LC GAINZ HTP 60 MIN SCRIPT

SECTION 1: INTRODUCTION

**OPEN THE CALL WITH BIG ENERGY**

Hey what’s up (name) it's Coach Sterling, how are you doing today/whats up/whats crackalackin?

A:

AWESOME! Thanks for hopping on the call today with me today…

Q: So (name), as we create your gameplan and do this application process together, I’m curious,
What was that made you decide to invest the time to be on this call today with me and WHY NOW?

A:

Also, I know I already asked you this, but before we begin is there anyone else on your end that will
be involved in the decision making process? (IF THEY SAY YES AND THAT PERSON IS NOT ON
THE CALL YOU NEED TO RESCHEDULE THE CALL FOR A TIME WHEN THE OTHER PERSON
CAN BE ON THE CALL)

A:

SECTION 2: THE PURPOSE

(EXPLAIN PURPOSE OF THE CALL)

Cool, well, here’s the deal (name). What I’d like to do very briefly here is ask you some questions to
find out IF or HOW my program can help you based on what you need…. And what I’m really trying
to figure out here is if we are a FUCK (or HECK) yes FIT to work together. And at the same time I
ask you to evaluate if I am a FUCK yes fit to be your coach…. Is that fair?

A:

Now if at the end of this call we both feel we are a FUCK YES fit to work together, then at that time I
will extend to you an offer to join my XYZ Program(INSERT YOUR PROGRAM (name)) which is
designed specifically for those who want to MASTER the foundation of their body & health in the
next 12 weeks... so at that time you can ask me ANYTHING that you’d like about it…and just tell me
if it’s a great fit for you or not…. Is that fair?”

A:
SECTION 3: CHALLENGES

Now I’m going to share with you how to achieve rapid results in your health and fitness, but before I
do, I want to make sure I understand what your goals are. So I just have a few questions:

- What’s your age?

- What’s your height?
- What’s your weight?
- What is your goal weight?
- Do you want to increase size or muscle tone?
- Where in your body would you like to see more definition?
- Okay, so we’re looking to **RECAP GOALS OUT LOUD**, Is that correct?

- This is a great physique goal... it’s absolutely worth fighting for. Just to make sure you get
the right attention, I want to get a feel for your training skill level. When was the last time you
trained consistently, 3-4 times per week, for more than 6 months consecutively?

- Where do you carry most of your belly fat? The front, back, or the side? Great. Now is it
enough to pinch or is it enough to grab a handful?
- This is great info. Now would you say it’s ___ to ___ inches that you are able to grab/pinch in
your hand?
- Okay, so this is where most of your fat is and where you have been struggling the most?
- How long have you been struggling with this fat? ​(fat is still in their hand) ​Why haven’t you
taken care of it, since you want to?

Great, now I feel I understand you better, go ahead and grab something to take notes with in this
next section and let me know when you do. Got it? Ok cool.

So to experience rapid results in your health & fitness there are 3 primary areas of focus, and I’m
going to give you notes on each one….

Are you ready?

A:

Ok great…
1. The first is Strategy. - We have access to millions of resources to get in the best shape of our lives.
Millions of workout videos and even more articles on how we should be eating. The problem with all
of these options and information it makes it hard to know which is best option for YOU. This also
makes it really hard to know exactly what to do and what will actually get you the results that you
want most long term. So for example, losing weight and preferably body fat ONCE AND FOR ALL.
With the right strategy, losing weight becomes easy and like second nature. Does that make sense?

A:

2. Awesome… and that’s where the second area comes in which is... Mindset. Mindset is a largely
overlooked area of our health & fitness journey’s and can be easily argued as the most IMPORTANT
part. For example, we try to stick to a diet with sheer willpower and end up falling off because we are
unable to maintain momentum towards the RESULTS we want most with our bodies and health. If
you shift what you believe about health and your value in who you are, and your body image, we can
create a new identity and habit of health. Pretty cool right?

A:

3. Great, so the final area, is Accountability. When we have someone to keep us accountable that
knows our goals and checks in on us with encouragement and the occasional kick in the ass, it
makes sticking to our path much easier. When we know we have someone holding us to high
standards and have invested in our results, then that becomes our NEW BASELINE. Sound good?

A:

Great, so ((name)) if you look at what you’re doing now, which of these areas feels like the biggest
challenge to you and why? More specifically which of these areas feels like the one you need the
most attention on NOW?

GREAT, thanks for sharing.

SECTION 4: THE 1-10 QUESTION

Awesome, so on a scale of 1-10, I’m just curious, how satisfied are you with your current body,
fitness, and health? So on this scale, a 1 is “I feel very satisfied with where I’m at now and I see no
need to change.” and then a 10 is “I’ll do whatever the fuck(or HECK) it takes, I’m all in, let's go, give
me a blueprint and I will take IMMEDIATE action to transform my body & life NOW!.” Where would
you say you’re at on this scale?

A:
(If they answer a 10 or higher) “Awesome, so why are you a 10 to change NOW?”

A:

(IF THEY ANSWER LESS THAN A 10) “Ok great, so I’m curious when are you going to be a
10..Like what event has to happen in your life for this to matter to you that much, and for you to
become a 10?”

A:

I just want to say something about this question and I have to be careful about how I ask it because
while there is no right or wrong answer to the 1 -10 question, there’s really only one type of client
that I’ll bring on. Can you tell me what you think that is?

A: (A 10!)

You are absolutely right, I ONLY TAKE ON 10’s… Can you tell me (name) in your own words why I
ONLY accept 10’s to work with?

(Let client explain)

(Now reaffirm what they just said and add:) YES because even if a person answers a 9 then what
that tells me is that there's a level of hesitation they're experiencing around taking action which will
leave them unable to create the best possible results for their fitness... and what I can't give people
is their own motivation… What I can give them is a simple system which just works. Does that make
sense?

SECTION 5: THE 3 MONTH GOAL QUESTION

Cool so brownie points to you for getting past this stage of the interview. So my next question for you
(name) is how would it feel if you really had your health under control? So like if it were 3 months
from now and keeping it short, what would be the goal looking out 3 months from now that would
leave you feeling REALLY GREAT about where your body, and health is at? (GET THEM SUPER
CLEAR HERE)

A:

What else?

(Keep asking what else until you and they are super clear on the results that they want to create in
the next 3 months)

Ok, so just to be clear, if I can get you to (REPEAT THEIR GOAL) in the next 3 months, you'd be
totally ecstatic, right?

SECTION 6: DIAL IN THEIR COMMITMENT

So let me get this straight, if we can get you (REPEAT THEIR GOAL) in just your first month, how
would that make you feel? Because here’s the thing, it's not that uncommon for that exact thing to
happen. I’ll give you an example...

(INSERT POWERFUL CLIENT TESTIMONIAL EXAMPLE - Simple Formula = Where your NOW
client was before they started working with you and what their results were after a short period of
working with you, and how it’s changed their life for the better)

(EXAMPLE: When a client of mine Mary first came to me she wanted to lose 60 lbs, had tried every
diet out there, would lose some weight and then rebound and gain it all right back, she honestly had
given up hope that she would ever been able to lose weight and keep it off…. and after I accepted
her into to my program she lost 28 lbs in just her first month and I’m ever happier to announce that
she has now lost a GRAND TOTAL OF 66lbs since starting with me, and has a new relationship with
Michael, the love of her life, and they recently got engaged!!)

Pretty incredible right?! ...Now I could give example after example…. Ok ill just give you one more

(INSERT SECOND POWERFUL CLIENT TESTIMONIAL EXAMPLE)

I accepted Susanna into my program, she had recently went through a breakup and had NO
CONFIDENCE whatsoever in her body. She was at rock bottom and wanted to lose at least 40lbs
but she had no idea how or where to begin. In her first month she lost 21 lbs, and 2 months after that
she got a promotion at work, and she’s now lost a total of 43lbs and she has started dating again!

Pretty AWESOME right?!

A:

Now ((name)) the danger with hearing some of these stories is that it might inspire you to take
action, get started in the program and reach your 3-month goal even faster than you thought was
possible... Here’s the danger with this… I’ve seen clients get such incredible results, that they get
comfortable and that's not the kind of client that I’m looking for.

Because here's the thing, I am looking to not only help people reach their goals but to transform their
lives. So my question to you is: When you get started and you get this goal faster than you thought
was possible, are you going to be the type of client who stays comfortable with just reaching their
goal OR are you going to be inspired at that point to reach for an even higher level of success? And
frankly, not just lose the weight but keep working the process so you keep it off over time?

A:

Now I really don't want you to answer just to gain my approval, I’ve had clients do that is the past
and it didn't work out well because in the end, answering to gain my approval doesn't help either of
us, so is that really your authentic answer? I ask because a lot of people talk, but few people follow
through, and I want to make sure you’re really in on this.

A:
SECTION 7: CLIENT NEEDS

AWESOME - So by now you've told me what your challenges are in your health and also what your
goals are in the next 3 months, so tell me, what exactly do you need in order to achieve these goals
in the next 3 months? (Cool, what else? What else? Is there anything else you feel you need to
accomplish these specific goals and eliminate these challenges ONCE AND FOR ALL?)

A:

Great, so if you had (list off the things they said they need), that's all you need to get to your goal?

A:

SECTION 8: THE COMMUNITY QUESTION

Great!!! Well that's really easy…. Isn’t this exciting?

A:

Great, so I have a couple final questions for ya, one of the last questions has to do with this: Now I
keep access to my program to a very limited number of people who are HIGHLY COMMITTED and
the reason why is because I want to work with each person intimately and hands on, such that they
become extremely successful, rapidly. Does that make sense? So if I accepted the wrong type of
person then I wouldn’t be able to serve each person to get the results we do in such a short amount
of time. So to that effect, I have to be really careful in cultivating the community that I have and I’m
sure you understand why. It’s like the old saying “one bad apple ruins the whole bunch” because if
one person comes in and they're not a giver and a contributor to the community, it brings down the
experience of the whole group. Does that make sense?

A:

So if I do invite you into the XYZ ACADEMY, can I really count on you to be a giver to the
experience for everyone?

A:

(IF THEIR ANSWER IS YES) In what way can I count on you to be a GIVER to the community?

SECTION 9: THE ACTION TAKER QUESTION

Great so the final question I have has to do with what we talked about before in that I only accept
HIGHLY COMMITTED people to work with me because I want to make sure that every single person
who comes in gets extraordinary results quickly. Now the system I have just works, but it only works
if a person is an ACTION TAKER. It doesn’t work for people who want to just have results but don’t
show up powerfully to create them! So to that effect, I’m only really looking for action takers because
those are the people who get amazing results, and in the end makes me look really good too (haha).
So if I do invite you into the Program, can I really count on you to be an action taker?

A:

(IF THEIR ANSWER IS YES) In what way can I count on you to be an ACTION TAKER and to do
what’s necessary to reach your goals in the next 12 weeks?

A:

SECTION 10: WHAT’S INCLUDED

(INSERT YOUR OWN DETAILS OF WHAT’S INCLUDED IN YOUR PROGRAM. BELOW IS ONLY
AN EXAMPLE.)

So (name), at this point I can tell you what’s included in my program…Are you ready?

A:

So here’s what you’re going to get with your investment today:

The first part is the Strategy. There are two parts to great strategy. Fitness and Nutrition.

First, Fitness. I’m going to give you 84 different exercises that you can do from home or any hotel in
just 5-7 minutes per day. I’m also going to include workouts that you can do in the gym that are quick
and effective so you can get the results you want without spending 3 hours a day in a gym. Does
that make sense?

The next part is Nutrition: Again my objective here is to make this as easy as possible for you so I’m
going to ask you for a list of your top 5 favorite restaurants in your area and I’m going to give you an
approved menu from each restaurant that way you can enjoy the food you really want without feeling
restricted. Your plan will also include what to eat daily and again it will be setup in a way that is easy
and effective for you to follow… it won’t take a lot time, and it will ensure that you get the results you
want and reach your goals in the next 12 weeks….. How does that sound?

The next part is Mindset: Every week over the next 12 weeks I will have a special short exercise for
you to do on mindset so we can master the foundation of your mindset around your exercise,
nutrition, your energy, and life so that you feel extremely confident and powerful...how does that
sound?

And finally Accountability: Each week (or every other week) over the next 12 weeks you will have a
quick accountability call with myself and my team to review your progress, make any changes to
your plan that are necessary, and answer any questions that you have so that you can progress
quickly and effectively. Make sense?
A:

So my question (name) is with this program I just shared with you and the level of support that I
offer, is there any reason why you couldn’t get to your goals and create a powerful foundation for
your body, fitness, and health in the next 12 weeks?

A:

Great! Is there anything else you feel like you need?

A:

How would you rate this program? On a scale from 1-10?

A:

(If they answer anything less than a 10), what would make it a 10?

A:

(IF YOU NEED TO ADD ANYTHING THAT WOULD BE EASY FOR YOU TO ADD, DO IT.)

If they answer a 10, what about this program and the service makes it a 10 for you?

A:

SECTION 11: SUMMARIZE

(YOU’LL DO A SUMMARY FOR THEM)

Great, so what you told me so far is your challenges are

(REPEAT CHALLENGES)

and when we talked about your scale of 1-10 motivation you said you were a 10

your goals are (REPEAT GOALS)

and you said you needed (REPEAT WHAT THEY SAID THEY NEED)…. is that right?

A:

And you said that my program and the level of service I offer is a 10 out of 10 for you, is that right?

A:

Awesome, I take really great notes! (laugh)

So I have a couple final questions (name) are you ready?

A:

Why should I accept you into my program?

A:

How can I be sure that you will do what’s necessary to be successful?

A:

SECTION 12: ACCEPT & CONGRATULATE

Cool, so as I review your application here in total and I think about what I am looking for and the type
of person I want in my program, I have to say…… I feel…. you would make…. a EXCELLENT FIT..
to join me in the XYZ ACADEMY and I'd like to invite you to come…… Congratulations!!!

This is the part where you celebrate, go ahead.

Now this is a big deal, most people that apply are told no because this is a privilege. So, would you
like to join me?

A:

Awesome!!!

SECTION 13: THE OFFER

Cool so let’s get to the moment you’ve been waiting for… would you like to know what the
investment is to be in the XYZ ACADEMY?

A:

Awesome, so the the tuition is THREE THOUSAND DOLLARS for the next 12 weeks. I accept visa,
mastercard, american express, or discover over the phone, and I also accept paypal... whichever is
easiest for you. Make sense?

A:

Now what I've found, is that the people who get the best results with my program, are the people
who are ACTION TAKERS… not people who want to delay any longer or keep putting this OFF.
They are ready to make a decision right now to move forward…. So (name) would you say that’s
you, are you ready to make a decision right now to move forward, and would you say that you are
ACTION TAKER?

A:
Awesome (name) so if that's you, and you’re READY TO TAKE ACTION NOW, I'd love to serve you
with my ACTION TAKERS DISCOUNT which is good ONLY for the duration of this call...That means
once I get off this call, the discount is gone forever…make sense? (AWKWARD PAUSE)

A:

Great...so would you like to know what the discount is?

A:

Right now, I’m gonna give you a discount of ONE THOUSAND DOLLARS. ONE THOUSAND OFF.
So your total investment to (REPEAT THEIR GOALS) in the next 12 weeks is ONLY $1997 over
payments…..and if you want to just go ahead and pay in full now, I can give you an additional $500
discount for paying in full, so it’s only $1497 for the entire XYZ ACADEMY. That’s it. Make sense?

A:

Awesome, so which plan do you want to do? Do you want to save ONE THOUSAND dollars today
and do the payment plan or do you want to save FIFTEEN HUNDRED DOLLARS, pay it in full, and
have no payments?

(NOW PAUSE AND DON’T SPEAK UNTIL THEY SPEAK AND SELECT AN OPTION)

A:

If they say: “What’s the payment plan?”

You say: It’s $997 NOW and 2 payments of $499 …..

(NOW PAUSE AND DON’T SPEAK UNTIL THEY SPEAK AND SELECT AN OPTION)

(As another alternative you can do 4 payments of $500, the way that works is they would pay $499
now and $499 every 2 weeks until it’s paid in full. (Use Wave Accounting for this and set up recurring
payments where you save their card on file and it automatically bills them.)

NOTE: Do not let them start on your program unless they pay in a MINIMUM of $499. If they can put
down an amount smaller than this, then you take that as a deposit and then start them when they
come up with the full $499.)

ALSO NOTE: If they want to do the payment plan, my recommendation would be to run them
through using Paypal credit instead so they can have EVEN MORE TIME to make the payments on
their coaching program. The way you introduce that is…

Awesome, so since you want to do the payment plan to make this happen, do you mind if I share
with you a way to make this even easier for you to handle and make payments on?
Great! So there’s this really cool option through Paypal where you can get the entire amount you
need to pay me, and you can take up to 6 months to pay them back with no interest whatsoever.
Now it doesn’t work for everyone and I don’t want to promise you it will, but if you use it and your
credit is halfway decent, it’s really cool because you don’t have to make any payments for 6 months
with no interest. It’s with Paypal and is called Paypal credit. Pretty awesome right? Would you prefer
to try it this way so the payments can be even easier than if you finance it through me?

Awesome, so go to Paypal.com/credit on your phone/laptop and let me know when you do.

You’re there? Ok great, so click on the button which says something like “apply now,” it’s totally free
and literally will let us know instantly if it works for you, you’ll love this. So let me know once you click
on it.

Awesome, so once you click through, just fill out your information, and I’ll wait on here with you until
it’s complete so we can know the result together, only takes like 3 minutes and is super easy.

WAIT FOR RESULT TOGETHER: IF THEY GET APPROVED, CONGRATULATE THEM AND
SEND THEM AN INVOICE THROUGH PAYPAL FOR THE BALANCE. IF THEY DON’T GET
APPROVED, THEN WALK THEM THROUGH YOUR PAYMENT PLAN OPTIONS AND SOURCE
$500 SO THEY CAN GET STARTED. IF THEY GET APPROVED, YOU CAN OFFER THEM YOUR
PIF PRICE (whether it’s $1499 or $1999 etc, just what they would pay if they pay up front, this way
they experience some more savings and you still get paid up front).

OBJECTION HANDLING OPTIONS:

IF THEY SAY: THAT’S A LOT OF MONEY:

Below this are different options and you can choose which one to want to use. Start practicing them
now. They aren’t in any particular order:

#1 “Hey, of course it's a lot of money. And this isn't something you do everyday. Treat yourself to
this. I need your OK, let’s do this together.

#2 “I know it's a lot of money and you deserve it and if you don't deserve it, hey, I don't know anyone
who does deserve it. I need your OK, let’s do this together.
#3 “I agree it's a lot of money and you knew that before you got on this call. Look, I need your
approval and signature on this.”

#4 “I agree, and everyone that has ever bought this product said exactly the same thing. I need your
approval and signature. Let’s do this.”

#5 “Hey, I know it's more money than you considered, and I would expect that this is the same thing
that happens to you when you buy other products. It is obvious that you are a person who
exemplifies quality, buys quality, lives in quality, wears quality and knows that quality goods cost
more than other products. Look, let's get this done now so you can start enjoying the quality of this
product.”

#6 “It's obvious you're concerned about the money. Let me suggest since money is the issue we
leave it up to the bank. If the lender, the bank, the credit card, whoever is involved approves the deal
and I know they won't approve it if they don't think you can do it, then we don't do the deal. If not, no
harm done. Sign here, here and here and we'll leave it up to the lenders.” (GO THROUGH ALL THE
OPTIONS WITH THEM INCLUDING HAVING THEM APPLY FOR PAYPAL CREDIT.)

#7 “Hey, I know it's a lot of money and this is exactly why someone like you works so hard, so that
you can earn the right to have those things that you want. I need your approval and your signature.”

#8 “Hey I agree it's a lot of money but look there's no shortage of money on this planet. There is a
shortage of people who are happy and who have love in their lives but there is no shortage of
money. Let's do this.”

#9 “I know it's a big investment, and you should congratulate yourself for being able to make an
investment of this magnitude. You know, not everyone can even consider doing something like this. I
need your OK and approval.”

#10 “I agree it's a lot of money and expect that you knew that before you even got on the phone with
me. Before you even started looking at this you knew it was a lot of money. Now, I need your OK on
this.”

#11 “I agree, and everyone that has ever bought this product said exactly the same thing. Let’s do.”

IF THEY SAY: I CAN’T AFFORD THAT

#1 “Look, you go through this every time you do something nice for yourself. Come on really, when's
the last the time you did something nice for yourself? It's time you did it again. Don't you agree? Let's
do this.”

#2 “Look, very few people think they can afford to do anything until they look at the monthly outlay;
allow me to make it a reality for you so you can do what you want. Let me show you how to make
sense of this.”

#3 “Look, is this some kind of fear that you experience every time you buy something? Now ask
yourself, when's the last time you bought something you couldn't afford? Great. Let's do this.”
#4 “Hey, thanks for being so honest with me about your budget concerns. Let's see where it fits in
your budget and if we can make it out, and what you are comfortable with otherwise I wouldn't
expect you to buy. Now, how much is your rent? Insurance? Utilities? Alimony? Child support?
(WHATEVER IT IS) (NOTE FOR YOU: Go through that list, you're going to find an extra cushion or
the customer is going to justify going more into depth than they already are. They want to buy, just
give them a justification.”)

#5 “I can't even believe you said that, now knock off the negative talk. If you can't do it, no one can. I
need your signature. Let’s do this.”

#6 “Look, I understand your concern; it's natural that you would have that worry. Tell me, what
present spending activity is getting in the way of you doing what you want to do? Let's work that out
and you can have what you want.”

#7 “Look, this investment in yourself only looks like you can't afford it. I promise you, that we will
work it out so that you can own what you want, own your dreams, and that they're affordable.”

#8 “Forgive me for being nosy, but what are you spending your money on? Look other than your
home, what can be more important than investing in your health, body, and quality of life? I need
your approval and OK. Let's get this done.”

#9 “Look I know you don't have unlimited resources, neither do I, let's take a look at what you're
working with, leave it up to me to make that work, is that agreeable?”

#10 “Look if I can't show you a way to make this affordable, to make you dreams affordable and real,
I wouldn't expect you to do business with me, let's work it out.”

#11 “When you say you're not sure you can afford it, do you mean the down payment, the monthly
payments, the price, or the value of the program? What exactly are you not sure of?”

#12 “Do you think it's going to get any easier to afford it later? Look, when's the best time to do
something nice for yourself? Let's do this now.”

#13 “Buyer says 'We can't afford that.' You're going to say: Who taught you to say that? Who taught
you to think like that?

(They're going to be like 'What are you talking about?)

Sir, you can do anything you want and you can afford anything you want to afford. Look, that's not
you saying that. I cannot even believe I'm hearing it. It's got to be somebody else, a mom, a dad,
cousin, uncle, the newspaper, radio, TV, who is that? Hey, let's do this right now. You can do this.”
(THEN PAUSE)

IF THEY SAY: I CAN’T DO IT

#1 “Forgive me, please ma'am, forgive me, but when you say you can't do it today, I have to tell you
that shocks me. You're one of the most competent, most able, most intelligent people that I have
ever had apply for my program, and I have people that don't have near your wherewithal who
purchase this product every day. Now look let's do this. You know it's the right thing I need your OK
and your signature. Let’s make this happen together!

IF THEY SAY: I NEED TO THINK ABOUT IT

#1 “Hey, I understand you need to think about it. However, understand that thinking about it will not
change the fact that this purchase saves you money now, you need it and sooner or later, you're
going to do it. Let's get it done now so you can think about all the other things that need your
attention. I need your approval and your signature. Let’s do this.”

#2 “Great, do you think two or three days would be long enough or would two or three weeks be
better? THEY SAY: (Well, man, I don't even need two, I don't even need two or three days much
less three weeks.)

Look, the truth is no matter how long you take you're going to be faced with the same three
questions either way. Could I share them with you? Number one, does this product get you what you
want? (Get an answer.) Number two, can you afford this product? Get an answer. Number three, am
I the person that you want to do business with and have support you in this purchase?

(If it's yes to all of them SIGN THEM UP.)

IF THEY SAY: IT’S NOT IN MY BUDGET

“Sir, I’m with you and you can probably say that about your credit cards, your car payments, your
insurance, your taxes, groceries, restaurants, heating bill, your electric bill, they're all too much.
They're all more than you want them to be but you still do them every month. Now, I need your OK
and approval. Let’s do this.”

“You know, I understand it's more money than you had budgeted, do it anyway.”

IF THEY SAY: I CAN’T PUT THAT MUCH DOWN

#1 ”Hey, I certainly understand if you're not in a position to put more down. But then that's not really
your situation is it?"

THEY SAY: "What do you mean?"

YOU SAY: "Well is the issue that you don't want to put the money down or you can't?

#2 “I'm surprised that you say that it's too much money down. You seem like the kind of individual
that would want to put more down, invest in your body and health with a lower monthly cost. Come
on, let's do this.”

AFTER OBJECTION IS HANDLED CONTINUE WITH ONBOARDING BELOW

SECTION 14: DOWNSELL TO LTP

IF AFTER WORKING THROUGH THE OBJECTIONS AND PRICE IS THE MAIN CONCERN, THEY
DONT GET APPROVED FOR PAYPAL CREDIT, THEY CAN’T AFFORD THE BALANCE AND
FRANKLY AREN’T WILLING TO GET RESOURCEFUL, YOU CAN DOWNSELL THEM TO LTP SO
THEY STILL BUY SOMETHING.

AFTER THEY’VE ALREADY SAID THEY CAN’T DO IT SAY:

I understand, so let me ask you this, if the total package price weren’t an issue, are you still a
hell yes to move forward?

They’ll say yes.

Then say “great, so if I created an option to still work with you, where I could help you achieve
your fitness goals rapidly, but just at a deeply discounted rate, would you be interested in
figuring that option out together?”

They’ll say yes.

You say “Great, so I have a new and exclusive program for IDEAL CLIENT DESCRIPTION
which is called NAME OF YOUR LTP PROGRAM, and it’s designed to help you FILL IN GOALS
THEY MENTIONED HERE, just at a lower cost. Would you like to hear what’s included?

They’ll say yes.

Offer​: Awesome so here’s what you get in the NAME OF YOUR PROGRAM:

■ Customized Workout Plan: First, a custom workout program, every 4 weeks,

you'll get an updated workout plan based on how you're progressing over the
period. No more guesswork on what's best for your body. I'll make it easy to
know exactly what to do with step by step instructions.
■ So you'll get the Customized Workout Plan, and you'll get the Customized Eating
Plan. You'll get a simple to use plan to transform your body by eating foods you
love. Every month, we'll do a check in and during that meeting I'll get you a plan
which works for your body.
■ Monthly 1-1 check in. So you’ll get the custom workout plan, custom eating plan,
andevery month, you'll get on a call with a high performance coach who will
measure your progress, keep you accountable and basically be your personal
 accountability hero during your next year (you do plan to be with us for the next
year right?)
■ Facebook Group Mastermind: So you’ll get the custom workout plan, custom
eating plan, monthly custom check in, and you're going to be connected to a
whole host of other IDEAL CLIENT DESCRIPTION who will be there for you.
Who will support you. Who will be sharing wins and encouragement. Who will
challenge you every single day.
■ **THE REST IS OPTIONAL IF YOU HAVE THESE ITEMS, make sure to use the
“stack” technique each time you list something.**
■ Personal Grocery Lists: A guide you need to go to the grocery store and only buy
what you NEED, makes sense for your budget, and helps you and your family
towards your health goals.
■ Done For You Delicious Recipe Lists: So you never have to worry about what to
eat each and every day to both love what you eat, and lose weight at the same
time. No more "I hate my life and my dinner" moments. You'll be eating food you
love AND which supports your long term health
■ Personal Dining Out Guide: So you know how to eat whenever you go out to eat
to support your health and fitness goals. Restaurants are sneaky, and it can be
challenging to know what's best AND most tasty at the same time. We'll take care
of the details for you.
■ Super shake guide - so you consume foods which you love and are super easy
to make even on the go!
■ Bomb-ass breakfasts
■ Lick Your Fingers Lunches
■ Delectable Dinners
○ Pretty awesome right?

So would you like to join me for this?

They’ll say yes.

Great, so the way it works is at this level we work together for a year. We can start with a
minimum of a 6 month commitment, but really this is a year long transformation we’re gunning for.

Great, so in launching this program, I'm offering it at a limited time introductory rate, it will literally
never be this low again. The normal price of the program is $1000 for the first 28 days, and a
minimum of $499 a month for 6 months. But I want to get a few high level people in like yourself
and give them amazing results that I’ll share with other people as the program grows, so I'm just
inviting a few, you're one of them. And for this call only, I'm offering it at a super low price of $499
for the first 28 days, and then only $59 a week from then on for 6 months. So let's take care of it,
How would you like to handle the $499 payment?
OBJECTION HANDLING FOR LTP AND CLOSE (although you shouldn’t have objections by this
point)

**Once they confirm they are ready to make the payment for either HTP or LTP, you move on to the
onboarding section**

SECTION: 15: ONBOARDING

GREAT! Let’s take care of getting you started!

A: CLIENT SAYS: AWESOME LET’S DO IT!!!

WELCOME TO THE XYZ ACADEMY!! Are you excited?!

A:

What is your email address?

A:

What’s your billing address?

A:

Great, and I’m ready for your payment information… visa, mastercard, american express, or
discover?

A:

What’s the exp date?

A:

And I’m ready for the card number…

A:

(PROCESS PAYMENT) waveaccounting.com

CONGRATULATIONS!!!

So now we are going to dive into the onboarding process so you have everything you need to begin
your journey... So I ask you to pay real close attention so we can make sure you have everything
you need and you know what to do next… are you ready?

A:
Ok great, so go ahead and check your email… I just sent you our contract agreement, and what I
want you to do now is open up that agreement and I want you to take as much time as you need to,
to read it… and Let me just go ahead and outline what’s in the agreement…

It outline the delivery for what you can expect from me on side of things, but it also outlines what we
can expect from you as far as being a major action taker and a giver to the community… Like we do
have the right to remove you from the community if you just stop taking action during the ACADEMY
(laugh) I don’t see that happening but it’s in there just in case… and just so you know we would
never just kick you out…that would only happen if we came to you first and helped you and you just
decided for some reason that you weren’t going to take action anymore… make sense?

A:

So go ahead and take as much time as you need to so you can read through the agreement
because again I want to make sure we are super clear… I’m going to be right here preparing your
next step so I’m going to put my phone on mute while I work on your next step, and if you need
anything or have any questions at all just ask me and I’ll take myself off of mute and answer.... So go
ahead and take as much time as you need and let me know when you’re finished and we’ll move on
to the next step of your onboarding...sound good?

A:

YOU: Okay great let me verify that we’ve received the signed copy (At this point click manage in
docusign and verify that you see COMPLETED next to their (name))

Awesome, we’ve got it, and so now SUPER OFFICIALLY WELCOME TO THE XYZ ACADEMY!

A:

What I am going to do now is add you to the XYZ ACADEMY FACEBOOK GROUP. This is the
Community group I was telling you about earlier that is full of action takers and givers that are also
here to support you in your transformation journey!

Also just as a heads up, we’ll communicate directly through email moving forward. (NOTE TO
COACH: YOU CAN USE FB MESSENGER OR VOXER IF YOU PREFER THOSE INSTEAD, JUST
DO NOT USE TEXT MESSAGES BECAUSE IT GETS CONFUSING WITH PERSONAL LIFE, ETC)

And finally I’m sending you a welcome email that explains what the facebook group is for in further
detail, how and where to ask questions, and an action plan of exactly what you’ll do next prior to our
orientation call so you can be prepared...

Let’s get your orientation call scheduled now. (Schedule their Orientation call 7 days out and make
sure in the Welcome Email you outline what they need to do, submit, or have completed prior to
Orientation)

Do you have any other questions for me?

A:

Great! I am excited so excited to serve you in the XYZ Academy and I look forward to your
orientation call next week!

(FINAL NOTES

POST ENROLLMENT CALL ACTION ITEMS:

SEND THEM THE WELCOME EMAIL

WELCOME THEM IN YOUR FACEBOOK GROUP TO THE COMMUNITY

SEND THEM A FB MESSAGE AND LET THEM KNOW IF THEY HAVE ANY QUESTIONS ABOUT
THEIR HOMEWORK PRIOR TO THEIR ORIENTATION CALL THEY CAN MESSAGE YOU OVER
FB/EMAIL)