National Wake Up Call: Don't Take 'NO' For An Answer!

It was an ABSOLUTE honor to share this morning on Beachbody's National Wake Up Call!!

These weekly training calls have been such a KEY resource for me to learn & build my business; I'm so thankful I could contribute.

I was terrified.... I have had so many coaches help me, encourage me, and believe in me over the last year and a half. Coaches who are on my team & coaches who aren't. Thanks to all of you.

Thanks for listening, thanks for the encouragement & support, and thank you to Lindsay Matway for giving me this whole opportunity in the first place - all because she chose to stick with P90X and be my inspiration to not be a quitter anymore.. I am here today! 

I pray that God is honored by the content of that call, that He gets the glory & that a new coach somewhere is encouraged.

I picture the new coach like me... broke, in a one bedroom apartment, working on a busted laptop on my kitchen table, believing that I had SOMETHING to offer SOMEONE SOMEWHERE...  I hope it encouraged THAT coach the most.

DIG DEEP, follow through, and build INTENTIONAL relationships with people.

I'm going to post all my notes from building my content on my blog later today for anyone who would like it  

Thank you for ALL the love!! Thank you, Lord, for putting the fire in my heart & the determination in my mind. Thank you God for giving me my husband today 

{less of me. more of jesus.}

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If you missed the call... here is the recorded info
{click image to listen!}

I wanted to share all of my notes with you all. Here is everything I wrote down in preparation for this training. Feel free to share with your teams!

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1. What motivated you to become a Coach? 

Before I became a coach I was working as a nurse, wife to a husband in military training who is gone 85% of the time, tired of being UNCOMFORTABLE with my weight and also disappointed in my lack of follow through – I was a quitter through and through. I bought P90X from an infomercial in 2010 …attempted & QUIT 2 different times & then shoved it in my closet, out of sight. On January 1st, 2013 I decided I would attempt this program for the third time. About one week into the program, my wedding photographers posted wedding photos of a beautiful couple. I went to her Facebook page & saw she completed P90X. I reached out to her, turned out she was a coach & she invited me to join her in her January 14th Challenge Group. 

In the background… While working as a nurse I was wracking my brain trying to figure out what I could do in the future to be home with our future family, while my husband was deployed, but STILL contribute to our family’s income & debt payoff. I knew it would be difficult to work as a traditional nurse during that time. I was also tired of being stuck in a 12-hour hospital shift when my husband, Loren, had a surprise & rare day off.

Within the first week of the Challenge Group, I approached my coach about the coaching opportunity. I did my research, I saw the opportunity, I loved the idea of a discount & I knew this was something that was worth my effort. I knew that I had a heart to help other people PLUS I was seeing results with P90X that I had never seen before. I wanted to pass that on to other people & I wanted to help hold myself accountable to my goals; I knew I wouldn’t quit if I had even just ONE person looking to me for support. So from January 14th 2013 on I was ALL IN as a Beachbody Coach. 

2. Turning Point 

I attended Summit for the first time in 2013. I saw so many NORMAL successful coaches share their stories on stage and celebrate great accomplishments with their teams. I knew WITHOUT A DOUBT that my growing little team had HUGE potential to accomplish some of the same things.

I knew the people on my team, I knew that they had what it took to be successful, to earn more income and to help more people. I knew without a doubt that I wasn’t going to give up & so we went ALL IN to become a 5 Star Elite team within our first year. 

I saw the potential in my coaches & I just couldn’t let that slide… I knew we had that burn in our gut to help more people and to succeed…. Just like those coaches described on the Summit stage. So we went to work, we focused the 3 Vital Behaviors & helped encourage each other towards reaching our goal of being an ELITE team… and we did it together! 

3. Main Call Topic for the Call 

a) I had a history of a lot of BAD HABITs & a real lack of FOLLOW through with my personal fitness & nutrition in the past – I wanted to be sure I followed through with what I said I would do for my customers and challengers – in my business.

As a new coach, I had a hard time figuring out the difference between following up with a prospect challenger & when that follow up became annoying to them. When I had a friend who was interested in joining a Challenge Group – but the finances just weren’t there, or their family had a lot going on at the time, or they were just scared to start their fitness journey… I wasn’t sure where to go from there. I knew I wanted to continue encouraging them, but I didn’t want them to feel like I was pressuring them to buy something from me.

I wanted to be sure they knew that I cared about them & their goals with or without a Challenge Pack sale. I wanted to be sure they understood that my intentions were genuine. 

A KEY thing to remember here is… The FOLLOW UP is FREE! All of us can offer QUALITY follow up – new coaches and “veterans” alike. 

Think of a restaurant --- when a waiter comes to your table every 5 seconds asking, “DO YOU NEED ANYTHING” … that’s usually irritating because you are trying to catch up and chat with your friend! Then there is the FLIP SIDE to that… You having to REACH out to your server for something… that is irritating too. The key is to find the happy medium. Think about how YOU like for others to follow up with you & adjust your approach. 

One tip is to Set Expectations. Share with your prospect: I am the kind of coach that really likes to get to know you. I have a reputation for being a good coach & asking questions – let me know if I am bugging you – I can take it! 

We have to remember the way we want to serve others may not be the way they want to be served… this gives them an opportunity to share how THEY want to be helped.

Follow Up is just good customer service. 

I want to share with you how to Follow Up with GRACE; how to follow up without trying to SELL you anything. 

You might be asking well how do I do all of that!?

For those of you who like to know where we are headed… I want to share with you:

1. What is Follow Up? What does it look like or sounds like? 

2. When do I do it?

3. What if there is no response?

4. How do I follow up without being PUSHY? 

Here we go!

If you provide great service for someone, their journey into becoming – a LONG LASTING coach – is much better!

Follow Up is CUSTOMER SERVICE without expecting anything in return… even if they are only a potential customer.

I believe these next 4 tips can really help you, especially those of you who are participating in the Coach Basics Blitz!

1. What does a Follow Up LOOK like or SOUND like? 

If a friend shows interest in joining a challenge group but the end result is “Not Right Now” I then ask permission to set up a follow up. I simply say, “No problem! I totally understand. I actually host a new Challenge Group every month. Would it be ok with you if I put a reminder in my calendar to follow up with you in a few weeks to see if that’s a better time for you? I know you will love the group!” I have never had someone tell me NO to this. They appreciate the follow up – they appreciate you not forgetting about them – and I believe they appreciate you being intentional about following up. Add their name to your contact list & you could even add an alert in your calendar to follow up with them in a few weeks. The Contact list in the COO is a great resource.

Sales & Marketing tab << Business Tools << Contact List

I never used the contact list – now its saving me a lot of paper

This is also a great opportunity for you to ask for referrals. Asking for referrals doesn’t have to be scary. You can simply ask, “Do you have any friends that you think would like to join a challenge group?” You can even ask if they have any friends that would like to plan for next month’s group WITH them… they can all do the challenge group together. 
Keep it simple & remember your GOAL is to HELP PEOPLE.

2. When do you Follow up?

If I haven’t heard back from someone and it has been 1-2 days, I send them a very light but direct message asking them a specific question. For instance, a follow up message might read, “ Hey Megan!! I’m finalizing my September Challenge Group. I’m saving you a spot!! Are you still wanting to join us?”

3. What if they still don’t answer?

They showed initial interest… but now…. CRICKETS… NOTHING. No response. 

This is a great time to ask yourself… How would I want to be treated?

My rule is to wait another 1-3 days before messaging them again. This is sort of the LAST shot. I will message them something like, “Hey Megan!! Me again!! I know you were interested in the challenge group, but it doesn’t seem like a good time for you now. Don’t worry, you haven’t hurt my feelings, I would love to follow up with you in a few months. Is there anything I can help you with in the meantime? Would healthy recipes or fitness tips be helpful?”

--- We have to remember, sometimes people just simply FORGET… so don’t pass this step up!

As a new coach, giving away VALUE to our prospects in the form of encouragement, recipes, etc, for FREE in the beginning is important – it helps to build trust. 

RULE - If you’ve messaged them 1-2 times after the “NO RESPONSE” … then it’s time to move on. You simply write their name down on your contact list and keep moving forward.

4. How to Follow Up without being pushy:

It doesn’t cost you anything to FOLLOW UP but you WILL gain TRUST. Follow up could be your most lucrative skill. 

Remember, you have their name on a follow up/contact list. These are people we should be doing our best to still add value to. Be intentional about sharing little helpful things according to your conversation with them/what you know about them; make it personal. 

My rule of thumb is to send something encouraging to them once every 1-2 weeks. Letting them know you are thinking of them and have their best interest in mind, your goal is to help:

IDEAS for FREE things you can do to FOLLOW UP & ADD VALUE
{You can even jot down what you share on the contact list}: 

A. Send them a recipe if they told you they are looking for healthier meals

B. Send them a picture of your favorite new flavor of Sparkling Water if they are struggling with kicking a soda habit

C. Comment on their pictures on Facebook – Pay attention to THEM & be a friend {focus on being more INTERESTED in them than you are INTERSTING to them}

D. Send them a message on Facebook periodically just to ask how they are doing or share something that would encourage them. 

E. Their names are on your list for follow up, you are continuing to invest in them throughout the month, and they will be your first GO TO invites for the next month’s challenge group. 

Follow up never ends. Once they become a customer or coach – good follow up is still important – use the tracker.

I didn’t have a follow up tracker before, but now we do in the COO once they become a customer.

As a new coach – INVITE INVITE INVITE is so important but equally as important is FOLLOW UP FOLLOW UP FOLLOW UP

What I have seen with my new coaches – is that consistent follow up is an easy step towards confidence as well as relationship building which is a bigger step in the long run. A RELATIONSHIP with your prospect is going to set you & THEM up for most success in the future. My new coaches are thankful that they have learned the habit of relationship building. It is easy, it works, and its duplicatable. 

**CLOSING**

Building INTENTIONAL relationship with your prospects is rewarding, builds trust, & helps your prospect begin their journey into long term healthy living. It can even help them enter into their role as a long lasting coach.

4. Life-Transformation 

One of the things that was always in the back of my mind before becoming a coach was this Credit Card debt. I worked really hard – took me a year and a half to do, but as of last month we are officially credit card debt free because of the blessing of Beachbody. 

Like I shared earlier, my husband is gone away from home about 85% of the time. When he is home or has a rare day off, I am home & free to be with him. I can fully support him in his career while still building a successful business at home. He now has the OPTION to decide whether or not he continues his career in the Navy or if he comes home. 

Beachbody has helped me & my team build long lasting intentional relationships & has taught us to be people of integrity, ones who follow through with what we say we will do. 

For all of this I am forever grateful. 

Dynasty United, my team, I love you all!!

I would like to briefly elaborate on what I believe it means to FOLLOW UP with GRACE:

To me... it means to follow up without pushing sales. It means to follow up without being pushy. It means to achieve a BALANCE of providing great customer service & showing that you're genuine in your mission to help others! 

Thanks so much for reading!

XOXO,

Brittany

{RECORDING IS HERE!}