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Thank everyone. Happy Tuesday. Hope you have had an amazing start to your week. So

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due to the response that I got from last, sales-oriented podcast-like video that I made,

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I wanted to follow that since you guys were like, hey, we want more of that. So I'm like,

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oh, I love talking about sales. And so what I wanted to do is basically break down the first thing

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that I see as a mistake, when people are trying to self-fitness. Really, they're trying to sell

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anything. And just to take a quick back step, when we, when our sales major, Cole, who turned

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around 1324 off-fitnesses, so all he did was turn around fitness sales teams. All right, that's

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literally all he did. And so before he started working with us, and when he goes in to give feedback

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to salespeople, all he does is follow the closure framework that we have in the book. And he says,

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let me see where you clarified why they came in. Let me see where you labeled the pain. Let me see

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where you overview past experiences. And so there is no rocket science. The only thing that you do

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when you scale is do more of the things that you did when you were one-on-one, and you're just do

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them on larger, on a larger scale, and you have systems in place to make sure that you're doing it.

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So clarification, why, what are the objectives of this part of the sale? And so when someone walks

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in the door, they are coming in taking all of the stuff they have from their husband and their

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texts, and they're on the way here in traffic in the first department, whatever it is, they're

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bringing that into the door. And so our goal, everything before the sale ended up to that first

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point is to get them in the right state of mind to be likely to buy. And so the way that we do that

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in the pre-sale, maybe I should probably just do a separate video in the pre-sale, you know what,

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screw it, I'll just make this a video about the pre-sale. So when that person walks in the door,

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the selling environment that you have set up is incredibly important because it's a position

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of the prospect to be more likely to buy, right? And so when they walk in, the first thing they

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should see are tons of testimonials floor to ceiling. They should see tons of framed five-star

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reviews from your Yelp, your Google, your Facebook reviews, take screenshots of them, print them out,

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put them on the wall. If you walked in and just saw walls of five-star reviews and then walls

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of four and after, you'd probably be like immediately before anyone said anything, wow, these

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guys really care about results, they really know what they're doing, right? That's before any

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words have been spoken because the sale started in the parking lot. The sale started when you set

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the appointment, right? And so we're just walking through this process. So now when they walk in the

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door, they need to be greeted within 10 seconds. And that means, and what's really great about this

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is that if someone's far away from the door and they sprint over to say hello and greet them,

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it's even better because they're like, wow, these people really care and you're automatically

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setting that impression, setting that bar of how excellent you are at providing service.

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One that person greets them, if they are not the person who's going to be selling them,

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they should all know that I need to sit you down and give you this pre-sale questioner for.

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Why do we do a pre-sale questioner? Because we're going to remind them of the things of the

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reasons that they came in, of the reasons of why it's important, and of the reasons that they

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said that they even walked in that day, right? And so the whole point is to identify the pain

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and then agitate that pain. And what we're doing is we're extending the amount of time that they're

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sitting in the pain and the reason that they walked in that day, right? And so, and if you,

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like the details around what make this powerful is that if you were especially like, whether you

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the person is doing the sale or you're not doing the person is doing the sale, you should,

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if you can, walk them through the sheet, read the questions to them, clarify it to them,

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and if you can squat down to eye level, if you've ever had a waiter do this or a waitress,

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when you squat down to eye level, people feel like you're leveling with them and you're inconveniencing

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yourself to service them. And so they're like, wow, these people really care. So imagine this person

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who walks in the door, sees all the testimonials, see all the five-star reviews, someone walks over,

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says, hi, you're like, you know, like, hey, I see that you're, like, if they know, if they,

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if the schedule is visible, they can be like, oh, are you sharing or whatever it's like, or,

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hey, what's your name? Are you here for what, like, how can, you know, how can help you, whatever it is?

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And so they greet them within 10 seconds, they say, hey, I think it's just me with Sean,

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and you're like, yes, he's, he'll be right with you or, or you know what, Sean's super busy,

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I can take you and I promise, I'm twice as good as Sean, right? Ha, ha, ha, great, whatever.

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And then you can transition the process, sit them down with the pre-sale question air form,

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you make some comments about the testimonials, if you have a testimonial book, you can also give

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that to them while they wait if that person is not the person who's doing the sale, and then you

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walk them through the pre-sale questionnaire, right? Which is going to be like, why did you come

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in today? What is your primary goal? Like, what have you done in the past? What do you think has

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been missing, right? All we're doing is taking them through the sale before we actually sell them

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again. And the reason you do that is that when you have a systematic process, you're more likely

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to have a consistent result, which means when you have consistent results, you have a scalable

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solution. It also means that you're stacking the chips or say the deck in the favor of poor or

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salespeople, people who are not as good as you are. You were the proprietor, you will always be

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better or you should always be better at selling your own stuff that anyone else says, right? Because

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you should be more convicted about it. You also have the most of game, right?

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Hey guys, real quick, if you're new to the podcast, I have a book on Amazon called 100

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million dollar offers that over 8,000 five star reviews and it has almost a perfect score,

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you can get it for 99 cents on Kindle. The reason I bring it up is that I put over a thousand

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hours into writing that book and it's my biggest gift for our community. So it's my very shameless

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way of trying to get to you to like me more and ultimately make more dollars so that later on in

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your business career, I can finish the part with you. So that's my gift, go check it out,

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Amazon and back to the show. So you probably don't want to sell for the rest of your life,

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maybe, maybe you do, I get it because sales is awesome. But like on some level, you probably

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don't want to sell for your life. And so what you have to do is how can I make it as easy as

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possible for someone who is not as good as me to sell. And these are the steps that you put in

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the process. Like when Layla and I used to sell, we would sell out of warehouse for the card table.

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We're really good at sales. We've done this a long time, right? And so we'd have people come in,

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there's no equipment. It's literally an empty warehouse for the card table and we're like, yeah,

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$600. They're like, you guys don't even have a gym. I'm like, yeah, you need a gym meal results.

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Like it'll be great in three weeks. Don't even worry about it. Like we've done this a long time.

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And they're like, okay. So like if you are good enough, you don't need any of this stuff.

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But the point is that the more of this stuff you have, the more you cannot be on a good day,

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you cannot have a lot of energy, the more you cannot have built rapport, the faster you can close

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the sale because you have all these things that have already carried the ball halfway down the

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field, three quarters of the way down the field. And then all you're trying to do is just push it

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over in the end zone. And so that's the idea. If you have, you know, if you've got, what is it?

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Reggie Bush, I'm trying to give a good half bag. Anyways, point is if you have a stud,

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you know, who can just run down the field no matter what, it doesn't matter. But the more you can do

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that, the more consistent the process will be in the more like the you are to close the sale

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and at a higher price. So if you don't have a pre-selling

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process that is set up at your gym and your trainers do not understand what is supposed to happen

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when someone walks in the door, right? And your salesperson doesn't consistently go out,

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get like, greet them within 10 seconds, like give them the pre-sell questionnaire,

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walk them through it if possible unless they're with a prospect, right? And if they are with a

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prospect, see if someone else can do it. If they can't, then they're going to have to go through

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it themselves. Then when you have that, you also have the pre-sell questionnaire so that you can

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have some ammunition that's already been taken care of. What bad habits do you have? How much do you

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spend per week on those bad habits, right? And now all of a sudden, they're like, well, they said

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they can't afford it. It's like, dude, they already said they got $600 a month in bad,

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in bad shit that you're going to be able to cut out. All these little things, they just,

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if you close an extra 10%, 20% of people walk in the door, it's a massive increase in the

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amount of sales that your gym is going to be able to make. And it takes an afternoon or two of

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training and one afternoon of putting up all the pictures and going to kinkos to set this up at

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your gym, all right? I talk about this in endless detail in the book. If you want, you can grab it

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at Alex's book.com. I make my $9 on the book. It costs me more to send you the book. But if you want

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there's details on how to set all that stuff up. But I hope that just gives you an over-art like

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big picture, how to clarify how to increase the likes that someone is going to buy when they're

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walking your facility so that you can extract the most value, deliver the most value, give it a

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making experience. And even if for some reason that person does not buy, they have nothing but

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nice things to say about how professionally you're showing this once. All right, so having an amazing

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day, guys. Happy Tuesday, terrific Tuesday, turn down Tuesday, tactical Tuesday, and I will catch you

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guys on the website. All right, bye.