CoachBot Video Transcripts-7
BONUS Sales Lessons
Okay, here's some additional lessons on sales. Think of them as bonus lessons on sales. Okay? You've gone through everything. These are some things that are very important to understand when you're going through the sales process, and this is what will make you an exceptional salesperson. Okay? So lesson number one, whoever cares more about the prospect will win. If the prospect cares more about their own wellbeing and long-term health, they will win if you care more about it. And caring doesn't mean just being nice. Caring means challenging them, asking the hard questions, the things that make them uncomfortable. But if you truly care more about the prospect, you will win more often than not. And it's very important to understand this because a lot of times it's like you want to, A lot of times poor salespeople will go in and they will try to assert themselves as the expert, and they want to show off, and they want to show off how much they know and how knowledgeable they're about training and all these things.
And then they wonder why their sales rate is terrible. Well, it's because number one, they're acting like they don't care about the prospect. They're going in with a major ego and they're just trying to showcase how good they are at what they do, and they're doing it in a way that is arrogant. We need to take a step back and we need to truly get to know the prospect when they come in, understand their true pain, peel back the onion and go down a couple layers to figure out, Hey, is this actually the root of the problem? And then peel it back again. Ask harder questions and get to the point where you get that prospect to tell you they need help. They have a problem. They can't do it on their own. That's it, right? But you have to care more about the prospect or it won't happen if you care more about yourself, if you care more about making that commission or making that sale, it's not going to happen at all.
And what I mean by this is you might have people coming in that you can't help, you truly can't help, but you just want to do it for the sale. They're going to churn out. It's going to look bad for your company, your business, your brand. So make sure that you can actually help these people when they come in and sell them. But you have to do it in a way that you show that you care more about the prospect, which also means that if a prospect comes in and then they start giving you these excuses about how they don't have time, they don't have the money when you know they have the money, and maybe a spouse objection, or whatever those objections might be, if you truly cared about the prospect, you would help break their beliefs and shift their beliefs around all those things to get them to see that those are just smokescreens and reasons, the reasons that are going to keep them from living a longer, healthier life.
So if you do care about a prospect, you're not just going to let a prospect walk out the door without confronting them around those belief systems, right? You're not just going to let them just say, see, you be like, okay, yeah, maybe it's not the right fit, or, okay, well, let's reschedule and let's find another time, or let's talk again. No. Once that prospect leaves your building, they're gone. They're never coming back. No matter what you think about it, no matter what they tell you of like, oh yeah, they're going to call me and give me the money later,
Or I'm going to collect payment later on this week, it's not going to happen. Because as soon as they walk out that door, they're just telling you what you want to hear so that they can leave without hurting your feelings. That's it. Okay? So you need to make sure that you are willing to confront them and really make sure that they're ready to sign up and take action today. Second one is be neutral. So this goes in line with caring about the prospect, but you need to be neutral. You can't come in with an ego. You can't come in being too nice. You also can't be on the flip side of this pendulum of being too arrogant and being so mean of I don't need, you don't know what you're doing. All these things. We need to just be neutral and we need to ask them the right questions.
One of the best things that helped me when it came to closing is back in the day had someone go through some training with me, and they were like, think of it as you are a psychologist or a psychiatrist, and you are interviewing a client. So you're having a session with a client. Think about it, psychologists, psychiatrist, they just ask great questions. And they would get me, if I was the client, the patient, they would get me to come up with the answers myself by just asking the right questions. And you want to do the same thing. So you want to be very neutral, whether they leave or stay, be neutral because there's this thing that we call commission breath inside of sales, and that is you are trying too hard and coming across as too desperate to do it. And there's that fine line of being willing to push and challenge their beliefs.
And a lot of that comes through. If you cross that line, it comes through in your tonality, it comes through in your reaction to things because it becomes more about you rather than caring about the prospect. But if you are truly neutral, you're able to ask questions in a way and frame things and control the room in a way that is truly neutral, that shows the prospect and leads the prospect down a path that shows them how to make the decision on their own so that by the end, they are the ones that took a hundred percent responsibility for their decision, whether it's to continue living the life that they are, but more importantly, hopefully, to actually change the trajectory of their life and join your program. Number three, have childlike curiosity. So if you have children, you'll understand this, your kids are going to ask tons of questions about things.
Oh, interesting. Well, why is that? Why is that? Well, what about that? You need to have the same thing. Same thing if someone has a belief system that you're questioning or something that doesn't help them. It's like, oh, that's interesting. Well, what if you did this, huh? Well, have you thought about it this way? Interesting. Well, what if we added this in? Do you think that would've helped your previous program if you just had this right? Notice the tonality. The tonality here is very kind of, and you can literally do that. Interesting. Well, what if you just did this? What it does is it's not, especially when it comes to objection overcomes, it allows you to not be on the attack mode and allows you to now come across as someone who's genuinely curious and gets them to talk. The more they talk, the more you have the opportunity to pull out more information, but also lead them in the direction that you want them to go. Number four is be okay with asking uncomfortable
Questions. You have to be okay with that. You have to have ask them uncomfortable questions. If you don't, I'm going to challenge you and say, when you get to that point where you're kind of sweaty and you're just kind of like, I don't know if I want to do this, and you're maybe squirming and you know the right question to ask, but you're kind of squirming in your seat and you're just not sure if you should ask this question, ask it. Because if you truly cared about the prospect, you would ask that question. Think about the person that you care about the most in life, and they're on a path of destruction in their own life, and you have the opportunity to say the thing that needs to be said that no one is saying in their life. I guarantee you no one in this prospect's life is saying this is speaking truth into them.
You have the opportunity to speak truth into them, and that is what an uncomfortable question is. It is asking and seeking truth. So you have to as a sales leader, as a owner, as someone else, and this is the same with if you're leading your teams, you have to be willing to ask uncomfortable questions to seek the truth. I guarantee you, no one in this prospect's life is doing this. No one is challenging them, no one, and they have to be willing to be challenged, and you have to be the person to do that because you don't want to kick yourself two weeks later, a year later down the road when you could have asked this question. Now you see this person in the street and they're 40 pounds heavier, and they're even worse off than where they were. You have to ask this question.
And even if they don't stay with you, that's fine, but you have to be the person that speaks truth into them, never sugarcoat it. And number five is expect smokescreens and objections. Most objections are just simply smokescreens. They're just trying to come up with a reason to stay in homeostasis and to not move forward and go into the thing that is unknown. So for them, it's just the unknown and it's the effort and the fear of, I don't know if I can do this, and I don't know if I can actually accomplish this. And so most of the time when they come up with objections, they're simply smokescreens. So you can in a way with a smokescreen, just bypass it, just push it aside. It's just a smokescreen. It's fine. It's not an actual true objection, meaning a wall that you just have to pound through.
So a lot of times you'll get these and you don't actually have to hit hard on the objection. It could be simply just asking a very easy question. Again, childlike curiosity with objections. We have the objection overcomes and go through those trainings, know them. But you should expect these because if you don't, I'm actually, whenever I don't get objections in a sale, I'm a little bit worried because I'm thinking I might've missed some information that I gave them. It was too easy. So always make sure that you check these and expect to have smokescreens and objections. Now, you should never go in expecting not to close someone at all. This is just part of the process. Real sales happen. Like the true sales process happens after you give them price, that's when closing truly happens. Everything else has just been presenting everything, getting to know them, building rapport, presenting and pitching. Closing is what happens after you put price.
Because when you're going to get objections, oh, that's way too expensive, or, oh, I thought this was free, or whatever it might be, you're going to get all those, but you need to be prepared and understand it's going to happen. And when it doesn't happen, that's great. Move forward. Don't lead into more objections, but that means you did an exceptional job explaining the program, overcoming objections before they even came up and nailing those down. That's great, but just be prepared for this. And if you are, you're going to be exceptional because the last thing that you ever want, and this has happened before where we've had clients go in and they're just like, they didn't expect objections and they didn't listen to us, and they went in and then objections start popping up and smokescreens start popping up, and they just let clients walk out the door because they weren't prepared and they didn't prepare themselves to overcome those.
And it's reasonable to believe that people that want to change their life are going to have some sort of reason why they also want to stay where they're at, because otherwise they wouldn't be seeing you because they've been telling themselves and coming up with all these smokescreens and objections before. So they've probably either one told themselves this already multiple times, and so they've gotten to the point where they believe it doesn't mean it's true, or they've used this with other people in the past. Again, they believe it's true. So why would it be reasonable to believe that they wouldn't bring it up right now? It's not like you have. We've tried to craft and you will craft hopefully an exceptional offer, like an unbelievable offer. But at the end of the day, there's still going to be people that come up with objections. Okay? One other thing I'll add into this too is that percent of people will just not buy.
They just won't. So you can put them off, 10% of people will buy, 100%. They'll buy no matter what. So you won't even have objections. They're like, sign me up. That leaves 80% of people. 80% of people will have some sort of objection or need to be influenced in order to make a purchase. So just be prepared for that. If you remember that and you practice everything in here, you read your script out loud, you practice it, you practice the objection overcomes you, listen to your game tape review, you will absolutely smash. And not only will you smash, you will change more lives and collect more cash than you ever thought possible.
Introducing the Sections
All right guys, let's get into the lead nurture section of the trading portal. So lead nurture is one of the five core functions of a business. It lives between lead generation and sales, right? Lead nurture is going to be everything that's involved with working a lead between when you get there, contact information when they opt in for a certain service or a certain offer to getting them to actually physically walk into the doors of your business. Okay? It's going to be all the calls, all the texts, all the scripting, all the voicemails. It's an absolutely critical and crucial part. If you don't do lead nurture thoroughly and correctly and consistently, you will not have any sales, right? You'll be spending a bunch of money to get a bunch of leads, but nobody's going to be actually walking through your business to be able to sell it.
Okay? So this video is going to be overviewing. This section, there's going to be quite a bit in here, okay? The first section is going to be called Manual Lead Nurture. Okay? This is going to be the section that you should be watching if you do not have access to our go high level platform. And you need to do everything manually, which means individually, manually send all the text messages and phone calls without any kind of assistance from a system. Okay? If you're unclear about if this section's for you, please just ask your coach and they'll help clear you up on it. Okay? The second section is semi-automatic lead nurture. This is where most of you should be. This is using high level's automations to help assist taking a little bit off your plate so that maybe some of the initial messages are sent, but you still need to manually call and respond to all the texts manually.
Okay? Third, and finally, we have done for you appointment setting. This is a bolted on service. That's a custom service that we will do the lead nurture for you. Okay? If this is the first time you're hearing about this, you might not have a trial. You might not have this included in your service. So again, if there's any confusion, if you're not sure if you should watch that section, please defer to your coach's guidance. But if you do have done for you appointment setting as a part of your service, I would highly recommend skipping manually nurture and semi automatically nurture and going right to done for you appointment setting. That's going to cover everything you need to know about the service and what you need to do for lead nurture. You could skip the other two just to save yourself some time. And then if you ever want to resort back to learning how to do Nurture yourself, you could absolutely review the first or second section. But if you are on done for your appointment setting, skip right to the third. If you do not have done for you included, then go ahead and either watch the first one or second one depending on your coach's guidance. Okay.
Lead Nurture Overview
All right, let's talk about lead nurture. If you take anything away from all the trainees that we have here, just understand this. If your prospect doesn't show up to an appointment, you cannot sell them. So when we talk about the five core functions of a business, lead generation, lead, nurture, sales, fulfillment, and retention, you can't get to the sales part unless you nurture them and they actually show up. So lead nurture is so important to your business, and we got to get both scheduled appointments and shows, and this is why it is by far the most important thing you and or your team can do to help your business grow. And thankfully, it's really easy. It's just a matter of doing the work. More shows will mean you have more live sales training opportunities, which means you get better faster, you're going to get more closes, which means you make more money, you're going to get more members, which means you make more money and you change more lives.
You're going to make more money. In case I haven't mentioned that, you're going to have less headaches, less tears, less frustration. So the goal here is we need to get as many people as possible to show up. They opted in for a reason. Let's get them to schedule an appointment and get them to show up. Okay? In the following trainings, we'll go through two different ways to nurture leads. One is manual. So just all manual, no automations, nothing else. And then two will be semi-automatic. So semi-automatic will be with using go high level, and it still is semi-automatic. It's not fully hands-off, okay? It's very important to understand that. So you'll still need to make calls and still need to answer questions, all that stuff. But manual is fully manual. Like you're going to have to do everything, and for most people, you're going to have to start with that, and you're going to need to start with manual.
If you're new phone number is not yet verified in go high level, if it is, great, then when you start, you can start on semi-automatic. But if it's manual, you're going to have to start manual, which means you will need to use a cell phone to do it because you'll be texting, sending video, texts and more and calling, okay? Once your new phone number is set up and verified by our team inside of Go high level, you'll be able to use go high level for all of your nurture needs and capitalize on the automatic nurture campaigns that we have built for you. No matter what though, do not hold off on going live with your ads. If your phone number isn't verified in go high level. For years, for years, all of us, Jim Lords have successfully nurtured our leads from a phone with no automations, making myself and others combined, millions, millions of dollars. You can too. So don't let it keep you from starting your ads, even if it's like, oh, we're going to have this in a week. It doesn't matter. Don't push it off a week. That's a week of sales that you could have been doing. And think about it, if you've never done sales, you need more repetitions. You need to practice it more and more to get better. So don't hold off. Always go forward. Okay? In the next video, we'll start going through your manual nurture prep. Okay?
Manual Lead Nurture Prep
Okay, let's talk about the prep. This is to get you set up for lead nurture, so manual lead nurture, right? In order to manually nurture leads and keep track of them and go high level, think of that as your marketing hub. With all of your different stages of the pipeline, the sales pipeline, there's several things that you're going to need. Number one is you're going to need a Google Voice account. You can download the app, also set it up online. You'll need the go high level app for your phone. You will also need to download the nurture sequences in this lesson and know how to move the leads through the go high level pipeline. Okay, so super simple. Now, number one, how to set up Google Voice. This is super simple. I'm actually just going to play this for you right now and this will walk through it. But you can also just literally Google how to set up Google Voice and this will pop up.
After signing into your Gmail account, go to voice.google.com and enter your city and state. A list of numbers will populate. Click on the number you would like to take. You will then be prompted to verify the number you select. Once you have verified the number you would like, you'll need to link a number to your voice account. Enter a non-voice number. You'll be sent a verification code. Once received, enter that code and click verify. If you've had this linked number with a different Google Voice account, you'll have to claim your link number for this account. Once claimed, you'll be on the voice homepage to make or receive calls, send messages, and use other features.
It's that simple. You can also just Google it and you'll find out exactly how to set it up. Okay, so we'll pass this on this to download the Google Voice app to use it on your phone. You're going to need to do that as well. So just look up Google Voice, download it so that you have it on your phone ready to go because you can make all your calls and text messages from there. Again, this is for manual. Next, you're going to download the high level app, so you're going to search high level. It's going to look like this with the arrows going up, unless they've updated their logo for some reason. Just go ahead and download it now so you have it ready to go. Now, super important here. When you go and do it, make sure that you select, allow notifications. Otherwise, you won't be alerted when new leads come in, so make sure you select allow, always have those notifications up and also make sure it's on the home screen like your first one of your phone or whoever's doing the lead nurture.
Make sure it's always there. Alright, next, you're going to grab the permanent scheduling link from Go high level account, and you're going to save this on your phone or as a shortcut on your actual computer. So in the go high level training, we'll have go high level training specifically for this, you're going to go in and do that. So you can go to the Go high level training specifically and see this. You're just going to add that permanent schedule link, scheduling link, and save this on your phone or rather the shortcut. It's really important because you're going to want to use this quickly to get someone scheduled, and you're not going to send it to someone, but you're going to want it so that you can go in and schedule it. If they text you back that they're ready to go or that they want to schedule or you're on the phone with them, you just want to open it up quickly and be able to get them scheduled as quickly as possible. It'll just save you a lot of time without having to go back in and go a bunch of different places. Alright, in the next video we'll go over the manual Lead nurture overview.
Manual Lead Nurture Overview
All right. Let's go over the lead nurture overview. So this is for manual, so when a leads opt in, you can do one of two things. So the lead has not, this is the lead. When a lead does this, they can do one of two things, not you anyone. This is the lead. Lead has not scheduled. This means that they've opted in but not scheduled an appointment. So maybe they haven't found a time, or maybe they just want to test you to see if you'll actually check in with them and they want to make sure that it's not just some crazy scam on the internet, whatever it might be. You're going to get leads that don't schedule an appointment, and then you're going to get leads that have scheduled an appointment so lead has scheduled. This means that they're a lead that is opted in and self-book an appointment.
It's very important to understand that there are two different scenarios here, and this is important because the goal changes based on what the lead did, and we'll get to this. When I go through the different types of text messages and contact, that's going to happen based on whether it's a lead that has not scheduled or a lead that has scheduled. Okay, so if it's this way, what's going to happen is you're going to use the nurture flow. Lead has not scheduled and you're going to use, the goal of this is just to get them to schedule an appointment. You're not trying to close the sale. I'm not trying to do anything else. You're literally just trying to get them to schedule an appointment. That's the first step. Don't worry about anything else. Get off the phone. Just get them to schedule an appointment and the next step, once they've scheduled an appointment, you're going to move to the lead has scheduled Nurture Flow, so now you're going to go from that to then scheduling or working them with the nurture flow the lead has scheduled, so lead is scheduled. If they come in and they've already scheduled, you're going to use the nurture flow lead as scheduled. You're going to confirm the appointment, get them to show and close them. That's it. Super simple. Okay, before we get into this, I'm going to go ahead and showcase and show you in the next couple videos these types of nurture flows so that you understand what they are before we get into the actual process.
Lead HAS NOT Scheduled Nurture Flow + Call Scripts
Alright, we're going to go through the manual lead nurture script. Everything is in one document for you. You notice table of content, so you can just click into it wherever you need to go. We're going to first start though with call scripts because you're going to call all your leads whenever they come in, you're going to just go through it. So we're going to go over the basics first with the calling and then we'll get into the actual manual messaging that needs to happen with the actual messages. Alright, so first step is just lead nurture basics. You're going to call leads within five minutes, I mean, as soon as possible. If you can do it within 30 seconds, that's great. All right, but you're going to double dial if no answer. You're going to send the welcome text. So you're going to send the very first text message.
You want to make sure when you're nurturing, it's not just one time a day. You want to clear your inbox of messages three times per day, so what we call is the nine one six rule or close. So nine one close, but basically three times a day you want to be checking your phone and making sure that you're spending time nurturing your leads. So 9:00 AM 1:00 PM 6:00 PM. Now preferably you're doing this all the time, but that's not reasonable. You've got other things, you're working in the business or whatever, and maybe you don't have someone that's able to do this for you, but at minimum, minimum 9:00 AM 1:00 PM 6:00 PM or maybe 8:00 AM 12:00 PM, 5:00 PM or whatever it might be. You want to make sure that you're doing this three times a day. You're clearing your inbox, you're checking all the messages from your leads and you're calling them and you are messaging them back.
Okay? So you'll notice that a lot of these, there's lots of calls in this, there's lots of messages. This is what it takes to get people in. It takes an unreasonable amount of messaging to get people to come in. We have tested this so many times. If you do less messaging, you might be the exception to the rule if you get more people to show, but that is not normal at all. In fact, if you choose to do less, most likely you're going to get the percentages. Show that you are going to get way less people to actually show up. Okay, so just follow this script now. We're going to go through the call scripts first and then we'll get into the actual lead has not scheduled messaging, so manual call scripts. If a lead has not scheduled, this is the get scheduled phone call script.
So if they have not scheduled, this is what's going to happen. You're going to be you. Hi Susie. Tone is question. So it's like, hi Susie. You're going to have that because you want this prospect to be like, yes, who is this? And it's like, hi, this is again question. This is kale from whatever your business name is. You opted in for our six week transformation challenge. Is that ringing a bell? Notice the tonality. I'm not just jumping down her throat and I'm not immediately being like, yeah, hey, you just opted no. It's like, hi Susie. And they're like, yes. Who's this? I'm like, hi, this is Kale from the Exchange. This is my old gym. You opted in for our six week challenge. Is that ringing a bell? And they're like, oh yeah, I remember. It's like, great. I noticed you weren't able to find a time for an appointment and since we're slammed, I wanted to reach out and make sure you didn't miss out.
Are you a morning or evening person? So now immediately I'm just trying to get them scheduled. That's it. So if they answer, I'm just trying to get 'em scheduled super fast. Done. And so it's like, are you a morning or evening person? So I need to know which slot I'm going to put them in. And so it's like evening, great, me too. I have today at X time. So tonight at 6:00 PM or tomorrow at 5:00 PM which would you, it's not like, would that be okay with you or would that work for you? No, it's which one would you you want them to make sure that this happens? Now they agree and schedule a time or they try to get off the phone in some fashion. Now, scenario A, if they agreed to schedule a time, it's like, sure, I have time tomorrow at X. Great, I'll lock you in for X tomorrow I'll follow up with a text to confirm and send our address over.
Have a great day. If they try to get off of the phone in some form or fashion, they're like, eh, right now is right now is not a good time. Call me back. You're going to be like, totally understand. This will just take 10 seconds. I have X time today or X time tomorrow. Which one should I reserve for you? And then just same thing. It's like totally understand, this will be super fast and don't go into reasons for anything else. Just be like, no, totally understand. For the six week challenge, I have X time today or X time tomorrow, which one should I reserve for you? And it's like, oh, let's do X time. If they keep pushing, just be like, totally understand. I get it. We're slammed for the next two weeks, so I can't guarantee that you're actually going to get in.
So I have this time today, this time tomorrow, which one? Right? Just keep going back to that. And then it's like, great, I have you confirmed. We're excited to see you at repeat the time, the day and time. Have a great rest of your day. Then get off the phone. That's it. Okay. Super, super simple. Alright, now on the lead nurture call overcomes a guide. So mental approach on this. When you think about overcoming objections, right? If someone has enough time to stop what they're doing, pick up the phone just to tell you to buzz off. They have enough time to schedule a time to come in. It takes the same amount of time and energy to make both happen. So if they truly are too busy to answer the phone, then they won't answer the phone. You do the same thing. Remember that, okay?
Now note for them to ask you to call them back requires finding an agreed upon time to call you back. Sound familiar? Okay. Yeah. So you need to settle on and agreed upon time for them to come in anyways. It takes the same mind, space, time, and energy to reschedule a call as it does just to schedule your orientation. Realize that most people will assume a business will close. So tagging on a line regarding how late you'll be here till tonight will make people realize that you're not the post office or the bank in regards to your time. They're assuming, oh, you're closed at five. No, that's not how it works. Okay? So if someone's like, I'm busy right now, okay, the formula on all these is agree with the prospect, deflect and ask for a time. So it's like I'm busy, can you call me back?
Totally understand, Susie, I'm super busy too. Just wanted to see what time you could come in for a quick 30 minute orientation. Does now tonight or tomorrow work? That's it. Okay. Super fast. Another one, call me later. Okay? I absolutely can't call you later. It takes the same amount of time to reschedule this as it would for us to schedule an orientation. I have X and Y available just super fast, easy. I'm at work, I can't, I'm at work now. Hey, me too. Just need 30 seconds to find a time when you're not at work and we can chat about your goals. I have X and Y available. Which one works best or which one should I reserve for you or which one should I hold for you? This is what it's, I'm with my kids. Call me later, I'm with my kids. No problem.
We're actually kid friendly. Just need 30 seconds to find a time when you're not with your kids and we can chat about your goals. I have X and Y available again, just deflecting moving forward. I'm too out of shape, which should never happen, but I need to get in shape first. Totally hear what you're saying. However, that's exactly what we do. We pride ourselves in being beginner friendly and holding your hand every step of the way. I have X and Y available. What works best for you? Right? Again, hitting it. Another one is like they can't get off the phone, okay, so maybe you're dealing with a talker that just won't shut up. We've all been there. Use this line politely. Interrupt and say, excuse me, quick question, is this your cell phone? Prospect will say yes. Awesome. Would it be cool if I shot you over information regarding the program and a little bit more about us possibly be like, that'd be great.
Awesome. As soon as we get off the line here, I'll shoot it over. I'll see you on or at whatever the appointment time is. Okay? Super simple on that. Now, getting your leads to show price over comes. This one is a little bit different. This is when they've already booked an appointment. So when you're calling your leads only objective is to get them to book or show. We never want to discuss price over the phone or through text ever. If they ask about price via phone or text, then take control of the conversation immediately and use these texting scripts as your guide phone or text. Again, the objective is to always call the lead within the first five minutes coming in, like the lead coming in and to double dial after your second dial. If the lead does not pick up, send a text to the lead.
Sending a text to the lead is best practice. It gives you the opportunity to make multiple attempts for the lead to respond. So what happens if a prospect asks, what's the price? How much does it cost? Save this, keep this document available to you because it's going to happen all the time. It's going to happen on ads, it's going to happen in text, it's going to happen on phone, it's going to happen. You're going to say, totally understand you are considering the price. However, it's impossible for me to give you a price when we haven't officially met, went over your goals here at whatever your name is. We cater our program based on the needs of the client and we want to make sure you're a great fit for the program. Would 5:00 PM tonight or 9:00 AM tomorrow be best for you to stop in? Again, everything points to the appointment and getting them to show.
Okay, another one that you could use, right? You could say, totally understand. I'm glad you asked. I understand that making an investment in your health is important to you. Have you or someone you've known, gone to a mechanic and asked how much it would be to fix a car without them knowing what is wrong with it first and they'd be like, no, it makes sense. Exactly. The thing is, I could give you a number right now, but that wouldn't be of good service to you because we want to customize your goals and create a solution that is best suited for your goals. Sound good? Be like, yeah, I see what you mean. Okay, great. With tonight at 5:00 PM or tomorrow at 9:00 AM work best for you to stop in. And then option number three, you could use this, right? Totally understand here at whatever gym name it is, we love our clients and a lot of the time bad trainers will always blurred out a price without knowing what your goals are or why the process is really important to you.
We sincerely care about your goals. So with that being said, we need to discuss those goals first. If you don't mind me asking what time later today or tomorrow works best to go over your goals. Does tonight at 5:00 PM or tomorrow? 9:00 AM work best for you. Super simple, right? Another one is the program really free? What's the catch? You can say, Hey, thanks for claiming one of our last spots. We have a few ways to earn it for free, but first we need to make sure you're the right fit. Are you available tonight at 6:00 PM or tomorrow at 5:00 PM or insert whatever times you have available? Option number two, we have a few ways to actually earn it for free. We first have to understand your goal is to see if you qualify for the challenge. Can you stop in today at 6:00 PM or tomorrow at 12:00 PM So you can go through all of those.
Now let's talk about the manual message sequence. If lead has not scheduled, so has not scheduled day one message, welcome text after the initial phone call, if they did not answer, okay, if they answered and you got them scheduled, then you can just go ahead and confirm them and then move them to the lead has scheduled nurture flow, but let's just say they have not. So it's, hey, whatever their name is, it's coach, whatever your name is from your gym, whatever your name is, saw you just opted in for our whatever challenge name you want but couldn't get scheduled. We're filling up fast and I wanted to make sure you got in. I have day and time or day and time available. Which one is best now for you right now what you should be doing is you've downloaded this, you should be taking these and then copying them with your and fill out everything in yellow.
The only thing that may change is the day and time. Day and time. That'd be the only thing that would be custom. But all the other stuff, go ahead and download these. Save these to your phone. So save these to your phone. Have them as just regular text messages ready to go. The only thing that will change is name, day and time, day and time, but these other things, X, Y, Z, your gym name and then challenge name should be the same. Okay? It will cut down at volume. It cuts down on the number of things you have to adjust three hours later, right? You're going to be like, Hey, if they haven't answered right, we haven't done it. This is all like if they don't answer and actually get it going. So just to be clear, if they do answer, you're going to get them a point, get them scheduled and then move them to the next one. So if they haven't, three hours later, Hey coach, whatever your name is here again and had a second, wanted to reach back out. Is am or pm usually better for you to connect. Let know, right? Again, they haven't reached out real quick, do you have a weight loss fitness goal in mind or just realized they didn't have that info?
Day two, you're going to have a follow-up call. So again, call 'em same thing, same process that you're trying to get 'em scheduled. That's it. Same process. If you haven't gotten 'em scheduled, you're just trying to, again, day two, if they did not answer, you're going to send message one between 8:00 AM 12:00 PM Okay? So hey name, whatever their name is. Susie, question, if I could fit you in, would you rather come in for a free session or come by for a transformation consultation, talk goals and look at options. Text me back with A or B and we'll go from there. Now you're going to get them in for the actual transformation consultation. This is just to get them all set so that they can answer a question. They answer your text, and this is if they ghosted you. Okay? Next one. Heard from you yet should I send a search party?
LOL? But for real, wondering if you're looking to tighten tone, lose weight, build muscle, we do it all. Okay, again, another one hour later, but if not after 8:00 PM Kidding on the search party. Any question for me about the program? By the way, this is a real person. So you got this one and then a little bit later, one hour later, you can also do this. It's optional, but highly recommended. Take a selfie and attach to message three. This one. If you have MMS capabilities on your device showing you're a real person because you just said, by the way, this is a real person. If you want to do better, write high name on a piece of paper. Whiteboard for a more personal touch. Okay? It doesn't have to be pretty, it's just the thought that counts. That's what matters. Alright, now, day three, message one. You're going to call 'em in the morning again. So I'm actually going to put this right here.
Okay? So I'm go ahead and bold this out for you. So on here, message one, right? You're going to send between 8:00 AM and 12:00 PM So I was thinking life gets hectic, so I wanted to make sure my messages don't get buried. Just curious, what made you sign up for our challenge? Day four, message one, right name. Don't want to waste your time or mine. So I just needed to know, should I take you off the challenge list or have you just been too busy to respond? Either way, let me know. You won't hurt my feelings. But I wanted to clear this up tonight. Thanks in advance. Day five, reaching out one last time. Since I never want to assume anything, I had to ask on a scale of one to 10, how serious are you about making a change to your health right now? Okay, that simple. So if you want to do more, by all means do more. It's not going to hurt, but this is the minimum at which you should do. And if you think this is the lot, it's not. It's really not. So this is what you need to do. These are the call sequences overcomes, and then also your messaging overcome or messaging that needs to happen if a lead has not scheduled. In the next video, I'll go over the lead has scheduled and what you need to do, I.
Lead HAS Scheduled
Okay, let's talk about the manual side of the call and message sequence if lead has scheduled. So they come in and they've self booked an appointment. So here's the phone call script. So it's Hi Susie again. Question mark. Right? And they're just like, yes, right. Hi, this is Kale from whatever name is you opted in for our six week challenge. Ring a bell. Great. I just wanted to quickly confirm your appointment with us. I've got you down for whatever day at whatever time. Sound good? Okay. Now here's what's going to happen. The prospect will either confirm the time works well, in which you can move on to the next part of the script. If the prospect cannot confirm, make the time schedule, assist them in getting rescheduled for a new time, reconfirm that time and then move on to the next section. Okay? So if they have, great, I've got you confirmed.
We're excited to see you at X date. Okay. So if they haven't, just go ahead and get them and be like, oh, no worries, I've got this spot available at this time or this time. Which one works best? And if they, once you've got it, I've got you confirmed. We're excited to see you at whatever their day and time is. Have a great rest of your day. Get off the phone. Alright, now, from a messaging standpoint, initial message with address. So this is as soon as possible when they book. So they've scheduled, this is what you want to do. Congrats, Susie, whatever their name is, coach, whatever your name is here at whatever your gym name is, I have you down for your transformation challenge, consultation at whatever the gym on whatever day and time. I'm also attaching our address below so you know where to go.
Look forward to meeting you. Look forward to meeting you soon, right? You could just soon or whatever, insert your address here. So just put their address. If you have MMS capabilities on your device, take a screenshot of your location on Google Maps and attach as well. So you can just screenshot, go on Google Maps, search yourself, and then take a screenshot along with the address itself. Okay? So that would look like this. See? So you have, this is an example. Send this along with the actual address. Okay? So next one, this would be eight to 15 minutes after message one. It's like, Hey, whatever the name is in order, better prepare for your consultation. Can you help me out by answering below? Thanks. In regards to your fitness weight loss goals, what's your biggest struggle? Fitness, nutrition, motivation. Other. Please reply. 1, 2, 3 or four. All right, so now we're trying to get engagement and then message three goal 48 hours before the scheduled appointment.
So, hey, name, whatever your consultation is, only two days away. Serious question, if you could achieve any fitness or weight loss goal in the next 90 days, what would it be? No goal is too big. Then 24 hours before the appointment, Hey Susie, can't wait to meet you here at the gym. And then you'd put the whatever ethical bribe you want from below. So you're going to insert one of the following depending on your chosen ethical bribe. So real quick, would you rather have red gloves or black gloves? All of our challengers get to choose going to put a pair aside for you. Let me know. So this would be like if you're a kickboxing or MMA and you give white gloves or you'd sell gloves. Okay, another one. Be real quick, would you rather have a gray shirt or red shirt? All of our challengers get to choose going to set one aside for you. Let me know. So this would be which kind of shirt they want. You could also put size. If you just have one kind of size, one kind of shirt, you'd just be like, cool, which
Size should I, do you want? What size are you? Let me know. Another one would be real quick, you think you might want a $10 Starbucks gift card or rather a Dunkin one. Everyone deserves a little treat. Going to put one aside for you, you pick. So you could hold up the get two Starbucks, get a Starbucks and a Dunkin one. Just hold 'em up for the picture. You could also just insert this picture right here and then send that to them. Morning of the appointment. Good morning. Excited to see you today. Shoot me over a why yes or no. So why or in if you're excited about our meeting today, one hour before the appointment, insert a high energy pick in front of the gym industry, gym entrance. So your gym entrance and be like, ah. Or you have a group of people, whatever it is in front of your gym and it's just reminder, your consultation is an hour. Hopefully this makes parking and finding us super easy. By the way, I've got a quick appointment before yours, but text here when you pull up, if you get lost, I promise I'll run out and get you LOL. See you in a bit. That simple. Okay. It is that simple. So once they've scheduled, this is what you move to once they've scheduled, if you have a lead that has not scheduled, and this is also what you just go ahead and start with. If someone self-book an appointment.
Lead HAS NOT Scheduled Process
Okay, manual lead, nurture, lead has not scheduled process. So by now, you've already seen the scripts, you've seen the messaging. Here's just a basic outline of what needs to happen. So a lead is going to come into go high level and you're going to receive a notification. If not, you should just be living in go high level as well because you'll get it a lot faster. But a lead is going to come into go high level, right? You're going to go into high level, you're going to copy the phone number of the new lead. So the lead's going to come in. You're going to copy the phone number and make sure you grab the name open Google Voice and paste that number and call using the get scheduled phone call script. Okay? So use that one. Very simple. Alright? If no answer, you're going to send the welcome text via Google Voice as well.
You can also just skip Google Voice if you just have a cell phone and you can just do that faster if you want to. But Google Voice allows you to use a different number. So if you have just a personal cell phone, you're not just blowing up a bunch of leads with a personal cell phone that could get really bad and you don't want to do that and then continue to follow. The lead has not scheduled Nurture flow. And once the lead agrees to schedule an appointment, use the permanent scheduling link to book it for them. Do not send them the link. Don't expect them to book it. You need to just go ahead and use that. So that's why you grab that permanent scheduling link from Go high level from your account. You're going to grab that once, make sure your schedule is set up. Once you have that, then you're just going to book 'em in yourself using their name, phone number, email address, book 'em in, alright? They will automatically move to the scheduled section in your pipeline. So they'll go from lead or whatever they're in right now to scheduled in your pipeline. Now you're going to use the lead has scheduled Nurture flow moving forward. So on the next video we'll talk about Lead has scheduled process.
Lead HAS Scheduled Process
All right, let's talk about the lead has scheduled. Okay. This is the process. So the scheduled lead will comes in into go high level, and you receive the notification. You're going to go into high level just like you would any other time. Copy the phone number of the new scheduled lead. Make sure you get the name open, Google Voice. You're going to paste the number call using the confirmation phone call script in the script. Immediately send a message with the address via Google Voice and then continue to follow. The lead has scheduled nurture flow. Once the lead shows for an appointment, move them to showed in the pipeline. And if the lead converts, move them. If they convert into a sale, move them to close in the pipeline and then add a dollar amount. What'll happen is this will help you track over time how much money you've sold in your pipeline.
So it's an easy way to be able to see. It also allows you to track what's going on. Now, if we haven't already, we're going to integrate this into your CRM through gym owners.com or through Gym Dash. So the more you do this, the more accurate reporting you'll have. So then you won't have to manually input stuff. We can automatically pull this. So if we have it now, just get used to it now, and then over time, this will become so automatic that it doesn't matter. Make sure your team does this. If you're not the one that's owning, go high level, but this is the steps. Very simple. It just takes work. That's it. And if you're willing to put in the work, you're going to make a ton of money. In the next section, we'll talk about semi-automatic lead nurture.
Semi-Automatic Lead Nurture Process
Okay, let's go over the semi-automatic lead nurture process. So our team has prebuilt and edited the important information for you from the manual nurture flows in go high level so that the text messages are automated. Okay? So all those things in yellow that you saw, those are going to be already filled out and automated via everything that's set up inside a go high level. Okay? So once your new phone number is verified in go high level, these automatic flows will start and you won't need to send all the text messages, okay? Very important to understand. So that will just go ahead and kick off. However, even though the system will be sending the messages, there are three things you'll still need to do. You'll still need to call all your leads following the process and the manual lead nurture document. So no matter what a lead comes in, you're going to need to call 'em, okay?
The second thing is you're going to need to manually schedule any leads that want to book an appointment. The messaging is not smart enough to be able to do that, so you are still going to have to be monitoring all the messages and make sure that you schedule them. If you don't monitor it, you're going to miss out. So just make sure you're monitoring it, okay? So this is just like if you would be manually nurturing them. The reason why this is semi-automatic is it saves you a lot of time without having to send all those messages out because it can be pre-populated with all the information and it saves you a ton of time. And instead of having to go back and forth between go high level in your phone, you can now just basically stay and go high level and work and go high level.
And the third thing that you're going to have to do is answer any questions that the prospect has because you notice with that sequence it's not answering any questions. So if your prospect has questions, you're going to have to jump in and make sure that you answer all those questions. Alright? Now, always remember this. You always remember to move your scheduled appointments to showed and closed or the appropriate stage in the pipeline so that you have the data and know the stage of each lead. For reactivation campaigns, this is super important because we've prebuilt reactivation campaigns for you that you would then be able to then trigger and start, but it won't be able to do that if you haven't actually moved them through their appropriate stages. So this will be for anyone that's showed and didn't close. This would be for anyone that never actually scheduled an appointment, never showed up, nothing.
You can reactivate those people and we have reactivation campaigns that are sent out as a drip that when your coach tells you to start, then you can get some easy wins just by using that, but it won't matter if you don't move people to the appropriate pipeline. So it's so important to make sure you're using go high level appropriately and consistently. Alright, and the next one we'll talk next whole section. We're going to get into getting your team ready to launch, and we're going to be talking about a whole bunch of different business things in here. So on the lead nurture side, just make sure you go back, you download all the scripts, you're ready to go and have everything set manually so that you're ready to go. And then also make sure that you've gone through and understand go high level and how that works.
What is DFY Appt Setting?
What's going on guys? Brent here, the director of Research and Development for Gym Launch and I'm here to talk to you about Done for You appointment setting. I'll be taking you through this full section. Alright? This is going to be the introduction video. So as I'm sure you're aware at this point, whether you're a brand new client or somebody that has been with us for a while, lead Nurture, when we talk about lead, nurture of taking a lead that has opted in for a certain offer and working that lead to get them to show up and actually walk through your door so you can sell them can be absolutely miserable, but we all know that without it, sales will dry up and ads will be wasted. Okay? This is an absolute requirement to do lead nurture if you just get names and phone numbers and never actually contact those leads to come in and work them for multiple days, multiple weeks through different methods of phone calls, emails, text messages, voicemails, you're going to spend a bunch of money for no reason, okay?
So the reality here is that you are forced twenty four seven to be on call to work these leads on the weekends when you're hanging out with your friends and family and you get a notification that a lead just opted in, you absolutely have to drop everything, step out from dinner, pick up the phone and work the lead and call them because you know that needs to happen to generate sales, generate cash, and to have a successful business. That was the landscape until now, until this done for you appointment setting service. The question here is what if this was completely taken care of for you? What if you could actually unplug and know that your leads are being worked properly and have your sales calendar fill up without you needing to constantly be tied to the hip with your phone? Okay? That's what this service does. Okay, so done for you DFY appointment setting service, okay?
We're going to go over quickly in this video how it works, what the expectations are and what the next steps are. Okay? So first of all, how does it work? So we have been spending the last year plus training a team of callers on the gym launch ways of working leads. They're ready to be trained on the specifics of your gym and deployed in your specific account. So here's the details. We will double dial all leads within five minutes of opt-in. Okay? So if somebody opts in at say 8:30 AM we will pick up the phone within five minutes and call them twice in a row, okay? We're going to call every lead that has not scheduled, has no showed and has canceled an appointment two times a day for seven days. Once in the morning and once in the evening for seven days in a row. If there's an incoming text message, we will reply to all text 24 7. So even if we get a text at midnight, a couple minutes later, we'll be replying to that text, okay? It's all about speed to lead here. The quicker you can respond to somebody when it's incoming, the better. Okay? So we're on standby for that. We will also, if we book an appointment to your calendar, they self book, we will call 24 hours before that appointment happens and confirm the appointment.
All that to say you will also have full visibility into every text and recall
Inside your main gym launch go high level account. If you're not sure what that is yet, don't worry, we will cover that. And all in all, you will absolutely have the ability to take over any lead at any time you're in full control. So we know gym owners might have a lead that they're familiar with, maybe they know personally and they just don't want it to feel impersonal and have somebody from our team reach out on your behalf. If you want to take over that lead, when you see it come in and maybe you see a name that just opted in, you can absolutely go through some steps to take that lead away from DFY, from the DFY team and have us not respond to any calls in any text and that you take care of that lead so you can rip that lead out of the system at any time extremely easily.
Okay? So just know you are in full control. Now here's the expectations. To be clear, the service is not for everyone. We deploy this in some markets and it just does not work well. Okay? So I just want to give you a heads up there. Here are some real results of 30 gyms over 12 weeks. You can see that they get a 43% schedule rate, 37% show rate, and in all 16% of total leads in the door. That is our goal for the service. We want to have all accounts an average of 16% of leads in the door. Okay? So say you get a hundred leads that have opted in, 16 of those have actually walked in your doors. That is our benchmark. Now, half of the accounts are below that, half of the accounts are above that, and there's a couple of different things that we'll get into in a future training about best practices to get that percentage up.
But just know that sometimes it's below 16%. Okay? So all in all, if you're killing in the game, maybe you have been a client of gym launch for a while and you know that your stats are much higher than that, or maybe you're somebody coming in into gym launch for the first time and thinking that you can absolutely get more than 16 out of a hundred people to walk in the door. Okay? If that's you, totally fine, right? Done for you appointment setting is here to serve your gym and if you feel like the service is not for you, totally fine. Reach out to us and we'll make sure that you're off the service. If you're struggling with a schedule and show rate below 40%, we'll be happy to serve you.
Here's the deal though, most of you are probably going to be around that 40, 40 mark, okay? 40% schedule, 40% show about 16% of leads from the door. That's just average across the entire community. So typically what we see with these accounts is that if they come into the service with 40 40, they will actually see a slight dip in schedule and show rate, okay? And this is because you as the gym owner, can work leads better than anybody, but that doesn't mean you should, right? Even if a gym owner comes in and they crush it, they get 60% schedule rate, 50% show rate, they're getting 25% on leads in the door, they're also spending probably 20 or 30 hours a week working those leads. So the question is, what can you do with that extra time? If you get 20 hours a week back, are you able to focus on pushing other parts of the business forward?
So if we hold down the front lines even doing slightly worse than you and you're able to affect the business in a greater way, focus on sales, retention, staff leadership, et cetera, we usually see the revenue and the profit at skyrocket of the gym. And that's the whole play here. It's you as the gym owner are holding down the fort and you can't move anything forward because all of your time is spent in lead nurture. We install our team to take care of that for you. You expect to see a slight decrease in throughput, but you have 20 hours a week back to do amazing things in your gym. They will increase total cash collected sales, close percentage retention, lifetime value of the client, better teams, better leadership. And all in all, even if your throughput on paid leads is slightly worse, your profit and your revenue skyrocket and that's what really matters at the end of the day.
Okay, so here's the next steps. One, if you are watching this video, you have already gone through onboarding. So know that right now the team is working to build out your account and train your done for you team. Next step is to go through the entirety of this training so that you know exactly what's needed to make the service work for you, okay? There's going to be best practices, there's going to be requirements of things that you need to do on your side to make sure the service works. And there's also going to be additional features that you might use. You might not, but it's very good to know that in case you're in a situation where you have to use them, you know that they're there, okay? And all in all, consistently follow the best practices of this training and at the end of the day, reach out to us if you need additional support. If you launch this and it's not to your expectations or things aren't working the way you thought it was going to work, absolutely reach out to us immediately. We can fix anything and we can absolutely make optimizations that if we're reaching out too much or not enough or using a certain language, we're totally open to making adjustments to make the service fit your needs. Alright, I'll see you guys in the next one. Bye.