SECTION 1 - BUILD RAPOR

Hey, _________! What’s up? How are you……

SECTION 2 - FRAME THE CALL

I want to be respectful of our time today – we have about 30-40 minutes to talk and find out what is actually
stopping you from reaching your goals and how we can solve it forever. In order to do that, I am gonna ask
you a lot of questions, and what I want from you is to be 100% honest and open because that is the only way
of solving issues this kind for eternity. Are you okay with this, (name)?

SECTION 3 - DIAGNOSE THE PAIN AND GAIN CLARITY

 Let’s start from the top, (name). Tell me more about your goals. Why do you want to achieve them?
 Why is that important for you?
 What type of impact has that on you and in what way, though?
 What’s bothering you most about this? (challenges)
 I’m curious, what do you think got you into position you’re right now?
 How is that affection your life and what kind of potential long term effect do you think will leave on you?
 Is (pain) somehow affecting a little bit your family and friends?
 Do you think that (pain) is affecting little bit your self-esteem?
 How long have you been stuck?
 When we sum it up, in how tough position that put you in?

SECTION 4 - CONNECT THEM ON THE EMOTION OF POTENTIAL OUTCOME

 Let’s say if we would about to make you fit, create your own routine, how do you think your life would
be looking at that point?
 What would you be doing differently, with more ease?
 How would that feel? (walking 10kg lither, being more masculine…)
 How would your spouse feel?
 How will that affect your self-esteem, your family, friends, partner?

SECTION 5 - CREATE AND CONFIRM DOUBT

 What have you tried till now to (stop pain to get pleasure)?
o if nothing, ask them - Gotcha. Because you are not sure then what might can work for you,
what is for you actually important to find in a solution that is gonna work for you and provide you
(results)?”
 How is that working for you?
 What results did it gave you?
 How does that feel knowing you are not making progress at all using all those methods?
 Why do you think that didn’t work?
 What do you think was missing from that solution and that is really important to you?

 How confident do you feel you can achieve this all by your own based on what you’ve been
telling me?

 Got you. If you could find a solution that can help you achieve (results) with (important things)
would you do it? (qualifier)

SECTION 6 - CLARITY ON THE COST OF STAYING STUCK

 What is not knowing at the moment how to (find a solution with important things) costing you
monetary and non-monetary, (name)?

 What is going to happen if you don’t figure that out soon? How long are you willing to stay
stuck where you are with it costing you (monetary and non-monetary cost they’ve told)?
SECTION 7 - RECAP AND SUMMARY
Let me make sure I’ve got this right. From what you have told me so far, you want to (achieve pleasure
within desired timeframe), you’ve tried (what they’ve tried if they tried) and you can’t do that because
(pain and challenges). Is that right? Is there anything else I missed?

SECTION 8 - CONNECT THE DOTS

First of all, we’re going to show what you’re actually capable of doing with your body, (name). It’s not your fault
thinking that you need to be on some specific, restricted diets and spending hours and days at the gym or on a
treadmill to (achieve their goal) instead of using that time to (their favorite activities). How does it feel after all
of your trial and errors knowing you still have (pain)?
Now, that you’re aware that you don’t need to restrict yourself and think that problem actually is in you, next
what we’re going to show you is how you can eat what ever you want and what ever you love while burning fat
actively without spending hours and days at the kitchen by providing you nutrition which is oriented towards
your goals, specific needs and lifestyle. Do you see how by eating what you love you don’t have to hate your
life because you were eating foods you actually hate in order to lose more weight which you’ve been telling me
(what they’ve told me)
Now when you enjoy every possible meal you’re eating through out the day, next step we’re going to show you
is how you can train with minimal effort so you can achieve maximum results in terms of your look and feeling
so you don’t have to spend countless days at the gym, running, (activity they’ve told me they were doing in
order to lose weight). We’re going to provide you exclusive training protocol which you’re going to implement in
your routine based on what you have available such as gym membership, home equipment, sw park etc. Can
you see now when you know how you can train with minimal time spent on a training session how you will not
neglect time spent with your children? In fact, they’re going to get daddy with whom they can play even more!
Now, imagine we have a race car and we’re constantly changing tires through out the race season. We would
have decent results on the track but not the best. What do you think is missing here? Of course, habits! We’re
going to eliminate all bad habits and replace them with new ones so you can get fastest possible results! Do
you see how we’re looking whole picture here instead of you telling me…..?
And the last, but not least, after all your tries and getting wrong advices within that costing you (cost), we’re
going to hold you accountable and I personally will be there for you 24/7 to provide you support on your path
so you will never find yourself lost again.
What difference do you think this approach, with unlimited support and systematized process personalized for
you as a unique human being, will bring you, (name)?

Great! Here’s how we’re gonna actually do it.

This is about mentorship, not ordering you around but actually being with you and going through the process
together. As you know until now, you will be 1000% supported by me on everyday bases so we can achieve
(goal) and get rid of (pain) for ever.
We’re going to have at least 2 calls per week – QnA call and a strategy session call on which you’re going to
learn and understand every part of the process we’re doing in our mentoring program.
Beside that, you’re going to have life time access to our database of exercises and delicious and nutritious
meals which is constantly upgrading.

SECTION 9 - MAKE THE OFFER, DEAL WITH OBJECTIONS AND TAKE THE PAYMENT
So we covered all up. How would you like to proceed from this point?
The next step would be, if it’s appropriate, to set up everything for the beginning of your journey in EFM so we
can finally get rid of (pain), it is only 3000$ if you pay in full or 3500$ if you want to split the payment. At that
point, we’re going to schedule our on-boarding call on which we’re going to set you up and do specifications
for your lifestyle habits, nutrition and training program to make sure we can start asap to lose (pain) forever.
So, which option works better for you, (name)?

I NEED TO THINK ABOUT IT:

That’s not a problem. What’s the time frame you could come to me in a day or two to see if I will gona be
available for you?
I am not sure I will be available to you, I need to see what I have because it’s hard to get to me that randomly
just as I have a big team of clients. But, maybe this helps you – if you have calendar handy and I can pull mine
so we can book a specific time.
Okay, it’s (date and time). But before I go, what were you going to think of just to see what kind of questions
you may have when you ask me on (date).
MONEY OBJECTION
I hear you. When you say you don’t have money what do you think exactly?
If you potentially had funding, is this something that would work for you? (yes)
In what way?
How do you think you can resolve that and find funding so we could make sure that you (results)
Why would your (source) give a loan for you so you can (result). What is in for them?
What’s gonna happen if you go to them and they actually can’t give you the money? (I’m gonna find another
way)
If I may ask you, what other ways do you have beside your (resource)?
Why do you think they would give you resources to lose more weight?
SPOUSE OBJECTION
Yeah, that’s not problem. Tell me, how would your wife feel if you told her that you want to lose 40kgs?
But what if you go to her and she tells you that you can’t use your funding in order to lose 40kgs and feel
better? (she’s gonna say yes, she’s supportive)
But what if she says no? (I need to convince her)
How would you be able to convince her? What’s in it for her?
What do you think you should say to her do?

SECTION 10
POST SALE TO REDUCE BUYER’S REMORSE
Ok, now that we’ve done it let me tell you one big congratulations! You’ve made a serious step towards
achieving your dream goals. Now, I want you to do next – mark down in your calendar todays date with a start
next to it. When you look back in the future, you’ll know that the star represents the day you took the definitive
action that have changed your life – well done again!
Let me tell you what is going to happen next. We need to schedule our on-boarding call where I can explain
you in more detail how things are going to function, all documents and materials that I will provide you,
accesses etc. So, what date suits you best?
Now, one final thing… please remember you’ve taken the biggest step towards leaving (pain) behind and
started having and working on your (pleasure). You and I know that because we’ve been talking about It for
the last hour or so and we know it’s the logical choice. However, I can promise you that within the next 72
hours or so you’ll have a moment of questioning your decision. Not only that, you’ll talk to a friend (whilst they
mean well) doesn’t get it and will try to bring you down. Maybe you’ll even have something – like a big bill
come trough or you’ll feel less confident than you do on the call with me and your reaction will be to call me up
and say you want to quit. I am telling you this now so you know it’s totally normal – it’s your brain going crazy
and trying to get you back into your comfort zone where you’ve been stuck for the past (time they’ve been
stuck). So know when that happens, it’s not a sign to say you’ve done the wrong thing – it’s simply fear of
change because even positive change is scary! And, if that happens, just reach out to me and I’ll talk you
through it. Makes sense? Ok, great. And final one last thing, (name). As soon as we are done with our call, I
want you to write down 10 reasons why you must to this now and how it will feel in a few months when your
(pain) is a thing of the past. I want you to write it, feel it and send it to me so I can remind you of it in a few
months when everything has changed for the better. Deal? I want you to send it to me as soon as we finish our
call. Welcome again, (name)! I am really glad we are starting to work towards your dream goals and I’ll see
you on our on-boarding call!