 Hey Coach, how's it going? In today's video, I'm going to show you a tip that's worked really well for me. It's worked really well for all the coaches I consult with in our mastermind. And this is in regards to closing clients at your sessions. So here's what I'm talking about, right? For me, I don't let anyone enter my, for me in my program, I don't let any clients join my program unless they have an evaluation session with me. I've created tons of emails, tons of different videos about why I have an evaluation session. So I'm not going to dig into that now, but what I am going to tell you is at that evaluation session, what I personally do is throughout the session when I'm teaching the player that I'm working with concepts about what we're doing, I'm always going to have that player. So my student that I'm working with, I'm going to have them go teach their parents about what they're learning with me, right? So immediately what this is going to do, it's going to establish that I'm the authority and now if the player can explain to their parent about what they're learning with me, this is showing that the player is learning, right? Most coaches don't do that. Most coaches will just go through their session and then at the end of the evaluation session, they'll look to sell their program to parents. I don't do that. Here's what I do. I let and I allow the player that I work with to sell the program for me and I do that very simple, right? So throughout the session, I'm always drilling down on the concepts that I'm teaching the player. That player has to tell me exactly what they're learning and then I say, all right, cool, Johnny, go tell your parents real quick about what we just learned. I want to make sure that they got it. So this way throughout the whole session, that player's learning concepts with me, they're teaching their parents. By the end of the session, those parents, they've learned more about soccer. That's the sport I coach. Then anything that they've ever done because now they've seen the interaction between me and the player, me and their son or daughter, and their son or daughter and them, right? So I'm bridging the gap now and here's what happens. When I know this is a player that I want to work with in my program and their parents are clients that I want to work with in the future, right? Then I understand, okay, great. As long as I do well in the evaluation, as long as I'm teaching this player, as long as they're seeing good value, this player, if they are excited about my program, they are going to become a client without me having to sell anything. So at the very end of the session, here's what I do. I'll be talking to Johnny and I'll give Johnny a high five, congratulate him on coming to the first session and I'll say, hey man, before we go, I want you to go teach your parents everything that you learned today and then once you're done, just bring them back over to me and we can chat and then you can go home and we're done with our session, right? Here's what happens. Johnny will go talk to his parents for about five minutes. Again, to re-establish that this is what he learned. He's going to show his energy that he really likes it and what it's doing, it's selling my program for me without me saying a word, right? That right there, what it does, it's going to show the parents that Johnny's excited. It's going to show the parents that Johnny learned a lot and if that's just one session, imagine how it's going to be over the next year of training, right? And because I have a very particular system on how I talked to parents before the evaluation session, the parents already understand what the investment is, they already know what the commitment is, they already know what's up, right? So for me, it's easy when I get to the evaluation session, if the session goes the way I want it to, right? That player will convince his parents to get them into my program, right? That right there is how you should be building your business, right? Notice how at the end of the session, I'm not begging Ms. Jones to be in my program. I'm not doing that at all. If that player, if Johnny's the right fit for me and I know that I want to spend the next six to 12 months having Johnny in my program, great, right? I'm going to let him go sell the program to his parents and this is the thing, this is how parents are. When they see their son or daughter enjoy something, when they see them learn, when they see that this is so valuable for them, why on earth would they say, no, Johnny, we're not going to do it in the car? They're not going to do that. They're going to want Johnny to be happy, right? And that's when they join my program, right? And this is the easiest way to close parents at the evaluation session. If you don't know what the evaluation session is, if you need help with that, if you need help with your business, let's get on the phone this week, simply head over to my website. Go to www.buildmysportsbiz.com. From there, there's a big blue button at the top of the page that says Mastermind. Literally, just click on that. There's a two or three minute application form. Very easy to follow, very easy to fill out. From there, we will hop on the phone. I'll see how I can help you out. Guys, I do this every single week with all the coaches, all right? All the coaches will watch our YouTube videos, our podcasts or emails. I get on the phone with everybody, all right? So don't hold back. Don't be shy. If you need help, reach out to me. I've already been there and done that with my own business and we're helping coaches in every single sport imaginable with their private training business, their group training business or their cancer clinics. So reach out to me there. That is the best way we can connect. I'll see you next time.