CoachBot Video Transcripts-6
CLOSER Formula
Okay, let's talk about sales. Now we're getting into it. I want you to think of the closer formula as baking instructions. Okay? When you go to bake a cake, you have your ingredients, list and measurements. Those are the details, and then you have how you put it all together and in what order. Those are the baking instructions. That's what the closer formula is. It should act as your sales instructions, a framework through which you can sell anything to anyone at any time. Let's get into it. Okay, so the closer framework or formula is in an acronym for these six things. First one is clarify why they're there. We want to understand why a prospect is there, truly understand. Cool. They're here to lose X amount of weight, okay? Number two is we want to label them with a problem you plan to solve. Great, Susie, so you're here because you've struggled with X, Y, and Z, and you want to lose X.
Got it. Number three, overview their pain and past experiences. This is where you want to dig in to their past experiences and any pain that they currently have or have had in the past to try to achieve where they want to be. This is taking time to take a step back on what programs have they tried in the past? Great, what did you like about it? What did you not like? What was your experience? How did it work? What didn't work about it? All these things, and you really want to dive into this and this is where you want, you want to at this point in number three, this is super important. Never skip past this. You want them by the end of this, before you ever pitch them, before you ever get into the sales process, you need them to basically tell you that they need your help and that they need help and accountability and coaching to be able to be successful.
Number four, sell the vacation. In this section, we are not talking about all of the requirements that are needed and all the details of working out. Your prospects already know that working out is going to require them to sweat. They're probably going to get sore. They're going to have to come in and be consistent. They're going to have to follow nutrition, all this stuff. What you want to do is talk about the end game. If you are a travel agent, you're not going to be a very good one. If you're talking to prospects and they're trying to book a trip to Hawaii and you are telling them about, cool, so on this trip, I'm looking at it right now, you're going to probably based on traffic and where you live, you're probably going to need to get ready to get to the airport about four hours before you're going to leave, four hours before it's going to take you probably an hour or so, maybe an hour and a half with traffic, so you're going to be sitting in traffic a little bit, so just be prepared, make sure you have enough gas, and then once you get to the airport, it's going to take a little bit to get through security.
Most of the time. At this time when you're leaving, it's going to take about an hour, hour and a half or an hour to get through. You'll barely make it to the gate. You're probably going to feel pretty stressed by, be sweating a little bit and then you're going to get to the gate and hopefully you'll be able to get right on. Sometimes you have to wait, so we'll see. Depending on the timing. Then what you're going to do is you're going to get on the plane and you're going to be sitting there, and I'm going to try to make sure that it gets you on your own aisle, but sometimes you might have to get stuck in between maybe the middle seat, whatever it might be. Either way, you'll be on the first flight, the first leg of the flight's going to be about four and a half, five hours. It's probably going to be pretty bumpy, so just heads up. Then when you get to the second leg, you're going to have to wait about three hours in a layover that and try to see if you can find something good in the restaurant
That are in the airport and figure it out. Then you're going to have to wait in line again. Then you're going to hop on. I can't guarantee that I'm going to get you your own aisle seat. Then you're going to be there flying across water. Never know what happens across the water, but then when you land in Hawaii, you're going to have to go through everything. Remember your bags. Hopefully your bags don't get stuck and you don't lose 'em on the way, and then once you get that, then it's in an hour, hour and a half trip to your destination. Then when you get in, it's going to take about an hour to check in, and then you're going to have to go to your room. All this stuff. No, nobody wants to hear that. What you want to do is be like, yeah, I know it's going to be amazing, so I'll get all this stuff set up for you.
Don't worry, but just remember by next week or two months from now, you're going to be sitting on a beach in Hawaii going on hikes, drinking mi ties, and doing all this stuff. That's what they want to think. You want to sell the vacation. You want to sell the end result, and how you're going to help them be able to get there. That's what selling the vacation is. Don't talk about all the hard stuff. They already know what all the hard stuff is. You want to sell. The vacation. Number five. Five is explain away any concerns. This is going to be where you have objections and you're going to overcome the objections or bypass smokescreens that they throw up. These are things and beliefs that they're going to have that every prospect has when they come on board, and if you expect people to just lay down and not have any objections, period, then you're going to be rudely awakened to the reality of sales, and that is everyone's going to have something.
It doesn't matter whether it's they have a time objection, they're going to have a spouse objection, they're going to have a money objection, whatever it might be. You have to train yourself to be able to overcome those. And then the last one is reinforce the sale. We want to, once the sale is done, we want to reinforce it by doing actions that help reduce buyer's remorse because no matter what, you're going to have, 99% of your sales are not going to have buyer's remorse, but you want to do it for everyone just in case, and this could be everything from sending a handwritten card, calling them the next day, getting the schedule for the nutrition orientation, getting 'em set up and train, all these things to be able to make sure that you reinforce that their decision was the best one possible. Okay, next video, we will get into the sales scripts.
1:1 Sales Script
Okay, let's talk about the challenge script. So this is literally what you're going to say, what you're going to do when you're selling one-on-one, okay? Now, when we go through this, just follow the steps from the moment the prospect walks through the door, what you've noticed that I've already created in this document, the greeting, so the sales choreography greeting is in here as well. You're going to say everything that's in bold. Everything that's not in bold is just context. Okay? Context or instructions. You'll notice there are some things that are highlighted in green. Anything that's highlighted in green that isn't full uppercase like this, that would be a section. Anything that's highlighted in green is really important to say, really important to say, so make sure you don't skip it. Okay, so let's start with this. They walk in the door, Hey, Susie here for your transformation appointment.
Awesome, we got you. Then you're going to take 'em to the sign-in sheet on the clipboard, and you're going to place your hand over it and tell them what's going to happen today in the following thing. Okay? This will make sure that they are not distracted. What you're going to say is this. We've got a little application for you, some questions about your goals, what you've tried in the past, all that. Once you fill this out, we'll hop on the just body fat scanner or scale, whatever. Then head over there pointing to the office or sales area that you have. We're going to 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 to make you official today.
Cool. Alright. Now what you'll do is have them sign this check-in sheet, like the sign-in sheet, and you're going to check ID to confirm really important because one objection crazy as it sounds that comes up is people are like, I left my wallet and in the car, they'll literally walk out to their car and then just leave. What you want to do is take that objection off of the books right away, okay? Then you're going to hand a presale questionnaire to them with a pen, point them to a place to sit. Let them sit down. Once they fill it out, have 'em step on the scale. You're building rapport, all this stuff. Write down their current weight in the boxes at the top of their application. Then confirm the ideal weight that they put down the application, and you do that by saying, Hey, so we're at 200 pounds right now, just to confirm your ideal weight is 150, right?
Okay, great. Follow me. Now you're going to tell them, if they don't have to go anywhere, just tell 'em to have a seat. If you are taking 'em somewhere, walk 'em into the room, have 'em take a seat. Stay standing for this next one. 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, by the way? Yeah. Okay. 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 you can 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 whatever t-shirt, swag, gloves, whatever a small gift is and book you to your orientation. Cool? Okay. But hey, before we get into all of that, let's talk about you and then sit down next to 'em and just relax. Stay relaxed. Okay? So what brought you in? You saw an ad, booked an appointment. You could be anywhere in the world, and you're here with me right now, so what's going on in your world? What are you hoping to accomplish and how can we help? Now you just listen and listen and listen, listen, listen. Okay? While this is happening, this is a critical step right here. Circle their weight and their body fat percentage that you wrote down, okay? You must ask direct questions about weight and get a long-term goal set. Then set the expectations that usually we're not going to accomplish that in six weeks.
You're not going to get them to lose 50 pounds in six weeks in this example that I'm giving you. Okay? Now you can start following the rest of this presale questionnaire for the script, and what you'll notice is that this is built off the presale questionnaire. The goal of this is to make it as simple as possible. Okay? So it's like, okay, great, so you're currently 50 or 40. Let's just say you're currently 40, you're five foot four, and you weigh 200 pounds, and your ideal weight is 150. Awesome. Okay? So what we'd like to do is get you first a little jumpstart, some fast visible changes. That's what these next six weeks are about. Then we'll reconnect and make the plan for the long haul fair. Perfect. Notice how I've already set the example of like this is going to be long-term, not just six weeks before we set that all these days and times were for you to come in and train with us during the challenge.
Notice it's on the presale questionnaire. You're looking at the presale questionnaire with those dates and times that you have, and you're just making sure because they circled those. Okay? Awesome. And just so you know, for the challenge, you'll be coming in three times per week and you can pick any of those days that come in. Cool, great. And no vacations coming up, right? Next question. No vacations coming up. Perfect. If they said yes, you're going to say this, no problem. What we'll do is pause your challenge when you're gone, then pick it up when you get back. Sound good? Now you've obliterated that objection, okay? Okay, so your goal is to lose 50 pounds, right? Look at the goal and you're looking for, and these are the other goals that they circled, right? You're looking to tone up, get stronger, whatever it might be, okay, and you've been trying to reach this goal.
This is another one, right? For the last X amount of months or years, but you've been wanting to X for the last X months and years. Is that correct? Okay. So what you're doing is you're reiterating, you're labeling them with a problem and reiterating what they've done, because what'll happen is this will lead into more than that. Okay? So, okay, tell me a little bit more about that. I see you've struggled being consistent in the past with exercise and nutrition and that you've tried a couple different things and you're going to list 'em off a couple different things like CrossFit, Pilates, whatever. Which one was the most recent? Tell 'em that. Okay, great. When did you start doing that? Okay, are you still doing that? Okay, great. How's it been working for you? If they're still doing it, if they're not still doing it, just say, how did that work for you?
Ah, got it. So not what you were hoping for, huh? I get it. That's why you're here. Don't worry. Happens all the time. Got it. Okay, so six years ago you started CrossFit with the goal of losing 25 pounds, but you didn't see the results, right? You want, I'm curious, what do you think is the reason, and this could be for right now, okay, what do you think is the reason you haven't seen the results you've wanted so far? Is it the motivation, the food, having someone hold you accountable would be the game changer for you if you finally had it. This is really key. You are seeding the fact that it's motivation nutrition, so it's either motivation, ak, accountability, or nutrition. That's it. Okay? That is what you need to get them to say anyway, because everyone else has fitness. The thing that that stands apart for you is the nutrition, but more importantly, the accountability.
Okay? And they're going to tell you. Got it. Totally understand. So what did you try before CrossFit? Okay? Then you're going to list off the things that they left, that they circled and see what it's okay. Then you're going to follow the same process. When did you start? How long did you do it for? How did that work for you? Reiterate what they tried and plant the seed for why your program is better here. After you go through everything, recap it so you're going to hit everything again. So just to recap, Susie, you've done CrossFit, you wanted to lose 25 pounds, you got into it, you ended up only losing like five pounds. You really liked the workouts, but you ended up getting hurt and it was really hard to go back and this is maybe why it didn't work, right? Because you didn't have the nutrition accountability that would help you get the results that you wanted, and some of the workouts were a little bit tough, and then you did X Pilates and this is what happened, and this is maybe why it didn't work, et cetera, and you go all the way through 'em, recap all of them, okay?
Is that about right? And then you finished with this. Is that about right? They're going to say yes. What this does is immediately lets them know you're listening, okay? And you actually truly care about them. Okay, great. Now you're currently 200 pounds and you want to get to 150 pounds, so we're looking at losing 50 pounds to get to your goal. Okay? Lemme ask you a question. Is this important? No. Let me ask you a question, and this is important, right? It's not is this, it's, and this is important, it's super important that you say this, and I know I'm saying important a lot. It's critical that you say this, okay? Because you have to impose the importance of this next question on them. You can even say something like this. Let me ask you a question, and this is the most important question I have all day, okay?
How would being whatever their goal, weight 150 pounds be different for you? What's going on at 200 pounds that you want to shift or change? Is it confidence? Close socially, pictures, energy? Talk to me. I'm writing this down for your coach, and then you actually write it down. Once they open up to you about this, say you remind me of Theresa, similar situation, numbers, goals. She struggled with X, Y, Z just like you, and once she jumped in, she never looked back. Now she's down 80 pounds. So hey, I think you're going to be a great fit. We got you. Even better is if you have Theresa's testimonial up on the wall and you can point to her way better. Okay? Now she has a visual not just to the name, and there's way more trust there now to create timing and urgency. So before I get to how we'll solve this and get you 50 pounds off, tell me why now, why not tomorrow or next month and then whatever they say, dig into it if you need to.
If it's just like, ah, I just wanted to be like, well, you got in your car. You could be anywhere else in the world, but you're here so it means something and it is important to you, but why now? Why not tomorrow? Why not next month? Right? Try to nail them down on that, okay? Then it's like, love it. Okay, makes sense. So enough is enough. This is really key. Say this line. So enough is enough. You sound serious. Okay, now you're going to transition. Do not ever skip this. Okay, awesome. So Susie, I really think you're going to like this program because of what you just said. The fact that you've done CrossFit, Pilates, and the main thing you're looking for is to lose weight and tone up. So want me to tell you a little bit more about how the program works? Notice how I ask for permission here.
You always ask for permission for the next step. Okay? You could also say this, want to hear a little bit more about how I think we're going to be able to help you out? I think you're really going to like this program, so now you're seeding that they're going to like it. Okay? This next one in green is so important. Okay? I'm actually going to take it out from green. Sometimes I feel like people skip this, so I'm not going to have this. I'm just going to underline it. Listen, no matter what you do, whether it's with us or someone else, you're going to need to have these three things to be successful. Notice how I just said, whether it's with us or someone else, you're going to need to have these three things to be successful. Now, what you did is you put her guards down or their guard down.
Now they can feel a little bit safer. In this situation, we call 'em the three pillars of success, fitness, nutrition, and the big one is accountability. Now, I'll explain all three. Then if it sounds like a good fit, I'll show you the two options that come on board. You'll pick one and we'll get you rolling. Fair enough. Again, I'm telling them what's going to happen. They're going to pick two. They're going to sign up, ready to go. Okay. Now you're going to explain the three keys to success. You're going to connect this to whatever they needed most, and you want to make it feel like they finally found the full solution that they need. In this example, I'm going to use that they lacked accountability before. So first part is fitness. Now at this place, you want to insert a description of your own fitness experience.
For this one, it's just like a kickboxing one from one of our clients. So our fitness classes are 60 minutes of high energy, fat burning, kickboxing. We'll hit your abs, arms, butt, legs, keep your heart rate in the fat burning zone. Our trainers will be with you every step of the way, and there's modifiers for everything we do. You're going to love it. We'll get you going right at the right pace for you. Sound fair? Awesome. Now, what you're going to do again is show the schedule on the presale questionnaire again. Cool. So we have X number of classes a week. We got mornings, evenings, weekends, and it looks like these days and times work best for you, which is perfect. You're going to love those sessions again, letting 'em know, great decision, okay? You'll come in three times a week. Cool. Awesome. Again, let 'em know they're coming in three times a week.
The second key piece is nutrition. Now nutrition is 90% of weight loss and transforming your body. There's that saying you can't out-train a bad diet, right? Yeah. So when you come on board today, we make sure you have a super simple to follow nutrition plan and personalize to make sure you get maximum results in just your first few weeks here. Then you're getting into it a little bit more, right? Wouldn't it be nice to get the body you want, but also be able to have your favorite snacks? Yeah. This program does that. We've even got you covered with your grocery list recipes, even a restaurant guide to make sure you can get results and still live your best life. Fair enough? Yeah. It's all laid out for you. We do the work for you. Sound good? Now you're trying to make it as easy as possible.
Okay? Okay, so the biggest piece of the puzzle, that third piece, it's that accountability. This is the biggest piece of the puzzle, the glue that holds it all together. When you come on board today will hook you up with your very own results coach. That will be whatever their coach name. She will guide you every step of the way on your journey of transforming your body, living your best life. She'll check in on you and not just guide you, but kick you in the butt if you need it. If that's cool, cool with you. Okay? Yeah. What's crazy is we found that when we gave new members a coach for their first few weeks, they tripled their weight loss results. I think knowing you have someone that you have to check in with makes all the difference in the world. You agree? Notice how I slowed down the pitch a little bit.
You could change your tonality. Practice this. This is why we tell you to practice out loud when you get into the sales training of this, you have to practice this out loud, okay? Yeah. So how's it all sound? You want to get a super excited, agreeable response to this, okay? If not, go back through a very simple question to ask. If you don't get that, it's like, oh yeah, it sounds okay. You could be like, cool. What would make it better? What would make you super excited about this? Now the pitch, so now I'm going to show you your two options to come on board. There's a way to earn it free, and also we have a free with membership option, so I'll cover how it all works. Then just tell me option A or B. Then we'll make you official. I'll get you your T-shirt, put your package aside, and then boom, your transformation officially begins. Cool again. I told them again, this is like the fourth time, right? Great. So option A, this is our six week transformation coaching package. This comes complete with 18 training sessions, a fat burning meal plan, shopping list, eating out guide, recipe books, 42 days of one-on-one, accountability, coaching, everything you need to transform fast. Remember Theresa, this is the program she did to lose 38 pounds and keep it off. Now, normally this is 10 99.
Let me make a suggestion here real quick. Instead of saying 10 99, I actually would go back and I would say, normally this is 1090 $9. Notice the difference because 10 99, they literally might say $10 and 99 cents. So normally this is 1090 $9. Today with your first day in the building deal though, we take off $500, so 5 99. So $599 for the full program. Sound fair? Notice how, again, I said 599 after I said 5 99. I'm trying to make sure that they understand this. Okay, sound fair? Awesome, but you're probably wondering how you can get it for free, right? What's that? Earn it part. Okay, well, here's the cool part and there's one last piece of accountability that's the real secret sauce to why our clients get such incredible results here. It's genius. Actually, we have you make a bet on yourself that you will lose a certain amount of weight or body fat during the six weeks.
We'll set that goal together, and it's different for every person, and when you hit your goal at any time during the six weeks, you get a hundred percent of your deposit back as an insane discount towards our normal monthly rate. What's fascinating is this is actually based on extensive research that shows that one of the biggest motivators of behavior change, at least in the beginning, is money. So we use it as a tool to get you results because no matter how good their intentions are, one of the hardest things for people, all of us, is to be compliant to a coach. So instead, we help you by making you compliant to your wallet. Make sense? Cool. So the other reason we do it this way is because we used to do it without a deposit, and guess what happened? Nothing. Right? You guess it almost zero results.
No one got results because they didn't have skin in the game and without having some skin in the game, people just don't commit all the way. That's why the deposit works so well and gets our clients such great results. Make sense? Awesome. Okay, so quick recap on option A. You get our six week transformation coaching package with all the bells and whistles. When you put down your deposit today, we'll set a goal together for you, something that you can definitely hit, and when you hit your goal, you'll get a hundred percent of your deposit back towards staying on our VIP program. Cool? Awesome. Any questions on option A before I go into option B? Okay, hard stop. Don't move on without asking this. Always make sure Any questions? Great. Okay, so option B, a little newer, just as popular. Just join our gym, jump on our VIP membership.
Normally our membership is $60 a week, three times a week, about $20 a class. Pretty normal, right? Yeah. That's no coach or nutrition, just fitness. I'm going to pause here. Just fitness right now though, with our first day in the building deal, we'll get you set up with a new membership. Normally $60 a week, we drop you to 49 a week. Plus, since you're activating a new membership, a new fitness membership, we gift you the entire six week challenge program. The coach, the nutrition, the accountability, absolutely for free. It's our gift for coming on board as their newest fitness member. Also, one last thing about this, every gym membership in the world is like a 12 month contract, right? Yeah. They like to lock you in. So here's the deal. We do things a little differently around here. We do protect your rate for a year, but people like our 60 day heads up policy.
If in the future we have to part ways, just a 60 day heads up and it's all good. Cool. Awesome. So Susie, what one feels better for you? And then just wait. That's it. Literally, just sit on your hands. Don't say a word. Just let them make the decision. If you talk here, you will lose. Just shut up. That's it. You could also say which one feels better for you? Okay. It's really up to you. I'm just going to put this here. It's really up to you. What one feels better? Which one, but just don't say anything after you say that. Just sit on your hands, shut up. Tape your mouth shut. That's it. Once they choose, it's like love it. Okay, so big question of the day here though is what's your T-shirt size or color gloves or whatever
Your is for them? Okay, get that done. Then it's have them sign the agreement, ensure everything is on there immediately. Schedule their nutrition orientation using the nutrition orientation scheduling sheet, and let them know how excited you are for them that you can't wait to see them at the nutrition orientation. Okay, that's it simple. Now, if you have objections, you're going to go through the objection, overcome training with all the objection overcomes, and this is typically when it's going to happen, is here after this. Now, if you've done your work, you'll have minimal objections, but be prepared for them. They're going to come up In the next one, we'll go over the group presentation.
Group Sales
Okay, let's talk about group sales. There's two things we'll go over in this one. Well, we'll go over this, the basics and then the things that you need to know. And then in the next video we'll actually go through the presentation itself. So reminder, on group sales, they're for gym lords that don't have coverage for most morning and evening sessions yet. So if you're a one man, one woman show, you will need an adjusted schedule and a group sales process. When you're looking at this, your schedule will be Monday through Friday. You're going to need one morning sales appointment time and one to two evening sales appointment times. You're going to pick two spots. Those spots should be anywhere between five six and 7:00 PM If you need to do this schedule, that means you will need to do your group sales, right? Not one-on-One, just to be very clear, because you will not have the volume at one-on-one in order to grow.
Okay? So each appointment time slot should be for one hour. You should allow for a minimum of five people to book into that time slot. Prospects should only be able to see availability based on when the appointment starts. Not every 15 minutes like they would with an optimal schedule, which means their schedule, if they look on their calendar when they book an appointment, it would be at the top of the hour or whenever it actually starts. So if your appointment starts at six 30 and seven 30, they can only book in at six 30 and seven 30. Now, to be successful at group sales, it really comes down to one thing and one thing only controlling the room. You have to control the room. You have to control the pace, the energy, the feel, the questions, the speed. You have to control everything. So all of this, the conversations and when people answer during a group sales presentation, you have to control all of it.
If you don't, you will struggle because your prospects will take control of the room and they will lead the conversation and it will never go where you want it to go. Alright, so three things to help you control the room. Number one, use the presentation on a screen. It's simple, but it looks professional. And if you can do it, use it by all means. Please use a computer screen, or I'm sorry, a TV screen and if you can project it up there or obviously just plug it in and connect it to the internet or connect your computer to it, use it. Don't spend a lot of time on one particular prospect. This is really important when you have groups, don't do that. Instead, flow between them fairly so each gets equal attention. And what you'll learn is that as you learn to basically orchestrate a room, you'll learn that you can work off of different people. So if Susie over here has a problem and then you go through a couple different people and this Julie over here has the same problem as Susie, you can then just be like, oh yeah, so you and Susie have the same thing. Got it. You can start to work off different people.
So we have used the presentation, don't spend a lot of time, and then when you get to the end, after you drop price, do not, never, ever allow for questions if you have someone that's already in. So get your guaranteed closes done and out the door before you answer questions, you have to do this. So when you ask,
Alright, so who's in which one you want to do and you get people raising their hand, who's in, great. You don't even have to ask which one they want to do, just be like, who's in? And then anyone else be like, cool. Now who has questions? Everyone that has questions, I'll get to you in just a second. Everyone that's in, let's go ahead and get you all set. I'll let you out and then everyone that has questions, I'll make sure I answer every single question that you have. Okay? Never start answering questions with guaranteed closes in the room. Never. Because those questions are objections and those objections will start to control the room. What you want to do is control it and get your guarantee closes done and out of the room before you start handling objections. That is the key. Okay? In the next video, we'll go through the actual presentation itself.
Group Sales Presentation
Okay, let's go through the actual challenge six week challenge group sales presentation. Now, there could be multiple different variations of this, by the way, in the lesson. This just depends on the coaches and the coaches have access to different types. So you can see which one fits your style more. This is the one that I'm going to work off of, and in my opinion, this is the one that probably has the most information on it. You can always pare it down and adjust it. Everyone has their own little spin to it. But when I go through this, first thing is we need to understand with this actual deck, all stock images are bought and paid for, so no copyright infringement. The opening slide is one jpeg. So if you want to keep it it looking like this, you're going to have to insert your gym logo as an image and just place it over the top of the logo that's currently on there.
This is from one of our clients. So just make sure that you do that and you're going to want to bring it to the front. Everything in highlighted in green, you're going to want to go through and edit and make sure that you add. So just go through it, just make sure everything's set. There's logos, there's pictures and things like that that are on here that you are going to have to adjust to yourself. Okay, so let's go through this. So they're, they're sitting down. You've already gone through it, everything's started. This presentation, by the way, is where you haven't done a group questionnaire already, so you'll notice that right off the bat. You can take out the slides if you don't want to, but it is what It's okay. So how we get 87% of people who take our six week challenge to lose 20 pounds or 6% body fat for free, even if they've never worked out before or have failed with other programs in the past.
To get started, please write down your current numbers, body weight and or body fat percentage, which what your goal numbers would be. Again, body weight or body fat percentage. If you don't know it, just write down your most recently known weight. Alright, so here's my goal today, guys. My goal is to explain to you why some of the programs that you've done in the past haven't worked and why it's not your fault and why our three pillar system here at X, Y, Z, whatever it's has changed thousands of lives and how using this system, we can help you lose either 20 pounds or 6% body fat in the next six weeks and keep it off. That's the key. Keep it off. No one here that's sitting here wants to just come in, lose a bunch of weight and then get it back, right? Right. Okay.
All right, cool. But before we dive in, let me give you a quick rundown of who we are and why we're so confident we can help you because to be real guys, no one cares how much until they know how much you care. So our team is led by fitness power couple. So this is where you can put your own information. So this is previous clients that use this, put your own information there and after seeing so many people struggle with their own weight issues, they dedicated their lives to helping extraordinary people get extraordinary results and go through all of this right here, okay? We've been able to use this exact transformation process on people with a lot to lose. See people who just want to tone up, see, and then you can start bringing in names of people. So this is Susie or Dan or whatever. Notice how all these have their logo on these. You're just going to have to replace these. If you had to and wanted to, you could put an image over that and block it out or put your own logo over that if you wanted
To. I'm more of a big fan of just using your own. So this goes through testimonials. Point of this is they're breaking down different types of people. So if you notice with this, you're talking about people with a lot to lose, okay? Then there's two slides for every single one. People who just want to tone up. So we got that, okay, people who just want to turn up. Then we have people with slow metabolisms and diabetes. Now the people that believe that, right? Or obviously diabetes is diabetes for real, but they have this and then moms who just want their bodies back after having kids, they got this. Then they got dudes who just want to look better than the other guys at the office. Now they've handled all these, okay, so this isn't our first barbecue, and the only thing separating you from all these people could be just six weeks in our three pillar rapid body transformation program.
So now it's going through of really nailing down who they are. So since you walked in today, it's probably because you want one of these things. Just throw your hand up when I hit these reasons. Now, the reason why you want the hand up is you want them to start obeying. You literally just want them to do what you're telling them to do because what will happen is through the process of the sale, the more that you can get them to follow through with what you are doing, both in their body, like actual follow through, but also verbally, they're going to be more apt to actually close, which means you're in a state of influence. So you want to lose weight, show of hands, but what you're doing isn't working. What is working for you stopped. You just can't seem to stick with it or you can't even manage to get started.
Any of those reasons, but you want to lose weight. Got it? Okay. Same thing. You want to tone up, show of hands or gain muscle, show of hands. So you're getting these people and you're figuring out across the room what everyone wants. Okay? Now does anybody feel like they're a special case and their unique goals were not covered? This gives you a chance to listen to other people. Most of the time it's not great. Then you're in the right place and this is all we do. So again, you are telling them that they are in the right place. They made the right decision by showing up and that you are confident that you can help them solve any of those problems. Now, I'm going to show you two ways to get this challenge for free. We're seeding the future offer. We're letting them know that you're going to show them what's to come.
You're going to show them the two ways that they can get this challenge for free. As long as six weeks from now, you're not going to be upset with us. If we help you hit your goal for free, all those people I just showed you, okay, cool with that, okay, sweet. As long as no one's going to be upset with that, right? You can get some laughs and all that stuff and be sarcastic, but you really just want to make sure that remember that this is seeding and getting them interested on how they're going to be able to get it for free. Now this, we're getting into questions, kind of asking qualifications. So now what we're doing is we're making this become something that is not everyone can get into. So they have to qualify for this. So it's like, cool, throw your hand back up.
If you a hundred percent believe you can be a success story, you can lose 10 to 20 pounds or four to 6% body fat in six weeks. Great. You're a hundred percent in control of decisions about your health. No one else controls those decisions. You have full control over your health. Now the reason why we ask this is because we want to take out the spouse or decision objection right away. No one else is going to make that decision for you. Great. You're ready to make a change today. Enough is enough, okay? If you need to think about it, you won't go all in. We understand this, right? If I'm one foot in, one foot out, I'm not going to get the same results. We have to be fully committed. Is everyone fully committed to making that change today? Great. And seeing that body of your dreams, fantastic.
Alright? You were willing to put in hard work to get the best possible results, knowing that in six weeks you could lose more weight than you've lost in the last few years combined. Cool, great. Okay. Again, getting them to qualify, but also seeding in that you're overcoming objections. So number one is they believe in themselves. Number two is that they take out the decision maker one. The third one is you're ready to make a change today. So they're ready to act now. And then the fourth one is just simply seeding that they are willing to put in the hard work. So you're creating an identifying, you're creating a label for them to label them as someone who's willing to put in the hard work. Okay, great. Okay, so now how am I going to look like Wonder Woman or Thorn in six weeks? Let me explain.
Now, this is something that you can do to basically say that your gym is not exactly the best gym, but we focus on results. So we're not a fad diet place, we're not the prettiest facility. We don't have the coolest equipment. We don't have rainfall, showers or SPA or Tim basketball courts update this. If you have all this, we drink way too much coffee. So this is damaging admissions here. So damaging admissions are great because they're honest and you can adjust all of these slides right here and remember, people will always listen to what's after. But we are the place where people come when they're tired of trying and are ready to actually see magic happen in the mirror for real and we're good at it. Okay? So if you tried any and all of these, so you got all these different things, you can list them out.
Here's why those didn't work for you and why it's not your fault. Super important that it's not their fault. There are three main pillars to sustainable rapid body transformation that when combined make up the transformation engine behind the success of the six week challenge. And most times other programs have one or two of the three pillars, but not all three pillars together. Because if they did have all three pillars, you wouldn't have walked in here today. You'd already have the body and health you want or you'd be well on your way. Okay? So here's what a lifelong obsession and thousands of weight loss case studies unearth to identify as the three pillars that consistently get our challengers the best and fastest results possible. So now it's going into the fitness, nutrition, and accountability. So now each one of these is going to hit on this.
So notice how this compares us, meaning your gym to everyone else. So it doesn't matter, your gym is going to beat it. It's got all three pillars. Everyone else has half to one, and then it also hits on the fact, but the worst program of them all is doing nothing at all indecision. So if you're not sure you want to start, you want to wait, that means you're doing nothing. You made the decision to do nothing, and that is the worst because there are no pillars involved, which means there is zero progress at all. Now, ironically enough, it goes into an example talking about Ray Croc and the three pillars really when you talked about how to create McDonald's success, and it talks about this, how you have to have this, otherwise you're going to plateau shorter your goal, you'll lose weight than gain it all back.
You'll never lose anything at all. So here's how our sustainable rapid body fat transformation program works. So now it's going through how it works. You talk about the training. Now you guys can edit this as much as you want. Okay? This is talking about how men lose fat, lose weight and fat faster than women. Well, it's because of muscle. So it talks about all those things. It talks about the workouts here and how they're efficient, effective, and purposeful. Then it goes into the training times we train all day. There's no excuses to not get your workout in, but this is where you can edit this. So you're going to want to make sure you edit this to match what you have. And then again, main point recap so it recaps every single one to make sure they remember it. Okay? So then you're getting a commitment right here of can everybody make at least one of those slots work?
So you could even say three, but just at least one of those so you know that they can come in right now, custom nutrition. Now we're going through this, everything here because at the end of the day, if you only stick with this six weeks and go back to your old eating habits, blah, blah, blah. This is really important. By the way, this slide, in order to get the best results possible, the way you eat needs to be one specific to your goal. Two, specific to you, three enjoyable. Four, easy to follow, five, easy to prepare. Six, easy to shop for. Seven, easy to cook. Eight, easy to live life, be social and nine, easy to travel with. So then what happens is by hitting those points, right, you're going to go through and talk about how it's not good. All this stuff we rolled up our sleeves, set out, created the best transformation system on the planet, all this stuff, and then it goes through and lays out all of the answers to those things, those nine things, and you can adjust these screenshots.
These are way old meal plans and some of the things that they had. So you can adjust these, but this goes through every single one of the things that they're going to get. Now with that, it goes back and says, think we nailed it. Now it's like these are specific to your goals, specific to you. Enjoyable, easy to follow, easy to prepare, easy to shop for, easy to cook, easy to live life, easy to travel with. It nails all of those things. So automatically it's like, oh, shoot, they've thought of everything. So the big thing is recap it again and then commitment time. Do you think now that we have all the pieces you made for good, you need to make work, food, work for good? Are you willing to change the way you eat in order to get the body that you want? Okay, you need them to say yes.
Okay, now you get into expert accountability. So talking about this, right? All the reasons why there's three pieces of it. More testimonials, you're going to want to adjust these more testimonials. Back to expert accountability. We talk about what it's not. This is important, what it's not. We talk about what it is, and then we talk about the three levels of expert, which is social accountability, and you can say, look around the room. These are the types of people. This is social accountability, the types of people that you're all going to start together. This is social accountability. Then you have mentor accountability. That's all the people that have already gone through the challenge and our current members, they'll be able to help you and you'll be able to work with them and then all of it works and none of it works. It's really important to understand that at the end of the day.
The last level is coaching accountability, right? You're going to want to adjust these pictures as well. You need your own expert accountability coaches who help countless people through the exact same process. So now you're talking about the expert side so that they can help you through. Now this is going to talk about what's included in all this stuff. So recap. The reason professional athletes have coaches, there's a reason you haven't been able to hit your goals on your own. You need this, so here's what you need to be able to do. So now before commitment time, it's like here's what you need to be able to do. Can you hop on a scale once a week? Can you respond to a text from your coach? Got it. Do you think you can hop on a scale once a week and respond to a text? Everyone say yes.
Got it. Okay, fantastic. Great. We've covered everything you need to be able to do in the program. So work out. Now we're recapping again, right? Work out here with a trainer three times per week. Follow your personal meal plan. Number three, check in with your coach and actually follow through on numbers one and two. See how simple that is. We're selling the vacation when we come to this point, notice how easy this flows and that all we're talking about is you just got to work out three times per week. Got to follow your meal plan and you just check in with your coach. That's it, right? Super easy. Okay, so quick recap. This is everything that they're going to get. Yes, there is money here because you want to stack total value because you're giving a presentation. It should be visual. So total value is 17.02, but you came in to see how you could get the challenge for free.
So don't worry, it's not going to cost you a 17.02. In fact, I'm going to show you two ways you can get the challenge for free. So now we're getting into the options. Okay? So free challenge option number one, the six week transformation coaching challenge. This comes complete with everything we just talked about, and it's the same program that you're going to put more testimonials in here with a name and you're going to want to probably tell a story about this person. So this should be one of your best ones, same as this one should be one of your best ones. And typically what you want to do is you want to pick, if you primarily service women, you're going to want to have just females. You primarily. If you have a good mix between male and female, you're going to have a female and a male.
Feel free to add more than that too. Testimonials are not going to hurt. Now you're going to anchor the pricing, so you've already anchored with the value. Now you're going to anchor with the price. So normally this program is 1090 $9. Be very clear, 1090 $9, okay? Normally this program is 1090 $9 and you can pause. But today, with your first day in the building deal, we take $500 off. So it's 5 99 for the full six week transformation coaching program. And if you decide to stay after, you don't have to spend a lot of time on this slide, by the way, and if you decide to stay after, we credit your entire deposit towards a membership making your challenge free. Okay? Now, why do we do it this way? This is really important. There needs to be a why This is very important. You're going to want to make sure you understand this part, and this is good for anyone that even if you do one-on-one sales, you need to go through this.
This is actually based on extensive research that shows that one of the biggest motivators of behavior change, at least in the beginning, is money. So we use it as a tool to get you results, because no matter how good your intentions are, one of the hardest things for people is to be compliant to a trainer. So instead, we make you compliant to your wallet. Okay? The other reason we do it this way is because we used to do it without a deposit, and guess what happened? Then it goes through how if you don't have skin in the game, people just don't commit all the way, and it actually gives examples of doing it completely for free, talking about no one finished the challenge, they didn't get their success rate, all this stuff, and this is why the deposit works so well. You have to have skin in the game.
Okay? So summary of this, put down your compliance deposit of 5 99 and get everything included here. Total value of 17.02, okay? And when you stay, you get a hundred percent of the deposit back to put towards staying in our VIP program. Who wants to hear option number two? So you're going to be like, cool, awesome, great. Don't take questions. Then it's like, who wants? See your option? Number two, get buy-in. Great. Okay? Option number two is the VIP membership. This option is a little newer, just as popular, and it's literally just join our gym, become a VIP program member, which is normally $60 a week with no coaching or nutrition, but with our first day in the building deal, we will get you set up with a membership and instead of paying $60 a week, we'll drop you to $49 a week, and we give you the 5 99 challenge free for becoming part of our fit family completely for free, okay?
It's our gift for coming on board as our newest fitness member. Also, one last thing about this, every gym membership in the world is a 12 month agreement, right? They like to lock you in. Everyone knows that. So we do things a little differently. We do protect your rate for a year, but people like our 60 day heads up policy if in the future you have to part ways. We do just a 60 day heads up and it's all good. Cool. So now what you're doing is you're letting them know that you're going to have 12 month agreement. You have this set, and all you're going to do is in order to exit, they have to give you 60 days heads up. Okay, great. There you have them. Six week transformation, VIP membership. Just to put you at ease, this is another one. You can take this out if you want to, but this works really well.
We back every one of our programs with a money back guarantee. So if you don't hit your goal, which would forfeit your deposit, you can take this out if you want to, but feel like we didn't deliver on the service you paid for. I'll give you your money back. A hundred percent satisfaction guarantee. You can take that out if you want to. But then it's like, so the only thing left to do is pick, which do you prefer? Do you want to do the challenge for credit or do you want to do the membership and get the challenge for free? All right. Now, one little reminder, thinking about it has got me amazing results. Said nobody ever, okay, so who's in? Raise your hand, who's in? Awesome, great. Now who has questions, more questions about all this stuff. Great, no problem. Okay. Everyone that has questions, I'm going to get to you in just a second. Who's in? Great. Come on up here. We're going to go ahead and get you all set. We'll get you out the door. This is amazing. Great. When they come up, then you're like, cool. Which one do you want to do? Then get them to sign it done out the door, all set, done. Then go back to everyone that has questions, great questions. What do we got? And then just answer all the questions, handle the objections, get them to sign up, and then move on. Alright? It's all about controlling the room, controlling the pace.
Post Close Process
Okay, let's talk about the post-sales process. Very simple, right? You just signed up a new client. What happens next? Well, you want to make sure that they sign the agreement. Number one, that's the basics, right? Then you want to schedule their nutrition orientation using the sheet, so the nutrition scheduling sheet. So do that before they go. Do not let them walk out the door until they schedule that, because we need them to show up, okay? Hand them their welcome gift. Once you have that, make sure you process their payment by end of day, and then you're going to write them a handwritten card and mail it to them by end of day or worse the next day. Okay? So quick one. So if you're selling at night, you can mail it to them the next day, but just make sure that that goes out within 24 hours. And then add them to train eyes as a client so you have all of that set. Alright? Now in the trainer eyes section where we'll go over how to use all this, you can go to that, but right now just understanding this process is really important. And then when you go through the trainer eyes, you'll understand how to add them as a client.
How To Become World Class At Sales
Okay, you want to become World-class at sales? Let's talk about how this happens. Okay, so sales, just like anything else in life, it's a skill that can be acquired. So even if you have not sold anything ever, it doesn't matter because you can acquire this. You've already been given the words to say, you've been given the objection, overcomes, you've been given exactly what you need to practice on. Now it's just a matter of getting the reps in and to acquire it. Just like anything else, you must work at it every single day. When you follow the plan that we lay out, you will become a world-class salesperson faster than you ever imagined, and this newfound skill will completely change your life completely. Okay? So this is the most important thing right here. Daily sales training routine. Okay? So this is five times a week minimum.
You should block one hour of your day, preferably in the morning because you can block it off in the morning and you can have it set. But here's what this should happen. So think of this as your training split for you making more revenue inside of your business. The ROI in your bank account will be a lot more than if you spent this hour working out. So push your workouts till later in the day. Get this done every single morning before you ever step into the ring when it comes to sales, because you want to prep yourself every single day. Because when you do sales, you can think like, cool, I'll just get better at doing the reps when I'm in there. But trust for me, you want to be as prepared as possible. You do not want to have to go in there not prepared.
So yes, for some of you, you might be live with your ads and moving forward and you're like, I don't have a ton of time to prepare, that's fine. But the way to make that up is not shut down appointments or stop from going live. The way to make this up is every day, spend more time focusing on your scripts, focusing on your objection overcomes, and actually getting the work in so that you can bolster and improve your sales process, and you will be rewarded for this big time. So here's how this works is you're going to have 30 minutes of talking and 30 minutes of listening. Okay? So 25 minutes a day, you're going to spend reading your script out loud. So whether it's the group presentation or most of y'all will be doing the one-on-ones, you're going to read it out loud, out loud.
Don't just read it in your head. You have to say it. You have to say it because you have to practice tonality, pacing, all those things. Okay? So 25 minutes a day, you're going to read the script out loud, five minutes. You're going to repeat one objection, overcome out loud. So you're going to pick one and then just repeat it, learn it, become inside and out. So if you need to spend 10 minutes on it, spend 10 minutes on it, but just repeat that one over and over and over again. Alright? 30 minutes will be one sale recording that you'll listen to every single day, okay? So you'll listen to yourself selling every single day because what you want to start doing is noticing how fast am I talking? Am I truly caring for the client? Am I skipping over their pain? Am I just going ahead and jumping to pitching them when they haven't actually told me that they have pain?
Because you don't want to pitch unless you have pain. So one 30 minutes listening to game tape review, okay? This is why it's so important to record all of your sales and you want to make sure you're listening to these. Okay? And the last one is you can attend the boiler room sales training, which is 8:00 AM to five to 8:30 AM central standard time Monday through Friday, and then 5:00 PM central standard time Tuesday and Thursday. So we have two different slots available for y'all, but those are 30 minutes long. You can hop in and you can learn and actually practice live with other people. So we go into breakout rooms in the Zoom session and you get to go back and forth with people practicing objection overcomes, practicing, grabbing as much information. You can practice all these things and practice your script, live with someone else and get critiqued by the other person.
And our coaches are in there and they're going back and forth between rooms and stuff, and they're helping y'all. So make sure you utilize this. This is going to be the most important. So if you go to boiler room, you're looking at 90 minutes of daily training, but that 90 minutes is going to equate to hundreds of thousands of dollars worth of revenue for your gym, and it is by far the most important time you can spend if you are not currently already able to close people consistently at 50, 60% at 5 99, 6 99, $1,200 down day one. And this is cold traffic for a six week challenge for large group training, not for personal training, not for semi-private. I'm talking for large group. If you're not able to do that, you need to be in here because the first question that your coach is going to ask is, how much time are you spending on this?
What you want to do is leave. No doubt. You want to go in and you want to prepare as much as you possibly can every single day and do it. Now, suggestion for me is that there comes a point where volume of training doesn't equate to actually making great sales because you can train all you want, but if you can't execute when the client is there, meaning you can't execute on game day, it doesn't matter. The only thing that matters is can you get someone who comes in to sign up? That's it. The point of this is to help you every day get better. So don't treat it like, okay, I'm going to do this for two weeks and I'm going to spend five hours a day training on this for two weeks, then I'll be good. No, you should be thinking about, I'm going to be doing this for however long until I get a salesperson, and then when I get a salesperson, I'm going to help that person do this.
And they're going to continue to do that, and you should do it maybe once a week. You might have to jump in on sales, but this type of training, it has to happen. You should get to the point where you know your script in and out, because then what happens after that is once you have your script inside it, inside and out, you can then start to play around with it and you can add your own little things to it. You can add, maybe adjust your offer a little bit if you wanted to, increasing your price or increasing value, or maybe you like to say this instead, or you learn this new little thing that you want to add in. But if you don't have the base knowledge and the repetitions underneath your belt, then you're not going to be able to do that because it's going to be way too hard to change things. Just like someone else coming into your gym, a client, and you want to teach them how to squat with a barbell they've never squatted before, you're not just going to throw a barbell on their back and weights and then just tell 'em Cool squat.
I hope all of y'all have had clients that come in and have zero idea what a squat is. I've had that, and they're like squat, and they have no idea. Their heels come up, they push their knees far forward, and they can't actually squat right, or they round their back and they're never in a good position. They have no idea how to squat. So we need to start from the basics. And when you get the basics down and keep doing the basics every single day, this is by far going to be the most important section for you, and you have to do it all of the time. Okay, on the next one, we'll have some additional lessons on sales. All.