***UPDATED FEB 12, 2012 Includes new verbiage from seeing Tommy LIVE!***
5 Step Invitation Process & Challenge Group System
Additional Videos, Training, and Challenge Tools available on YouTubehttp://www.youtube.com/TBBChallengeBox
** Copy, Paste & Personalize in YOUR own words and level of energy (this is Tommy's peronality and energy level) in the following order steps 1 through 5. It's the steps and outline of your conversation that you want to focus on.
** Personalizing means personalize to the person, the time, the setting, the situation, the relationship. It's more than simply "changing the name." The body of the message stays the same, you personalize the beginning to reflect the appropriate situation.
STEP 1 - Initial Invite (If you are reaching out to them first)
"Hey Joe, we are starting this 90 Day Beachbody Challenge group and have space for just a few more people. I'm coming to you first and giving you first shot to take a spot before I start inviting this long list of people. You want to hear more about it??"
SIDENOTES*** you are NOT trying to give them all the information in the first message... do not VOMIT all over them.. ask them if they want to hear more, and if they do then you go to the Second Message.
STEP 2 - ENGAGE WITH A QUESTION (ALWAYS use STEP 2 if they reply to your invite OR if they reach out to you first you can plug them in here)
"Hey Joe, thanks for asking me about the Beachbody challenge. I will send you more information, but first I have to ask why are you curious about this challenge? What makes you want more information? The more I know why you are interested the better I can help you get what you want.
Some sample questions:
"Why can't you afford it?" "How would finally losing that weight make you feel?" (Use an emotion)
SIDE NOTES**** They are coming to you, this is a great chance for you to Ask one or two questions and really get THEM to reflect on THEIR "WHY"... Taking a moment to slow down and ask WHY they are asking will build a deeper value and relationship and will be more likely to THEM joining the group.
***STAY ON STEP 2 - Learn to ask as many questions with the person as possible. If they give an "on the surface" answer, ask them more questions. You may have to go back and forth a few times to truly get to their emotional need. The deeper the why, the more likely they are to enroll.
***USE STEP 2 AT ALL TIMES with coaches, prospects, and people in general. THIS IS THE MOST VITAL STEP IN RELATIONSHIP BUILDING!! LEARN IT, MASTER IT, USE IT!
STEP 3 - SHOW THE CHALLENGE INTRO VIDEO (f they want more information, or if they offer some type of objection...) (be sure to repeat their personal why)
Wow Joe! I totally understand! I have no doubt this Challenge group will help you (REPEAT THEIR WHY FROM STEP 2). My current challengers are ROCKIN' IT! In fact, if saving or making money for referring people interests you, we even have an option for that. No matter what, you've made a great choice to take a look. Here's a short video explaining more. Watch this video, and LET ME KNOW if you're still serious about taking the Challenge. If so, I will connect you to the group details and commitments. Can you watch it right now? The sooner you get back to me, the faster we can get you going . Sound fair?
Choose one of these vids:
Surgeon General Take the Beachbody Cahllenge http://www.youtube.com/watch?v=fyHc8wO1JEI
Carl Daikeler - Take The Beachbody Challenge http://www.youtube.com/user/CDaikeler?ob=0#p/u/0/Rnpm7-mnCRI
SIDE NOTES *** Don't argue facts if they have an objection, simply lead them to a tool like the video, or point them to stories of people with results
STEP 4 - SPECIFIC DETAILS, COMMITMENTS, and EXPECTATIONS (After they watch video and still show interest in a spot) (Repeat their personal why)
Wow Joe! Sounds like you are completely serious about (REPEAT THEIR WHY FROM STEP 2 AGAIN). I have no doubt this challenge group will help you get the absolute BEST results!
Ok here's the deal! It's simple!!
FITNESS + NUTRITION + SUPPORT = SUCCESS
The commitment is 90 days of a Beachbody workout program, Shakeology, and the Challenge Group accountability page. You commit to the Beachbody workout program of your choice, Shakeology every day, and a Challenge group spot for accountability & support! We all work together and help each other WIN!! This is a proven and simple formula, and those who commit are much more likely to finish and GET THE ABSOLUTE BEST RESULTS!
--You do everything at home, on your time and your schedule.
--Group interaction is all done on a private Facebook group where the team posts each day.
The Challenge Group begins on Monday (add start date). We have 2 options for enrolling challengers:
1) Enroll with a Coach Account where you save 25% of on future orders and can earn money for referring people to the challenge (3 or referrals and your cost is covered).
2) Enroll as a Challenge Customer where you pay retail and waive the right to the discount and referral income options.
Either way, your challenge pack investment of $160 to $205 is the same. Which option is best for you?
SIDE NOTES **** This is simple, direct, clearly expresses the commitment they are making, and the results and return they will get if they become a group member.
***You can now SORT them into what they need to order and how to enroll them (as a customer or a coach).
STEP 5 -- SETTING ENROLLMENT APPOINTMENT (If they tell you what they need to get started and take a challenge group spot)
ENROLL AS A COACH:
"Ok, Great! Coaches enroll with a Challenge Pack, which includes your workout of choice and first month of Shakeology. This is by far the best choice and value. I can send you the steps to enroll and order or we can get on the phone and walk you thru the process. Either way takes about 10 minutes. Which works best for you?"
ENROLL AS A CUSTOMER:
"Ok, Great! Let's get you going today with your customer account and a Challenge Pack. I can send you either the steps to enroll and order or we can get on the phone and walk you thru the process. Either way takes about 10 minutes. Which works best for you?"
***SIDE NOTES: Always give them 2 options for an appointment (2 times to get on the phone or 2 ways either by phone or message.)
STEP-BY-STEP ENROLLING AS A COACH
1) Go to http://www.beachbodycoach.com/screenname (put in YOUR website)
2) Click Coach Button - then click Yes I want to be a coach on pop up screen
3) Fill out Coach Information page, check 3 boxes at bottom and sign, click "continue enrollment"
4) Pick Challenge Pack
5) Checkout
6) Set up Get Started Right with your Sponsoring Coach
STEP-BY-STEP ENROLLING AS A CHALLENGE PACK CUSTOMER
1) Go to http://www.beachbodycoach.com/screenname (put in YOUR website)
2) Scroll down and Click the "Beachbody Challenge" Ad Banner on right side (coaches must edit their website to have this banner)
3) Click "Take the Beachbody Challenge
4) Enter your Beachbody Challenge info to enroll as an Official Challenger
5) Choose Challenge Pack
6) Checkout
7) Notify your Coach your order is complete so they can verify it went through properly
STEP BY STEP TO ORDER JUST SHAKEOLOGY
1) Go to http://www.beachbodycoach.com/screename (put in YOUR website)
2) Click "Shop"
3) Choose "Shakeology" and order bag or packets of your choice, on home direct saves you shipping
4) Checkout
5) Notify your Coach your order is complete so they can verify it went through properly
5-STEP PROCESS--SITUATIONS/OBJECTIONS SCRIPT: My prospect didn't respond to Step 1 or 2, now what?
"Hey Joe! Did you get my message about our Beachbody Challenge Group? I already have people moving forward and wanted to make sure I didn't miss you on accident! Would you rather I come back around to you for the next group or did you want to take a look now?
My prospect asked about PRICE immediately after Step 1 before we even got to Step 2, now what?
Personalize Step 2 to give them a direct answer to their question. Here's what it looks like... "Hey Joe, thanks for asking me about the Beachbody Challenge. The initial cost is anywhere from FREE to $205 depending on what you need to get started. I will send more information in another message, but first I have to ask why you are curious about this challenge? What makes you want more information? The more I know why you are interested the better I can help you get what you want."
I screwed up and didn't use Step 2 and FAILED to get my prospect's "WHY," now what?
"Hey Joe, I need to apologize! I messed up and sent you the video too soon. If I truly want to help you I'm supposed to ask you a few questions so that it's more about you and less about me. I'm still learning and I would feel terrible if you missed out just b/c I made a mistake. So, let me ask you, why are you curious about this challenge? What makes you want more information? The more I know why you are interested the more I can help you by directing you to the best information."
They didn't respond to Step 3
48hrs... and say, "Hey Joe! Not sure where we left this off. I already have people taking spots and moving forward and I just wante to make sure I don't leave you out on accident. Did you have a chance to watch that video or were your having trouble getting it open?
They didn't respond to Step 4 or 5
"Hey Joe! Not sure where we left this off. I already have people taking spots and moving forward and I just want to make sure I don't leave you out on accident. So where were we? I know you wanted to (REPEAT THEIR WHY). Were you ready to get started now or did you want me to go ahead and fill this spot and move you to another month?"
OBJECTION SCRIPT MONEY OBJECTION AFTER STEP 3, 4 or 5Handling with "I don't know, all I know is...."
Option 1: "I don't know about that, all I know is I wouldn't let money be something that stops you! I have a few people that are enrolling as a coach and making a list of people to invite for a challenge group. We invite their list of people & explain what's going on. Only takes 3 to 4 people saying, "yes" and your cost is FREE! Sound like s omething you might want to try or would you like me to go ahead and give your spot to someone else and check back with you in a couple of months?"
Option 2: I don't know about that, all I know is if I were serious about (REPEAT THEIR WHY) I would find a way to borrow or earn the money. Don't let money be your excuse! I'm sure if you are serious about doing this we can find a way to make it happen. Would you like to find a way to get the $205 you need, or would you rather I show you how you can earn it by referring people you know to the challenge group?"
Handling with "Feel, Felt, Found"
Option 3: "I totally understand how you feel. My friend Joe felt the very same way.. had no idea how he would pay for it, until he found out that he could enroll as a coach and earn money by referring some of his friends. We invited 10-15 of his people, and with just 3 to 4 people joining him in the challenge he made enough to pay for his costs. It sounds like you really want to do this and are just hesitant because of money. Why don't we do like I did with Joe and help you earn enough money so you don't have to worry. Sound like a plan? Who do you know that might be interested?"
10 CHALLENGE GROUP COMMITMENTS
1. I WILL FOLLOW THE PROGRAM --Do the entire program as suggested, including workout, beginning and monthly photos and measurements, the fit test, and nutrition based on the program guide or the Online Menu Planner available with the Club Membership.
2. I WILL DRINK SHAKEOLOGY ONCE A DAY -- Preferably for a healthy breakfast, but any of the 5 meals will do... this is a much needed investment into my health and I am committed to doing this for the entire 90 days of the program.
3. I WILL POSITIVELY ENGAGE WITH THE SMALL GROUP -- We all hold a valuable spot in this 5 person team, and we need all of us to do our part, to help, encourage, challenge, and praise each other on Facebook and one-on-one via messages and phone.
4. I WILL LOG MY WORKOUTS IN SUPERGYM -- I can do this by going to www.teambeachbody.com, entering my email and passwork, and click on "SUPERGYM" on the left-hand side of the page. Logging my workout increases my accountablity. And I may be eligible to win the random $500 SuperGym prize. HOW COOL!
5. I WILL NOT OVERTRAIN -- For the next 90 days I will focus all of my exercise efforts on this program and not overtrain my body by adding additional workouts.
6. I WILL SHARE MY ACTIVITY -- I will report DAILY to the Challenge Group upon completion of my workout, and I will share how my eating was for that day.
7. I WILL SHARE MY PHYSICAL RESULTS -- I will begin by sharing my results with this small group and other who may ask me. The more I share the more I give inspiration and gather support.
8. I WILL SHARE MY EMOTIONAL AND SOCIAL RESULTS -- Along the way you will experience "life changes" on more than just a physical level. It's important that you share your emotional and social results within this small group. Chances are, other in the group are facing or have faced the same things. TOGETHER WE ARE STRONGER!
9. I WILL FINISH -- I am making a 90 day commitment, and I am holding a valuable spot on a team of only 5 people. It is my duty to myself and other to FINSIH this 90 days! I WILL NOT STOP SHORT! AND I WILL NOT ALLOW THE OTHER ON THIS TEAM TO STOP SHORT!
10. I WILL PAY IT FORWARD -- The change begins with me, and along the path there may be other who ask, who need, or who want to know about what i am doing. I am committed to paying it forward as the opportunity arises. I can pay it forward by referring them to the challenge organizer, or by joining the team of coaches who organize challenges for others.