December Domination

Mel's here as well. Mel is here live. How good. All right, Workbook is in the chat team. I'm going to start sharing my screen. We're going to go through how to dominate in December. So we obviously have already discussed December is around. The main things for December is keeping your bell. I'm just going to mute you for a second so I can hear whatever you're. Whatever you're doing. So it's about keeping your clients for the month of December, filling in your pipeline or filling up your pipeline. Sorry to sign clients in January, but that doesn't mean that you can't also sign clients in the month of December. Point proven. Harley signed five clients in the last, like five or six days. So I'm going to give you two different offers that you can do to get people to commit to signing up on the spot. Because remember, people buying off emotion and you ideally want to take advantage of when you're actually with them because they're going to be in that emotional mindset. They're not going to be in the emotional mindset when they're at home after they've thought about it for 24 hours. Okay. So you want to do everything that you can to get people to sign up on the spot. So I don't think I've told anyone these strategies before. So this should be all new content for pretty much everyone. But just in the chat, before I go any further, what's the general vibe in the clubs right now? Is it still relatively busy? Is it pumping or is it quiet? Dead. Raelyn's dead as well. Getting quieter already. Okay, interesting. Dead drain. Dead during the day. Super packed in the morning. Slowly getting quieter. Okay, cool. So starting to get quieter. Okay, cool. So, and by the way, just for the marketing, in terms of filling up your pipeline in December, really important that you still have it set up in the club like now, because it's going to start to get quieter. But also just because it's going to get quieter in the gym doesn't mean they're not going to be scrolling on social media. In fact, instead of being at the gym, they're going to be scrolling on social media. So make sure you're also posting your hamper on socials. Okay? Why December domination matters. So you guys are already experience it, experiencing it. December feels quiet, but it's actually full of opportunity as I'm just about to show you guys. Most pts switch off. You guys are going to get the advantage. 95% of PTs will coast in December and they'll wonder why? They pretty much start from nothing in January. So you make all your hard decisions now in December to set you up for success at the start of January. As I said at the event a couple of weeks ago, if you do this strategy right, you will get at least an extra 700 to $1,000 a week in extra income from these strategies. So I'm going to give you the offers today to hopefully set you up for success for the month of December, plus ride that momentum going into January as well. So this is what generally happens in December and this should be pretty much for everyone included. Who thinks people don't spend money in December. Just a yes or no in the chat. Who thinks people do spend money, which is a yes no if it's. If you think people don't spend money. But on pt sort of, yes. Their priorities are different. Yes, yes to all of them. Yes. So people do spend money, but they are generally spending money on other things. So the whole idea of today is to create more of an impulse or a no brainer for them to spend money with you. Because yes, they are spending money. So people do have the money. So it's, it's the objection that you're going to get around money is, you know, when people say they can't afford it, they can afford it. It's is it more valuable for them to spend 250 bucks at the pub and you know, have a great time with their friends or perhaps spend a little bit less and start working on their health and fitness. So I'm going to show you a couple of ways that you can do that today. So people are still going to be quite emotional during this time. They're going to be emotionally eating, they're going to be drinking a lot of crap. So it is actually still a pretty good time to talk to people about their health and fitness because everyone knows that, everyone knows that they're probably going to over consume or they're probably going to drink too much during this time. So it is quite logical to actually bring up this conversation when you're talking to people during consults. So you, you are going to still have people signing up to the gym. There is going to be probably going to be a smaller amount than usual, but you are going to still have people signing up to the gym, you are going to still have people to do 38 reviews with. You are going to still have people to do 90 day reviews with. Same thing with birthdays and MIAs, etc. Or giveaways in the past. So you're still Going to have opportunities to get people to come in and do these consult with you. The, the next part is making it not so much a no brainer but making it more self aware to them that it's in. It's far better in their, in their interest to get started now or lock something in now before they kind of lose control over the next three or four weeks. So what will generally happen is, and this is not only for pgs but also for the general population as well is they'll, they'll lose all momentum in the month of December and they'll really struggle in January to get the ball rolling. I'm not sure if you guys have experienced this before, but if you like, if you end up, you know, overconsuming in food or drinking a lot or not going to the gym in December, do you feel like it's a lot harder to get started again once you've kind of had like two, three, four weeks of dropping the ball? That's how I feel. It's going to be the same for your potential clients as well. So you need to really make that aware. Let me check the chat here. Yeah, because your body is operating on crap food.

Yep.

I try to reach that anytime, not just after Christmas. 100%. 100%. So it's really hard to make new habits, but it's also really hard to break habits that you've had for a long period of time as well. So this is the objections that you're going to hear most likely and you might start to hear them already. So I'm going to give you the objection handling framework which, which I have taught before. But we're going to make it specific to the objections that you guys are going to get and then I'm going to give you the two offers that you can do then. I've tried. That's worked quite well over the years that I've done it. So the objections that you're probably going to get is I'll start in January or money is tight with Christmas and I'm too busy over the holidays. Who has, well, firstly, actually no. Who has heard these objections already? Has anyone heard people saying this? These objections? Yeah, a few of you guys. So I'm going to give you, ideally give you all the tools today to be able to help you get past these objections because all it is is a shift in priority and a no brainer offer to make it pretty silly for them to not get started because just because they're going to tell you like they still want all these goals for their health and fitness. It's just they want to do it at a different time. Which is, which is okay. So I'm going to get to it in a second. So you guys already know this. If you knew around here, this is our objection handling framework. Who remembers this? Acknowledge, isolate, educate, overcome. Just a yes in the chat if you know this and a no if you haven't heard of it before because there's a few newbies around here as well. Perry's here as well. Go Perry. Awesome. Okay, so I'm just going to quickly recap because most of you guys have done this before with our objections. Navigator Acknowledge essentially means that you need to acknowledge the objection. So if it's money or if it's holidays or whatever it is, just acknowledge what they've said to make sure you heard it correctly and so they feel heard. Isolate each individual objection. So if they tell you it's money, talk about money first and then you talk about the next one, the next one, the next one until you know exactly what the proper objection is. Most of the time the first objection is not the actual objection. Educate. Which is explaining why they're explaining a little bit more logic, but educating them on terms of what other options are available that might still solve their problem with which would be a different option to what they considered overcoming is just re asking after you've educated them. Okay, so this is a very quick example. You can say, you know, totally get that. You know, money is an issue for you right now. Is it mainly the budget or the timing? So you're trying to isolate the objection to make sure they're not giving you multiple objections. Because there will probably be some multiple objections in there sometimes. But more than likely if they say oh I need to talk to their partner, it's probably like more money related. Or if they say, well who's had the time where they've given you like two or three objections. Has that happened to many people? So all that means is that is they're just bullshitting, bullshitting you until you find the right objection. That's all it is. So I'm sure everyone has done this themselves where you know, someone's trying to sell you something and you just say something friggin random to get out of the conversation. When I we we bought a car probably six months ago and the salesperson was just like really annoying me and I was like, I was just, I just want to get out of the conversation. And I was like oh yeah, yeah, I just need to talk with my like business partner. To make sure he's okay with it. And I don't have a business partner, so I just said it just to get out of the conversation. And so you've kind of got a not fact check them, but like be like, okay, cool, so what do you mean you need to talk to the business partner? Or what do you mean when you say you can't afford it? Do you mean like you literally don't have the money right now or you don't want to spend money on pt? Which one is it? So that's what I mean when you're trying to isolate what the actual objection is. So if someone says maybe, oh yeah, I just want to start in January. Okay, cool. Do you want to start in January because you don't think you can come to the gym in December or you don't have the funds to afford it right now, which one is it? So making sense so far, Just let us know if that makes sense because that's where you're really going to get super specific. And then once you get super specific on the problem or the objection in this case, then if you can solve that by educating them on a different option, then that gets you one step closer to actually getting them as a client. Because you better do everything that you can in that first session to get them. Otherwise your conversion goes down dramatically, which I'm sure everyone already knows. So the December Advantage show, we're going to speak to a little bit more logically for these types of people. More practicality and obviously the emotional side of things as well. So logically, waiting four to six weeks delays progress. Of course, we all know that, but sometimes we got to spell it out to the prospects as well. Small wins now equals huge January Advantage. Practicality, more flexible schedules. Perfect. Low pressure, starting point emotion. Clients don't want to feel worse in January. December guilt, desire for accountability. So also you also notice that people are, you know, doing a lot of. What is the work events backed up stuff? Lee, what do you mean a super aggressive tactic? What's aggressive in the chat?

Or you can unmute, just constantly coming back with solutions to their objections or whatever. I've found that from personal preference, but also just doing what I can in sales. Generally, people respond better if you take more of a hands off, blase type approach as opposed to like aggressive.

Okay, can you give me an example? What's a hands off approach?

I don't know. You lay everything out and then like they give say one objection, you solve that and then they give you another one. And then if you just keep pushing from there, like, that's super aggressive. People won't respond well to that.

Yeah, well, I mean, if they're giving you five or six different objections, it's pretty clear that they're probably not interested. Right.

If you're just more one.

Okay, well, let's. Let's put it this way. If you had someone come to you and they told you that they want to lose 50 kilos and they're so unhappy that they're depressed and they're suicidal and they say, oh, yeah, I just need to think about it, and you've got the magic pill to solve their problem and change their life. Are you just going to sit back and let them walk away and not help them?

No, but they clearly don't want the pill bad enough.

So.

Yeah.

It's your job though, right? If you're a doctor and someone says, hey, and they identified that they've got cancer and they're not willing to do the treatment plan, are they going to be like, okay, no worries, your choice. Or are they going to be like, hold on, what do you mean you don't want to do the treatment plan to cure your cancer? It's just about. It's not so much like. It's not so much obviously being super aggressive and be like, hey, no, you can't afford it. You can do this. What do you mean you can't afford it? It's like, okay, cool, tell me what you mean you can't afford it. Is it just. Not right now you can't afford it or you just don't want to spend any money? Which is fine, by the way. This is not about trying to push people into doing it. It's about. It's still the intention of helping people. If you can't help someone because. And try and sell them, but if you can help them and they're like the perfect client for you and they know that you can help them, then it's your. Like, if you really give a shit about them, you would not challenge them, but you would dive deeper into why they're. Why they wouldn't want to get the help. Because if you don't help them, guess what? They're probably going to continue on that current lifestyle, and that's on you. So everyone here wants to help people, right? So if you don't actually say this, you do have to challenge people's beliefs. Because if you think about someone that's like 50 kilos overweight, they've got a lot of beliefs about they can't do Something or you know it's going to be too hard or, you know, I don't have time to get into the gym or in reality all you need to do is start walking, for example. So I'm going to give you, I'm going to give you some examples of how you can do this practically, because this is, I think it's probably the first time you've heard that process before with the Acknowledge, Isolate, Educate, Overcome, by the way, in the chat, for the guys that have done this process heaps and heaps of times before, do you feel like, do you feel like that Acknowledge, Isolate, Educate, Overcome gets the desired result that you want or do you feel like it's too much? Just some feedback in the chat? Just say yes if you think it's good. If you think no, it's probably a little bit too much for the guys that have done it. Keeps it easy. Times before. Just give us some feedback before we go on. Simple but good. Cool. And by the way, I learned this framework when I was selling insurance. Selling insurance over the phone about 10 years ago. Cool. All right, sweet. Let's get into the offers. So the two offers and then we'll get into some practice with the objection handling. So offer number one is start now, pay later. So this is for people that, you know, make up your own objection here. Whether it's money, whether it's no time or whatever. And by the way, there's no right, there's no right offer for a specific person. It's whatever you feel like is going to get them over the line is what you should do. So the offer number one is start now, pay later, train for free in December. But you commit to at least 12 weeks to start in January. You pay a four week deposit. Now, locks in the locks in your start date in January. Okay? So this is obviously not ideal for cash flow. However, it gets them to commit to start at the start of January. So let's say, for example, you got a consult booked in next week. You might do. And the terms and conditions here is they get one session a week for free. So if they want to do two sessions, they can't get two sessions a week for free, one session a week. So one session a week for free. So at maximum there's only three more weeks left. Maximum, you're giving three sessions. Okay. But the key point here is you're getting them to commit to your normal package starting in January. Okay. This is offer number one. Offer number two is 50% off for the month of December. So whatever package that they sign up to, it's 50% off half price rating all of December. The earlier that they sign up, the more the savings that they get. So if they sign up in the last week of December, they only get one week of half price. Let's say that you get a consult next week. Again, they'll get three weeks at half price. Okay, so they're your, they're your two options. So we're going to go through some live role play in a second in the chat. Which, which offer do you think actually. Hold on. Can you combine that with hamper offer? The hamper offer is only for building your pipeline. The hamper is not designed to get clients in December. Hamper is only designed to get you leads to then contact in January. What you could do, worst case scenario, if you got consults next week, for example, and they don't convert, you can say, hey, look, we've actually got a hamper that you can win for New Year, New Me. You can also see if you can win some free personal training in there as well, too. I'm going to put you in the draw. Get them in the draw that way and then contact them at the start of January. They're going to be in a different mindset anyway at the start of January compared to right now. So, yeah, that should answer that. One other two offers. Offer one or offer two? Just the one. Number one, if you want to do the train for free in December or number two, for 50% off in December. Which one do you think you're more leaning towards? Just in the chat. Just a one or two. Okay, so we've got one apiece. Brett was going 50 off. Perry's going train for free. Which one do you reckon is going to be? Obviously the easy one to sell is going to be the train for free in December. So what you could do, not saying you have to do this, but just, just an example. If someone, if you know, money is a big issue, then you'd probably go for the train for free in December. If you think maybe timing could be an issue or maybe the schedule could be an issue, then you would probably go for the second offer, which is 50% off. The key thing here is you're just doing everything that you can to maximize the time that you've got with someone to get them in the door. Okay, so let's do some practice. I'm going to do some role play. So we've got a few different options that we can go with. So I'm going to do some first. So I'll be the PT and I'll get someone else to be. Lee. You. You choose. You choose which one? So, like, basically what you're going to do is you're going to still try and sell your package as per normal. So what we did last week, so we had the two options. So you're gonna be like, do you want the VIP experience or do you want the hybrid experience? And they're gonna say, let's just use money as an example. I can't afford it right now. I've got too many presents to buy. Okay, cool. No worries. Completely understand this. Go buy presents for the kids, etc. No problems at all. Just to make sure we're on the same page, are you happy with what we include in the service? Yes or no? Okay, cool. And then so they're just money that you're worried about, is that right? So we're just trying to isolate to make sure money is the actual objection or it's not anything else. And you can even say, okay, cool. So if you had the money, which option would you prefer to go with? Oh, yeah, I'd go the two sessions a week. Okay, cool. So am I right in saying you see the value in doing two sessions a week and if you had the money, you would do it? Is that right? Yes. Cool. Sweet. So it's just obviously the money. Awesome. So now we're. Now we've isolated. Now we're going to educate. All good mouth, no worries. So now we're going to educate. So you're going to say something like, if there was a cheaper option, so if there was a cheaper option, would you be open to looking at another option instead of these two? So if there was a cheaper option. So this is what we call a trial close. It's trying to get like a mini commitment before you tell them everything, except they're not even open to it and there's no point. But if they're open to it, because this is going to tell you if money is the real objection. Because if they say no to this, it's probably they don't like the service or they don't want it, which is fine, you just kind of leave it. But if it is money, educational wise, you can drop sell them down to one of those two offers. So you can say, okay, cool, well, what we could do then? And you can even ask the question, like another pre qualifier, which is, okay, cool. So the $100 a week options, too much. How close are we to being able to afford that? Is it completely out of the market? Or are we pretty close to being. To being. Being able to afford it? And they might say, you know what? There's no way in hell I can afford 100 bucks a week. Okay, perfect. No worries. So here's what we could do. If we were to still do your PT sessions, nutrition training, blah, blah, blah, body scan, we could just do one session a week rather than the two. And we can actually also allow you to train for free in December. You wouldn't actually start paying until the start of January. And that'll get you off onto the right, the right foot with getting you back on track with XYZ goal. But at least this way you'll start to make some habits. And then come January, once you finish all your events and whatnot, Christmas is over. Then we can get the ball rolling properly. Your payment won't start until the first week of January. Should we do that one instead? And the line, should we do that one instead? Is the overcome part. Does that make sense with how you could handle that? Objection. And how you can drop sell down to that offer? Yes. Awesome. Thank you, Perry. All right, who wants to volunteer? I love role plays. So for this one, I'm still going to be the pt. I need someone to role play being the member of the gym. And then we'll switch it around. Any volunteers in the chat. Otherwise I'll pick someone.

Can do.

Who was that? Was that Lee?

Yeah.

Awesome. Amy, you're next. Amy can do the hard one. I love it. Okay, so this is the rules. We're gonna make it super easy to start with. I would. Lee, I just want you to stick with the money objection. Right now, all I want you to say. So I'm gonna basically say, hey, do you want this one or this one? You're gonna basically something along the lines of, hey, look, I'd like to, but I just can't afford it right now for this month. Or, you know, Christmas is too tight, I'm too busy. But whatever objection you wanna do, but don't just give me like five or six different objections. I want to make it pretty easy for people to understand. And then, yes, I'm just going to do like a live example of how you can use this four step framework to get someone over the line. Okay, Lee, you ready? Yep. All right, Lee, so we've got the VIP option or the hybrid option. Which one would you prefer to go with?

The VIP sounds great. I like the sound of twice a week, but I mean, I don't have time for myself at the moment. I'm working Five days a week and then surviving on the fantasy of sleep. It's great.

Awesome. Love that. So just to make sure I heard you correctly, so you really enjoy or you like the sound of the VIP option, but you think you'd struggle to get into the gym, Is that right?

Yeah, I'm prioritizing sleep and work at the moment.

Yep. Gotcha. And is your. Is your work taking, like, are they closing down for Christmas break, or are they working all the way through?

No, going through.

Okay, cool. And just so we're on the same page, what are you doing right now for your training? Are you coming into the gym at all right now?

Maybe once a week, if that.

Okay, cool. So one time a week, and then ideally, how many days a week do you want to come in in an ideal world?

Oh, ideal world, I should be doing four times a week, but that's, yeah, a dream at the moment.

Gotcha. Gotcha. Makes sense. And why is the VIP option the one that you want to do? What's the end out for that?

Less. Well, more accountability for myself. I only need to motivate myself into the gym two other times each week.

Yep. Nice. So you feel like if you had a PC kind of waiting for you to come in, you'd obviously show up to it.

Yep.

Okay, cool. Reading you loud and clear. Cool. So, again, just want to make sure I'm hearing you correctly. Money is fine. You're pretty fine with the. Let's just say 150 bucks a week. That's okay with you?

Yeah, well, I can't afford to do much else except for work, so, yeah.

Okay, cool. So financially it's okay. It's just a matter of fitting in the schedule. Awesome. So here's what I'm thinking. If there was an option that we could make it work so you could fit in maybe one or two sessions per week to fit it around your schedule so you still got sleep and you still be able to get on track with your health and fitness. Would you be open to looking at different options or another option?

Sure. Again, I'm prioritizing sleep at the moment, but sure, yeah.

When you say you're prioritizing sleep, what do you mean?

This time of the year is always crazy busy. I'm massively overworked in addition to social commitments with family and work and everything. So, yeah, I'm just taking sleep where I can.

Gotcha. So, realistically, it's probably not a massive or not a great time to work on your health and fitness in December. It's more January Once the Christmas stuff is over.

Yeah, generally once the festive season is over.

Okay, cool. And so let's say, obviously festive season's over. Would you be. Would you want to do the two sessions a week come the start of January?

Sure.

Okay, awesome. What I think we can do for you, Lee, to. To kind of get you off on the. On the right foot here is.

If.

You'Re open to it, why don't we get you started for free in December to start some habits. Not too much pressure, so you don't have to come in as much, but just come in one session per week for free where possible. I know. Obviously you still need to prioritize sleep, but then in January, we start the two sessions per week to really ramp up your health and fitness, to get you back on track. Is that something that you think would benefit you in the long term?

Free training and no commitment to, like. No. No financial downside if I cancel last minute? Well, then, yeah, sure. Sounds great.

Awesome. Here's what we'll do then. We'll get you started for free on one session a week for the rest of the month, and then your payments will start the first week of January, and then we'll do as much as we can in the month of December, but we'll ramp it up in January. That sound good?

Sounds good.

Cool. Thanks, Lee. Thanks for volunteering, mate. So that one was obviously the objection regarding time, so slightly different scenario, but did you see. And just for feedback in the chat as well. And I'm curiously how you kind of felt during that time, because I was kind of. I was asking a lot of qualifying questions to see if it would possibly work for you. So I'm not sure if you picked up on that, but just naturally, did you feel like. Because I was just trying to. Like what I was trying to do was just trying to understand the situation a bit more so I could give you the proper recommendation. That's all I was trying to do. Is that what you felt on your end?

Sorry, say that again.

So did you feel like. I was just. I was trying to work out a solution that worked for you because you. You said. You said to me that you wanted to do the VIP package. Right. Which is two sessions a week. Yeah. So all I was really doing from that process is figuring out a way or educating you on a way that we could still help you that got you to the ultimate goal of getting that VIP package, which is the two sessions a week.

Yeah, that's it.

Yeah. So this is. So previously, if we didn't have an offer like this. What would have happened is we probably would have had to either touch base with him in January again or book a follow up for January. And who knows what would have happened between now and January to maybe deter him from doing pt Maybe it just got super, super hectic and you just didn't want to do PT anymore because you were so overworked. But at least this way we've got some type of mini commitment because you can start working on some habits for a few sessions in the month of December to then, you know, really get the ball rolling in January. Because in reality, and it's the same with your clients, your client, most of your clients will not get results in December. It is what it is. Most people have so many events going on, they're working, blah, blah, blah, they're not going to get amazing results for most people. Some clients will. But for most people, this month is about maintenance or at least not going backwards. So, Amy, you're up. Can I get another volunteer as well? Someone to be the member, Someone else other than Lee. Ray Win is up. All right, here's the scenario. So practice on Amy.

Oh, well, I haven't been practicing this, so this will be good because you'll.

Be able to tell me this is the perfect scenario. So this is why we do role play in this type of community because you'd rather role play with with us rather than trying trying it with a actual prospect in front of you. So I don't know if you know this, but I think I told some people this when I was, when I was first doing sales When I was 18, we had to role play for two hours every morning before we actually went out to the field. Two hours unpaid, by the way. Unpaid. But mind you, we were back then we were on commission only, so pretty much if you wanted to make money, you had to sort yourself out very, very quickly. So scenario let's do. So we just did kind of time. Objection. We'll, we'll make this one semi easy. We'll make it money based. Ray Win. So if you can give us a money objection.

Yep.

And yeah, you can make it as easy or as hard as you like. But Amy, all we're really looking for is to. You can go into as much detail as you like, but we want to try and follow the four step framework. You choose what offer you want to do, whether it's going to be the month for free or whether it's going to be the 50%. You choose and take it away.

Okay, Rayn Would you like to go with the gold or the silver package?

You know, I really like the gold one. I just. I just. I just don't have any money, though, at the minute. It's like Christmas nearly, and I've just got so much on, you know, can we sort of look at maybe starting in the new year or something like that?

Okay. I totally understand. Money's tight at the minute. Is it that you don't have. Oh, wait, can I. Can I ask a question before, Matt? Yeah, yeah, yeah, yeah. You know when you were, like, talking about. Can you say, oh, is it just. Is it just the. That you don't have any money or you don't want to spend it on pt? Can I ask that? Or is that too. Too much?

Personally, I think it's okay. You gotta remember, you. You would have already been having a. A good conversation with people for 30, 30, 40 minutes at this stage.

Okay.

It's not like you're asking how much money you have in your bank account right now.

Yeah.

It's like, do you have the money to spare? Or you literally just. You just don't want to spend any money, which is fine. And you like the way that you ask it. It's like you're trying to. You're just trying to find a solution for them. Like, if it doesn't work, it doesn't work, which is fine. But for you to. For you to do a proper recommendation, you really just need to understand. Cool. Well, have you got some disposable income and you just don't want to spend it or you literally just don't have any money?

Yeah. Start again, Start again. Okay.

Okay.

Rae, would you like to go with the gold or the silver package?

I really don't know. I just don't have a lot of money at the moment, so I don't know what I would have done, what I would do. I'm just. Yeah, I'm just. It's Christmas and I just don't have a heap of money at the moment.

Okay. So if money wasn't an issue, would you. Which option would you love to go with?

I'd do the two.

The two sessions a week? Yeah. Yeah, perfect. And if there was a way that we could make sure that you could still get your training and achieve your goals in December, but it would fit a bit more around your budget. Is that something you'd be open to?

Yeah, I'm open to that. I'll listen.

Yeah. Okay. So in December, we could do train for 50% off, and then when it comes To January, go back to normal price. This will just help you. I'm fumbling.

Keep going.

Oh, where did I go to? Where did I get to this? Oh, this will help you out when money feels a little bit tight around December and then when you're in your, in the new year, we can carry on with achieving your goals. How does that sound?

So half price for December?

Yeah.

It sounds really good. It's just that I'd probably much rather than wait until next year, to be honest. It's just that I've got, you know, it's a lot of money and I just, I just don't want to, I've just got other stuff that I need to buy. You know what I mean? I just don't want to commit and then have to leave and all that kind of stuff.

Yeah, I totally understand. Is that, that you don't have the money to spend on PT or it's just your health and fitness goals just aren't a priority right now?

Well, yeah, both. It's just I, I want to do the thing, but I reckon I can just do it by myself. But I, I'm probably looking at next year just because it's just so busy at the moment, you know, buying stuff.

Matt, where, where would you go from here?

Yeah, this is awesome. So the challenging part just there is you got like three objections just then.

Oh, sorry. That's actually how I think too. I'm really bad.

Oh. Which is good because that just means that we need to go back to isolating it. I think you asked some really good trial questions in there, which is good. But if you. All we really need to do here is just listen and then seek understanding. So because when you ask the question, oh, you know, do you have the money or is health and fitness not a priority to you right now? Raelyn said both, which made it really hard. So in that scenario it's going to be. You almost have to offer the free training in December because it's not a priority right now. But, and, and obviously she doesn't have the money right now. The follow up question could be, okay, cool, once December's done, do you think you could afford it in January? That would be the next question. Because if they can't afford it ongoing, then there's no point trying to sell them or drop sell them. Does that make sense? Because if it's like, yes, she is always going to have no money, then you know, you know you're not going to try and push it because if someone doesn't have the money they don't have the money. Like you. You can't. Yeah, you can't, like, get past that. If they don't have the money, they don't have the money. But if they do have the money, perhaps it's more. Okay, cool. Maybe we could actually just get started for free in December so I can show you a couple things that we can work on and then once Christmas is done, because, you know, if you think about it like, there was Black Fridays just before there's Cyber Monday, now there's Christmas presents. You know, it's the. In terms of people spending money, this is the time that people spend the most amount of money every single year. So it's more than likely. More than likely that they probably don't have the money right now, but they will have the money in January. More than likely. Which is why the two offers work really well, is because, hey, cool, let's just get you started with some free training, a couple of sessions to, you know, make some habits, and then once all your parties and your. Your work goes back to normal, then we can resume. Does that make sense?

Yeah. With that, with that offer, do you. What do you do? Do you set them up on stripe as a free trial?

Spot on.

Yeah.

So what you would do is you'd set them up on the same package. So if it's for free, you would include a free trial in there. So when you set off the payment link, that's how you would do that and you would just put in however many days are left in December. So if it's like, if it's like now, for example, you got 7, 14, 21, 22, 23, 23. You got 26 free days and the payments would start the first week of January. If it's 50% off, obviously you just discount the price by 50% for the month and then you can obviously change the payments to the normal price in January. What. I think you did really well, though. You asked some really good trial questions, which gained more understanding for you. I think you just got a little bit overwhelmed when there was a few. Few objections in there.

Yeah, I don't actually tend to deal with this very much, so I don't do. Objection.

You don't get objections. People would just sign up problem to have. Well done. Thanks for volunteering. Let's do another one. Who else wants to volunteer? Thanks for doing that, Amy. I know that was uncomfortable. Appreciate you. Anyone else want to volunteer? Who else we got on here? I'm going to pick someone. Anthony, let's go. Unmute Yourself, my friend. I think this will be good for you as well. Let's go. Perry, can you be the member? Could we please.

Anthony, can you hear me? Yes, I'm just outside. It's a bit noisy, so I hope.

You can hear me.

Yeah, perfect. All right. All right, Anthony, are you ready? Let's go. Okay, Harry, choose your own objection. But where possible, just try and stick to the same objection to. So we can. We can do a full run through it in like, just like three to four minutes. Okay. All right, Anthony, take it away. What's interesting, the gold pack is my men.

Well, that's right, mate. The gold one. Two sessions a week.

Yeah. Two chests a week.

We're happy to start with that one. Get started with that one today, are we?

Oh, it's a bit out of my budget and I don't think I can afford it for the Christmas season. I already maxed out my credit card this month.

Yeah, tricky time this time of the year. Hey, all those kids and all those family want presents off.

You know how it feels.

Yeah, my partner's really expensive, so.

Yeah, I feel you there, mate. That's right, mate. That's clearly understandable. What we usually do is situation. Pretty hectic. What we can do is get started for free for the rest of December and then get organized to ramp up the health and fitness at the start of January. January. There.

How's that sound?

Sounds good. How much would that entail?

What's that?

The.

The cost per week when it starts in January.

Yeah.

So it'd be 150 for the two sessions per week with all the extras included, and then for free for the rest of this month to get the ball rolling and get you some wins.

Okay, sounds good.

Sign me up.

Sweet, mate. Let's do it.

Nice, man.

Easy. Thanks, team. So that was good. So actually, I'll ask Anthony first. Anthony, how do you think it went? Give yourself some feedback.

We signed up, so that's something.

Yeah, that's true. Well done. Well done. How do you think you went with the four step process, though? Not that well.

Didn't really follow anything. Just sort of went off the cusp.

Yeah. There were some things you did in there. Do you think you. I think you. You kind of skip. You did the acknowledge, which is great. And the good thing that I've realized about this, I'm not sure if anyone else picked this up, but he made it relatable. Meaning? Oh, yeah. You know, obviously you got the kids and the family you got to spend all these presents on, so that Kind of makes sense. So it makes them feel like you know what they're talking about. But that was really good. You kind of skipped the isolation part and went straight to the education part. So the education part, I'm not sure if you guys heard this, but the education part was, you know, what we usually do in this scenario is blah, blah, blah. So it's like he sounded very confident doing that. Not sure if you guys picked up on that, but it was very confident. You're like, oh cool, that's all right. What we do in this scenario is this. Would you want to do that? And you kind of overcome it pretty easily in the end, which is great. The only thing that was missing there was the isolation, which was just to make sure we're on the same page. Um, I know you want to do the two sessions a week. Is money the only issue or is there something else? That's the only part that was really missing.

Kind of skipped over that completely.

Yeah, that's okay. Thanks for volunteering team. So in the workbook I'm not going to go through all these right now, but in the workbook there's a few other examples down below that would give you a bit of more of an idea of how you can use it as well in terms of time, objection, money objection, need to talk to their partner, all that type of stuff. But the main thing from here is objection. Handling is something that no one's ever really like super, super good at. In an ideal world, what you can do is, you know, obviously if you pre qualify really well, you shouldn't have too many objections coming up in the consultation process. For example, like, like Amy doesn't have a whole lot of objections, but this framework works really, really well. But I do want to kind of just recap a couple of things. If someone does give you a few objections and your gut feeling is saying, you know, they just really don't want it, then obviously just don't push it. If someone really doesn't want to do it, then you're better off just not signing them up rather than, rather than you signing them up and then canceling 24 hours later. It's a complete waste of time. So if you got feeling is saying that, just leave it and revisit it in January. And as a worst case scenario for the consults that you do in January, as I said before to railing, make sure you put them in the hamper competition or the giveaway competition. Whichever one you're doing gives you another opportunity to retouch base at the Start of January to see if they're in a better mindset or, you know, different priority in terms of income and, and life as well. So, yeah, they're the two offers that you can do. Don't feel like you have to do this, by the way. This is all optional stuff like if you don't want to do some free training, don't feel like you have to do free training like I'm suggesting here. If you don't want to do 50 off, don't do 50% off. This is just some options that you can do that have worked for me really well over the years to get people in the door in December to, you know, keep the momentum going. And also, by the way, you could even use this as a bit of a cash campaign as well. You know, usually people wouldn't really sign up in December, but if you can get three, four people doing 50%, then, you know, you might be able to get some more spending money for Christmas presents as an example. And that's it for today team. So, yeah, in summary, use this as you want. There's no set thing that you need to do for this. You can choose which offer you want to do, whatever you're comfortable with. And if your gut feeling tells you that they just don't want to do it because of, you know, this time of year or whatever, Oregon Perry Cash Flow Champion then don't push it. But I always tell people to seek understanding because when someone says, you know, they can't afford it, a lot of the time they can afford it and they just don't see value. Or for example, because we're only presenting two options, maybe they only want to do a lower option and they're just saying they can't afford it because they're trying to get out of it. I couldn't tell you the amount of times because I usually sell three sessions and two sessions a week. The amount of times people have said, oh no, I can't afford it. And then we go through that process and like, oh, sweet. I didn't even know there was one session a week as an option. That is how it's designed to be. Okay? So follow process, trust the process. It works very, very well. So that's it thing. Have an awesome day, enjoy the weekend, make sure your hamper is in the club or start posting about it online. And next week we're going to go through the preloaded year, which is pre planning your marketing strategies for 2026 so you don't have to really think about it each month so that'll be next week. Peace out. I'll talk to you guys later. Enjoy the weekend, team. Thanks for coming by.