Greg Faxon walks through his pre-call ritual for fitness coaching sales: high intention, low attachment, and body language that projects certainty. He schedules 30 conversations aiming for a 1-in-3 conversion rate, takes only 5 clients, and charged $1,250 upfront per client.
Five clients.
30 conversations.
Approximately 1 out of 3 to 1 out of 4 when proposing coaching.
$1,250 (full payment upfront).
Two clients from two calls ("two for two").
Alright, so I have my very first strategy session coming up in about five minutes with a potential fitness coaching client. And obviously I've done a lot of these strategy sessions before for my current business, but this is my first one in the new niche. And so I'm a little bit nervous, but I'm excited. I thought I'd just shoot you a video as I walk into my office and tell you a little bit about how I like to prep for these sessions because it can be really easy to get nervous. And as you're going into calls like this and you need to keep in mind a few things. And the first thing you need to keep in mind is that you don't know yet if it's going to be a fit. You don't even know yet if this is someone you can help, someone you want to help, someone who is coachable and someone who's willing to pay for this transformation in their life. And so when you start to get anxious, it's usually because you're attached to the result. In other words, you're trying to get the person as a client to just before you even talk to them. And that's a big mistake. Okay, so what I would encourage you instead to do is to adopt a mindset of high intention, low attachment, which basically means go in with the intention to help the person to leave them better off than before they talk to you, to build trust, to build a relationship, to help them clarify what their real obstacles are. So go in with intention, but go in with a low attachment. In other words, you're not attached to getting them as a client. You, you don't care if they end up paying you or not. What you're really interested in is figuring out if there's a fit. And so one little mantra I always like to say to myself before I hop in these calls is my only goal going into this conversation is to leave the person better off than before they talk to me and figure out what their next steps are. And if you can do that, then you're not going to over coach in the conversation. You're not going to get needy, you're not going to get pushy. And it keeps you focused on what actually paradoxically is going to result in getting a client if they're the right fit for your services. Alright? So one thing you can do that really helps you lower your attachment and become less needy. And remember that you don't actually need this client is to decide on how many clients you're willing to take on to your roster. Now if you always feel like you need more clients, you're going to be coming from a place of scarcity. So but if you know, for example, that you only have five spots, you're only willing to take on five clients at this time to really focus on them and help them get great results, then you're actually going to be trying out the clients that you talk to. Instead of you being on stage doing a song and dance and them trying you out, you're actually trying them out to see is this someone who's actually committed, are they actually going to get results? Would I enjoy giving a part of my life to this person? You got to realize when you take on a coaching client, you, you're going to be spending time, you're going to be spending effort, and you're going to be spending part of your life serving this person. And so that's a big decision. So you should be just as focused on seeing if they're the right fit for you as helping demonstrate that you might be the right fit for them. And so right now I've decided that I only want five clients on my roster and I'm scheduling 30 conversations with potential clients. So you can imagine I'm not going to be proposing with working together for about half of the people that I talk to. And you can assume usually a 1 out of 3, 1 out of 4 conversion rate for the people that you do propose to. And so 15 of those people I'm probably not even going to offer my coaching to. And then maybe 5 of the people who I do propose my coaching to will end up becoming clients. So that's just a guess, but it really helps to figure out how many clients you're willing to take on. Alright, so the final thing you want to do once you've gotten your mindset dialed in, once you've remembered, okay, I don't need this person to be complete and whole and happy as a human being. And in fact, I have a limited number of clients I'm willing to take on. The final thing you want to do is just make sure that your body language reflects the certainty that you want to cultivate inside of you. And so Amy Cuddy did that TED talk about how manipulating your body language actually will change your attitude. So whether you need to make the muscle pose that, whether you need to put your hands on your hips, be upright, do some push ups, whatever is going to get you in that peak state, you want to assume a body language and a posture that's going to help convey that certainty, that energy and that confidence that you want to bring to the call. Because the trick to sales is it's not what you say, it's how you say it. And they're going to be thinking about your certainty, and that's what they're going to be feeding off of to help them make a big leap if it gets to the point in the conversation when you propose a coaching package to them. All right, so I'm strapping on the game time headset, and I'm going to give this person a call, and I'll see you on the other side. All right, so I just got off a call, my very first strategy session for the fitness coaching business. And guess what? We got a new client. That high intention, low attachment. So we got full payment upfront of $1,250. Compared to what I charge in my current business is not that much, but it feels so, so good in. In this new niche and knowing I get to support someone with their fitness, with their health, with their weight, and so couldn't be more happy. I got another call coming up in about half an hour, so I got to grab a snack and prep for that and send this new client the agreement. All right, so I just got off my second call. Two for two got another client paid up front for the 1,250. So this is feeling totally comfortable and natural, and I'm super excited to support these people. So that is a wrap for the day. Hey, I hope you liked that video. If you want more more content like it, please subscribe to my YouTube channel. There's a big red button says subscribe on it, and if you click that, then you'll get notified when I upload new videos. I'm going to be documenting my whole journey of building this coaching business, and I'd love you to follow along. Hey, pooch. How you doing, baby?
