 Hey, what's up coach? Welcome back to the channel now today. I have something really special for you So we have a recorded Q&A session that I did recently with our private Facebook group now We have a brand new it's a course and it's a free group that you can join and this is for you if you want to grow your business and you want to be around other people that are in this industry and My intent with our group is it's not to have the biggest group in the world It is to have people that are like-minded. So if you are wanting to start a business or you're looking to grow your business Head over to link in the description. It's the first link in the description. Just go right below here and get signed up there It's free. Just go through the process that we have You'll get plugged in there like within two seconds. So that's it enjoy this video and I'm excited to hopefully see you on the other side inside of our group and right now We have about I think close to 80 members in there. So I'd love to see you in there What I'm gonna do From the very beginning here It's I'm gonna set the tone with you guys that are listening right now because the best way I can possibly help you is if I just lay down the foundation of how I can actually help you on this call because if I don't explain this I believe that These calls won't be as valuable as they should be all right So there's always two types of people out there that I talked to if any of you spent an entire day With me you would know that I'm in this office. I am talking to coaches from 9 a.m. Until 4 45 p.m. Straight All I do I consult with coaches that want to go to business So some of those people are people that are interested in working with us Some of those people are already clients. What I will tell you is there's two types of folks The first type of coach out there that has a business I'll just call him Billy Bob. All right. So Billy Bob. What happens is? Billy Bob always has a ton of questions When Billy Bob gets the information Billy Bob sits on the information and Billy Bob does not execute. All right So Billy Bob is listening to podcasts YouTube videos Subscribe to a bunch of stuff, but doesn't take the action. All right That is not what I want you guys to do So do not be a Billy Bob the second type of coach. Let's just call him coach Josh. All right Josh When he asked a question He immediately executes. He's not overthinking He's not coming up with different reasons of why he shouldn't do that And so we want you guys to be like Josh not Billy Bob There's a lot of Billy Bob's in this industry and there's a reason why there's a lot of broke Billy Bob's in the industry of coaching and training and My intent with these calls It's to help you that's number one But I want you to get I want you to get to a point where you are decisive I'm here to help but I want you to start to really be decisive with your business because your business is your business I'm not running your business. I run my business and I do know at this point I've been self-employed for almost 15 years now. It is hard Being a business owner is oftentimes the hardest thing that someone could ever do and that's why it's not for everyone so Just tell me in the chat. Are you gonna be Billy Bob or Josh? Alright, so go to chat real quick Tell me who you're gonna be now the last thing that I want to cover here very quickly and I Would be telling you this if I'm on a one-on-one call with you Or if you're part of our paid program or if you are on this call, it doesn't matter if you have a question that I haven't personally experienced meaning if I haven't faced that in my own business or if I Haven't faced that with someone that I've actually consulted with if you ask me a question, and I don't know I I'm not the type of person that's just gonna make up an answer to try to look smart If I don't know the answer I will say yeah, and then I would try to connect you with someone in this group that maybe has experienced that and The power of this group that we're in it's not gonna be me Right, it's gonna be you like you guys that are on this call You guys in the community the more you guys connect with each other really the better your business gonna be so you guys should be Relying on each other, but if anyone has a question that like I don't know I'm just gonna be straight up and just tell you I don't know I Don't know everything. I do know a lot have a lot of experience, but don't know everything and if anyone ever tells you they know everything then Steer clear from them All right school Now what I'm gonna do is I'm gonna start with some of the questions that We're already asked on Some of the threads so I'm gonna pick like the most popular like the things that I feel like are gonna be most relevant for everyone after we go through that We'll use the chat here To go through any other questions. Okay, and before we do that All right, please go to the comments very very quickly because I want to get a good pulse here of who is on this call So I can see who's on this call But if I haven't talked to you personally over the last year, I don't know this answer So this is why I want you to say this in the comments. Tell me in the comments. Are you just starting your business? Have you been doing your business for more than two years or have you been doing your business for more than five years? So type in brand new like more than two years more than five years. So please go to the comments there so I can see this awesome and last question Before we go to Q and when you answer this don't be afraid and also don't like Look at someone else's answer and just copy what they say because like You're on your own business journey as am I You're not gonna compare what you're doing to someone else that's gonna say what I'm about to ask here so this is just Purely for me to get information. All right, but I want your answer. So today is January 11th. Okay When we get to February 11th, that's in 30 days from now I Want you to go to the comments and tell me what your revenue goal is between now and 30 days from now So go type that out So I want you to get clear with what you want and give me like a precise number Don't tell me how many new clients you want Tell me how much revenue you're looking to to generate between now and February 11th Which isn't 30 days from now, which is right around the time We're gonna have another one of these calls and answer honestly like if you're just starting If it's 500 bucks or a hundred. I don't care I'm not gonna go through every question that I saw but I'm gonna go through the ones that I feel are gonna be the most relevant for today's call because like Anybody here that just posted like you want to get To a certain level It's gonna require you to sell your program Like you can't you can't get to a certain revenue level unless you sell like should be pretty clear So it doesn't matter if you're gonna try to make $500 this month or if you're trying to make $20,000 this month. I don't care what the number is gonna have to sell so a good question that I got This is from Jim Swift and Jim is one of my friends. He lives Pretty close to me in San Antonio and he's part of our accelerator program But he posted this and I think this is gonna give you guys a lot about you So he said best way what are the best ways to interview on a sales call the way? I want to try to condense this for you if you're on this call Is I'm gonna give you like a quick overview and then it's gonna be up to you to distill what I'm talking about And go plug it into your business. Okay, so best way to do a sales call is first You need to have a scheduled call with the parent if you're just picking up the phone and dialing them You don't know what they're doing They could be a Chick-fil-A like ordering like 10 chicken sandwiches and like you're battling against the the attention with the Chick-fil-A server Right and if people call you when you're not ready to talk you're not in a mindset to sell something So first things first It either needs to be a scheduled or coordinated call between you and the parent. That's number one second thing is You need to learn how to control the frame and what that means is when you speak with the parent You are interviewing them They are not shining the light on you you are shining light on them meaning when you speak with someone you have set questions That you're going to ask Okay, that puts you in control of The interview all right if you watch any interview on the planet I don't care who you watch the person that is interviewing is in controls of the situation is in control of the conversation So you are the interviewer you are you have set questions and third you want to have a set outcome To the call meaning are they joining a paid trial session? Are they coming to a free trial session? Like what do you want them to do at the end of that call and are they doing it meaning? Do they have a link to sign up? All right now within there Okay, the questions that you ask are really important. So we need to get a good background on their child Like what is their athlete struggling with? What have they tried doing before and actually understand can we help this person? Yes or no? I think too many coaches what they try to do is that they try to fit everybody into their program and they try to solve too many different problems and and yet they're not solving any one problem and And what I would rather you do is be more specific with the types of questions You ask the type of problem that you actually solve within your training business and this way you get more clear on Am I serving the right type of person? Yes or no? Okay, I'm gonna go just one step deeper here I'm gonna talk about the biggest mistake coaches make with this process that I just laid out What happens is they might have a scheduled call They might have a clear outcome of what they want to do on the call and where they want the parent to go but most people get one critical thing wrong which is The flow of the questioning is different from call to call meaning There's no rhythm to the call and every call is random now if that's happening to you Then you need to have a script and I know most people when I hear the word script they take that as like a negative thing because like you think of like a Car salesman who's gonna say the same thing over and over again But the thing is if you say the same thing over and over and it's working like you need to do that But if you say one thing on this call and then you say one thing over here It is impossible to know how your sales are going So you need to have a routine With the types of questions that you ask and it needs to be a uniform process not a sporadic And so when Jim asked me that that's why I wanted to go deep on this Gotta have routine if you want to win and I'll give you one last tip here if I'm gonna do a sales call I'm gonna be in this room wearing this headset like on this computer I am not gonna go outside or be on the road or be a chick-fil-a with my daughter and my wife No, I'm gonna be in one spot So it's like having that type of routine makes your life easier because it's predictable To do things from a set spot and we talked about it earlier Billy Bob will will take what I just said and be like oh That's awesome. I'm gonna go look on Amazon and try to go buy the same headset Ben has no don't need to do that like just Have a routine that works for you Okay, sweet next one and This is really Like I saw a couple questions about this about One page session gets canceled because of weather like what to do should you roll the sessions over? so I'm gonna give you guys two different ways of looking at this and The second way has proven to be better than the first way and this is across Literally thousands of people that I have done this with so let's say you have a parent that signs up for four session package, let's say they pay today and Let's say next Thursday. It's raining. You can't do the session outside. Okay, and The first way that a lot of people handle this and this works, but it's not as good as the second way It's you roll that session the time of that session into either the next week Session or later in the month meaning let's say you train kids for an hour You could take 30 minutes from today's session that we missed and roll it into the next session Which would mean that session's an hour and a half that can only work if you're if you are like really good with your scheduling Or it can roll into the next session and you make it two hours instead of one hour That is the first way of doing it. It's not my preferred way of doing it But it's the first way and I have done things that way personally So I know how that works and it can get choppy with the scheduling but if you are like dialed in with communication with parents and You're on top of your schedule Pretty easy to manage. Okay. Now the second one. It's my preferred way I can't say this is gonna work for everyone. It's in the group But if you take a step back after this call and you they actually analyze what I'm about to show you here I Think it's gonna make sense to you which is let's say someone signs up today next Thursday. It rains what I could do is I Could have it in a contract. All right, so this isn't done with a handshake this is done on a contract with the parent and That's gonna state that if it is raining outside or we can't train that day or COVID 6.0 comes out It doesn't matter if we can't see each other in person Then what's gonna happen is that day we're going to meet on zoom Not in person out at the field with Park River We're gonna either meet at zoom or we can meet at a coffee shop and What you can do and everybody has the ability to do this that's in this group right now is Instead of doing like a skill session you can do a mindset or a confident session or Some sort of tactical session with your client and the reason why I like this better is because The way someone improves with you is if they are frequently seeing you and I know a lot of coaches what what happens is they live in like really rainy states happens occurs in Florida all the time where They'll get a client to sign up. It rains like four weeks in a row. They don't see the client at all and Then they like during the second month and they're starting their first session. I don't like that. That's too long not seeing someone and Now there's all these extra sessions. They have to go read like redo so that model of Like carrying sessions over that can be a killer, especially if it rains a lot where you're at So the other way is we have the meeting on zoom or we have a meeting at Starbucks or somewhere close to where the session is and you can meet them in person and You just tweak what you were going to do in person and you have it set up to where this is what we're working on today All right now if that makes sense type the number five Because if you have that in your business, you will never have a makeup session And if you have that most of you guys will make way more money and if you're in a climate where it rains a ton I would not be doing anything outside. I would be doing everything inside and I would be paying for rent some of you guys that are in basketball like You'll never need to do this if you already have a gym or some of you guys in soccer that have indoor but that is one way to never have makeups and I know some of you guys that are on this call right now If you do a makeup like you're refunding people or you're like we shouldn't have to refund anything when someone pays they pay But you can't do what I'm talking about if if it's like, oh, yeah, like it's range day We're gonna go do this if it's not on a contract if it's not well communicated before it happens It's not gonna work This is why having a good sales process and an application process is unbelievably important in this business, especially when we're dealing with higher sums of money with parents We don't want someone to give you money and then Realize two months later that oh like we don't want to meet on zoom or we don't want it like if that happens It's too late. I will say the zoom stuff. It can't be for everyone But that's the best next best option for people that don't want to do makeups And then the third option it's just have a makeup day That's one. It's like the last Friday of the month and You do everything in a group session. I know many coaches that do it that way But the issue that they could be dealing with is if it rains twice that month do they get to make up as for things get dicey That's why I like I like to zoom personally around my business that way it works a lot of coaches I worked right now. It's exactly what they do even if they Live in a really rainy climate where they run everything outside. They do it that way it works all right So the question here is yeah, are there any kind of certain terms or phrases you used to lock in clients over the phone? Yeah, so the first word you need to start saying if you're not saying it It is except so let me give an example if I'm talking to miss Jones and We're at the beginning of the call or the middle of the end doesn't matter to me. I could say something like Miss Jones our program is set up to where we only accept Players that do boom boom boom We only accept families that commit to three months. We only accept families that commit to 12 months. We only accept except is a huge word to use and The reason why that's a big word or that's a good word to use It's because it shows the person that There's a hurdle that they have to jump over in order to work with you It shows that you won't work with everyone And there's a lot of sales psychology behind that word I'm not going to go into it on this call, but that's one word except the second word is Transformation so it sounds a lot better to someone if you say I'm gonna use one sentence I'm gonna give you two ways of looking at it. All right, so it's Miss Jones over the next six months your child is gonna get a lot better at soccer All right, it's one way of saying it or miss Jones over the next six months your child is gonna see a complete transformation in their game Which one sounds better? Transformation right so that is a good word to start saying Because at the end of the day like if someone's gonna work with you. They're at a certain level right now They want to get better That is a good word to use and it's not just some word you should just start using it's you need to tie that in to a proper sentence When you start using it? All right, so those are two Really good ones the third one. I can go a couple of different ways with this I would say Commitment is a really good example. Do you see yours? So this is just saying in a different way It's do you see your child committing to this type of program Do you see yourself investing into this type of program? If I asked your if I asked your son to train on his own when we're not together Do you see himself committing to that? These are qualifying questions All right, and again As the business owner you guys are the business owner you are interviewing the person I want to go through this one because this is a very common question. I see I'm gonna go through a couple more and I'm gonna go over time. I just realized That we can do that a lot of you guys Have this type of question, which is like, how do you handle kids missing too often because of club games tournaments? Even if they've already paid for sessions in advance so I Like to get like when someone signs up for your program one of the things that you should have them do is You should have them send you their child schedule so before things ever Become a conflict you already know when they're not gonna be there Now if it's like this last second, hey, we this tournament just popped up That's where I would have the policy in place for reschedules because if you have that in place like You're chilling. There's nothing you need to worry about and The thing is like most of these leagues. I saw this personally in San Antonio a lot of these leagues will like reschedule Do new tournaments do all this stuff to we get in the way of stuff I was doing but I just let parents know that we have a set day and set time that we're training if you guys can't make it Totally fine. If something pops up, no worries. That's okay Like we're still gonna have our session and if it rains that day, we're gonna be on zoom Like I wouldn't fight it. I would just tell them what we're doing but getting the schedules beforehand that can help you navigate When to train them when not to train especially in one-on-one training, cool What's the fastest best way to upsell current clients on? Subscriptions to pay three six three, okay. Yeah, good question. So I'll break this into three different steps So step number one is you have to have a definitive date of when you're switching over to that model There's the biggest problem That parents are sorry that coaches have is they go one foot in one foot out meaning they're gonna get some people to Do it, but they don't get everyone to do it and then it becomes a more annoying type of problem Because then like some people are on three six month contracts some people aren't and then it's like very imbalanced So definitive date so pretty common the coaches that I consult with right now if they asked me that question right now I would tell them all right today's January 11th And I would say what is the date that you're gonna switch over to they would tell me I'd say cool so between now and 30 days before you actually make that change you need to talk with your clients one-on-one because if you try to email that or text it or Do an Instagram story about how you're gonna do that. It's not gonna work It's got to be one-on-one phone call zoom call or in person. So that's number one so the second thing Miguel is you have to be Try to figure out the right word to use because sometimes when I say this it offense people but It You have to draw a line in the sand With your business and say if you don't do this we're not gonna work with you All right, you don't have to say it that way but it needs to be that way Meaning if your child is not consistent, but we can't accept them and that might be harsh to do with a current client It's been with you But at the end of the day like they're not paying you for anything They're investing into results The only way to actually help kids is if they're consistently training with you And the only way you can do that is if they're like actually locked into an agreement. That's like part two and then part three is So we have a deadline of when we're gonna do it you have the conversation You draw a line in the sand and then really what we want to do with part three is And this becomes a struggle for a lot of coaches that I see Particularly coaches that don't like to market themselves But the part three is it doesn't matter if a hundred percent of those people convert or if eighty percent of those people convert Another three or six months contract with you You need to be giving yourself Opportunities throughout the month to have more of those calls Because when you do that, it's not gonna impact you financially if 50% of your current clients Switch over to that and 50% don't Because you're not probably not gonna get everybody to switch over that and that's okay, but I would always challenge any coach That's trying to switch that model and I would say if they're not if your client isn't willing to switch that model Why are you trying them? If they want to come whenever they want, how is that helping you? It's not helping them It's not helping you it's not helping the business So we want everybody be on like a uniform thing So there's a lot of mechanics behind what I'm talking about Miguel and I don't know maybe reach out to me I'd be happy to talk to you more about that, but that's an overview of Chadwick. So yeah, it's not even close Coaches that offer three six and twelve month Membership programs are making And I and when I say stuff like this guys don't take it the wrong way I just I'm in this industry every second of the day like coaches that do that are making Significantly more money and their businesses are significantly easier significantly easier and I'm gonna give you an example like Ten minutes before we got on this call I was on a call with a coach that I'm working with right now and I've been working with him for two years So this is once isn't some like overnight success thing like he's been with me for two years but right now he only sells 12 month memberships and The way people pay is they have to pay up front But guess what he has three sales calls per day So he doesn't need to close everyone in his program But his program set up to where it's 3k to join and If someone wants to do a payment plan like they can but it has to be done really specific way But if someone can't commit to 12 months, he's not gonna take them on and the reason why he's that confidence because he knows the kids who get the best results are committed to at least one year and Everybody in his programs getting better over a year and that's what he wants. He wants that culture and environment set Period and there's a reason why every month. He's making way more money than most coaches out there It's because like he is selling a higher ticket item which Everybody that's in this group if that's something you want to do like you can it's really just the matter of changing how you run your business and It's taking the step from Doing it like per session to like nominate I want people more committed and the only way that really works though From what I've seen is you have to be more committed to yourself and Your business to offer something for 12 months or six months or three months. Yeah, it's night and day difference And I'm not gonna try to plug our coaching program in a nutshell like we do that like clockwork with people Every day because at the end of the day Running your business smoother and easier makes this my business more fun and you can actually help kids Versus worrying about money. We don't want anybody worrying about money. Yeah, I do suggest Building relationships with people but like you have to monitor your time to pay on how much time you have the best piece of advice I could give a lot of you in regards to building relationships, it's Talk to three new people per day. I have been telling people this for ten years Yeah, awesome Chadwick Yeah, three people per day and Everybody has Instagram everyone has Facebook taught network with three people per day in your local area. It's 15 per week Monday through Friday It's almost a thousand people per year that don't know you yet that will know you that have direct connections with kids It's easy. Yeah, best way to grow and retain weekly group sessions I would be running more free clinics and getting contact info from all the parents. I would run a direct Referral program with every single current client where if they refer a new client by February 1st they get the next month half off and I would start selling three month commitments because the way you retain people's they become they have to be more committed from day one Awesome Gary cool guys. I'm gonna bounce. I gotta get beyond another call here in two minutes But I hope this helped and I'll post in the group next time we do one of these calls. Thank you guys for joining Catch you later