MC INDUCTION

8 STAGES
OF THE
MEMBERSHIP SALE
 GOAL SETTING
Different type’s of ‘GOALS’

The single most important

factor for all peak performers
is goal setting, and motivation.
CAREER GOALS Peak performers are
obsessive goal setters with
compelling internal goals.
Setting goals sets our
PERSONAL GOALS subconscious to work
immediately on achieving our
goals, and also makes us
PHYSICAL GOALS sensitive and aware of the
opportunities around us that
we can use to achieve them.

SPIRITUAL GOALS
 HOW ARE YOU
MAXIMUM INFLUENCE GOING TO BE A BETTER
PLAYER?
At any specific moment, your behaviour is as a result of your
‘state’ – this is a particular condition of your mind or body

The 4 things that determine your ‘state’ at any time, are:

1. The way you use your body;
2. What you CHOOSE to focus on will determine how you
feel at that moment;
3. ‘EI’: how effective you are at managing your Emotional
Intelligence:
 Ability to motivate yourself
 To persist and persevere
 To control your impulses
 To delay gratification
 To regulate emotions
 To deal with others

 To make others feel special by overtly

demonstrating that you care
To influence someone, you need to be
4. Your set of beliefs
in a peak performance ‘state’ yourself
 BUILDING HIGH
VALUES - BELIEF SYSTEM “You PERFORMANCE TEAMS
see things and say “why”. I dream of things and
say “why not?”” George Bernard Shaw

 Values and beliefs determine why you

do anything. They determine purpose;
and support (or limit) your capabilities

 They are qualities you hold important to

the way you live your life (honesty,
health, integrity, etc).
These values are the criteria against
which you make decisions
 MEASURING PERFORMANCE

Values & Behaviours

Good with people but Good with people &
not good results good results
Professional Reward & Promote
Training

Not good with people Not good with people

& not good results but good results
“Trade Them” Behaviour Training

Performance Results

Pippa Baddeley, UK National Sales Support

 VIDEO CLIP

COACH CARTER

JERRY MAGUIRE

GLENGARRY GLEN ROSS

BOILER ROOM
 ESTABLISH YOUR VALUES AND IDENTIFY YOUR
GOALS
• What are the FIVE things you VALUE MOST in life?

• In 30 SECONDS (or less), write down the THREE MOST IMPORTANT goals in YOUR life.

• What would you do if you won £1,000,000 in the lottery tomorrow

• How would you spend your time if you learned TODAY that you had ONLY SIX MONTHS to live?

• What have you ALWAYS wanted to do, but have been too afraid to attempt?

• In looking back over your life, what gives you the greatest FEELING OF IMPORTANCE? (You feel great
about YOURSELF when doing this particular thing).
CONT….
On a scale of 0-10, how to rate the following areas of your life, 10 being perfect

•  Physical (i.e. wellness, health, fitness levels)

•  Career (e.g. Right career, motivated, travel time, enjoyable and fun environment,
stimulating peers, advancement opportunities, mentors, etc.)

•  Financial (e.g. Income, cash flow, current assets, vehicle repayments, liabilities,
insurance, holidays, retirement planning, education planning etc.)

•  Emotional/family and relationships (e.g. Quantity/quality time with loved ones,

Holidays, romance, sense of belonging, friendships, love, soul mates etc.)

•  Personal Development (e.g. Self-education, interests, personal ‘outlets’, hobbies)

 GOAL SETTING
Less than 5% of people have goals & less than 1% have written goals.

In 1953, a business study was done on Yale University graduates. They

were asked several questions:

• Have you set clear, specific goals for your life?

• Have you written them down?
• Have you made plans to achieve them?

Only 3% had done the above!! 20 years later they interviewed the same
people, they found that the 3% who had set goals in 1953 were now
worth more (in financial terms) than all 97% of the others put
together!!
 TYPE OF GOALS
• Physical Goals

• Career & Professional Goals

• Financial Goals

• Emotional Goals (family and relationship)

• Personal Development

• Spiritual Goals
 WRITE DOWN YOUR GOALS

A GOAL THAT IS NOT WRITTEN DOWN IS A WISH

Write your goals under each of the headings in your workbook . .

.

. . .and remember be. .

VIVID, CLEAR AND PRECISE!

 COMMIT TO YOUR GOALS…
Back your plan with determination to never, ever give up. The best plan on earth will
not work - unless you do! Do NOT quit at the first sign of defeat. Remember, “The
quality of persistence is to the character of man what carbon is to steel”.

Two points on persistence:

• Success is inevitable as long as you keep on “ keeping on”;

• Self-discipline is persistence in action!

SUCCESS IS AN ATTITUDE!

I commit myself to achieving these goals.

………………………………………..
 VIDEO CLIP

COACH CARTER

JERRY MAGUIRE

GLENGARRY GLEN ROSS

BOILER ROOM
 SUCCESS IS AN ATTITUDE

A negative attitude makes goal setting a difficult

process . . . . Remember the difference
between being in the presence of a Tiger or a
Sheep . . .

Which would you rather?

 Its never you Confusion &
Laziness fault procrastination
rules

No idea
Moan, blame
and
“HE WHO KNOWS WHAT A SHEEP IS commiserate

FOLLOWS THE CROWD AND BLEETS

ACCORDINGLY”
Blinkered &
narrow Shy away . .
minded

Worry about Under budget is ok, Near enough is

the weather good enough
Over budget is a bonus
Pippa Baddeley, UK National Sales Support
 VIDEO CLIP

COACH CARTER

JERRY MAGUIRE

GLENGARRY GLEN ROSS

BOILER ROOM
 GOAL SETTING SHEET
Rewards – what
does achieving Commit to your
these goals mean to goals – confirm
you? them and sign off
Consequences –
can be put in place
to get you back on
track if you fall
behind. Focus Put your goals
Points – What do I into
need to concentrate perspective . . .
on to ensure I what does this
achieve? mean on a daily
basis?

Personal Goals,
these can be
directly affected
by you
professional
achievement
 THE SALES FUNNEL

YS
TIO

DA
ATE
LS

RA
AL

CH

SS

S
NE

CORPOR

L
C

RA
RE A
How will YOU

NE
GE
E
V IC ‘FILL THE

ER
LL
D

OUT
FUNNEL’?

WE

F
R

LE A

RE
E S

NEW BUSINESS EVERYDAY

WHO TO CONTACT?

30 NEW CONTACTS

8 NEW APPOINTMENTS

8 BOOKED PRES.
(within 24 hours)
6 PRESENTATIONS
M.P.C.

Minimum
3 SALES Performance
Criteria
2 GET RESULTS
PACKS
15 REFERRAL (POS)

25 NEW LEADS
DEFINITIONS
 SALES RATIO’S
Ratios are a quick and easy way of checking to see how effective
you are with your sales activity. All professional sales people
know their ratios and are constantly striving to improve them.

Appointment to - Total appointments divided by total contacts

Contact

Show – Total presentations from appointments divided by booked

presentations

Close – Total Sales divided by total presentations

Contact to Sale – Total Sales divided by total contacts

 MC EVALUATION
MEMBERSHIP CONSULTANT APPRAISAL

MEMBERSHIP CONSULTANT: CLUB:

DATE
REVIEWER

PERSONAL PERSONAL APPEARANCE N/A

GOOD
5 4 3 2 1
POOR
0
APPEARANCE General Appearance
Clean, ironed clothing.
Well groomed.
Do you look professional? Clean, (polished) shoes.

WORK SPACE
Total
WORK SPACE N/A 5 4 3 2 1 0
Work-top tidy and orderly
Flip-file updated and accessible.
Filing completed and
stored. Is your working
SELLING SELLING PROCESS
Total
N/A 5 4 3 2 1 0 environment clean and
PROCESS Greeting
Introductory questioning.
tidy?
Needs Analysis
Customised club tour.

8 stages of the Tie-down & trial Closing

Timeline

membership sale, how Price presentation

Dealing with objections.

did you do? Close.

Referrals (3)
Effective listening
Total
INCOMING CALL N/A 5 4 3 2 1 0
Greeting
Voice tone and
INCOMING CALL
enthusiasm.
Questioning technique.
Dealing with objection. DO you stick to the script?
Appointment setting.
Confirmation and “Thank you".
Total
GENERAL N/A 5 4 3 2 1 0
GENERAL
KNOWLEDGE
Programmes
Benefits of Exercise
KNOWLEDGE PERSONAL
Total
N/A 5 4 3 2 1 0

What’s going on in the

Proactivity
MC’s enthusiasm.
PERSONAL
MC’s creativity.
club, how’s your fitness Personal Administration.
Are you proactive and enthusiastic?
Total
knowledge? TOTAL POINTS:…………. OUT OF 150 =…………..%
APPRAISAL
 VIDEO CLIP

COACH CARTER

JERRY MAGUIRE

GLENGARRY GLEN ROSS

BOILER ROOM
MPC
Pure Fitness
 THE 8 STAGES
FOLLOW UP PROSPECTING

REFERRALS MEET &

GREET

OVERCOMING
OBJECTIONS NEEDS
ANALYSIS

PRICE PRESENTATION THE TOUR

 PROSPECTING
PROSPECTING

Prospecting is the process of creating

qualified ‘traffic’ in your club, and is also
referred to as ‘Generating Your Own Business’.
Generating new business is fundamental to
your success as a membership consultant at
Fitness First.

There are various different ways to gather fresh new

leads for your business, lets take a look . . . .
 LEAD GENERATION
There are 3 ways that leads may be generated

• Not Self Generated

• Club Generated

• Self Generated

Lets take a look at this month marketing materials

 CORPORATE/HIGH STREET REFERRALS

BANKS DEPARTMENT STORES POS 3 X SALE 300

SUPERMARKETS WHOLE HIGH STREET REF DESK 4 X 50 200
DIY STORES ENDLESS LEADS! GYM FLOOR 3 X MC X 20 SHIFTS X 5 300
PHONE SHOPS BUDDY WEEK 10 X 14 40
FASION STORES SEM 2 LEADS PER CLASS 80

400 1020

200 SALES
=
2000
LEADS

MARKETING WELLNESS DAYS

SET UP
SUPERMARKETS
GAZEBO BALLOONS
100 UNI’S
BANNERS MOVE THEM WEEKLY 4 X STAFF LEAFLETS
SHOPPING CENTRES
LEAFLETS 5000 @ 3% RETURN 150 UNIFORM MUSIC
TRAIN STATIONS
A BOARDS ASSIST IN OUTREACH 50 FITNESS KIT AEROBIC
CHARITY RUNS
DEMO’S
OVER PRINTS REACTIVE PROMO’S 250 SPORTING EVENTS
CORP COMPANIES 6 HRS X 50 X 4 A
MONTH

550 1200
 OUTREACH/STREET REACH
Outreach (or ‘street reach’) is the process of approaching people in high-traffic locations with the
primary aim of getting their contact details and setting appointments.
 TELEPHONE TECHNIQUES
In order for you to become successful as a membership consultant, it is vital that you not only
develop strong skills on the telephone, but also effective work habits during your phone
canvass sessions. Here are some important ingredients to help you do this.
Telephone script:
Have your script on the table and role-play prior to making the calls. Rehearse your scripts regularly.

Be organised:
Make sure that your work place is organised so you have what you need at hand, and in a tidy order
(leads, a pad of Telephone Tracking Sheets, stationary, sales folders, etc).

3.Success diary:
Have your Success Dairy (DAS book) in front of you at all times.

4.Posture:
Have a smile on your face and an upright posture. Do not speak down into the phone.

5.Be efficient
Be efficient by prioritising and maintaining good quality leads. Continuously evaluate your progress so
you can improve your skills. The best consultants know where their business is coming from
every day – take the time to understand which sources of leads are giving you the best return
and take steps to maximise these.
 CONTACT TYPES
In general, there are two types of contacts that can be made:
New Contacts Follow up Contacts

PHONE IN’S CALLING PEOPLE

WHO:

REFERRAL CALLS
YOU HAVE
PRESETED TO BUT
GUEST PASS CALLS NOT JOINED

APPOINTMENTS
LEAD BOX CALLS
THAT HAVE NOT
SHOWN UP
COLD CALLS
YOU HAVE SPOKEN
TO BEFORE
 R
Do you know where the club is? I
‘Good morning/afternoon/evening
Great, just to confirm (their name) your appointment is on N
(your name) speaking how may I
(date) at (time) at the club, I do work by appointment only G
help?’
so if for any reason you need to re-arrange please give me R
‘Certainly, could I just take some details
a call on this number and let me know. I
in case we get cut off, what’s your full
When you arrive at reception, ask for me (your name) and N
name . . . . contact number? ’
I will be with you straight away. G
Thanks . . . Bye! 

‘GREAT!!! We definitely have the facilities that

will help you achieve your goals. What I would How did you hear about the club?
like to suggest and I’m sure you’ll agree is if we Have you been to the club before?
invite you down to the club to show you these Is the membership for yourself?
areas, we can go through this in more detail. I have
an appointment at . . . . or . . . . which would you
prefer?’
Are you currently exercising?
Yes: What sort of things are you doing?
Where?
How many times a week?
Are you achieving the results you want?
No: When was the last time you did any structured exercise?
Did you achieve the results you wanted?
(if yes, why did you stop?)
What sort of things are you looking to achieve by starting regular exercise
(again)?

REMEMBER! CREATE RAPORT WITH YOUR PROSPECT AND . . . . SMILE!

 MEET&GREET
How do you feel when you walk into MEET &
somewhere new? Probably slightly GREET
intimidated and out of your comfort zone?
The same goes for our prospect. Therefore,
your job is to make sure your prospect feels
comfortable and relaxed, and is aware of
what is going to happen to them.

You never get a second chance to make a

first impression, so make sure it’s a good
one!
 10:10:10 PHILOSOPHY
Let’s take a look at the 10-10-10 principle:
First 10 seconds Your prospect will judge the environment. Is it clean, friendly,
and professional? They will do this before they even meet you.

First 10 feet Your prospect will judge your appearance and make an
immediate opinion… FACT.

First 10 words Your introduction is key, you only get one chance, be positive
and professional without being overbearing, practice your
intro and stick to it!
 FIRST IMPRESSIONS
EXERCISE

Introduce yourself to 3 people who you have never met before . .

...

Here comes the fun bit . . . .

Ask them what are their first impressions of you . . . . . !
 BRIEF OVERVIEW
At this point we need to summarise what the next 20 minutes
will look like. The majority of our prospective members will at
least have some sort of idea of what is going to happen. In
some instances, they do not paint a positive picture for
themselves, so it is important therefore that we put their
potential fears at rest. This is also a great opportunity for you
to subtly take control of the selling situation.

“He who asks the questions controls the

conversation”
 QUALIFYING QUESTIONS
You need to ask qualifying questions for two main reasons:

1) To qualify the prospect to help later on in the presentation

AND

2) To give you an opportunity to open up the conversation with your prospect.

Get them talking about themselves and their reasons for coming into the club.

People buy from people they like and trust.

So, the quicker you can establish rapport with your prospect, find some common
ground and show a genuine interest in them as a person, the quicker you can gain their trust and
the easier the remainder of the selling process will be.
 ICE BREAKERS
If you don’t mind me asking (name):

• Have you been to our club before or any other club? (likes/dislikes)

• Do you live or work in the local area? (corporate opportunity) Provides you with a chance to
fill in the ‘Personal details’ section as you go.

• Is the membership just for you? (establishes your audience and is your 1st trial close
question)

• Can you spare me 20 minutes to show you around the club? (ensures an uninterrupted
presentation and leads your prospect into the positive habit of saying ‘YES’)

TIME FOR ROLE PLAY . . .REMEMBER, PRACTICE MAKES

PERFECT!
 NEED ANALYSIS
A needs analysis is a systematic way of
getting to know what the prospect’s health
and fitness needs and goals are. This is NEEDS
usually done by asking the prospect ANALYSIS
lifestyle-related questions about themselves.
Listening to their answers is as important as
asking them the questions.

The needs analysis is by far the most important step

of the selling cycle
 KEY POINTS TO CONSIDER
• Ask open ended questions . . .
• People buy on emotion . . .you need to find out their
needs to help the make the decision
• Build rapport with your prospect . . .
• The more you find out about your prospect the
easier it will be to overcome objections . . .

Most importantly . . .LISTEN to what they are telling

you, it’s all about them not you!
NEEDS ANALYSIS
Pure Fitness

Pure Fitness
PERSONAL DETAILS
PAGE 80

How did you hear about us?

What motivated you to come in today?
WHAT RESULTS DO YOU WANT TO ACHIEVE?
ARE YOU CURRENTLY EXERCISING?
WHAT KEPT YOU FROM STARTING SOONER?
 THE IMPORTANCE OF SUMMARISING
THERE ARE THREE KEY POINTS TO COMPLETE:

1. Summarise the information your prospect has given you during needs analysis;
this demonstrates to the prospect that you have been carefully listening to them

2. Overcome any objections that may have surfaced up to this point

3. Before moving on to the personalised tour, you must ascertain how much your
prospect is looking at spending per week to achieve his/her goals
 TIME FOR SOME ROLE PLAY

With the person next to you role play needs

analysis . . . Try and find out at least one
interesting fact about the person that’s not on
the sheet!
 THE POWER OF QUESTIONS
‘WWWWH’
• WHAT?
• WHICH?
• WHY?
• WHEN?

AND . . . .

• HOW?
FFFW NEEDS ANALYSIS

Pure Fitness ROLE PLAY!

 THE TOUR
The objective of the Personalised Tour is to get
your prospect emotionally involved and help
them to envision themselves using the facilities and
services and getting the results they want

THE TOUR

Your aim is to bring the club to life in your

prospect’s mind, allowing them to visualize
achieving the results they have walked in to
achieve and to help them picture how good they
will feel once they have achieved this.
 HOW NOT TO DO IT…
“T h
.” is b
ht .. uild
r rig ing
you wa
on sb
d uilt
“An in
...
”

“Ple ..
ase r.
look t e
to la
you
r lef ours
t..
.” 2h
 EXAMPLE STAGES OF THE TOUR

LETS TAKE A LOOK AT HOW IT SHOULD BE DONE!

RECEPTION
“This is our reception area, all you
need to do when you arrive at the
club is hand your card over the
desk and the receptionist will
swipe you in . . . .this is also
where you can buy a number of
different products such as sun bed
courses or Multipower drinks . . . If
you ever need to find something
out always ask at reception and
they will be pleased to help . . . .
Etc”
 CARDIO AREA
“Next we come to our cardio area which is made up of various different types of
equipment such as treadmills, cross trainers, rowers and bikes. You mentioned that
you want to lose weight well cardio is the bets way to achieve the results your looking
for . . . Is there any particular machine you have used before or would prefer? . . . All
the equipment is linked up to our cardio theatre . .all you need to do is plug your
headphones into this small box and then enjoy one of the TV channels or radio
stations . . . Its great because it makes time go faster! Do you think you’d use
this?. . . . Etc”
 WEIGHTS AREA
“There are two different types of areas dedicated to weights, the
resistance equipment and also the free weight area . . . Have you used
any of this equipment before? . . . Resistance weights are machine
assisted and are great for toning as you can see we have upper body
at the back, stomach and ab’s in the middle and lower body at the front
. . . Each machine also has an instruction card on it which shows you
how to use the machine and which part of the body it works. . . .
Free weights can be found in this area and
again we have a wide range of equipment to
ensure you work every aspects of your body.
. . . Can you see yourself using this
area? . . . Etc”
 STUDIO
“I know that you mentioned earlier that
you were interested in classes . . . This
is our studio and as you can see its well
equipped for all the different classes we
run . . . Currently we have 40 classes a
week all of which are included in your
membership . . . Exactly there’s no extra
cost! Our classes range from low
impact classes such as yoga and
Pilates right up to more intense classes
such as body combat and Spin . . .
Which classes would you be most
interested in? . . . Also, when there are
no classes on you are welcome to use
the studio at your convenience . . .etc”
 NEED, FEATURE, BENEFIT, FEEDBACK
Your aim is to bring the club to life in your prospect’s mind, allowing them to
visualize achieving the results they have walked in to achieve and to help
them picture how good they will feel once they have achieved this . . .

NEED:

FEATURE:

BENEFIT:

FEEDBACK:
 TRIAL CLOSES
Trial closing involves getting the prospect to start visualizing where they will
actively be doing their program and interacting with other members as if
they had already joined the club. Such closes are also a highly effective
way of helping the prospect paint a vivid mental image of the results
he/she will achieve once an exercise program has been commenced.

(examples of trial close questions)

 PRICE PRESENTATION
Once you have completed the tour, you will
arrive back in the lounge. Ensure your
prospect is comfortable and continue with
the timeline technique

PRICE PRESENTATION

Take your prospect through their fitness

journey . . . .remember the key to maintaining is the
Results Pack, be visual and draw it on the time line. . . .
Lets practice!
 THE TIMELINE
Move to the next
stage . .and talk about The last stage is maintaining
the result pack! what you’ve achieved so far . .

Emphasise
the good
areas . . . RP
. . . And if
Then the you
bad . . . don’t . . . . its
back to
square one!!

Refer to your manual for some role play!

 FFFW PRICE PRESENTATION

Refer to you manuals

for some practice and
role play!
 CLOSING
Closing is a crucial factor in selling. Closing should not be
attempted until the prospect is ready to buy. This is identified
once the feedback, tie-down close questions and trial closes
have produced positive responses. There are many effective
closing techniques.

Choose the one that’s:

• The one you feel confident in delivering

• The one that matches their personality
• The one that matches the intensity of their buying responses
 VIDEO CLIP

COACH CARTER

JERRY MAGUIRE

GLENGARRY GLEN ROSS

BOILER ROOM
PAGE 101-103

THE DIFFERENT TYPES OF CLOSE

• The Assumptive Close Get the prospect to agree with you by asking
questions that require them to give a “YES”

• Alternate Choice Close Give your prospect only two options to choose
from

• Reduction to the ridiculous Reduce the price to a monthly, weekly or daily

amount, and then compare with a habit
close applicable to the prospect (e.g. cup of coffee or
pack of cigarettes

If we could resolve the ? issue, would there be

• Final Objection Close anything else stopping you from getting started
today?

• Sharp Angle Close Get a commitment by asking a pointed

question
CONT….
Morton’s Fork Close People do not want to lose out, especially if
they think it’s going to cost them more
money!

Higher Authority Close Would they join today if the Manager was able
to offer something special?

Urgency Close
Use the power of ‘limited numbers’ to
increase the urgency on your prospect
joining today

The Balance Sheet close

Draw a line down the middle of a piece of
blank paper and write “yes” on the one
side and “no” on the other
 OVERCOMING OBJECTIONS
Objections are perfectly natural
following the close. However it is
important to understand your prospect OVERCOMING
is not telling you “NO”, but rather, “I OBJECTIONS
want to KNOW more”. People require
your help; give them the answers they
need so that they can make the correct
decision and buy now

What are the four most common objections . . .?

 FOUR MAIN OBJECTIONS

Money Time

Spouse Competition
 ROLE PLAY!!

The best way to become comfortable at overcoming

objections is to practice . . .

Lets turn to our manuals and work through each of

the 4 main objections with the person sat next to
you . . .
 REFERRALS AT POINT OF SALE
A referral is a name and a contact
REFERRALS
telephone number of a non-member,
recommended by a current member.
The most effective time to generate
referrals is at point of sale (POS), as
the new member is generally in a peak
emotional state and is very excited
about getting started on his or her
exercise program.

In order to be successful as a membership consultant,

it is critical that you become an expert at generating
referrals from your members at point of sale.
THE REFERRAL SALES CYCLE
SALE

APPOINTMENT REFERRAL
 REFERRALS…
What are the benefits . . . ?

Brain storm and write

For you? the answers in your
For the new member? manual
 STEPS TO REFERRAL SUCCESS!
• Step One: Maintain rapport and keep focused on the outcome – 5
referrals!

• Step Two: Have a referral card ready with the other paperwork

• Step Three: Present the referral program shortly after the prospect
has agreed to join, making it an integral part of the
signing up procedure

• Step Four: Present referrals with confidence and assume that the
member will refer 5 friends, allowing them to realise the
full benefits. (Use the script in your workbook)

• Step Five: Focus your attention on preparing the paperwork

 DEALING WITH CHALLENGES
HOW WOULD YOU OVERCOME THE FOLLOWING CHALLENGES?:

“I haven’t got any telephone numbers on me.”

“I don’t want to give out numbers without

checking first.”

“I don’t know anyone to

recommend.”
 FOLLOW UP
For every presentation, there are two possible FOLLOW UP
outcomes:

Prospect decides joins the club

Prospect decides not to join the club (yet)

Regardless of the outcome, it is important that you

continue the initial relationship you have formed and
follow up. Refer to your manuals for role play . . .
 IF THE PROSPECT JOINS
The best way to stay in touch with your members is by
‘Service Call’
• What are the two main reasons why we make service
calls?

• When should you make these service calls?

• How else would you stay in touch with your

members?
IF THE PROSPECT DOESN’T JOIN
FOLLOW THE SCRIPT FOR SUCCESS!

Step 1: Introduce and break the ice

Step 2: Something Old – re-establish rapport

Step 3: Something New – mention the good news

Step 4: Set the appointment

Step 5: Confirm the details / moment of magic