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Just going on, everyone.

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Happy Tuesday.

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Welcome to the Hi-To-Get-Secrets Group.

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And today, I want to be talking about, or I'm going to talk to you about, how to two

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extra show up rates and how my sales team always doubled sales in every market they were

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in on these five dates.

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This is a story that I tell probably every single day I am on the sales coaching calls

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for Jim Lodge.

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And I tell it every time because it is worth telling every time, and so let me enjoy.

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So for those of you who don't know, so Jim Lodge, before we created the business that we

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have now where we showed Jim, when it was exactly how we filled up gyms, I actually started

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filling up gyms first.

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It's crazy concept.

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I actually filled my gyms, right?

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We had six of them filled those.

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But then I was like, hey, let's take the show to the road and let me see if I can fill

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up other people's gyms, right?

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And so I started flying around and going from market to market, 28 markets in total on my

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own with my wife, going out and literally setting up a tent outside of gyms in the middle

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of nowhere, and turning on ads and selling 100 people on average in a 21-day period at

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a $500 ticket.

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And these were guys, these were markets where people were selling $100 memberships and

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struggling to do that.

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And I would tell them that this is what we were going to do and they were like, well, good

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luck with that.

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I was like, OK, and it just kind of shows the power of belief.

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But anyways, that's not the point of the story.

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The point of the story is that after we started doing that, because we wanted to make sure

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that it worked in every single market before we would really invest even more money into

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this, after we had done that, we started to hire a sales team.

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So in the first month, we hired the sales team.

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I went right out the gate, swinging and we hired six guys right off the bat.

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And so we started six gyms at the same time where I fly a salesman out, put him up in

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the hotel, pay for the rental car, pay for the flights, pay for everything, pay for ad

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spend, pay for commissions, right?

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And then still, with all of that, be able to make a profit.

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And so for those of you who are doing rough share companies, you're leaving a lot of money

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on the table and just put it that way.

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But whatever.

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Anyways, point is this, is that the way that it had to work was that they would be on

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site for 21 days.

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Right?

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It was three weeks on when we walked out.

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That was the deal that I had with the sales guys.

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And so they would stay there for 21 days, usually they're younger guys.

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But some of them were married, which is why we ended up searching wherever that model

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because it was really hard on them.

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But in the first two weeks, they would always have in the neighborhood of 50-ish percent

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show rate on their appointments, right?

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And I could say whatever I wanted to in terms of all the different things that we do to

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get people to show up because when I had done this for me, I always had around a 70 percent

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show rate.

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And so I was like, what am I doing here?

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How can I isolate this so that we can repeat it, right?

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Which is why all the testing that we put into this stuff before we gave it to anyone was

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valuable because we spent lots of time and they figured it out.

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But what we ended up doing was, and so the last week, invariably, sales would always

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double.

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All right?

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So that's the last five days to answer the headline.

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And so the last five days of every campaign, the sales would always double, right?

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And I started looking into it.

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I'm like, why are the sales doubling in the last one?

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Like, what am I?

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How can I just have those last five days, like, for the whole time?

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Right?

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So like, a lot of times the guys would do literally 50 sales in their last week.

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So they'd do 50 in their first two weeks, and then about 50 in their last week.

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So for those of you who keep it square at home, that means they're doing $25,000 in

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upfront sales in their last five days at these gyms, okay?

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So if you would like to have this, then you should probably listen.

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And so the only thing that they actually changed, right?

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Between the first 14 days, and then the last week of them being at the gym, was nothing.

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And the only difference was that they knew that they were going to leave.

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Because if they could not get that person in the door, by the time that they left, they

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would not get the sale.

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And so what that does is it creates two things, scarcity, energy, right?

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But the difference is that people talk about scarcity and urgency, but they don't believe

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in the scarcity and urgency that they're actually doing.

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Which is why the best type of scarcity and urgency is real scarcity and urgency.

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Or be good enough to, like, to fool yourself into believing that it really is real.

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But there's, in my experience, there's nothing better than the real thing.

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So how did they get these people to show up at twice the rate that they would in the weeks

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prior?

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The script didn't change, right?

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We didn't change the script.

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There was no script scripting, you know, whatever, right?

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The only thing that changed was how they set it.

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Was there a voice?

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Was there intonation?

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Was there tonality?

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What are the causes that they had?

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And then the eventual conclusions and how they talked about how they were going to get

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someone in the door, right?

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And so if you're thinking, like, hey, like, think through this, as you're saying, like

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as I'm saying this.

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So you're on the phone with, you know, a prospect and she's like, you know, I can't

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really make it in.

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I'm really busy this week.

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Can you find a time for me next week, right?

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If you're like scarcity mode, you're more than you're like, oh gosh, I don't want to

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scare them away.

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Yes, yes.

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We can find a time next week.

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That's fine.

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You know, just two next Tuesday work.

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You know, and just FYI, one of the first things I'll tell you if you do end up joining

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Jim launch is that same day next day appointments, that's it.

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Same day next day.

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If they don't do same day next day, don't settle the, like, don't schedule the appointment.

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Because if it's not same day next day, the likely that they show up on that third day

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is way, way, way, way, way lower, okay?

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And so you might as well not schedule them and then confront it as an obstacle on the

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phone call to get them to do same day next day.

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And the easy overcome for that circle back to the finish of what I was just saying is

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what time were you going to, what time were you planning on working out?

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And then they'll usually tell you what time was planning on working out after work.

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Okay.

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What time are you going to work?

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Five?

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Cool.

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How's six o'clock?

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I got an opening there.

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Right?

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You just come back at them.

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And a lot of times you can get someone scheduled that way because you're asking through

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a different vehicle.

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And if they're like, why can't make it to, you know, tonight or I'm like, girl, when

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you're going to work out, if you can't make it to, you're like, how many times will

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you plan on working out?

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And they're like, well, I'm trying to work out.

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I'm like, well, at least three, right?

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So every other day, well, then which of these two days works like up.

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And then in this is here, here's where like the tonality shifts, like I'll stay late

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for you.

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All right.

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I end my shift at six.

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I was like, but I'll stay at seven.

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Can you make it at seven?

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Most of the nation real quick, if you are a business owner that has a big, old business

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and wants to get to a much bigger business, going to $50, $100,000 plus we would love to

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talk to you.

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And if you like that, we'd like to hear more about it.

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Go to acquisition.com and you can plan anywhere on the page and talk to one of our team and

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see if we can help you get there.

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And so it's the way they would talk about it because they knew that if they could not

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get them to come in, they wouldn't get the sale because after that Friday, that last

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Friday, they were on a plane home.

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They weren't going to get the commission.

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And so they would do everything in their power and the way they talked about it.

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They're like, I'll come in early.

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I'll come in late.

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Like, I don't know.

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I've got two appointments at this time.

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And later, they talked about it.

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Like they believed what they were saying because it was actually true.

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And so to me, that's fascinating as a marketer because nothing changed except their belief

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and the fact that they knew they were going to leave and that there was no way for them

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to actually see this person.

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And so if you can double sales simply by the fact that you know you're not going to be

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able to do it later, why can't you apply that same concept even when you do know you're

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going to be able to do it later, right?

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So you should do that.

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Now, here's a belief that I would give you that is valuable for you if you're struggling

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with this.

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One, the likelihood that someone actually, like, shows up if they, let's say the schedule

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four days out, okay?

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The likelihood that they show up is 25% or less.

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And that's if you're like really lucky if it's four days out, okay?

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Even with all the reminders in the world.

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So now you have one out of four chance that they show.

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And let's say you close half, okay?

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So now you've got one out of four that they show and then another 50% cut on that.

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So now you got 12 and a half percent of this person actually closing, right?

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And so because this person has to reschedule, then show, and then close.

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There's a lot of hoops that has to happen for that person to actually become a customer.

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And so if you want to actually help this person, then you need to understand the psychology

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behind someone who is just barely dipped their toe in the water.

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They were taking a poop, they swiped right, whatever, you know what I mean?

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They opted in for, you know, a challenge or whatever it is, your Facebook ad.

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And like they just put this much effort into it.

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And for them, they psychologically feel like they accomplished something just by saying

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that they signed up for the gym, right?

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But the reality is that for us, that's where the story begins.

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For them a lot of time, that's where the story ends.

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And so what we need to do is take them through this huge journey to get them actually

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show up the gym, right?

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And so you need to awaken that in them by providing what?

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Scarcee and urgency.

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And actually reminding them of why they even signed up in the first place, right?

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And so, man, it's one of the last my trainings.

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But the point of this is that the belief that you need to have, there it is.

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The belief that you need to have for yourself and for your salespeople and for your appointment

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setters or for your front desk, for them to get people to show up and be able to exhibit

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that kind of scarcity is that it really is scarce.

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Because if they don't show up tonight and they can't schedule an appointment tonight or

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tomorrow night, the likelihood that you will help them is 12%.

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Right?

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So if it were me and my say that I want to help people, right, then I need to do as much

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as I humanly can to help them, which is the first part of that is to get them to show

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up.

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And so if I need to create artificial scarcity in order for them to take action in order

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for me to help them, I'm willing to do that.

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Because I know that for them, removing the option of saying, hey, we don't do reschedules.

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If I can double show up rates by saying that we don't do reschedules and then not doing

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them, well, great, that cuts down my work.

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And then it also helps me help twice as many people.

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That sounds like a win-win, right?

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And so if you can use these types of little strategies and then really the main one is

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the belief that this person cannot schedule today or tomorrow, right, that you can't see

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them.

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And if you actually confine yourself to that window, you will talk differently.

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You will speak differently.

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They will hear you differently.

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And then the likelihood that they come in, the likelihood that they sign up and the

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likelihood that you can actually make an impact on their lives is dramatically increased.

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And so hopefully that was valuable for you.

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But show up rates are a huge thing.

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It's even doctors, whatever, like everyone struggles with them and no matter what industry

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you're in, right?

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Not struggles, but like, I mean, no show's cost time, right?

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And so if you come at the angle of like, I want you to help this person and I need to maximize

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the likelihood that they show up and the thing that I need to do is you can implement the

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exact same thing that my sales team did accidentally, which was believe that they were going to

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leave and never see them again.

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And so if you actually can slam the door, right, and do that with confidence and conviction

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because you're actually helping them by saying, we don't do reschedules, please confirm

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your appointment.

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And the only reason we don't do is because we want people are very serious.

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Does that make sense?

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You know, they're like, yeah, I get it, right?

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When you slam the door, you double the show up rate and then you help more people.

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Now just here's a, here's a quick side note for that.

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I had Chris and Robin Barnett who did our fall hacker TV episode where we launched a

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gym in Boise, Idaho, they did 171 signups in 19 days, then you went with like that, right?

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If anyone's curious, I spent nine grand on the campaign to get 171 signups.

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Do the math.

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It still worked out well.

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Got it, got to spend money to make money, but what happened?

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Their last week, same exact thing happened, their show up rate doubled.

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They went from 45% or almost double, they went from 45% to 70% show up rate.

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And the only thing that happened is they said, we can't do reschedules, we can't do it

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next week, you have to get in today otherwise you're not going to be able to do it.

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And so just like that, they were able to double the productivity of their funnel of this

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entire process by the belief that they had in their voice and the way that they were

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approaching the sale.

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So I hope this was valuable for you, I hope the two stories of my sales guys and Christian

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Robin were net was useful.

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I promised you that, same to next day if you can find yourself to that window, you will

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ultimately help more people by making them confront the fact that it will take time

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and that they do have to find a time that works well for them and just ask them when were

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you planning on working out anyways.

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And then you can usually get in the back door that way to find a time.

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All right.

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So lots of love, have an amazing day, have a Tuesday, all right.