If you learn ONE THING about the inviting process, let it be this: IT'S ABOUT BUILDING RELATIONSHIPS.
START WITH THIS VIDEO:
"Breadcrumbing"
Day One: Eat That Frog & Why Actively Inviting Is Key To Your Business
By Diamond Coach, Cari Mugz
Today we are going to talk about a book called Eat That Frog by Brian Tracy.
In General it’s about procrastinating and getting the biggest, hardest jobs done first… which we all know is INVITING.
"If your job is to eat a frog, it's best to eat it in the morning. If your job is to eat two frogs, it's best to eat the biggest one first." -Mark Twain
Of all the 3 vitals, inviting is the HARDEST because it is the SCARIEST, but we all know without INVITES this business will be impossible to grow.
It's the FROG!
I know that sometimes I will do all my other Beachbody work first before I start my invites!! Then I would be all done for the day and still be having convos late into the night. Now INVITE first and have those convos WHILE you are doing your admin stuff. It’s totally normal to have like 5 convos going on at once!!
The BIGGEST and Scariest (THE FROG) part of this business is Invites… do them FIRST, once you start they will become easier and you will become a pro!
How do we JUST DO IT?? Brian Tracy has some great insights.
1. Set the Table: Get Clarity – Where do you want to be in this business 6 months from now? How many daily invites is that going to take? Get a number. Janelle Summers does everything daily in 3’s. Know your number. Or better yet? Be like Brigitte who always says, I'll do as many invites as it takes!
2. Plan ahead every day: Know what your schedule is going to be like and plan for the unexpected. Don’t plan every second, if you do and things get crazy you will FREAK on yourself.. Don’t let that happen.
3. Focus on Activities not Accomplishments. Your activity is INVITING.
4. Consider the Consequences – you don’t invite… your business doesn’t grow. Pretty HARSH, but 100% TRUE.
5. Distinguish between your should and your musts. Go look back at number one. What are your MUSTS to get to where you want to be??
6. Focus on KEY RESULTS areas. We all know there are a lot of “work” distractions in this business… when in doubt on what gives you results, always fall back to the 3 Vitals and the number one Vital is INVITE, INVITE, INVITE. One bite at a time… if you get overwhelmed always just go back to the BASICS. Inch by Inch it’s a Cinch, Yard by Yard is when it gets hard.
7. Leverage your special talents. Not everyone is great at starting convos so practice!! Upgrade your skills. Buy books on how to close the sale, build relationships…. But don’t wait till it’s perfect. You GET perfect as you GO! The Beatles had 10,000 hours of practice before they became professional!! Just keep swimming!
8. Put on the pressure. Some people work better with deadlines. Tell yourself I have till 10am to get 3 invites in.. then you just ate that FROG and you can enjoy the rest of the day. Until they respond and you get all freaked out…. But we will talk about that later this week.
9. Take care of yourself. Inviting is stressful and scary, make sure you are creating balance, sleep, personal development so you can take on that stress and not let it overwhelm you. IF you miss a day….. don’t add them to the next day. This causes stress. Just start over. Every day Is a new day.
10. Don’t wait till the time is right… seriously there is no better time than right now. Reach out!! Don’t just start with INVITING Right away. Remember the REACH OUT is part of the Invite process and don’t give them to much information all at once.. ease into it, make them want to know more…
WAHOO!!! DAY ONE IS DONE!!!
Day Two: How To Initiate A Challenger Invite
By Diamond Coach Jadee Martin
The number 1 thing you WANT your prospects to KNOW is that YOU CARE! If when you are talking to someone, they NEVER feel like you are trying to get something OUT of them for YOURSELF… but instead they feel like you truly CARE about what THEY WANT and that you want to do what you can to HELP them, you are on the right road.
So when you want to reach out and start chatting with someone, make sure you do some research on that person first. Check out her Facebook page and see what’s going on in her life, check out her most recent posts, like and/or comment on things you connect with, etc.
This is NOT a race. You should NOT rush into talking with someone. They will FEEL that. So maybe you’re just connecting with this person first by intentionally engaging with her on her profile page for a week or so. THEN you reach out in a personal message to start FORMing.
Ex: “Julie… how are YOU? I just can’t stop from liking all of your DIY projects! It’s a little obsessive, in case you haven’t noticed. Haha. But really… WOW! You are SO talented! Did you teach yourself?”
When initially reaching out to someone, it’s ALWAYS a good idea to throw in a complement! ;) People are MUCH more likely to respond when they just received a compliment.
From there… just let the conversation flow. Just CONNECT with her… nothing about Beachbody, just a desire to get to know HER. If at some point she brings up what you’re doing with Beachbody, respond but turn the conversation back to her. There doesn’t need to be a specific cut and paste script in the forming process because you are just honestly reconnecting and getting to know her.
When you think FORM, you think:
Family
Occupation
Recreation
Message
It’s really just a guide for you to have subjects to touch on when chatting with someone.
Once I’ve gotten to a point where I feel we’ve connected, I kind of let the conversation end… temporarily. That way it doesn't feel like forced chit chat/ small talk and now I know what she’s into, what her family life is like, if she works or stays home, if she has an event coming up to attend, etc.
So for the next few days I might like a picture or comment on something, then when I go back to invite her (maybe a few days later), I’ll know WHAT it is that I have to offer that I feel would help HER. Maybe it’s a clean eating challenge, maybe it’s coaching, maybe it’s a bootcamp… now I know what direction to take that is best for HER (NOT me). Ex: “Hey Julie! I’ve had you on my mind since we talked and you said that you were feeling down about your body since having your baby. I can totally relate. I felt the same way after having my last baby. So that’s why I felt like I just HAD to let you know that I’m running a Fitness & Nutrition Bootcamp where I’m helping other MOMS get back in shape and feel empowered and uplifted about themselves and life again.
Is that something you might be interested in?”
I’m able to ask her this and not feel like I’m selling something and she knows that I’m looking out for HER… and truly want to HELP her.
At this point, you want to keep the conversation going by continuing to ASK questions and help her become EMOTIONALLY attached to what WILL happen if she reaches those goals that she has for herself.
*You’ll find a list of Powerful Asking Questions in the Files.
I read a quote the other day that stood out to me when I think about inviting and talking to people:
“…In contrast to the manipulator, the persuader seeks to enhance the self-esteem of the other party. The result is that people respond better because they are treated as responsible, self-directing individuals.” –Dr. Paul W. Swets
It’s important to remember that we act out of emotion. The more emotionally attached we are to what we are doing; the more likely we are to do it.
Tips:
1. Be EXCITED for them! Your excitement and PASSION for what you are doing will say more than you know.
2. Be CONFIDENT that you WILL do everything you can to help them reach the goals they have for themselves. A lot of time they doubt that they CAN do it. They’ve failed at many other things before, they are shy or insecure, and they lack their own confidence… so be confident for the BOTH of you.
3. Let them know that YOU will BE THERE every step of the way. You will hold their hand and help them find what works best for them. They are NOT alone in this process. Even if they stumble a million times on this path, you’ll be there to help them up EVERY time.
We are not salespeople BUT in a way, we are selling OURSELVES. It is knowing that they have YOU that will build help build their confidence that they CAN do this.
*Check out the RESOURCES at the bottom of this training for example scripts/templates of challenger invites
REMEMBER: Lead with LOVE! Every Person Matters!
Day Three: How To Talk To A Coaching Prospect
By Star Diamond Elite Coach, Breezie Bitter
View todays post here: https://docs.google.com/document/d/1s2_HGvNdoB0PjehLtsXvBHV7zc6nx2AZ9NZ5pPehcCc/edit?usp=sharing
ALRIGHT!!! THERE YOU HAVE IT!!! START BUILDING YOUR TEAMS! You really ought to be doing coaching invites TOO! Don't skip these invites, they are super important to your growth in this business!!!
Day Four: How To Share Shakeology & Lead With Challenge Packs
By Star Diamond Coach, Nina Walker
Do you want people who are Shakeology HD customers for life?
It starts HERE!
First of all, you want to be sharing Shakeology in your invites. From the get go, you want them to be CLEAR that you believe Shakeology is AMAZING and that you know they will LOVE it.
There's many ways you can talk about Shakeology but I feel the most important is to just be clear with them that they're going to drinking it everyday in order to truly get it's value, and once they do, they're going to fall in love with the way it makes their body feel. Personally I like to talk about how it's really helped my digestion and craving control. And then I like to send them one short video about it (In The Fields, Doctors Don't Lie, Shakeology Ingredients - I usually use one of those videos based on our conversation.)
THEN if they have questions I'll go into more about the ingredients, the money back guarantee, the vegan versus regular....
JUST DON'T OVERLOAD THEM WITH INFORMATION.
Take it one step at a time.
Them: So what's the shake about? Why do I have to have that too?
Me: Shakeology is a superfood meal replacement shake that I love and drink everyday. It's got 70 superfoods which gives me all my vitamins, minerals, a probiotic ect... I have seen soooo many people have amazing success with it, which is why I always require it for my group. I want you to get the results that you want here. And personally it really helps me with weight loss, craving control, and digestion. I have IBS and for me, it's been a lifesaver. I used to get sick everyday and now I don't! So ya, I just love it. I think you will too! Here's a little video about it (insert video) AND the good news is that Beachbody will let you do my group, get me as a coach, get your first 30 days of the shake (think 30 meals here) AND get a fitness program for as low as $140. And by the way, EVERYTHING with a money back guarantee (because they know it works!)
Tell me, what exercise do you typically like to do? (Keep moving with the invite)
YOU ALWAYS WANT TO LEAD WITH THE CHALLENGE PACK. And guess what? If they don't want the challenge pack, just HOLD OFF and wait for them to come around. Don't just jump in with 'oh that's okay, why don't you just buy the fitness program instead...'
DONT DO THAT.
Just be patient.
Talk to them about saving up. Figure out what their hesitation is and work with them on it. Because even though they don't know it yet, THEY WANT to do both. WHY? They ARE going to have WAY better results if they get the challenge pack!!! Nutrition is the most important factor in getting fit and healthy. And you know what else this does? It makes them BETTER challengers in your group. It makes it so they have MORE on the line, which means they will much more likely SHOW UP for themselves and actually PARTICIPATE. AND it gives THEM an opportunity to upgrade to coach later if they want the discount or to build a business. Which come on, what's more life changing than actually being a COACH and working on your health and fitness FOREVER? Right?!!
When I was a new coach, my coach told me to ALWAYS require challenge packs (or at least shakeology HD) for my groups. She asked me to TRUST HER, stand my ground, and that doing it would make my business GROW much faster. I 100% believe that she was RIGHT! When I have coached other coaches to STOP letting everyone just buy programs and to actually stand thier ground and get them to commit to challenge packs GUESS WHAT HAPPENS? They go from struggling to get success club to actually GETTING IT and also, one even become a DIAMOND coach within a few months.
I am SERIOUS about this. LEAD with challenge packs and REQUIRE shakeology for your groups.
So when and how do I talk about Shakeology HD?
Once they say YES then I ask,
"Okay when do you want to order? I recommend TODAY if possible because I know things come up and sometimes when we are making a big life change it's easy to let ourselves get in our own way. So if you can today, that would be awesome. Otherwise, tell me what day (before the cut off) and I'll send you the order link that day."
And then once they're READY to get that order link, I send it to them, remind them to pick the flavor Shakeology they want (give flavor recommendations if you haven't already). And THEN I let them know about the 30 day Shakeology HD and let them know that there isn't a contract. Tell them to set a 28 day reminder in their phone about it just in case they need to change something.
>>>Once I get to this point with someone, I have NEVER had someone back out because of HD. So don't worry!<<<
Alright! That's how I do it and WHY I feel it is SUPER important! Comment below if you have any questions.
Day Five: Importance of Making a Lead List & Following Up
By Star Diamond Coach, Courtney Beck
Hey guys! So today I want to talk to you a little bit about creating a LEAD list and why it is important. I also want to share with you a little about when and how to follow-up WITH those people. The thing is... Follow-ups are a HUGE key to this business and to being successful.
So.. Lead list... What is a Lead List? A Lead List is a list of people who you know, have meet, talked to at some point in your lifetime smile emoticon -- It is not a list limited to people you know really well, but a list of EVERYONE! So... Export your facebook friend list, pull out your old year books, think about past jobs and co-workers you have had, people you see at church, or community functions. EVERYONE! And WRITE THEM DOWN!
You can do this using technology, create a spreadsheet in Excel or Google Docs, or go as simple as pen and paper. I did! I remember thinking when I first started out that I had NO ONE to talk to. I had some family and friends, but for the last 14 years I had been a stay-at-home mom so my contact consisted of kids wink emoticon So as I sat down and wrote out people's names I am friends with on social media, or from Highschool yearbooks I was able to recall things we had in common or something unique or special I remembered about them, something I could then use to reach-out and start a conversation with.
I ALSO use this list to keep track of WHO I am talking too! Nothing is more frustrating than to have someone ask you the same question over and over, or to have to repeat yourself to someone, so as I talk to people, I mark on my list when I talked to them, what I talked to them about, and put a date to follow-up with them. This business is so much about the relationships and connections, making people feel they are important and truly cared about. You HAVE to have a way to track that so that people don't fall through the cracks or left out of a group because you weren't organized.
I also have a few additional columns to help keep me on track and organized. So First I have a spot for their name... Second... I have a spot to put HOW I reached out to them and when... Third.. I set a follow-up date and then finally I have a spot for notes.
So from that list WHO should you invite? EVERYONE!!!! Don't discount ANYONE, you never know WHO is going to be ready to get started and WHO just needs someone to reach out to them. Find a system that works for you to keep track, it doesn't have to be fancy or pretty, just something that works for YOU!
Now for follow-ups - This is something that is SO IMPORTANT to growing your business. This can be scary as you don't want to be annoying or sound salesy, but it is SO IMPORTANT! So I am going to answer these 5 questions...
Why do follow-ups? A few of the reason I do follow-ups is because sometimes the person just needs to be asked twice smile emoticon That or sometimes they get busy and forget to respond, or maybe they are nervous about your motives and a follow-up helps show them you are serious, professional and that you care.
Who do you follow-up with? EVERYONE! Follow-up with everyone that you have conversations with weither it is business related or not! Conversations are so important in this business and so by showing you really care, they will come to you when they are ready.
What should I use to keep track? Use your lead list! Create a spot to put a follow-up date, or a note for when you want to contact them again and then DO IT!
When do I follow-up? This one is a little more tricky. Every conversation is different and every person is different. You need to use your best judgment as to when to follow-up but don't wait too long! I like to do a simple follow-up within a day or two, another one four to five days after that and then my third and FINAL follow-up a week after that.
Finally HOW do you follow-up?
*For the first follow-up keep it simple and easy "Hey just wanted to follow-up with you about what we were discussing the other day and see if you had given it any more thought?"
*For the Second Follow-up I make it a little more urgent "Just wanted to check back with you and let you know I have a group getting ready to start (or a group getting set up) and I don't want to miss out on the opportunity to work with you! Do you have any questions for me or anything I can help answer?
*and then finally for invite number three... Hey, just wanted to follow-up one last time. Looks like you are pretty busy at the moment, but wanted to let you know I am here anytime you are ready, don't hesitate to reach out to me! I look forward to hearing from you.
HOWEVER, sometimes I use my best judgment and don't send out three, or even two. You want to be real and if you think it is too much for this person, go with that!
Remember to just be YOU!
Day Six: How To Post So That People Come To You & Then What?!
By Star Diamond Coach, Morgan Gunter
Alright ya’ll! One of the awesome things about this business, is that we get to use social media! We don’t need to 100% rely on reaching OUT to people, we can also create eye catching posts, so that they come to US! This is definitely relatable to the Compound Effect. People keep seeing your posts, and then they come to you and say “Ok, I keep seeing your posts! I need details!”
The thing is though, sometimes its HARD to be brave on social media and put ourselves out there. We don’t want to create some awesome post, and then have no likes, and no engagement. But, it happens! And I PROMISE you, that people really are seeing it!
When you are creating posts like this on social media, You want it to be relatable to other people. Share your struggles, share that you are REAL, and share that there are probably other people going through similar things as well. That way, people aren’t intimidated or scared to come to you and say “Hey, me too!! What did you do to overcome that?”
Also, make sure you create posts that both have a call to action (message me if you need help) and also one for engagement (Does anyone else struggle with this as well?)
Sometimes, when you create posts like this, especially if it involves a product, you might have people send you a message or comment and say “How much?”
Now, I don’t believe that there is ANYTHING to hide when it comes to the cost. But, I DO try to find out more information before just giving away a price.
“Hey! How much for the 21 Day Fix?”
“Hey girlie! Thats awesome you are interested! Are you looking to get started on a new fitness plan?”
“Yeah! I’ve been gaining weight and need to get it under control. I saw your post and I struggle with a lot of the same things you do, so I wanted to learn more about it”
“I gotcha. It can definitely help. Tell me about your goals, how much are you looking to lose?”
And then I go on from there. Keep asking questions. Then, when I know the 21 Day Fix is the right fit for her, I simply give her the price of the challenge pack (and tell her about shakeology and my group.)
But, when you create that relationship and establish trust, and learn more about their story, it is easier to talk through those objections. Rather than “It is $160” and you get an “oh, okay” and then the convo ends.
Make sure you are continually asking questions, getting to know, and establishing a relationship with them. Breadcrumb them info, so you don’t overwhelm them. I know you can do this!!! It starts with YOU creating an eye catching post and putting yourself out there, then what?
Do it again. And again. And again!!!!
(Your ASSIGNMENT is simply to comment below and let me know how many people you invited today. Also did you have anyone reach out to you from your posts? Bonus accountability for sharing first names!)
Day Seven: How To Use Free Groups As a Tool For Inviting
By Star Diamond Coach, Becky Gomez
First off, I started out only doing Clean Eating Free challenge groups, and they were great for a while, then… I got burnt out. Which is how I started looking at other challenge groups other coaches were having success with. I decided on a “Shake the Sugar” challenge group. Which was a NO sugar (not even the unprocessed kinds, like honey). This was done RIGHT before Halloween and it was geared towards all the moms who would have Halloween candy sitting in their house before Halloween.
I started thinking about gearing challenge groups towards what is going on that month. For February(the month of love) I did a Sugar and Squat (“I love my butt”) group that was also a huge hit. Don’t be afraid to shake it up, do a clean eating and squats group, or a clean eating and ab workout group.
Talk with other coaches about what has worked for them, I know I’ve seen posts in the TFF page where everyone gives ideas on free challenge groups that work for them.
The challenge groups can be 5 day groups (M-F) or 7 day or even 10 day groups. 10 Days is the maximum length I would suggest doing a challenge group. Why? You want to keep people engaged and give them a taste of what you have to offer. But you want them wanting MORE, thus, joining your 30/60 day groups.
For your free challenge groups, I ALWAYS suggest creating a public event at least a week leading up to your group. You can invite EVERYONE on your friends list to your event. Now, if you get 50 people to your event, chances are, not all 50 are going to be checking in. That’s ok and DONT GET DISCOURAGED OVER THIS, just message people privately throughout the challenge and see how they are doing! Use that time to get to know them, FORM them! This way they will get to see what kind of coach you would be in a fitness challenge group! Works great!
One final thought on free groups, DO NOT BE AFRIAD to host your own whenever and however you want. You don't have to have amazing graphics and videos and pdfs and brand new content in order to have a GREAT group. Really, you just need to be present and passionate! You need to show you care and you give them a safe space to work on themselves and make new friends and maybe even learn something new. They'll love you for it and you'll have lots of new people to invite! And INVITE THEM ALL in a private message, no matter how well they participated!
RESOURCESRookie Mistakes To Avoid
Handling Objections- COACH prospects
Handling Objections- CHALLENGER Prospects
Coaching Invite Scripts
Challenger Invite Scripts
List of Powerful Questions to Ask
START WITH THIS VIDEO:
"Breadcrumbing"
Day One: Eat That Frog & Why Actively Inviting Is Key To Your Business
By Diamond Coach, Cari Mugz
Today we are going to talk about a book called Eat That Frog by Brian Tracy.
In General it’s about procrastinating and getting the biggest, hardest jobs done first… which we all know is INVITING.
"If your job is to eat a frog, it's best to eat it in the morning. If your job is to eat two frogs, it's best to eat the biggest one first." -Mark Twain
Of all the 3 vitals, inviting is the HARDEST because it is the SCARIEST, but we all know without INVITES this business will be impossible to grow.
It's the FROG!
I know that sometimes I will do all my other Beachbody work first before I start my invites!! Then I would be all done for the day and still be having convos late into the night. Now INVITE first and have those convos WHILE you are doing your admin stuff. It’s totally normal to have like 5 convos going on at once!!
The BIGGEST and Scariest (THE FROG) part of this business is Invites… do them FIRST, once you start they will become easier and you will become a pro!
How do we JUST DO IT?? Brian Tracy has some great insights.
1. Set the Table: Get Clarity – Where do you want to be in this business 6 months from now? How many daily invites is that going to take? Get a number. Janelle Summers does everything daily in 3’s. Know your number. Or better yet? Be like Brigitte who always says, I'll do as many invites as it takes!
2. Plan ahead every day: Know what your schedule is going to be like and plan for the unexpected. Don’t plan every second, if you do and things get crazy you will FREAK on yourself.. Don’t let that happen.
3. Focus on Activities not Accomplishments. Your activity is INVITING.
4. Consider the Consequences – you don’t invite… your business doesn’t grow. Pretty HARSH, but 100% TRUE.
5. Distinguish between your should and your musts. Go look back at number one. What are your MUSTS to get to where you want to be??
6. Focus on KEY RESULTS areas. We all know there are a lot of “work” distractions in this business… when in doubt on what gives you results, always fall back to the 3 Vitals and the number one Vital is INVITE, INVITE, INVITE. One bite at a time… if you get overwhelmed always just go back to the BASICS. Inch by Inch it’s a Cinch, Yard by Yard is when it gets hard.
7. Leverage your special talents. Not everyone is great at starting convos so practice!! Upgrade your skills. Buy books on how to close the sale, build relationships…. But don’t wait till it’s perfect. You GET perfect as you GO! The Beatles had 10,000 hours of practice before they became professional!! Just keep swimming!
8. Put on the pressure. Some people work better with deadlines. Tell yourself I have till 10am to get 3 invites in.. then you just ate that FROG and you can enjoy the rest of the day. Until they respond and you get all freaked out…. But we will talk about that later this week.
9. Take care of yourself. Inviting is stressful and scary, make sure you are creating balance, sleep, personal development so you can take on that stress and not let it overwhelm you. IF you miss a day….. don’t add them to the next day. This causes stress. Just start over. Every day Is a new day.
10. Don’t wait till the time is right… seriously there is no better time than right now. Reach out!! Don’t just start with INVITING Right away. Remember the REACH OUT is part of the Invite process and don’t give them to much information all at once.. ease into it, make them want to know more…
WAHOO!!! DAY ONE IS DONE!!!
Day Two: How To Initiate A Challenger Invite
By Diamond Coach Jadee Martin
The number 1 thing you WANT your prospects to KNOW is that YOU CARE! If when you are talking to someone, they NEVER feel like you are trying to get something OUT of them for YOURSELF… but instead they feel like you truly CARE about what THEY WANT and that you want to do what you can to HELP them, you are on the right road.
So when you want to reach out and start chatting with someone, make sure you do some research on that person first. Check out her Facebook page and see what’s going on in her life, check out her most recent posts, like and/or comment on things you connect with, etc.
This is NOT a race. You should NOT rush into talking with someone. They will FEEL that. So maybe you’re just connecting with this person first by intentionally engaging with her on her profile page for a week or so. THEN you reach out in a personal message to start FORMing.
Ex: “Julie… how are YOU? I just can’t stop from liking all of your DIY projects! It’s a little obsessive, in case you haven’t noticed. Haha. But really… WOW! You are SO talented! Did you teach yourself?”
When initially reaching out to someone, it’s ALWAYS a good idea to throw in a complement! ;) People are MUCH more likely to respond when they just received a compliment.
From there… just let the conversation flow. Just CONNECT with her… nothing about Beachbody, just a desire to get to know HER. If at some point she brings up what you’re doing with Beachbody, respond but turn the conversation back to her. There doesn’t need to be a specific cut and paste script in the forming process because you are just honestly reconnecting and getting to know her.
When you think FORM, you think:
Family
Occupation
Recreation
Message
It’s really just a guide for you to have subjects to touch on when chatting with someone.
Once I’ve gotten to a point where I feel we’ve connected, I kind of let the conversation end… temporarily. That way it doesn't feel like forced chit chat/ small talk and now I know what she’s into, what her family life is like, if she works or stays home, if she has an event coming up to attend, etc.
So for the next few days I might like a picture or comment on something, then when I go back to invite her (maybe a few days later), I’ll know WHAT it is that I have to offer that I feel would help HER. Maybe it’s a clean eating challenge, maybe it’s coaching, maybe it’s a bootcamp… now I know what direction to take that is best for HER (NOT me). Ex: “Hey Julie! I’ve had you on my mind since we talked and you said that you were feeling down about your body since having your baby. I can totally relate. I felt the same way after having my last baby. So that’s why I felt like I just HAD to let you know that I’m running a Fitness & Nutrition Bootcamp where I’m helping other MOMS get back in shape and feel empowered and uplifted about themselves and life again.
Is that something you might be interested in?”
I’m able to ask her this and not feel like I’m selling something and she knows that I’m looking out for HER… and truly want to HELP her.
At this point, you want to keep the conversation going by continuing to ASK questions and help her become EMOTIONALLY attached to what WILL happen if she reaches those goals that she has for herself.
*You’ll find a list of Powerful Asking Questions in the Files.
I read a quote the other day that stood out to me when I think about inviting and talking to people:
“…In contrast to the manipulator, the persuader seeks to enhance the self-esteem of the other party. The result is that people respond better because they are treated as responsible, self-directing individuals.” –Dr. Paul W. Swets
It’s important to remember that we act out of emotion. The more emotionally attached we are to what we are doing; the more likely we are to do it.
Tips:
1. Be EXCITED for them! Your excitement and PASSION for what you are doing will say more than you know.
2. Be CONFIDENT that you WILL do everything you can to help them reach the goals they have for themselves. A lot of time they doubt that they CAN do it. They’ve failed at many other things before, they are shy or insecure, and they lack their own confidence… so be confident for the BOTH of you.
3. Let them know that YOU will BE THERE every step of the way. You will hold their hand and help them find what works best for them. They are NOT alone in this process. Even if they stumble a million times on this path, you’ll be there to help them up EVERY time.
We are not salespeople BUT in a way, we are selling OURSELVES. It is knowing that they have YOU that will build help build their confidence that they CAN do this.
*Check out the RESOURCES at the bottom of this training for example scripts/templates of challenger invites
REMEMBER: Lead with LOVE! Every Person Matters!
Day Three: How To Talk To A Coaching Prospect
By Star Diamond Elite Coach, Breezie Bitter
View todays post here: https://docs.google.com/document/d/1s2_HGvNdoB0PjehLtsXvBHV7zc6nx2AZ9NZ5pPehcCc/edit?usp=sharing
ALRIGHT!!! THERE YOU HAVE IT!!! START BUILDING YOUR TEAMS! You really ought to be doing coaching invites TOO! Don't skip these invites, they are super important to your growth in this business!!!
Day Four: How To Share Shakeology & Lead With Challenge Packs
By Star Diamond Coach, Nina Walker
Do you want people who are Shakeology HD customers for life?
It starts HERE!
First of all, you want to be sharing Shakeology in your invites. From the get go, you want them to be CLEAR that you believe Shakeology is AMAZING and that you know they will LOVE it.
There's many ways you can talk about Shakeology but I feel the most important is to just be clear with them that they're going to drinking it everyday in order to truly get it's value, and once they do, they're going to fall in love with the way it makes their body feel. Personally I like to talk about how it's really helped my digestion and craving control. And then I like to send them one short video about it (In The Fields, Doctors Don't Lie, Shakeology Ingredients - I usually use one of those videos based on our conversation.)
THEN if they have questions I'll go into more about the ingredients, the money back guarantee, the vegan versus regular....
JUST DON'T OVERLOAD THEM WITH INFORMATION.
Take it one step at a time.
Them: So what's the shake about? Why do I have to have that too?
Me: Shakeology is a superfood meal replacement shake that I love and drink everyday. It's got 70 superfoods which gives me all my vitamins, minerals, a probiotic ect... I have seen soooo many people have amazing success with it, which is why I always require it for my group. I want you to get the results that you want here. And personally it really helps me with weight loss, craving control, and digestion. I have IBS and for me, it's been a lifesaver. I used to get sick everyday and now I don't! So ya, I just love it. I think you will too! Here's a little video about it (insert video) AND the good news is that Beachbody will let you do my group, get me as a coach, get your first 30 days of the shake (think 30 meals here) AND get a fitness program for as low as $140. And by the way, EVERYTHING with a money back guarantee (because they know it works!)
Tell me, what exercise do you typically like to do? (Keep moving with the invite)
YOU ALWAYS WANT TO LEAD WITH THE CHALLENGE PACK. And guess what? If they don't want the challenge pack, just HOLD OFF and wait for them to come around. Don't just jump in with 'oh that's okay, why don't you just buy the fitness program instead...'
DONT DO THAT.
Just be patient.
Talk to them about saving up. Figure out what their hesitation is and work with them on it. Because even though they don't know it yet, THEY WANT to do both. WHY? They ARE going to have WAY better results if they get the challenge pack!!! Nutrition is the most important factor in getting fit and healthy. And you know what else this does? It makes them BETTER challengers in your group. It makes it so they have MORE on the line, which means they will much more likely SHOW UP for themselves and actually PARTICIPATE. AND it gives THEM an opportunity to upgrade to coach later if they want the discount or to build a business. Which come on, what's more life changing than actually being a COACH and working on your health and fitness FOREVER? Right?!!
When I was a new coach, my coach told me to ALWAYS require challenge packs (or at least shakeology HD) for my groups. She asked me to TRUST HER, stand my ground, and that doing it would make my business GROW much faster. I 100% believe that she was RIGHT! When I have coached other coaches to STOP letting everyone just buy programs and to actually stand thier ground and get them to commit to challenge packs GUESS WHAT HAPPENS? They go from struggling to get success club to actually GETTING IT and also, one even become a DIAMOND coach within a few months.
I am SERIOUS about this. LEAD with challenge packs and REQUIRE shakeology for your groups.
So when and how do I talk about Shakeology HD?
Once they say YES then I ask,
"Okay when do you want to order? I recommend TODAY if possible because I know things come up and sometimes when we are making a big life change it's easy to let ourselves get in our own way. So if you can today, that would be awesome. Otherwise, tell me what day (before the cut off) and I'll send you the order link that day."
And then once they're READY to get that order link, I send it to them, remind them to pick the flavor Shakeology they want (give flavor recommendations if you haven't already). And THEN I let them know about the 30 day Shakeology HD and let them know that there isn't a contract. Tell them to set a 28 day reminder in their phone about it just in case they need to change something.
>>>Once I get to this point with someone, I have NEVER had someone back out because of HD. So don't worry!<<<
Alright! That's how I do it and WHY I feel it is SUPER important! Comment below if you have any questions.
Day Five: Importance of Making a Lead List & Following Up
By Star Diamond Coach, Courtney Beck
Hey guys! So today I want to talk to you a little bit about creating a LEAD list and why it is important. I also want to share with you a little about when and how to follow-up WITH those people. The thing is... Follow-ups are a HUGE key to this business and to being successful.
So.. Lead list... What is a Lead List? A Lead List is a list of people who you know, have meet, talked to at some point in your lifetime smile emoticon -- It is not a list limited to people you know really well, but a list of EVERYONE! So... Export your facebook friend list, pull out your old year books, think about past jobs and co-workers you have had, people you see at church, or community functions. EVERYONE! And WRITE THEM DOWN!
You can do this using technology, create a spreadsheet in Excel or Google Docs, or go as simple as pen and paper. I did! I remember thinking when I first started out that I had NO ONE to talk to. I had some family and friends, but for the last 14 years I had been a stay-at-home mom so my contact consisted of kids wink emoticon So as I sat down and wrote out people's names I am friends with on social media, or from Highschool yearbooks I was able to recall things we had in common or something unique or special I remembered about them, something I could then use to reach-out and start a conversation with.
I ALSO use this list to keep track of WHO I am talking too! Nothing is more frustrating than to have someone ask you the same question over and over, or to have to repeat yourself to someone, so as I talk to people, I mark on my list when I talked to them, what I talked to them about, and put a date to follow-up with them. This business is so much about the relationships and connections, making people feel they are important and truly cared about. You HAVE to have a way to track that so that people don't fall through the cracks or left out of a group because you weren't organized.
I also have a few additional columns to help keep me on track and organized. So First I have a spot for their name... Second... I have a spot to put HOW I reached out to them and when... Third.. I set a follow-up date and then finally I have a spot for notes.
So from that list WHO should you invite? EVERYONE!!!! Don't discount ANYONE, you never know WHO is going to be ready to get started and WHO just needs someone to reach out to them. Find a system that works for you to keep track, it doesn't have to be fancy or pretty, just something that works for YOU!
Now for follow-ups - This is something that is SO IMPORTANT to growing your business. This can be scary as you don't want to be annoying or sound salesy, but it is SO IMPORTANT! So I am going to answer these 5 questions...
Why do follow-ups? A few of the reason I do follow-ups is because sometimes the person just needs to be asked twice smile emoticon That or sometimes they get busy and forget to respond, or maybe they are nervous about your motives and a follow-up helps show them you are serious, professional and that you care.
Who do you follow-up with? EVERYONE! Follow-up with everyone that you have conversations with weither it is business related or not! Conversations are so important in this business and so by showing you really care, they will come to you when they are ready.
What should I use to keep track? Use your lead list! Create a spot to put a follow-up date, or a note for when you want to contact them again and then DO IT!
When do I follow-up? This one is a little more tricky. Every conversation is different and every person is different. You need to use your best judgment as to when to follow-up but don't wait too long! I like to do a simple follow-up within a day or two, another one four to five days after that and then my third and FINAL follow-up a week after that.
Finally HOW do you follow-up?
*For the first follow-up keep it simple and easy "Hey just wanted to follow-up with you about what we were discussing the other day and see if you had given it any more thought?"
*For the Second Follow-up I make it a little more urgent "Just wanted to check back with you and let you know I have a group getting ready to start (or a group getting set up) and I don't want to miss out on the opportunity to work with you! Do you have any questions for me or anything I can help answer?
*and then finally for invite number three... Hey, just wanted to follow-up one last time. Looks like you are pretty busy at the moment, but wanted to let you know I am here anytime you are ready, don't hesitate to reach out to me! I look forward to hearing from you.
HOWEVER, sometimes I use my best judgment and don't send out three, or even two. You want to be real and if you think it is too much for this person, go with that!
Remember to just be YOU!
Day Six: How To Post So That People Come To You & Then What?!
By Star Diamond Coach, Morgan Gunter
Alright ya’ll! One of the awesome things about this business, is that we get to use social media! We don’t need to 100% rely on reaching OUT to people, we can also create eye catching posts, so that they come to US! This is definitely relatable to the Compound Effect. People keep seeing your posts, and then they come to you and say “Ok, I keep seeing your posts! I need details!”
The thing is though, sometimes its HARD to be brave on social media and put ourselves out there. We don’t want to create some awesome post, and then have no likes, and no engagement. But, it happens! And I PROMISE you, that people really are seeing it!
When you are creating posts like this on social media, You want it to be relatable to other people. Share your struggles, share that you are REAL, and share that there are probably other people going through similar things as well. That way, people aren’t intimidated or scared to come to you and say “Hey, me too!! What did you do to overcome that?”
Also, make sure you create posts that both have a call to action (message me if you need help) and also one for engagement (Does anyone else struggle with this as well?)
Sometimes, when you create posts like this, especially if it involves a product, you might have people send you a message or comment and say “How much?”
Now, I don’t believe that there is ANYTHING to hide when it comes to the cost. But, I DO try to find out more information before just giving away a price.
“Hey! How much for the 21 Day Fix?”
“Hey girlie! Thats awesome you are interested! Are you looking to get started on a new fitness plan?”
“Yeah! I’ve been gaining weight and need to get it under control. I saw your post and I struggle with a lot of the same things you do, so I wanted to learn more about it”
“I gotcha. It can definitely help. Tell me about your goals, how much are you looking to lose?”
And then I go on from there. Keep asking questions. Then, when I know the 21 Day Fix is the right fit for her, I simply give her the price of the challenge pack (and tell her about shakeology and my group.)
But, when you create that relationship and establish trust, and learn more about their story, it is easier to talk through those objections. Rather than “It is $160” and you get an “oh, okay” and then the convo ends.
Make sure you are continually asking questions, getting to know, and establishing a relationship with them. Breadcrumb them info, so you don’t overwhelm them. I know you can do this!!! It starts with YOU creating an eye catching post and putting yourself out there, then what?
Do it again. And again. And again!!!!
(Your ASSIGNMENT is simply to comment below and let me know how many people you invited today. Also did you have anyone reach out to you from your posts? Bonus accountability for sharing first names!)
Day Seven: How To Use Free Groups As a Tool For Inviting
By Star Diamond Coach, Becky Gomez
First off, I started out only doing Clean Eating Free challenge groups, and they were great for a while, then… I got burnt out. Which is how I started looking at other challenge groups other coaches were having success with. I decided on a “Shake the Sugar” challenge group. Which was a NO sugar (not even the unprocessed kinds, like honey). This was done RIGHT before Halloween and it was geared towards all the moms who would have Halloween candy sitting in their house before Halloween.
I started thinking about gearing challenge groups towards what is going on that month. For February(the month of love) I did a Sugar and Squat (“I love my butt”) group that was also a huge hit. Don’t be afraid to shake it up, do a clean eating and squats group, or a clean eating and ab workout group.
Talk with other coaches about what has worked for them, I know I’ve seen posts in the TFF page where everyone gives ideas on free challenge groups that work for them.
The challenge groups can be 5 day groups (M-F) or 7 day or even 10 day groups. 10 Days is the maximum length I would suggest doing a challenge group. Why? You want to keep people engaged and give them a taste of what you have to offer. But you want them wanting MORE, thus, joining your 30/60 day groups.
For your free challenge groups, I ALWAYS suggest creating a public event at least a week leading up to your group. You can invite EVERYONE on your friends list to your event. Now, if you get 50 people to your event, chances are, not all 50 are going to be checking in. That’s ok and DONT GET DISCOURAGED OVER THIS, just message people privately throughout the challenge and see how they are doing! Use that time to get to know them, FORM them! This way they will get to see what kind of coach you would be in a fitness challenge group! Works great!
One final thought on free groups, DO NOT BE AFRIAD to host your own whenever and however you want. You don't have to have amazing graphics and videos and pdfs and brand new content in order to have a GREAT group. Really, you just need to be present and passionate! You need to show you care and you give them a safe space to work on themselves and make new friends and maybe even learn something new. They'll love you for it and you'll have lots of new people to invite! And INVITE THEM ALL in a private message, no matter how well they participated!
RESOURCESRookie Mistakes To Avoid
Handling Objections- COACH prospects
Handling Objections- CHALLENGER Prospects
Coaching Invite Scripts
Challenger Invite Scripts
List of Powerful Questions to Ask