For new coaches or those considering becoming a Beachbody Coach, the idea of signing others to become a Coach is enticing, but there is usually so much doubt and confusion around whether or not YOU can do it. And, going even deeper than that, HOW does it all work?
Let me start by saying this, you can do it! Seriously, the only thing that stands in your way is the know how and the belief that you can do it. And, that’s exactly what this post is all about. So let’s get right to it!
This system is really simple, and that’s the beauty of it. So, let’s learn so you can implement and then teach it to the people you sponsor.
STEP 1: CREATE YOUR MASTER LIST
Rule #6 of the Playbook is “Make a List and Use It”. While building your Beachbody business, you will always have two lists that you focus on and work off of—the first is your Master List and the second is your 10 in Play List. In Step 1, we’re going to focus on creating your Master List. (We’ll go into the 10 in Play List in Step 6.)
Your Master List is going to be a list of anyone and everyone you know, have known or will come in contact with in the future. It’s really important to include everyone, not just those who are interested in fitness. Your Master List is going to be what you work off of to invite people to consider the Beachbody business. Don’t worry if you are nervous or worried about building your list or putting certain people on there. We are not focusing on what we are going to say to them or how we are going to share YET. The most important part of this step is to brainstorm for every single person you know. Again, make sure not to exclude ANYONE.
In order to first create your Master List go through the Memory Jogger. I suggest setting at least an hour aside to do this initial list creation. You can use this Contact Form to write down the names if you are really into organization, but a piece of paper works just fine.
After you have created your Master List, make sure that it is handy as you’ll be referring to it daily to do your invites and you’ll also be adding people to it as you think about them or you meet new people.
STEP 2: BREAK DOWN YOUR MASTER LIST
Now that you’ve created your Master List, we’re going to go through each of the names and assign them each a number from 1 to 3.
1’s are people you would love to work with. These are the people on your list that are like you and you would love to have them on your team. They might already be in a Challenge Group or otherwise using our programs. You could see yourself working well with them, you’re not intimidated by them, and you can see them both loving and doing well with this business.
2’s are people who you just can’t see really doing the Beachbody business. For one reason or another, Beachbody just doesn’t seem like the right fit for them.
3’s are people who you look up to. These are the people who you are most likely afraid to talk with about the business. You think that they are going to not take you seriously. It would be amazing to have them on your team, but you don’t really see it happening. We affectionately refer to this as our “Chicken List”.
STEP 3: MAKE INITIAL CONTACT WITH THOSE ON YOUR MASTER LIST
Before we get into “what to say” to invite those from your list, I want to touch upon the different ways you can reach out to people and the weight I give to each method.
1. Face to Face. By far, this is the best method of communication (but also the one that people fear the most).
2. Phone. If you cannot meet face to face, then the phone is the next best thing.
3. Text. I personally use text or Facebook direct messaging to reconnect with people and then invite them to meet face to face or to jump on a quick call.
4. Facebook (or other social media) Direct Message. As I said above, I try to only use this for scheduling appointments or calls, but if I cannot set an appointment and it is appropriate then I will message them about the opportunity via Facebook, but only as a last resort.
5. Email. Mass emails are ok if you are inviting to an event, like a Webinar or a Sneak Peek, AND you’ve been using email to connect to the people on that list. I wouldn’t use a mass email to a group of personal contacts using one of the scripts below. Just email them individually, if that’s how you correspond.
Okay, here is the simple process for what to say and do when you reach out:
1. Reconnect. This is REALLY SIMPLE—let them know that you have something you want to talk to them about but, first ask open ended questions. Before you reach out, go check out their Facebook and see what you might instantly be able to talk about. Also, make sure that something bad hasn’t happened in their lives. You don’t want to reach out to someone the day after they had to put their dog to sleep. Just be aware of their circumstances.
What have you been up to?
What have the kids been up to?
What type of work are you doing? etc.
Just talk to them on a human level and get reconnected. Don’t treat them like a PROSPECT or someone you are trying to sell to! You remember our Forming Document right? That’s what you’re doing in this step. The point is just to get a conversation started and see how they are doing. They will likely ask you some questions as well, which opens up a lot of opportunities to connect.
2. Invite. After you have reconnected, you invite. Below I’ve included a couple of sample messages. Please don’t just copy and paste these. Personalize them to your communication style and your prospects circumstances. If you are not a new Coach, you obviously don’t want to say that, so word this yourself. The ______ space is where will fill in whatever you are inviting them to (e.g. a Webinar, a Video, A Sneak Peek group).
For 1’s—“I’m sure you’re wondering what I wanted to talk to you about. I’m not sure if you know, but I just signed up to be a Beachbody Coach and am really excited about it. I’m really new to this whole thing and just getting my feet wet and was wondering if you would be willing to help me out. Would you be willing to check out _____________ about what I’m doing? You don’t need to sign up or anything, but I’d love to get your feedback and opinion on it. Who knows, it might be something you’re interested in, too.”
To sum it up in one phrase, what we’re really asking is, “Maybe this is for you?”
For 2’s—“I’m sure you’re wondering what I wanted to talk to you about. I’m not sure if you know, but I just signed up to be a Beachbody Coach and am really excited about it. I’m really new to this whole thing and just getting my feet wet and was wondering if you would be willing to help me out. Would you be willing to check out__________. I’m not looking to get you to sign up or anything, but I’d love to get your opinion on it and, after listening, see if there is anyone you know who might be interested in what I’m doing.”
Basically, what we’re really asking here is, “Maybe you know someone who this might be for?”
For 3’s—“I’m sure you’re wondering what I wanted to talk to you about. I’m not sure if you know, but I just signed up to be a Beachbody Coach and am really excited about it. I’m really new to this whole thing and just getting my feet wet and was wondering if you would be willing to help me out. I really respect you as a person and your opinion and, in all honesty, want to see what you think about this. Would you be willing to take look at _____________ about what I’m doing? Again, I’d love to hear your feedback and also see if there is anyone you know who might be interested in what I’m doing.”
For this type of person what we’re really asking pure and simple is, “I know this probably isn’t for you, but what do you think about it and, if you like it, do you know anyone who this might be for?”
STEP 4: SEND THEM YOUR 3RD PARTY TOOL
At this point, it’s time for you to get your 3rd Party Tool in their hands. There are currently three third party tools I like to use:
What I really like is a two part system, where you start with the Introducing Team Beachbody video and then invite to the Sneak Peek or Webinar if they show some interest. Basically the video is the “introduction” and the Sneak Peek and/or Webinar are the “information”. You don’t have to start with the video. You could invite directly to the Sneak Peek or Webinar. That’s totally fine. I just think the video creates some interest and usually generates questions. The other two really provide all the information.
STEP 5: FOLLOW UP
This step is very simple. Follow up during the time that you said you would. If you are using the Two Part system, then you want to do this after they have watched the video. Before you start, confirm they have watched the video.
First—Open with this EXACT question: “What did you like best about the ________ that I sent you?” Just focus on the parts they liked and not on anything they didn’t like. TAKE NOTES ON ALL THE ASPECTS THEY LIKED. This will really help you focus on THEIR interests. You may love Coaching because of the community. They may be more interested in an income. You need to know what they want, so you can show them how Beachbody can help them get it.
Second—After talking about what they liked ask, “If this was something YOU wanted to do, what type of reservations or questions would you have?” TAKE NOTES ON ALL THE QUESTIONS THEY HAVE. Remember, don’t try and answer all the questions right there, just take notes on them.
Third—After you have discovered what they like, and what reservations and questions they have, you have a choice: EITHER (a) simply thank them and ask if it would be okay for you to follow up with them; or (b) invite them into the Sneak Peek and/or Webinar where they can learn more and get their questions answered.
STEP 6: FILL IN YOUR 10 IN PLAY LIST
Again, another really simple part—the people that go on your 10 in Play list are those who showed some interest in what you are doing. In the beginning, you’re going to add anyone and everyone to your 10 in Play List until you get it filled up. But, once it is filled, you’re going to keep only the hottest prospects on there.
STEP 7: EDUCATE
So, how do we work with the people on our 10 in Play List? We begin by simply educating them. We refer back to the list of parts they liked about what they listened to, and their questions, and then we educate them.
We provide additional resources for the parts they liked. For example, if they liked the idea about passive income, we could share a video about the Team Cycle Bonus. Again, the Sneak Peek group and/or Webinar are key educational tools. They may have questions beyond what is covered in those resources. That’s fine. In fact, it’s GREAT. It means they are interested. I love it when people ask me questions for this very reason. If they ask a question you can’t answer, just go into our Fit Club Network Coaches Facebook Group and ask there. Believe me, someone will know.
THIS is really important for two reasons:
First, we’re educating people, not selling them on something. Nobody likes to be sold on anything, so we simply focus on educating them which leads to them respecting you and developing a relationship.
Second, during the education process, we are just going to continue to send them third party tools. This is another SUPER important piece because they see you as a person who educates by providing information not the information itself. This helps to reinforce that they can do it. They can do what you’re doing.
STEP 8: SIGN PEOPLE UP!
You’ve done all the work, now its time to sign people up! You’ll make the following statement:
“You would be really good at this business because <insert their qualities that would make them good>! I would like you to join our Team. What do you think?”
IMPORTANT: “Yes”, is a complete sentence. If they say yes, stop trying to close. You already did. At that point, you simply move into the sign up process. We suggest the All Access Challenge Pack as a starting point, since it waives the $40 sign up fee and is an incredible value.
“No” is also an acceptable answer. You have to adopt this mindset: Your job is to ask. Their job is to decide. You cannot control their job, but you can control yours. If they decide “no”, that’s fine. Thank them for their time and let them know that if they ever change their mind you will be available. IF the prospect is a customer, assure them that you will continue to help them on their fitness journey. I really just tell people “my job is just to ask and I thought you’d be good at this, so I asked”. There’s a chance they think your job is to “close” or “sell” or “recruit”. You want them to understand your job is just to ask. They might just rethink things if they understand that.
STEP 9: TEACH OUR NEW COACHES STEPS 1-8
Here is the part that most people fail at—they start, but don’t continue. The magic of this business, the part that is going to help you to build a six figure income (if that’s what you want), is going to come down to two things:
1. Teaching your new coaches to follow this system.
2. NEVER stop inviting 3-5 people a day from your list. This is the part that most people stop at. They sign up one or two people and then start working with those one or two people and stop inviting. NEVER STOP INVITING.
Bonus Step 10
The magic is in the repetition!
Thanks to Keith Callahan for inspiring us back into action with this model.