INVITING

STOP SELLING. START HELPING.

YOU WILL GET ALL YOU WANT IN LIFE IF YOU HELP ENOUGH PEOPLE GET WHAT THEY WANT.

YOUR BUSINESS

BEGINS AND ENDS HERE.

The key to life changing work, income, freedom and purpose is your commitment to doing the vital behaviors day after day after day, no after no after no, with class, compassion, authenticity, heart and conviction.

 

  • We don’t spam.

  • We don’t bother.

  • We don’t poke.

  • We don’t sell out.

  • We don’t force anything down anyone’s throat.

  • You don't have to either.
     

I know inviting seems scary and uncomfortable at first, but it’s the #1 THING that will make or break your business. Your business rises and falls on people. You want to help people, you want change people’s lives, you have to talk to people.

each of the 4 vital behaviors

work to help us help more people.

1. INVITE = We have a heart to help

 

This isn't about just us. We want to pay health, wealth, happiness, positivity and opportunity to the people around us. We have conversations. We ask questions. We identify a problem and find a solution. We make recommendations. We look for REAL needs and find ways to use our community, our products, our lifestyle, our programs and our opportunity to serve others.


2. BE PROOF = We walk the walk

 

We have built in accountability on our own journey and live it out in our real lives and on our social media feeds. We are proof the products work by following and LIVING our programs (our results speak BEFORE we ever have to).
 


3. PD = WE INVEST IN OURSELVES

We intentionally invest in ourselves so we have something of value to add into the lives of others. The goal is not to be successful, the goal is to be valuable. Once you're valuable, instead of chasing success, it will attract itself and others to you.

 

4. recognition = WE TELL A STORY THAT SELLS

 

Beyond using recognition posts on social media and in our groups, we have the opportunity to tell the authentic stories of our products, opportunity and community. People don't say yes for logical reasons, they say yes for emotional reasons. We can passively invite by sharing results, establishing trust and including others in the work we are doing on our own or with our coaches and customers.

Stop for a second and truly think about what your life would be like without Beachbody.


 

NEW COACHES:

  • A NEW STREAM OF INCOME POTENTIAL

  • EXCITEMENT FOR WHAT'S TO COME

  • A SPACE TO UNAPOLOGETICALLY DREAM BIG

  • FINALLY FINDING A LIKEMINDED TRIBE

  • BELONGING TO A COMMUNITY COMMITTED TO GROWTH

  • SURROUNDING YOURSELF WITH POSITIVITY

  • HOPE FOR A WAY OUT OF DEBT OR A DEAD END JOB

  • PERSONAL ACCOUNTABILITY FOR YOUR FITNESS

  • NEW ROLE MODELS AND MENTORS



What if that was taken away from you?
What if someone decided FOR YOU that this wasn’t FOR YOU?
What if your coach never invited you or shared their journey?


 

veteran COACHES:

  • BECOMING DEBT FREE

  • FINDING YOUR BEST FRIENDS ALL OVER THE WORLD

  • MISSING OUT ON CHALLENGE GROUPS

  • CONTROLLING WHEN, WHY AND HOW YOU WORK

  • EVERY SINGLE COACH ON YOUR TEAM AND IN YOUR LIFE

  • CONFIDENCE IN ALL AREAS OF LIFE

  • DISCOVERING YOUR AUTHENTIC SELF

WHAT WOULD BE IN IT ITS PLACE?

HOW WOULD IT IMPACT YOUR LIFE AND YOUR RELATIONSHIPS?

WHERE WOULD YOU BE TODAY?


This is an obligation that we have.
 


It is doing someone a disservice not to ask them if they’ve ever CONSIDERED challenge groups or coaching. It’s deciding FOR someone what is FOR them.

 

It’s not our job to word vomit all over someone’s Facebook inbox, add them to groups without their permission, drink the Beachbody kool-aid and lose any sort of personal autonomy or hobbies and interests outside of fitness/coaching.

 

It’s our job to say,

“Hey, this has changed my life.

would you ever consider doing this with me?”

JUST CONNECT.

STEP ONE

We should ALL be connecting with new people every single day. When we stop doing that, our business stops growing. The sneaky part about CONNECTING with people is that we don’t feel the effects of stopping that habit… right away.

It’s sort of like good nutrition. Your challenger crushed their first 10 days of the 21 Day Fix, they dropped 4 pounds, they "earned" an appetizer, dessert and 2 glasses of wine. A week later, they are posting (or hiding) in your challenge group because “it’s just not working”.

 

Correction: They stopped DOING WHAT workED.

 

I know this intimately because I’m human and have seen this in my own fitness and business -- but I learned very quickly to OWN MY ACTION and OWN MY OUTCOMES.

One of my coaches had this epiphany on a team call after talking her struggles out loud with us. She had hit Success Club in January, but struggled in February. She then hit Success Club March and felt like this was a pattern that was developing.
 

She realized that the reason she had new customers and coaches joining her because of the connections she created the previous month. When she met her personal goal of Success Club 5 (because of the previous month’s conversations) she stopped having conversations and making new connections.

 

That lead to a month of struggling to find new customers and coaches because she didn’t feel the effects until a month later.

  • January's conversations lead to Success Club in February.

  • February's conversations lead to Success Club in March.

  • March's conversations lead to Success Club in April.


 

This isn't an exact formula. Some conversations lead to challengers and coaches ready to get started 24 hours after you first connect. For others, it takes years.

 

What we can guarantee is that when we stop talking to new people and connecting, we stop growing our business and helping new people.

business is not about you, what you want, or how fast you want it. It’s about customers: what they need and why they need it.

WHY are CONNECTIONS

and CONVERSATIONS so magical?

1. it warms up relationships + keeps you warm

 

Starting a conversation begins the process of "warming up" a "cold relationship" with someone that you don't know or someone that you haven't talked to in a long time. It offers an open door to start conversations about what you're doing, posting about and based on the way you talk to and treat them, can lead to questions about your business or challenge groups.

These conversations also keep you warm. You don't build a business, you build up and serve people, and they build your business. This is relationship marketing and requires people skills. Even if you have zero charisma or confidence, everything is teachable and can be learned with practice.

Networking is not a one time event, it's a life long process. Skills and success come from consistently meeting new people, starting conversations, following up and keeping in touch.


 

2. your posts start showing up in their newsfeed more often

Direct messaging and engagement cause your posts on Facebook and Instagram to begin showing up more within their newsfeed. Social media platforms have ever changing algorithms that seek to deliver the most relevant posts to a person’s newsfeed. If you start commenting, liking and messaging about ANYTHING to someone, your posts will be that much more relevant in Facebook and Instagram's eyes.

 


3. You begin to build a relationship and rapport of trust and authenticity with people that you care about.

 

Start sharing your story more. Start serving more people. Start loving your work. Start giving more and you'll start receiving more. If people like you, they will listen to you. If people trust you, they'll do business with you. Believe it or not, simply having conversations on social media is a huge part of building your business.

I know how important it is to ALL of us to stay in a place where a person is not a bullseye with a challenge pack on it, but no matter your reasons, this part is critical.

 

You want to build a business

(and you need customers/coaches to have a business)

 

You just want to help people feel better

(encouragement, conversation and connecting does that).

 

We have the tools to fight obesity in one hand and the tools to fight financial hardships in the other. You’re not a super-villain with sneaky motives for tricking people into your evil scheme that offers no refunds -- you’re a super hero and you're just saying hey.

DRINK SOME ENERGIZE. PUT ON SOME GANGSTA RAP.

THE HARDEST PART IS GETTING STARTED.

STOP LIMITING YOURSELF AND JUST GET IT DONE.

 

CONNECTION TECHNIQUES

 

1. F.O.R.M (FAMILY, OCCUPATION, RECREATION MESSAGE)

FORM is a term that you will hear in sales, marketing, recruiting and entrepreneurship (whether we’re talking real estate, a new start up business, a networking event, a conversation starter or an intentional invitation).

 

It’s an acronym that stands for: FAMILY, OCCUPATION, RECREATION, MESSAGE and it’s a formula that you can always count on. Ask about their family, what they’re currently doing for work, what they do for fun or what’s new in their lives --- and naturally, they will start to ask about YOU in return.

This is where you can tactfully, organically and authentically share bits and pieces of your excitement for what you’re currently doing in your life:

THEM: Teaching is going great! This week was exhausting and just trying not to get sick. I definitely can't wait for winter break but I love the new school that I'm at. What about you?

YOU: Work is awesome! I am loving this new role at the PR firm that I’ve been at for the last 3 years. I decided to start my own business on the side as a passion project too! I worked so hard for my degree and this position, but I was feeling unfulfilled -- so it’s been a major blessing to have an outlet where I can help people.)

Not icky, right? A planted seed. Two months from now, your old college roommate could be feeling unfulfilled in her career or desperate to lose the 10 pounds she gained over the last 6 months. Connection. And you better believe she’ll keep her eyes peeled for everything you post on social media. So it’s up to YOU to share YOUR growth as a daily coaching preview.

You do NOT have to be a full time coach to share your journey, make connections, work on yourself and trust the process - consistently.

 

Sharing that the best part of your day is checking in with your challenge group, doing your workout, reading personal development, setting big goals and crushing them -- that’s RARE, ATTRACTIVE, EXCITING and FUN TO WATCH.

 

Very often the “full time coach effect” can work against a coach, because it’s much more relatable to be a busy mom, career woman, full time dad and provider for your family, commuter, student, etc. You are in your sweet spot right now, so don’t waste it.

FORM QUESTION EXAMPLES

  • How is your family?

  • What are you doing for work right now?

  • How long have you been working there?

  • How did you get started in that field?

  • Tell me about your job/business?

  • What is the best part of your job?

  • What is most challenging?

  • How did you choose your job/profession?

  • How long have you been married?

  • How did you guys meet?

  • I love your shoes, where did you get them?

  • What do you do for fun around here?

  • Do you go to church in the area?

  • HOW ARE YOUR KIDS? How old are THEY NOW?

  • What’s it like having twins?

  • Where are you from?

  • Are you still living in CHICAGO?

  • Where did you grow up?

  • Do you still have family there?

  • Why did you move?

2. BREAD CRUMB

Take things slow. Don’t go for the kill right away. I want you to think about being single at a bar. If someone sat down next to you, didn’t ask you your name, how you were doing, why you were there or what your life is like -- they went straight for the kill, you almost undoubtedly would run in the opposite direction.

When someone asks about coaching, your social media progress posts, Shakeology or what program you’re doing -- don’t make the mistake that I, and many coaches make: WORD VOMIT. If they ask questions, tell them a little more. Then you ask a question, then a little more.

SO MANY of you are totally terrified

of saying too much -- so don't.

 

Below are a list of questions and more information on how to ask REALLY good ones -- if it wouldn't come up naturally, don't ask it.

 

Ask yourself:

  • does this make sense?

  • Does this FEEL real?

  • Would I want someone to talk to me this way?

This business is a LONG-TERM business. Meaning: what you do today determines your income, a year from now. The conversations that you start TODAY, will eventually be picked up a week, a month, or 3-6 months from now.

 

It seems like they're going no where, but it's simply a TOUCH and a RECONNECTION and a tool to develop trust and a "hey I'm alive" moment with the people you have in your life.

We simply want you to BE the person that makes the first move and let's THEM know that YOU care - because most people don't feel like many people CARE about connecting with them.

You TALK THE TALK - and it may be a few little bread crumbs, and then you WALK THE WALK. The second part is the most important. You've alerted people that you're alive, you're interacting, you like to connect and you CARE. They're watching, they're noticing you, they're thinking of you -- now YOU need to get to WORK with the kind of content that you post on social media. Because someday soon you're going to post something that they WILL ask you about.

And because you started the conversation, because you showed them that they are seen and they matter, they feel safe to put THEMSELVES out there and there and you left an open door.

spread some love. burn some calories.

put in the work. raise the bar a little higher.

show them what's possible. repeat.

3. ask the right questions

The questions that you ask a prospect are more important than anything you could say. If you don't ask questions, you're going into the invitation blind and will waste both of your time.

 

Every sale has 5 obstacles:

 

NO NEED

NO MONEY

NO HURRY

NO DESIRE

NO TRUST

By asking questions in conversation, you can find out what your prospects needs, values, wants, struggles with, hopes for, is motivated by and is afraid of.​

 

Before you can get REALLY GOOD at asking the right questions, we have to talk about the two different types of questions: open-ended and closed-ended.

An OPEN-ENDED question requires a full answer using your prospect’s own feelings. The more OPEN-ENDED questions YOU can ask THEM, the better -- it’s what keeps a conversation going.

OPEN ENDED QUESTION EXAMPLES

  • How was your day?

  • Catch me up!

  • How can I help you today?

  • What made you contact me?

  • What do you want to achieve?

  • What is most important to you when it comes to workouts?

  • Can you help me understand what you're looking for?

  • What's your biggest frustration right now?

  • What has not worked for you in the past?

  • Can you tell me more about ...?

  • What was your previous experience with ...?

  • What has worked for you in the past?

  • What frustrated you the most about ...?

  • What is the best outcome I can help you achieve?

  • What would prevent you from starting?

  • What would stop you from becoming a coach?

  • What would make this conversation feel successful for you?

  • What restrictions do you have?

  • What is the most important thing that you're trying to achieve?

  • What is the most important thing that you're looking for?

  • What happened after....?

  • What are some of your goals?

  • What works best for you?

  • What is the biggest risk in your eyes?

  • What does success look like in your life?

  • How would it feel if you could make that happen?

  • What would be the scariest part about that for you?

  • Forget these programs for a moment, how can just help you?

  • What’s most important to you?

  • What would happen if you “failed”?

  • What do you love about working out?

  • What do you hate about working out?

  • How would you describe your nutrition?

  • Where do you see yourself when you think of “healthy”?

  • If you knew you could try it and get your money back, how would that change things?

don't find customers for your products.

find products for your customers.

Open ended questions begin with: why, how, what, describe, tell me about, or what do you think about? Although some examples aren’t technically questions, they still give the same result.

Closed-ended questions bring conversations to a screeching halt because they are answered in short or single word answers. They don't invite people to elaborate, talk about themselves, or give you any more information about THEM. Remember, the more YOU talk, the less valuable the conversation. 

If you want MEANINGFUL answers, close-ended questions will shut the conversation down. One word responses make it almost impossible to build a significant relationship.

 

Think about the way you respond to a partner or parent or friend when you’re looking to build up a wall when you’re angry: yes, no, okay, I’m fine. (We all know, “I’m fine” never means “I’m fine” LOL)

You may be asking more close-ended questions than you realize. Make sure to avoid: are/was, did/didn’t, will, won’t, didn’t, aren’t, would and if.

But CLOSE-ENDED conversations aren’t always bad,

when they end with a YES.

 

The more that you can get them to answer with YES, the better -- because you’re pointing them in the direction of something that they want.

close-ended yes questions:

  • Was that helpful?

  • Does that make sense?

  • Do anything of those things speak to you?

  • Could you see yourself being successful with a program like this?

  • Is that something you would ever consider trying?

  • Does that sounds like someone that you would have fun doing?

  • Have you ever considered doing what I do?

  • Do you want me to check back with you next month?

  • Is the 25% discount something you would be interested in?

  • If we were to work together on this, would that make you feel more confident?

You can use open-ended questions to expand the conversation after asking a closed-ended question to gather a fact or one word answer.

 

You can then TAKE that response and build an entire conversation of open-ended questions from there. This can actually be REALLY fun and challenging. Creativity is one of the greatest results.

 

Certain open-ended questions require responses that encourage people to EXPAND their thinking, like: “What would happen if you…?”

It’s so important to remember that whatever ENERGY you apply to something, that’s what you’ll get in return. If you feel stressed about this, you’ll feel stressed when having conversations.

 

What I challenge you to do is CHOOSE to apply FUN, ADVENTURE, CURIOSITY and GRATITUDE toward what you just learned and what you do as a coach. You will ALWAYS be able to use this skill set in ANY situation and your business grows as you get better at it.

If someone starts to resist or not respond, chances are they aren’t understanding where you are going with your line of questioning, they are uncomfortable or they don’t want to answer what you’re asking. A good way to follow-up would be with a simple explanation like, "Just wanted to send you some love, you were on my mind.” -- don't apologize, don't beat yourself up and remember that they are busy people living busy lives.

⠀⠀

No response does not mean no interest.

 

It could mean: my life is crazy, I don't check my inbox often, my plate is full, I'm overwhelmed at work, the kids are crazy, I didn't see the notification. An EVEN BETTER reason to share content (original or repurposed/shared) about how convenient working out from home is or ways YOU stay productive.

And no matter what, make sure you LISTEN. Asking the right questions is meaningless if you don’t listen to the responses -- and you’re not just “listening” until you get your next opening to respond.

 

We are all guilty of thinking of the next question without paying attention to the answer first. We will all miss incredible opportunities for follow-up questions if we don’t listen.

VIDEO TRAINING:

ASK THE RIGHT QUESTIONS, GET THE RIGHT START

fear is just a badass adrenaline rush that you get when you are growing. DON'T FEAR FAILURE.

FEAR STAYING EXACTLY WHERE YOU ARE.