture process. Because this is a different offer, we want to make sure that we have a dialed in setting process, nurture process to get 'em to actually show up. Alright? So this is the document. It's going to be below this video in a file, so feel free to download it and make a copy for yourself and I'm going to walk through this document with you guys. Alright, so this is, first of all, you want to make sure that you can get them on the phone. We know that if we get them live on the phone, it's be a much better outcome, much better experience, much better relationship, and much better result in the end, okay?

If they are against a phone call or if you're seeing a drop off of asking for a phone call, then by all means have a very simplified version of this script as an SMS script to use. For SMS setting, there's going to be different pieces, and I'll point them out as we go through this, that if you do need to set via text, then you have a way. But just keep in mind, the best thing to do is that as soon as they reply, try to get them on the phone and call them. Go through gym launch, best practices of double dialing and getting them on the phone. Alright, so here's the phone script. Hey lead, first name. This is your coach. Name from gym name, how you doing today? Pause. Let them respond, right? Energetic, good tonality, good introduction. I see you showed interest in our program.

Before we get anything, tell me about you and your goals. What are you looking to accomplish? Is it weight loss, fitness, mental health? How can we best support you? Let them respond. Get a nice goal out of them. Awesome, you've come to the right place. We can help you with all that. Listen to their specific goals. If their goals are to try a new workout and just general fitness, go to a free class. If their goals are weight loss, nutrition, habit building, and healthy lifestyle, go to consult. Alright? And here's why we have it this way. The offer was for a free class. They engaged with it, they responded, it resonated with them, but there still is a chance that this person responded to the free class. But what's best for them is actually a consultative sale to a transformation program. We want to make sure that option's still there for people and we're not forcing them to take a free class if they're very anxious or nervous about it.

Alright? So this script is built in a way where there's two options. We have the introduction, which we just went through, and then listening to their goals. If they're just somebody that is relatively healthy, they hop around at a bunch of different gyms all the time. They want to check out your gym and just get a feel for the vibe, very surface level. Then continue with the free class section, which should be the majority of the people. But if they are somebody that you get on the phone or you're having a text conversation with and they're wanting a lot more, maybe they would need to lose a hundred pounds and they've never been in a gym before and they're very nervous about that and they know they need a full transformation program, then you want to skip the free class and go right to setting them for a consult.

Because chances are, if there's somebody who has a lot of weight to lose and they've never been in the gym before, the chances of them either one showing up for the class is low because they're going to be nervous and self-conscious and anxious. But then two, even doing the class, they might not be ready or they might feel self-conscious in the class, they shut down and run out. So we want us to make sure we stay really sensitive to the fact that somebody might need one option while somebody else needs another option. So moving down here, if they do just want to work out and try a class and get a feel for the vibe, then go into this section. So here's one of the most important parts. First step is come on down to the gym. Best way we could do that is get you set up with a free class. Sounds good. Cool. They should already know this. That was the offer.

Gloves and no show fee. So I already spoke about this in the overview video. If you are a kickboxing facility or a boxing facility or a facility that has a product that is important or integral to your services, use that. Alright? We see the absolute best results for show rate on this offer as selling them that product live on the phone or through text to sell them that spot basically. Here's what I mean. So if you're a kickboxing facility, this is going to be the script. Awesome. Let's get that set up for the free class. How it works is the class, it's completely free. All that we ask is we take care of the price of the gloves. They're normally 49.99 or whatever you want to say, but we'll give them to you at discount rate of 1999. Then they're yours to keep. We have pink and black, which one would you like?

Pause with them. Respond, right? So the class is free, but there's a product that's mandatory for the class that we're going to give you as long as you pay that discounted rate and cover the cost. If they bite on that, the show rate on that is extremely high. 70, 80, 90%. Alright? If you have that leverage to pull by all means pull it. Second best option. If you're a facility that doesn't have something like that, that you're just a traditional wheat training or strength and conditioning type facility, then you're going to need to go to a no-show fee. The reason why this has not been a recommended process is this sticking point right here with anything that's free, it's very low value if it's free and which means that the show rate on that service is going to be extremely low, alright? So you need to have something to tie them to increase that show rate so it is not worth it to schedule a bunch of people for free classes and not do one of these two steps. Alright? I want to be really clear there. You're going to get a bunch of people to say they're going to show up and then all your classes are going to be empty because nobody's going to respond. So here's what you want to say, awesome, let's get that set up. How it works is the class is clearly free. All we ask is that we take down a credit card for a no-show fee of X amount of dollars. You want it to be something that's going to sting but not something that's ridiculous.

Probably around the 10 to $25 range works best, 10 being pretty light. Think about it. If you're somebody who's not super psyched to work out, you're sitting at home watching Netflix and the class starts in 15 minutes, is $10 enough to get them off the couch into their car driving 10 minutes down the road and showing up for that class and then working hard for an hour. It's not super exciting. So you want to make sure that it does sting a little bit, but if you go too high, then you're going to lose them on the phone. So you want to make sure you find that sweet spot, usually between 10 and $25 as long as you explain it this way. We have a pretty long list to get through today and unfortunately there's always a few people that end up not showing up and it takes the spot, takes the spot away from somebody like you who's committed and ready to get after it.

That's not cool, right? You want to have that narrative of there's people out there that we know are going to sign up for this class and they're not going to show up and if they don't show up, that's going to be an empty spot that we could have given to somebody like you who is committed and excited and going to show up. So you want to just level with them being like, you know that that's not cool. You agree with that? Yeah, I agree. Okay, cool. So we're just going to take down the credit card. As long as you show up, you're not going to be charged anything. Just shrug it off as this is what we always have done and you're not going to be somebody that's not going to show up, so you don't even have to worry about it. That's the biggest hurdle to get over. If you can do that and you can get a credit card on file and you can get them to buy into the fact that $10, $15, $20 is acceptable for a no-show fee, the likelihood they're going to show up is extremely high.

And you could even throw in here that, hey, if something does come up last minute, just let us know and we'll make sure we don't charge you that. No-show fee, depending on however gentle you want to be with this, definitely rewrite this to make sure it's words that you feel comfortable saying because this is the most important part. I'm actually going to highlight this for you guys. Alright, now you want to transition, so you want to go into expectations, awesome. Lemme get you set up in our system and then we'll pick out your first class. Just need a little bit of information for you. So add to your CRM, add payment information and then if you are charging them for gloves or some kind of product, go ahead and do that. Charge 'em right then and there. Now let's get you scheduled for that first class.

What's better for you? Mornings or evenings, right? Traditional gym launch setting technique. You want to ask them what's better AM or pm and then when they say mornings are typically better or evenings typically better, then you want to give them two spots, okay, evenings are better. We have tonight at five o'clock or we have tomorrow at four 30. Which one's better for you? Always give them two options while you're pulling up the availability. Mention that a coach can meet with them right after class to go over our amazing first class deal to continue with us. Okay, next you want to say please arrive 15 minutes early. So you want to give a little bit of time. You'll see in the following video here that there is a checklist for pre-class during class and post-class that you're going to want to follow to make sure the sale is as smooth as possible and if you do have a coach doing the sale, you want to make it as easy for them as possible to close the deal. Okay? So please arrive 15 minutes early to class, get you situated, a coach will be waiting for you. Be prepared to work out barefooter and socks. So this is depending on the gym,

Wear whatever you feel comfortable working out in. Bring water bottles. So any kind of rules you have about your facility that you want to make sure that you know about. Add in expectations.

Are you familiar with Gym Town? So here's a pretty cool technique for the nurture side of things. You want to ask them, are they familiar with whatever town you live in? If they say yes, then you want to say, I'm going to give you two landmarks to look for when you get here. Here's an example. So we are located in the same building as Panera Bread. Come to the side entrance, we're directly next to that. Look for the big white pillars and come down the stairs. Okay? So you want to explain using landmarks where your facility is in relation to certain things and then how to get in the building. Alright? It's a really personable and it's a nice touch for people that are a little bit anxious about coming in that they can visualize, oh, I do know where that building is or where that landmark is. I do know where your gym's located. Alright, just makes it that much more easy to actually show up. One last thing, just wanted to be aware of, we have limited spots for free classes. So we do charge no-show free. So this is a reiteration.

We want to make sure that they're aware of this. So for example, if you do charge for gloves up here, then you will have the option if you want to also charge for a no-show fee. That's why this is in here. If you've already spoken about the no-show fee, then I would just do a gentle reminder of like, hey, just remember we do charge for a no-show free. So make sure that if you need to reschedule for whatever reason, please let us know so you don't get charged for that. And then you want to do a confirmation. Great. Just to confirm, I have you down for Damon time for classes. If something comes up, please let us know. Here's a referral now. So you're adding a little bit more on top. We also have an extra spot open for a friend. Do you have someone that you'd like to join?

If yes, then you'll reach out to that friend. So getting a little bit of referrals here, which is really nice. Again, it's going to help show rate because if you have two friends coming together, the likelihood they're going to show up is going to be a lot higher because they're going to be more comfortable. And then that's two potential sales for you. And then last one, pre-framing. A coach will meet with you right after class to go over our amazing first class deal and continue with us. So you're letting 'em know that they are going to be pitched something, but let's just make sure that you like the vibe first. Sound good, right? So you're saying here's something that's coming, we are going to sell you, but then you pull it away saying let's not get ahead of ourselves. So make sure you like the class and the culture and the vibe first. So a really nice balance there. Now remember, that's for a free class back here. If you do get to the point where they do have more significant goals and you feel like a free class is not the best place to go, then there is a script in here. I'm not going to go through it in this video, but there is going to be a way to script out the transformation program and set them for that instead.

Then at the bottom here you have a couple of very simple objections and how to handle those. So again, overview here, free class reactivation script. You want to get as many people on the phone as possible, but if not, you want to text them and ask them what their goals are. Get a goal out of them. Decide if a free class is the best option for them. If it is, then ask them. Talk to 'em about the gloves or the no-show fee. Ask them, does morning or afternoon work better? And then make sure you go over proper expectations. You can do that through text as well. Phone call works better if consults is more appropriate for them. Then again, same thing you can set like you normally do. That should be a process you're pretty familiar with for setting consults, whether it's SMS or phone call, just want to make sure that we had something in the script for you guys. So everything's in one document. Alright? That is how to set to get them to show up. In the next video, we're going to go over a checklist of what the experiences should look like when they walk into your doors, what to do before class, what to do during class, and how to get the sale after class. All.

Free Class - Sales System

What's going on guys? In this video we're going to go over the free class pass reactivation sales framework. Alright? This is going to be broken down into three sections. One, what you should do with the lead between when they walk in the door and before class two, what you should do during class to make sure their experience is exceptional. And then step three, what do you do after class and how do you get the sale? Okay, so let's start at the beginning. This is the document that we have. It's linked below in this video for you to make a copy of and make it your own. But let's walk through this together. So pre-class lobby. So this is just to have an exceptional experience across the board. This should be the case for consultative sales as well. Just want to revisit that all of you guys are doing this to make sure that the more beautiful the experience is from when the lead is generated until when you pitch, the easier that pitch is and the higher your sugar will be.
Okay? The reason why that we're going so hard on this right now is because the majority of you will not have a salesperson doing this sale. Whether you won't have them available, this is going to be the coach that's going to be involved because this is a free class. So the majority of the time is going to be with the coach. So what's going to be most realistic for you guys is that coach will be handling the lead for the first five or 10 minutes before class if possible, and then they'll be hanging out with the lead for five minutes, 10 minutes after class. Okay? If you have a salesperson, then great, have them do it. But most of you, again, will have that coach do it. And a coach is not a salesperson usually. So we want to make sure that the coach has the biggest leg up on having it easy to present the prices and having them close because the experience was so good, not because they were able to overcome objections and get really deep into discovery because they don't have a lot of time. So now that's covered. We want to make sure we have the eyes on the door. Three second greeting by name. We know who they are. We knew to expect them. We were there to greet them, right? Free class.
So this is another document that's going to be linked below in this video. Some of you guys might already have a version of this, but I want to make sure you had another one specific to the free class play so you guys can find it right here. Okay? Free class reactivation, pre-questionnaire. So welcome to gym names. You want to change that We're pumped for your first class. So it's appropriate. It's appropriate for the scenario. They're coming in and they know they're going to be handed a piece of paper that is for their situation. Little touches go a long way. Little explanation here. Sorry for the paperwork. We got to get to know you promise the rest of your visit will be more fun. In order for us to better understand your goals and needs, please fill out this little application and then we'll get you rolling today. We'll talk goals, get you into your intro class, have fun, sweat, smile, even Dan's a little excited to have you, right? So just really nice introduction there of apologizing about the paperwork, but just know it's going to be a lot more fun after this. Name, phone, date,
Goals, what brought you in? What you looking to accomplish? If you could reach any long-term goal, what would you be? What has been your struggle? Today's plan. So this is what's the most important part right here. Expectations, right? They don't know what to expect. You want to make sure that you pace their expectations so that when you do pitch, they were expecting it. Okay? Do a quick body fat scan to know where you are and top goals. Head to the floor for a beginner's session and rock your first class after you have some fun and burn some calories. Walk through membership options. Hook you up your first aid deals as long as it's a good fit. Okay?
What gloves do you want? So again, if this is appropriate for your gym, if not, then you could delete this or change it from gloves to whatever you guys are using. And then on the back of the document here, we have the body scan info if you want to keep track of that. So this is for the coach to reference even after class when they're ready to pitch. So you have that pre-questionnaire. It's actually linked in this document too. Pen and clipboard ready. Don't be busy or personal while they fill it out. You don't want to be just staring at them for three minutes while they're filling that out, they're going to feel under pressure. So just stay busy. Give them the time to fill it out. Don't forget about them. Soon as their pen's down and they're ready to go, take it and go, right?
It's going to be crunch time. There's not going to be a whole lot of time here, especially if the coach is doing this and getting ready for class. Clean sitting area. So there's just some pro tips here about the sales area while they're in the lobby, while they're filling out their application of waivers, have before and after pictures, body, skin area while they're on this scale, compliment them. Hey, I like your shirt, your hair. Get them to feel comfortable. So name your x pounds. What's your goal? Weight? Where you see yourself feeling best. You have that application to reference that pre-questionnaire, but you want to just hear it from them directly. Again, you have before and after pictures everywhere. Printed reviews. You want to cover the workout and make sure they know what it will entail. Give permission to take it easy. This is really important.
A lot of people are going to feel anxious, feel nervous, feel like they need to prove something, and they're going to either going to kill themselves in class and not be able to function afterwards or they're going to hurt themselves or they're not going to make it through class. So you want to make sure like, Hey, this is your first one. Just attending the class is the great first step. That's a win. You don't have anything to prove. Just go through the motions and then we'll get you through it. Here's a script for you guys to reference. Read immediately. Hey, here for the first class, awesome. We got you. Get right to the application on the clipboard, place your hand over it and tell them what's going to happen today. This will make sure they're not distracted. Got a little application for you, some questions about your goals, what you tried in the past, all that. Once you fill this out, we'll hop on the body fat scanner. So you're pointing this out as you're talking about it. We're going to go over the application, we're going to go over to the body fat scanner right afterwards, and then we're going to walk to class and during class and then on that walk we're going to talk about goals and I'll show you around the gym a little bit.
Right down the current weight on the boxes. Hey, so we're X pounds. What's your goal weight? Where do you see yourself feeling best? So you point out exactly what the steps are. They're going to go through before class. You point to all the areas, you do the things, and then on your way between the body fat scanner and the class, you do a very brief discovery. This is not a sales consultative sale. You just want to prime them to be pitched after class. So what's your goal weight? Where do you see yourself feeling best? What have you tried in the past? All those basic questions, just have a conversation with 'em as a human being. For those couple minutes walking into class, the place you want to end it is, I actually have in mind the perfect program for you. Let's make sure you love the workout first, and then we'll look at your options after class and make it official if it's a good fit.
So there's this balance of this is going to happen. We're going to pitch you after class, but only if you're a good fit. So let's make sure that you love the vibe and then we'll talk options. So it's gentle, but it is expected during class. A couple of tips here before class, during class, as you guys are warming up, introduce 'em to someone else in your gym, right? Build a connection somewhere. Pre-frame the sale three times before class is over as you're just small talking with them in between wraps, in between sets while they're on a drink break, whatever. Love it. Yeah, we cover options. You'll see how we can take care of that for you, right? Awesome. We got great goals. We'll cover a few of those options after class. Let's make sure you love it first. Once you come on board today, we'll hook you up with X, Y, Z, free gadget, whatever.
Get to pick your color if you love it as much as I think you will save you some cash and get some cool stuff today since it's your first day. Cool. So it's just little planting of seeds all throughout the workout. At the end, one of the best things you can do, and it's a little bit uncomfortable to do it because you feel like you're going to intimidate them, is to give them a public shout out to being a newbie at the end of the class. Like, Hey, it's first class. Why doesn't everybody just give her a shout out and give her a hand? She crushed it today, right? Something like that where their face might get red, they might get embarrassed a little bit, but it's going to mean so much to them because it is an accomplishment. So if you can get your community celebrating that this is their first class and point it out and compliment them a little bit, it's going to be extremely powerful.
Alright? So you want the post-class sale to be in a controlled environment. Paint the picture of what'll be like once they are two to three months in. First class deal should be simple using card on file ab close, right? At this point you already have their credit card on file, right? Remember you got it for a no-show fee or a product. So you already have the credit card, you don't need to get it again. So we're going to use an AB close. So here's a little script for you guys. Alright name, great job today. What was your favorite part of class? Get them to talk about the positives. Give them some time to cool off, gather themselves. Depending on what the state they're in, you might want to give them a minute and be like, Hey, I'm going to be right outside of these doors or right over in this area. Why don't you go ahead and take a minute, give 'em a water bottle. Say, Hey, I'm going to be over here when you're ready. Come over here. I got something for you.
Once you are sat down in a controlled environment, you have a couple minutes, then compliment them. Pointing out something that you saw during class. Hey, I saw how you, that weight that you deadlifted was way more than I thought you could. That was awesome. Or your form is so good or you're natural in this way. Just what were you impressed with during class? Point out something. Get them to feel good and relax a little bit. Revisit the goals. Alright, so you are X amount of pounds, reference that that you wrote down. Explain, okay, so these are your struggles. Let's walk through what your options are. So hey, I think you're going to be a great fit. We got you. So you came in wanting to lose X amount of weight. You struggled with why? We can definitely help you. We do this all the time and we have a couple options to show you to get to your goal weight and beyond.
And once we're done going over the options, you can choose the best option works for you. Sound fair? So you're just explaining, okay, I'm going to present options. And since we know this is a good fit, since this is already a good fit, let's just pick which one of those, these two work best for you. It is a very assumptive close. Now here's where you can get a little bit custom. You want to present an AB sale that fits your business needs. So here I have just a little breakdown of you filling out what options you think are best. If you want to do a intro program and then an EFT. If you want to do a more expensive EFT and a low, cheaper EFT, by all means go for it. There's a couple examples here. If you want frontend cash, then you can do an AB of a six week holiday challenge at 4 99.
You want to have limits and then join a 12 month membership that's paid in full. Both we'll collect some serious frontend cash. If you want to do a fts and skip that transformation program, they already are in your first class and they're already bought in. Then you can toy around with the commitment a little bit and do a three month for 65 and a six month for 49. Two examples. These might not be appropriate for your business. So I want to make sure that these are examples, these are frameworks you guys can use. But at the end of the day, you want to have two options, very simple options of how you want to load the cache, whether it's front end or EFT.
So again, overview here. You have pre-class. You want to make sure you set expectations, fill out the questionnaire, do the body fat scanner, and then do a very brief discovery of walking between the body fat scanner in class script example there during class. You want to pre-frame that. We're going to get to that when we talk after class. Talk after class, talk after class. Compliment them. Give 'em a public shout out. Post-class. Give them some time. Hey, here's a water bottle. Great job today. I'm going to be over here. I got something for you, but just want to give you some time. Just relax the line. I got something for you is going to be a very big difference of them just dipping out versus them wanting to see you.
And then ab sale revisit goals. What were their goals? What was their struggle? We already know we're a good fit. We're going to be able to get you to those goals. We do this all the time. Which one works best for you? Option A, option B, and then go through it. Alright? That is basically it for the sales framework. You guys can obviously add to this based on what you find works for your specific gym, but these are all of the best points to be able to front load that experience of when they walk in the door to when they do the class, to having a very gentle sale from a non-sales person to be able to close somebody in just a few minutes after class.