CoachBot Video Transcripts-5

90 Day Client Journey

 

Let's talk about the 90 day client journey, the first 90 days. What we found through our data is that it's so important because most of the churn is going to happen within the first 90 days. And if you can nail the first 90 days of the client journey, which is during the six week challenge and post six week challenge, you can absolutely crush it and you can really extend the LTV of a client. So what we built out and what you can download is the 90 day client journey. There are three different pages here, and what you'll see is it's broken up by weeks. So week one, day one, this is the client signs up. So this is the point at which a client signs the agreement card runs, you collect payment, everything's set. What is going to happen is as soon as that client signs up at the actual sales appointment, you're going to schedule a nutrition orientation immediately.

When we get to this section, I'll show you what you're going to do, but just understand this is the process you, after that, you're going to add the client to trainer eyes and send the client intake form if you want to use trainer eyes. If you're not going to use trainer eyes, that's fine. However, our suggestion is definitely use it. Number four is you're going to write a welcome card and send them a welcome card. We want to make sure as part of the closing formula, we want to make sure that we reinforce the sale as quickly as possible. Days two through five, this is based on whenever you're actually holding your appointments, you're going to have them come in for their nutrition orientation, which is going to be all about walking through their meal plan, getting them weighed in before and before pictures, and you're also going to get the sub.

Okay. At this meeting, you're also going to schedule the conversion meeting for each of them. So every time you have someone come in for a nutrition orientation, you're going to schedule their conversion meeting, which should happen at week three, days two through five. You're also, during that timeframe, you're going to add the client to a Facebook group or app, or you can do a group within trainer eyes, or if you have a private Facebook group, you can also do that, and you're going to have a welcome message inside of the group to welcome them publicly the next week, day eight. So the day after, you're going to call and send a text to see how their first week went. So there's one caveat to this, and that is when, since you're going to be selling for two weeks and then starting a new cohort every two weeks, you just want to think of day eight.

You want to call to see. This is after their first week of training. So think week two starts their first week of training. So you're going to call, send a text, see how their first week went. You just want to check in day 12, you're going to publicly celebrate a new client win. It could just simply be coming into the sessions. It could be their first weigh in that they had and they lost weight, or they did something they've never done before. You just want to publicly celebrate new client win. This will happen inside of the group, and you want to be able to nail that if it's really good. You can also post it publicly on Instagram, Facebook, you name it, two weeks in. So day 14, after they start their training, you're going to send a personalized video text of encouragement. So you can do a video or a text, whichever. Our

Preferred method as a video just takes a little bit more time to do that, but it means a lot more. Week three, super important. You're going to confirm the conversion meeting for later that week or next week. Okay? So you want to make sure that it's confirmed, that they know what time it is, it's in the calendar, and that they're going to show up Day 21. It could be sometime day 21, it could be day 22, something like that. But day 21, you really want to make sure that that conversion meeting happens and you convert them to EFT. All right? We will walk through everything you need to know about that as well. Day 21, you're also going to ask for a referral if they convert or have a big win. So at this point during this meeting, you're going to do that, and if they convert, you're going to post it in the Facebook group and congratulate them on converting into a member, becoming a member of your facility.

Week four, you're going to send video, text message to encourage the client. Day 22 through 25, conversion meetings are going to run over into those times, days 23 through 28, ensure that the client is scheduled for a week six way out. So this should actually happen during the conversion meeting itself. So you want to make sure that you are scheduling them for that, and you just want to ensure that they're scheduled, so you're just double checking. So at the conversion meeting, you're going to schedule them for their way out, but here it's just double checking, making sure everything's good, and then ensure all conversion meetings are completed by day 28. You do not want any conversion meetings to push back, and these all have to be done in person. Alright, weeks five through eight, you're going to ensure the client is compliant with the program, showing up three times a week, weighing in, following the food plan, losing weight, make adjustments if they're not.

And then days 34 through 37, confirm the client's week six way out appointment. Week six, confirm their week, six way out appointment, confirm their everything. It's just same thing, right? You're just going to keep doing this. And the reason why you want to keep doing this is because it's really important that this happens. Days 42 through 44, you're going to have your final way outs, attempt to convert them into EFT if they have not converted at the conversion meeting, and you're going to collect their first EFT payment plus a goal set. Okay? So you're going to goal set. If they obviously move forward, you're going to set their goals for the next 90 days. Now, if they convert after they're done with the challenge, you're going to send a swag gift once their first EFT payment goes through. The same goes for people that converted at week three, but they're not paying you yet.

So when that first EFT payment goes through, you're going to send them a swag gift, whatever that might be. A T-shirt, might be a water bottle, whatever it is, and you're going to make sure that when they convert at that final way out, you're going to schedule their week 10 progress meeting. Now, week seven, texting them, check in. You can use automated campaigns. Give 'em a shout out sometime during week seven as well on social media, congratulatory post, whatever it might be. Week eight, check in with them and use their client intake form results to find a personalized gift for them. You shouldn't spend more than $10 on this, but you want to make sure that you send them a personalized gift, something that makes them think of you. It could be a gift card to their favorite coffee shop. It could be a bottle of wine that they mentioned that they like, whatever it might be.

Okay, day 59, you're going to send a personalized gift with the handwritten card. Okay? So you're going to make sure that you have that. Weeks nine, week nine, you're going to check in via text or call this week, and you're going to make sure that you're confirming the week 10 check-in meeting. Okay? So same thing. Week 10, confirm it, and then week 10, you're going to check, have your check-in meeting. Use this. You can use this to upsell clients to higher levels of service if you're offering those. So if you do large group and you also have semi-private, you can upsell those. If you're just starting out, you haven't reached the level where you need to be doing semi-private, don't worry about this. You can just make sure that they're doing really, really well and schedule a 90 day meeting after this. So you're going to schedule the one for basically week 12 because you want to check in.

Okay, week 11, check-ins. Just make sure everything's good, confirming their meeting, week 12, checking in via text, confirm, and then have your 90 day meetings to review progress. Upsell them if you have upsells, and then get testimonials. So this gives you an opportunity to meet with them multiple times throughout the process. It sounds like if you've never done this before, it can sound like a lot and it does add up as you add more members, but trust us, this is what has to happen in order to make sure that you keep your clients, the people with the lowest churn meet with their clients consistently. Now, how long are these meetings? Typically, these meetings are anywhere between 15 to 30 minutes. The conversion meeting is 30 minutes guaranteed. Don't shorten it. Nutrition orientation, 30 to 45 minutes. Your sales appointment's going to be anywhere between 30 to 60 minutes, but everything else after that, your check-ins really should only be about 15 minutes.

That's it. Now, if you plan to upsell people, you should schedule 30 minutes to give you a chance to be able to do that. But if you don't have anything to upsell them into yet, go ahead and just keep it at 15 minutes. Just do a check-in, review goals, review progress, get referrals, and make sure everything's set okay. You can also get testimonials here. You can make sure that they're putting reviews on Google, Yelp, all these things, but this is a great time throughout this process. You notice there's multiple times you're going to be talking to your clients and meeting with them, which gives you an opportunity throughout this entire first 90 days to get lots of referrals, to get lots of testimonials, and potentially video testimonials as well as written, right? So this is the 90 day journey. Follow it. You can make sure that you can have this kind of built out, followed through. We have some systems inside of Go high level, which will allow you to be able to do this as well. And long-term in our CRM will have a lot of this built out for you and automated.

 

Trainerize Setup

 

Okay, let's talk about train rise and how it fits into what we're providing for you and what you can use to optimize your fulfillment. Now, managing clients through the challenge without the right tools can be extremely time consuming and very frustrating. So to make it easier for you, we've partnered with Train Rise to get you an exclusive 71% discount on their highest level membership. Typically, it's $350 per month for unlimited clients and everything else that goes with it, with the custom branded app. And what we've done is we've gone ahead and negotiated on your behalf and gotten it for a hundred dollars per month. So we're saving you a ton of money and we've added prebuilt workout plans and messages so that you don't have to do it by yourself. Okay? So if you don't want to do it yourself, it's already built for you.

If you want to do it for yourself, by all means do it. But a lot of this stuff is prebuilt for you. In this section, we're just going to go over the setup of the account to make sure you're ready. Later on in the training, we'll go over exactly how to add clients, how programs work and everything else. So we'll do a full rundown on how this works. So step one, you're going to click the trainer I signup link here in the lesson. So you're going to click on that, go ahead and just open it right now in another tab. Now what you're going to do is you're going to complete the purchase form. So what you're going to need is your email address. You're going to click that box by clicking this box with the terms and conditions. You're going to put your card number in there, agree that you've read the terms, complete your purchase.

So we just call it Automated fulfillment. We have prebuilt messaging and programs and all this stuff. So it's all in there and you can set this up. This is a hundred dollars every month. So just to be clear, you'll receive an email with the subject line Automated Fulfillment Purchase. In that email, you'll find a link to an account setup form. Click on that link and fill out the form. It's going to look like this. If you already have a trainer as Account, select yes. If you don't select no and complete, just keep filling it out. But then you just want to make sure to use the email associated with your existing account on the form, because what we'll do is you'll be able to maintain what you currently have. But what will happen is you will now be able to move under kind of our system, our umbrella, where you will now get preloaded programs and preloaded messaging added to your existing account.

You will not lose your current account, it will just be basically merged with ours. So you still will remain accessed. So instead of paying whatever price you're paying, you'll now move to our price and the team will move that. Alright, within 72 hours, you'll receive an email from Trainer Eyes with your account information and everything moved and merged, and they'll take care of it on their side. Okay? So go ahead, pause, go ahead and get that set up because in the next video we're going to go over the Fantastic four, the four client meetings you have during the challenge. And I want you to really focus on, on this next lesson. So go ahead, go back, click on the link, go ahead and set up, fill out your form, get everything ready to go for Trainer Eyes, so you have your account set up so that when you get to the point of training on how to use trainer eyes, you're already set and you can go in there and play around with it.

 

The Fantastic Four & Challenge Sale Meeting

 

All right, let's talk about the fantastic four. These are the four client meetings you will have during the challenge. All right, now there are four big meetings that will happen with each challenge client over the course of their six week journey. In this section, we'll go over each meeting at a high level when they happen along the journey and what assets you need for each meeting. We'll include all of those assets in the links in this one right here. So in the lessons, and then you don't have to worry about just download them because then you're going to use them later on and you can come back to them because break down exactly how they're used. But go ahead and just download them so you have them and then you'll be able to, we'll go through them when we actually go through every single one of the documents and assets that you're going to use.

But later on we're going to go into a more detailed training in each of the meetings, but for now, it's just a high level view of how this works. Alright, so meeting number one is the challenge sale. This meeting is where you meet with the prospects to sign them up for their six week challenge to conduct these meetings. I want to go over when you should have them, how long they should be, what you'll need to conduct them, and the goal of that meeting. Before we get into that though, it's important to understand something right now, businesses that have more availability win in the short term and long term, and what I mean by that is they have more availability to sell. If you're only available to make sales for 10 to 15 hours a week, you will get beat by others in your market who are available 25 hours plus a week simply because more prospects will go where there is more availability options.

It's just that simple. So just understand that going into it, you're at a disadvantage if you don't have 25 hours or more available to make sales right now, when will you actually do the sales, like the challenge sale? Well, there are two options here. We have Optimal, which are one-on-one and adjusted for group sales. If you are unable to do it, we'll break down each one. So optimal schedule is where you're doing one-on-one sales. So you're doing one-on-one meetings, and it should be Monday through Friday. You'll have a morning shift of availability from 9:00 AM to 11:00 AM an evening from 4:00 PM to 7:00 PM If you're able to do this schedule, each meeting should be 30 minutes. one-on-one meetings with the prospect, so they're 30 minutes long. Someone can book and it's 30 minutes. They should be able to see an appointment on the calendar every 15 minutes though, but only one can schedule at a time.

Now, I'll say this, there's a caveat to this on the one can schedule at a time, and that is if your show rates may differ. So I'll talk about that right now. Really, you're not going to have a hundred percent show rates for appointments, so it's just not going to happen. So once you have five to 10 appointments under your belt and you know what your show percentage is, you should increase how many people can book in for an appointment based on your average show percentage. For example, if you have a 50% show rate on scheduled appointments, just go ahead and allow two people to book, and on average you'll get one. If you have a 30%, allow three people to book into a meeting and know that on average you're still going to get that one person right here.

Average show rate is here. You can allow two people to book or three people to book, right? If it's less than 30%, you can allow three to four people to book. That way. You always are setting yourself up for more shows, but it also is very, very dependent on how much you're spending on ads because if you're not spending a ton of money on ads, if you're spending less than a hundred dollars, you're going to struggle to get the amount of people that you want to show, right? It's very important to understand that. Now, this can differ between different types of areas, but it's really important. The whole goal of this is, remember, a lead is not a show. A lead is not a close. A lead is just a lead. So we have to get that person to actually show up in order for you to have the opportunity to make money and close that person.

And if you get two people to show up in the circumstances where you allow three to four people to book and you have two people show up, that's great. Just do the sales together, same structure, and we'll cover later on how to do that. But it's okay. You can do two people at a time. It doesn't have to be one-on-one. Now, what about adjusted schedules for groups? An adjusted schedule is for gym lords that don't have coverage for most morning and evening sessions, right? So your classes in the morning and evening, if you don't have a trainer that can take those, you should at least have a trainer that can take your evening sessions or you're going to be in trouble. When it comes to sales, you need to get off the floor. How are you going to sell if you're coaching classes all the time?

Alright, so if you're a one man, one woman show, you will need an adjusted schedule and you're going to need to use a group sales process. Okay? So adjusted schedule for here, you're going to do Monday through Friday, you're going to do one morning sales appointment, so nine or 10:00 AM Then you're going to do one, preferably two evening sales appointment times. Remember we're talking about availability here. So at this point, if you have two in the evening and one in the morning, five days a week, you're looking at 15 hours of availability. We need that at minimum. Okay, so you're going to pick two times between five, six and 7:00 PM When I first started doing sales, I coached our 5:00 PM and then I had a six and a 7:00 PM available. If you need to do the schedule, that means you will need to do group sales and we'll talk about how that works. We have decks for you, we have scripts, everything that you can use to do group sales, but you can't do one-on-ones here because you're not going to get the volume you need to grow by doing one-on-ones here. But the goal here is to move to one-on-one sales because the thing that's going to grow your business is getting more sales.

Each appointment time slot should be for one hour, and you should allow for a minimum of five people to book into that time slot prospects should not only be able to see availability based on when the appointment starts, not every 15 minutes like they would with an optimal schedule and one-on-ones. So they should just see it at the top of the hour. They can't book in at, let's say you have times at six and seven, they can't book in at 6 15, 6 30. It's only at six and 7:00 PM Alright? Now, bonus for those of you that don't hate money, and if you want to make more money, you can also open up Saturday morning slots at 9:00 AM to do more sales. It's not required, but my suggestion, I'm a big fan of this, I remember always it was fun to add in an extra, if you do a group sale or you do one-on-ones, you could do two slots from nine to 10 and you could sell two more people or you could do one big slot and try to get more people in on a Saturday morning and sell three to five more.

It stacks up over time when you can do this, it's not required, but if you don't have money, if you're always selling, now recap real quick, optimal schedule. Start thinking through this and you're going to work with your coach on setting this up, but optimal schedule is this Monday through Friday, 9:00 AM to 11:00 AM and 4:00 PM to 7:00 PM Each meeting is a 30 minute one-on-one meeting, so your availability to sell is there. Now you're not always going to have shows there, so it's really important for you to understand that if you don't have shows or someone's not booked in that appointment, you should still be working and doing the other things behind the scenes, but you should be available to sell here on the adjusted side Monday through Friday. Find a one hour block between 9:00 AM and 10:00 AM and find a two hour block in the evening.

Each meeting is a one hour group appointment with five or more people. Here are the things that you're going to need for the meeting, okay? You need clipboards. We talked about this before. You should have already ordered your clipboards, so you're going to need clipboards three to 20 depending on the number of people per appointment. You're going to need chairs and a table, alright? The chairs are always there no matter what the table, depending on how many people you're doing, we will position it in a certain way for you as we get into it. You're going to need printed out before and after pictures, so if you have before and after pictures, that's great. If not, we also have before and after pictures for you, which you can go ahead and do if they're not mine, please understand that What you're about to do is you're about to take people through the same thing that those same testimonials went through, which is you're going to take them through a six week challenge that offers fitness, nutrition, and accountability.

They went through the same program, may not have been with you, but you can use these as before and afters if you want to. It's totally up to you. I personally did not. I just used my, I didn't even have it the first time, and then I just made sure I got a ton of before and after pictures and then I slapped them all over the wall. If you have Google, Facebook, Yelp reviews or reviews anywhere, print them off, print them off, and you're going to put them on your wall of your sales room or your sales area and you're going to make sure you have that ready to go. It doesn't have to look pretty, and we have examples later on. Check-in sheet. You're going to need a check-in sheet for that. You're going to need a presale questionnaire. This is only for one-on-one sales, and then we also have another one for groups that you want.

But the main presale questionnaire is for one-on-one sales because it also will follow with the script because you'll sell off of that. You'll need contracts. You want to use paper on these paper contracts. Trust me on this. A lot of times people are like, no, I just want to be able to use tech. But what happens if that goes down and you can't collect a sale use paper because then have them fill out the paper and then you just do the hard work of just putting it in the system. You're going to need nutrition orientation schedule sheet because once you sell someone, remember you're going to schedule them for their nutrition orientation on Saturdays. So we sell Monday through Friday and Saturday morning if you want to, and then on Saturday mornings midday, you're going to be doing nutrition orientations. So they're going to need to schedule that at the point of sale.

You're going to need your presentation decks and you're going to need something to record the appointments for training and quality assurance. This is required. The presentation decks are not required. If you don't doing groups, they're required, in my opinion. You're going to need those. It's going to help a ton, and it also helps if you're trying to train your salespeople because it's just a simple deck that you can follow, but it's number nine. You need to be recording all of your sales, and the reason for it is you want to be able to submit your sales appointments to our team for reviews. The second thing is you just need, because you want to build a library of great sales appointments and closes so that when you bring someone in to take your place as sales, as a salesperson and you're training someone, you want to have a library of amazing game tape that they can go through and train on.

Now, a couple ways you can do this. You can use a laptop and zoom to record or just a screen recording. If you have security cameras with audio in a sales room, you can use that too. And you can also use a voice memo app or recording apps on your phone. Now, obviously, you'll let the prospect know that you record all these for training and quality assurances, all that stuff, but you need to do that. I can't tell you how many times gym owners have come in and they start crushing it and they're doing great, and then they go to scale their sales team, and so they move themselves out of sales because they've done such an amazing job. They're making way more money, and now they need to move into that true owner position and they have zero recordings, so they have to basically start from scratch trying to train this person, and that is way harder to do if you don't have these recordings. This will speed up the training process for a new salesperson, so make sure that you have this set. The goal of this meeting is to convert the prospect to a paying challenge member. That's it. You want them to pay you money, you want to close them so that you have the opportunity to change their life, and the next video will go over the nutrition orientation.

 

 

Nutrition Orientation

 

All right, let's go over meeting number two, which is the nutrition orientation. So think of this as your onboarding meeting with each challenger. Alright? This is your chance to start 'em off with the highest level experience possible. This is your first impression. So you're going to want to deliver the nutrition documents. You're going to want take before pictures. You're going to want to do full body measurements. Add them to your apps and your groups, your Facebook group, any kind of trainer eyes app, or any other app that's relevant to your client base. You want to make sure that you answer any questions they might have, make sure they feel confident, and then get them started on supplements. More on this in a little bit. So when do you want to do these nutrition orientations? These meetings, meeting number twos, they should never, ever, ever happen during or immediately after a challenge sale, alright?

There should always be at least one night between the challenge sale and the nutrition orientation. Alright? It might be tempting if they have a couple minutes, you have some time free they already bought in front of you. Didn't just skip that one step and make sure to get it done and get it out. You don't want to do this primarily because if you're selling supplements, this is going to be another buying question. Are you're going to be trying to close in a second time. So for you to try to get two closes out of the same visit is going to be extremely unlikely and crush your results. Okay? So you want to get them in the challenge, get them thinking about the service, get them thinking about the goals that you set during that challenge sale. Get them to sleep on it and then come back later and then do the nutritional orientation and sell them on supplements.

Okay? So when do you do them? When do you do the nutritional orientations? Best practice here is block off every Saturday between 9:00 AM and 12:00 PM in 30 minute increments. Okay? Just reserve every Saturday morning to do orientations. It's the simplest thing you can do. Okay? So if you have a big week of sales, you can expand that time. If you sell more than six or so sales, those times are going to be full. So then just expand them. Go start at 8:00 AM and end at 1:00 PM 2:00 PM And then if you find yourself doing the opposite, maybe you're selling less than four or six a week, then just offer an 11:00 AM time and a 9:00 AM time. Okay? You just want to adjust those Saturday morning blocks depending on how many sales you're used to getting. Alright? But a good rule of thumb here is 30 minute increments.

It takes about 30 minutes to onboard somebody and then just block off from 9:00 AM to 12:00 PM Alright? Now, you will schedule the nutrition orientation immediately after they buy the challenge using the nutrition orientation schedule sheet. Okay? Just have them pick a time, write their name and number down and you're good to go. Okay? Do not do, sell them in the challenge and then say, okay, I'll text you and we'll schedule it later. Especially if you're running back to back appointments or you feel frazzled or whatever. You need to make it an absolute priority before they leave, after you get the sale to make sure they're committed to what time they're coming in for the nutritional orientation. Okay? It'll drastically decrease the no-shows and the amount of people that change their mind before coming in for the orientation. You need to get that next step locked in before they leave.

It's critical. Alright? So an example of the traditional orientation schedule sheet looks like this, where you simply have the times. You have their name and have their cell phone. So just before they leave, even if you're going to another appointment, you say, Hey, go by the front desk, or Hey, look at this clipboard, find a time that works for you and write your name down there. Okay? That's just getting the lead to commit to not only did they pay, but they're committing to that next step and is setting proper expectations for them to then come back and it's not arbitrary up in the air if they didn't commit to a time. So what you'll need for the orientation, you're going to need the nutrition orientation presentation deck, which is going to be linked below this video. Nutrition assets, which were given to you at a previous video.

The conversion meeting schedule sheet. You're going to want to make sure you have a scale, a body fat scanner. You want to have a phone or a camera available to take before pictures that you own. And then a measuring tape if you plan on taking measurements, the body measurements. Okay? Now to wrap this up, the goal of this meeting is to begin the client's journey with a higher level service. If you're not used to meeting with your clients, one-on-one after a sale, this will be new to you. But if you're selling a front end package for 5 99, 7 99, 11 99, they're going to expect an exceptional experience. So you want to make sure you make at least that first meeting, exceptional, being slow, making sure that you're going through all the full process. They don't feel rushed, they feel taken care of, and they feel very confident that they're in the right place. Okay? It's going to be critical that people don't leave that meeting wanting to change their mind. They should leave that meeting feeling a thousand times better.

You want to set proper expectations, teach them how to be a client. So if there's anything that is unique to your gym or things that maybe you see members and clients struggle with that they're not aware of or points that cause confusion, bring that to the first meeting and make sure you go over that with them to set proper expectations. Okay? Confirm they feel confident in the process and taken care of, okay? Some people might be very out of their element, very insecure, very self-conscious, and they might not be listening to 90% of the things that you're saying. You want to make sure you slow down and you make that client feel comfortable so you can catch anything that might cause a member to not come back or fall off during the challenge. And then number four, if you do those three points right? Selling product is going to be a no-brainer most of the time.

It's extremely easy and much easier than selling a service. If you're a gym owner or in the gym industry, you're very used to selling a service or selling weight loss. It's a very hard thing to sell. You have people that know they would need to lose weight. They don't want to put in the work, they don't want to get hungry. They don't want to be hungry, they don't want to eat things they don't want to eat, right? It is really selling them on doing things they don't really want to do. Product's, different product's, tangible. It's easy and it's honestly in the eyes of the client, more valuable. So during the nutrition orientation, you're going to want to make sure that you sell supplements because it's going to get the client used to buying more things from you. So it's going to increase that buying frequency and increase your revenue and

Profits. But then even better, it increases client success because they feel more bought in. They've paid for products, so they put more money down toward this journey. They're taking product, they're developing habits, and that is increasing their retention with you because they're more involved and because they're more bought in, they seem more success, okay? So not only does it make you more money, but they stay longer in the process as well. So you're going to want to make sure that you sell product. Alright, in the next one we're going to go over the conversion meeting.

 

 

The Conversion Meeting

 

Let's talk about the conversion meeting. Okay, so this meeting is by far the most important meeting that you will have with a challenge client. The entire goal of this meeting is to convert your challenge client into a member that joins for a year. And remember that this meeting happens at the week three mark. It doesn't happen to week six, not week five, it happens at week three. So when you think about the lifetime value of a client, this meeting is what turns a client that pays you 5 99, 6 99 into a $2,000 client, a $3,000 client, 10 K, LT V, whatever it might be. And it turns that into reality because your goal is to convert them into a year long membership. And that's the first step in increasing that LTV. And if you don't have this meeting, you'll just have challengers come and go with abysmal to zero EFT growth.

And the whole goal here is to grow your EFT, your reoccurring revenue, and you want to keep stacking that month over month, over month. And if you do not meet with them and you do not convert them, it will not happen. You'll just become a place where you sign up a bunch of people, yes, you collect a lot of cash, but then nothing ever sticks, okay? So never under any circumstances skip this meeting and never under any circumstances do this on the phone. Always do this in person. It must happen during their third week of the challenge. And you schedule it during the nutrition orientation to make sure that it's locked in. And by now, you're probably sensing a theme here with scheduling appointments at every appointment you schedule the next one. So here's a meeting, logistics when, whenever you can. So during the third week, whenever, you can just never do it before a session ever, because if it runs over, they're going to be like, I need to get to the session.

You can't stop 'em from doing that. It's always after. There's also the other aspect of endorphin rush. After they're happier, they're in a better mood, always after they get done with a session, if you have to. I prefer this actually, because if you can get this to work from a scheduling standpoint, it's way better this way. So after a session, they just stay an extra 30 minutes and you go through and have their meeting and check in. It's way better that way. Sometimes you can't. Sometimes you have to have them come in an extra day and do that, but preferably you make sure that they do it After the session lengthwise, it's going to be 30 minutes to start, but over time you'll be able to drop them down to 15 to 20 minutes if you are converting people at the rate that you need to.

If not, and you need the 30 minutes, use the 30 minutes. If you need to go over it, use more time because your goal is to convert them. Okay? And what you'll need, I'll cover on this slide right here, you're going to need EFT contracts. So this is where you can have them. If you have a contract that's digital, this isn't a bad thing. I always preferred having it in writing and on paper, but the EFT contracts, because what you're going to do is you're going to have them sign their EFT contract for the year long agreement. But what's going to happen is that they're going to sign right there. Do not just get a verbal, yes, they have to sign a new contract, but their payment isn't going to start until after the challenge is done. It's very important. So you're getting the commitment

Now, getting them locked in, and then their payments start when the challenge is done. You're also going to need the scale, use the scale that you have, the body fat scanner to check in where they're at, and you want the client's initial goals from the sale. So use that pre-sale questionnaire and then their final way out schedule sheet. So you're going to want schedule them for their final way out. All of this is required. You're going to want all of this for this meeting. Alright, in this next one we'll talk about the final way out.

 

The Final Weigh Out Meeting

 

Final way out. So this is meeting four of the Fantastic four and this is your final way out. Okay? This is a one-on-one meeting, and this is the last one that you'll have for the challenge and it serves two big purposes, okay? Number one is the final opportunity to convert a challenger to a member if you haven't yet. So if you didn't get them to convert there, this is your last chance to do it here. Alright? Now that doesn't mean you couldn't have done it after the conversion between the conversion and the final way out, but if they have not converted at this point, this is your last chance. Alright? Number two is to get feedback on the challenge. Get feedback on the coaches feedback on everything else. Do their final way out, their body fat, get their after pictures. Ask for a testimonial. Ask for referral and schedule their week 10 check-in.

Okay? So if you remember the 90 day client journey, you schedule their week 10 checkout check-in, and you can have that going right away. Again, notice the theme here. Anytime you have a meeting, you schedule the next meeting. So it's on the books. Alright? These meetings should be 30 minutes long and, and they should be in person. Don't do 'em over the phone, don't do 'em over Zoom in person. The only time they can be shorter is if the challenge client converted at the conversion meeting or converted prior to this meeting. Then you can do everything in 15 minutes. Super easy. It's really just a celebration. It's like, great. Let's do the final one. This is awesome. Get this, and then let's talk about the next steps for you and get them scheduled for their next session. Okay? What you're going to need here, or EFT contracts, this is only for the non-converted challengers that you want to try to convert.

You're going to need to scale body fat scanner, phone camera for the after picture, and then you're going to need the week 10 schedule sheet. Alright? Now, if you don't want to use the schedule sheet as we move forward into this, if you don't want to use that and you'd prefer to use just a calendar link or something like that, that may be easier because it's four weeks out. By all means do that. We'll include a week 10 schedule sheet. But if you want to move to a more technical aspect of this and just schedule them in your scheduler, by all means, you can definitely do that. But you have to get them scheduled here. So make sure that that's set on the next one. Next section, we're going to talk about how to sell challenges.

 

How To Sell Challenges

 

All right. Now we're getting into the fun stuff. Let's talk about how to sell challenges. Now. This is what we're going to cover in this section. This will be a quick video, but we're going to go over the sales choreography and the setup. We're going to go over the closer formula scripts and presentations. So we're going to talk about one-on-one, sales versus group sales, and the types of presentations and actual sales scripts that you're going to use. We're going to go over objections and overcomes. We're going to do post-sales process, meaning what happens after you close someone. We're going to talk about how to train for sales, so what should you be doing every single day to train. And then there's also a sales recording vault in this section, which you'll be able to go through and listen to game tape review of clients who have made successful sales. You get to see what it's like.

 

 

Sales Setup

 

Alright, let's talk about the sales setup. This process that I'm about to walk you through is used by the top one percentage gyms in the world, and it's really, really important to do, and congratulations on being in the top 1% if you just do this. And this process is so important because it can turn cold prospects into red hot. Sign me up now. Buyers, the best news about this is that this entire process, or choreography, as we call it, has nothing to do with your sales ability, nothing to do with your tonality or any special secret skillset or hack when it comes to sales. It has everything to do with how you set up and choreograph your prospect's entrance into your facility in their first few minutes with you. Now, here's a checklist of what you're going to need. You should already have your sales check-in sheet, your presale questionnaire, your contracts or example contracts, your nutrition orientation schedule sheet. What you're also going to need is a sales room or a quieter area for sales. You're going to need as many testimonials and reviews that you can print out a table with at least two chairs, and this is optional, but highly suggested a flip book of testimonials and reviews for your lobby. Now I'm going to walk through what each of them are and what their purpose is first. Then I'll walk you through the entire choreography of the sale after. So the next video, we're going to start with the sales check-in sheet.

 

 

Sales Check In Sheet

 

All right, let's talk about the sales check-in sheet. You'll use this to have each prospect sign in when they first come in. So you'll want to print 25 copies. You will need a clipboard for this. And it's important to understand something very important. Never throw away these sheets. Just keep adding more to the ones that are filled up. All right? And even more important, always make sure that your prospects have to flip to find the open page for them to sign in on. Never have an open page on the top of the list, like all the stack of papers. Never have an open page on the top. Always make them have to flip to find it. Now, why do I want to do that? Well, it's because it shows that you've had a lot of people sign in for the challenge and it helps create certainty in their minds that they made the right decision. Alright, here's an example of what one looks like. Okay. Super simple. Print name, phone time. You can change the name of the challenge at the top and put the date you started a new sheet in the date section if you want to. Okay. And the dates help, but the name, you can change that if you want. Right? Next video, we'll talk about the presale questionnaire.

 

Pre-Sale Questionnaire

 

Okay, let's talk about the presale questionnaire. Super important to do, really important you have to, and this is what you used to learn more about the prospect, their goals, what they've tried in the past, and even overcome objections before they come up. This is not like your typical type of training questionnaire. This is a presale questionnaire to prime them to be closed. It's also very important to make sure you're using it because the script for the one-on-one sale is built off of the questionnaire to make it as seamless and easy as possible. The group one, not so much that one. You can choose to do the group one or you can choose not to. That's really kind of up to you. Alright? But what you're going to do is you're going to hand this to the prospect after they sign the check-in sheet. You're going to want about 50 copies of this just to make sure that you have enough to start.

This is an example. This is what it's going to look like. You'll notice that right underneath the first name, last name, all that stuff, you're going to notice what time of the day works best for you to work out. You're going to circle all that apply. You will want to go in as the owner and adjust those times. So you're going to want to make sure that they line up with the classes, the sessions that you are going to have available for the challengers to come in at. So make sure that you have accurate schedule available, the stuff that they're going to come to. Okay. Here's some more examples of this, tons of different questions, like why is it important to you to get back in shape and be at your ideal weight, your goal, right? Our program is designed around strengthening conditioning to help our clients get firm lean and tone.

Is that what you want? A good one. Down at the bottom of this, you can see during the challenge, participants typically lose 15 to 20 pounds or three to 5% body fat. Are you okay with losing weight, body fat and getting stronger? You're priming them to understand that you get 'em incredible results and that it's kind of funny that you're asking them, are they okay with that? And then there's a whole bunch of other ones right here. These are really good. As you get towards the bottom with, if you had a trainer working with you three days a week showing you exactly how to reach your goal, do you think you'd get better results than working out on your own? Well, of course they would. So yes, you're priming them to take away the objection of doing it on their own because they're going to declare that they can't do it on their own here, which is the thing that we really need them to say. We have to get them to say, in the next video, we'll talk about the contract example.

 

6 Week Challenge Contract Example

 

All right, let's talk about the contracts. Okay, so when you're doing your six week challenge contract, you want to use paper contracts because they are immune to technical difficulties. The last thing you ever want is to have wifi go down or tech problems. So you want to print off 50 of these to start and have them ready to go. As you sign people up, you're going to save their contracts. You're going to make sure you file them, but to protect their personal information, you want to white out their personal information and credit card information. But when you save them, you're not just going to file them away in some file cabinet. What you're going to do is you're going to keep stacking them together on your table in the sales rooms, that prospect, see how many signed contracts you have. Obviously though, before you white out their personal information and credit card information, you're going to make sure that you upload each contract to your CRM, their information and charge their card.

So after each sales shift that you have, you're going to want to do that, but you're going to want to keep stacking those contracts so that when people come in and you're like, yeah, all these people have joined, you've got this massive stack, and over time it just continues to build and build and build. It's like again, when someone drives by a restaurant and they see the parking lot absolutely packed with cars, they're like, automatically, we all think that must be a great restaurant. Same thing with this. It just implies that you are a popular place and that you get people incredible results. This is an example of what this looks like. Again, you need to consult with a lawyer, or at worst, just take your own contracts that you're using right now that you've had a lawyer set up and you can adjust this.

So I remember when myself and others started, what I did is I took a contract that our lawyers had used and I had uploaded it into this one right here, and I basically sized down the font for a lot of the stuff that I needed to make sure that it was all good. But you can absolutely do this. You can edit this. This is an Excel. You should already have it. This was in the previous lessons before. So you can use this if you want to, but just always make sure that you check, this is for examples only. This is not a legal document. You need to make sure that this is good with a lawyer or someone else, or if you want to risk it, that's on you. Okay? Next we'll talk about the nutrition orientation schedule sheet.

 

 

Nutrition Orientation Schedule Sheet

 

Let's talk about the nutrition orientation schedule sheet. This is for after you sign up a challenger and it's used to schedule their nutrition orientations, which is always going to happen on Saturdays, right? Unless you're super stacked and you sell so many people that you can't fit 'em all on Saturdays, you get 'em on Sundays, or you can do 'em on Fridays, whatever it is, but they're going to happen on Saturdays. You're going to want to print off 10 of these to start, and you're going to have this on a clipboard ready for them after they complete their agreement. After every sales shift. Take their names and schedule them either in your calendar or go high level, whatever it is, so that you have it blocked off as a reminder, and you can send calendar reminders to them. Okay? This is just an example of what this looks like. Make sure, because you already downloaded this, make sure you edit the times in there that fit the times available that they can put in, but you're going to have the date for the actual nutrition orientation. Then you're going to have the appointment time, have them put their name and then their cell phone number right there, so you always have it no matter what. The next one we'll talk about sales room or sales area

 

Sales Room or Sales Area

 

Okay, let's talk about the sales room or sales area. Best case scenario, you have a room available for just sales. For instance, if you just have an office and that is your office and it's the only room available in the entire building, congratulations. Your office just got an upgrade and it's now the revenue stacking room where you will have it as a sales room. Okay? Worst case scenario, you set up a folding table and two chairs in the quietest spot in your gym. Even if that means going right outside your front door, doesn't matter. And if you don't have a sales room, don't worry. I think it's really important to understand that we have other ways to get around this, but I just want you to know that a lot of gyms don't, and it doesn't stop them from selling tons of new members. If you don't have a room and you do have a quieter area, you can just go into Amazon and search temporary walls, room dividers and set these up. You can buy these, they're fairly inexpensive. You can set it up inside of your facility and you have your own little quiet space, and at least they don't have a visual of the rest of the training floor. It may be a little bit louder with the music and everything, but at least they're not distracted by everyone training, and you can make sure that you put a ton of testimonials and stuff on this no matter what. Alright, next one, we'll talk about testimonials and reviews and what you need to do with 'em.

 

Testimonals & Reviews

 

All right. Testimonials and reviews. This one's super important and this is where a lot of people mess this up. They skip this step and it keeps 'em from maximizing their sales. You want to have your sales room or area, whatever it might be, surrounded by social proof, wall to wall, and I mean literally wall to wall, floor to ceiling, covered in testimonials before and after photos. Print out Google, Yelp and Facebook reviews, certifications, pictures of you with celebrities or athletes or whoever it is. You want overwhelming proof that you can do what you say you're going to do. This is not a time to be modest. This is not a time to kind of hide behind your thoughts of like, I'm not that big of a deal. No, this is a time for you to showcase and be arrogant. This is a chance to be loud and proud with all of your testimonials, reviews, all the people that you've worked with in the past, all that stuff, because what you want is you want someone to walk in and be floored, literally floored mouth hanging on the floor of all the testimonials to the point where it's just like it's gaudy almost, where it's just your entire room is just filled with it.

They can't look away. They just see bam, testimonial, bam, review, bam, testimonial, bam, review, bam test, bam, picture review with a celebrity, bam. Picture review with an athlete, whatever it might be. You want them walking in and be like, oh shoot, this guy knows exactly. Or this woman knows exactly what they're doing. They know exactly how to help me, and they have tons of different people that have gone through and they look exactly like me and they've gone through and seen massive success with this program. Alright, now if you don't have before and after pictures and you would like to use some before and afters from people who have gone through the exact same challenge, just not trained at your facility until you have your own, you can use the link in this lesson with the before and afters. Alright? If you want to, it's Google Drive. Feel free to a lot of gym owners do it. It will only help you if you don't want to. That's totally fine. I didn't, but that's totally up to you. We'll just take you longer to get before and afters and you're just going to have to work harder to make sales. Next video, we'll talk about table and chairs. 

Table & Chairs

 

Okay. Table and chairs really important here. You'll never sit across from your prospects always next to them, okay? So the table or desk is for all your contracts, pens, and anything else that you need, but you will need a table plus two chairs at minimum. Okay? Here's an example of what this is going to look like. Alright? So you're going to have this set up, and it could be whatever it is that you want in here, but this is an example of one of our current clients that does this, and you can see that he's sitting basically kind of next to him or diagonally, but not across from him. So you want to make sure that you never have a table in between where you're at. Also, notice the testimonials on the wall. Now, if you're selling in groups, put your chairs in a circle for up to eight people if you can fit it. If not, do a classroom style seating unless you have a big enough room just to continue, just to do a big circle. But at times it gets too far away from people. So when you get past eight, it's really good, in my opinion, to do eight classroom style seating for group sales. Next one, we'll talk about the testimonial flip book.

 

Testimonal Flipbook

 

All right, testimonial flip book. Let's talk about this. Now, this one is optional, but it definitely helps. It's a flip book. Think of it as a flip book, kind of like a picture album. It's a flip book of testimonials, reviews, and awards, and any other social proof that you can provide, that you can keep in your lobby for prospects to look through while they're waiting. Okay? Now, you can also do, if you have TV set up, you can also just do kind of a video that just spirals through, or a slide deck that just goes through and flips through different testimonials on your tv, so it's constantly going inside of your lobby. Always a good decision. You can always do both, but these are something, this is something that works really, really well. Next video is I'm going to go through the exact choreography of the sale itself.

 

1:1 & Group Sales Choreography

 

All right, buckle up. Let's go through the choreography of how the sale should happen, whether it's one-on-one or group. Alright, so now that we have everything you need by now, you should have had these edited, these documents already set. Get your clipboards, everything ready. Now let's talk about what needs to happen. So you need to start, you have everything you need to start selling. Let's go through the actual choreography of a sales appointment. Okay? So prospect's going to walk through the door. We're going to call her Susie today, right? You or your front desk person, if you have one, immediately is going to smile and walk towards them. Ask their first name while reaching out to shake their hand. So it's like, Hey, Susie here for your transformation appointment. Okay? After Susie says, yes, you reply, still smiling. Awesome. We got you. My name is whatever it might be.

Welcome to whatever the name of your gym is. I'm excited to meet with you tonight or today, whatever. It's all right. Now. If you have a front desk person, they'll say, awesome, we got you. My name is whatever. Welcome to wherever your gym name is. We're so excited to see how we can help you. Again, very excited to meet them. Okay, smiles, energetic, super happy. Okay, next, you're going to lead Susie right to the sign-in sheet, on a clipboard. Place your hand over it and tell them what's going to happen today. This will make sure they're not distracted, okay? So you're going to just basically say this, we've got a little application for you. Just some questions about your goals, what you've tried in the past, all that. Once you fill this out, we'll hop on the whatever you have, body fat scanner or scale.

Then head over there pointing to the office or sales area. Sit down, talk goals, show you how the transformation program works, how we get 12 to 28 pounds off in six weeks. We'll show you the options to come on board, and if it feels like a good fit all around, we'll get you rolling and make you official today. Cool, right? Again, asking their permission for this, telling them, but asking their permission. Okay? Next, you're going to have Susie check in using the sign-in sheet. After that, you're going to check her ID to confirm. So you're going to ask, cool, just need an id just to confirm. Awesome. Do not skip this. The reason why is because you want to make sure that she has, her wallet pulls the ID out. That means she has her wallet. They can't say, I need to go get my wallet.

Now they have their wallet. Then you're going to hand Susie a presale questionnaire and point her to a seat she can take to fill it out. Really important here, within one to two minutes, walk over to Susie and do two things. Ask if she'd like a water, and two, open up your flip book of testimonials, which should be right by her already. And flip to a woman like her and let her know that most people like to look at this while they're waiting. Alright? Once it's filled out, have them step on the scale. Do body fat scan. Do whatever it is that you want while on the scanner. Just continue to build rapport, but stay focused on being interested in their goals and work to discover their pain and desires. Just continue to talk to 'em. Once they're weighed in, write down their current weight in the boxes at the top of their presale questionnaire. Then confirm the ideal weight they put down on the questionnaire. It's like, Hey, Susie, so we're X pounds right now, and just to confirm your ideal weight is X, right? Okay, ask next. You or your front desk person will say, okay, great. Follow me. If you don't have a sales room, just tell them, okay, great. Have a seat

Right here. But if you have a sales room, you're going to lead 'em in there. Once you get into the sales room, you're going to stay standing for the next part to command attention. So you're going to say, so thanks for coming in. The purpose of today is for us to get to know you, what brought you in, what's going on in your life, and how we can help. I want to know your goals, how we can help, and of course, I'll walk you through the program. Have you heard about us before? Well, Susie, we're really known for our transformation coaching program with nutrition and accountability. So we'll dig into what you need a bit, and then I'll show you the two ways to come on board as long as it feels like a good fit, and we'll make you official today. It's one piece of paper we'll get your, you're going to talk about if you have