The Mastery of Moving Clients to Health Coaches

Lori AndersenPresidential Director

Short and Long-term Income

Inco

me

Time

Organization Income

Frontline Income

What are the Barriers to Sponsoring?• Concepts/Fears• Lack of Confidence• Lack of Understanding• Lack of Skills• Lack of Strategies• Lack of Action

Break it Down for Clarity• Evaluate yourself and your belief– Industry, company, program/products,

business model, compensation plan, right time/right place

• Evaluate the type of Clients’ you attract• Evaluate your skill as a Health Coach

Objective as a Business Coach• Be positive and expect people to be interested

• Be committed to your Client’s success

• Fully Integrate each Client

• Treat all Clients as if they’ll join as a Health Coach someday

• Be a recruiting machine! Talk about being a Health Coach

• Become an amazing Business Coach and Leader

Sponsoring Your Team• Before they are your Clients

– Tell Your Story• During your Presentation/Profile

– BMI Chart/ Trilogy Wheel• When they are just getting started

– Before and After, Journal• After they have had success

– “I bet people are really noticing…”• After they have referred you a few Clients

– “Have you ever thought about becoming a Health Coach?”– “Do you want to coach them?”

The Offering You Have…• Your own business, freedom• Choose hours to work/ no commute• Great part-time income, better full time income • Helping others to create health, rewarding,

purpose• Coaching others helps you keep the weight off• Retirement/ security

Health Coach Candidates are Everywhere!

• Relational• Warm Market• Clients• Cold Market• Specialty Niches

Ask Your Candidate…• “Where do you see yourself 3 years from

now?” “What are your goals for the future?”– Physically– Mentally– Financially

• “Is what you are doing now going to get you there?”

Find Their Intrinsic Motivation, Then Create Interest…..

• “If I can show you how to , would that interest you?”

Your Goal & Duty• To help them have a full understanding of

the Why, What, Where…– Why they want to do what they are doing– What they should be doing to get what they

want– Where to find all the resources available to

them to ensure their success

Sponsoring Tools• Business Website/ New Online Videos!• Success from Home Magazine• Discover Health Coaching PPT Presentation• Health Coach and Health Professional DVD• Discover Health Coaching Disc Pack• Webinars/ Conference Calls/ Support Calls• “One on One”/ Trilogy Wheel• 3-Way Calls with your Business Coach• You!

Sponsoring Tools

How Do You Grow Your Team?1. Develop Fully Integrated Clients2. Naturally offer the HC Opportunity3. Teach others how to do it4. Set goals and create strategies with your

FIBCs and then do the same with your team5. Make it fun and exciting

Steps to a Presentation• Dream Weave/Find out their “Why”• Overview – Who we are, what we do• What we provide to Client/Health Coaches• Why TSFL – What we are offering• Becoming a Health Coach• Simple Steps to Compensation (IDS)• Review Their “Why”***

Follow Up• Immediately • Within 24 hours• Be confident in them joining• The Recruiting “Rules” – 8:2, 5:1, 3:1

Follow Up!• Truly shocking statistics as it relates to

your follow up process:– 48% never follow up with a prospect– 25% make a second contact and stop– 12% of people make more than three contacts

Source: http://www.followupsuccess.com/2011/02/21/shocking-sales-statistics-as-it-relates-to-follow-up/

Starting Up• Take them on as your new project– What is their “Why”– STC/ Time available to work business

• Talk to them daily, set activities to be accomplished • Get them on the right path right away, 3-Way Calls,

“Practice Partners”, presentations, health fairs, take to mall and show how to strike up conversations

• Help them reach their CAB

It’s Never Been Easier!• Begin as Fully Integrated Client

– Familiar with the Bio-Network of Support• Training Guides 1 and 2

– Senior Coach in first 30 days– Fully Integrated Business Coach

• Online Training Modules – Trilogy Training System– Coffee Break Basics

• Webinars• Local Trainings• Your Business Coach and Mentoring Team

Look in the Mirror…• Are you doing 3-4 sponsoring presentations per week?• How many people on your team are doing 3-4

sponsoring presentations per week?• How many people on your team are asking you to do 3-

Way Calls or meet with prospects to help them sponsor?• Are you teaching people how to sponsor?• Are you holding Trainings for your team?

What are you Looking for?.... • Growth!– Group and Frontline Volume– Number of New Clients– Number of New Health Coaches– Number of New ranks achieved– Attendance at Training events

Your Biggest Key to Growth• Teach the Power of being Fully Integrated• Personally Develop SC Teams• Focus on adding new HCs/SCs to your team every month• Adding just 5 SCs a month to your team will yield 25 SCs by the end

of the year; that translates into roughly $25,000 more Group Volume a month* 10/month = $50,000 GV more/mo by end of year* 15/month = $75,000 GV more/mo by end of year*

(*Hypothetical scenario – Take Shape For Life does not make any guarantees of income claims)

If Global is Your Goal...• $6,000-$10,000 FLV• 12-15 Senior Coach Teams• 25-30 Health Coaches• $100,000 Group Volume

It’s Duplication Time…• Get Fully Integrated• Find 5 others and Coach them to do the

same• Teach them to find their 5• Repeat, Repeat, Repeat… • Enjoy the ride to becoming a Triliologist!

What Do They Think?• This is EASY, I can do this!• I have the TIME to do this!• It looks like so much FUN, I’ve got to do

this!!!

Questions?