The DM Closing Formula™

But for the new guys that have just come in, I'll post it in the chat again and I'm going to start sharing my screen so. You guys can see the screen. Should be able to see it now. Okay, let's get stuck into it. So I'm going to go through all the frameworks that I'm going to give you guys some live examples of what can be done. Plus I've also got a couple of Google Docs that I'm going to give you as well in terms of DM script examples and I'm going to also give you some templates that you can follow as well. So pretty much should have everything sorted after today's coaching call on how to handle dms. So why DM selling matters, especially when you are busy. So essentially today I want to teach you. Like a lot of people get stuck on the DMs because they don't have some type of structure or framework. So I'm going to give you the structure of the framework, the clear flow, how to go from new follower or comment or some type of engagement to starting the conversation to therefore pre qualify, pre qualifying them to therefore book on a call to therefore become a client. So I'll talk to a few of you guys about this, but in the DMs it's all, it's all volume. Okay? So it's not something that, you know, you might send five messages and get three clients. That is just not going to happen. Okay so if you're thinking, thinking that's going to happen, that's not going to happen. Got a question here. Anthony goes. How to get into the flow of getting to the point to get them onto the call. Cool. Sweet. I should be able to solve all of those problems for you guys today. Okay, so who this is for right now? People who are getting inbound DMS or comments, story replies or coaches who want efficient conversations into conversions. It's not going to be good for you if you got no type of proof or no content happening right now or no traffic. If you are in that stage right now, you should focus on the audience growth part first before you get into a whole lot of dms. Okay, so I've got a couple of different frameworks that I'm going to give you guys to get today. Understand the 5 step VM flow, handling objections with a IO. Does anyone remember what that is? I have taught that before. Was that when I'm getting PE I snatched on my phone. I'm muting you, Jo. You are on mute. You are On a mute. Ban. Does anyone remember a IO? Does anyone remember what that stands for? All good, Josh. No one knows what it stands for. Did I just freeze that for a little bit? Okay, Am I, am I back now? Yeah. Cool. Okay. Okay, so people don't buy in the DMs, they decide to trust you in the DMs. Okay, so the DMs job is to just book the call. They don't necessarily do the whole transaction through the dm. You can do that eventually, but you just want to. Right now, most of you guys will pretty much everyone on this call today. You should be trying to go from DM to book a call. You can obviously sell via a document or completely sell via dm, but you're going to have a less conversion rate. So if you're happy with that, then sweet. But today's training, we're going to show you how to go from DMS to booking on a call. Okay, so this is the five steps. You connect, you qualify, you agitate, you bridge, and then you invite. Okay, so that's the five step formula that I'm going to go through today. I'm going to give you guys some live examples as well and I'm going to show you guys how you can actually role play with chat GPT as well. So this is the, this is the five steps. So connect, qualify, agitate, bridge and environment. So we'll go through the purpose and then an example and then I'm going to get you guys to make your own examples, which you can use mine if you want, but you want to obviously make it so it feels like you, you don't want to, don't just try and do what I've done. You want to have your own little version of it. So connecting is obviously start like a human, don't be like a robot. Qualifies. Finding the goal. Agitate is creating urgency, bridges creating authority and then invite is actually booking the consult. So for example, hey, name. Appreciate the follow. Are you here for the content or a transformation? For the qualified part, if you had your dream body in 12 months, what would that look and feel like? Creating urgency. What happens if nothing changes authority, for example, that's exactly what I help with or we help our clients with this stuff every single day. And the invite is let's jump on a quick 10 minute phone call to do a health assessment or let's book on a consult where we can do a bit of a strategy session, whatever that works, or whatever that flow is for you. We're going to make that together in just a second. So that's, it's a very simple framework that you can use, but you can't skip any of these steps. If you skip the step, you'll find that people are going to start to ghost you. We're going to spend just 60 seconds right now to write your own five step flow. You guys can use some of my examples if you like, but ideally you want to have it in your own words. So I'm just going to give you guys 60 seconds, maybe a minute tops. And I want you guys to make your own variations of this. And by the way, just so I kind of know. Yes, Anthony, let me send it. Just so you guys know as well, whatever we come up with today and after imperi as well. Didn't see you there, my friend. Good to see you. Just so you know, just because you come up with something today doesn't mean that you can't change it down the track. So for example, the first message is by far the most important message because that initiates the conversation. So for example, if, if we said this message like hey Tom, appreciate the follow. Are you here for the content or a transformation? Let's just say, for example, we analyze the data and we find only 10% of people are responding to that message. That's not ideal. So we need to test something different. So just because I'm giving you this example doesn't necessarily mean that it's going to be the best thing for you right now. So again, I want you guys to come up with your own variation of that, ideally a this or that question. Give you guys 60 seconds and then we're going to move on. And as I was saying before, if you guys want to, not saying that you have to or should do right now, but if you want to, that connect message can be automated right now with a software called ManyChat. It is not free either. You got to pay for it. So I'll give you guys another 15 to 20 seconds. Who is done? If you can pop it in the chat once you're done. So I know because we just want to get some type of basic framework for you guys to work on straight away and then we can refine over time. And actually, since the connect is the most important part, once you guys have got your connect message, can you post it in the chat? Arthur and Raywin as well. Good to see you. Okay, I need some opening messages in the chat. I need to know you got if you guys are on track. So ideally as I said, this or that type of message is ideal. So Mel goes, hey, hey, thanks for following my story. You're following me. Do you train at the moment or are you here for the content? Perfect. You could say, are you training at the moment or are you here for the content? Cool. Amy's hey girl. Appreciate the follow. Are you here more for inspo or to get more help with your goals? Love it. Awesome. What if it's a guy following you? You just don't message. That's funny. Don't worry guys. Yeah, fair enough. Just leave them on red. All right, Anthony goes and I appreciate the like on my post. Are you just genuinely following along for the content or thinking the content is specifically towards you? So interesting one here. So Anthony, you used a specific example of someone liking your post. If you're messaging someone that has liked or commented on your post, you want to be way more specific. So this, these specific questions that we're going through right now is more for new followers. If it is for people who have commented, you want to make the message straight, like a bit more direct towards whatever the post was. So let's just say for example, it was a client testimonial. So you could say, hey Tom, appreciate the love on my post. Are you, are you just loving the content or do you want a similar result to John? Okay, that's what you would do for like a. If someone likes or comments. Awesome. Some more in here. So Ryan goes, hey, thanks for the follow. Are you currently training in the gym or are you here for the content? Cool. Love it. Josh hey name. Appreciate the followers. Okay so that's, that's two questions. So Josh's hey name. Appreciate the follow. What do you think about my content? Anything in particular you find helpful? So if I was a new person, that's a. That requires me to think quite a bit about answering that so there's more friction. So can you see the difference between hey, thanks for the follow, are you currently training in the gym or are you here for the content? It's like yeah, I'm training in the gym or I'm just here for the content. It's easy for them to respond that question. Josh would be a good one as a follow up, if someone said they really like your content type of thing. So you could say something like, hey, name. Appreciate the follow. Ages vibe in the content or are you here to achieve some health and fitness results type of thing. And then if they say yep, see for the content. Oh awesome, cool. What type of content is really standing out to you right now? Because then you can still dive deeper into kind of what is attracting them to follow you. So this is good. This is a good team. All right, let's, let's keep going. Okay, so you guys all would have heard of this before. Acknowledge, isolate, educate, overcome. It's the same objection handling framework that we teach during face to face consults. So the same thing happens in the DMs. Okay, so acknowledge, isolate, educate, overcome. Exactly the same thing. So if you've already, if you already know the framework for handling objections in the gym or in person, use the same thing when handling objections in person. The dms. Okay, people are going to give you objections in the dms. It's the same thing, so totally get it or I understand where you're coming from. Is it this or, or is it this? Now we'll give you a couple of examples of what you could do here. So I'll go through the examples that I've got and then I'll kind of, I'll try and give you a few other examples on the fly. So, yeah, we're going to go through this example of this framework a bit more in a bit more detail. Now what you can also do as well is either tag or track hot leads in a CRM. If you don't have a CRM, you can use a spreadsheet, which I'll quickly get up and show you. And if you guys don't have this, I'll show you how you can access it. So we have an online KPI tracker, so make sure you can see the screen. Yep. Cool. Who has seen this before, by the way? Just let us know in the chat if you guys have seen this before. There's a, there's a face to face one and an online one, by the way. So if you haven't seen it, there's separate ones. And if you, if you want the online version and if you're face to face and you want the online version, I'll copy it in the, in the chat in a second. But if you haven't seen the online one before, this is probably what you haven't seen the lead tracker. So this is not for face to face, this is specifically for online. So this is basically where you can track your DMs. So you're not always going to have their email and phone number, but you should have obviously their name. So you're going to put in their name their social media URL or the messenger URL when you first contacted them, initial place where the found them, connection type, dream client, referral or Affiliate and what stage they are in the process. So warmly offered a call, if you booked a qualifying call, if you booked a strategy session, if you presented the offer, became a client, how much cash you collected and then total deal value. So this is again, this is more so for online clients. Would anyone like a copy of this spreadsheet to track this stuff? So you can either do it like this, do it manually through like a CRM. Sorry, you can do it manually through a spreadsheet like this or you can actually have a full CRM like go high level where you can actually add tags for each person. Yeah, okay, cool. So a few people want it. So if you want it, then it is in the chat. Just go file and make copy because you won't be able to edit my version because it's a template. So yeah, that's specifically for online stuff. And then you should be able to track how many people are responding to you, how many people that you talk to, end up booking on a call and then you'll be able to determine what's working, what's not working, etc. Etc. Okay, let's go back here. General rule of thumb as well. Where possible, use voice notes to warm leads up so they actually hear your voice and hear your personality. Always end with a clear call to action plus a link if you can. Okay, the two step follow up formula. So the fortune is in the follow up. Who's heard that before? Anyone heard that? Fortunes in the follow up. I think most of us would have heard of that before. So a couple of things or a couple of general rules that you want to do. So basically once it gets gets past 72 hours, the lead's pretty much gone. I don't know the exact stats, but it's like 3 or 4% of people that actually sign up after like 72 hours. So even if you're face to face, let's say they book a consult and they're like, yeah, I need to think about it. If you book a follow up for like a week's time, it's almost never going to happen, but so book it in for like 24 hours. Because then they're actually like cool, yeah, I'll go through my numbers or yeah, I'll talk to my partner, whatever, they'll make a decision that night. And if you, if you go to them next week and be like, oh yeah, cool, what'd you think? Oh yeah, sorry, yeah, I'll give it a miss. They've already thought about something else. They probably already signed up with someone Else. So you have a 24 hour follow up and then a 72 hour follow up. So this is just an example of what works relatively well for me. 24 hours. Still want to map out that four week plan. Question mark. Very quick follow up. Hey, did you still want help achieving your results? Did you still want that free health assessment? Okay, I'm going to give you guys a few different variations that you can use because we're going to make you a follow up formula. A second as well. 72 hours. All good. If now is not ideal, want me to check in next week or send you a few quick tips? The reason why you add that second thing in there in terms of. Or you want me to send you a few quick tips or do you want me to send you through a PDF guide on how to lose 5 kilos for example, is because it keeps them engaged and it keeps you top of mind as the go to personal trainer. Okay? So ideally you want to have some type of like lead magnet as we call them to send to prospects to warm them up as an ideal client. So if you think about your ideal client, what's something that you could make in like, I don't know, half an hour or an hour that you could have ready for people that you could kind of nurture to or you might already have something you might have already recorded a video on, you know, macros or understanding macros and calories, for example, or grocery list example, for example, or a food prep guide, you know, something that you could send people super easily to warm them up a little bit and then guess what happens 24 hours later. Hey, did you read the recipe guide or whatever? And then it keeps the conversation going. Okay, so that's why you add. Or do you want me to send through a couple of quick tips or send blah blah blah. It keeps the conversation going and there's a reason for you to follow up again. Make sense everyone? So now we're going to make your own follow ups. So again, I'll give you 60 seconds. I just want you to write your own version of those two follow ups. Again, you can use mine if you like. I'll scroll up if you guys want to use mine. 60 seconds on the clock. I want you to come up with your 24 hour follow up and 72 hour follow up. Obviously this could change depending on the individual, but you want to have a couple of things that you could kind of use as your go to. And just while you guys are doing this, you got to remember as well there's a Bit of a trust recession. So people are more and more skeptical than they ever are with so much competition because, you know, pretty much everyone and his dog and his cat are online coaches. So you need to not so much prove yourself, but you need to. It takes longer to get someone from online to become a client. Like obviously, I'm obviously been in the online space a bit longer than most of the guys here in terms of, in the DMs, it sometimes takes three months, four months to get someone from a new follower to become a client. Hence why I said it's volume. But at the same time, there's also times where I've had people sign up in like two days of following. Okay, so just prepare for the long term game. Okay, who's got their follow ups done in the chat? Just a yes or no. Do we need more time or is it confusing? Okay, Amy's done. Yep. Cool. Okay, let's move on. Okay, some stats for you guys. Awesome KPIs. I suppose. So you want to track your conversion rate. So from DM to consult, ideally you want to aim to 25 to 30%. Now this is not, this is not from messages that you're sending out. This is from actual conversations started. So not like, not like they respond once. It's like they respond like three or four times. So from, from there, from when they respond a couple of times, you want to aim for like around 25 to 30% of them. Should book in for a consult consult, you should be able to close 40 to 60% if not higher. And then follow up, you want to aim for around 10%. Okay, so 10% of, once they've, once they've booked in and didn't convert, an extra 10% of your sales should come from follow ups. Okay. Which should be in the next 24, 48, 72 hours. Okay, so that's some general KPIs for you. Okay, so now I'm going to show you how you can use AI and some prompts to use to level up your DMs. So I've got some prompts and then I've also got some examples that we're going to go through. So you get best of both worlds. So prompt one, Friendly, confident. Rewrite. So rewrite this DM to sound friendly, confident and concise. With Australian English, keep it under 60 words and include a clear call to action to book a call and then you paste the message. Okay, so if you want to get really good at dms, upload the conversation to AI and get it to Give you feedback with the right prompt. Okay, the key here is you need to understand how to read prompts to get the best out of AI. Prompt to 24 hour follow up with a no response. Write a 24 hour follow up DM for a fitness lead who didn't reply. Keep it casual with low pressure. Ask a simple question and end with a soft call to action. Mention I can map a four week plan. The leads goal is blah blah blah. Okay so can you see how I'm giving it context so it knows how to actually respond? Okay, I've got heaps of these. Prompt three 72 hour revive so you've been ghosted. Write a 72 hour revive message for a ghosted lead. Acknowledged your acknowledge they're busy. Offer a yes or no question and include a booking link placeholder 40 to 55 words. Here's the booking link. So also who's been ghosted before in the DMs? Haven't we all? What do you guys do to grab the person's attention again in the chat please? So many times. Yeah, 100. So what do you guys. What do you guys do currently to re engage the conversation? Got ghosted yesterday. How good. Raymond says ask. Ask what? What are you asking? I don't know but I don't know about you guys but if, if someone you can. A couple of things that I would do. One of my calls got ghosted and she still watches and likes all my stuff but never reply. I love that the silent lead that just watches everything and just would never engage in a conversation but just likes everything. I've got a few of those people. So couple things that you can do because people are curious if you send a voice message they obviously they can't preview the message. So what usually happens is everyone gets the preview on the screen. Right? So I've got a message here. I could obviously read the message but they don't know if I've opened it. Okay. So people can read it and go like yeah, yeah, I'll message that person back later. And then they forget to do it or they open the message and they forget. But if there is a voice message or a voice note, they don't actually know what it is. So people are just like oh my God, I don't even know what they're saying. I need to open it. I need to open what they're saying. So that's the first one. The second one is send a gif. Everyone know what a GIF is? A little funny meme. And do you like the Memes that are like, you know, you're sitting here like you're becoming a skeleton, just waiting for them to respond. That also generates a pretty good response as well. Should I share the combo to this meeting I had yesterday? Yeah, you can share. Share the convo if you want. Would that sound too desperate? What, the voice message or the gif? What do you mean the gif? No, not at all. So you don't even want to ideally, send this. This is if you've been ghosted for 72 hours, that's been three days, and there's no response, and you just send the GIF with nothing else. I'll tell you, it works like 50% of the time to get a response. Oh, yeah, sorry. So sorry. I've been super, super busy. Okay, no worries. Let's have the conversation. So another thing as well. If you want to get it, get someone to see the message again. If they've. If you've had conversations with them previously, just like one of their previous messages, it'll go to the top of their inbox. Another little trick for you guys. Okay, let's get moving on. Got heaps of stuff to cover. Okay. Prompt 4, A, I, E, O. Objection. Helper. Using the acknowledge, isolate, educate, overcome framework draft a DM reply to this objection. You obviously screenshot the objection or tell. Tell it the objection. Keep it three to four short lines, calm tone, and end by inviting them for a quick call with a time window. Add a link placeholder. Just keep going. Prompt five, personalized opener from profile. This is really good. If you want to improve your opening message, create three DM openers that reference this person's bio or latest post to start a natural conversation. No pitch. Keep. Keep each under 25 words. Here's the bio or the post for context. Okay, now if you want to get the. Josh, just send the screenshot to your inbox. Okay, let me just quickly check it. Are you cool if I share it on here, Josh? Yep. Cool. Okay, so this is it here, bro. Your forearms grew a lot. How good? Thanks, bro. How's things with you? It could be better, could be worse. My forearms don't look like yours. How good? What a compliment. Keep working hard, brother. Have you ever thought about trying out online Cushion Start a body recon. Cool. Awesome. Okay, so it's been seven hours. So my feedback here is we have gone too quickly into. Into this question here. I. I would ask you haven't gone through, like, the goal, which, like, he says he wants forearms like yours. I would kind of be like, okay, Cool. So how come you don't have forearms like mine? What's the challenge? I literally's forearms. That's what I think. You've gone a bit too. I think you've done a bit of a. You've gone hard too soon is what I think, in my opinion. So I would ask. Okay, cool. What do you mean you. You don't have forearms like me? Like, what do you. What do you actually want? Like what? And why do you actually want forearms like me? That's the real question. Why do you want forearms like me? That's what you should be asking. And cool. What are you trying right now to get forearms like me. And then once you understand that. Okay, cool. Well, have you ever thought about getting some help to get forearms like me? That's what I would be doing in that instance. And by the way, team, I like going through people's DM conversations and giving them feedback on this type of stuff. So if you ever want help with this, either bring them to the Monday coaching call or just send me screenshots, like, give you some feedback. Or, of course you can. You could probably upload that into ChatGPT and be like, hey, I don't know why I've been ghosted. What do you think I need to do next time to avoid getting ghosted? Okay, so what I would do to re engage this conversation is I would say, oh, by the way, why do you want forearms like me? That's what I would say. Because it's also fine. Okay, let's keep moving on. So. So we've done prompt five. So prompt six DM to consult call of action variations using the Acknowledge, Isolate, Educate, Overcome framework draft. A DM reply to this objection. Keep it to 3 or 4 lines, calm tone and. Oh, no, I already did that one. All right, prompt seven, thread summary and next best step. Summarize this DM thread in five concise bullets and recommend the best next step, as in a question to ask or a call to action. Highlight buying signals and objections, and then you paste the DM thread. Okay, so there's seven different examples of how you could use prompts to get AI to give you immediate feedback on the conversations. Okay, now let's go into the new follower flow. So this is just a couple of examples. Now, it might not be as easy as this, of course, but this is just an example of what it could look like to give you a bit of a flow breakdown. Okay, so, hey, Nate, I appreciate the follow. Are you training for something specific right now or just keen to get Back into it. The leaders are trying to get back into it. Been off for a while, totally get it. What's the main thing you want to improve first? Energy, sleep or dropping some weight. So this is like this is going through that five step process. So connect, qualify, agitate, bridge and then invite. Okay, so wait, I want to lose around 10 kilos. Cool. So if nothing changes in the next three or four months, how do you reckon that affects your energy, confidence at work or with your family? Probably worse. Already feeling flat now. Little disclaimer here. Obviously this person, this example is giving pretty short answers. Ideally you want to get the prospect to give you some pretty detailed answers where possible because that creates the emotion. This is just an example of that. Probably worse. Already feeling flat. That's exactly what I help busy clients with. We start super simple. Three short sessions a week, easy wins in week one and nutrition plan you can actually stick to. Are you keen for a quick 10 minute strategy chat? I'll map out your first four weeks so you know exactly what to do. I can do this time or this time what suits. Okay, so obviously that's pretty quickly from new follower to books call, but this can happen but not always the case. Let's do a couple of examples on the objection handling. So we're going to always use the acknowledge, isolate, educate, overcome framework. We've gone through this before so I'm not going to harp on this too much, but if you need a bit of a recap, we can go through a little bit now. So. So you got. Money's tight, so you like. Yep, yep. Totally understand where you're coming from. Is it mainly budget right now or is it timing? So you say. Cool. Most clients start small to build momentum before upgrading. Keeps the cost down low while you get the wins. Let's jump on a quick 10 minute call. I'll show you options so you can choose what fits best. You want me to send the booking link. Okay. And like obviously if it's a yes then sweet. If no, all good. Want me to send you two or three quick tips to get moving this week and then we can chat next week? Okay, so that's similar to what I said before. Leave them with something of value and then it gives you a reason to follow up. And again, this is another example of the follow up. So honey, I'm still happy to map out that four week plan for you. Want me to send the booking link if still nothing, no worries. If now is not ideal, would you like me to check back in next week or send a Couple of start today tips that you can use straight away. There's some more prompts for you guys. Prompt one Friendly, confident Rewrite. Rewrite this DM to sound friendly, confident and concise. I think I've got a duplicate here. Never mind, they're duplicates. Let's keep going. So now let's talk about the comment. Like so the the main stuff that we've already talked about today is the new followers. Right now let's talk about when people like and comment, which to be fair, that is people showing that they are receiving value if they're liking or commenting on your stuff. So that is engagement, right? Or replying to stories. You should be starting conversations with those people as well. So I gave a bit of an example before with Anthony, but let's go into a few other examples. This is obviously a pretty direct one. So hey, name Appreciate the comment on my post about, let's just say weight loss. Are you working on weight loss at the moment? Okay, so it's making it specific to the actual topic that you talked about. The lead saying, yep, trying to train three times a week, but it's hit and miss. What tends to throw you off the most time? Motivation or not knowing what to do when you get to the gym? The lead says, time. I work long hours and miss sessions. Cool. Understand that if we don't tweak things, where do you think you'll be in 90 days? Same spot or a bit worse? Probably the same. Now, obviously, realistically, you probably want to dive into a few more questions on this. I'm just obviously giving you the quick, quick version. What you ideally want to do is understand. Cool. You work long hours and miss sessions. How many sessions do you end up missing, for example, Each week get a real understanding of where they're at. So cool. When you say you work long hours, does that also mean you tend to get takeaway a lot or what? Or is nutrition pretty good for you? So you're being curious. You're seeking, seeking information to see if they're going to be a good fit for you. And then you can, then you can agitate. Cool. Well, if we aren't able to solve this problem for you, what's, what's your health and fitness going to look like in three months or six months down the track, I'm going to probably gain another five kilos. Okay, cool. Well, have you ever thought about getting some help with your health and fitness? Okay, so that's the trial. Close. Cool. I help clients in the exact same boat. We set up 35 minute sessions, flexible days and a missed session plan so you never fall off. First week is just momentum and confidence. I'm going to show you how that could work for you. We can do a quick 10 minute chat and I'll outline the exact weekly structure I can do this time or this time what suits best. We'll go into some objections in a second. Just want to check in before I go any further. What's either been biggest aha moment, biggest breakthrough or most valuable so far? Just in the chat. I just want to see where everyone's at because there is a lot of stuff that we've talked about so far. So what's been either one thing you're going to take from this training, one thing that is super valuable or one thing that you're going to implement straight away. Following up. Yeah, Fortune's in the follow up. How specific the questions are that we ask the new lead dm floated comments and follow ups. Cool process following the DMS to build convo before asking to hop on a call. Yep. Cool. Love it. Awesome stuff. Okay, so again this is the same thing that we've gone through before. So I'm not going to, as I said I'm not going to spend a massive amount of time on this because if you want to go through objection handling, just watch the objections navigator. We go through it in a lot more detail. It's the same thing in the face to face console as it is for online in the dms. So let's go through, let's go through the partner one. So lead to the need to chat with my partner and you say cool, yeah, totally understand. Are you happy with everything else and it's just your partner that you're worried about? Yep. Some of our clients actually get their partner to actually join the program as well. So everyone could work together. How about we jump on a call with all three of us, we can map out a plan and then you guys can decide if it's worth it. Do you want me to send the booking link? Okay. And that's actually a really good point actually if, if you guys do have a yes rate one for sure. If you guys do have like a partner objection, maybe you could work with both of them to get them both on board. There you go. Again. 24 hours, 72 hour follow ups. Click one. Want me to pop two times in and you can choose or send a link so you can pick 72 hours still came for that 10 minute chat or prefer a few bullet point tips to get started. Happy to help. Either way. So this is just a little challenge for you guys is use the DM flow within the three new leads this week. Send those follow ups to old conversations. So any conversations that you've had in like the last week, encourage you guys to send follow up messages to all of those people. As in like today, if you can track your DM to consult percentage in the CRM or in that spreadsheet that I gave you guys. And a nice little quote that I did recently on my podcast. Every client you want is already in your DMs. You just need to have a system to get them to actually buy. In fact, I would argue there's probably 20 to 30 clients already in your audience that would be happy to work with you. But you haven't started the conversation. Boom, mic drop. So that is the training for today team. So I'll actually just get up the other documents that I prepared for you guys that I'll give you guys in the recording. So the first document is fine. This is the DM script template. So we've got. So the framework connects, qualify as you say, bridge and invite. So we've got a couple of example messages that you can send. Like obviously we actually made our own messages today, but of course you can use mine if you want. Qualify a couple of example messages that you can send and then follow up messages, agitate how to create urgency again, example messages, how you can bridge the gap and show authority and then how to invite them to a call. A couple of bonuses that I've got in there as well, which we've already kind of talked about. Keep messages short, one to three lines maximum. Don't send friggin big essays, wait for responses to come through and match the energy and pacing. Use emojis, but not like every single sentence and mirror their tone. So if they're super super chatty, then you be super super chatty as well. If they are. If they like to do voice messages, you do voice messages. If they like to do emojis, you do emojis. If you know, if they send one sentence at a time. So one sentence, then send it and type another sentence, then send it. You do the same thing. You're playing with their subconscious. Remember that tone 100%. So obviously easier to mirror their tone. Obviously in person where you can actually hear them. So you can hear their tone. But in the DMs, you just match what they're doing. So the type of language that they use, for example, you know, obviously have a look at their profile as well and see what type of tonality they have on their content and just match them. That's all sales is, matching their energy and then you'll have subconscious trust. Okay. Anyone that's done sales at a high level is very good at mirroring. That's the first one that I'm going to give you guys and then I've also given you some more examples. So let me go through a couple of these ones for you guys as well. So this is connect. So hey Sarah, thanks so much for the follow. Out of curiosity, are you here for the content or a transformation? Sarah goes hey, haha. Probably a bit of both. Trying to get into shape after a busy few years. I'm going to say totally get that. Like it's hectic, especially when you're juggling work and everything else. Are you currently training at the moment or just thinking about getting started again? Sarah goes up and going to the gym here and there, but not really consistently. Stage two qualify. Gotcha. That's honestly where most people start. When you say you've been going inconsistently, what's the main goal for you right now? Lose some weight, get stronger or just feel better overall? Sarah goes mainly to lose weight and feel more confident again. I've probably got about 8 to 10 kilos to lose. I'm going to go, awesome. That's super clear. What's making you want to actually get on top of it right now versus just putting in, putting it off like before? So this is creating urgency as well. Sarah goes, honestly, I'm just tired of feeling uncomfortable in my clothes. I keep saying I'll start Monday and it never happens. I'm going to go totally get that. That start Monday cycle can go on for months or even years. The hard truth is, the longer it drags on, the tougher it gets to build momentum again. If you did manage to drop that 8 to 10 kilos and feel confident again, what kind of difference would that actually make for you day to day? So now we're painting the big picture here. Sarah goes, oh wow. Honestly, it would change a lot. I'd probably stop avoiding social things and actually feel good about myself again. So you can see in this example, there's starting to be a little bit of emotion that's coming out from this person. I'm going to go, love that. And the best part, you don't have to live in the gym or give up everything you enjoy to get there. It's just about having structure, accountability and a clear plan that fits your schedule. Now we've got the bridge. You're going to go. That's literally what I help people with inside my 12 week hybrid transformation program. It's designed for busy professionals who want to drop 5 to 10 kilos, get stronger and actually keep the results long term. We focus on training that fits your lifestyle, flexible nutrition and weekly accountability so you don't fall off track again. Sarah goes, that sounds like exactly what I need. You're going to go perfect. The best next step would be to book on a quick 15 minute strategy call with me. No pressure, just to see where you're at right now, what's holding you back and if my program would actually be a right fit. Does tomorrow or the next day work better for you for a quick chat? Sarah goes, tomorrow. Amazing. Here's the, here's the link. Once you booked, I'll send you over a quick form so I can learn a bit more about your goals before we chat. That sound good? Yeah, all good. Blah, blah, blah. Okay, what'd you guys think of that little scripts that I put together that was obviously a bit more detail than the other ones that I've, that I've got. But that literally that right there would be an actual conversation that you'd have in the DMs. Okay, let's do another one. Let's do a bit more casual which I've put together, which is probably a bit more my style. So we'll use Sarah as the example again. So you say, hey Sarah, thanks for the follow. Be honest, are you here for the content or a bit of a transformation? Sarah goes, haha, probably a bit of both. Trying to get back into shape after a few crazy years. I say, haha, I feel you. Life gets busy real quick. You training at the moment or kind of just thinking about getting back into it. Sarah goes up and going here and there, but not really consistent. Then we're going to qualify. Gotcha. That's where most people start, to be honest. So this is like, this is how I would talk. I. I don't type everything out fully. Like I'll say gotcha. So most people start tbh. What's the main goal for you right now? Lose a few kilos, turn up or just feel better in general? Sarah goes mostly to lose some weight and feel confident again. Probably 8 to 10 kilos. I'm gonna say, nice, that's a solid goal. What's making you want to tackle that right now? Like what's changed? So honestly, I'm just sick of staying saying I'll start Monday and never sticking to it. I go, haha. The famous Start Monday club. We've all been there, so now we're relating to her. It's the worst feeling when you know you need to do something but can't get that spark going. If you did drop that 8 to 10 kilos and got back to feeling confident again, what do you reckon that would do for you? Sarah goes, oh, it'd be huge. I'd probably stop avoiding things and actually feel good about myself again. I'm going to say love it. Honestly, that's the best place to start or the best reason to start. Not just for the weight loss, but actually feeling like you again. Sending in. Obviously we've got the 12 week hybrid transformation package. It's built, built for busy people like you, training that fits around your schedule, flexible nutrition and someone keeping you accountable so you don't fall off again. Sarah says, that's actually sounds perfect. Then you gotta invite them. So let's do this then. Easiest step is to book a 15 minute chat. No pressure or sales pitch, just to chat about where you're at and how we can get you moving again. You free tomorrow or the next day, Blah, blah, blah, blah, blah. That's a little more casual, but the same framework. Now I've just got a quick bad example of what you shouldn't do. Hey Sarah, thanks for following. Are you interested in transforming your body in 12 weeks? Sarah says, maybe I'm trying to get back into shape and you're going to go, great. I have a 12 week hybrid program that helps people lose up to 10 kilos. Would you like to sign up? Sarah goes, maybe not right now. And he's like, okay, but you will never reach your goals if you don't take action. Spotted, limited. Here's the link. That's how you don't want to do it. Okay, so obviously no rapport, no curiosity, no empathy. You don't really know the person. You just kind of go, you're going straight into the pitch. So that's not what you want to do. Obviously follow the framework, use those five steps. I got another example here, but I'll let you guys go through that. So that's it, team. That's pretty much all you need to know about. I'll stop sharing for a second. That's pretty much all you, Josh, all you need to know for the dms. So we've still got, we've got five minutes, so any. Oh, Harley's here as well. Good to see you, champion. Any questions on the DMs before we finish? Is everyone feeling a bit More confident with the DMs knowing a bit more of a framework now and kind of what to expect. Cool. Any questions that's come up? For sure, yes, yes. Cool, cool, cool, cool. Jen, it's not. It's to do with the. Sorry. Have you got a template for increasing prices? I've got a template for telling clients about increasing prices. Is that what you mean? Yeah, yeah. For gst. Yeah, yeah, yeah. I've got heaps of that. Yeah. Is it just in that content? Is it? I actually don't think I've got it. I. I do have a training in there about increasing pricing, but it's not for gsd, it's just for increasing pricing in general. So it's just slightly different. But I think I've done it for a few people in here. I think I've done it for Anthony and Amy recently. So I can send you through the template. That would be great. Thank you. But also it'll be good for you to watch the training as well about increasing pricing. Yeah. In the long run as well. But yeah, I can absolutely send that to you. No problems at all. All right, thank you. No worries. Any other questions on DM stuff? Everything makes sense. Cool. Sweet. All right, team, have an awesome day. Enjoy the weekend. And before, before I let you guys go, I did upload the November training schedule for the next month. So we've got our two day virtual event coming up in November. So it's the third week of November, it's two days, it's three hours each day. So it's the 20th and 21st of November. So just make sure you clear your schedule if you can. So it's only three hours each day, so from 10 o' clock Brisbane time to 1 o' clock Brisbane time on the Thursday, Friday. We have also got a guest speaker for the event on AI about creating bots, which is going to be super, super juicy. I'm also doing a training this. Oh, sorry. Next Friday on tax, tax optimization, how to avoid tax and also how to set up your bank accounts correctly to enable you to save money, et cetera, et cetera. And then end of the month we've got Amy who has gone now, but she's going to do a little interview for us on how she's gone from 3k a month to she should hit 10k next month, which is going to be super, super juicy. So heaps of stuff happening, team. So I just did that post probably like a couple hours ago to make sure you check it out. And then actually the second week of November. There is no Friday coaching call because I'm at an event. Okay? So it's all updated in the calendar, so just make sure you check it out so you don't confuse yourself. That's it, team. Have an awesome weekend. I'll see you guys next week. Bye.