CHS wkbk appendices ver2

T H E C OM P L E T E H E A RT S E L L I NG

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SYSTEM

The Proven Heart-based Formula to Attract All the Clients You Want

Appendix A: Great Heartselling™ Questions & Statements We’ve collected the Heartselling™ questions and statements all in one place for your convenience. This appendix can serve as a toolkit of Heartselling™ questions and statements for you to refer to at any time.

Sharla and Jan Heartselling™ Demonstration

• Tell me a little bit about what you do • So how are things going? • Tell me a little bit more about that… • Why is that? • Can you tell me a little bit about that? • What is it about? • I am wondering, what if you could get over some of those fears? • What if you had some tools that not to just get over the fear but to make the process a lot easier and to fill your workshops much easier?

• Well if I could help you with that, would you be interested in hearing about it? • There is another piece to it, can I share? • Can I hear a little bit about that dream? • Tell me what would you want? If you had your ideal workshop business what would you want it to look like?

• Can I share something with you? • I am curious about the money portion of the Dream… • Well that is an interesting reaction…. • I am curious before we even talk about the program I want to make sure it is a good fit for you and we do not get the horn saying “no, it is not a good fit”.

• I am curious you know your dream workshop business, what would it look like? How much money would you make? How many people?

• Can I actually call you back after this conversation I have? • Can I call you back right after and we can talk a little further to make sure this is a good fit for you?

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T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

Earth Element Statements/Questions:

• “What you’re looking for next?” • “What are you up to and what are you looking for?” • “How can I support you in that?” • “If I could help you with that, is that something you’d be interested in hearing about?” • “What would most serve you right now?” Metal Element Acknowledgment Statements/ Questions:

• “What I appreciate about you is…” • “What I see in you is…” • “I get that you are committed to _________.” Metal Element Questions for asking permission:

• “Is this a good time?” • “How does that sound?” • “Are you interested in hearing more?” • “Can I ask you a question about that?” Water Element Unadulterated curiosity at the beginning of a conversation:

• “How are you?” • “Oh, tell me more about that” • “Very interesting, what’s that like for you?”

T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

Water Element Intentional Curiosity Questions/statements:

• “How’s your ___________(neck, job, life, dreams or whatever you help people with)?” • “I’m curious, would you tell me more about that?” • “What else?” • “What’s that like for you?” • “How is that affecting (your life, your business, your relationships)?” • “What do you want instead?” • “How would it feel if you got that?” • “If we were to work together, what would you see yourself getting out of it?” Wood Element Questions to Give Them a Choice

• “Can I follow up with you in a few days?” • “Would Tuesday of next week be a good time to connect about this so we can hear more about your coaching practice and see if what we have to offer is a good match for what you are looking for?”

• “Are you ready to sign up for the program?” • “Would you like to schedule a session?” • “Would you like to get started?” • “Would you like to give it a try?” • “Would you like to work with me?” • “What time would work best for you on Tuesday?” Push-o-meter/Lean-o-meter Statements/ Questions:

• “I’m feeling a little bit attached. I really want you to be my client because I see how much you can get from working with me.”

Water Element Questions/statements to help them talk themselves into working with you:

• “If we were to work together, what would you see yourself getting out of it?” • “What do you see yourself getting from working with me?” • “Yes, exactly, you’ll get a, b, and c, plus x, y and z.” • “You know, I can’t promise you that, but what I can promise you is x, y, and z.” 2

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• “I am only telling you this because I want to give you the freedom to let it go.”

• “I noticed you just seemed to pull away. Is that true?” • “What that’s about?” • “How may I support you?”

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T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

Stage 1 Opener

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The Proven Heart-based Formula to Attract All the Clients You Want

Questions/Statements to handle the premature question “How much do you charge?”

• “I’m curious…” Stage 2 Questions to Find out what they’re looking for

• “What are you up to and what are you looking for next?” • “I’d love to share what I do with you, but first, I’d love to hear about you. What are you up to and what are you looking for next in your life?”

• “How is that for you?” • “Wow, that sounds ____________________(challenging, terrible, frustrating, etc.) Say some more about that.”

• “What do you want instead?” • “How would your life change if you had that?” • “How would that be if you got that?” Transition from Stage 2 to Stage 3 Key Questions

• “If I could help you with that (the solution they’re looking for) is that something you would like to hear more about?”

• “If I could help you get that, is that something you’d be interested in?” Stage 3 Statements to Share a Resource

• “Here’s how I can help you. You know how some people have this problem, well what I do is this solution.”

• “You know, that’s exactly what I do, I teach people how to get more clients (or whatever you offer).”

Stage 4 Questions/Statements to see if you’re a match

• “How does that sound to you?” • “What would you see yourself getting out of working with me?” (What results are they seeking?)

• “Do you have any questions?” • “Imagine you got/were able to _____________ (that result…) how would that benefit your whole life?”

• “What would it be worth to you?” 4

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• “I’d love to answer that question but before I do, I’d like to know a little bit more about

what you’re looking for and what results you’re looking to get so I can make the best recommendation and then the price would be different based on whatever I recommend. So can I hear a little bit more about you?”

Stage 5 questions/statements to Ask them to take the next step

• “What’s the next step?” • “It sounds like you’re looking for X, Y, Z result. I’d love to support you to get that. Would you like to continue this conversation so that I can help you get X, Y, and Z result?”

• “Great. When would you like to talk?” • “When would be the best time to call you?” • “Great, would you like to get started?” • “When would you like to set up the first session?” Stage 6 Questions/Statements to Dance with Concerns 14 Magic Questions to Dance with Concerns Magic Question #1: “Can I ask a question about that?” Magic Question #2: “If it wasn’t for the money, is this something you would want to move forward with?” Magic Question #3: “What would you have to get out of it to make it worth it for you?” Magic Question #4: “Would you be open to brainstorming some possibilities of how you can come up with the money?” Magic Question #5: “I’m curious, can you tell me a little bit more about why you’re saying no? I’m not trying to get you to say yes, I’m just curious…” Magic Question #6: “You sound hesitant, is there something else?” Magic Question #7: “If I waved a magic wand that created plenty of time in your schedule, is this something you would want to move forward with?”| Magic Question #8: “In order to say “yes” to ______________(the result they want) what would you have to say “no” to? Magic Question #9: “What would your life be like if you chose ______________(the result they want) instead of _____________________, what they just said they’d have to say “no” to?” w w w . R e j u v e n a t e T r a i n i n g . c o m

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The Proven Heart-based Formula to Attract All the Clients You Want

Magic Question #10: “If you don’t spend the time on __________________ (the result they want) now, how is this going to effect you in the future?” Magic Question #11: “What else do you need to know in order to make your decision?” Magic Question #12: “How long can you go before you need to make this decision? When do you want to make this decision?” Magic Question #13: “What is the impact in waiting beyond x to make this decision?” Magic Question #14: “What would need to happen for you to feel like doing (my service) was one of the best decisions you have ever made?”

Sharla and Morgan Heartselling™ Demonstration (Dancing with Concerns)

• Can I ask you a question about that? • Well I’m curious if money wasn’t an issue, is this something you want to move

T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

Statements/Questions for sharing about your package

• “I charge $100/hr. If you sign up for my ______________ package, you get 10 sessions for $795. How does that sound to you?”

Questions/Statements for converting free consultations into paying workshops

• “What do you want your health/ relationships/or finances to be like a year from now?” • “The session will be 45 minutes. At the end of the session, I’d love to check in with you to see how the session was and whether it would be a good fit to continue to work together. Would that be okay?”

• “What did you get out of the session?” • “What do you see yourself getting if we were to continue to work together?”

forward with?

• Can I share something with you? • Can I ask you a little bit about your situation? • So, I’m wondering, if you don’t take care of this now, what’s the impact? Can I share to you something around that?

• I hear that it’s really having an impact on your work and your ability to impact people and how much money you can make.

• Well I’m curious, is it ok if I keep inquiring? You know because I really want you to have, may or may not be acupuncture. But I really want to support you to get clear on what you need and what you want.

• So, I’m curious if you knew that within a couple of months that you could be pain free. And your work, you could take on more clients…

• What would that be like if you knew that for yourself, or if you had that? what did you see?

• Yeah, and what’s the impact? • So if you and I could work together in that way where I’m holding you accountable to your own health and well being, how would that be?

• So what do you think about giving it, let’s do 10 sessions and give it a try? • Can I ask you a question about that? • What would you have to get out of it to make it worth it for you? • Would that support you in it? • Yeah, are you ready to go? • Well and I am curious what would your mom need to know, cause if you want me to talk

Niche Interview Questions

• What problems/challenges do you have? • What do you want/need/desire? • What worries or concerns do you have? • What are your dreams? • What frustrates you most? Questions/statements to set up a follow up conversation

• ‘‘When would you like to check-in again?’’ • ‘‘Is it okay if I check-in with you in _________ (a couple of months, in 2 weeks?” Questions/Statements for Laying the foundation for a follow up conversation

• “Is this a good time?” • “Oh, you sound hesitant.” • “I’ve got 15 minutes for this call, does that work for you?”

with her, I’d be happy to.

• Let’s get started right away. 6

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T H E C OM P L E T E H E A RT S E L L I NG

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T H E C OM P L E T E H E A RT S E L L I NG

The Proven Heart-based Formula to Attract All the Clients You Want

Sharla and Ellen Heartselling™ Demonstration

• Well, tell me a little bit about, we talked briefly but tell me a little bit about what you do, and what you’re up to.

• So, tell me a little bit about what that would look like. • And yet what’s it like when you really show up in it? • I’m curious, would you be want to share a little about where you see it going, like where you want it to go?

• Well I’m wondering, I have something that I think would support you in making that transition.

• Yeah, is that something you’re interested in hearing about? • Can I share from personal experience? • It sounds like it’s really exciting to you. • I really want to talk with you more about this and I have a client calling in just a few minutes. So, I’d love to continue the conversation.

• Can we set up an appointment to talk further? Jesse and Chantal Heartselling™ Demonstration

• Tell me about what’s happening for you about your business and all that. • How’s it going? Do you have clients right now? • What other skills are you looking for? • What is your ideal situation? • What’s the math? • How are you filling the beds right now? • What strategies are you using yourself to fill the beds? • What do you think about the idea of leading workshops and part of the workshop is they get to experience the bed?

• If we could help you with that, would that be something you’re interested in? • What do you think it would take for you to get excited and actually do it? • What was last month? • What would you like it to be? • What would you need to get out of our programs in order for it to be worthwhile for you? • If you were to do our programs… • What would the dollar figure be? What would you need to get out of it? • What kind of results? 8

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TM

SYSTEM

The Proven Heart-based Formula to Attract All the Clients You Want

• Are you willing? • Will you listen for the programs throughout the weekend just to see which ones resonate

with you and will support you on your path to not giving up while gently but powerfully moving into that direction?

• Are you willing to say yes and let the resources come in to support you? • Tell me about that. Jesse and Layne Heartselling™ Demonstration

• Do you know what I appreciate the most about you? • I’m curious. What are you looking for next in your life in terms of your business and where you’re going with that?

• What would you like it to be? • What would feel good to you but not unrealistic as far as how many? • Would that make you happy and if so why? • How bad do you want that? • What do you think it’s going to take to get there? • Would it be okay if I share a little bit with you about it? • If we could support you to get better results, is that something you’d be interested in? • What kind of results would you want to get? Let’s say if you were to do the Build Your Empire Program what kind of results would you want to get?

• “Let’s say if you were to do…what kind of results would you want to get?” • Is this something that you’d want to move forward with? • How is that landing for you? • Can I share what I see is possible for you if you were to do Build Your Empire? • So, where you at? • OK, and can I give you something to sit with while you are thinking about it and processing this?

• OK, how quickly do you want to move and are you willing to give up being perfect? Sharla and Shannon Heartselling™ Demonstration

• Tell me a little bit about it. • So I’m curious, what’s the extent that you are able to get it out like right now? • Yeah, I’m curious if you could have it either way you want it to be? What would that look like?

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The Proven Heart-based Formula to Attract All the Clients You Want

T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

• I’m curious what would it be like having that vision, having that be a reality? • Can I ask you a question? • So I’m wondering, if you don’t make this a priority now, what will happen? • Can I challenge you for a minute? • How important is it to you? • So how much longer can you do that for? • What would it take for you to be able to really live this dream? • So I’m wondering if you did create the time and if you did really trust and have that

faith, you just really went for it, had the courage and went for it. How would that be?

• What if you could design it so that you could slowly get off of the other job and really have your work replace that?

• You know that’s possible? • What is it, what’s holding you back? • What would you need to know? Really, what would you need to know in order to really move forward?

• Yeah, so how long can it go on for it like this? • What’s wanting to shift? • Yes. So you really want to create the time for yourself? • So that you can put the energy in this business? • Do you want it? If I could show you how, would you be interested in that? • Would you be willing to go for that? • I know you can have this. You get that? • Are you the one that’s willing to take it forward? • Do you want to be the one? • Can I help you? What do you need to know to believe? • Can I ask you a question about that? If it wasn’t for the money is it something you’d want to move forward to?

• If we could support you with that, like if we’re willing, like if you have the commitment, we’ll match your commitment. Do you get that?

• I mean it’s like five months, do you think you can get enough clients to take care of that? • So you’re ready to go? • You think you’re ready? • Thanks for saying yes. • Anything else about that?

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T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

Appendix B: Additional Worksheets Heartselling™ Mastery Worksheet

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Phrase or Question ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

Element ________ ________ ________ ________ ________ ________ ________

Stage ________ ________ ________ ________ ________ ________ ________

____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

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T H E C OM P L E T E H E A RT S E L L I NG

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T H E C OM P L E T E H E A RT S E L L I NG

The Proven Heart-based Formula to Attract All the Clients You Want

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The Proven Heart-based Formula to Attract All the Clients You Want

Heartselling™ Mastery Worksheet

Heartselling™ Mastery Worksheet

Phrase or Question ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

Phrase or Question ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

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Element ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

Stage ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

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SYSTEM

Element ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

Stage ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

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T H E C OM P L E T E H E A RT S E L L I NG

The Proven Heart-based Formula to Attract All the Clients You Want

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The Proven Heart-based Formula to Attract All the Clients You Want

Heartselling™ Mastery Worksheet

Heartselling™ Mastery Worksheet

Phrase or Question ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

Phrase or Question ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

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Element ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

Stage ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

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SYSTEM

Element ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

Stage ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

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T H E C OM P L E T E H E A RT S E L L I NG

The Proven Heart-based Formula to Attract All the Clients You Want

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The Proven Heart-based Formula to Attract All the Clients You Want

Heartselling™ Mastery Worksheet

Heartselling™ Mastery Worksheet

Phrase or Question ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

Phrase or Question ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

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Element ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

Stage ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

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SYSTEM

Element ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

Stage ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

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The Proven Heart-based Formula to Attract All the Clients You Want

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The Proven Heart-based Formula to Attract All the Clients You Want

Heartselling™ Mastery Worksheet

Finding Your Niche Visualization

Phrase or Question ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

What do you remember about this low point in your life? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________

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Element ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

Stage ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________ ________

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What was the challenge you overcame? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ Describe what it was like to dealing with this challenge. Where are you? What’s the expression on your face? What do you most want right now? What are you longing for? Is there anyone around or are you alone? Is there anyone or anything that can help you? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ How did you overcome this challenge? What qualities did it take to overcome it? Who arrived to help you to the other side of this challenge? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ w w w . R e j u v e n a t e T r a i n i n g . c o m

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The Proven Heart-based Formula to Attract All the Clients You Want

T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

What was it like on the other side of this challenge? What was the expression on your face now? How fulfilled were you? How grateful did you feel? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________

through the process to create dynamic programs that helped others follow in their footsteps.

Now that you are in this new experience, how can you share these gifts with other people who went through this challenge or a similar one? ______________________________________________________________________________ ______________________________________________________________________________ __________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________

2) Who do you most enjoy working with? ______________________________________________________________________________ ______________________________________________________________________________

How to Make Your Niche Fulfilling Circle the problems you’ve overcome in yourself or helped your clients overcome How did you overcome/resolve this problem? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ Which of these challenges could you help other people overcome? ______________________________________________________________________________ ______________________________________________________________________________ Which of these would be the most fulfilling for you to help with? ______________________________________________________________________________ ______________________________________________________________________________ Is there a particular group of people that most often have this problem? ______________________________________________________________________________ ______________________________________________________________________________

Here are some other questions to ask yourself so you get more information about what niche you can choose: 1) What are you an expert at helping people achieve or accomplish? ______________________________________________________________________________ ______________________________________________________________________________

2) How would you describe most of your clients? ______________________________________________________________________________ ______________________________________________________________________________ 3) What is your favorite challenge when working with clients? ______________________________________________________________________________ ______________________________________________________________________________ 4) What do your clients tell you that you do for them? ______________________________________________________________________________ ______________________________________________________________________________ 5) If you had to write a “how-to” book in a week, what topic would you choose? ______________________________________________________________________________ ______________________________________________________________________________ 6) What groups do you and your friends belong to? It really helps to be a member (or have been a member) of your own niche because you understand on a deep level where they are stuck…what they want help with and the results they want in their life instead of what they have now. ______________________________________________________________________________ ______________________________________________________________________________ 7) If you could talk about something all day long, what would it be? ______________________________________________________________________________ ______________________________________________________________________________

Often just looking at problems you’ve overcome in your life will give you a clear niche. We’ve met so many of our clients who used their own triumph with past challenges and all that they learned 22

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Interview Your Niche Definition of a Niche: The specific group of people with a specific urgent problemStep 1: Choose 10 People (current clients/potential clients) in your specific group of people. Step 2: Focus their attention on the urgent problem you solve. What is the urgent problem you solve? _______________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ You try: So, _____________________________, when it comes to _____________________... What are your biggest challenges? ______________________________________________________________________________ ______________________________________________________________________________ What are your biggest concerns? ______________________________________________________________________________ ______________________________________________________________________________ What worries you? ______________________________________________________________________________ ______________________________________________________________________________ What are you most proud of? ______________________________________________________________________________ ______________________________________________________________________________ What excites you? ______________________________________________________________________________ ______________________________________________________________________________ What frustrates you? ______________________________________________________________________________ ______________________________________________________________________________ What do you wish would just go away? ______________________________________________________________________________ ______________________________________________________________________________ 24

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T H E C OM P L E T E H E A RT S E L L I NG

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What do you want more of? ______________________________________________________________________________ ______________________________________________________________________________ What do you think would help you get it? ______________________________________________________________________________ ______________________________________________________________________________ On a scale from 1–10, how motivated are you to have that? ______________________________________________________________________________ ______________________________________________________________________________ What’s the maximum you would you spend to have that? ______________________________________________________________________________ ______________________________________________________________________________ What’s the maximum amount of time you would spend to have that? ______________________________________________________________________________ ______________________________________________________________________________

Your “What do you do?” Templates Worksheet 3 Problems you solve: ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ 3 Solutions you provide: ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

Template #1 “You know how some people…” “You know how some _________________ (people or your niche if you can name them) ________ _______________(problem), well, what I do is ____________________ (solution).”

Template #2 From (A-problem) to (B-solution) “I work with _________________ (people or your niche if you can name them) who are dealing with _______________________ (A-problem) and instead want ______________ (B-solution).” w w w . R e j u v e n a t e T r a i n i n g . c o m

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T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

Template #3 “I support/help/work with people who are looking to go from (A-problem) to (B-solution).”

If you aren’t intrigued, what would make it more intriguing? ______________________________________________________________________________ ______________________________________________________________________________

“I support/help/work with_________________ (people or your niche if you can name them) who are looking to go from _____________________ (A-problem) to ______________________ (B-solution).”

5. Do faces come to mind immediately of people who could benefit? Yes/No (circle one)

Template #4 In order to… “I work with _________________ (people or your niche if you can name them) who want to eliminate/reduce/let go of ___________(problem) in order to ____________ (solution).

Template #5 Benefit Rich Statement I work with/support/teach _________________ (people or your niche if you can name them) to ___________(benefit), ____________(benefit), _____________(benefit).1. 2. 3. 1. 2. 3.

Your “Hot to Not” Evaluation Worksheets 1. Is the language simple enough (you want a 7 year old to understand what you’re talking about)? Yes/No (circle one) If the language isn’t simple enough, what would make it simpler? ______________________________________________________________________________ ______________________________________________________________________________

If no faces come to mind, is it because that type of person isn’t in your community or is it because they are too vague with the person they are trying to reach? Can you think of another way of expressing who they want to reach so it could be a niche? ______________________________________________________________________________ ______________________________________________________________________________ 6. Are you compelled to hear more? Yes/No (circle one) If you aren’t compelled to hear more, what would make it more compelling? ______________________________________________________________________________ ______________________________________________________________________________

“How do you do that?” Worksheet “I take my clients through ___________________________________ process and they tell me they get _____________________________________________________________ (results based testimonial or a series of some of the things your clients have told you).”

2. Is the problem clear? Yes/No (circle one)

“I take my clients through ___________________________________ process and they tell me they get _____________________________________________________________ (results based testimonial or a series of some of the things your clients have told you).”

If the problem isn’t clear, what would make the problem clearer? ______________________________________________________________________________ ______________________________________________________________________________

“I take my clients through ___________________________________ process and they tell me they get _____________________________________________________________ (results based testimonial or a series of some of the things your clients have told you).”

3. Are the benefits hot? Yes/No (circle one)

“I take my clients through ___________________________________ process and they tell me they get _____________________________________________________________ (results based testimonial or a series of some of the things your clients have told you).”

If the benefits aren’t hot, what would make them hotter? ______________________________________________________________________________ ______________________________________________________________________________ 4. Are you intrigued? Yes/No (circle one)

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“I take my clients through ___________________________________ process and they tell me they get _____________________________________________________________ (results based testimonial or a series of some of the things your clients have told you).”

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The Proven Heart-based Formula to Attract All the Clients You Want

Guided Visualization Where does your future self live? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ What did you notice when you were being with your future self? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ What did your future self most remember about the last 20 years? _____________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ What did they tell you about the next step to get you from where you are to where they are? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

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T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

What is the office or workspace of your future self like? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ What type of client does he or she work with? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ What specific symptoms or challenges do people have that motivate them to see your future self? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ Has your Future Self created a book, cd, or dvd to share his or her wisdom with way more people? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

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The Proven Heart-based Formula to Attract All the Clients You Want

How does your Future Self introduce themselves to a group? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ How does your Future Self receive the love and acknowledgement of his or her audience? ______________________________________________________________________________ ______________________________________________________________________________ __________________________________________________________________________________________ __________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ What is the special name of your future self, a symbol or metaphor of their essence? ______________________________________________________________________________ ______________________________________________________________________________ What is the most exciting thing you learned about your future self on this journey? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

Earth Guided Visualization Describe your Ideal Client _________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ 30

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T H E C OM P L E T E H E A RT S E L L I NG

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The Proven Heart-based Formula to Attract All the Clients You Want

______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ Describe what your Ideal Client is thinking about and how they are feeling ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ What does your Ideal Client most want right now? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ What does your Ideal Client’s higher self or soul want for them ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

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What is your intention for your Ideal Client? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

5 phrases that indicate that they’ve got the problem you solve 1. ____________________________________________________________________________ ______________________________________________________________________________ 2. ____________________________________________________________________________ ______________________________________________________________________________ 3. ____________________________________________________________________________ ______________________________________________________________________________ 4. ____________________________________________________________________________ ______________________________________________________________________________ 5. ____________________________________________________________________________ ______________________________________________________________________________

Stage 2 Heartselling™ role play Listen to the role play and note the phrases or questions Jesse uses in Stage 2. Phrases or Questions in Stage 2 Role Play ______________________________________________________________________________ ______________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ 32

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T H E C OM P L E T E H E A RT S E L L I NG

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_______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ ______________________________________________________________________________________________

Stage 4 Heartselling™ role play Listen to the role play and note the phrases or questions Jesse uses in Stage 4. Phrases or Questions in Stage 2 Role Play ______________________________________________________________________________ ______________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ _______________________________________________________________________________________________ ______________________________________________________________________________________________

Stage 6 Dancing with concerns Demo Phrases or Questions in Role Play where Jesse sounds hesitant ______________________________________________________________________________ ______________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________

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The Proven Heart-based Formula to Attract All the Clients You Want

Your Higher priced services worksheet $1,500 ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

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SYSTEM

The Proven Heart-based Formula to Attract All the Clients You Want

How much value would you offer to your clients to stretch into this next level? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

Gathering Your Information Worksheet

$3,000 ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ _______________________________________________________________________________

Brainstorm between 5-10 pieces of information that you share with your clients.

$5,000 ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

3.

$10,000 ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

6.

Which one of these numbers feels like a stretch for you? __________________________________

9.

How would it feel to charge this much? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

10.

Who would you have to become to stretch into charging this? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ 34

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1. 2.

4. 5.

7. 8.

If you could put your information together in a series of steps or modules, how would you group it together? If you could share a process with your clients that they could do over and over again, even when their not with you and it would help to solve their urgent problem, what would you share? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ w w w . R e j u v e n a t e T r a i n i n g . c o m

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______________________________________________________________________________ ______________________________________________________________________________

T H E C OM P L E T E H E A RT S E L L I NG

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SYSTEM

The Proven Heart-based Formula to Attract All the Clients You Want

______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

Services Worksheet Brainstorm the ways you might like to offer your services to your clients to get them better results through your program: ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ ______________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________

______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ 36

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T H E C OM P L E T E H E A RT S E L L I NG

The Proven Heart-based Formula to Attract All the Clients You Want

Support Worksheet What forms of support would best serve your clients to get the results they want to get in your program? (without taking your personal time and still supports your clients) ______________________________________________________________________________ ______________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ _____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________

Put it all together Worksheet 1. Information: Decide what is the best format in which to deliver this information. Think about the modules of information you want to include to determine how many workshops or teleclasses you’ll include.

• Workshops • Teleclasses • CDs or audio recordings • Other formats? ______________________________________________________________________________ ______________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ 38

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_________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________

2. Service: Decide what service you would like to provide in your program. Realize that your clients don’t need as much one-on-one time as you think and they will still get a ton of value being in your program

• One-on-one coaching (even if you’re not a coach) • Group coaching • Tele-classes • Coaching gym model • One-on-one sessions of whatever your current service is • Deliver your one-on-one service in a group format Other way of delivering your service(s)? ______________________________________________________________________________ ______________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ w w w . R e j u v e n a t e T r a i n i n g . c o m

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The Proven Heart-based Formula to Attract All the Clients You Want

________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________

3. Support: Decide what forms of support you can offer to provide even more value to your clients in the program

• Buddies • Homework parties • Yahoo groups or online chat & networking forums • Weekly emails Other types of support? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ 4. How many clients do you want in your program? ____________________________ 40

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The Proven Heart-based Formula to Attract All the Clients You Want

5. How much time will you spend delivering the group work and individual service? _______ hours per week _______ hours per month Or how will you have someone else deliver the individual service and for how many hours? ______________________________________________________________________________ ______________________________________________________________________________ __________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _______ hours per week someone else delivers the service _______ hours per month someone else delivers the service If you’ve planned it well you should be spending less time delivering the work than you would have if you delivered all of this information and service just one-on-one. (If not, how can you remodel how you’re delivering the service?) ______________________________________________________________________________ ______________________________________________________________________________ __________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________ 6. How much will you charge for this program? Consider the amount of time you’ll spend delivering the program and the value you offer to your clients: _______ hours per week _______ hours per month Consider the Value you’re offering: (think about how badly they want this problem solved) ______________________________________________________________________________ ______________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ w w w . R e j u v e n a t e T r a i n i n g . c o m

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T H E C OM P L E T E H E A RT S E L L I NG

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____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ 7. How much are you projected to earn from your first program? Multiply this number by the number of clients you want in your first program. Tuition for the program= $____________ (A) Clients desired in first program =________ (B) ________(A) x ________(B) = $________________ If you’ve planned well (and really get the value of what you’re offering here), you should be making more money than you would be if you worked one-on-one with these clients.

How can you help your clients next worksheet? After your client completes their first program with you, what are the next set of problems they are dealing with and how can you help? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

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SYSTEM

The Proven Heart-based Formula to Attract All the Clients You Want

What would winning your game make available to you, to your clients and to the world? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ________________________________________ How many paying clients do you have now?

Your Business Game Worksheet WHY would you want to play a game to get more clients? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

TM

How many people attend to your workshops now?

NOW How much money do you earn at your workshops now?

How many paying clients do you want 3 months from now?

IN 6 MONTHS How many people do How much money do you want to attend you want to earn at your workshops? your workshops?

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CLIENT MAGNET STRATEGY FORM (A) How many clients do you have now?____ (B) How many clients you want to have? ____ What will it take for you to get from (A) to (B)? ______________________________________________________________________________ ______________________________________________________________________________ __________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ Name 3 strengths of yours that will help you succeed a.

T H E C OM P L E T E H E A RT S E L L I NG

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__________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ What is one thing you could do today to move you toward your goal? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________

Name 3 resources that will support your success a. What are your biggest challenges? What has stopped you in the past from having a full practice in the past? ______________________________________________________________________________ ______________________________________________________________________________ __________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ _________________________________________________________________________________________ On a scale from 1-10, how committed are you to moving from (A) to (B)? ______ Scale: 1 = “I could care less” 10 = “I will do whatever it takes” What would having a full practice make available in your life? ______________________________________________________________________________ ______________________________________________________________________________ 44

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THE CLIENT MAGNET FORMULA Part 1 HOW MANY HOURS OF HEARTSELLING CONVERSATIONS / WK? A. How many hours / wk do you want to see clients? (including current clients.) _____ How many hours do you have available? _____________ B. How many hours are filled with client time now? _______ C. How many new hours of available client time do you want to fill during this program? (A minus B) _______ I commit to spending _______ (# of hours) having Heartselling™ Conversations / Wk

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The Proven Heart-based Formula to Attract All the Clients You Want

Appendix C: 5 Simple Tips to Get Great Testimonials That Sell For You Testimonials are an essential part of your promotional materials. Without them, your potential clients are just ‘taking your word for it’ and taking a risk with their time and money. Testimonials provide “Social Proof ” to your potential clients by letting them know that other people have benefited from working with you; so they might benefit too.

Part 2 HOW MANY NEW CLIENTS 90 DAYS FROM NOW?

The great thing about testimonials is: they can do the selling for you. Maybe due to the legal constraints of your industry (check with your state board to be sure about legal limitations) you can’t make a bold claim like “I can cure your allergies” or “I’ll eliminate your back pain in just 10 visits.” For example, as an acupuncturist, you can’t claim that you can cure pain. But one of your clients can say “After my first visit, my pain was reduced by 50% and after 10 sessions I am completely pain-free.”

A. How many clients do you want to have 90 Days from now? ______ (Use clients per month, hours per week, number registered in a program, etc. just keep it consistent throughout this exercise)

And, if you feel shy at all about tooting your own horn, you can share stories (aka testimonials) of what your clients have received and make a great impression.

B. How many clients do you have in your business now? ______ In 90 Days, I now have ______(A-B) new clients

Most practitioners don’t know how to get great testimonials that make selling easy. I decided to share 5 of my favorite tips with you here:

Part 3 HOW MANY HEARTSELLING CONVERSATIONS DO YOU WANT TO HAVE EACH WEEK IN ORDER TO WIN YOUR GAME

1. Ask

A. Multiply your New Client # by 20 NC# x 20 = ________ (A)

When your clients sing your praises after a great appointment, do you ask them for their permission to use their comments as a testimonial? How about after they worked with you for a period of time?

B. Divide this number (A) by 13 (# of weeks in program) (A)/13 = _______ (B) B = Heartselling conversations per week C. Divide your new number (B) by 5 (# of active days / wk) B/5 = ________C

My first tip is: “Ask.” It’s that simple.

It can be this simple: “I’m working on some new marketing materials about this work we’ve been doing together. Would you be willing to share about the benefits you’ve received from our work together to help other people who are thinking about it discover what they can get from it?”

2. Make it Easy for Them I commit to having _____ heartselling conversations / day (Mon-Fri) Recently, I was revamping our program brochure so I used Tip #1 and started asking our clients for updated testimonials. Instead of just asking, I made it easy for each of them by creating a sample for them to edit. 46

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SYSTEM

The Proven Heart-based Formula to Attract All the Clients You Want

Here is an example of a testimonial I wrote for one of our star clients, PJ Van Hulle, for our Build Your Empire Program. Because I know PJ well, I created it using language I thought would fit her and then invited her to edit so it fit her voice. “I had dreamed of being a trainer for 5 years, but I had no idea how to do it as a business successfully. Then I met Jesse and Sharla and a huge door opened for me. In just 6 months I have created a successful training company AND repaid my investment in the Build Your Empire Program…earning $52,000 in one weekend seminar. And more importantly, I am showing up for my students and creating miracles in their lives.!” -PJ Van Hulle, The Prosperity Queen She sent it back to me within hours and I added it to the new brochure. Had I asked PJ to write it for me, it might have taken weeks for her to get to it.

3. Use 2 Levels

T H E C OM P L E T E H E A RT S E L L I NG

TM

SYSTEM

The Proven Heart-based Formula to Attract All the Clients You Want

5. Tell a Great Story Everyone loves a great story. It’s why we go to the movies, read books and participate in the drama of our own lives. We learn by storytelling in a subtle, yet very effective way. So let your clients’ testimonials tell a story. It creates connection and makes it easy for potential clients to relate. What can your potential client do now that they couldn’t do before working with you? Pick up their grandchildren? Spend time gardening? Enjoy the sunshine? This emotional connection in your testimonials sells for you PLUS it’s fun to share stories. Lastly, make sure to get explicit permission from your clients who provide testimonials and I recommend acknowledging them with a thank you card for taking the time to share their story so others may benefit from your work, just like they have. Now it’s your turn to ask your clients for great testimonials!

If your potential clients hear only from your superstar clients, they might feel a little skeptical. But if they also hear from someone who got good or decent results, it makes it much more believable. For example, we’ve gotten several testimonials from graduates of our Build Your Empire Program who made over $20,000 in one weekend AND we have testimonials of clients who have made $1,000 in one hour. Do you see how the smaller number makes the results more believable? If all of your testimonials say, “In one session, I got X, Y and Z and my life has changed forever,” your potential clients might feel skeptical. Ask yourself, “what seems realistic?” And then ask those clients for testimonials too.

4. Use “Before and After” Diet products have been using “Before and After” testimonials forever. It gives us a clear picture that “This Stuff Works!” Here’s a template for you to use: Before I worked with (YOUR NAME) I had ____ and ____ for ___ years. After ___ sessions/ treatments/weeks I no longer have ______ and I feel_________ (great/fabulous/better than ever.)

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w w w . R e j u v e n a t e T r a i n i n g . c o m

© 2004-2008 Rejuvenate Training, Inc. All rights reserved

w w w . R e j u v e n a t e T r a i n i n g . c o m

© 2004-2008 Rejuvenate Training, Inc. All rights reserved

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