 Hey coach, welcome back to the channel. If you haven't yet, make sure you subscribe to stay up to date with all the latest content we put out. Now, if you want to learn more about our Sports Accelerator program, right? This is a business coaching program that we have in our company that helps coaches to grow, to scale and get to the next level with their business, right? Book a free 15 to 20 minute call with me. Go into the description of this video. My calendar link will be there. Click on it and book a free call where I can learn more about your business. I can show you some actionable steps. And if we are a good fit, then I can teach you more about our business coaching program. Now, if you don't want to do that and you just want to send me a question directly, right? There's two ways to do this. You can either send me a question through WhatsApp, right? My number is in the introduction of this video. Send it through there. Or you can send me a direct email to makemoneycoachingsportsatgmail.com, okay? So, those are the ways that you can get in contact with me, connect with me, and I can help you with your business. Right, today I want to talk about free common objections you will face with parents when it comes to your training business. Now, I've got my own training business, which I currently run. I've been, I've had it for now over five years. I also, as you all know, work with coaches in mainly, mainly soccer, but also in other sports as well, okay? And the question I get asked a lot a lot of the time is, Leo, what are common objections? How do I handle objections, right? And how do I push through it so it doesn't affect my confidence? So, when I look at objections from parents, there's three very common ones that I see in this type of industry, okay? Now, the first one is a common objection is your training is too much money, right? So, your training is too expensive. We can't afford it right now. So, we can't commit. Now, this is a common objection and what I want you to also take into account that when you do hear objections, treat them all as complaints, okay? Because what might happen is that that parent has been shopping around and what they've probably been shopping around is on price. So, they've probably gone to two or three coaches before you who have offered their training for cheaper and then they come to you in the hope that your training was going to be cheaper, okay? And what they're trying to do is they're trying to lower your price to get it cheaper. Now, just because they say it's too much money doesn't always necessarily mean they aren't in a financial position to invest in you, okay? What you need to do is you need to treat all objections as complaints and if there is an objection about money and that it's too much then essentially what we want to try and do in order to verify that it is a money objection is we need to ask them really specific questions about pretty much what their child is doing when they're not training with you, okay? So, are they training with someone else, okay? What other activities do they do after school? What does their week look like? What does their schedule look like? Once you get a rough idea and ask them really good questions then you will realize that you know what? It might be a time objection rather than a financial one, okay? So, the best way to do this to overcome this type of objection where appearance is it's too much money is trying to really verify, right? By asking really good questions and then when you get to the point where you realize you know what? Okay, this is actual financial objection. They can't afford my program because maybe they're already training with two or three other trainers or they do multiple other activities that their parent has to invest in, okay? And they just haven't got the money to invest in you, right? That's okay, but as long as you can verify and you can do a deep dive into that objection and make sure that you know what? Okay, it is a financial one and perhaps they aren't a good fit at the moment, right? Don't take objections personally. Treat them as complaints until you verify them as an actual objection, right? The second one is we don't have time to train with you, okay? This one is really common. This is one that, again, should be treated with as a complaint because essentially what that parent might be saying to you is that the time and day that you are offering them doesn't work with their schedule, okay? Now, if you're doing group training, then it's very difficult to come to an agreement on a certain day and time that suits not just them as a family, but you as a trainer, okay? Because if you have to move a day and a time for one client, then you have to move it for the entire group, okay? So, if you do one-on-one training, this is a little bit more different because you can maybe accommodate that client to that set day and set time, okay? So, when you hear that we don't have time to train with you at the moment, when you hear that objection, right? See it more as a complaint to say, right, the time that you are offering us doesn't work during the week because my son is doing swimming, because my son is doing lacrosse, because my son is doing basketball, because he has other school commitments, right? So, once they give you that objection, then again, like I mentioned at the beginning, you've got to break down the objection step by step, right? And you do that by asking specific questions with regards to what they're saying to you, okay? So, try and ask them, okay, Mrs. Jones, if that day or time doesn't work, would there be any other day or time during the week that you may be able to commit to that we can maybe change the day or time of our training sessions, right? Now, if it works for your schedule, then I would encourage you to do it. If they turn around and say we can't commit, then essentially that objection isn't about time, it might be more about their finances and money, okay? Because if a parent has come to you, they've come to your evaluation session, essentially, in my eyes, they do have time, but what they're probably, the objection that is real to them is another one. So, what we have to do is we have to try and break it down to get to the main thing that they're most concerned about, okay? So, if it's not time, but they're telling you it's time, then it might be a money, it might be a money objection after all, right? So, asking the good questions and also offering them alternative days and times, if you can and if it's something that works with your schedule as a trainer, right? Now, the third objection that's a very common one is we don't want to commit for that long. So, if you are part of our business coaching program, what we encourage coaches to do, we encourage them to sell minimum three month packages. Now, that's the minimum requirement we ask. There's some coaches in our program that do six, nine or up to 12 months, but if you are selling a three month package to a parent and essentially what they're doing is they turn them around to you and they're saying we can't commit for that long, okay? Now, again, treat this as a complaint because what that parent may have done in the past is they may have trained with another trainer that runs their business on a week by week, okay? And this is what most parents are programmed to do when it comes to a private training. Most parents are used to going week by week with trainers and they're used to saying no to when they can't train, but if you're suddenly changing what they're used to and you're making them commit to three months, that can become a shock to them because they aren't used to it, right? So, when a parent says they can't commit for that long, don't take it personally, don't treat it as an objection, treat it more as a complaint to say, right, we've been used to training with other trainers and it's always been week to week and suddenly you want us to commit for three months which is something we can't do, okay? So, essentially what it is, it might be a fear of committing that long because they don't know if their schedule is going to allow it to sustain the program for that long. Also, it might be a fear of making a massive investment and then not being able to fulfill the three months, okay? So, treat them as complaints until you verify them as an actual objection. Now, what we say and this is something I always tell coaches is that if a parent can't commit that long to your program, then the alternative is maybe offering them, instead of going three months, you can maybe offer them a two-month package but what you do, essentially, is you charge more for those two months than you would be charging if it was three months, okay? So, if they were committing to three months, then they would get a discount if they committed but if they can't do that three months and you want to offer the two months, you can do that as well, we just charge a higher price because the commitment's less and the time that you are going to have with that client in order to get them results and achieve the goals you want to achieve is going to be a lot tighter and if you were going to do it three months, it would make a lot more sense to have them in three months, okay? So, in my business, when a parent says to me, we can't commit, in my program it's a 10-month commitment so when parents join my program, they essentially have to sign a contract that they're going to be staying in the program for 10 months. Now, I have had that conversation with parents where they say, right, this is too long of a commitment, we can't do it and that's fine because I've got to the point where I'm happy to fill our parents out that don't want to commit, okay? Now, what I do essentially is I have that really difficult conversation with parents and the way I sell it to them is I break it down why it's that long of a commitment. So, if you're a coach and you're looking to transition and sell three-month packages, what you have to say to parents is the reason why it's three months is because we have done this in the past where we've offered one-month commitments but essentially we haven't been able to achieve the results and the goals that our clients have wanted to achieve in that short space of time. So, what we tend to do well, what we do now is we space it out to three months where it's a longer commitment and we can go through a step-by-step process with that client and help them achieve their results and their goals that they want to achieve with us. So, if you want to see results with your child you need to be in the program for longer than one month or two months. I think three months is a pretty good commitment because essentially you can achieve results with clients in that long. The ones I've done when I was doing one-on-one training I do very minimum one-on-one training now everything's in groups but when I was offering three-month commitments minimum I was seeing results and transformations with the clients I was working but I was selling it to parents in that way I was selling it to like okay if you guys join and the reason why you're committing three months to a three months with me is because I can promise you that off when we get to the third month or at the end of the contract your child will be more confident they would have developed technically their skills right there'll be a completely different player and that will show when they're playing in their matches on the weekend okay so if you would need more help with this okay get in contact with me I make your mission every single day to connect speak with coaches help coaches with their business so as I mentioned at the start there's three ways you can do that first one visit the cannelly link in the description you can book a free 15 to 20 minute call with me if you don't want to do that then there's two ways you can send me questions you can WhatsApp me directly via text my number is in the intro of this video and also if you don't want to do that and you just want to send me a direct email you can do that as well to make money coaching sports at gmail.com all right thank you for watching and I'll see you on the next video