One of the biggest mistakes I made was how I was sharing the Beachbody Coaching opportunity with others. I made the mistake of trying to explain all of the details myself. I was talking and explaining too much and it wasn’t until I learned to shut my mouth that I started to sponsor Coaches and see results.
Less Talking = Results
Funny how that works.
Instead of me doing the talking and explaining, I started using a 3rd party tool (video).
If you only get 1 takeaway from this post, make sure it’s to always use a 3rd party tool to do the explaining for you. This is important, so I’ll repeat it:
“Always use a 3rd party tool to explain the business for you.”
Why use a 3rd party tool?
Using a 3rd party tool to explain the business will take the pressure off of you from having to be a great presenter. It at also let’s the other person know, without saying it, that if they decide to join they can also share the opportunity without having to be a great presenter by also using a 3rd party tool. And lastly, it can help eliminate any biases the other person make think you have, or your lack of credibility. After all, it’s not you doing the talking and saying how great the business is, it’s someone else. You’re just a messenger sharing the information.
(*Further down below in this post I list some great 3rd party videos that I use.)
I have to give credit to Eric Worre and his book Go Pro, which gives great step by step training and scripts on how to invite and follow up.
Following up multiple times is key. No one makes a decision right away, it normally take 5 or more exposures before someone will make a decision. Keep this in mind and make it priority to always follow up.
Usually the decision to become a Beachbody Coach is a natural progression. A person starts out as a customer, has great results, loves the products, and feels great about recommending them to others. Typically they are already talking about the workouts and recommending them anyway, so it makes sense to get signed up as a Beachbody Coach and get paid for their recommendations and referrals.
Every situation and conversation is a little different, so I’m not a huge fan of scripts. But scripts can be helpful in certain situations and provide a general idea of what to say and how to steer the conversation.
The conversation can vary greatly depending on who I am talking to. For example, if it’s a close friend I might say, “dude, you gotta check this out…I just emailed you a video. Watch it ASAP.”
Other times I may take a more professional approach using the 8 step invitation provided below.
Try not to over-think it.
“Ultimately, it’s about getting out there and talking to people with excitement and enthusiasm.”
And remember, the below is just a suggestion. If you follow the steps, it will work. But it’s just a reference and one way to approach sharing the business opportunity. If you are sharing the products, or inviting someone to a Challenge Group, you want to use a different process. (See the 5 step invitation process here.)
8 Step Invitation Process
These steps are to be used face-to-face, or over the phone. They won’t have the same results if used in an email or a facebook post. Face-to-face and phone calls will yield much better results. Many people are afraid to pick up the phone. If you are willing to step out of your comfort zone and conquer your fear of the phone, you’ll be a step ahead of the majority and on your way to success.
Sidenote Success Tip – To be successful, we must do what others aren’t willing to do, i.e., get on the phone.
8 Steps sounds like a lot, but the entire process and conversation shouldn’t take more than 2 – 3 minutes.
Step 1 – Be in a hurry
Example, “I know you’re busy, so I don’t want to take up a lot of your time…”
Being in a hurry will keep the conversation short, which will prevent you from having to answer questions or getting the urge to explain things, remember, the less explaining of facts you do, the better off you’ll be.
Step 2 – Give a sincere compliment
Example, “I was thinking…who are the sharpest people I know? And I thought of you.”
Giving a sincere compliment is critical, this will make the prospect much more agreeable to hearing what you have to say.
Step 3 – Make the invitation
Direct approach example – “Let me ask you a question, off the record. If there were a business you could start working part-time from home that could replace your full-time income, would that interest you?”
Or, “Are you open to an additional stream of income if it didn’t get in the way or what you are currently doing?”
Indirect approach – “I’ve just started a new business and I’m scared to death. Before I get going I need to practice on someone friendly Would you mind if I practiced on you?”
The above are just examples, what you actually say and the question you ask will depend on who you are talking to and if you are using a direct approach, or an indirect approach.
Step 4 – If I_____, would you_____?
This is when you will offer your 3rd party tool, but not until they agree to do something in return. Here is an example:
“If I sent you an email with a link to a webpage that contained an 8 minute video that laid out all of the information in a professional way, would you watch it?”
If you’ve done the first 3 steps properly, the answer will be yes 95% of the time (but this still doesn’t mean they will actually review your 3rd party tool. Often times people say “yes” just to be nice. Following the next steps will insure they actually do review your material).
If they say no, thank them for their time and move on. No big deal. But review steps 1-3 to see what you could possibly have done better.
Step 5 – Get a time commitment
Example, “When do you think you can watch the video for sure?”
Don’t suggest a time for them, let them give you the time. If they give you a hard time and will not give a definite time, just say, “I don’t want to waste your time or mine. Why don’t we just try to lock in a time you’ll have seen it for sure?”
Locking in a time commitment will mean the prospect has now said “yes” twice, this is key.
Step 6 – Confirm
If the person tells you they will be able to watch the video on Sunday, your response would be, “so if I called you on Monday you’ll have seen the video for sure right?”
When they say yes, this will be the third time this person has said yes and now you have a definite appointment set for the future.
Step 7 – Get A Time And Number
Simply confirm the best number and time to reach them at.
Example, “Should I call you on your cell?…What’s the best time for me to call?”
Some of this may seem redundant but it’s key to reaching your goal of getting the prospect to follow through and review your 3rd party tool.
Step 8 – Get off the phone
You’re in a hurry remember, get off the phone before the urge to explain kicks in and you start rambling.
This is a basic example of the 8 step invitation process. What you actually say will depend on who you are talking to and what approach you are taking.
Don’t forget to:
- Be in a hurry
- Give a sincere compliment
These 2 steps are very important and often overlooked. If you can’t think of a sincere compliment to give this person, you might want to rethink if this is someone you want to actually work with lol.
Important – Be excited and enthusiastic! If you can be enthusiastic, people will want to see what you are so excited about.
A few tips:
- Emotionally detach yourself from the outcome (if the prospect is interested great, if not, no big deal, one person won’t affect your overall end result)
- Be yourself, be enthusiastic (how you says things is often more important than the actual words)
- Posture yourself, you have the solution to their problems, you don’t need them, they need you
Practice. Practice Practice.
You will be nervous. You will make mistakes. You will fumble over your words. You will be rejected and told “no”. You will feel discouraged at some point. This is all normal. Remember that the more you do it, the better you will get.
What 3rd party tool should you use?
My advice is to review the tools available and then use them how you feel would be best. Everyone is different, so I often share a different video or series of videos depending on who I am inviting.
Also remember that you will be following up, so you can share a new video with each follow up.
Below are links to videos that I like to share.
(*Important note – the links below are tied to me so you’ll want to make sure you edit them and replace my username “marcusochoa” with your own username to have the link tied to you.)
Beachbody Coach Success Stories – This video doesn’t explain much but it can be used to get people interested to want to learn more: http://beachbodycoach.com/esuite/home/marcusochoa?bctid=45591527001
Carl Diakeler’s invitation – Older, but still one of my favorites: http://beachbodycoach.com/esuite/home/marcusochoa?bctid=41582716001
Introducing Team Beachbody: http://beachbodycoach.com/esuite/home/marcusochoa?bctid=632106888001
Automatic CEO: http://coach.automaticceo.com/marketing
The last link is tied to paid service and is optional.
As you can see there are several options. Normally I’ll share more than one video with someone over the course of several follows ups.
So maybe at first I will send the first Success Stories video and if they are interested in learning more, then I’ll send the Introducing Team Beachbody video. After a day or 2 I’ll follow up with the “Decide” video.
It all depends on who I am talking to.
My advice is to pick one main video that you like best. And then share that one. You can’t go wrong with the Introducing Team Beachbody video.
The actual invitation is more important than what video you share. If you can master the invitation and follow up process, you’ll have success.
Following Up – They’ve agreed to watch the video…now what?
During your invitation, you should of scheduled a call back time. Make sure you call when you say you are going to call. Doing what you say you are going to do is very important. (And something a lot of people don’t seem to do.)
There are many different scenarios that can play our during your follow up call. Maybe they don’t answer. Maybe they answer but haven’t watched the video yet. If I tried to cover every scenario this post would go on forever. (Eric Worre dedicates an entire chapter on following up in his book Go Pro.)
If the person hasn’t watched the video yet, just repeat the invitation process and ask them when they will watch it, and confirm a day and time to call them back.
If they have watched the video, now you can ask some questions. Here are some ideas and example:
First, you’re not going to ask, “What did you think?” Asking that question will invite the critical part of the person’s mind to come up with objections.
Some better questions to ask are;
“What did you like best?”
“On a scale of 1 to 10, with one being zero interest and 10 being ready to get started today, where are you right now?” (Anything over 1 is good.) No matter what the answer is, the next question it to ask them how you can help them get to a higher number.
Remember, it often takes more than on exposure for someone to make a decision. So make the goal to try to set up another appointment at a later date to review or go over materials that will help them make a decision.
4 Question Close
If someone is interested, here are 4 great questions to ask:
Question 1: “Based on what you’ve just seen (3rd party tool), if you were to get started on a part time basis, how much would you need to earn per month in order to make this worth your time?”
Typical answer – $500/mth
Question 2: “How many hours could you commit each week to develop that kind of income?”
Typical answer – 10 hours/week
Question 3: “And how many months would you work those hours in order to develop that kind of income?”
Typical answer – 6 months
Question 4: “If I could sow you how to make an extra $500/mth, working 10 hours a week over the course of 6 months, would you get ready to get started?”
Normally the response you will get will be, “sure, show me how.”
At this point, you simply give them a breakdown of the compensation plan and explain them what they’d need to so in order to earn whatever their goal is.
If their answer to question #1 is unrealistic, be sure to let them know. If they want to make $10,000/mth is only 2 months time, working only 3 hours a week…that’s unrealistic.
I recommend reading and STUDYING Eric Worre’s book Go Pro as this is all information that he explains in much greater detail.
Summary – 5 Tips
Here are 5 tips to follow that will greatly improve your results when inviting:
- Always use a 3rd party tool to explain the business for you.
- Pick up the phone.
- Be excited and enthusiastic.
- Follow up. Follow up. Follow up.
- Don’t become discouraged when people say no.
Also keep in mind that this approach really only covers one strategy and method. I’ve seen Beachbody Coaches that are having great success through many different avenues such as Challenge Groups, Shake N Share home parties, fit clubs, blogging, YouTube, Instagram, Pinterest, facebook, etc.
The above mentioned are all ways that can be effective. But in my opinion, one of the quickest and easiest way to get started and get the ball rolling is to simply pick up the phone and start calling people that you know.
Bonus – Mindset & Belief
If you don’t truly believe that you are offering people a life changing opportunity, you will have trouble sponsoring new Coaches.
This belief can be challenging to obtain, especially if you are a newer Beachbody Coach or are struggling with your own business. A common thought and question new Coaches ask themselves is;
“How can I tell someone they can make $1000 a month, if I’m not making $1000 a month myself?”
This is a great question. You always want to lead with intergrity. Building your business with integrity is the only way to sustain the success you achieve.
Here’s how you can tell someone that they can make $1000/month, or even a $1000/week if you aren’t making that amount yourself…Remove yourself from the equation.
Remove yourself, take a step back, and understand that the opportunity exists with or without you.
If others are making $1000 month, then it’s possible. Where you are currently at yourself is irrelevant. How much you are making has nothing to do with how much another person will make if they decide to join. How much they make will depend on the effort they put in and the results they produce.
In the video below I borrowed a clip from marketing genius Mark Hoverson where he answers the question on how you can tell someone they can make $10,000/mth, with integrity, even if you aren’t making that amount yourself (yet). If you’d like to see his entire 45 minute presentation, which is awesome, you can find it here.