Hey Coaches! Sorry this took three weeks. The very LARGE video file took me a while to figure out how to put it out there for you.
First I would like you to watch this video in it's entirety. It's forty something minutes. But you need to spend more time "sharpening your ax" then you do on your "job" to be better at the "job". This is your huge opportunity to see Larry Zimberg himself, the author of the Game Plan, conduct a real life getting Started right interview with a brand new coach. This isn't scripted material he actually did this with a brand new coach who hadn't had their getting started right conversation yet. Lucky coach!! And lucky for all of US that I was there with my video camera :-) This is opportunity coaches so take advantage and watch this video with everything else turned off: http://vimeo.com/16905722
First Larry spends a few minutes talking about where 80% of your income is going to come from. Do you think that might be worth watching and absorbing? Heck yes it is!!! Seriously watch this whole video and take good notes. Watch it a second, third, and forth time so this stuff really sinks in. That's how I'm able to learn this stuff as well as I do. Repetition!
And last but not least here are some notes that I took from the 7 hour long event. If only my video camera had 7 hours I would have gotten everything on record it was all so very valuable. That's why you all NEED to make these events when they are around your area. You will grow and your life will change!
Fundamentals never change they are old.
Become a core person.
When you start someone, start them the way you need it to work 10 plus levels down so that it will eventually work without you being there. The business will grow away from you. Do what will duplicate. It's all about duplication, doing what duplicates.
Always ask yourself.. Would I like to be sponsored by me?
2. The game plan is meant to make it possible for consistency and persistency. Lead by example. Everytime you change something the biz comes right back to you. Game plan is also meant to build your belief system; a belief system that supports you. Gotta have a big belief because other people will try to rain on your parade because they don't have a parade of their own. They will try to knock you off. You've gotta have a strong belief. The game plan is also built to get you to continually grow as a human being. Work on your own growth and the growth of your team. The best way to grow your business is to grow the people in your business.
Results aren't everything. Exposures are everything. Its the only thing that leads to any money. A closed mouth does not get fed in this business. He or she who tells the story most, wins. This is a numbers game. Use 3rd party tools. If your lips are moving you should be pointing and reading. Get out of the way and let the movie play. Don't get in the way of the movie.
Don't talk to the same 5 people 100 times when you can talk to 100 people once.
3rd party tools work for you to sort people out. We are in the sorting business. Follow up to find out who is interested (sorting). The fortune is in the follow up. Its usually a 3 to 5 step process before someone is ready to commit. If you're freaking out about that its because you're only talking to two people. If you stuff enough people into 1 end of a pipe someone is coming out the other end! Knowing that its usually a 3 to 5 step process don't freak out if someone doesn't sign up right away.
Work with the willing. If you have to convince someone to sign up they are going to be a drag on you the entire time.
Attend 1 local event a week. Otherwise you're on an island out there by yourself. We are powerful in numbers we are social human beings by nature. You've got to get together with other beachbody people. It's where you build relationships, meet people, learn things, find new energy etc..
Everywhere in life you're either leveraging or you're being leveraged its one or the other and its your choice. People are willing to sacrifice anything for their job working to build someone elses dream where they are bought at wholesale and sold at retail but not willing to make sacrifices to put something in motion to build their own dream.
Get people to big events so the events can sell them so they don't have to.
In franchise America the rule of thumb is to invest five times as much as you want to earn. In Team Beachbody we require you to invest only $40.
The biggest problem we have is that the price is so low that some people won't take I seriously. The intelligent and enlightened person will see the low start up investment to start a real viable business for what it is... An extremely inexpensive way to earn an unlimited income and live free!
The only difference between rich and poor people is how they manage their time, period. The only difference. Pick up the book "Eat That Frog" by Brian Tracy. You can get so much accomplished even in just 1 hour a day if you learn time management skills. Read that book over and over.
Apply the laws of duplication:
1. Everything I do has to work 5 levels below me. 2. Everything I do has to work for people I don't know. 3. Its gotta work 1000 miles away from me. 4. Its gotta work when a dud approaches a stud. 5. Every person I talk to I want them to be able to say to themselves "I can do that, I have time for that, and I don't mind doing what you're doing to my family and friends".
Drive tools and events because anybody can do that (simple, duplicable) and that's how your business will grow away from you.
Commit to personal development. THEE Number 1 thing you need to build anything in life is the right philosophies. There is always thought before action. Its never about the action, its about the philosophies that drive the action. Philosophies are what you know, how you'll hold onto that inside and how it affects what you do. Life is 10 percent what happens to you and 90 percent how you respond. The same winds blow on us all its the set of the sail, our philosophies, that determine our destination. If you want this to work you have to back up from the actions to where your foundation is, you're personal philosophy. Have good philosophies and supportive belief system. Do this by reading 10 pages a day ("The Slight Edge" by Jeff Olson is a great first book), hang out with nurturing people, listen to at least 15 min of good audio a day such as "Building Your Network Marketing Business" by Jim Rohn. If you have the desire to succeed these are the things you NEED to do and these are easy things that are easy to duplicate. They are easy to do but they are also tragically easy not to do. Great first audio to listen to is Jim Rohns building your network marketing business.
The number 1 reason people fail is the influence of their friends, family, and environment. Your associations are everything. Find success partners. You are the average sum of the 5 people you hang out with the most. This also ties into your associations with other Team Beachbody coaches. You NEED to associate more with fellow coaches.
Be here a year from now. You're going to work anyway. The only difference between rich and poor people is how they spend their time. So I'm going to spend my time working to build my own dreams instead of someone elses.
Excellence occurs when you do repetitive things over and over again til the compounding affect kicks in.
Become a master prospector. Prospecting is all about philosophy.
"Your paycheck will be in proportion to the amount of people you serve, not the number you sell" - Jim Rohn.
Relax, have fun, prospecting is a numbers game. Don't prejudge, sorting is always better than selling. Learn to love your no's. Flip this thing upside down and go for the nos because the nos bring you closer to your yes's. Failure is on the other side of success be happy to fail so you can get closer to success.. Fail your way to the top. Ignorance on fire is better than knowledge on ice. Its not what you know its how you use what you know.
Pick up the book, "Failing Forward" by John C. Maxwell and Liberate yourself to fail!
"Would you like me to give you a formula for success? It's quite simple, really. Double your rate of failure. You are thinking of failure as the enemy of success. But it isn't at all. You can be discouraged by failure — or you can learn from it. So go ahead and make mistakes. Make all you can. Because, remember that's where you will find success" - Tom Watson, Founder of IBM
Be a people magnet. To attract others you must be attractive. You attract the success you become. Posture is a priority. Make a friend in 30 seconds. Leave the "fact Axe" at home. People don't care how much you know. Approach every person with the mindset of "I'm interested in this person". People do not care about how much you know until they know how much you care.
Breaking the ice -
Wear logo wear and leverage the brand name. Be a great listener. Pay a compliment. Where are you from? Have you every heard of p90x?. Hi!
Your reason for prospecting is your why. No one will argue with your why. Its when you start presenting facts that will be challenged. Whatever you're why is, you need to share that.
know your 20 second commercial (your why). Don't get into telling facts.
Start a weekly fit club and or a weekly opportunity briefing! Never say every week is a fit club or briefing. It's this Thursday night you can learn about this and meet other coaches in the area. Create urgency for people to attend your fit clubs and briefings!
When you start a new coach make sure you give them something small and simple that you know they can do. Don't unleash the whole business onto them right away or you will confirm that they were right all along they really do not have time for this. Don't confirm their time concern for them! As your new coach becomes engaged and immersed with this process then maybe a week or two down the line give them more and show them more. Feed them small digestible pieces. Most people are very busy and don't have time for more than little bits at a time. If you get a new coach who's really ambitious and has time for more then work that accordingly just be confident they can do it and that you teach them that what ever they do they NEED to be consistent with it.
Expose this opportunity to your Warm market (people you know) with third party tools.
Make your list. Use a memory jogger to make your list.
Referrals..
Ask prospect what are the three things you want out of your team Beachbody fitness program? Who do you know that you care about who would like the same thing? You can use this technique for both fitness and business.
Overcoming objections
Validate any objection first then say, "I don't know, all I know is I feel great, I'm getting a check every week, I'm loosing weight etc."
Referral from a Shakeology HD wholesaler... "hey I'm really happy you're on Shakeology and saving 25 percent that is really great. I know you're not interested in any income here. Do you know three people who would like the same health benefits you're getting from shakeology?"
Do the thing and you will have the power - ralph waldo emerson
As your team grows have regular continuous getting started right trainings. Why? Goals, list, sort the list, expose the list, follow up, and work with the willing and teach them the basic fundamentals with more regular getting started right trainings. These are the easy to do things that need to be taught to every coach and need to duplicate so the business grows away from you.
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